Bliss Sawyer's Marketing Blog

Spotlight - Rebekah Radice

 

 

 

 

Rebekah Radice is in a mentor group that I am a part of and I've been impressed with her work as an originator.  She seriously excels at social media and works non-stop on her relationships.  Rebekah was gracious enough to answer a few questions for me to share with ya'll.. highlights are what jumped out at me.

How long have you been originating loans?  15 years

 How many loans do you average each month?  7-10 personally but I’m part of a team that closes an average of 15 per month

About how long have you been averaging this amount?  I took 2 years off originating full time from 2008-2010 when I was strictly managing.  Prior to that I had averaged higher numbers than I do currently for 10 years.

 

What do you feel are the top three reasons you are able to remain so consistent in your production?

1. Relationships, relationships, relationships!  Building and maintaining relationships with prior clients and referral partners.  It’s not about donuts and rate sheets…it’s about getting to know people on a personal level and becoming a part of their teams success.
2.  Marketing & Social Media – Always staying top of mind and offering marketing tools that surpass my competition.
3.  Database Management – Consistently staying in front of my past clients and referral partners with relevant information

 

What advice would you give a loan officer that is trying to get their production up to your level?

#1: Keep at it.  It’s an uphill battle every day that requires diligence and thick skin.  If someone tells you no, move on to the next.  No one succeeds without a few scrapes and bruises along the way. 

#2: These days it’s tougher than ever so making sure you’re filling your mind (and soul) with positive, motivating information is critical.

Any other thoughts or suggestions?  Find something once a week that scares you and force yourself outside of your comfort zone and just DO IT!  i.e. presenting, cold calling, etc..  It’s those things that allow us to grow beyond the limits we’d previously set for ourselves.  That’s the stuff I get excited about.  Sounds silly, but we’re at our best when we’re not living inside our own preconceived boundaries.

 

 

 

 

Spotlight - Lyn Bankowski

Lyn Bankowski is my new BFF in beautiful Oak Harbor, WA.  I had the pleasure of getting to know Lyn last month while working of AlaskaUSA Mortgage.  She is an incredible manager and producer, but even more important; Lyn is just plain nice.

Lyn is very active and always looking for ways to grow her business and strengthen referral relationships so I asked her to share her secrets to success.  The other thing that I consistently see in Lyn and other top producers is PASSION and ATTITUDE (a good one:)  Yes - things have been tough but this is their LIFE and they LOVE doing loans.  I 

Lyn has been originating loans for 12 years and averaged 17 loans a month last year.   Pay careful attention to what Lyn has to say...   

        What do you feel are the top reasons you are able to remain so consistent in your production?

 I care about my clients.  They are real people with real feelings and lives. I stay in touch and I am sincere.

I am focused on finding solutions. Results matter. 

I have an excellent Processor.    

Education and certification.  You can never know too much!

What advice would you give a loan officer that is trying to get their production up to your level?

Follow the Golden Rule. 

Know your market

Any other thoughts or suggestions?

 Anything worth doing is worth doing with care and consideration.

 Be thankful for your gifts and the opportunity to share them.

 Say thank you often and mean it.  Be appreciative.

 Stay educated.  Always be learning something.

 Know the rules.

 

Spotlight - Wonida Welch

I recently had the pleasure of doing a bit of training for Homeowners Mortgage in South Carolina.   One of the great things about my job is that I get to spend time with people that inspire me... and I thank them for that.

Wonida Welch is a producing sales manager with Homeowners in Columbia, SC and I appreciate the time she took in answering my questions.  

If you are struggling with your production and want to be a consistent, strong producer; take note to the great advice below from Wonida.

What is your production?  I have been originating over 21 years and average about 8 loans a month.  I have been averaging that many loans probably for the past 15yrs.

What do you feel are the top reasons for your consistency?

1.  Keeping in touch and informed with my realtors

2.  Knowing my grant programs and the need for it in my market

3.  Always trying to capture new realtors/business partners especially when the housing market went bad I had to change some of my core realtors because it affected their production

4.  Good customer service so my borrowers will refer clients back to me as well.

 What advice would you give a loan officer that is trying to get their production to your level?  Just continue to go out and make those calls.  Let them know you appreciate their business and continue to do a great job so they do not want to send their business to anyone else but you regardless who you work for.  Also know your stuff and if you don’t know the answer don’t lie.  Just let them know you will get back with them on that question.

