By Nathan Rufty
View these articles and more at
“Go Social to Get Local Leads”
“This Road Map Generates Leads,”
“Stop Struggling With Underwriters,”
“Put Your Sig Line to Work,”
Nathan Rufty is a mortgage coach and trainer with
Mortgage Marketing Pros, a company that works with loan
officers to develop marketing plans that increase leads and
closed loans. Mortgage Marketing Pros was created by a
producing loan officer and a master marketer to teach
mortgage professionals how to create their own businesses
without relying so much on one or two streams that can
dry up without warning. For more information, visit
mortgagemarketingpros.com. Reach Rufty at (909) 731-1218.
Once you are in the office, do not hang around
negative co-workers who blame everything around
them for why their numbers are not where they need
to be. That will only take time away on positive projects you should be doing. Focus on you.
Habits that you can develop when it comes to
personal growth include working out, eating better,
reading more and dressing better. These habits will
spill over to your business in a positive way. Working
out and eating better will give you more energy,
making it easier to get to the office early and start
your day on the right foot. Your mind will be sharp,
and you will be ready for the day’s challenges and
prepared to face them head on.
Block some time throughout the day to read about a
particular loan program, a book on self-improvement,
an article on how to improve your time-management
or presentation skills. Try to never close the day without learning something new. Your business will thank
you for it.
Dressing the part of a mortgage professional is not
that hard. It is easy to go into the office in a T-shirt and
blue jeans. Go to the office ready to meet clients every
day, even if you do not have an appointment set. Be
prepared for an unexpected one. That means you
need to skip casual Fridays. Measure your production
for a week going into the office with how you currently
dress and then step it up one or two notches and see
which style produces more results.
Developing relevant, productive skills and habits will
grow and sustain your business for many years to
come. There are many mortgage originators who have
made this business a career, meaning 20-plus years.
That’s the foundation that will help them weather the
ups and downs of the economy, which comes with
the territory. ■
As a mortgage originator, you must de- velop yourself in many ways, from learn- ing new loan programs and more ffective ways to communicate to establishing good habits and daily discipline for such things
as time management and personal growth.
Originators who truly work on these skills and implement these daily habits will see a steady stream of business. That’s the foundation that you can build on when
it comes to sustaining a long and successful career.
Do not be the originator who has many traits and
is a master of none. You want to be the local expert
about a particular loan programs such as the Federal
Housing Administration’s 203K Loan or the Home
You do not go to Subway and expect to order a
cheeseburger. Understand what your company specializes in when it comes to loan programs. If it is traditional financing, then do not promote yourself as a
Hone your skills
Communication skills are as simple as picking up the
phone to call or text your client or real estate agent
on the status of the loan. One of the biggest surveyed
complaints that borrowers have about the loan process is poor communication by the mortgage originator. Communicating poorly with your borrower
will not earn you a referral or repeat business.
With all the technology we have at our disposal
with cells phones, computers and automation, there
should be no reason why we cannot communicate
with all parties on the process of the loan.
Writing skills is another area you should work to
improve. Poor writing skills will reflect poorly on
your attention to detail, even in texts and e-mails.
Proof read your text messages and e-mails before
hitting send to ensure proper grammar and sentence
flow and that you are conveying what you hope to
As mortgage originators, we cannot control the
interest rates or housing prices, but we can control
how we treat our clients and how we relay positive or
negative information. Consumers (even you) like to
buy, not be sold.
So, instead of making a sales pitch, next time present options to your borrower and let them make an
informed purchase. Having your borrower select the
right loan option based on their goals will make for
a better process for yourself and your client.
Build better habits
Developing good daily habits will set you on a course
for success. Make it a point to be at your office and at
your desk ready to work at 8 a.m. Send out morning
updates by 9 a.m. Write five thank-you cards by 10 a.m.
Work on marketing from 10 a.m. to 11 a.m. Eat lunch
at your desk while reading a self-help book until
12 p.m. Spend the remaining work afternoon developing new contacts and connections. Don’t let anything interrupt your daily routine.
Imagine what your business would look like if you
stuck to a daily habit for 30 days. Would you create
more opportunities to close more loans?
Most originators are self-employed and have to
generate their own business. So, manage your daily
activities wisely. Working on unproductive activities
will hinder your business plan.
There is a reason you wake up in the morning and
get ready for work by dressing the part. Getting up
and treating your business like a nine-to-five job
(even though you are self-employed) will have positive
outcomes and build that foundation for a sustainable
Build Your Mortgage Business
by Developing Yourself
Establishing better habits, even reading and exercising
more, will help your career
By Nathan Rufty
When sending any e-mail, it is important to think of it as marketing material and not just
a form of quick communication. Every e-mail you send to someone is an opportunity
to market your services to them, so don’t waste it by using just a standard signature
line with your name, address, company name, contact numbers and NMLS number.
Instead, kick your e-mails into overdrive by hyperlinking each of those elements to your
professional website, company website or any other URL you would like recipients to
visit. These links could include your blog, social media pages, a You Tube video you
have produced, or any other online marketing piece you want to promote.
Get full marketing potential out of
your e-mail with one simple trick
By Nathan Rufty
Mortgage coach and trainer
Mortgage Marketing Pros
Photo illustration by
PUT YOUR SIG LINE TO