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Residential Department: From the Editor: December 2018


From the Editor

Mortgage originators, get ready to take a bow

r_2018-12_FTEAn old boss used to say, “We’re not looking for awards, but if they’re handing them out, then we’ll take them.”

There’s wisdom in that. You do the work for the sake of doing the work. It’s also important for you to be noticed for your efforts, however.

Recognition will help your company, and it will help you — both professionally and financially. That’s why you should enter Scotsman Guide’s upcoming Top Originators 2018 rankings.

This will be the 10th anniversary of Scotsman Guide producing these exclusive, certified annual rankings of the nation’s top-producing mortgage brokers and bankers. Originators are ranked in a number of categories, including Top Dollar Volume, Most Loans Closed, Top Purchase Volume, Top Refinance Volume, Top HELOC Volume and more. Originators also are ranked on how they perform in several government-backed loan categories.

Celebrate your hard work in helping to deliver the American dream to the nation’s homebuyers. The entry period for the Top Originators 2018 rankings runs from Jan. 1-31, 2019. You can fill out a short form online now to receive an e-mail reminder of the official opening of the Top Originators submissions period by visiting We look forward to your participation.

Onto this month’s edition: Scotsman Guide is featuring stories on construction and development and what those topics can mean for your business.

This month’s lead story by Chad Jampedro and Bruce Olster of GSF Mortgage Corp. starts on Page 34 and covers single-close loans, otherwise known as construction-to-permanent financing — which allows homebuyers to line up short-term construction financing for their dream homes, along with the long-term mortgage, all through a single closing.

Spring EQ’s Jerry Schiano writes on Page 102 about how originators should focus on home equity lines of credit because the growing demand for these products could mean new business opportunities. In these trying times, mortgage professionals who can be more efficient will have a better chance to succeed. Mortgage Right’s Alvaro Moreira writes on Page 55 about four time-saving tools that will give you that edge.

On Page 67, David Wilson and Dan Bailey of WFG Enterprise Solutions write about how mortgage companies are making big investments in technology, but are sometimes finding that what is delivered isn’t what was promised. The authors offer sound advice on what to do in that situation.

If there’s an opportunity to be had in this market, it’s in renovation loans. That could involve helping a homebuyer install a pool or solar panels, renovate a drab old home, or buy a meh house and make it dazzle through a complete makeover.

Plaza Home Mortage’s Jeff Leinan explores this topic on Page 75. On another front, Leslie Heimer of American Liberty Mortgage writes on Page 84 about why it pays to prepare, and not panic, when a home appraisal comes in lower than expected.

Finally, Voicent’s Joe Wu writes on Page 116 about how the cold call should remain part of a mortgage originator’s marketing strategy, but he also explores new technologies that can help you employ this old-school tool more efficiently and effectively.

Enjoy this edition of Scotsman Guide and have a happy holiday season.


Jim Davis is editor of Scotsman Guide Residential Edition. Reach him at (800) 297-6030 or

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