For many borrowers, the loan process is something that is entirely out of their hands. Unintentionally for the most part, loan officers tend to keep parties in the blind unless some pesky problem comes up. For top-ranked purchase loan officer, Brian Lykins, a perfect loan process is where all parties involved are given consistent updates about everything that’s going on. Whether you do it through automation or otherwise, clients are bound to appreciate openness and authenticity from a loan officer. In this conversation with Jen Du Plessis, Brian describes how he approaches the loan process with an underlying philosophy of always keeping client experience first in mind. Listen in and brace yourself for a ton of lessons and actionable tips from two of top players in the mortgage and lending space.
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Designing The Perfect Loan Process With Brian Lykins
I am delighted that you joined us. Thank you for taking the time out of your day. I thank you for sharing all these opportunities that you’ve been taking to read the blog. I have a great guest with me, Brian Lykins. He is more than a loan officer. He’s a branch manager in Kentucky and noted as being the top purchase money loan officer in the country.
I’m at the top 100 on the broker side recognized with United Wholesale Mortgage.
I look back on that. When Bank of America was big, strong and everybody liked working with them, we were the number one loan officer for them delivering business to them at that time, too. It’s a nice thing to feel. Mortgage Lending Mastery is primarily for mortgage loan officers but we had a lot of different people here because we talk about personal and professional growth for everybody, a lot of salespeople. Let’s get started with what your experience is like.
You’ve been in the business for many years. I know that you came out of college and got into this business. Take us back to when you got in the business and someone handed you a rate sheet. Maybe years ago, that didn’t happen as much, but someone handed you some stuff and you learned and you had these ups and downs. Tell us about your trials and tribulations that you experienced when you first got into the business.
It was funny. It was the first job out of school. I lived in Lexington, Kentucky and we drive 100 miles each way every day. I saw the ad in the classified, “Be a loan officer and make $80,000 a year,” and I thought, “This sounds great. I’ll give it a try.” It was a unique situation because, at the time, it was for a company called IMF, which was the largest mortgage broker in the US. In each state, they had a Kentucky Mortgage Funding or a Florida Mortgage Funding. They’re working a lot of mortgage funding.
They revamped the entire office. Meaning, they probably fired about 14 or 15 people, so I got to be number three coming back on board. Two couple of loan officers were there already. I’m a branch manager, so there, I was trying to figure it out. I went through a little week-long training class for corporate banks. I came back and was flying by the seat of my pants. I’ll never forget when they finally brought a manager in to help out. I was ready to be done. I was ready to quit. I didn’t know what I was doing and where I was at.
It was funny because the corporate manager and that manager sat down and they’re like, “Brian, how many loans do you have?” I go, “I have eighteen.” They go, “What do you mean?” I’m like, “I’ve got these files here.” They’re like, “Let’s take a look.” They grab the files and they’re like, “Brian, have you got any of these in underwriting?” I sat and looked at them, “What’s underwriting?” There I am sitting there and they started laughing. They’re like, “Let us see these files.” I was like, “I got fifteen appraisals.” They’re like, “That’s what you learn in the corporate. Pick up the phone and order the appraisal on the first call.”
There I was with eighteen files just sitting there, all with appraisals and income docks, and had no idea where I was going with it. Finally, somebody sat down and it took off from there and trained me. It’s discouraging at first. I almost gave up and then thank goodness, somebody who’s able to sit with me and give me the time that’s needed. That was an eye-opening experience. It was funny because the other loan officers were hazing me and I didn’t know it. They had me driving and doing their RESPAs all over the state of Kentucky telling me that that was part of a new loan officer’s job. “As a new loan officer for the first 90 days, you’re supposed to go get our RESPA signed for us to learn.”
That’s incredible in the first 90 days to get eighteen loans, regardless of what any market is or anything like that. Tell us how you did it. How did you get those first eighteen loans?
It looks a little bit different. They were doing mailers and things like that. It wasn’t any internet leads or anything.
Mailers were a big deal. We used to ride our bikes on Sunday morning and stuff them into mailboxes. We used to do that with our kids. We’d have a little basket and we drive around and stuff mailboxes. Those types of things, they come back around.
One of the big things that I remember that’s huge was if you have a good data list and you handwrite the envelopes. That was the secret. They try to get cheap and do that cursive. It was computer-generated but the handwritten envelopes were moneymakers back in the day. We were responsible for writing 500 a week. I tried that in one weekend but paid somebody to do that.
