[Greg]

I am a Banker and I can Broker. Sometimes I dread taking loans and brokering them. Being a banker I lose control. My processor is outside of my office and underwrites my DU/LP approved loans. I talk to underwriters about how to close a deal before submitting. I close deals within 16 days on average in house and that number is skewed by intensive FHA/VA deals in which I have 3rd party delays.

So when I cannot have all those perks because a bk is less than 2 years old I have to broker.

I have 3 go to wholesalers I can count on. I discuss my demands in the loan process with them prior to even sending them a loan. I see if they can meet those demands and we work out a solution to start doing business.

I like a timeframe for when I expect to hear something. When that is exceeded I call. If they call me that is a bonus. That shows they are on top of my deal and working for me. Whether it is a quick email or a voice mail.
I like when reps visit the office but the truth is they do not have too. I think this takes too much time out of their day to be working on closing deals. Yes you have to come in and meet me. I like to know who you are and what type of person you are.

Honestly their are very few who email updates or program changes. I think this is a huge mistake. You need to maximize your email marketing.
For example a rep sends me and every lo in his database updates to programs. When I see that it reminds me of them and I get to learn more about what I can actually close with them.

I think it is important to almost demand a solid concrete commitment from your brokers. If you do not you may be wasting your valuable time. Hold them to what they say and find out who they really are. A talker or a producer. I cannot remember the last time someone actually inquired on how many loans I close on average. Imagine investing a day into an LO who closes 1-2 deals a month and does not care about you!

I actually keep in touch with some myself weekly to see how they are doing and to hear what changes are ahead. Build relationships!

I am running out of time this morning but I want to keep sharing as much as I can to help Account Reps excel as well.

Honesty is key. If you are not sure do not guess. Under-Promise and Over-Deliver and you will keep long term contacts!