I have been in the business for a long time and I primarily work with first time homebuyers.  My market stays steady because my first time buyers are always there so that is why I need to know what programs/grant programs are out there.  The main thing is to know your market.  My realtors trust me and they know that I will always take the best care of all the referrals they give me whether they can buy now or later. 

The main thing is I do enjoy helping my clients.  When they close on their home and call me back to thank me is when I am the happiest because I know I have done my job well!!!!!!!

Spotlight - Sheila Moore

Sheila Moore with Idaho First Bank in Boise contacted me a few months ago to see if I would like to be part of a mentor group of loan officers.  (Chik is also one)  I've enjoyed the sharing of ideas and also getting to know the other five originators.  Sheila is fabulous at what she does so I asked her to answer a few questions so I could share them here.

1. How long have you been originating loans?
   8 years
2. How many loans do you average each month?
   10
3. About how long have you been averaging this amount?
   just during the down turn.  Before our industry crashed I was producing an average of 20 loans per month
4. What do you feel are the top three reasons you are able to remain so consistent in your production?
   1. I continue to stay in the top of my sphere’s mind
   2. Working full time
   3. Being honest and striving to be knowledgeable
5. What advice would you give a loan officer that is trying to get their production up to your level?
   Work full time at your job, have a giving heart, be a resource/storefront to your sphere.  

I love her advice.  Work full time, have a giving hear and be a resource.  Perfect combination!

Spotlight - Cristie North

I've recently had a few chats with Cristie North of Security National Mortgage and been impressed with her drive and passion for the mortgage business.  She graciously agreed to answer a few questions and share her thoughts on what it takes to succeed.

1. How long have you been originating loans?  I started in the mortgage industry in 1992,  learning the business as  a processor and began originating in 1998 so 19 years.
2. How many loans do you average each month?  Over the past 2 years I have averaged 10 – 15 loans per month.  I try to maintain at least 10 loans per month in order to stay consistent with my overall goals.  This past year I had a few months closing 20 loans, it can be difficult to manage that many loans when each can have unique situations.  I fortunately have a great assistant that supports me and understands the need to provide exceptional service to both my agents and customers.
3. About how long have you been averaging this amount?  My volume and units really showed improvement in February of 2009 and stayed consistent from there.  I attribute it to a change in my business plan; focusing more toward the purchase market and building relationships with the local realtor’s vs. refinances.  In addition, having a coach helped my business considerably especially with  accountability, marketing efforts, business planning & goals. I firmly believe that if you want to be successful and remain the best, you need to have a coach. Most all successful professionals have coaches, it works.   
4. What do you feel are the top three reasons you are able to remain so consistent in your production?
   1. My goal is to serve my clients with the best service I can provide, treat them as if they were a relative.  It is never about the transaction, it is always about building a relationship.
   2. COMMUNICATION, Honest and upfront communication about their loan and the process.  I answer my phone, period.  I do not leave my office without returning each and every voicemail.  I update both the buyer’s agent and the seller’s agents throughout the process weekly and as a result, often times I gain a new agent from the other side.
   3.  I follow through with my commitments.  My agents and clients trust me and know that there will be no surprises.  Even prior to the regulations with the good faith and now with the variances & allowances that are in place, It has been a part of my service to stand by what I quoted up-front and there have been times when I have had to absorb the difference.  However, having a satisfied and happy client is and always should be the objective.
5. What advice would you give a loan officer that is trying to get their production up to your level?

• Get back to the basics, make sure to focus on the little things that really differentiate yourself to not only the customer but also your agent; communicating consistently with regular updates, answer your phone, especially when you have to communicate something that is difficult.
• Stop selling rates and focus on what your agents really need…..they need help building their business.
• Outline your business plan!  So many originators fail to have a business plan or actually execute on what they put in their plan.  This is the first step to defining yourself as a professional verses the average loan officer. 
• Spend 80% of your time marketing & networking and 20% of your time doing paperwork.
• Spend time each day educating yourself on guideline & industry changes.  Education is key if you are going to be a professional in this industry.  With the ongoing changes that we continue to have it is so important to stay on top of them as much as possible.

