The ORIGINATOR, a podcast from Primary Residential Mortgage, Inc.

In a season of low rates, business is booming, making it harder to stand out from the competition. In this special edition of The Originator Podcast, you’ll learn how having a balance of technology, systems, training and knowledge can help you differentiate yourself from your competitors. You’ll also hear tips from two high-performing Division Presidents, Paul Carini and Matt Shanlian, to help you thrive in a low-rate environment.

This week, we sit down with Ryan Minard, Director of Consumer Growth for Top of Mind. As a CRM pro, Ryan gives valuable advice on making Surefire more productive without taking up more time. Learn about less common Surefire features and get tips for using them to stay organized and at the top of your clients’ minds.

PRMI is known for its sustainable success and achieving greatness year after year. In this episode, Nick Barta lays out simple principles you can use to reach a higher level of production this year in your own business. Nick’s principles were born from his 10 years of success at PRMI and include delegating day-to-day tasks, embracing technology and creating a culture of accountability.

PRMI is a mortgage company known for its local presence and local expertise. Many Originators wonder how that community reputation is built. Just in time for PRMI’s 28K Hours Served campaign, Branch Manager Brent Blackwell talks about how volunteering connects you to your community, builds relationships and is just a good idea.

Chris Wood of Frost Mortgage was an early adopter of eClose. Now he says if he could close every loan with eClose, he would. Hear how eClose simplifies and streamlines the closing process for borrowers and settlement agents in this episode of The Originator Podcast.

It’s a new year, which means it’s time to set some goals to make this year better than the last. This week we sat down with Division Manager Mike Liane to hear about the tools his team uses to consistently improve year after year. Mike’s universally applicable advice shows that creating a plan and keeping yourself accountable is key to reaching your 2020 goals.

This year, thanks to the hard work and dedication of every Team Member, PRMI had three of its biggest production months ever. We sit down with our Chief Operations Officer, Ruth Green, and President of Retail, Chris Jones, to get their take on how the operations team and the sales teams came together to create the record-breaking months, what they learned about efficiency, dedication, autonomy and teamwork and what we can carry into 2020 to ensure continued success.

Many Originators consider the end of the year the slow season. But Paul and Kyndle know otherwise. The fourth fiscal quarter—the holiday season—is when they’re busy building new relationships and growing existing ones, which pays off when the purchase season returns. Listen in to learn the mortgage business holiday traditions they use ensure referral business stays strong.

There is a lot of advice out there on how Originators can increase referral business. In part 2 of our 2019 National Conference recap podcast, we listen to some highlights from the breakout session entitled “Don’t Be a One Trick Pony,” where PRMI Originators Bobbie Dyer, Kyle Bergquist and Matt Shanlian shared some of the more unusual approaches they’ve taken to build their business.

One of the most popular breakout sessions at PRMI’s 2019 National Conference was Achieving Next Level Production. Hosted by Director of Business Relations Joe Christensen, the session featured Originators Deann Ellis, Kyndle Quinones, Mike Koran and Brandon Von Almen sharing specific techniques they use to add loan production volume year after year. Listen in and find out how they do it.

Learn how Originators use ClickApproval online technology to enhance the customer experience and strengthen the Originator-customer relationship. Guests James Harper and Jeff Gunther talk about how ClickApproval streamlines the loan process and minimizes unexpected issues while empowering customers to work through the application process in the privacy of their home. Used well, ClickApproval provides convenience and a personalized customer experience.

Join the conversation with PRMI renovation loan experts and hear how simply having a conversation about renovation loans with borrowers and referral partners can help you close more loans, especially in that coveted first-time homebuyer/millennial demographic. You’ll also get tips on how to sell these loans and resources to help you learn more about them.

In this episode, Clayton tackles ways purchase-driven Originators can take advantage of low-rate markets to add refinance business to their pipeline without disrupting their purchase business flow. Division President, Dane Moler talks about how he positions his purchase clients for future refinances, how he structures refinances and his method of working his prospect list without wasting too much time and energy. Division President, Matt Shanlian talks about how to use Encompass to create prospect lists that give high return and how to find the story behind the file that might reveal a refinance opportunity.

In this week’s episode of the Originator Podcast Sean Zierak talks about how Originators can look for more refinance opportunities. Sean shares best practices in reaching out to past clients and how to structure and sell a Refi in today’s market.

In this episode of The Originator Podcast Dean Johnson, Division President of the Mid Atlantic Division, discusses the skills and qualities each Originator needs to develop to be successful. Dean also discusses a recent training presentation his division had with Dale Vermillion, creator of the Mortgage Champions system.