[caption id="attachment_8472" align="alignleft" width="240"]
Glick: Anticipates a that the first quarter of 2019 will be good.[/caption]
Eric Glick is area sales manager for the Georgia and South Carolina Coastlines and Jacksonville, Fla., markets for New American Funding. So far in 2018, he originated $90 million, or 384 units. In 2017, he originated $92 million, or 431 units. American Funding offers conventional, Veteran Affairs, USDA, jumbo and many other types of loans.
How did you get into the mortgage business?
I was working as a business and accounting recruiting for Robert Half, when a friend recruited me for some opportunities in the mortgage business, and I started with Countrywide Home Loans in 2006. I took a leap of faith, and it was the best decision I ever made.
How has the skill set of an originator change over the years?
The communication piece has change, but what hasn’t change is the need to treat people like people. Back in the day, we took applications on paper. Now there is technology to which we have to adapt. Borrowers want things now. They want things faster, and they have access to social media, and their whole world are on their phones. If an originator is not in front of that (technology), he’s behind it.
What’s the best advice about being successful in the mortgage business that you’ve ever received?
To network through associations—realtor and home-builder organizations. Send hand written notes to people. Those little notes go a long way toward separating from competitors.
Answer the phone. I can’t tell you how often Realtors and builders don’t get their calls returned. Be aggressive. Also, be involved in the local home builders’ association and Realtor board. Go to the meetings they have. Do what you say you will do; don’t over promise. Be honest, be yourself and follow through. Treat [borrowers] the way you would want to be treated. Originators need to treat borrowers like they are your mothers, fathers and brothers. Be real, be your self. Borrowers can feel that.
What about for a new originator?
Again, be yourself and treat people like family. When someone calls, call them right back. The industry is so stressful, that if you do those things, you can differentiate yourself. Treat people how you want to be treated. Participate in local organizations, be yourself. I really believe what comes around, goes around. Above all, hard work pays off.
Early on in an originator’s career attending a closing is very big. It helps build the relationship with the referring agent and gets the originator in front of other agents he can get referrals from.
Once a new broker becomes more successful, they won’t be able to go to closings. But they could hire a team member to attend closings and participate in social media. That makes clients feel appreciated. They are people, not a TV; borrowers are buying a home for their families.
You recently made the decision to join New American Funding. What were the factors in that decision?
New American services all of their loans, so borrowers don’t feel they are being dumped. I’m thrilled to be here because it means I can provide guidance to them for a lifetime. I’m able to provide financial advice—even if it means telling them that the purchase of a property is not in their best interest. New American operates with a sense of urgency, and not with 'we’ll get back to you in 24 hours with an answer to a borrower’s question.' New American is focused on the client.
What kind of year do you anticipate 2019 to be for the mortgage industry?
2019 will be a good year for real estate. Rates are going down and apps have increased. The first quarter will be good. Be consistent and do the things I discussed earlier. The mortgage industry will do great next year.
