Brian Kent is general manager of C2 Financial Corp., an
award-winning mortgage broker/banker based in San Diego.
Kent worked at The Scripps Research Institute out of college
and then transitioned into the business world, eventually
being hired as a branch recruiter by a mortgage company in
1997. Kent moved to C2 Financial in 2008 and worked his way
up through the company. He was named general manager
in 2011. Reach Kent at firstname.lastname@example.org.
Your morning routine, for example, might consist of
n 9 a.m.: Hold a 15-minute “pipeline” meeting with
n 10 a.m. to 11 a.m.: Make calls to prospective
n 11 a.m. to noon: Set up appointments with Realtors
in your area.
As part of your weekly routine, you might set up a
caravan with Realtors every Tuesday. Meeting with
prospective Realtor partners is a key part of a weekly
routine. Top originators say they meet three new Realtors (or other potential referral partners) per week.
For your monthly routine, you should plan to run
your monthly production reports on the first of the
month to monitor your progress. Print up these routines, and put them on your bathroom mirror so you
see them every morning.
All originators know that working on pur- chase loans can be tough. The buyer, seller and respective Realtors are relying on the originator to come through and
to be on time.
This means lots of e-mails, texts and after-hours
phone calls to update all parties on the progression of
the loan. One wrong move can cause the deal to fall
apart, so the stakes are high.
Because of the high stakes, Realtors will, of course,
only trust certain originators to handle their transactions. It’s those originators who end up getting the
referrals, and it’s those originators who have long-term career stability, regardless of what’s happening
with interest rates.
So, what should originators do to make sure Realtors
have the confidence to refer deals to them?
The top quality a Realtor looks for in an originator
actually often has little to do with the originator. It’s the
originator’s processor that is key. So, the first step an
originator must take is selecting an elite processor.
Realtors must know the originator has a solid processor with an efficient and accurate tracking system
so purchase files move smoothly through the system,
from origination to funding. The processor must be
knowledgeable and proactive to deal with speedbumps that arise during the transition.
While speedbumps will always arise, Realtors know
they can be mitigated by working with an originator who
knows industry guidelines frontward and backward.
Therefore, it also is critical that originators demonstrate
they are A+ students of the mortgage business.
If originators aren’t on top of procedures, rules and
regulations, they are unlikely to win an argument with
the underwriter, and that could be the difference
between funding and fall-out. The best originators can
get on the phone with an underwriter and clear that
speedbump the majority of the time. Realtors want an
originator of this caliber in their corner if they are to
Showing Realtors your depth of knowledge firsthand is very powerful, but you still need to constantly
reinforce your reputation. How is this done? Follow
these five steps to reinforce your reputation when
meeting with Realtors:
n Compile a list of testimonials from past clients
n Give Realtors the list of questions asked during your “fact-finding” interview with the client.
This helps avoid surprises later on that can derail
n Show Realtors your system for keeping all parties
up to date. These days, many originators use
systems like Floify.com or HiMaxwell.com.
n Include material and flyers about your company and what you provide that other companies
n Display any awards or recognition your company
Establish a routine
To stay on top of purchase transactions, originators
must not get bogged down with unnecessary meetings and tasks. The most effective originators set up
daily, weekly and monthly routines to prevent them
from getting sidetracked.
Cultivating Realtor Relationships
Take the steps necessary to make yourself an attractive referral partner
By Brian Kent
Continued on Page 92 >>