Any other thoughts or suggestions?  Never make excuses or place blame on your processor, underwriter or company. Throwing your team under the bus is not only very unprofessional but more importantly it defeats whatever purpose you are trying to accomplish.  You are basically telling your customer that you and your team are not competent. 

Spotlight!

I had the pleasure of meeting Amy Tierce  a few years ago when I was speaking in Boston and loved her energy and.... and dare I say "pure likeability".  I was thrilled when Amy agreed to answer a few questions so we can all glean from her wisdom. 

Enjoy!

How long have you been originating loans? I got in the mortgage business after 5 years as a realtor, that was in 1990. 

How many loans do you average each month?   I try to be sure to originate 8 - 10 loans a month.  But in today’s low rate environment I could take 10 applications a day… I try to manage my practice so that it does not get out of control.  There are so many moving parts today it is very easy to miss something that will ultimately result in a declined loan, we take a lot of time up front with our borrowers to do our best to make sure that they will successfully refinance.  Of course this approach is even more important on purchase transactions.

About how long have you been averaging this amount?  My business really became consistent after I attended my first big seminar, Todd Duncan’s Loan Officer Productivity School in 2000. My production became very inconsistent when I started our Fairway branch, I was working on systems, policies, recruiting, hiring, and training… managing and oh yeah, seeing realtors, making presentations and networking….  In 2009 I hired a Production Partner to run my pipeline together we are able to offer a high level of responsiveness and service, something that I could not do on my own!

What do you feel are the top three reasons you are able to remain so consistent in your production? The only rewarding result of the mortgage meltdown is that our approach to the business has been validated.  We are still here, successful and profitable because we have always held passionate beliefs… 

1. Provide detailed mortgage information and options including exact costs and fees, in writing (long before Mortgage Coach) and stick by those costs and fees (long before RESPA reform)
2. Understand that this is a huge transaction for the borrower no matter what… take care of your clients first and the money will follow!
3. Tell the truth – and tell it early.

What advice would you give a loan officer that is trying to get their production up to your level?  It is harder today than ever before, take your time, study, investigate and research.  We must operate with the highest level of integrity, too many originators still take loans and hope that they will work, it is too stressful and expensive for all involved and it pollutes the market with doubt and distrust.  Realtors and sellers will not begin to trust us until we consistently tell the truth – good or bad.  We get calls all the time about transactions dying. In most cases we cannot save them, but in most cases, had the client come to us first they would have know that their financing would not be approved, ask questions seek out all potential problems, be incredibly thorough up front, originate offensively from day one – when you are known as someone who’s word can be trusted you will be respected and referred.

Any other thoughts or suggestions?  Our industry is deeply wounded; we all need to become involved and work together to rebuild our industry and its reputation.  Get involved in your state associations, attend training events. Become an activist for our industry by thoughtfully engaging in dialog with regulators, state and local and national political representatives.  Give back to your community.  Stay positive, project a professional image and make us proud!

Spotlight - Louise from Louisiana

I had the wonderful opportunity to chat with Louise Thaxton of Fairway Mortgage last week.  At the end of the conversation, I told Louise that I wish my move had taken me just a little more east and south to Louisiana just so I could work with her.  And I meant it.  Louise has energy and passion for her business and it is contagious.  I also LOVED her story.

Prior to 2006, Louise was averaging 5-7 deals each month.  She DECIDED she wanted to be a top producer and by the end of 2006 was closing 25 loans a month.  Louise graciously took time out of her (very) busy schedule to answer a few questions so I could spotlight her.

If you are ready to break through then I recommend you STUDY this interview.  What do you need to be doing, today, to make a difference in your business?  Louise makes it pretty clear what worked for her.

How long have you been originating loans? 13 years

How many loans do you average each month? 25-30

About how long have you been averaging this amount? For the last 2 years I have averaged 25-30.   Before that, I was originating about 20 per month (for last 5 years)

What do you feel are the top three reasons you are able to remain so consistent in your production?

