A version of this post originally appeared in the October edition of Mortgage Orb. Perhaps you’ve heard people in the mortgage industry talk about how the pandemic caused a digital acceleration for the industry. We were suddenly shut off from one another and had to find ways to communicate and do business not only with […]
Author Archive for: Steve.Richman
About Steve Richman
Genworth Mortgage Insurance's That MI Guy℠, Steve Richman, is our nationally recognized spokesperson and customer trainer. A natural speaker, Steve energizes, motivates and teaches mortgage and real estate professionals all over the country. With more than 20 years in the mortgage industry, Steve has presented to thousands of mortgage professionals across all 50 states, representing more than 500 lending institutions.
A successful litigation attorney for several years, Steve transitioned to the mortgage industry, applying his legal expertise as a loan officer, account executive, and as general manager of a regional mortgage corporation, becoming an expert in the high LTV borrower market.
Steve is a Master Certified Negotiations Trainer, and is also certified as a trainer in DiSC Behavioral Profiling. He has a BA in Speech Communications from the University of Maryland, and earned his law degree from the George Washington University Law School.
His professional highlights include teaching the MBA program at the Sellinger Business School, and as guest lecturer for the Columbia University Business School’s MBA program.
Entries by Steve Richman
We face difficult situations both in our personal and professional lives all the time (although remember to not think of them as hard). It’s so easy to become overwhelmed by what you perceive to be solutions to those situations, especially if you find yourself in more than one at a time. Instead of getting overwhelmed […]
Ah 2020 – a year we certainly won’t forget any time soon. It’s a year that brought us a tremendous number of ups and downs, especially for us in the mortgage industry as we navigated forbearance plans with borrowers, record refi and purchase volumes, and fully remote workplaces to meet shutdown mandates. With everything 2020 […]
As a loan officer, creating a stellar lending experience for your borrowers should be a top concern for you. This is especially true for first-time homebuyers who likely have little knowledge of what to expect during the homebuying process – creating a better lending experience for them helps to create borrower loyalty for you and […]
This post originally appeared in the Scotsman Guide. While the temperatures may still be hot, mortgage professionals have been feeling the heat for months. Whether it’s new construction, first-time homebuyers becoming first-time homeowners, refinance opportunities or rate cuts, the selling season is in full effect, bringing with it a high volume of business to lenders. […]
If you ask anyone in the mortgage industry if business gets done by transaction or relationship, you’ll hear nearly everyone respond, “it’s all about the relationship.” But we’re doing ourselves a disservice by framing the relationship as the whole picture. Sure, having good rapport and building trust with a borrower is important to your success, […]
One of the perks of having my job is that I get to meet with thousands of loan officers every year (although not right now during this pandemic). After meeting with so many successful loan officers, I have a really good grasp on what characteristics those LOs have that make them so good at their […]
We’ve all had to learn new things in the wake of the COVID-19 pandemic like how to work video chat and how to best sell to customers from afar. But there are many skills and habits to embrace and keep once COVID goes away that will make us better mortgage originators. 1. Using Video One […]
As loan officers, we’re relationship people. But with everyone working from and staying at home, we need to sharpen our virtual selling skills to ensure we’re remaining as effective as possible. In the current environment, we’re being thrown into virtual selling headfirst, and many of us may not have any experience in selling virtually. That’s […]
These days, many of us find ourselves in the same boat – working from home. Some of us are seasoned work-from-home pros and some of us have some adjusting to do – and that’s OK! To help you be as successful as possible while working from home, we’ve compiled a list of nine tips to […]