For the ninth 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 2017 at
By Steven Wyble
Around 15 years ago, before he became a mortgage
originator, Andrew Marquis intended to go into
investment banking. He landed his first mortgage
origination gig instead. It didn’t go well at first.
“[They] kind of threw me into the shark tank:
‘Here’s a phone and a list of people to call,’” he recalls.
“The first six months of it were unbelievably brutal
But six months in, everything clicked. Looking back,
Marquis says he thinks it took him about that long
to learn enough about the mortgage process to
adequately inform borrowers.
“I don’t really look at this job like [a sales job],” he says.
“I look at it more like knowledge and education. I feel
like the sharper I am on my products and options,
and what’s available to the referral partner, what’s
available to the consumer, the more empowered I am
to close those sales.”
From those humble beginnings, Marquis launched
a long, successful career. After working for a handful
of companies over the years, he’s currently a senior
loan officer for Guaranteed Rate in Lexington,
In Scotsman Guide’s latest Top Originator rankings,
based on 2017 data, Marquis’ $240 million home-purchase volume and $278 million overall mortgage volume landed him the No. 5 and No. 7 spots
in the Top Purchase Volume and Top Dollar Volume
rankings, respectively. And he ranked No. 14 for
Most Loans Closed, with a total of 646 loans.
Marquis credits his team for his success, noting
that their support enables him to do his job better.
Steven Wyble is online content editor for Scotsman Guide Media.
Reach him at (800) 297-6061 or email@example.com.
“Everyone on my team has a role, and it’s to stay
in their lane and do their job, and the execution is
really, really good,” he says. “It allows me to sell
more. It allows me to be out there proactively selling
and not dealing with the monotonous paperwork
aspect of it.”
Because his team is able to make the process so
smooth, it also helps create word-of-mouth buzz,
Marquis says. “The referral partners enjoy the process, which a lot of times can be a miserable process
elsewhere,” he says. “They really enjoy working with
our team, and it helps me get a lot of referrals.”
Marquis says he doesn’t see much of a threat from
rising home prices and interest rates. Even at the
height of the refi boom, the bulk of his business
consisted of home purchases, he says. “I take refis
when they come. That’s like a bonus,” he says. “But I
really don’t chase that business. Where I focus all my
attention is how to procure more purchase business
and how to add more referral partners that can refer
that kind of business.”
Nevertheless, Marquis acknowledges that rising
interest rates require tweaks to his business strategy.
He has found himself informing more borrowers
about adjustable rate mortgages (ARMs) these days,
for example. But he finds that in the end, many of
them still end up going with a fixed-rate mortgage,
because interest rates are still historically low. As a
purchase-focused originator, the future looks bright,
“I just don’t think rising home prices and rising
interest rates matter all that much to someone that
does 90 percent purchase business,” he says.
Andrew Marquis, Guaranteed Rate
No. 5 Top Purchase Volume (2017)