David Kuiper Northpointe Bank
David Kuiper with Northpointe Bank was a presenter at the MMLA Sales Summit and agreed to a quick interview.
David’s mortgage banking career started in 1990 and is a Certified Mortgage Planning Specialist, the highest designation available in the mortgage industry. David is rated as one of the top loan officers in the country by Mortgage Originator Magazine. In addition to managing a busy mortgage practice, David is a nationally recognized author, speaker and trainer for the mortgage industry. David writes regularly for Mortgage Originator Magazine, Mortgage Planner Magazine and Bankrate.com.
Sully: Hi everybody Dave Sullivan here for the Michigan Mortgage Lenders Association Membership Committee where here at the sale summit with David Kuiper what company are you with?
Dave: NorthPointe Bank.
Sully: Excellent, thanks so much for presenting today. It was very informative, would you share a few tips that you can give originators who could not be here. What would help them grow their business? What would those things be?
Dave: Frequently, I am asked “what do you attribute your success to?” when I look back and think, well I know what I’ve done that worked. What do I attribute that success to and what do I wish I’d known earlier.
Dave: For the newer originator, what would be great things to integrate into your business practices now and for the
season originator, just a friendly reminder of getting back to the basics and not always trying everything new. The basics actually work.
Sully: Yes, so what are those three things from your presentation you wanted to share?
Dave: Those three things would be to establish some sort of database and to stay in touch with the people that you’ve done loans for, that you would like to do loans for, that you might do loans for including an affiliate business relational context. So you can continue to stay in touch with them and be there when they need you and it’s amazing how often someone will say. “Your newsletter came in just the right time. I was just wondering about what interest rates were doing”
It is about continually adding value with your message and top of mind awareness.
Dave: One of the tipping points in my career was just that belief in myself. That I need to invest in myself whether that’s in personal education becoming better at what I do. Investing in a piece of software or presentation or something else to do my job better. To just say “thank you” to people like taking them out to a ballgame or expressing appreciation in some way to the client by saying thank you for your business. That takes money sure, when you’re newer it’s hard to spend money when you’re not
making it or when you are making it, to let go of it.
Sully: One way would be to attend a Sales Summit.
Dave: Absolutely yes! That would be an invest in yourself strategy. I’ve been at this for over 25 years now and as Barry and Jim spoke earlier today, I took twenty pages of notes, solid ideas, reminders, must dos, never knew, never thought of that, affirmations.
Then the third and final thing I want to share would just to not over promise and under delivering not being the yes man, don’t try to be just a people pleasing salesman. Don’t try to be all things to all people.
Dave: Knowing what you can and can’t do, especially in today’s climate and having the grace and the humility to say “I don’t know” when appropriate.
Sully: Well thanks so much for being here, we did appreciate you presenting today. If people want to contact you or follow you how can they do that?
Dave: Email is good for me it is David@davidkuiper.com, My office number telephone number 616 726 5583.
Sully: Great thank you so much.
Dave: Thank you and remember two Daves, don’t make a right.
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