At least you had the foresight to do that. Many people are concerned about control. They’re like, “I can’t have anybody else doing that. I have to do that. What if they know that’s not my signature and my handwriting?”
Once I spent about nine hours trying to write those envelopes, I was like, “I’ll pay somebody.”
You started off that way and maybe you stayed with that company for a while and maybe you made some changes. Eventually, you had to go into a different world of meeting realtors. I go, “Now I got to go out and do those types of things.” Tell us about how that transpired. Did you have success with it? What happened there?
I’ve had a unique experience. I was a refi. I went into management and I was a corporate manager, then I was a regional manager. When everything changed during the crisis, it was back to sales. That was my first introduction because everything was refinanced back then. That was my first introduction to purchases. When I started at this one particular office, I had no idea they were all purchase. I was all refi. When I got the introduction, it was LendingTree leads.
The company was ordering all LendingTree leads and we were licensed in 7 or 8 states. It took me a while to figure out, “This is a big difference for a refinance, where you’re putting 2% or 3% on the refinance versus a LendingTree lead, which is a unit game when the internet leads are a major unit game.” It was a major eye-opener for me when I finally transitioned. That entire time, I was closing those internet leads and doing 15, 20, 25 a month based on units. I was never asking for the business.
When you hear that, it’s cliché. “Let’s ask for the business.” Honestly, you hear that and you never do it. Once I started doing that after some of the experiences because I’d be working with agents that never met me. They’re in Florida, Georgia, Tennessee, Kentucky, Alabama, and everywhere. Finally, I was like, “Did you have a good experience with us?” They’re like, “Yes, we appreciate the communication.” There’s a lot of things that then go into that. Once I asked, it started giving me a chance, which is shocking because it sounds a lot easier, if that makes sense.
It’s interesting that your exposure to real estate agents was from a distance. Here we are in COVID and it’s all virtual, and it was virtual all that time. Whereas many people are making phone calls, 40 calls a week every Monday. They make 40 calls to a bunch of people that they’ve never had experiences with to see if they’ll sit with them and have coffee with them, and that type of thing, which I’m not a fan of because my business was all about relationships. You started developing a database of real estate agents and maybe some other people to bring into your fold. That became where you continue to get your business. What’s happened in the last several years of your practice that has shifted, changed, or you’ve added on to it?
I suck it all up. This is a couple of years ago that I was on the leads. Finally, I sat down one day and I was like, “I’m just going to focus.” My main priority, as I can tell you some of the secrets I do, is I always give Wednesday updates to all parties. They’re coming out with great software that gives updates to all parties on your loan progress like the Domino’s Pizza tracker type of thing. One of the things I was hands-on because up until a few years ago, I was still processing my own files, too. One of the major things that took it to the next level is communicating with both parties.
The listing agents act shocked when they get updates from you on a weekly basis. It was like, “I’m going to try, focus, and dig in on every single loan that I closed as long as they had a good experience and as long as everything went smooth in the underwriting process.” I made it my purpose to update them and communicate with them multiple times throughout the process, and then I just asked. What’s crazy is 90% of the agents that I work with, I’ve never met, which is funny. I do 60% of my business in Florida and I live in Kentucky, so it’s neat.
You don’t have to meet them for coffee or anything. Let’s talk about that. How do you ask and when do you ask? There’s a lot of philosophies around planting seeds and watering seeds throughout the process versus just waiting until the end. A lot of loan officers don’t ask. For the people that I coach, I talk about this all the time. Why do we in this industry always do one and done? We got a lead and closed a deal, done. There are no other things. I’ve developed a way that you can get lots of loans from every single loan that you get. I have 7 or 8 different techniques that I use during the process. Quickly, I can double people’s income. Just asking one time could double your income and volume.
If you’re a new loan officer 2 or 3 years in the business, or even 10, one of the biggest mistakes I made was not keeping that database of closed clients and not marketing to that closed database. Not keeping an agent list to where you can simply send out an email every once in a while, with an update or something like that. That’s where I failed because I feel like it potentially can be doubled had I done that. I’ve recognized the importance of that. Being mostly a purchase loan officer, I’m sitting off a fortune in refinances. The only ones I talked to are just the ones that happen to call in because I’m busy still doing purchases.
