How does a Top 10 originator do it?

by Heather Turner19 Apr 2016
When Ben Cohen started off his mortgage career as a loan officer, the owner of the mortgage company said to him, “I will never put a constraint on your limits and the rest is up to you.” 14 years of hard work later and Cohen is now one of the top mortgage originators in the nation. In 2015, he closed more that $250 million in total volume, ranking #9 in the nation. This is the fifth time Cohen has made the top originator list, increasing his dollar volume by over $150 million from 2014 to 2015. 
 
“Helping people’s dreams of home ownership come true is my primary motivation. For most people, purchasing a home is the single largest financial decision of their life. I enjoy being a part of something that affects people’s lives so positively and profoundly,” said Cohen, senior vice president of mortgage lending with Guaranteed Rate, one of the largest home loan lenders in the United States.
 
Many of his peers ask him, “How do you do it?” For Cohen, his secret to success is “simply hard work.” He attributes his competitive nature and discipline to his swimming career, which he started at just 4 years old and continued through college at Ohio University. “Even though no one is telling me when I have to be in the office and when I am able to leave, I work harder now than ever before,” he said.
 
Cohen considers himself an “entrepreneur at heart” and being an originator allows for him to run his own business. He believes that success comes from being a “master at your craft” and he has done this by always giving his customers expert advice. “I work hard to deliver superior service and I never overpromise or under-deliver. I make myself available any time day or night, and that’s the biggest differentiator in this business,” he said.
 
As mortgage rates continue to fall, Cohen is seeing borrowers take advantage of the opportunity. “Interest rates are currently at all-time lows and borrowers are capitalizing on it. Consumers are taking the plunge to get into a new home, bigger home, vacation or home or even an investment property.   Money is cheap and home values are steady,” said Cohen.
 
In terms of his future goals, they are simple: “I want to eventually be the top loan officer in the country, while still providing excellent customer service and maintaining a healthy work-life balance.”

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