No. 19 Roger Brasil, Guaranteed Rate<br> Boston, Mass. (No. 109 overall)
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.I had a client going through a divorce and she needed to refinance her ex-husband off the loan or sell the house. She did not want to sell because she loved her home. However, the property had to stay on the market while the refinance processed and that caused an issue. Plus we needed to take cash-out but we got creative and found a way to get it done for her after she was denied at two other lenders.
No. 18 Vincent DiOrio, Academy Mortgage<br> Farmingdale, N.Y. (No. 105 overall)
Tell us about your most creative or successful marketing strategy. How did you come up with the idea? What were the results?I work for the client and offer them options that suit their needs. I treat clients as I would want to be treated and the results are many referrals.
No. 17 Scott Hemsworth, Wells Fargo Home Mortgage<br> Summit, N.J. (No. 99 overall)
Who is someone in your life, either personally or professionally, who helps contribute to your success?An executive vice president/managing director at a large investment bank in New York, who when I called on in my early years asked me why he should endorse my services to his thousands of employees. I went through the litany of services and products we offered and he said, "No, that is not correct. I will be endorsing you. You are what you are selling. Very few clients you call on will understand the true difference of the company you are representing compared to other lenders, but what they will see, is your presence, knowledge, personality and enthusiasm. You are selling yourself more than anything else."