NMP - February 2018 - 25

N A M B

P E R S P E C T I V E

Rocke Andrews, CMC, CRMS is Treasurer of NAMB.
He may be reached by e-mail at
Rocke.Andrews@NAMB.org.

CAMP President-Elect
Dawn Cychner Named
Covina Chamber of
Commerce "Citizen of
the Year"
Dawn E. Cychner,
Sales
Manager/Mortgage
Loan Originator for
C&S California
Capital in Covina,
Calif. and
President-Elect,
Membership
Committee Chair
for the California
Association of
Mortgage
Professionals, has
been named Commerce Citizen of the Year by the Covina Chamber
of Commerce.
"Each of us is remarkable. Each of us full of unique qualities and
capabilities. Each of us has the opportunity to make a difference in
someone's life," said Cychner. Nothing I have done is extraordinary.
Look around us, the opportunity for greatness, the opportunity to
touch someone's life is there. Thank you to my family and friends.
You have all inspired me, and I pray that perhaps I may have inspired
some of you to make a difference in someone's life."
Dawn has been involved with the mortgage industry for more than
25 years and is licensed in the State of California by the Bureau of
Real Estate as a Mortgage Banker and Mortgage Broker. She is an
active member of NAMB, and serves on both the Board of Directors
for the Covina Chamber of Commerce and the San Gabriel Valley
Chapter CAMP.
"Thank you to the Covina Chamber," said Cychner. "You have
offered the opportunity to make great friends and networking
partners. I truly appreciate the opportunities to learn from some
wonderful people."

Saturday-Tuesday, May 5-8, 2018
The Mayflower Hotel * 1127 Connecticut Ave NW * Washington, D.C.
Join NAMB for the Members Only 2018 Legislative & Regulatory
Conference in Washington, D.C., Saturday-Tuesday, May 5-8 at the
Mayflower Hotel. Join your mortgage industry peers to march on Capitol
Hill and meet with your elected officials. Featuring networking
opportunities, top industry speakers and the unique opportunity to walk
the hallowed halls of Congress.

For more information, visit NAMB.org.

n National Mortgage Professional Magazine n FEBRUARY 2018

NAMB Members Only
2018 Legislative &
Regulatory Conference

25

NationalMortgageProfessional.com

that time, was considered a super jumbo, around $800,000. My
borrower was the Chief Executive Officer of a NYSE-listed
company, buying a second home in Tucson, Ariz., and no
conventional lender could provide what he needed. His bank in
New York didn't lend in Arizona, and he was looking for financing
similar to what he could get there. I took his loan to Northern Trust
and they liked his overall profile. They did the loan at the terms
requested at a very attractive rate. They offered us a par rate, so it
did not cost the borrower any more. He was happy, the Realtor
was happy, and I was happy with a big commission at that time.
One thing we learned over time was Northern Trust would never
lose a loan to someone else for one of their customers. In other
words, once they went there, you would never do another loan for
that customer due to their high level of customer service. The
relationship worked because everyone benefitted ... the customer,
Northern Trust and the broker. Even though we lost the customer
to future loans, we closed a loan that we would never had closed
without them. Our Realtor referral partners were happy as well.
A few years back, I visited Dubai to lead a Mortgage Broker
class there. The Mortgage Broker business in Dubai was in its
infancy, very similar to when Ray Desmond brokered loans.
Brokers there were paid directly by the customer in return for their
expertise in getting loans approved on time. There were about
eight primary lending institutions and the real estate market was
so active that deals falling through would potentially lose the
buyers earnest money. Buyers often paid a higher fee than going
to the bank direct, but were happy because they knew they were
going to get approved at the institution that best fit their needs.
The value of the broker was evident to them.
All of these examples cement the fact that the broker keeps
their relationship with the customer if they provide value. Many
lenders would approach our customers over the years, but they
would usually call us to compare offers. As a Mortgage Broker in
pre-LO comp days, we could usually keep the deal. If the
wholesaler provided value to us, we would use them, even if it
meant they would solicit our customers. It just meant we would
have to maintain our value to the customer by providing
competition, education and a value relationship. No one owns their
customer, they have to earn it every day.


http://www.NationalMortgageProfessional.com http://www.NAMB.org

Table of Contents for the Digital Edition of NMP - February 2018

Contents
NMP - February 2018 - Cover1
NMP - February 2018 - Cover2
NMP - February 2018 - 1
NMP - February 2018 - Contents
NMP - February 2018 - 3
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