NMP - December 2016 - 94


Add Builder Business to 2017 and Take a
Walk on the Wild Side! By Shirleen Von Hoffmann
t's that time of year where
we are preparing for the
holidays and year end, and
thinking about the New Year
to come. So, what will your
business look like in 2017?
Here's something to think
about ... rates are low and have
been low for some time now and
everyone who wanted to refinance
has probably done so. With
pressure for rates to rise, then
your plan should be entirely a
purchase business plan for 2017
and 2018 and always.
With purchase business
representing real estate agents
and builders, I want to speak to
builders because that's my
specialty. I find that people who
do builder business can be wildly
successful or not. It depends on
the skill, preparation and support.

I

DECEMBER 2016 n National Mortgage Professional Magazine n

NationalMortgageProfessional.com

94

For owners and managers
Builders and the mortgage
divisions that support them took a
back seat during recession.
Building a team and support on
that team to do builder business
takes time, it's not something you
do overnight. You want to be
prepared for builder business, be
imbedded in the builder industry
and known as a capable,
dependable builder lending
provider. You want to have your
sales team in play and trained, as
well as your support team. Your
support team should be in house
and really have builder business

nuances down to a science.
My message to you is you
need to prepare for builder
business now ... don't wait for
when rates drop. Now is the time
because it takes time to brand
your company as a builder's
lender, find and train your sales
team, onboard a division, as well
as your support staff, and get
your team builder certified.
Waiting and scrambling around at
the last minute won't work
because others will be well ahead
of you. It can take months or
even years to brand, market,
obtain and close builder business
... so, what are you waiting for?
For loan officers
My message to you is, you also
need to prepare and plan, and I
promise your business will
change. I tell my students that if
they called consistently on 10
builders for a period of two
months, they would get business.
Assuming of course you have
some of these essential elements
in place.
Plan and prospect
When planning your new year,
why wouldn't you want to do
builder business? Would you
rather get 15 loans a year from a
real estate agent or 150 loans a
year from a builder? However,
nothing in this world, worth
anything, ever comes easy. You
must plan every step.

www.nationalmortgageprofessionalmagazine.com

You would never land in a new
city without a map. Come up with
a vision of what you want to
achieve. Put it in writing and set
goals to each vision you have.
Then, come up with a plan to
make it happen. An example is to
figure out what builders you want
to call on, and then your plan will
include a route to visit builders
weekly. Dedicate two days out of
your week solely to builder
prospecting calls.
Go where your builders are
Join the local building industry
associations and become
involved. Make sure your team is
trained to do builder business.
One mistake can ruin all of your
efforts, but most importantly, your
brand. Get your loan officers and
operations teams certified to do
builder business.
Speak builder language
There is a builder language your
team must understand, so make
sure they know their stuff.
Knowing the nuances of builder
business can me be one thing
that gets you the job.
Finding builders
There is some amazing reporting
out there that can tell you where
to find your local builders who are
building homes in your area and
the lenders working with them.
Have a dedicated builder
division
You need a team that can execute
high volume builder production.
Processes, training and building a
team like a machine will be the
most important part of your
success. Focus on processing,
underwriting, reporting and a fastpaced execution where builders
and buyers have five-star service.
The volume makes it worth the
effort.

Fast growth
One of the most common
mistakes made with builder
business is growth. It comes very
fast and you have to be ready for
it with support, process and a
plan. There is no room for
firefighting. You will have to be
ahead of the fire at all times by
creating systems that can
accommodate high volume
growth.
Honor your promises ...
always
If you give great service, have a
great team, under promise and
over deliver, close on time every
time, you will be ahead of 90
percent of your competition when
it comes to builders. There is no
compromise on this, if you don't
follow through with what you say,
you will not be around. Credibility
is everything.
Maintain-retainrefine-reinvent
As time goes on and as you get
busier each month, in order to
maintain and retain, you must
refine and reinvent your systems,
constantly. Define your processes,
make them better and reinvent
your team to be better with each
closing keeps you at the top. The
goal is to have a well-oiled
machine. If you stay on top of all
of your business and ahead of the
game, you will always remain at
the top. Never become
complacent, as you can always
improve. Always learn from your
mistakes, they are your blessings.
Get a coach
A coach can be the one thing that
will keep you in check and keep
you from becoming complacent
and help with growth. There are
all kinds of coaches for all kinds
of personalities. You definitely
need to find someone who will
hold you accountable, that you
align with and that you honor and
respect. All superstars have
coaches and you are no different.
Hopefully, your new coach knows
about builders, like myself.

Shirleen Von Hoffmann is national director of the Builder
Group and vice president of Summit Funding. She may
be reached by phone at (866) 600-3343 or e-mail
SVonHoffmann@SummitFunding.net.


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Table of Contents for the Digital Edition of NMP - December 2016

Contents
NMP - December 2016 - Cover1
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NMP - December 2016 - 1
NMP - December 2016 - Contents
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NMP - December 2016 - Cover3
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