HELOC Specialist

Use industry knowledge to assist prospects and existing customers with qualifying and converting application opportunities to closed HELOC loans and residential mortgage loans. Interview potential clients, assist them in selecting the appropriate loan product, assemble the information and documents required to ensure the process is smooth and the customer is satisfied. Required to engage in business development activities and sales calls outside of the employer’s offices.

Participate in the Bank’s STEP program by achieving an acceptable number of cross sales of other banking services. Develop long-term relationships with clients and referral partners, creating a database that will allow for continuous marketing “touch points” over time. Provide excellent mortgage planning and financial counsel and ensure that reports and client documentation are accurate and done in a timely manner.

Remain abreast of all regulatory, ethical and employer requirements and abide by them in all aspects of the work performed. Conduct relationships and activities consistent with established Bank policies, procedures and systems, the corporate code of conduct, Bank Secrecy Act and all applicable State and Federal laws and regulations.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Build, grow, maintain and systematically utilize an ongoing database of clients, referral partners and prospects for continuous efforts to “touch” clients and referral partners in order to generate mortgage sales. Convert mortgage loan prospects to closed loans using a consultative sales process which simultaneously meets the client needs, results in a loan origination/closing and enhances the long-term relationship between the Bank and the client. Know and successfully apply the principles of: a) Mortgage lending product knowledge b) Compliance c) Loan documentation d) Fiscal literacy e) Deal structuring for the customer’s benefit f) Computer technology

Make sales calls to existing clients, database and referral sources to expand existing business and develop new business. Establish and implement other marketing strategies as may be required, including but not limited to letters to past customers and soliciting internal referrals from our other lines of business partners. Be responsible for timely submission of required borrower documentation for origination of residential mortgage loans from said borrower.

Complete mortgage application for submission to loan processing and underwriting departments. Evaluate loan requests, analyze financial data and determine qualification of collateral and customer credit history to structure loan to comply with acceptable lending practices and Federal Regulations. Build purposeful relationships with referral partners by: a) Consistently attending networking groups b) Consistently attending open houses and real estate related events c) Consistently visiting referral partners d) Becoming a community resource Utilize an effective personal time management system. Keep up to date with knowledge of real estate market trends on a local level.

Cross-sell other Bank retail and lending products as required. Ensure thorough knowledge and understanding of compliance and regulatory issues relating to loan policy and procedures, (i.e.: CRA, Fair Lending, etc.), evidenced by appropriate application of the regulations in day-to-day operations. Complete all necessary compliance training on a timely basis to include but not limited to BSA. Attend sales and departmental meetings and Bank events as required and perform other duties as may be specified from time to time. Complete or attend all required training.

Assist others as needed. May be assigned other duties and responsibilities. May be assigned work or training at other assigned locations.

Minimum of 2 years of mortgage lending experience preferred.
Exposure to conventional and governmental lending requirements and servicing released investor requirements.
Excellent knowledge of conventional and government mortgage underwriting requirements, real estate settlement practices and of the real estate lending business in general.
Holds applicable licenses as required.
This position requires registration with the National Mortgage Licensing System and Registry, (NMLS), as created under the S.A.F.E. Act. 
Good command of mathematics and reasoning skills involved in residential lending.
High level of communication skills, both oral and written.
Excellent interpersonal skills, a committed listener, shows empathy and deals well with all personality types.
Builds rapport and confidence quickly.
Computer skills; intermediate MS Word, intermediate MS Excel, intermediate MS Outlook, intermediate knowledge of Internet and database or CRM software.
Ability to work under pressure of multiple projects and deadlines; ability to effectively prioritize workload and manage changes in direction.
Able to operate with minimal supervision, high achiever and strong work ethic.
Ability to work in a team environment.
Ability to drive a vehicle. Must maintain a current, valid driver’s license and an acceptable driving record for bank insurance purposes.

PHYSICAL AND SENSORY DEMANDS:
Regularly required to sit, stand, walk, talk, see and hear. Regularly required to use hands to finger, handle or feel objects, tools or controls and reach with hands and arms. Occasionally required to stoop, kneel or crouch. Occasionally required to drive. Frequently lift and/or move up to 20 lbs. Specific vision abilities include close vision. Occasional travel is required due to in-person visits to current and prospective customers and to referral contacts. Occasional travel to meetings and/or training at other Central Bank banking centers or Central Bancompany markets.

WORKING CONDITIONS:
Occasionally work is performed outside of the employer’s offices at the location of clients and/or referral partners. The incumbent must be able to climb stairs and be able to tolerate climate changes, dust and pollen, noise and other factors typically experienced in outside sales work. Much of the work is performed in a typical interior/office work environment. The individual experiences little discomfort from noise, dust or other factors. Some travel is necessary to perform the essential job functions.