2018 The Way I See It…

Up, down, left or right, 2018 is going to be a year of growth and learning; use it wisely.

 

I know, I know, we are only a week in, but 2018 is already shaping up as an interesting year.

2017 was a down year, most companies spent the year “right sizing”. I see 2018 being a flat year. This is the year companies need to get efficient, that’s what we’re doing here at EPM.

We are taking the time to make our services more robust; we are making the process of connecting with our customers and potential customers easier.  We are working with all departments to continue education and reiterating that all departments are an extension of our sales team. There is the potential for a huge refinance boom and it’s key that all hands are on deck to assist customers who will look to us as their mortgage solution.

A flat year, is not a bad thing. There is always the opportunity to grow, regardless of the predictions. Look at where you are and how you can continue to develop the passion you have for your industry. Support your support staff, revamp your tech system, be detailed and don’t skip the small stuff; it all adds up.

As we move into second quarter, we will be looking to our analytics to confirm that our efforts are working and what needs tweaking.

Up, down, left or right, 2018 is going to be a year of growth and learning; use it wisely.

 

Eddy Perez, CMB

President, Equity Prime Mortgage

The New Year Is a Continuation…

Our team will continue working together, harder, longer and smarter, because that is the foundation WE were built on. These attributes are the heart and soul of EPM.

 

As an organization, we feel extremely proud and appreciative as we reflect on 2017.

To sum it up, this was one of many milestones for our company, as we further established our identity and cemented our position in the market.  The industry, as a whole, shrunk by over 40% in 2017.  As an organization however, we outperformed that attrition rate and have even seen year over year growth in several locations.  This was the result of our commitment to business development.

It’s been that intense focus and some good old fashioned hard work from all of leadership that has helped to expand our market share in what is otherwise a shrinking market.

Regardless of our individual job duties, everyone at EPM has had an impact on the consumer perception and therefore on the client service experience. Expanding our definition of “customer” to not only include our borrowers, but also all the companies and individuals in the Real Estate eco-system.

This expanding view of who we are intended to provide service to, helps to better commit ourselves to pursuing excellence in all ways, not just during the origination process

Our team will continue working together, harder, longer and smarter, because that is the foundation WE were built on. These attributes are the heart and soul of EPM.

In conclusion, we’ve made these strides though our actions and will continue them into the New Year.

On behalf of Equity Prime Mortgage, thank you for an amazing 2017, Happy New Year and SALUD!!!!!!!!!!!!!!!
Eddy Perez, CMB

President, Equity Prime Mortgage

 

P.S. On a personal note, I’m going to express my feelings which does not happen often.

Everyone please get healthy. Emotionally, this year has been difficult. Seeing friends, former teammates, family members of teammates, industry colleagues and current teammates with huge health issues.  I once weighed 60 pounds more, smoked 1.5 packs of cigarettes a day and didn’t work out. My father died from heart failure at 67, yet I didn’t heed the warning until about 10 years ago. So please take time to eat better, workout more, get fit, quit smoking and read positive thoughts daily because, mental health is just as important and I want you all around to enjoy this ride called life!!!!!!!!!

The Biggest Business Takeaway From 2017

Being engaged has allowed us to focus on what’s important.

The year is coming to an end; we love new beginnings here at EPM.

I was recently asked what is my biggest business takeaway from 2017? I answered with one word, Engage.

You can re-engage, get engaged or just remain engaged, but this year was a down year, we saw a 30-40% drop in the market overall and had we not been engaged, it could have been worse.

The year wasn’t all bad, we saw growth, but challenges can be masked by volume. We hunkered down and engaged our sales, closing, underwriting and referral partners.

We have had conversations with our sales team and used their information as a gage on how to grow our customer base. They needed support and lead generation, we hired a Lead Generation Specialist, she is doing a great job moving us forward. Our conversations with our closers and underwriters led us to re-examine our processes and become quicker and more efficient. We have engaged our customers on our social platforms and are listening for social cues. We are launching new products to connect with potential borrowers.

We are re-thinking what we may have forgotten and trusting what we know about fluctuating rates and the mortgage industry.

Being engaged has allowed us to focus on what’s important.

Hopefully engaging will push you and your business into the New Year with all the momentum that you need to get to your next set of goals.

Salud and Happy Holiday’s Friends!

