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   ARTICLE   |   From Scotsman Guide Residential Edition   |   September 2014

From Ordinary to Extraordinary

With focus and drive, you can stand out from the crowd

Are you an ordinary originator or an extraordinary originator? If you believe you’re extraordinary, answer this: What about you is “extra” ordinary?

Extraordinary originators will do things that most ordinary originators won’t.

For example:

  1. Ordinary originators opt to take loan applications online or by phone. Extraordinary originators try to meet personally with every borrower and build long-term relationships.
  2. Ordinary originators don’t pay much attention to their referral clients’ personal lives. Extraordinary originators remember their favorite Realtors’ birthdays and anniversaries and send them cards and messages.
  3. Ordinary originators don’t take the time to improve themselves or learn new things. Extraordinary originators read books about sales, marketing, time management and motivation.
  4. Ordinary originators choose to dress as comfortably and casually as possible. Extraordinary originators stand out by dressing a cut above the crowd.
  5. Ordinary originators appreciate when a client refers them to a buyer, but do little to show their thanks. When extraordinary originators get a referral, they stop what they are doing and send out a handwritten thank-you card.

If you want to be an extraordinary originator — and you want your clients and partners to notice — start by writing down the 10 most significant aspects of your business. These might include:

  • Taking loan applications
  • Staying in touch with Realtors
  • Marketing to your database
  • Delivering loan statuses
  • Networking within the community
  • Building new referral relationships
  • Managing your pipeline

After assembling this list, ask yourself: What does an ordinary loan originator do here? Write down the answers next to each bullet. Then ask yourself: What would an extraordinary loan originator do here? Again, write down the answers.

You’ll see the distinction in black and white. You’ll discover that being extraordinary takes extra effort. Study your lists side by side. If you want to be ordinary, do the things that ordinary originators do. If you want to be extraordinary, do what extraordinary originators do. It’s as simple as that.

It’s no secret that the mortgage industry is riddled with mediocrity. Everyone wants to make a lot of money and be successful, but few are willing to give what it takes to get there. It’s that special minority of exceptional originators who have been able to pull away from the pack and rise above the rest by being more and doing more than everyone else around them. These are the mortgage professionals who are truly extraordinary.  


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