Break the $50 Million Barrier
Use these five tips to exponentially increase your production
By Dan Moran
With the first two months of first- quarter 2018 already behind us, some New Year’s resolutions are, hopefully, well on their way to being fulfilled.
If you’re a mortgage originator, there’s a decent chance
you vowed to grow your business this year. Although
your intentions were sincere and your motivation was
in the right place, what have you done in the first two
months of the year to make that goal happen?
Increasing your production begins with self-
assessment. If you’re a $10 million to $15 million pro-
ducer, how long have you been stuck in that range?
If it’s been more than three years, it’s time to take a step
back and think about where you want to be.
Whether you’re looking to double your business or
break the $50 million barrier, it’s important first to con-
duct an analysis of where you’re coming up short. Then,
manage your expectations to ensure your goals are am-
bitious but realistic. You also need to consider the people
on your team. Are they positioned to fulfill their roles and
support your business goals under your leadership? Eval-
uate everything and ask yourself if there is a better way.
Desire and discipline
You have to possess the ability, of course, but you also
need the desire and willingness to commit to doing
what it takes to grow your business. Those are big
pieces of the puzzle that often fly under the radar be-
cause intangibles can’t be measured.
If you can’t wake up every day with a desire to go out
and win, you’ll start out flat and come up short. You’ll
be stuck in the mud and unable to advance. Elevating
yourself — and your business — won’t happen with-
out a disciplined commitment to doing everything it
Illustration by Dennis Wunsch
takes to make that a reality.
Treat increasing your production like working out or
Is your marketing the same from month to month?
events for referral partners, originators should be
trying to lose weight. If your goal is to lose 10 pounds
What about your pipeline management? Consistency
open-minded about embracing innovative styles or
and you drop a couple the first week, that’s a wonder-
across the board can be the difference between a
techniques, or simply approaching a certain activity
ful start. If you get off track the next week, however,
$10 million producer and a $100 million producer.
that doesn’t mean you should stay off track. The reality
2. Fine-tune your knowledge. The most successful
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is that you will have off days and off weeks.
originators are walking encyclopedias of knowledge
when it comes to products and guidelines. You may be
Tips to follow
looking at a scenario with a single-family home, an 80
The same cycle of up-and-down times is true for orig-
percent loan-to-value ratio and a buyer with excellent
inating loans. You have to be dedicated to regaining
credit. Any originator can close that loan, but when a
your focus when off weeks happen and keep the big
situation has a notch or nuance to it, top producers can
picture in mind. Whether you’re looking to surpass
gather the information, think outside of the box and
Dan Moran is senior vice president of sales strategy and
$25 million or aspiring to exceed $100 million, here are
overcome whatever obstacle is in the way. That can’t
development at Guaranteed Rate Affinity. He started in the
five tips to get you moving in the right direction.
be accomplished without a vast knowledge of your
mortgage industry in 1997 and worked in a variety of roles,
1. Be consistent. Are you doing the same things day
products and guidelines.
from accounting to originating to management. Moran relies
in and day out? Settling into a routine across your
3. Discover the next best thing. From time to time,
on his extensive industry knowledge and experience to
create and build the company’s brand nationally while
business allows you to operate with greater efficiency.
you must be willing to try something new. Whether
helping originators grow their business. Reach Moran at
Are you consistent with sales-related activities?
that’s an increased presence on social media or more