Book Description

The mortgage origination profession can be one of the most rewarding careers in the sales field. Generally income is commission-based and the earning potential is only limited by individual performance. As with most sales professionals, there is a wide range of performance and thus level of success and income varies greatly. Whereas the average mortgage professional earns in the mid five figures according to published statistics, the authors in this book have mastered their craft and have figured out the path to achievement that results in earnings well into the six figures and even seven figures. Brad Cohen and fifteen other top producing mortgage professionals from around the United States are the co-authors of this book. Although they are all in the top tier of their industry, they have willingly shared their individual insights so others in the industry can benefit from what they have learned along the way. Many of our authors have been speakers at major national or regional mortgage and real estate conferences and seminars and many of them give back to the industry by providing coaching programs. The authors tell the stories of their individual paths to success and how they have overcome adversity and endured difficult market conditions. All of the authors have overcome obstacles along the way and they lay out the most common challenges facing new mortgage originators and loan offices in the current era after the financial meltdown and new regulatory environment. The authors opine on the keys to success in the mortgage industry and there are some common themes in the tips offered. Maintaining high ethical standards, building a business based on trust, having the proper mindset, and a focus on providing an exceptional level of customer service are echoed throughout the book as imperatives. A common challenge in any sales function is acquiring customers and the authors share their strategies that lead to finding new customers as well as repeat and referral business. They also share how they have developed their branding and marketing to stand out from the crowded field of competitors in what can be generally considered a commodity business. Finally, personal efficiency and organization, as well as building an effective team, are indicated as critical to be able to continuously grow the business.