How have brokers been gearing up for a busier market?

“So
it’s
really
impressive
to
see
how
that
consumer
education
portion
of
opportunity
is
really
increasing
because
there
are
consumers
that
are
driving
the
request
to
work
with
mortgage
brokers.
It’s
really
great
for
us
in
Arizona.”

Balanced
approach
between
purchase
and
refinance
essential

 Ashley
Bedford
(pictured,
top
right),
a
loan
originator
with
appli,
also
underlined
the
importance
of
staying
directly
in
contact
with
clients
and
realtors,
as
well
as
maintaining
a
strong
emphasis
on
education.

That
also
involves
a
frank
discussion
with

clients
hoping
to
refinance
in
order
to
determine
whether
now
is
really
the
right
moment
for
them
to
do
so.
“It’s
taking
that
time
to
go
over
everything
with
clients
to
make
sure
that
they
understand
where
they’re
at,
where
they
need
to
be,
and
if
it’s
time
[to
refinance],”
she
said.
“[Deciding
whether]
we
need
to
wait
a
little
bit,
and
not
just
going
after
that
shiny
penny
moment
is
a
big
thing.”

Only
concentrating
on
refi
business
while
neglecting
the
purchase
side,
even
in
a
down
market,
is
the
wrong
approach,
according
to
Bedford.
“I
think
a
lot
of
people
fell
out
because
they
really
focused
on
that
refi
[surge],”
she
said.
“And
when
you
focus
on
that
refi
boom,
you
lose
your
purchase
business
and
then
you
have
no
licensing
because
you
have
no
business.”

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