You’ve probably heard the saying, “The man at the top of the mountain didn’t fall there.” It took some work. If I could give advice to someone beginning in the business, I would say:
One of my favorite quotes is, “Your network is your net worth.” Keep track of everyone you’ve ever worked with or have wanted to work with. Track their personal information, contact information, loan details, favorite sport teams, music they like to listen to, etc. Connect with them at a level they care about.
People work with people. And, it takes money to make money. Invest in yourself with additional training, meeting with respected peers out of state, hosting an event or learning new software. Always be a student of the industry. Through the years, I’ve learned the more I spent on me as a business, the more I made.
Be willing to take a stand and set realistic expectations. Don’t be afraid to admit when you don’t know something. A client will be more respectful if you say you don’t know something, but you will either find the answer or the name of someone who can help. People will respect you for that.
Stay in touch. You may be the best lender in the world, but if you are not staying connected people will forget about you. And 12 years later when they want to buy their next house, they won’t call back.
The Vantage Production Faculty is a unique group of mortgage pros who are among the best-of-the-best in the mortgage industry today. Recently, we asked them to share their best money-making strategies during a webinar.
These strategies come straight from the streets where our experts are doing a lot of business, and these strategies have helped them change their business and ultimately change their clients’ lives.
Each strategy presented by the Vantage Production Faculty is simple, effective and easy to replicate. When you put these in place and execute consistently, that’s how you make business happen.
To download the complete e-book with all 11 Money-Making Strategies, click here.
David Kuiper started in the mortgage industry in 1990 and has been consistently recognized as one of the top-producing loan officers in the United States by Mortgage Originator Magazine. He has closed over 5,000 loans totaling in excess of $850,000,000 at this point in his career, in a small, Midwest market. In addition to managing a busy mortgage practice, David is a nationally-recognized author, speaker and trainer in the mortgage industry. David writes regularly for a variety of industry publications and Bankrate.com. He is known as the expert on first impressions and building client intimacy. He also regularly hosts monthly site visits, where mortgage professionals from around the country spend a day of learning and experiencing first-hand the operations of his highly productive mortgage practice.