 

Eddy Perez, CMB

President, Equity Prime Mortgage

 

The One Question I Get Asked All The time…

the one question

There is also a clear understanding that what is asked of them, is what I ask of myself.

Last week we talked about the one question that I’m never asked.

This week, I want to talk about the question I’m asked the most.

Be advised the following may seem simple, however when asked this question, it occurs to me how the little things play a large part in how we see ourselves and are perceived by others.

Ok, the question…

Why are you dressed so nicely today?

In fairness, I’m a jeans and t-shirt guy, but enjoy this question because it means that the time taken to coordinate the shirt, jacket and pants was worth it (I typically don’t wear a tie). We work closely here, so when the team notices the presentation, they are aware that a front facing company experience is about to occur.

There is also a clear understanding that what is asked of them is what I ask of myself.

Your style can set the tone. Over these last ten years we have worked hard to make sure that we are more than just a place to buy a home, but are mortgage loan professionals who are knowledgeable and a great resource for our customer’s mortgage needs.

Our appearance is a testament to where we’re going and who we will and want to be; more importantly, this question means that through our appearance people are paying attention. My Suits are an extension of how I see our company growing and the respect that we have for our team, clients and business partners.

Think about how often what you are wearing has impacted how you feel going into a meeting, or interview. You must be ready for anything and your appearance is often the indicator of what you’re prepared to receive.

For such a simple question, the answer is important and impactful and every time I hear it, I  know that we are headed in the right direction.

 

Eddy Perez, CMB

President, Equity Prime Mortgage

4 Things That Will Get You Back In The Black, Or Keep You There…

Sell your business and get out now, if mediocrity speaks to you.

 Black friday sale neon background

Happy day after Thanksgiving!

We hope you all had a great time with your family and friends. We here at EPM took the day to eat, drink, be merry and thankful for how far we’ve come. As the year ends, I thought today was good as any to talk about getting back in the black (or staying there).

It’s Black Friday. Today is the day retailers look forward to most of the year, they get to spend the next 30-45 days, or more, raking in the dough. Budgets are met and made up for, while the New Year gets a great kick into gear.

There are four key things that need to happen in your business at this time. We touched on it briefly in my last post, but today I’ll expand.

You need an action plan of embracement not just x’s and o’s.

 

  1. Sales, sales, sales. Your entire company is an extension of your sales team, period. If you don’t get this then you have a different problem. If you get this, then you know that your team needs to be trained in the art of customer service. Everyone should know they are the “face” of the company. Each opportunity to interact with a customer is a chance to extend the brand and sale your services. We thrive on sales and act accordingly.

 

  1. Support. The best sales teams are the ones that have the education and training to stay the best. From Underwriting to Marketing, we train. In the mortgage business MLO’s are required to be licensed, we don’t stop there and neither should you. Here at EPM we make sure that everyone can be the best regardless of title. There are seminars, collaboratives, and the freedom to explore options that may not fall under the traditional education model. There are some companies, that rarely need to look outside to fill key positions, because those in house are up to the challenge. They grow because they can continue to bring in smart, trainable people who are up to the task.

 

  1. Growth. If you’re not growing, why are you in business? Your goal may not be to become the next Bill Gates, it doesn’t have to be, but to settle for middle ground? No way. Sell your business and get out now, if mediocrity speaks to you. After supporting, training, and taking care of the “Big Four” (Clients, Consumers, Vendors and Employees) recruiting is the logical next step. A growth environment where people can help themselves allows your company to shine. Don’t just meet growth projections, beat them, give your customers and the competition something to think about.

 

  1. Explain The Why. The WHY is everything. Many people in upper management don’t get this, and their turnover rates tell the story. If no one gets why we have a financing minimum, customers who don’t meet the criteria, tell customers who do, that we didn’t help them. If processors don’t understand why we do such a deep dive into credit etc., then borrowers are denied. I could go on, but explaining the why has greater consequences than angry customers. If your team doesn’t get The Why, your company is being underserved and your employee’s skills under-utilized. The Why, makes people think beyond what is in front of them. The Why encourages greatness. You’re not too good to explain it and if it’s too complicated, adjust it and make sure everyone can understand. The Why is what matters most.

 

 

As we move into 2018, there are some uncertainties, but what should never be uncertain is how to get your company in pace to the top and in the black.

 

Eddy Perez Jr., CMB

President, Equity Prime Mortgage