Expert strategies from Ron Vaimberg to master market challenges
The current mortgage market demands relentless prospecting, learning, and adapting.
In an insightful conversation on MPA Talk, Ron Vaimberg, a seasoned success strategist and coach in the mortgage industry, shared his perspectives on navigating the challenges and opportunities in non-QM lending for 2024.
Vaimberg highlighted the dynamic nature of today’s mortgage market. “We have so many different people faced with so many different challenges,” he noted, acknowledging the unique position the industry finds itself in.
His approach is tailored, focusing on individual strengths and market conditions to craft success strategies for mortgage professionals. He emphasized the importance of adapting to current market conditions, a skill particularly relevant in the unpredictable climate of non-QM lending.
Vaimberg observed that many originators are bogged down by market conditions and uncertainties.
“One of the challenges that originators are facing is they’re focusing on what people are saying, they’re focusing on the conditions of the market,” he said.
Read more: The one non-QM product brokers need to master in this new lending landscape
For Vaimberg, success hinges on focusing on controllable factors like learning, relationship-building, and prospecting, rather than fixating on market unpredictabilities.
He proposed a ‘success triad’ model – a balanced focus on marketing, selling, and understanding the mortgage business. While most training in the industry emphasizes the mortgage process, equal attention must be given to lead generation and effective selling techniques.
“The success triad is made up of a triangle,” Viamberg said. “In order to succeed, you have to support all three sides. Marketing is the base… how do you generate more leads? Have you generated more relationships to get leads?
“Selling is the left side, which is how do you get more people to say ‘yes’ to you. So, if you’re meeting with a realtor, or referral partner, or borrower, there’s a different set of skills now to get them to say ‘yes’ to you.
“And then the third side is the mortgage business. And that’s everything else - that’s ratios, disclosures, compliance, the loan process.”
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