Imagine how much you are leaving on the table not having nurtured those out of it and all you’d have to do is hire more people. I hear a lot of people saying, “I can’t take on any more business because I’m too busy.” Never ever say that. Yes, you can. Bring more people on.
It’s funny that you say that. I started doing assistance, which is hard to find because everybody has been so busy. I got lucky because I found one that moved from New Mexico into the area and an agent told me about her being an LOA up in New Mexico. I started getting the LOAs on board. For example, one time, 51 apps from purchases, which was crazy. I now have people able to help me take those apps. One of the first things that could help us make sure you’ve got that digital app access. If you can send a link to a potential person that’s needing a pre-call or an agent or something, make sure you’ve got that digital app access. They can fill it out and you can reach out to them if you’re busy.
Have someone else do the preliminary. Let’s talk about 51. I’m the voice of the people that are reading. They’re going, “He said he didn’t keep his database. He’s only been doing this for two and a half years the right way. How is it that he got 51 applications on purchases?”One of the biggest mistakes you can make as a loan officer is not keeping a database of closed clients and not marketing to that database Click To Tweet
I would say I probably got about 25 agents that are being consistent with me, past clients will recommend. You have that access. It’s funny I’ve not farmed the database, but I use a little thing called OutboundEngine. That’s only $250 a month. It shoots off two little emails. It’s basic. You’d be surprised if you make sure it’s all about that customer service experience, that’s important, but then it’s out of sight, out of mind. Even if they have a wonderful experience, you still have to make sure to touch base with them, which we can talk about our processes and things like that that we put in place. It’s making sure you’re critically touching all parties and updating all parties every week throughout the loan process. I’ve been with a lot of lenders that I’m contingent on their closing, be inside or close the doors, and the agent is like, “We haven’t heard from anybody. We don’t know what’s going on.”
I’ve heard that for years and years in the business. I had a perfect loan process before a perfect long process was cool. It’s funny that you’re mentioning 25 because my magic number was 22. I worked with 22 people. By the way, they weren’t all realtors. I only worked with four realtors and the rest were financial planners because I took a different path. That’s what’s great about our industry. My path was slightly different.
I had my twelve apostles and the commitment level for those twelve apostles that I required was for them to provide me with two qualified referrals a month. It’s a numbers game. Twelve people giving you a minimum of 24 a month. That’s just to start with, and then the balance of your 22 that you’re focusing on, and then, of course, all the ancillaries who pepper business in here and there, and yonder in your past clients.
Being able to have those kinds of numbers is easy to do if people can start figuring out that they have to ask for that business and they have to deliver an unbelievable client experience. I want to ask you. I want to go back to, how did you ask? Most loan officers are going and saying, “Did you have a good experience? Great. Give me business.” “Did you have a good experience? Great. Let’s have coffee.” What were the steps that you take or still take? Did you have a great experience? Let’s work together that yields them giving business to you.
One of the things is that the processing part of it is critical. Unfortunately, we’re trying to develop because in the broker world, a lot of us are going to the third-party process and companies are trying to help somehow establish a third-party processing company, but the processing part is absolutely critical. If your processors are hammered down, you have to still be able to make sure that you’re given that weekly update. We put in a little bit of software that does the milestones like, “Your appraisal is ordered.” “Your appraisal is in.” As soon as the appraisal is in, I ask the processor to reply to all that they might know the value is good.
You put in those milestones for the automated updates. That’s critical, and then give it a personal touch every Wednesday. My processors are required every Wednesday to give all parties, selling side buyers. If things aren’t coming along or if they’re missing anything, one of the things that we do, “We miss closing. Closing is going to be late.” We are open and honest. There’s a lot of loan officers that’ll be a little shy away from communicating because they might not hit their deadline. Don’t be like that. Just be open and honest.
I remember walking in this one when I first started seeing the purchases, that some of the loan officers would completely say, “It’s none of your business. This is personal information for the buyer. This is private.” I still see some of that on Facebook and things like that, where people will say that. They appreciate the honesty. Let them know you have a problem. I learned that trick. Don’t let them know every problem because they’ll think everything’s on fire.
Because every loan has something.
They all do. If it’s at that point of getting to the phase where you cannot get past that obstacle and you’re going to need some help, that’s when you reach out and let them know, “I need your help.”
