Thread: How do I build a successful career as a good mortgage loan officer in a down housing market?

Bad timing.
As I understand the housing market is down and still falling.
Keep working at it and continue studying. The market will rise - When .............. Watch the experts.

I have recently become a mortgage loan officer in the DFW area. There is not a lot of experience in my office. Any advice where I can get assistance to survive this market? I would be happy to learn how to close at least one loan per month then build from there. Thanks for your assistance.

If I was a loan officer, which Im not, I certainly would start my practice in the field that currently needs more experts in. In my opinion I would seek to start in the field of loss mitigation on existing loans preventing foreclosures and if I did a great job on those they would come back for refinance when things settle down. Here is information links on how to understand Loss mitigation

Preventing, Detecting and reporting mortgage loan fraud
https://www.efanniemae.com/lc/publications/pdf/focuson/dec05issue.pdf

Free Foreclosure assistance ? Homeownership Preservation Foundation
http://www.995hope.org/

Fannie Mae Loss Mitigation policies on Foreclosures
https://www.efanniemae.com/is/hcounselors/lossmitigation.jsp

Site #2
http://www.fanniemae.com/housingcommdev/resourceshomeed/lossmitigation.jhtml?p=Affordable%20Housing%20&%20 Community%20Development

FHA Definition of terms used in Loss Mitigation on Foreclosures
http://www.fha.gov/sf/svc/faqmain.cfm

Government article and information on Foreclosures
http://www.occ.treas.gov/cdd/spring06b/cd/gsesusetech.htm
HUD: Servicing and Loss Mitigation on Foreclosures
http://www.hud.gov/offices/hsg/sfh/nsc/faqnsctc.cfm

Site #2
http://www.hud.gov/offices/hsg/sfh/nsc/nschome.cfm

HUD: Approved House Counseling Agencies includes foreclosure issues, by state
http://www.hud.gov/offices/hsg/sfh/hcc/hcs.cfm

HUD: Article on Foreclosure Issues
http://www.huduser.org/Periodicals/ushmc/fall95/fall95.html

Best of luck on your new career

Considering how many people I know right now with 10+ years experience that JUST lost their jobs. I wouldn't recommend anyone unseasoned, unless they know a TON of Realtors to send them business, breaking into the business at this time.

This is the WORST possible time to start a career in the industry.

When you learn to work smart AND DO work smart, you can close quite a few. When you do things the way 95% of the mortgage people do them, he/she is fortunate to close one a month. I THINK I peaked your curiosity. Please read on.

I would like to inform you what, possibly, NOT to do. THEN what you should do. THEN you should be able to make your decisions and proceed from there.

DON'T fax every agent in every office the same fax about rates and services. Its not necessary. Many offices have a bulletin board or the agents can go on-line to the brokerage web site OR YOUR web site OR YOUR lender?s site.

DON'T text message agents for the same reasons.

DON'T use direct mail to promote your rates and services.

Some time ago, I read a statistic which may or may not be true today:
FOR EVERY piece of direct mail a company or an individual sends, ONLY 1 in 100 will respond to that direct-mail promotion.

At today's postal rates - 1st class - that's $41 you could use for other purposes. THAT'S the cost JUST for the response! This DOES NOT include the cost of buying the stationery and envelopes, toner etc.

JUST to get the appointment is 1 in about 250-500. Your costs are accelerating, aren't they? AND you STILL DON'T have a sale!

It takes ABOUT 1 piece of direct mail to generate 1 appointment. It takes about 1,500 to 2,000 direct mail pieces to get JUST one appointment ALL the way to the closing/settlement/escrow.
That's about $600 to $800+ before you see one dollar - not to mentin your time - "spinning your wheels", wasting your time.

((((You haven't made the sale - yet.)))))

DON'T lease or spend [notice I didn't say "invest"] your hard-earned money for a piece of equipment with automatic phone dialing and recording/speaking features, telling agents about your rates and services.
Do you like getting those telemarketing calls?
Do you like or mind getting any telemarketing calls?

If I haven't discouraged you, we'll move on to the "grey area": "cold canvassing".
Its a terrific way to meet people face-to-face, one-on-one! It requires going to the same offices about once every two weeks - or even more frequently.

To save yourself some time, you MAY have to make a presentation in front of a group of agents - JUST for them to see you're a real, live, breathing, cooperative, "knowledgeable" individual. You know your product. You know how to solve various situations ["problems"] which arise on a regular basis.

When you DON'T know how to solve those problems, you KNOW what hoops and hurdles you have jump over, under, around and through to speak with the right person to get the answers and solutions to get your deals to the settlemnt table/to closing/to escrow.

The above are the DON'Ts, here are a couple DOs:

AND what about the cost of your business cards? Do you think you can "cut corners" and make a good impression with those thin, flat, lifeless, computer-generated cards?

PLEASE DO yourself a HUGE favor: Invest your time to sit down and properly design your business cards. If you aren't sure, please go to a professional printer or graphic arts store and ask for help and guidance. Those folks should amaze you with ideas and concepts. In the long run, good, professionally printed business cards with raised lettering and features, go a long way to show others you care - about yourself, about your business and about your clients.

When you leave, all your contacts and clients have left are two things:
1] Good, bad or indifferent - the impression you left.
2] Your business card.

Don't you think it makes good sense to invest your money in a good, quality business card? Have your cards professionally printed.

Invest you time and money joining the local Board of Realtors® as an Associate Member. &&&&&&&&&&&&& BE ACTIVE!!!! Get on committees, get to be known as a "can do" type of person. You should have fun [and Yes, some aggravation, too]. You should make some friends and begin building your client base. You should get leads! AND look how much time, money and aggravation you'll save! LOTS!

Find an investment group - or two - or more with professional real estate investors. JOIN it/them AND BE ACTIVE FOR THE SAME REASONS!

As the saying goes, "Build a better mousetrap and the world will beat a path to your door."

What the saying doesn't tell anyone or even mention is: YOU MUST get out there and let "the world" know about that better mousetrap!

Thank you for asking your question. I enjoyed taking the time to answer your question. You did a great job - not only for your information, but for every other person interested in reading my answer.

I wish you well!

VTY,
Ron B.

There are ways to succeed in any market. I attribute a great amount of my success to my membership with www.loantoolbox.com. They have a ton of information and turnkeys systems that will help to educate you and bring in business.

I also attend their Business Plan seminars in Vegas once a year. BusinessPlan2008.com

Yes, these things cost money, but if these two things I mentioned help you close 2 more deals a year, then they paid for them self.

Feel free to contact me for further information if you would like it.