It's likely (and appropriate) that 90% of your professional attention is on originating loans. But federal regulatory oversight has already significantly altered the mortgage marketplace, and you would ignore its potential to threaten your  livelihood at your own peril.

In this new article, I attempt to provide some perspective on how much more complex mortgage lending has become since the enactment of Dodd-Frank, and why loan originators  need to stay informed about this particular elephant in the room.

I think you'll find that much of the information in this article can be shared with your colleagues, clients, and Realtor partners, and that doing so will help them all better understand why the job of helping people finance their home purchase has gotten so much more frustrating and difficult in recent years.
You can read the full article here.

Almost any loan officer can get a Realtor to give them a buyer lead as a way of seeing what the LO can do with it, expanding the Realtor's financing options, or maybe because the Realtor's current lender just blew a deal.

Of course, it's not my approach to suggest you go around to Realtors asking for charity, or even "a chance" -- my approach is to come to Relators with a very solid value proposition that offers them significant benefits they're probably not getting from their current lenders.

In previous seminars, I showed you how to raise your visibility with the Realtors in your market through the use of content marketing that is both relevant and useful to agents. I showed you how, with patience, good content, and appropriate calls to action, you can get Realtors to reach out to you (rather than you being one of many loan officers chasing after them). I showed you how to do an interview in which Realtors come face to face with the statistical evidence in their business that shows them the true cost of the opportunities they are missing every day.

In September's seminar, I showed you how to follow that interview with a presentation that shows them exactly why they're experiencing the problems they are, and shows them how you can make an enormous difference for them by making a couple of simple changes in the way they handle the leads they are already generating.

When loan officers follow the process  I laid out in these 4 previous seminars, they are able to break through the barriers Realtors have erected (especially since refis went away and every Realtor is now getting bombarded by LOs who didn't pay much attention to the purchase market until there were no more refis to do). When you give the presentation I shared with you in the September seminar, you will make a very strong impression, and Realtors will be enthusiastic about working with you.

But how do you follow through, and how do you get the Realtor to follow through? Because Realtors will begin to forget how excited they were as soon as you leave. Unless you keep the momentum going, they will forget most of what you told them within a week.

In the most recent seminar (held on November 14th), I show you how to systematically build your Realtor relationships, and solidify your gains.

The video of that seminar is now posted on the site, and you can view it here.