“So it’s really impressive to see how that consumer education portion of opportunity is really increasing because there are consumers that are driving the request to work with mortgage brokers. It’s really great for us in Arizona.”
Balanced approach between purchase and refinance essential
Ashley Bedford (pictured, top right), a loan originator with appli, also underlined the importance of staying directly in contact with clients and realtors, as well as maintaining a strong emphasis on education.
That also involves a frank discussion with clients hoping to refinance in order to determine whether now is really the right moment for them to do so. “It’s taking that time to go over everything with clients to make sure that they understand where they’re at, where they need to be, and if it’s time [to refinance],” she said. “[Deciding whether] we need to wait a little bit, and not just going after that shiny penny moment is a big thing.”
Only concentrating on refi business while neglecting the purchase side, even in a down market, is the wrong approach, according to Bedford. “I think a lot of people fell out because they really focused on that refi [surge],” she said. “And when you focus on that refi boom, you lose your purchase business and then you have no licensing because you have no business.”
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