A: The most important thing is to be very personable. To conduct business in an ethical way, to communicate with your clients as best as possible. Show your clients what loan programs they might be able to qualify for and work around their goals. Try to really customize it all according to what their main goals are short and long term for the house and for their finances. Being there every step as well as following through– the deal is not closed when the loan closes– You have to follow up, you have to make sure you have a continuation of client service. Eventually you build that trustworthy reputation, and your business flourishes. (CONTINUED ON PAGE 2)
H: Can you describe a specific situation that you have encountered in which a client has faced an obstacle or misconception that you helped them overcome in order to get a loan for a mortgage?
A: Oh yeah. For example, I had a veteran, a US Army veteran who was trying to qualify for a house, whose credit scores were not high enough. So, I told him what to do based on his credit profile and three months later we got his credit score forty points higher and he was able to get approved, and was able to buy his house!
H: How did you help people get a loan so that they can avoid all the unpleasant consequences in the first place?
You have to really know your guidelines, you have to really be aware of what you are doing. Treat everybody exactly the same. Treat the one million dollar purchaser the same as the one-hundred thousand dollar purchaser. Sometimes, some people in the business, get so stuck on numbers and forget that they are actually working with people. It’s important to remember that you are servicing somebody, helping somebody. Stay within federal guidelines, righteous morals and values, be upfront and set the right expectations, and you should be fine.
Q: What inspired you to become mortgage loan officer?
A: I was tired of working the typical corporate job, I was not fulfilled. I felt like I wanted to help people more one-on-one and have a bigger impact on their lives than just being at a desk and taking orders. I like the real estate industry and had wanted to get into it for a long time. I thought that learning the financial side of things and the loan programs available out there to help people, was an interesting route for me to go about it- and here I am.
H: Did you have a specific moment when you decided, “this is what I want to do now?”
A: Yeah, especially after I met Terry, my branch manager. He’s a great leader, he’s a great person, and he’s always willing to help. I saw the things that he did; how he conducted himself, and I saw the lifestyle he had, which is the lifestyle that I wanted for myself– and I just knew that it was the path I wanted to follow.
H: Can you share a lesson you learned early on, that still impacts how you do business today?
A: That it happens slow. That you need to be patient with the process and with yourself.
H: Which process?
A: The process of building your business. You’re not going to start closing loans the first month or two. Perhaps not even on the third month. It is going to take time, unless you work for a bank of course– because then you have people coming in all the time. You might have better luck, but with more of a non-bank, independent mortgage company you’re definitely going to have to work for it. You have to build relationships with Realtors, and referral partners; you have to build a sphere of people around you that you trust, and who trust you – who can help you out and support your business goals, and what your working for.
H: What were some of the mistakes you made at the beginning?
Not being organized enough, not being disciplined enough with my schedule. Being reactive, instead of proactive.
A: What are some mistakes that you saw someone else make?
H: Mm, the same. Getting frustrated or quitting too early.
A: How did you overcome your own obstacles in becoming a mortgage loan officer?
H: Knowing your ‘why.’ You have to have a big ‘why’, you have to have a big purpose– that’s what sustains you long term. If it’s just the money, and you are looking to make the money quick, if something doesn’t go your way– you will quit, and jump on the next shiny thing. So, you need to have a really good ‘why’, a good purpose as to why you are doing what you are doing. That definitely helps, and so does getting rid of your personal limiting beliefs.
H: What’s one thing that we may not have covered that you could share with someone who is considering working with a mortgage loan officer?
A: That they have to remember that our services are in essence free, so it’s a very smart idea to start with a loan officer, and then go through a Realtor, because the Realtor wants to know what kind of price range you are going to be shopping for– and if you are even qualified to be shopping for a house in the first place. So, starting with a loan officer is always a good first move. By the time you step into your Realtor office, you can confidently say, “I know what I want, I know how much I want to spend, and how much I am approved to spend”. You just made the whole process a lot smoother for yourself and your Realtor. And if you don’t have a Realtor yet, we can always help you pair up with one.
