Written By: Steve Probst

Steve Probst is Managing Partner with HomeKey Mortgage in Ronkonkoma, NY, and is a speaker and author for the mortgage industry. He can be reached at sprobst@homekeymb.com.

I have attended several national and local mortgage industry seminars this year and have had the opportunity to speak to many mortgage originators. You can see and hear the concern in many of them as they try to determine what the next year will be like in a substantially declining market. The refinance boom has ended and loan officers will be clawing for a limited amount of purchase business. The competition will be fierce!

So what is a mortgage originator to do? Quit? Run and hide? Stand and fight?

In my opinion, in order to survive and grow your business in a changing market, there are some BASIC PRINCIPLES and DAILY DISCIPLINES that must become a part of any quality, mortgage originator's life.