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Job Description
Loan Officer
HELP ME TAKE FAIRWAY AMERICA TO THE NEXT LEVEL!
"As the VP of Sales and Marketing of Fairway America, I am looking for a talented and skilled real estate Loan Officer to negotiate and close our commercial loans. This is an extremely critical, high profile role in our company as the L.O. is the person primarily responsible for meeting our loan production targets. This is not a business development role (more details below) but a true consultative selling, negotiating and closing position. If you want to negotiate and close deals, but not beat the streets to dig them up in the first place, this is the job for you."
Matt Raymond, VP of Sales and Marketing
The Position
The Loan Officer role is the true "sales" position in our company. The L.O.'s results are highly visible for all to see so the pressure to perform is high. Our Loan Officers are not required to generate their own leads nor to go out in the field to make business development calls, press palms and schmooze referral sources. The L.O. is required to understand how to ask questions, discover needs, assess the match with our products, gain commitment, negotiate effectively, and get to the finish line. When we say leads are provided to the L.O., we mean it. Our Marketing Reps. are in the field calling on brokers. Our broker coordinators are handling incoming inquiries, making outbound calls, following up on leads, separating the wheat from the chaff, and submitting to the L.O. those deals that have passed the preliminary screening. Once the lead has been prequalified, the L.O. takes it from there and is responsible for our production requirements.
For the A-player looking for something special and who can answer "yes" to all of the following questions, this is the opportunity for you.
- Do you love doing deals but don't want to have to go out digging them up?
- Are you a great negotiator and closer but not necessarily a business development person?
- Are you comfortable and confident in a high-profile role within the organization?
- When the game in on the line, do you want the ball in your hands?
- Is it more important for others to respect you than to necessarily be your friend?
- Do you hate office politics as much as we do?
- Are you seeking an atmosphere of open and direct communication, clear and mutually established priorities and expectations, and a culture of accountability?
- Are you professional and results driven, and committed to win?
- Do you exceed people's expectations of you on a regular basis?
- Is it in your bones to seek continual improvement?
- Do you have a passion to succeed?
- Do you want to make a big mark on the success of our company that can clearly be seen by everyone?
If you answered "yes" to these questions, we want to meet you!
Responsibilities
- Qualify the potential borrower in greater depth once the Lead has been converted to a sales Opportunity by the Broker Coordinator.
- Interact extensively with the referring source (mortgage broker and borrower) to work the loan request and move it through the sales pipeline.
- Ask questions, analyze needs and determine critical motivations of potential borrowers.
- Customize lending structures and solutions when appropriate based on needs, objectives, and motivations.
- Quote and negotiate pricing and terms with borrower (and broker).
- Determine in conjunction with underwriting if/when to issue a Conditional Loan Approval (CLA).
- Obtain signed CLAs and deposits from borrowers.
- Work directly with processing and underwriting to ensure borrower conditions are being received in a timely fashion.
- Handle borrower objections, challenges and issues that arise (and they will arise) during the process.
Qualifications
At Fairway America, your values, abilities, and track record of success are more important than direct experience. That being said, an ideal candidate would have the following:
- Ability to communicate effectively in person, in writing, and over the phone.
- Minimum 2-3 years in a consultative selling role of some kind.
- Ability to effectively manage multiple priorities and significant loan pipelines.
- Minimum 3-5 years lending experience, preferably commercial RE.
- Bachelor’s degree in business administration, real estate finance, economics, or an equivalent combination of education and experience.
- Proven track record of success in a comparable sales role of some kind.
- Strong computer (especially CRM) skills. Ability and willingness to use company’s sales system (Salesforce.com).
- In depth knowledge and understanding of the company’s underwriting and pricing guidelines (training provided).
- In depth knowledge and understanding of commercial real estate lending, including property valuation (training provided).
Benefits
Fairway America is committed to maintaining a diverse, motivated, positive work environment full of great people who share, demonstrate, and live our core values. Take pride in working for a company that lives its core values, vision and mission/purpose and continually provides tangible value and benefit to its employees, brokers, borrowers and investors. Our benefits include:
- Strong base Salary
- Commissions based on production
- Medical & Dental Coverage
- Matching 401K Plan
- Company paid ongoing training and personal development
- Paid time off/comp time
- Outstanding working environment
- Flex schedules (some positions)
- Family friendly, atmosphere and culture
- Working with other A players with a burning desire to win
At Fairway America, we are committed to our core values:
- Driven and Committed
- Responsible and Accountable
- Open Communication
- Perpetual Growth and Improvement
- Courage with Consideration and
- Trust and Respect
We believe in:
- Quality of Life
- Win/Win
- Fun
These values are alive at our company and we live them every day while pursuing our purpose of "Honorably doing worthwhile deals that create value, wealth, dignity and superior returns for all parties involved". If a deal is not worthwhile for everyone (our borrowers, investors, referral sources, and Fairway America), we'd rather not do it at all.
Apply
If you feel you are an "A player", are up for our challenging, demanding, and rigorous hiring process, and would like to join a dynamic, growing company, please submit your cover letter and resume to start the application process. All candidates must complete the application process to be considered. Phone calls are not accepted.
