I have been in the mortgage business for over 8 years. When I started it seemed that if you answered your phone and closed deals smoothly... the sky was the limit! These days things have changed and I am not sure if it is for the better.
It seems to me that great service just isn't enough anymore. Now, that is not to say that great service isn't important because it is. If you don't have good service you aren't even in the game. Great service can still give you a solid foundation, but it doesn't seem to actually grow your business as much as it used to.
As the market evolves it is becoming more important to market yourself well. Five years ago if you had some innovative system/program and added value to a Realtor (books, training, etc.) you were the man! Now the bar seems to have been raised a little higher. Now it seems to be moving to a market that rewards people who can produce and share leads. I am not saying that is all bad but it is definitely different.
With more and more Realtors asking for referrals back to them and/or money for co-marketing agreements, it has changed the basic dynamic of what makes a loan officer successful. My question is what has actually become of service? What is typical in our market?
Do most lenders get closing packages out early? Do most lenders attend their closings? What has become the norm?
Charlotte NC Mortgages