How long have you been in the mortgage business and what inspired you to get into it?
I have been in business for 15 years since 2001. As a child I was always inspired to be in the Financial Industry as my Dad was a Banker I just didn’t know what. Later in life the opportunity presented itself and I jumped in full force and never looked back. I enjoy assisting consumers with the largest purchase of their life. I love that the sky is the limit economically if you put a lot of effort in what you do; and focus on a customer for life attitude.
Who is your typical customer and what questions do they typically have?
I have a wide array of customer base from FTHBs to jumbo customers. Great credit to bad credit. I don’t give up and will work with someone for a long time until they are ready either financially or credit worthy. I love assisting borrowers with the challenges they may face and create a plan to overcome the challenge and position themselves in the best possible light to maximize their buying power.
What specific steps do you use to help your customers find the best home loan for them?
I LISTEN; and do my best to understand their goals, challenges, etc to consult them with best path. I also constantly educate myself to be on the cutting edge from a product knowledge standpoint so I can quickly point them in the right direction.
How long have you been in the mortgage business? What awards have you won?
I have received multiple production awards over the years from an LO perspective and from a Branch Manager perspective. I personally produced an average of 30 Million/year for my entire career. Some years were great at 60+ Million to some bad years at 10 Million. Additionally, managed/mentored many L.O.s over the years for roughly another 500 Million under management. When add it all up it is roughly 1 Billion in career production (personally + under management). Seeing all these units over the years is the value that I bring. Knowledge is key in any business and it take time (UNITS) to get better and better.
Tell us about a specific challenging borrowing situation and how you got the mortgage closed and funded.
I have seen hundreds of challenges and the best way to overcome is understanding products/options and understand all details of loan/borrower.
What advice would you give new or first time home buyers?
Work with a seasoned Loan Officer to make sure you get the best advice.
Tell us about a mortgage product that consumers may not be aware of?
Renovation loans. Most are scared or not educated that these options are available. The crazy thing is 50% of consumers think they must put down 20% to buy a home...So basically most people need to be educated to the standard products available plus the niche products like reno loans, FTHB product (3% down), etc, etc.
I am also an Army Veteran so I really enjoy working with Vets and teaching them the VA product that is available to them.
How has the mortgage industry changed since you started, and what would you expect in the future?
It has changed a lot and I have had to reinvent myself several times. Some years I was majority refis as other years I was majority of purchase business. To sum it up, industry changes since I got in 2001 was loosen, loosen and loosen some more until the mortgage implosions of 07 & 08 to tightening, tightening and more tightening TO NOW starting to loosen up more. It will probably never get to the 05, 06, 07 loosening but will loosening up some more as mortgage securities better perform on the secondary market. From a consumer perspective the future is the millennials. We need to be ahead of the curve from an IT perspective to satisfy their need. This is one of reason I decided to join GR.
What part of the home loan process do customers find most difficult and how do you help them through it?
Understanding their options. With the amount of units I have personally produced to the units I have helped other LOs give me the knowledge to assist in the highest level on customers behalf
What are the top 3 misconceptions people have about the home loan process?
1. Need to put at least 20% down.
2. The process will take a long time.
3. That the process is hard… it is not working with my team and being part of GR’s best practices
Are you active in any local associations or community groups, and at what level? What goals and/or success have you helped these groups achieve?
Yes. My wife and my motto is “Live to Give!” We do our best to give from the basic of driving around downtown Dallas and give out pizza to random homeless people TO working with 2 non-profits that do Medical Mission trips to countries throughout Central America.
MEDICO - http://medico.org/
• My wife is a nurse so I got the opportunity to be on Medico’s medical team as a lay person. Basically assist in any way I can. My wife and I have gone on several trips to Honduras, Guatemala, and Nicaragua. After my first trip it was in my blood and plan to give back in this way as long as I can.
Givingmore.org - http://givingmore.weebly.com/
• Givingmore is same mission as Medico and we have gone on 1 trip with this group.
Summary of where you grew up: family, affiliations, college, high school, etc.
I was born in West Palm Beach, Fl. But moved around a lot as my Dad was a banker. Will finally settled in South Louisiana when I was in junior high school. This was a culture shock…if you have ever been to south Louisiana or New Orleans you will understand. HA. Food yes amazing and people are amazing just different. I graduated High School at New Iberia Senior High in 1989 and joined the Army Reserves to go to college. Went to basic training in Fort Benning Georgia as an infantry troop. After basic I reported to my reserve unit and started college at University of South Louisiana (USL – Ragin Cajuns). USL is now called UL (University of Louisiana). During my 2nd semester I was activated to the regular Army b/c of Desert Strom. I was activated for 6 months and was stationed at Fort Hood and Fort Polk and trained for war but never went to Iraq as war ended pretty quick. For the next 3 years I attended USL and got an Associate degree in Pre-Physical Therapy as I thought I wanted to be a Physical Therapist. In 1993, I received an honorable discharge with a Veteran’s status. In 1994, I moved to Dallas to seek better opportunities than Lafayette LA could offer. After a few years of bouncing around in Dallas, lived in London, ENG for a year, traveled all thru Europe, I finally came back broke and got in the mortgage biz. In 1998, after moving back from London, I met my wife Barbie Lane. We have been married for 10 years and have 6 year old triplets. Yes triplets…..it is like herding cats to get my kids to kindergarten every day. HA. 2 girls (Madeline & Ivy) and 1 boy (Hudson). It is so amazing having triplets and to watch to grow up together as best friends. Barbie and I live in Dallas, TX in Lakewood area with our dog, Tikki and 4 cats, Tenny, Loca, Solo and Emjay. Yes my wife and I are animal lovers and I had to put a stop to her saving every stray animal. Needless to say my house is like a ZOO…literally.
What provides you with the most satisfaction in your job as a Loan Officer?
Overcoming challenges and exceed customer’s expectations. I also love to mentor LOs to teach them how to work smarter not harder.
What do you enjoy doing most in your spare time when you are not helping people with their home loans?
Be a Dad!!! Or Dede as my kiddos would call me.
Tell us something that makes you unique or something wacky, yet interesting about you?
I am a very simple person that lives life with 1 commandment….”treat others like you would want to be treated”. Do this, and most everything else will fall into place. I love the outdoors, traveling and exercise….as exercise is the key to my balance in life between mental, physical and spiritual. I have been slacking lately as I need to pick it up and start exercising more often. Note to self. Trustworthiness is a strength and a weakness, as sometime I am too trust worthy and where other times it is for my advantage. There is a balance and I constantly looking to improve. I am serious but silly at the same time. I love getting dirty and playing with my kids and being a wacky Dad. Life is short and live it to the fullest at every waking moment.