For the eighth year in a row, we compiled the industry’s most comprehensive list of the nation’s top mortgage
originators. The rankings include
not only the originators who are
closing the most dollar volume and
the most loans, but also the leaders
in niche areas, like Federal Housing
Administration, U.S. Department of
Veterans Affairs and U.S. Department
of Agriculture loans as well as home
equity lines of credit.
View Scotsman Guide’s
Top Originators 2016 at
By Steven Wyble
Tony Adkins is used to being on top.
Adkins began his mortgage origination career at
Ameriquest in the late 1990s, and within a month
he became the top producer in his office, he says.
He retained the top spot at the office every month
he was there, in fact, prompting a visit from the
company’s president, who promoted Adkins to
business development manager.
Adkins’ new position afforded him the opportunity to fly around the country, helping branches
increase their volume, he says. With a few exceptions, Adkins says he’s been No. 1 at every office
he’s worked for since.
Adkins, who is now a senior vice president with Alliance Home Loans LLC in Orange County, California,
recently found himself on top again. He earned
the No. 1 position for FHA loan volume in Scotsman
Guide’s Top Originator rankings, based on 2016 activity. He also ranked No. 3 for VA volume, No. 4 for top
volume gain, No. 5 for top refinance volume, No. 18 for
most loans closed and No. 21 for top dollar volume.
Adkins says his success with FHA (Federal Housing
Administration) and VA (U.S. Department of Veterans
Affairs) loans stems from his passion for both loan
products, although his military experience makes
him particularly well-suited to working with VA borrowers. Adkins was a Navy corpsman stationed with
the Marine Corps when he was younger, and his
connection to the military has helped him forge an
instant bond with military borrowers.
“There’s just a lot there I can relate to, and they
understand as a corpsman, and working with the
Marines and things, and every branch, that there
Steven Wyble is online content editor for Scotsman Guide Media.
Reach him at (800) 297-6061 or email@example.com.
is a brotherhood there. … It’s easy for me to build
a rapport because it comes from my heart, not just
trying to make money off a loan.”
Adkins says he doesn’t spend a lot of time explaining the intricacies of mortgage lending that may
befuddle his clients. Instead, he says he focuses on
pinpointing their needs.
“It’s, ‘What are you looking to do? What is best for
you and your family?’” Adkins says. “I (also) spend a
lot of time protecting borrowers. I get calls every day
from previous borrowers saying, ‘I trust you; is this a
real deal, or what’s going on?’”
Often, lenders try talking borrowers into, for example,
an adjustable rate mortgage, or ARM, that doesn’t fit
their needs, Adkins says — adding that he’s not afraid
to tell people that a loan is a great deal for the originator, but not for them.
With 100 percent of his volume last year coming
from refis, Adkins says he’s since shifted his strategy
to purchase loans and cash-out refis in the wake of
rising interest rates. But some success strategies are
Adkins says a strong work ethic is essential to success in the mortgage origination industry. Product
knowledge is a close second, but not far behind is
streamlining the business. Technology helps with
that: The internet and cutting-edge software have
made it exponentially easier to do a loan than was
the case in 2000, Adkins says.
“We set up a process, we streamline that process, we
tweak that process constantly, and I think that’s how
I can do the volume that I do,” he says.
Tony Adkins, Alliance Home Loans LLC
No. 1 Top FHA Volume (2016)