The Producer Profile series highlights career anecdotes and insights into the success of the loan officers who appeared in National Mortgage News'
This week's edition features Craig Strent, the chief executive officer and senior mortgage banker at Apex Home Loans in Rockville, Md.
This is Strent's first appearance on the Top Producers list. Last year, he originated 206 loans for a combined dollar volume of approximately $89 million, ranking him
Tell us about your most creative or successful marketing strategy. How did you come up with the idea? What were the results?
Supporting financial advisers and their practices has worked out well for me. Mortgages are such a significant part of the financial plan and working with advisers to help manage their clients' mortgages has been a win-win relationship. I decided to support financial advisers years ago, as I felt it was a natural fit for me as a loan officer, and that they were an underserved market. The results have been a strong following among advisers. They value the advice I bring and appreciate the expertise I add to their practices.
What's unique about the local market you serve and what do you do to address those needs?
I work in a high-income market with shrewd borrowers. Price competition is intense and I separate myself through my Mortgages Under Management program.
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.
I work within the divorce niche a lot and I often use the asset depletion and special purpose cash-out refinance guidelines from Freddie Mac to make deals happen. On a recent divorce case, I used the special purpose guideline to help keep a mom and her kids in their home. This had a significant impact on cash flow, thereby allowing the mom and her kids the flexibility they needed to stay in the home until the kids went to college.
What do you know about the mortgage business now that you wished you knew when you started out?
There is absolutely nothing more important than maintaining a clean database, staying in touch with your past clients, managing their mortgages, offering annual reviews and alerting them to savings opportunities.
Who is someone in your life, personally or professionally, who helps contribute to your success?
More so than a person, it's more of a group. My network of other mortgage colleagues around the country has contributed to my success more than anything else. Most mortgage professionals are skeptical of networking and sharing marketing and best practices. There is nothing I have done that has moved the needle more than meeting with other mortgage professionals nationally, sharing best practices and swiping and adapting materials and ideas.