1. Always remembering my “Why” – why am I doing what I’m doing?  It keeps me motivated!  And it helps me to NEVER give up!  There is a REASON – a heart reason – for why I do what I do (family, financial freedom)
2. EXTREME focus on my goals and the disciplines to reach those goals.  Getting up every day and doing what I know will bring results – even if I do not see the results immediately - and doing what I know I should be doing – no matter how I “feel” -
3. Not putting all my eggs (or marketing) in one basket

 What advice would you give a loan officer that is trying to get their production up to your level?  

#1` -Decide WHY you want the production at that level?   – that was the turning point for me – to make a difference in my family’s finances – help my husband, financial freedom. 

#2 – Write down your goals  - BIG GOALS!  and review them regularly.  When I wrote down (in Nov. 2005) I wanted to be in Mortgage Originator Magazine, I was closing 5-7 deals per month!  By the end of the next year, I was closing 25 per month.  BIG GOALS! 

#3 – Write out a vision of what you want your business to look like at the end of 1 year, 3 years – what do you want your REPUTATION to be? 

# 4 – Write out a plan to help you achieve those goals – It doesn’t have to complicated – it can be on one sheet of paper – but WRITE IT DOWN ! I do have a yearly business plan and yearly goals - but I also have the year broken into 7 parts – the “52 Day Plan” – and I break it down – what am I going to accomplish in 52 days? 

 #5 – Do something every day that moves you closer to your goals. 

#6    Make the decision that you will not give up, let up or shut up -  – no matter what it takes – until you have reached the goals you have set.

#7 – NEVER LOSE YOUR FOCUS!  DO NOT BE DISTRACTED!  Right now, many people are focusing on the “refi’s” – we are NOT – we are going after realtors who cannot get their deals done – because banks are focusing on the refinances!  Now is the PERFECT time to do what everyone else is NOT! 

Any other thoughts or suggestions?  It’s about changing your mind!  Most people just think that they CAN’T – SO…….if they “think” they can’t – well, they CAN’T!  I believe it was Henry Ford who said “Whether you think you CAN or think you CAN’T – you’re right!” When you change your mind – you can change your life!

 

Spotlight!

Welcome to my series showcasing loan officers that consistently close 8 or more loans each month.  I love the story side of sales and enjoy hearing what works for others.  If you are interested in being spotlighted then email me at bliss@blisssawyer.com.

Today's spotlight is Gary and Jamie Lau who work as a team for Wintrust Mortgage in Phoenix, AZ.   I have been in touch with Gary and Jamie for a few years now and what impresses me the most is that they are dedicated to consistently improving their business. Here's a short excerpt from Gary's blog:

"I have 16 years experience in the mortgage industry and have helped hundreds of families realize the dream of home ownership.  My motto  - 'Making home ownership a reality for all families'. My specialization is meeting with clients face-to-face and conducting mortgage consultations.  Whether it's your first home or third home, It's very important to me to educate all customers on the mortgage process."

Gary and Jamie have been closing 10-12 loans a month for the past two years.  I think it's interesting to find out what is important to loan officers that consistently produce this volume.

I asked what they felt were the top three reasons they are able to produce what they do each month.  Here are their responses:

1. Staying in touch with past clients
2. Staying in touch with Realtor base
3. Staying up on changing agency/lender guidelines so deals close in a timely fashion

I then asked what advice they would give a loan officer trying to get their production up to that level and any other suggestions they might have:

Constantly market yourself and stay on top of changes in the market place.  It's important to stay in front of your clients and Realtors.  Also, stay on top of market/industry changes and communicate them to everyone you know.  It puts you as the expert in the mortgage industry.

Work as a team and it helps with marketing and administrative functions.  So, Gary can concentrate on the loan issues, and I (Jamie) can concentrate ont he marketing end of work.  It helps when you have a marketing coordinator or loan assistant in order to make the work flow better.

We also read this blog constantly and get great marketing ideas from it and the comments.

 

 

Bliss everywhere

Imagine my surprise last week when I received a friendly email from Bliss Green.  She is a loan officer with Myers Park Mortgage in North Carolina and after finding my website was very surprised that we have the same name.  Maybe you know multiple people with the name of Bliss, but I have only met one!

I asked Bliss (feels weird even typing that!) if she would share some of her secrets to successful originating.  I figure you all hear my rantings often enough :)

What do you feel are the top three reasons you are able to be successful?

