2011 Loan Originator Survey – Executive Summary

Even in a difficult mortgage market, some loan officers are generating a high volume of mortgage originations.

Mortgage Daily, which has been covering home-loan production since 1999, examines in this report the practices and services used by high-producing loan officers.

In the survey, conducted in July 2011, originators who are truly “the best of the best” were asked more than 50 questions.

These originators achieved average annual originations of more than $70 million. Each has been recognized as a top originator in the country.

A quarter of the group earned annual income of more than $350,000.

The survey generated in-depth details about the demographics of today’s top producers and the firms where they work.

The study also uncovered information about which business development activities the “best of the best” devote their attention to while leaving the rest to highly capable assistants and loan processors.

The top producers ranked which elements of customer satisfaction are most important and which seem to have the least impact. Three actions were identified as the most important.

An overwhelming share of the respondents voiced concerns over requirements for mortgage compliance and regulation.

The impact of social media as well as its effectiveness is also discussed.

The originators listed the most important factors in choosing a service provider and let on about which providers are most-used for loan origination systems, pricing engines and mortgage news.

Armed with the information from this survey, loan originators can identify key principles used by top producers.

Mortgage executives can use the insight to develop strategies for their firms that will support current originators and develop the next generation of talent.

Individuals and firms that successfully implement those strategies will succeed in an environment that demands efficient marketing, regulatory compliance and high-volume processing.