NMP - February 2018 - 23
N A M B
P E R S P E C T I V E
A Message From
Affairs Committee Chair
Christopher J. Bettis,
Minute: February 2018
If you want to build relationships with 20 Percenters, membership in
NAMB is a great place to start. We have the connections, vendors and
lenders that can help take your mortgage business and career to the
next level. My NAMB membership has helped me to be a 20 Percenter
and has created great industry relationships and close friends it has
created. It is all about building the relationship. It all starts with going to
The 80/20 Rule in Business
By George W. Burkley III, CRMS
Over the last 33 years of my professional business life, I have been
involved in a vocation that depends 100 percent on sales and marketing
to earn a living. The first 11 years in the retail auto sales industry and the
George W. Burkley III, CRMS is Owner and Founder of
Goshen, Ind.-based American Mortgage & Financial
Services, and NAMB Director, as well as Chairman of the
Membership Committee. He may be reached by e-mail at
n National Mortgage Professional Magazine n FEBRUARY 2018
Christopher J. Bettis, CMC, CRMS of Eugene, Ore.based Precision Capital is a member of the NAMB Board
of Directors and Chairman of the Government Affairs
Committee. He may be reached by e-mail at
l They are students of the mortgage industry and become experts on
all mortgage programs and put their client's in the mortgage program
that is most suitable for their wants and needs.
l They shop many wholesale lenders to find the best deal for their client
on mortgage rates and fees. They give the consumer options and find
them the best deal. They don't steer their clients.
l They are relationship builders who leverage relationships with
Realtors, CPAs, Attorneys, business contacts, personal contacts and
are involved in community organizations like The Rotary Club,
Kiwanis, BNI and Fraternal Order groups. They are involved in the
PTA, Little League and other organizations that give back to the
l They have a sales system in process that does not shortcut or deviate
from the process starting with the initial contact to building a client
relationship to closing the mortgage.
l They build relationships with their clients and make the
sales/mortgage process a pleasant experience which generates client
referrals which are easier to close.
l They have a quality Client Retention Management (CRM) System in
place to keep in contact with prospects and clients. They send out
handwritten notes and thank you cards.
l They personalize the client's experience and put the client and
client's needs ahead of their commission.
l They believe in doing the job right and complete the first time.
l They use technology such as CRM, Web sites, cellphone apps, digital
docs and digital signatures to close their mortgage deals sooner.
l They keep in contact with mortgage clients and referral partners and
never over promise and under deliver.
l They have a "Big Picture" goal of being a mortgage company
Owner/Mortgage Broker and building a business legacy for the future.
l They join and get involved in professional trade associations like
NAMB and give back through their volunteer service to the
association where they can network with many of the best mortgage
industry professionals in the United States.
l They improve their knowledge and get certified as Certified Mortgage
Residential Specialist (CRMS), Certified Mortgage Consultant (CMC)
or General Mortgage Associate (GMA).
l They don't worry about losing their past clients to other mortgage
lenders because they follow up and keep in contact.
Tax Reform, the Government Shutdown
and Mulvaney's CFPB ...
What a year end and beginning to 2018 ... oh my!
Tax reform dominated the headlines and rightfully so. We now have a
few provisions that are impacting consumers and reducing our ability to
provide financing. That being said, it could and would have been way
Thanks to the tireless efforts from multiple associations, such as
NAMB, the Mortgage Bankers Association (MBA) and the National
Association of Realtors (NAR) to name a few-the impact was
significantly reduced. One such example was the proposed change to
the capital gains exemption from gain on a primary residence that was
owner occupied from two out of the last five years, to five of the last
eight. The final version went back to two out of the last five years. That
would have been bad and was a close call.
Even still, there is always opportunity. I challenge you to look through
the new rules and find the gems, the gold, the opportunities. Thus far, I
have already found a provision that is a blessing and I, for one, will
leverage it to the benefit of the consumers I serve.
Pretty sure most knew, we had a shutdown of the federal government
for a couple of days. Had it continued, it could have harmed lending.
However, we've been here before and NAMB identified procedural
recommendations to help alleviate the pain. Just know that NAMB is
working proactively and tirelessly behind the scenes to protect your
livelihood. The good news ... the measure finally got bi-partisan support
and we are open for business as a nation once again. At least until Feb.
8th ... then, it's anyone's guess.
And Mulvaney's CFPB? While some have complaints, I've personally
had great interactions with the agency. I've called with questions
regarding rule-making. They answered their phones or called me back
within a day. They knew what they were talking about and could
immediate cite where in the regulation we needed to look for the answer.
That's old news and not the WOW factor that made me list it in this
article. The "wow" is twofold.
First, specific to the budget. No dollars were requested this quarter.
The agency already has sufficient funds to cover its expenses with
surplus. Send those funds to help reduce the deficit. Second, no more
regulation through enforcement action. That's a real "WOW!"
Want to make a difference? Unhappy with a bill/act? Get involved with
NAMB's Government Affairs Committee ... we are stronger together. Let
your voice be heard!
last 21-plus years as a Mortgage Broker/Owner and Founder of
American Mortgage and Financial Services in Goshen, Ind.
Early in my sales career, my first mentor in business told me
business and success is based on the 80/20 rule in business, which
means 80 percent of sales production is done by 20 percent of the
industry sales force. Are you in the 20 percent who do 80 percent of
the business, or are you in the 80 percent who do 20 percent of the
Your sales volume and paycheck should tell you where you stand.
Your sales, income and career goals should be based on being a "20
Percenter" who does most of business in the mortgage industry. I have
followed this guideline for the last 32 years and still have the Mortgage
Broker company I started in October of 1996.
What sets the 20 Percenters apart from the rest of the mortgage
industry? Twenty Percenters do the following:
Table of Contents for the Digital Edition of NMP - February 2018
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