She said as part of these events, which are co-sponsored by CBC Mortgage Agency, she is bringing other mortgage industry professionals to help consult borrowers. These professionals include appraisers, insurance agents, mortgage insurance companies, and title companies.
But one of the most important people that she encourages every broker to work with is a HUD counselor, because there are pockets of customers in every market who would not be considered mortgage-ready.
“HUD counselors are our industry’s best kept secret, but it can be a secret no longer,” she said. “Because they are the partner that we should all be working with. When I’m not traveling, I have seven out of my 11 calls of the day are HUD agencies that I’m reaching out to, to help me do good work in communities. And one HUD partner isn’t enough.
“I had four HUD agencies represented, and out of our event, 38 families signed up for HUD counseling. Out of 127 attendees, most of them identified themselves as not mortgage-ready.”
Ever-changing industry
Guerra said no matter how long someone has been in the industry, it is critical to keep up with the current trends to be able to help customers most effectively.