1. Marketing my positive outlook, it is my personal brand - LendingBliss!  I always focus on good things.  I expect good things to happen to me, and those I do business with!  I am always communicating that good things are on the way!  Regardless of the circumstances, tomorrow is only a day away!  Even in my business, when things go unplanned, it is for a reason, and I know a positive result will occur, even if it is chalked up to learning.  People are attracted to positive electric energy!  Try it, it pay$!
2. Willingness to Learn and Help – I’ll be the first to tell people that I don’t know all of the answers, but I will research it, and get back to them with an answer.  Honesty is always the best policy.  It provides an opportunity for me to learn, to become more prepared, and knowledgeable.
3. Determination! You must never give up.  In the last 10 years, I have seen a lot.  As long as you have determination, and stay the course, failure is not a possibility.

What advice would you give a loan officer that is trying to get their production up?

Try something New.  If what you are doing is not yielding your desired result, copy someone that has what you want. Find a Loan Officer who has the income & relationships you desire.  Ask them what they do, and how they do it.  Success in business is not luck, it is a choice of calculated disciplines that result in a positive monetary outcome.  The choice is always up to you to decide.  Choose success. Be willing to do what you would never do, and you’ll open up the doors to receive what you’ve never had.

Any other thoughts or suggestions?

Whatever you do, get peace of mind about it! This is what produces feelings of contentment & happiness. No one is on cloud 9 all the time, but you also can not afford to allow life and your emotions to be your compass.   Desperation, Confusion, Aggression, Depression, and Frustration are very much so communicated non verbally and in our energy levels.  Before you start your business day, or meet with clients, always raise your energy levels.  If you do not, you will do yourself and your business a more harm than good. 

What a fun thing that we are in the same industry and have the same work ethics and marketing philosophy.  I guess it was just like my rantings... but I think that is a good thing.

Spotlight

  

Welcome to my series showcasing loan officers that consistently close 8 or more loans each month.  I love the story side of sales and enjoy hearing what works for others.  If you are interested in being spotlighted (can be anonymous if you prefer) then email me at bliss@blisssawyer.com.

Today's spotlight is Greg Luman, branch manager with Hometrust Mortgage in Lubbock, TX.  I know Greg personally and have TREMENDOUS respect for him.  He is passionate about doing mortgages and has a enormous wealth of knowledge that truly attracts business.  I am loving Greg's advice and I guarantee your production will go up if you follow it! 

 

 

 

 

 

1.   How long have you been originating loans?   I have been originating since January of 2002.

2.   How many loans do you average each month?  I average 15 per month (95% are purchases) 

3.   About how long have you been averaging this amount?  I have been averaging this amount for the better part of 3 yrs. 

4.   What do you feel are the top three reasons you are able to remain so consistent in your production?

a.    I learn, absorb and read guidelines all the time to help me think like an underwriter so that when I give a client or a realtor or a builder a point of sale approval, that the approval holds up in underwriting. (basically immerse yourself in mortgage documents, manuals, seller guides to  become a "mortgage nerd")

b.   I am available during the hours that realtors work. That means after 5 and on weekends. Doesn't necessarily mean going to the office, but it does mean responding to emails and phone calls and doing some work from home. So many originators are not willing to do this. WORK HARD. Put in the hours. work 50-60 hours a week. This requires that you sacrifice a part of some other area of your life and that's why a lot of LO's won't do it and won't get to the consistently high production numbers.

c.   Be consistently pleasant to your customers and referral partners. People like working with people that aren't always complaining. Be a bright spot in your customers or referral partners day. Make it to where they enjoy that contact with you.  

5.   What advice would you give a loan officer that is trying to get their production up to your level?  See item B from above...especially the last few sentences. Also,  you must constantly be talking to new realtors and builders to build positive connections to work off of. Don't get upset when a realtor tells you they wont work with you. Be persistent. 

6.   Any other thoughts or suggestions?   Stand behind your work. Go to your loan closings. One lender asked me once "how do you have the time to go to all your closings?" My answer was "how do you not have the time to go to your closings." it is the culmination of what you have worked on. It builds high trust relationships with clients, builders, realtors and title companies. Become a person that does what they say they are going to do day in and day out.  Return all your calls each day if only to say, "I don't have an answer for you but wanted to acknowledge you called".  Be a professional. Know more than your competitors. Position yourself as the authority on all things mortgage.  Lastly, it really helps if you enjoy your job and the company you work for. If you don't like the job, get out. If you don't like your company, make a move. Your partners can sense when their lender is enthusiastically engaged in the loan process.

