My background, and how it benefits you, the borrower
It is rare to have a Mortgage Consultant who understands FNMA and Freddie Mac underwriting guidelines as well as most underwriters, yet knowledgeable enough to be aware and ask the pertinent tax, financial planning, and trust questions that may need to be addressed with the specific professional. The benefit to the borrower is that by knowing the “right” questions to ask upfront, defining potential problems and anticipating obstacles, I can identify solutions upfront and avoid or minimize problems down the road during the loan process.
It is disheartening when I hear of loan officers running into issues 3 or 4 weeks into the loan process that could have easily been avoided or dealt with upfront IF the Mortgage Consultant had simply asked the “right” questions upfront and listened. It really is in the questions that we ask upfront that will help guide us to the best long term solutions for you, the prospective client.
There may be unforeseen “turbulence” during the loan. My responsibility as an experienced “pilot” in guiding you is to anticipate and minimize any turbulence. This is just one of the qualities that separates me from other Mortgage Consultants.
As your Mortgage Consultant, I have the experience and innate ability to ask profound and insightful questions to discover what is important to the client, listening vigilantly to not only make hear the clients dreams and hopes, but to listen and anticipate any potential obstacles so he can identify solutions UPFRONT - not down the road.
One of my greatest skills is the ability to see things from multiple perspectives, identify unintended consequences and the probable effects that may result from taking a particular course of action. Calling the “right” play at the “right” time.
I was one of the top producers for UWM - United Wholesale Mortgage in 2021 (the #1 mortgage lender in America) and received recognition for consistently closing loans among the fastest. I bring this up because of the influence and pull I have on the back end when the need arises on tough loans/conditions or in needing to close a purchase loan in 15 days.
What sets me apart from the traditional mortgage lender
The first quality that sets me apart from the traditional Mortgage lender/Broker is that during our Initial Consultation I ASK questions to help the buyers/borrowers discover their WHY. I really want to know what is important to them and why it’s important to them. This is important to both of us for a few reasons
- It provides incentive for them to remember THEIR WHY when they encounter their own fears/doubts or when the underwriter asks for that additional document that you wonder - really another document
- When a buyer/borrower has clarity - decisions become easy/easier
- It gives me PURPOSE
- And quite frankly, the borrowers don’t see me as just a “mortgage guy”. They introduce me as the guy who helped them get ….
- We are now family and family stays together for the long term
The other aspect that sets me apart from the traditional lender/Broker is that because my business model is built (strictly) on referrals and repeat clients - is TIME. Your referrals provide me TIME to do the little things that can make a significant difference in the overall experience I deliver to my family of clients
Unlike the traditional lender who spends 70% of their time prospecting to find the next “deal” and maybe 30% overseeing your loan transaction. Because of my “By Referral Only” business model and trying I am able to spend 70-80% of my time overseeing the transaction so little things don’t fall through the cracks, return phone calls in a timely dedicated manner, work behind the scene with the underwriter to push through conditions and sometimes have them eliminate unwarranted conditions, write letters upfront with the loan submission for “complicated” situations, and provide guidance to help borrowers raise their FICO scores - which has saved my borrowers anywhere from $1,000 to $12,000 upfront.
WHY would I even spend the time and $ upfront to help raise a borrower's FICO score if I don’t make more money. It is simple and part of my moral compass. If the tables were turned and someone had the knowledge and experience that could help me - I sure hope they would. And quite frankly, it is the RIGHT thing to do. Karma 🙂
** I also have a firm core belief that it is not how successful we are - but rather how SIGNIFICANT we are in the lives of others **
And to simply honor what I say I am going to do.
I started my mortgage career in 1990 while I was a Financial Advisor because I saw it as an easy entry of discussion with people. I know mortgage rates are higher than what we got comfortable experiencing through 2021 with the “easy money” of the Federal Reserve. But to put things into perspective and to illustrate how long I have been in the mortgage business. In 1990, homeowners were so excited because mortgage rates hit single digits. Yes, they had just dropped to 9.75% and people were eager to refinance. Imagine, saving someone on their rate in the 9’s!
My Personal Story and Why I love what I do
Well fast forward to WHY I am still in this business today because Eric and Meribeth Miller shared this story in 2007 (when the mortgage industry was going through _____) during their Initial Consultation when I was doing my 5,6,7 and helping them discover THEIR WHY- WHY was buying a home so important to them. And after a few discovery questions and going a little deeper, Eric who was 27 at the time really opened up and shared the most revealing answer that still resonates with me today. “You really want to know why it is so important for me to buy?” I remember having to move on my 12th birthday when the landlord decided to sell the house we had been renting. And I NEVER want my daughters to have to experience that.”
Understand, no one in either Eric or Maribeth’s family had ever owned a home before.
That was so impactful to me in 2007 when I was at the crossroads and deciding whether to stay in the mortgage business or not. I was there to help Eric and Maribeth discover their WHY - but on that day, Eric helped me discover my WHY - my PURPOSE.
That the Mortgage business was MY “vehicle” for being able to positively impact the lives of others. Because I truly believe, it is not how successful we are. But rather how significant we are in the lives of others around us.