Our job as originators is to bring in the business. Instead of where’s the beef it’s where’s the loan. There is a common misconception that we need to be all things for all people in order to win their business. That’s just not true. Think about the way you shop. Do you go to the same store for every single item that you need or do you go to specialty stores?
To be fair there are benefits to both. I like to run to Super Target or Wal-Mart when I am looking for convenience and the item is readily available (think milk, bread, school supplies, and cough drops). But, when I am looking for just the right outfit for an event it is unlikely I will darken the doors of those stores. I will be at a specialty shop.
Ask yourself what approach you desire your borrowers to take to you. Is it more beneficial to be found out of convenience or specifically sought out for a situation? Forbes puts forth this advice when answering the questions of should you be a specialist or a generalist:
“Be a specialist in your topic; be a generalist in your skills”
“The specialist invests time and effort in becoming the go-to person in a certain niche.” Learn the program guides. Learn where you shine in your market with this product. You want to be known for a specific mortgage because that’s where your knowledge adds value to the consumer. Consider what type of approach you emphasize based on how you market yourself. Are you showcasing and branding yourself in the way that truly encompasses your specialties? Let’s look at the distinct programs Jumbo loans offer to help customers with their different financial challenges in obtaining a mortgage.
Living Life by Design 
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