Who is your typical customer and what questions do they typically have?
High net worth individuals. Unique condo properties (such as non-warrantable condos). Jumbo buyers. Conventional & FHA buyers. Relo buyers. Customer mix is a combo of realtor referral, builder referral and past customers.
What specific steps do you use to help your customers find the best home loan for them?
1. Listen! It's obvious for some buyers or people refinancing which product will suit their needs best. But too many originators don't listen to what the buyer is saying OR don't ask the right questions to ideally match them up with the right product for their needs.
2. Pre-approval. This is a complete necessity in the Atlanta marketplace and has become the norm for a contract being accepted. GR's pre-approval process makes it significantly easier to offer this service to realtors, builders and past customers to make sure they know they are buying the right price range, have an idea of their payment and that their offer gets accepted.
What are the top 3 misconceptions people have about the home loan process?
1. Documentation is overwhelming. Technology and forward thinking companies like GR are working to reduce documentation.
2. Compensation is based on interest rate. By law, the loan officer does make any money based on the rate, closing costs and/or type of product. This was an amazing part of financial reform and allows loan officers (the good ones) to get the borrower the best deal always!
What resources could you recommend that borrowers use to learn more about the mortgage process and how to ensure a successful home closing?
The originator is and should be the source of information. I can often direct them or send them more information but direct communication has always been a huge part of how I differentiate myself from others. I love first time homebuyers and always say their are "no dumb questions". Likewise, someone buying their 4th house may have a totally different set of questions and over 20 years I have a lot of experience to help them. And if not, I can find the answer. Whether someone wants to know how the mortgage works from A-Z or just tell me what I need to know and do to close on time both work just fine for me. My job is to make sure we explain the process, set expectations and deliver our promises on time.
Are you active in any fundraising organizations? What goals and/or success have you helped them achieve?
Mortgage Banker's Association of GA (MBAG) 20+ year recipient of various levels of their production/volume awards.
What provides you with the most satisfaction in your job as a Loan Officer?
First off, I try to meet all customers at closing if possible. I want for my clients to have a face with a name versus feel like just another transaction and a loan number for a servicing company. I love 1x homebuyers when they are ecstatic upon receiving the keys to their new house. I also like when people who I haven't talked to in a decade call the mobile number I have kept for 20+ years telling me they need help with a new loan request and remembered how good a job I did for them. I find that particularly rewarding since owning a home is a emotional process for many, typically the largest investment people make in their life and I always want to be one of the participants that they appreciate their help with the process. Working with people and providing a product we all need has given me lots of happiness through the years.
What do you enjoy doing most in your spare time when you are not helping people with their home loans?
Golf, running, hiking, fishing, watching football & huge Atlanta Falcons fan. Father to a 10 year son (Dean) and 9 year old daughter (Gemma). Born and raised in Atlanta and grew up in a real estate family.
Tell us something that makes you unique or something wacky, yet interesting about you?
I was a Psychology major at Vanderbilt University which comes in handy for dealing with the craziness of buying a house. Sometimes I become a counselor for buyers, sellers and realtors when needed. I don't have a couch in my office though. HA! :)