How To Get A Mortgage Loan

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1 Recap: Women s Council of Realtors & MBA of the Bluegrass Real Estate and the Purchase Market Version 14: Keys to Success in the Origination World of 2014 Steve Richman We were told that Steve Richman was a dynamic speaker, and he didn t disappoint the audience at the Women s Council of Realtors and MBA of the Bluegrass meeting August 13 th at the Embassy Suites. Steve is the national spokesperson and customer sales trainer for Genworth Mortgage Insurance. His presentation, Tips & Tricks for Successful Real Estate Purchases, was engaging and informative. He said that as mortgage bankers and realtors we wear many hats. Not only do we assist with selling a house or From left: Melissa Lineberry, Genworth; Steve Richman, Genworth; Jason Heflin, Rector-Hayden Mortgage establishing a loan for a customer we are tax advisors, financial planners, handymen, interior designers, attorneys, appraisers, psychologists, and the list goes on! Steve said that the average home buyer makes four home purchases in a lifetime and that they tend to stay within 12 miles of their previous purchase. People buy every 7-10 years. That s why relationship building is so important. Steve Richman with Noreen Jeremiah, meeting sponsor, with BB& T

2 Social media helps in keeping in touch with past clients. A card in the mail each Christmas is OK, but the cards tend to be thrown out and forgotten. Steve provided a number of websites to check out: city-data.com mybestsegments.com annualcreditreport.com robchrismannewsletter.com downpaymentresource.com Inman Next helps with social media information for real estate agents. 56% of people look online before buying a house and they are looking on their smart phones. 47% use an I-phone 40% use an I-pad 24% use Android 4% use Windows-based 5 % use QR code So, Steve said, fish where the fish are! He talked about various apps for the phone to help realtors and mortgage bankers: Evernote takes pictures and creates a digital roledex Videolicious makes videos of a home Magic Plan tells the dimensions of a room Scanner Pro Home Snap Hyper Text Sends out a group text, but makes the text personal Postagram Favado Zite Like Pandora for news Page 2

3 Good customer service gets you repeat business and referrals. Listen to the customer. You must be findable on the internet. Simple math: Satisfaction = Reality/ Expectation. The customer is not always right, but they must be treated with respect. Communication is king and queen. There is a generation gap with mortgage people and home buyers, Steve said. Texting is the best way to reach younger people. Young people want a reply text within 3 minutes. The entire Steve Richman PowerPoint presentation is on the MBA of the Bluegrass website on the home page. Contact Info Steve Richman steve.richman@genworth.com Please Join Me LinkedIn: Facebook: Page 3

4 Real Estate United Summer Social! August 19th at Drakes The weather couldn t have been more perfect for a late summer evening of networking and just plain having fun at Drakes for the annual Real Estate United Summer Social! Members of the Mortgage Bankers Association of the Bluegrass, LBAR, Kentucky CCIM, and the Greater Lexington Apartment Association participated, and it was a time to catch up with old friends and meet new ones. We want to thank Monroe Jett, Jett Title, his staff, and all of the people who organized the event. It was another memorable evening! Page 4

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6 Looking for Members! Do you know a bank, an attorney, a title company, an insurance company, or mortgage lender who should be a member of the MBA of the Bluegrass??? Please be inviting! Contact any of the board members listed on the website MBA of the Bluegrass Inc. Board Officers President Jason Heflin, Rector-Hayden Mortgage, (859) , jason.e.heflin@rector-haydenmortgage.com President Elect Mellissa Buckley, First American Title, (859) , mebuckley@firstam.com Secretary Brian Gardner, (859) , bgardner@gardnerlawky.com Treasurer Leslie Pearson, Benchmark, (859) , leslie.pearson@benchmark.us Past President Gesela Brown, Fifth Third, (859) , gesela.brown@53.com Remember, members do business with members. Page 6

