Love Your Lender Reason One: A Referral Source.November 2019
Think about your real estate agent referral sources. Who comes to mind first? How many buyers do they bring? Do they give you all their buyers, or do they tell you they will provide you with three, and you can sell yourself?
Account Executives at various lender partners have friends and family who often come to them for advice when they are ready to buy, refinance, or have a mortgage question. Once a month, a broker, who isn’t licensed in a state where past clients are buying, ask me for recommendations on a trustworthy loan officer within the new city.
Since we know the industry so well, we vet friends and family for you; we tell them what to expect and what not to do before calling our favorite loan officers. Fun things like stopping them from moving their money around, quitting their jobs, or buying cars until they have purchased a house. So by the time a borrower gets to you, I have educated and helped them to become credit-worthy. They trust me that you are the best, and there is no reason to look any further.
So next time you are about to rip into an AE with everything you perceive their company does wrong, maybe view them as a referral resource. Treat them how you would a Realtor, so they want to send business your way as well. Understandably, there are issues on loans that must be addressed. It’s not what you address. It’s how you are addressing it. Perhaps seeing AE’s like a referral source will help you create a stronger partnership that could manifest into more loans.
About the Author:
Kris-Ann Carduff, Wholesale – VP of Business Development at Deephaven, stumbled into the life of mortgage banking and was hooked. With 20 years of experience, half in sales, and a half in marketing, Kris-Ann started off wearing many hats in a 10-person broker shop. She progressed to VP and Director roles with the most successful wholesalers of the time, InterFirst/ABN AMRO and TB&W. Kris-Ann enjoyed nine successful years as an AE with Quicken Loans before joining Deephaven in September 2019. She’s a die-hard KU Jayhawk basketball fan and journalism grad and lives in a flyover state with her husband, son, and three dogs. To talk about a partnership with Deephaven, please contact Kris-Ann Carduff: KCarduff@deephavenmortgage.com or visit https://deephavenmortgage.com/wholesale/
About Deephaven Mortgage:
Deephaven is a full service, multi-channel, long-term investor in the Non-QM space. The company was founded in 2012 to help rebuild the non-government mortgage market and provide access to private capital financing to millions of underserved clients throughout the US. Deephaven has purchased over $5 billion of Non-QM loans and has completed eight securitizations totaling over $2.5 billion of sold bonds backed by Non-QM home loans. In 2019 Deephaven was acquired by Pretium, an alternative asset manager with $13 billion in assets under management that specializes in single-family rentals, residential credit, and corporate and structured credit. For more information, please visit www.deephavenmortgage.com.