NMP - November 2019 - 58

special focus on A SALUTE TO THE HEROES OF HOMEOWNERSHIP a special focus on A

Getting Involved

NOVEMBER 2019 n National Mortgage Professional Magazine n

NationalMortgageProfessional.com

58

"Helping Out" and "Getting
Involved" are two different
things.
If you "help out" a veteran,
you may change their life, but if
you "Get Involved," we promise
you that it will change yours.
We had a goal to change the
perception that real estate
agents had of the VA home
loan. Why didn't they like a VAfinanced offer? Did they hate
working with veterans? Were
they unpatriotic? Did they not
know where to go or who to go
to? Or maybe, it was just a lack
of education and understanding
on how the VA home loan
benefit worked?
We decided to search for the
truth ...
Initially, we thought the
problem must be real estate
agents. So we asked as many
people as we could, and found
the same answer over and over
from our agent friends: "Lenders
don't know how to do VA home
loans. If they ever figure it out,
we would be happy to accept
their offers!"
The problem wasn't really the
real estate agent or sellers at
all! The problem was us!
If we really wanted to change,
we had to stop looking outward
and start look inward at our own
people and our own industry. If
we were going to make a
difference and help veterans,
we were the ones who had to
change! We needed to stop
worrying about being a
"salesperson" and start learning
how to become educators and
leaders.
If you truly want to be
"successful" as a military
lender, we believe you have to
have the heart of a servant. But
what does that mean? It's not
always about money; it's about
doing what is best for the
veteran. We promise you that if
you do what is right by the
veteran, everything else will fall
in line. As a lender, every time
you do a VA loan, ask yourself:
"Am I doing the right thing for
the veteran?"
Will the path be easy? So
what if it isn't! We must adapt
and overcome! That's what the
United States military does. It
all depends on you.

By Michael Fischer & Jay McMaken

active duty personal, active
duty reserves, national guard
and veterans. What forms,
contacts and portals do you
need to use ? What processes
do you need to follow?
Understand the
differences are in military
forms, pay and duty
assignments
Can you read Leave and
Earnings Statement (LES), the
"Military Pay Stub?" Do you
know how to read Military
Orders and how they relate to
pay stub housing allowances
(BAH)? Do you know the
difference between a DD214
and a Statement of Service?

"If you truly want to be 'successful' as a military lender, we believe you
have to have the heart of a servant."
-Michael Fischer, Branch Manager at Ross Mortgage & President of
Military Mortgage Boot Camp

"Will the path be easy? So what if it isn't! We must adapt and overcome!
That's what the United States military does. It all depends on you."
-Jason McMaken, Chief Executive Officer of Military Mortgage Boot
Camp & Chief Advisor of VA Lending at Benchmark Mortgage

Ask yourself these questions
the next time you decide you
would like to do more to serve
our nation's veterans in the
housing market:
l
l
l
l

l

Do I have the heart?
Am I teachable?
Do I have good habits?
Do I truly care about putting
the veterans' needs before
my own?
Can I teach others and
create a strong message that
people will follow?

l

Do our VA financed
transactions close
smoothly?

If your answer is a
resounding yes, then read on,
here are some best practices
we recommend you adopt as
you focus on building yourself
as a military lending authority.
Truly understand how to
get a Certificate of
Eligibility (COE)
Learn the difference between

Read, learn, understand
and practice teaching the
VA 26-7
This is the "Law of the Land."
Keep in mind ... interpretation
of the law is what truly wins
or loses your case. The Law is
the Law is the Law! VA is not
FHA! The VA 26-7 is more
about what you cannot do
than what you can do! We will
quote the words of Mark
Jamison, loan production
officer at U.S. Department of
Veterans Affairs from the
Cleveland Regional Loan
Center: "If something is not in
the VA 26-7, then it must be
so," meaning if the VA doesn't
say you can't do something,
then you can do it! The VA will
allow it. The VA empowers
companies to make prudent
decisions. It is critical to learn
and understand how to work
alongside the Regional Loan
Centers and your mortgage
investors.
Understand the most
common myths that
surround the VA home
loan in the real estate
market
How do we overcome them?
How do we make sure our
message gets out to the
veteran and real estate
communities? What can we
do to be part of the solution?
Are we blaming the VA for
poor lender practices that
cause delays or last minute
denials?


http://www.NationalMortgageProfessional.com

NMP - November 2019

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NMP - November 2019 - CT1
NMP - November 2019 - CT2
NMP - November 2019 - Cover1
NMP - November 2019 - Cover2
NMP - November 2019 - 1
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