I wanted to talk about your process because I did milestone updates as well. I was laughing when you said this because you said when the listing agents are like, “You’re calling.” I remember calling this one agent one time and I said, “I’m Jen with this company,” and she’s like, “What’s wrong?” That’s usually the only time that loan officers call and I said, “It’s funny that you say that because there’s absolutely nothing wrong. I just know that we have an extended closing going on here but we weren’t going to close quickly. It wasn’t a quick close.”
Sometimes, no news isn’t always good news and sometimes it is. I’m always touching base with people when there’s a lag time just to say, “What’s keeping you up at night? What is going on? There’s nothing happening on this side. I want you to know. We’re at a low. Everything’s good. I have everything we need. We’re just waiting for the closing date to come.” If you can do that from the beginning, you have these milestones from the beginning, it’s easier to make that phone call that says, “We have a speed bump.”
What you’re talking about is having that authentic communication with them. You can have the authentic automation, but you need to have the authentic communication just as much of that. I wanted to expand on that because where the crust of this comes from is the trust that you’re gaining with them. Every time you communicate, you’re depositing into that trust account, not withdrawing from it. I want to ask you this, and maybe you don’t know the answer to this. I happen to know the answer to my system. How many touches are you making during a typical purchase transaction? You can count everybody. The appraisal was ordered and it goes to the borrower, listing agent, and buying agent. That’s three.
The contract comes in and we’ll do a personal introduction to both sides. One of the things all the LOAs need to keep in mind is that admins are gold for agents. If you impress that admin to death, keep that in mind. Admins are gold, so don’t forget about them. For example, I’ve had one admin and she works with multiple agents across Florida. I made it my specific goal to make sure I keep updating her all through the deals, and all of a sudden, she was handing the agents. It was crazy.
“This agent needs you because I don’t want to work with that loan officer. I want to work with you.”
There’s an admin advocating for me, which was awesome, and then I’m getting phone calls from agents and I don’t even know who they are. They’re like, “The admin said you did a great job on this last loan.” Don’t forget about the admins. I would say when we originally got the file, its original update to all parties, we always ask what title company they prefer to use. I don’t try to push the title company that we’d like to use. Don’t get me wrong, we do but typically, certain states will be on the contracts and certain states, it’s not. I would say after that, there is a six-stage status update in our system. It’s like preliminary titles in or appraisals in. I like to do the personal touch because you’ll get the automated email, the appraisals in. If you don’t shoot an email out within an hour stating, “The value is good as is.”
“The value is fine. You’re going to get what’s the value.” I’ll tell you, the appraisal is probably the one area in the entire process that we have modified 1,000 times and we will let the appropriate parties know what the value is, and it meets or exceeds the contract terms. It still needs to be reviewed by an underwriter. Keep on adding all those things to try to prevent the constant phone calls coming in because those phone calls prevent us from doing our job and being able to provide that service.
That brings up a great point. On those automated status updates, you can address those bullet points. One of the things that were driving me insane was, for example, when we would make a pre-CD going out. That would go out and I get eight phone calls a day of borrowers panicking that the numbers are off-balance. Finally, I was like, “I’ve got to put some language in that. Please ignore if it’s unbalanced. It’s going through that phase.” Now, I don’t get a single phone call, which is awesome.
I love that you’ve gone through that because I remember when we were going through that as well. Particularly with the appraisal piece of it. Everyone wants to know the value and everyone wants to know if they could get a copy of it. We had to continually add little bullet points and this and that to finally get it to the point where we weren’t getting a response from it. It was rather that I was just picking up the phone and saying, “We had time to review it. Do you have any questions?” because I was asking for more referrals at that point. That was the opportunity. In our process, we had 71 different points of touching during a purchase transaction. Those that are reading, think about how many touches you’re making. If you’re not making any, you’re being that ghosting loan officer, then see how the impact could change your ability to get in 51 purchase contracts in a week because it’s that easy to do.
It sounds too easy but you have to make the effort to do it. It can’t be one of those jobs where I said I can’t do this for one week and stop. I remember committing to 90 days. I remember saying, “This is it. I’m going to put my checklist down and I’ve got to do this every day for 90 days and see what happens.” All of a sudden, they just started working.
