Thriving in Today's Mortgage Market: Action Guide for Retail Originators

Reality check: The 2020 market isn't returning. Growth comes from leaning into challenges, not waiting for easier conditions! Here are some high impact activities for you to implement:

1. Referral Partner Engagement Strategy

  • Schedule 3-5 coffee meetings weekly with real estate agents

  • Start with past transaction partners (last 24 months)

  • Prepare 3-5 value-focused questions for each meeting

  • Position yourself as a transaction-saving backup option

2. Open House Domination System

  • Create mortgage coach presentations for local open houses

  • Use MBS Highway's Real Estate Report Card for market validation

  • Show multiple offer scenarios with payment differences

  • Demonstrate long-term appreciation trends (63-year history)

  • Convert "market crash" objections with data-driven responses

3. Database Mining Process

  • Implement systematic review of past clients

  • Look for refinance opportunities in 6.75%+ loans

  • Create quick-hit presentations showing payment savings

  • Monitor rate windows aggressively - opportunities appear/disappear quickly

  • Position yourself as a mortgage advisor, not just a transaction processor

4. Perspective Marketing Framework

  • Identify client fears/concerns before they voice them

  • Create marketing that speaks directly to those concerns

  • Develop materials that make prospects think "how did they know I was thinking that?"

  • Focus on payment differences rather than price differences

  • Show the cost of waiting in real dollars

Remember: "If you don't care, you won't close."
Focus on building genuine relationships with people you actually want to work with, and success will follow naturally.