#2: 2009 Top Purchase Volume
> Volume Rank: #8
> Closed-Loans Rank: #57
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Refinance business alone wasn't enough for Michael Daversa to count on. So he made purchases the centerpiece of his $196.7 million production in 2009.
“Making my business purchase-based was probably the smartest thing I’ve ever done,” says Daversa of Westport, Conn.
Daversa has methodically built his purchase pipeline by holding on to past customers and establishing relationships with Realtors, lawyers, accountants and money managers. His marketing includes special events such as cocktail parties, small dinners and even a “manicure night” for Realtors.
“The key is to market constantly, even in bad markets,” he says. “This is a basic strategy but one not all originators follow.”— David Robinson