That’s exactly how I became in the top 200 loan officers in the country. You kill them with service. Now, it’s not even service. You kill them with the experience, especially for a lot of realtors. They don’t have to constantly be doing your job. This allows them to go sell more homes. They’re not constantly worried about your job and it allows you to do more business because you’re not constantly in a reactionary mode or a defensive mode. You’re in an offensive mode. When you call that real estate agent and they see your name coming, they’re happy because they know it means good news. It’s always something progressing. I love that. Tell us a little bit about what you’ve been doing in COVID. How are you managing your relationships with your partners and/or what are you doing with your clients that’s any different from what you were doing before COVID?
I’ve still been working twelve-hour days unfortunately so business hasn’t slowed down. One of the things that a lot of loan officers need to attempt to do is I don’t go after the heavy-hitting, producing agents. I might get one. Don’t get me wrong, I’ve got a couple in my stable if you were to look at my board on this list of my agents and things like that. I try to make sure I cater to that agent that only does 1 or 2 deals. They might be a little bit out of experience or usually, sometimes, are the ones that stress you out the most. Make sure you cater to those because they’re usually good for 1 or 2 deals a month. I took that approach a little differently. I’ve got a couple of heavy hitters, but I went after the ones that are good at least for 1 or 2. I make sure they have a wonderful experience, and that keeps growing in that sense.
What I love about this business is that you can take hundreds or thousands of different approaches and still be successful. This is why I love sharing in Mortgage Lending Mastery, “This way works for you. This way may work for another handful of people.” Someone else may say, “I’ve already tried it and didn’t work for me,” and they go a different direction. What I love about what we’re doing is the ability to be successful comes in a lot of different shapes and sizes. The idea here is for you to get another nugget of maybe 1 or 2 changes that you might make. That becomes that habit of consistency and continuity that does grow your practice. I love that. What does 2021 look like for you? What are you doing in 2021, COVID or not?
My goal is to hit $100 million, which is a little bit hard to do as a broker. I’ve got 1 LOA and 4 that are in training. I’m trying to take a little bit of a different approach. I’m bringing in people who have never done it and trying to put them through some online coaching and things like that. My approach in 2020 is going to be training from the inside out. I’m picturing the loan process from A to Z. I’m putting in through A to F and then I’m going to move up the line and let them learn the loan process through as an LOA administrative assistant. I’ll let them either get licensed that’s going to help them to grow the LOAs side of it. It’s already been a game-changer for me just from taking a lot of things off my plate.
You should have done it quite some time ago.
There’s a lot of things I wish I would do.
Your lead indicators. That means when you’re working more hours and you’re trying to bring in more business and you go, “I’ve got so much business.” The minute you say that that’s a lead indicator that you need to get ready to hire another person real quick. It’s crazy that happens. What do you do to improve yourself? What do you do on a daily basis? What are you listening to? What are you subscribing to? What are you participating in to improve both your personal and professional skills?Clients appreciate openness and honesty from loan officers. Click To Tweet
I wish that I had time. There’s a lot of sources that I’m not aware of and things like that. I’d stay and I’d leave the office every night at 9:00. I unwind looking at a lot of Facebook groups. There’s a lot of good information you’ll see in joining some of those large loan officers’ groups. A good one is VettedVA. It’s a huge source of veterans that if you are part of that group, you can answer questions for them. If you answered the buyer’s questions without soliciting, they will give you leads. It’s cool. That’s what I use to unwind. I check out some of the larger Facebook groups.
I love that you’re going to consumers rather than other loan officers to try to solve their problems. Although those are good. My group is Mortgage Lending Mastery. I’m there to solve problems, but it’s a different angle. If I were a loan officer these days, I’d probably be going to consumer sites all the time to be able to help answer questions and real estate sites and stuff as well. You subscribe to Mortgage Coach.
There’s a premium there. It’s a little bit unique in that situation because I’m not having a lead issue. I’m having a structure issue.
That’s where your LOAs are trying to help you out so you can have a life.
I expect this to be around the amount of business that is going to be here for some time. One of the things I’m trying to do personally because of underwriting turn times, for example, is making the front end heavy. Even though we have processors that can do quite a bit. I’m trying to make it almost as simple as possible on the front end. That’s why I’m going on my fifth one in training. We’re trying to set up a little bit of assembly line on the front end, that’s going to take a little bit longer to get that file into the underwriting queue but my objective is to come out with 3 or 4 steps.
That whole 1 to 2 touch process is key to be able to be scalable.
That’s important because of the underwriting turn time. A little bit more, that you can put on the front end, even though that can take away from the sales side of things. That’s why you need to bring on your system and don’t be afraid.
