On this episode of Broker to Broker, host Marc Summers sits down with Eric Rotner, VP Mortgage Banker at Change Home Mortgage.

Eric shares how he maintains a consistently growing mortgage business through developing long-term relationships with his industry peers & partners, and through return business & referrals from previous clients. This ensures a consistent stream of new referrals and contacts from both sides of mortgage correspondence.

Eric maintains a strong core of real estate agent contacts, but most importantly, client contacts. “Get to know the person as a whole, that's going to enable you to guide them the best. I'm working with them on their first house. I'm working with them on their next house. I'm working with their friends. They're my older clients. I'm working with their kids as they come to the age of purchasing a home. It's not because I offered them the best rate. It's because they trust me.” 

Key Points:

1:24 From College to Change Home Mortgage

6:38 First Contact with New Clients and Contacts

10:20 Resolutions, Common Ground, and Return Business

16:22   Dictating the Terms of the Mortgage Process

19:31 Established Realtor Partners and Past Clients

24:37 Tracking Connections and Referrals

This episode is sponsored by RCN Capital