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Mortgages Unlimited utilized a unique communication strategy through a trademarked brand called “In the Zone” as a distinguishing factor when recruiting referral relationships. The strategy calls for all parties in the transaction to be highly informed of the status of an application from origination to closing (“in the know”).
The founders of Mortgages Unlimited noticed that originators were spending a significant amount of time working with rate sheets and investor guidelines. This was not only a waste of time, but created a very poor customer experience. “Loan originators would spend well over 20 minutes or more qualifying and pricing scenarios on the phone with prospective clients. This was an unreasonable amount of time and did not sit well with customers,” stated Steven Gatti, cofounder of Mortgages Unlimited. With 15 different investors in the mix, manually calculating eligibility and pricing for all investors was a daunting task and led originators to gravitate toward only a few investors. Loans were not always priced the best and originators could not get a holistic view of all the options available. Because a majority of their originations come from referral relationships, a bad customer experience put their reputation and ability to grow at risk. |