 

Thanks, Greg for sharing!

Spotlight

Welcome to my series showcasing loan officers that consistently close 8 or more loans each month.  I love the story side of sales and enjoy hearing what works for others.  If you are interested in being spotlighted (can be anonymous if you prefer) then email me at bliss@blisssawyer.com.

Today's spotlight is Kristin Vaughan with F&M Bank & Trust in Tulsa, OK.  Kristen has been originating four years and averages 12-15 loans each month.  She has been at this level for the past two years.  Pay close attention to what Karen has to say about education.

 

  What do you feel are the top three reasons you are able to remain so consistent in your production?

1.  Marketing- staying in front of Realtors and past clients

2.  Service- returning calls in timely manner and on-time, stress-free (or as close to stress-free as possible these days) closings

3.  Being a friend- I truly care for all my referral partners and want to see them to succeed.  Some of my greatest friends are my Realtors

What advice would you give a loan officer that is trying to get their production up to your level?  There is no such thing as too much marketing!  And my opinion, the “cheesier” the better- it makes them remember you, even if they are laughing at you.  : )  Also, tell your clients you’re available on weekends and when they call, answer!  Normally they only need a quick question answer and it makes their life so much easier.

Any other thoughts or suggestions?  Block out time for the important things and make it happen (especially time for education- it shocks me how many lenders don’t know the guidelines- that’s an easy way to set yourself apart).  I truly feel I don’t do anything out of the ordinary- I just do what sales people are supposed to do.

 

Thanks, Kristen for sharing!

Spotlight

I am starting a new series as mentioned here showcasing loan officers that consistently close 8 or more loans each month.  I love the story side of sales and enjoy hearing what works for others.  If you are interested in being spotlighted (can be anonymous if you prefer) then email me at bliss@blisssawyer.com.

Brian Forrester has been originating for six years in Florida (a struggle in and of itself) and consistently closes eight loans a month.  He went through numerous unexpected company changes as the market started melting down in 2006 and 2007, which makes those numbers even more impressive.  This also tells me he has great potential to crank things up to 12-15 loans a month.

Here are Brian's thoughts on a few questions I threw his way....

What do you feel are the top three reasons you are able to remain so consistent in your production?

1.  Constant/Consistent marketing messages—mostly about the changes in program guidelines, when everything was changing in 2007 and 2008, I was the first to bring the changes to my referral partners.  There are those that will just send something out to be the first, I like to wait and know the details.  There were a number of LO’s in my market who kept saying FHA was changing their seller contribution limits in April.  That of course, was wrong as FHA is  just thinking about it.  Imagine how relieved my agents were when I told them by my eyejot video email that you can still do 6% seller paid contributions.  Friday phone calls are huge.  I like using slydial on Friday afternoon just to let them know I am working if they have questions about FHA, inspections, closing periods, etc.

2.  Working the transaction—calling the listing agent upfront…I come across as the expert when I call them to remind them to keep utilities on for the appraisal.

3.  Communication during the transaction…My office does a weekly status gram.  We send out a confirmation email to client confirming terms of loan, closing date, time, and a sample HUD of the numbers as we see it right after we receive the clear to close.

 

What advice would you give a loan officer that is at 3-4 loans a month and wants to get up to your level?

 

First of all, it takes time.  Commit the time to be seen and heard CONSISTENTLY in your market.  Send out a weekly marketing message that you craft yourself, not a canned newsletter or some other prepackaged marketing piece that 20 other LO’s have sent.  Make those Friday phone calls to let agents know you are available.  This is a contact sport and that is the best way to get sales.  Go to open houses, get known for supporting them.

 

Any other thoughts or suggestions?

I love Jeffrey Gitomer’s approach to sales, so I try to be a little different than most.  Yes, I do blog and I try to inject a little personality in my posts, but I use the blog as a credibility tool, rather than a lead generator.  I love video email as it is still different, especially if you are giving value to realtors.  I never talk about me or my company, it is always in context of their business and how it affects them.

 

Thanks Brian for sharing!!