"They make sure their applications are smooth, their clients are happy"
For Grant Armstrong, director of national sales and lending at Community Trust, the most successful brokers are those who bring the greatest value for clients and industry colleagues alike.
Armstrong stressed that the ideal broker is one who is organized (both in terms of client files and referral sources) and one who ensures strong communication channels with underwriters, colleagues, and consumers.
“They make sure their applications are smooth, their clients are happy, and that it’s a seamless and a very efficient process working together,” Armstrong told Canadian Mortgage Professional.
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The best brokers also take the extra mile in knowing as much as they can about lenders, Armstrong said.
“A lot of times, some brokers will assume that lenders have the same process and the same policies. ‘What’s acceptable at Lender A is acceptable at Lender B.’ Unfortunately, every lender [is] unique; every client is unique,” he said.
“Every application is looked at with a different lens to be able to provide the best solution. So pick up the phone and talk to your BDMs, buy them a cup of coffee and ask them, ‘What do I need to do to work with you? What are your tips? What are your tricks, what are your niches?’ And then learn.”
Additionally, reaching out should be second nature to a mortgage broker, Armstrong said.
“When you’re not sure, don’t assume. Call them and say, ‘Hey, you’ve got this condition on the commitment. I’m not really sure what you’re asking for, or how do I make this, or what should I provide you.’”
To find out more from Grant Armstrong, watch the latest edition of CMP TV now.
