One talking point gaining traction in the mortgage industry is that to sell more houses to millennials and people of diverse backgrounds,
Kilaru is Indian, and she says this helps her better understand the needs of her clients, the majority of whom are of Asian descent. That might be one factor behind a year of such outstanding production that she was propelled to No. 10 on the
Those connections have presented at least one opportunity to showcase her strengths through her deft handling of a complex jumbo loan scenario for a seller and borrower who were both on the verge of leaving the country.
This is Kilaru's first appearance on the Top Producers list. Last year, she originated 481 loans for a combined dollar volume of approximately $222 million.
Tell us about your most creative or successful marketing strategy. How did you come up with the idea? What were the results?
I don't market. My biggest success comes from closing tough loans, so I understand that the business comes from real estate agents. So, I invest in relationship building. I work with a core group of established agents who trust me to get deals done.
What's unique about the local market that you serve and what do you do to address those needs?
My market is predominantly Asian, with a massive mix of Indians and Chinese. I am Indian and can relate very well to this demographic, understand their needs and communicate effectively, which helps to build trust. Also, many of them are engineers. They like numbers so you have to be good at explaining their numbers to them.
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.
I received a PenFed Credit Union jumbo purchase loan from a client who had been declined by another bank. Both the buyer and seller were about to leave the country when the buyer reached out to me for help. My team jumped into action to find the right product solution, and moved the loan in an incredibly fast timeframe. We ended up closing the loan in 13 days.
What do you know about the mortgage business now that you wished you knew when you started out?
What I wish I knew when I was starting out is the importance of maintaining a database of all of your contacts, including agents and buyers.
Who is someone in your life, either personally or professionally, who helps contribute to your success?
My husband has always supported me and what I do. I am fortunate that he is very successful so I have never felt the monetary pressure that comes with most jobs. I really don't do this for the money — I do it to help people. My mantra is "One loan at a time, no matter how big or small; Do your best or not at all."
