From the Editor
By Jim Davis
Jim Davis is editor of Scotsman Guide Residential Edition.
Reach him at (800) 297-6030 or firstname.lastname@example.org.
Mortgage originators, get ready to take a bow
An old boss used to say, “We’re not looking for awards, but if they’re handing them out, then we’ll take them.”
There’s wisdom in that. You do the work for the sake of doing the work. It’s also important for you to be noticed
for your efforts, however. Recognition will help your company, and it will help you — both professionally
That’s why you should enter Scotsman Guide’s upcoming Top Originators 2018
rankings. This will be the 10th anniversary of Scotsman Guide producing these
exclusive, certified annual rankings of the nation’s top-producing mortgage brokers
Originators are ranked in a number of categories, including Top Dollar Volume,
Most Loans Closed, Top Purchase Volume, Top Refinance Volume, Top HELOC
Volume and more. Originators also are ranked on how they perform in several
government-backed loan categories.
Celebrate your hard work in helping to deliver the American dream to the nation’s
homebuyers. The entry period for the Top Originators 2018 rankings runs from
Jan. 1-31, 2019. You can fill out a short form online now to receive an e-mail
reminder of the official opening of the Top Originators submissions period by
visiting scotsmanguide.com/EnterRankings. We look forward to your participation.
Onto this month’s edition: Scotsman Guide is featuring stories on construction and
development and what those topics can mean for your business.
This month’s lead story by Chad Jampedro and Bruce Olster of GSF Mortgage Corp. starts on
Page 34 and covers single-close loans, otherwise known as construction-to-permanent financing — which
allows homebuyers to line up short-term construction financing for their dream homes, along with the long-term mortgage, all through a single closing.
Spring EQ’s Jerry Schiano writes on Page 102 about how originators should focus on home equity lines of
credit because the growing demand for these products could mean new business opportunities.
In these trying times, mortgage professionals who can be more efficient will have a better chance to succeed.
Mortgage Right’s Alvaro Moreira writes on Page 55 about four time-saving tools that will give you that edge.
On Page 67, David Wilson and Dan Bailey of WFG Enterprise Solutions write about how mortgage companies
are making big investments in technology, but are sometimes finding that what is delivered isn’t what was
promised. The authors offer sound advice on what to do in that situation.
If there’s an opportunity to be had in this market, it’s in renovation loans. That could involve helping a homebuyer
install a pool or solar panels, renovate a drab old home, or buy a meh house and make it dazzle through a
complete makeover. Plaza Home Mortage’s Jeff Leinan explores this topic on Page 75.
On another front, Leslie Heimer of American Liberty Mortgage writes on Page 84 about why it pays to prepare,
and not panic, when a home appraisal comes in lower than expected. Finally, Voicent’s Joe Wu writes on
Page 116 about how the cold call should remain part of a mortgage originator’s marketing strategy, but he
also explores new technologies that can help you employ this old-school tool more efficiently and effectively.
Enjoy this edition of Scotsman Guide and have a happy holiday season.