Top Originator Spotlight: Guaranteed Rate Affinity’s Brian Cohen

MPA: Can you share something about yourself that you’re working on improving and how you think your business will be better/more productive/run more smoothly once you’ve accomplished your goal.

BC: I am trying to improve my time management skills and build new relationships. With the pandemic, getting face-to-face and making new connections was not easy. Now, I am trying to create space away from my computer and network in person more regularly because I know it’s important in the long run.

MPA: Can you give me any kind of quantification of your success in the past year, and what is your target loan volume this year?

BC: I’m proud to say that within my first year at Guaranteed Rate Affinity, I became the number one loan officer nationally at the company. One of our core values that I adhere closely to is “think big.” Last year, Guaranteed Rate Companies broke records, with more than $116 billion in total loan volume. My goal is to continue leveraging the company’s great technology platform to keep on a growth trajectory to hopefully break some more records.

MPA: What is your market outlook for the mortgage space this year?

BC: Rates are rising, but they are still historically low. I’m seeing a lot of bidding wars because it’s a seller’s market, and there is currently low inventory. Buyers have to act quickly because they no longer have the choice they were used to before.

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MPA: What advice would you have for any originator who is either starting in the business or has been in the industry for a long time and is having difficulty boosting their production?

BC: Be confident about your products and know what you can and cannot do. Do not overpromise and underdeliver. In this industry, knowledge is king. Borrowers don’t owe you anything, and they can easily go to the next mortgage person. Be calm when you advise. Most borrowers are stressed when they start the mortgage process, so if you emanate that you are calm, I have found that goes a long way.