Have your client be more of a partner for you. For this to be successful in the timeframe that we all want, it’s setting those expectations with that client and making sure that they understand that they play a critical role in this. You’re not going to move forward with the processing of the loan until they have all the documents to you.
I put deadlines. In our little to-do list that we send out, we have a little approach to this like, “You have to have this in the next 72 hours. You’ve got up to seven days to get us this.” Make sure you put those deadlines in there.
Hold them to them. That’s the key. You can’t just put it in there.
That’s a good point. Don’t hesitate to ask the agent to help because a lot of times, a loan might sit there and you’re sitting there like, “The borrower hasn’t given me information.” You need to tell that agent right now, and they will.
We call that loan threatening instead of life-threatening. If it’s loan threatening, you get other people involved. Don’t hold that back. Go for it. Let me ask you this because you said, “I don’t have any time to do any of that.” Think about a time when you did have some time. Tell us about a book that inspired you, even if it were audio.
I’d be honest with you. I’ve also been a sales manager. There have been times when I’m up to 41 loan officers or around 21. I hate to say it. It’s just straight work for me a lot, unfortunately, so I don’t have that good little balance of relaxation. There are not many books that I read when it comes to that type of thing. I’ll cruise Facebook late at night and look for inspirational stuff and things like that.
You’re doing good volume and you’re working hard. It’s hard to even be concerned about anything that will inspire you unless you do have a mantra. Do you have a mantra for you and your team?
Other than communicate.
I’ll tell you a little tip for loan officers out there. We send out a handwritten card on every single credit holder. Do this. I promise you, it goes a long way. I also send out a handwritten thank you card at closing. I send it out to the closing agent to both sides and you would be shocked. Not the generic one. Make sure it’s handwritten. It goes a long way longer than you would think.
Thank you. Notes are absolutely powerful. Brian, I want to say thank you for taking the time. I know you got to get it running and get on to your next appointment but I appreciate you sharing your tips, some secrets and some other things to hopefully move someone else’s business forward. I wish you the best in what you’re about ready to embark on with your team. There are challenges there, too, but I wish you the best in that. I hope to see your name on the list doing $100 million. I’ve been there. It is an exciting time. I wish you the best in being able to get there. Thank you for spending time with us.
Thanks for having me.
Everybody, I want to say thank you for reading. Don’t forget, give us a great five-star rating and write us a great review. We love reading the reviews and by the way, when I see the reviews if you have questions, please make sure that you reach out to me at Jen@JenDuPlessis.com or you can always find me on Facebook, LinkedIn, and all that stuff. Don’t forget to go to Mortgage Lending Mastery and be part of our community. Come join us and get your questions answered every single week. We’d love to hear from you. We’ll see you next time.
- Brian Lykins
- VettedVA – Facebook group
- Mortgage Lending Mastery – Facebook group
- Facebook – Jen Du Plessis
- LinkedIn – Jen Du Plessis
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About Brian Lykins
Highlights of Qualifications – Mortgage Broker
With more than 17 years of proven expertise and integrity in the mortgage lending arena, my mission is simply this; “To deliver an honest and accurate, well communicated, knowledge-based lending experience to my clients.” And, helping families across the country to achieve their dreams of homeownership in that process, is something I take great pride and find true joy in doing. To see over 100+ customer service reviews please google “Swan Financial Lending Tree Reviews” or “Brian Lykins KY”, Swan Financial” or Zillow.
Management experience providing superior customer service to a diverse range of individuals from clients, banks, vendors and business professionals and Real Estate Agents
A proven leader, office manager, and project manager with a documented history of exceeding company and personal sales goals. Top producer award 7 years in a row Swan Financial.
Managed top producing office out of 28 offices nationwide. IMF-Indianapolis. Former regional manager IMF.
National Association of Mortgage Brokers
BA Degree in Business Administration and Information Technology emphasis in Decision Science and Information Systems. DIS; Associates Degrees in CIS and Liberal Arts
Currently hold state licenses as a Loan Officer in KY, TN, FL, IN, VA, MA, AL
Computer: Microsoft Office Professional certified, Word, Excel, Access (programming), PowerPoint, FrontPage, Photoshop, HTML, SQL, and Visual Basic. Proficient in DU, LP underwriting engines
100% Commissioned performance-driven team player 17 years
Specialties: Scuba Diving and Mortgages 😉