NMP - November 2019 - 61

A SALUTE TO THE HEROES OF HOMEOWNERSHIP a special focus on

obviously have larger numbers
of veterans living in them than
others, there are ample
opportunities to give back in
practically every community.
The bottom line is that VA
loans are good business, but
successfully incorporating
these loans into your
business-whether you are a
lender or a mortgage
professional-takes vision,
time, training and resources.
On the other hand, helping

those who have sacrificed their
livelihoods in service to our
country can be the most

rewarding work you'll ever do. In
our view, the effort is more than
worth it.

Brian Koss is executive vice president of Mortgage Network,
one of the largest mortgage lenders in the eastern U.S. Since
2000, the company has sold more than $35 billion in
mortgage loans while building a reputation for delivering
nationally acclaimed customer service. He may be reached
by e-mail at BKoss@MortgageNetwork.com.

61

NationalMortgageProfessional.com

n National Mortgage Professional Magazine n NOVEMBER 2019

being a VA certified lender,
training loan officers to be
subject matter experts in VA
loans, and providing the
resources the organization
needs to succeed, so everyone
is in alignment.
Some years ago, we made a
commitment at my company,
Mortgage Network, to offer
free VA loan training for all loan
officers. Once they complete
the training, they understand
what matters to a veteran
borrower and learn about
military service in general,
including the different
branches of service and
military ranks. They also learn
about special loan discounts
for disabled veterans. For
example, the Veterans
Administration allows loan fees
to be waived for disabled vets.
There are also special waivers
for certain insurance products,
which can save the borrower a
ton of money.
We ask our loan officers who
sign up for training to be fully
committed to the VA loan
program, then support them
with a suite of marketing
products and services to help
them generate business,
including unique militarythemed Web sites. The whole
idea is that we want our loan
officers to be schooled in VA
loans and know exactly what
they're talking about when
serving military borrowers.
For example, when working
with veterans, it's crucial to
listen to each customer and
understand their entire
financial situation and what
their life goals are. This is not
only good business sense, but
it helps uncover details and
strengths behind each veteran
applicant that can help during
the underwriting process. Loan
officers selling VA loan
products should also be able
to educate real estate agents
about them, so they advocate
on behalf of your client when
submitting purchase offers on
a home.
This is a very personal
mission for us, but it's also
smart business. Lenders and
mortgage professionals who
want to add VA loans to their
business need to live it and
breathe it. In our case, we
regularly host seminars and do
volunteer work in support of
the military community. While
some housing markets

A SALUTE TO TH


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NMP - November 2019

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NMP - November 2019 - CT1
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