7 Title: Independent Mortgage Bankers Profitable in the Second Quarter of 2014 Source: MBA Date: 8/26/2014 WASHINGTON, D.C. (August 26, 2014) Independent mortgage banks and mortgage subsidiaries of chartered banks reported a net gain of $954 on each loan they originated in the second quarter of 2014, up from a reported loss of $194 per loan in the first quarter of 2014, the Mortgage Bankers Association (MBA) reported today in its Quarterly Mortgage Bankers Performance Report. The gains seen in the second quarter come after first quarter losses that were likely triggered by a variety of factors including the implementation of new Dodd-Frank regulations and extremely low origination volumes, said Marina Walsh, MBA s Vice President of Industry Analysis. Some loan closings may have been pushed into the second quarter, resulting in an increase in profitability as per-loan production costs declined. Among the other key findings of MBA s Quarterly Mortgage Bankers Performance Report are: In basis points, the average production profit was basis points in the second quarter compared to an average net production loss of 8.31 basis points (bps) in the first quarter of the year. Since the inception of the Performance Report in the third quarter of 2008, net production income has averaged bps with a median of bps. Average production volume was $378 million per company in the second quarter of 2014, up from $274 million per company in the first quarter of 2014, an increase of 38 percent. The volume by count per company averaged 1,676 loans in the second quarter of 2014, up from 1,238 in the first quarter of The purchase share of total originations, by dollar volume, increased to 74 percent in the second quarter of 2014, up from 68 percent in the first quarter. For the mortgage industry as a whole, MBA estimates the purchase share at 59 percent in the second quarter of 2014, up from 51 percent in the first quarter. The jumbo share of total first mortgage originations continued to increase, rising to 7 percent in the second quarter, the highest level since the inception of the Performance Report. MBA s applications data, as well as credit availability data, continues to show strong growth in jumbo production. Secondary marketing income was 270 basis points in the second quarter of 2014, compared to 277 basis points in the first quarter. Total loan production expenses commissions, compensation, occupancy, equipment, and other production expenses and corporate allocations decreased to $6,932 per loan in the second quarter of 2014, from $8,025 in the first quarter. This marks the largest decline in costs in any single quarter since the Performance Report was created. Personnel expenses averaged $4,423 per loan in the second quarter of 2014, down from $5,048 per loan in the first quarter. This was primarily driven by a reduction in per loan fulfillment, support and benefit expenses. Including all business lines, 81 percent of the firms in the study posted pre-tax net financial profits in the second quarter of 2014, up from 54 percent in the first quarter of 2014, but down from the 92 percent seen in the second quarter of Page 7

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9 2014 Committees The next two pages have the committees for If you want to plug in and do more for the MBA of the Bluegrass please contact one of the board officers. Legislative Is responsible for reporting to the Board of Directors and the membership any current activity on local, state, or national legislative issues. Committee Chair Wayne Thompson, (859) , Ethics Responsible for inquiries or accusations against members and reporting to the Board of Directors their findings and recommendations. Committee Chair Roberta Wilson, (859) , Finance Shall prepare a budget of the estimated income and expenses of the organization for the year. Committee Chair Leslie Pearson, (859) , leslie.pearson@benchmark.us Membership In charge of recruitment and retention. They will devote their attention to the proper welcoming of new members and guests and to strive to encourage friendships among members. Committee Chair Open Affiliate Relations This committee is responsible for promoting and recruiting affiliate members to the organization. This involves planning and conducting special events for our affiliates. Committee Chair Patti Houchens, (859) , phouchins@bbandt.com Page 9

10 2014 Committees Continued: Program This committee is responsible for organizing meetings, identifying location, scheduling speakers, and securing sponsorships for the events. Additionally this committee is responsible for arranging any special events like the golf outing and Christmas party. Committee Chair Mellissa Buckley, (859) , Education Plans topics, arranges dates/times, and secures speakers for Educational Roundtables to educate the membership. Committee Chair Sherri Wagerman, (502) , Co-Chair Wilma Langfels, (859) , By-Laws Reviews the by-laws and proposes any changes that are necessary Committee Chair Gesela Brown, (859) , Technology Responsible for the current development and future upgrades to the website and will stay current on all technological advances in the industry. Committee Chair Nathan Bay, (859) , PR/Communications Supplies monthly notices concerning the organization meetings and other interesting information of the membership to newspapers, radio and television stations. Committee Chair Jeff Sharp, (859) , Important Websites to Know Mortgage Bankers Association of Louisville Mortgage Bankers of Kentucky The National Mortgage Bankers Association Mortgage Fraud Blog FBI Mortgage Fraud Page 10