« matrix: warehouse lines of credit »
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1 Size of line: Minimum
2 Size of line: Maximum
3 Personal/corporate/combined net worth requirement: Minimum
4 Annual origination volume: Minimum
5 Willing to train those new to warehouse lending
8 Lien position: 1st
9 Lien position: 2nd
11 FHA / VA
12 Fannie Mae / Freddie Mac
13 HLTV programs
14 Home equity
15 Home improvement
16 Jumbo residential
17 Mixed-use properties
12 13 14 15 16 17 18
NATIONWIde Nationwide lender offering warehouse lines in all 50 states. Advantages include prime and Libor rate options, online requests and line reports and
paperless processing that increases efficiency and reduces costs.
Gateway Bank FSB
Nation's top warehouse bank (Federal Savings Bank), Quick$ale®, off balance sheet (purchase facility), early wires, TPOs
NATION WIde except: AK HI N Y Warehouse funding since 1998! Broker to banker welcome; 100% advance rates; no non-usage fees; flexible terms. USdA.
Horizon Bank NA
Repurchase facility, early wires, TPOs
Wilshire State Bank
Janette K. Mah
Advantages include same-day settlement, early wire, TPO and repo facility.
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Scotsman Guide makes every attempt to ensure the quality of matrix and directory information, which all listed lenders verify or update monthly. Because of the production cycle and dynamic nature of the industry, loan product
terms and availability may not reflect the latest changes. Please contact lenders directly for the most-recent program details. If you believe data is inaccurate or misrepresented, please e-mail: email@example.com.
« tools & tips »
By Ralph LoVuolo Sr.
3 Steps to Success
Originators who are consistent and persistent are best positioned to grow their business
The latest and greatest training tools seem to promise new ays to help you stay informed,
motivated and organized — all while
making you richer — but really, sales
is pretty simple.
there are three things that every
salesperson must do to be successful.
1. give away information. Learn everything you can about everything.
Study, read, investigate and know
the facts about everything you can
possibly study. then teach it. the
most-important things you can
teach are various ways to make or
save money. For example, if you’ve
been studying the ways that social media has impacted business,
you can teach that to your referral
sources, and they will come to think
of you as a knowledgeable and
2. ask for business. It is imperative
that every time you contact poten-
tial sources of business, you let
them know that you want to do busi-
ness with them. It’s crucial that you
mention being a partner in the de-
velopment of their business.
“Study, read, investigate and
about everything you
can possibly study.
Then teach it.”
the next step is to aggregate this list
geographically. Wasting time between
calls is just that: a waste of time. then
arrange the list so you see five people
every day. See the same five people
every Monday, the same group every
tuesday and so on.
Now comes the hard part: You have to
do it. You have to physically visit the people with whom you want to do business.
Be smart enough to adjust your list to
accommodate glitches. When you get to
see someone, ask what day of the week
is the best day to see them. Many of the
finest referral sources work from home.
Get permission from their assistants.
Ask to give a seminar to their group.
But you must persist. If you don’t,
you will fail. •
Ralph LoVuolo Sr. is president of consulting
company Mortgage Motivator ( www.mort
gagemotivator.com) and has more than 50
years of experience in the mortgage industry.
He helps salespeople achieve their potential
through organized thinking and proactive
initiatives. LoVuolo is a founder and t wo-term
president of the New York Association of
Mortgage Brokers and served six years on the
board of directors of the National Association
of Mortgage Brokers. Reach him at ralph@
mortgagemotivator.com or (561) 509-8425.