If a family bought its first home in
2014 and financed it at 4 percent, with
a 30-year fixed conventional loan of
$353,759, for example, and today the
home value is estimated at $523,000,
that’s a 48 percent increase in value
from when it was originally purchased.
That family’s net worth has increased
by $169,241, plus the principal paid over
the past four years.
This family now has new opportunities
to refinance the home and/or the buying
power to purchase that beautiful moun-
tain home or income-producing rental
property they have been considering.
Pending rate fluctuations, a 15-year refinance could mean more than $100,000
in savings over the life of the loan.
The entrepreneurial originator is
Pros are innovators
on the call, ready to talk through the
options and provide the best possi-
ble scenarios for their clients. They are
acting as asset managers, helping
homeowners navigate all potential
options to build their 83 percent retire-
Top-producing originators understand
that although they can be incredibly
unique in their approach to events,
marketing and branding, this differentiation has a competitive shelf life.
They must constantly embrace change
in the form of new innovation to stay
Recent technological advancements
in the area of automation allow originators to evolve their marketing content and the way they communicate to
prospective clients within their sphere.
The ability to virtually — and meaningfully — communicate with all clients on
a regular basis frees up originators to
personally engage with the right borrowers at the right time.
Innovators understand that, regardless of the branding, the system or the
technology, the end game is to maintain high-quality personal connections
and deliver personalized solutions that
help clients achieve their goals.
n n n
Developing “clients for life” has always
been the secret sauce of high-performing mortgage originators. Understanding the lifecycle of homeownership and
engaging people in their sphere with
thoughtful content are the hallmarks of
As the number of online tools for
homeowners and renters explodes, so
does the amount of information and
products available to them. Originators
have an opportunity to maximize each
borrower’s wealth by compiling this information into actionable intelligence
that leverages the right financial product
at the right time. The originators who
can efficiently create this intelligence
and connect it with their entire sphere
will become the next generation of top
producers — and redefine the core value
proposition of the lending industry. n
<< Wealth continued from Page 68 “The entrepreneurial originator is on the call,
ready to talk through the options and provide
the best possible scenarios for their clients.”