From the Top adviser, your trusted accountant or your attorney, whether that’s the right loan for you. But we can’t make that decision—only you can. The key to our success is we don’t push people, and they trust us for that. RM: Do you stay in touch with your clients after they close? MB: We sure do, but we also make sure never to violate any email laws or the Telephone Consumer Protection Act, Do Not Call Registry, no autodialing, etc. We don’t go after people whom we don’t know didn’t contact us first. If you haven’t authorized us to send you stuff, we don’t do it. If you ask us to quit sending you stuff, we’ll quit sending it. Information that we send out, we keep relevant and up to date. We do not go after refinances of the loans we’ve done because we don’t churn. If somebody contacts us and asks us if we’ll refinance their loan, of course, we will if that’s what they want. Maybe we missed the boat when home values rose and rates dropped, but we just make it a point not to cannibalize our pipelines. RM: How do you generate most of your loan production? Business referrals? Advertising? Social media? MB: Our business comes from referrals, social media and being listed high on Google searches. When we first started out, we tried everything. Live lead transfers. Emails. Then we tried sending out placards—postcards— same as everybody else, which ended up going into somebody’s trash somewhere, and people saying, “Don’t call me anymore.” We pretty much found out what made people angry quickly. We don’t want to be that company. We’ve always kept staffing relatively lean. We never wanted to be the company that was so bloated we were desperate for business and had to reach for every loan or make the most possible on each loan, and we saw that as a way to keep our pricing down. From the Top continued from page 11 LET US PROTECT YOUR ASSETS SERVICES Preservation Inspection Title and Diligence Property Maintenance & Tenant Services Appraisal & BPO REO Asset Management Vacant Property Registration & Utility Processing GuardianAssetMgt.com Guardian Asset Management is an industry leader providing our clients a comprehensive range of solutions to help manage and maintain their properties effectively yielding the highest return. 12 REVERSE MORTGAGE / SEPTEMBER–OCTOBER 2023
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