Building a Team – The Processor / Underwriter Relationship

Written By: John Hoxsey
Certified Master Loan Processor (CMLP)

We are all familiar with the kid in school that shows up with the shiny red apple for the teacher, hoping that they will end up with a better grade. I saw kids try those tactics when I was younger and it used to turn my stomach. The funny thing is if I was a kid now, and I actually thought that would work, I would do it. I would not care if I was labeled the teacher’s pet as long as I was pulling down “A’s”.

So why not be the underwriter’s pet? No, I am not suggesting that we bribe our underwriters (Or anybody else we do business with for that matter).

I am suggesting that we strive to have that rapport. I really do want to be an underwriter’s favorite processor. So how do we make that happen?

First and foremost try to find a lender that you love to work with. I am a huge proponent of finding relationships that work and sticking to them. Why send your loans to 20 different lenders just to get an extra .125 in pricing. Find a lender that will close your loans and close them quickly. It may take some time to find the chemistry that works for you.

I dealt with a lender recently that I, originally, thought was going to be a nightmare. There was a lack of communication that had me to the point of telling my brokers to move along and find another FHA “fallout” lender. Then I had the pleasure of working with an underwriter that I just clicked with. The communication was great and the underwriter’s particular style suited how I handle things to a “t”.

I was able to coordinate with the lender that this underwriter be assigned to all of my future business. I have several associations like this. I try not to do business with every lender in town. I pick one lender for each type of loan and I try to steer my brokers to them. That way I typically only have to deal with 4 to 5 lenders every month. So find out which lenders handle which niche the best for you and be loyal.

Loyalty pays off in the long run. If a lender knows that you are directing a fair amount of volume to them each and every month, then, when it comes time for the inevitable exception, you are more likely to get it for your broker. This will also solidify your broker relationships.

Remember - Your reputation is your business.

Happy Processing!!!

About the Writer. As one of NAMP's volunteer writers, John Hoxsey is currently a NAMP member in good standing and is a NAMP Certified Master Loan Processor (CMLP). If you would like to become a volunteer writer for NAMP, please email us at: blog@mortgageprocessor.org.