Advisor spotlight on David Kuiper, Certified Mortgage Planning SpecialistMortgagePress.comDavid Kuiper, Certified Mortgage Planning Specialist, Advisor Seminar Series
Certified Mortgage Planning Specialist David Kuiper has
consistently been rated as one of the top-producing mortgage loan
officers in the country by a variety of mortgage industry trade
publications. Rather than viewing the mortgage process as a single
transaction, David takes a consultative approach to helping clients
design the ultimate mortgage planone that allows them to maximize
cash flow, reach equity building goals and achieve other financial
goals. David is also a nationally-recognized author, speaker and
trainer for the mortgage industry.
David Kuiper is one of the featured speakers at American Brokers
Conduits nationally-acclaimed Advisor Seminar Series. During Davids
presentation, he shares his business approach and selling skills
with the mortgage broker professionals in attendance. Other
industry experts who will be presenting at ABCs Advisor Seminar
Series during 2007 include, Todd Duncan, Jim McMahan, Barry Habib,
Susan Woodard and Greg Frost. For a full listing of the Advisor
Seminar Series near you, please visit www.abc-advisor.com and
access ABCs Advisor Center/Training Center.
The Mortgage Press recently sat down with David to learn more
about his ABC Advisor Seminar Series presentations.
The Mortgage Press: David, what is your background and
how do you run your business?
David Kuiper: I am a Certified Mortgage Planning Specialist (CMPS),
and I focus on helping clients successfully manage their home
equity to increase liquidity, safety, rate of return and tax
deductions. Unlike a traditional loan officer, my role is to help
clients integrate the mortgage loan that they select into their
overall long- and short-term investment plan, in order to minimize
taxes and interest expense, and increase cash flow. My team is
dedicated to delivering superior mortgage advice and world-class
customer service. Our goal is to take such great care of each
client so that we earn their business and referrals to family and
friends. Our success was built by referral & one happy client
at a time. Because of this approach, our practice is consistently
recognized as one of the top mortgage practices in the country.
TMP: How long have you been in business?
DK: I have been in the mortgage origination business for more than
17 years. During that time, I have originated more than 5,000 loans
with an approximate production value of $850 million. But more
importantly, I have consistently generated repeat and referral
business from my existing client base of about 85 percent.
TMP: What will you cover during your ABC Advisor Seminar
Series presentation to help mortgage brokers expand their knowledge
and business?
DK: The seminars I am doing for ABC focus on wealth creation and
mortgage planning strategies under the title, Making the Transition
to Mortgage Planning. I cover a wide range of topics including:
1) What is mortgage planning and why mortgage brokers should be
part of it today;
2) How mortgage brokers can differentiate themselves from the
competition and escape the commodity trap;
3) How to set the stage for the ultimate office experience;
4) Common misconceptions about mortgages, debt and home
equity;
5) How to go beyond the 1003 and create client intimacy; and
6) How to integrate a mortgage loan into an overall financial
strategy.
TMP: Why do you believe it is so important for todays
mortgage broker to transition into mortgage
planning?
DK: Mortgage brokers need to understand the mortgage business is
changing, and in this competitive environment, brokers need to
differentiate themselves from the competition to be successful to
do this, mortgage brokers need to take a more consultative
approach. This approach is grounded in product knowledge, but is
built on the understanding of each clients comprehensive financial
picture and long-term goals. With this knowledge, mortgage brokers
can offer the most suitable loan, and help a client meet their
financial goals by utilizing a mortgage as one of many tools in an
overall financial plan. When a mortgage broker conducts business in
this fashion, they become part of a team of financial advisors that
can offer a client relevant solutions on an ongoing basisversus
just closing a single mortgage transaction and then
disappearing.
TMP: What type of attendance and feedback have you been
getting at your presentations at the ABC Advisor Seminar
Series?
DK: We are experiencing a very strong turnout at my ABC
presentations. Mortgage brokers are telling us that they need
quality educational opportunities like this to augment their
knowledge and add meaningful value to help build a sustainable
business. The brokers who are attending ABCs seminars clearly
understand that they can no longer build a business by solely
focusing on closing a mortgage with the best rate and terms.
Brokers are aware that they need to become part of a clients team
of key financial advisors that include financial planners,
insurance advisors, accountants and stockbrokers. This can only
happen by understanding that the most profitable transactions occur
when a broker works towards building trust throughout the mortgage
process and integrating the right mortgage product into a clients
long-term financial plan.
For more information, visit www.abc-advisor.com.
