NMP - July 2018 - 8

✒

Cementing Realtor
Relationships in Today's
Purchase-Driven Market
By Tom Hutchens

T

he prevalence of home purchase mortgages, as
opposed to refis, will continue to increase. For
Loan Officers, that means relationships with Real
Estate Agents are more important than ever.
However, there are many barriers to engaging
real estate professionals. Here are some ideas on
how Originators can offer unique value.
Surveys regularly affirm that around 50 percent of buyer
decisions on choosing a lender are controlled or influenced by
Real Estate Agents. That means most established agents
already have go-to Mortgage Bankers and Mortgage Brokers.
If you have cold-called Realtors, you know that the
conversation does not last long unless you can offer
something different.
The good news is that, according to management
consultants Oliver Wyman, more than 50 percent of agents
refer their clients to more than one lender. Even though major
real estate brokerages endorse a preferred lender, only eight
percent of Realtors refer to only one lender. Keys to getting
on the short list are:

JULY 2018 n National Mortgage Professional Magazine n

NationalMortgageProfessional.com

8

l What can you do for me? Realtors commonly ask, "If I
give you leads, do you have leads for me?" It is unlikely
you will have more leads than the agent. Jason Frazier
suggests a great answer in a HousingWire.com article
titled "Teach Your Realtor Partners How to Fish." He
suggests that by taking a short online course on Facebook
advertising, you can present yourself as an expert advisor
to the agent on online lead development.
l Inspire confidence! Agents say they must know that the
LOs they refer will offer great service. Treat your first
referral customer, and every subsequent one, as critical to
your career. It may be. Get bad reviews from one referral
client and you may never receive another.
l Offer what the others don't. Realtors may be missing
opportunities if they only work with buyers who prequalify
for agency loans. Non-QM loans represent the fastest
growing segment of mortgage finance. By specializing in
and teaching agents about these newer loan products, you
will help them increase the number of homebuyers they
can serve. Explain that these loans have fair rates, can
close as quickly as other loans and rarely default. You will
stand apart from most other mortgage professionals.
At Angel Oak Mortgage Solutions, our Account Executives,
Marketing Department and service team focus on giving
Independent Loan Officers the resources needed to prosper in
this purchase-driven market. To learn more on offering unique
value to Real Estate Agents, contact your Account Executive
by calling (866) 837-6312 or by visiting at
http://AngelOakMS.com/map.

Tom Hutchens is Senior Vice President of Sales and
Marketing at Angel Oak Mortgage Solutions, an
Atlanta-based wholesale and correspondent lender
leading the non-QM space for four years and
licensed in over 35 states. Tom has been in the real
estate lending business for nearly 20 years. He may
be reached by phone at (855) 539-4910 or e-mail
Info@AngelOakMS.com.

SPONSORED EDITORIAL

the

elite
performer
Perception Is Reality
BY ANDY W. HARRIS, CRMS

erception is defined by the ability to see, hear or
become aware of something through the senses.
Another definition is a way of regarding, understanding
or interpreting something; a mental impression. On the
other hand, reality is defined as the world or the start of
things as they actually exist, as opposed to an idealistic
or notional idea of them. Another definition is the state or quality of
having existence or substance. So the common statement that your
"perception is your reality" leads many to question and doubt how
they derive their own perception.
If your eyes are crossed, you're not alone. We live in a world that
seems to blend fact with fiction, truth with lies, and deception with
authenticity. Opinions are communicated as facts and facts are
manipulated by nearly everything around us. So why is this so
important for all of us to realize? Well, it's quite simple. Embrace
open-mindedness and listen to those you respect, but don't let
others fully control your perception which is the foundation of your
personal and professional life. Your behaviors and decisions will be
your projection derived by your perception.
All is lost if your reality is based off delusion. If what you believe to
be true is false or if you have limited information creating a skewed
perception, problems can certainly arise. Imagine spending 10 years
of your life going down the wrong path in your career and later
realizing your interpretation was flawed. The path you thought you
were on really wasn't leading anywhere other than to a dead end. The
good news is that we all can change and embrace self-education
with the flexibility to adapt and maximize our potential. The society
we live in is created by humans, but we must form our own
perception to create a positive reality that justifies our existence.

P

"We don't see things
as they are.
We see them as we are."
-Anais Nin

Andy W. Harris, CRMS is President and Owner of Lake
Oswego, Ore.-based Vantage Mortgage Group Inc. and
Past President of the Oregon Association of Mortgage
Professionals. He may be reached by phone at (877) 4960431, e-mail AHarris@VantageMortgageGroup.com or visit
VantageMortgageGroup.com.


http://www.HousingWire.com http://www.NationalMortgageProfessional.com http://www.AngelOakMS.com/map http://www.VantageMortgageGroup.com

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

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