In Touch Today: How have the recent events in the mortgage/housing market affected your business?

Scott Kelsey: For the most part, I think it has helped my business. The general public has been much more interested in “what’s going on” in the mortgage business. It also has kept me on my toes regarding changes on programs, products and pricing. We, as a company, have been fortunate to have numerous correspondent channels/lenders that we work with, which has kept our products and pricing at a pretty competitive advantage.

In Touch Today: Have you been approaching marketing or other methods of business generation differently given the current state of affairs?

Scott: I’ve tried to reinforce what I feel sets myself and our company apart from many others out there –the fact that we try to approach clients from a more consultative stance versus just getting someone a mortgage. Since I started in the business, I have found interest in looking at the “big picture” for my clients, figuring out how their financing fits into the rest of their financial picture. Sticking with this approach and letting clients, referral sources and the general public know that we aren’t your “normal” mortgage lender is what I’ve been trying to do over the past few months.

In Touch Today: Have you implemented anything new?

Scott: I had the chance to sit down and “rework” my business plan. The main change to this was to give added responsibility and duties to my staff. I have some great people working with me, and I want to leverage this as much as possible. I have also been trying to identify all of our strengths and weaknesses so that we can run the most efficient and productive team.

In Touch Today: What approaches do you feel are still working for you?

Scott: I think for those who have been successful in the past, the biggest contributor to anyone’s success is the effort you put into the job. Even if things aren’t as busy as they were a year or two ago, there are ways to keep busy. Stay in front of people, meet new contacts and referral sources –all these things will eventually lead to more deals and continued success.

In Touch Today: Who are your favorite lenders?

Scott: I don’t really have a “true” favorite, although we do have a few local private banks that seem to be giving us a really competitive edge out there in this market.

In Touch Today: What programs are you currently offering that seem to be working well for you?

Scott: We have a pretty good Mortgage Benefits Program in place designed to cater to small to medium sized companies. I have been making as many appointments as possible with either the owners of these companies or the head of HR. This seems to be going fairly well so far.

We also have seen a pretty good increase in the Reverse Mortgage market. I recently became certified and have closed a few deals so far. That product is changing for the better each day and will be a valuable tool for any mortgage persons business in the future given the number of people who are becoming eligible for this type of financing in the coming years.

In Touch Today: What personally keeps your spirits up in a difficult market? Why do you stay in the business?

Scott: Every day is a challenge. That’s what I like about it. Nothing is guaranteed in this business. You have to constantly focus on not only where you are with it, but where you want to go with it. The job also gives you the opportunity to build your business as little or as much as possible.

What keeps my spirits up? Although I’ve only been doing this for nine years, I know markets are cyclical –and I also know that hard work and perseverance pay off. You have to keep your focus on what not only works now to get business, but also what you can do to grow and sustain business in the future.

In Touch Today: Do you have a daily affirmation or inspirational quote which you'd like to share?

Scott: “Ability is what you’re capable of doing. Motivation determines what you do. Attitude determines how well you do it.” – Lou Holtz

In Touch Today: What advice would you give other loan officers who may be struggling to keep or find clients?

Scott: You need to find a way or ways to differentiate yourself from “the others.” Start with the basics. Keep in front of anyone who has given you business and anyone who has worked with you in the past. There is a reason why they refer you deals-figure that out. Ask for more business. You also have to find your “niche.” There are plenty out there. Find one that fits and work it to death.

To read Scott's first interview, from 2004, please click continue...