Broker Relationship Manager

**Broker Relationship Manager**

**MCAP at a Glance**

Joining MCAP means you will be a part of our diverse workforce of highly talented individuals who are recognized for their expertise and success At MCAP, your professional expertise, commitment to teamwork and passion for service excellence are recognized and rewarded with competitive total rewards offering, a career with continuous learning and development (formal & informal training), and exciting opportunities in a dynamic, entrepreneurial environment.

**The Role**

This position is responsible for acting as the primary relationship contact for MCAP’s strategic Broker partners. The Broker Relationship Manager will focus their attention on assembling and growing a portfolio of brokers, developing relationships with and providing them with high levels of service including underwriting activities.

The Broker Relationship Manager will be accountable for the annual achievement of specific targets set at the beginning of each fiscal year.

**Relationship Management**

- Within a defined geographic territory, promote the growth of profitable residential mortgages through effective business development by:

- Creating awareness through:

- Providing product, program, and policy training to brokers;
- Maintaining an appropriate level of regular contact with the established broker portfolio based on projected achievement levels, through various mediums;
- Developing Broker knowledge of our products, policies and processes to improve the efficiency of each broker relationship.

- Increase results with existing MCAP Strategic Brokers by:

- Identifying unforeseen needs and opportunities and construct a plan to address these opportunities;
- Utilizing sales and marketing to add additional value to the broker;
- Negotiating with brokers to gain a commitment on volume;

- Identify new/potential Brokers/Brokerages by:

- Working with underwriting team to identify and add new brokers to the strategic partner list.

- Perform relationship building activities in a professional manner and encouraging an open communication with respect to market trends and competitive intelligence.
- Hold brokers accountable to committed volumes, funding ratios, and any other metrics as determined by MCAP.
- Respond to questions or concerns from all clients with the intent to build/maintain relationships.
- Provide all clients with mortgage options to assist in making an informed decision.
- Track and monitor broker performance for improvement of efficiency or managing appropriate action in the event that all efforts to improve fail.

**Marketing and Communication**

- Plan, schedule and conduct sales presentations and regular follow-up meetings with key brokers to establish relationships and further our success in meeting the company’s goals for growth of the mortgage portfolio.
- Develop a thorough knowledge of mortgage products, policies and procedures, to facilitate promotion of our offerings with mortgage brokers and their customers.
- Represent MCAP at industry related meetings and events.
- Develop and tailor sales / campaign promotional materials, to be specific to meeting the needs of the targeted market.
- Provide support tools to assist brokers with their client interactions (product information, pricing and ways to counter objections and solidify deal).
- Communicate on a timely and regular basis the following:

- Rate updates
- Incentive programs
- Program and policy updates
- Education
- Other

**Planning**

- Develop an annual strategic and account plan for each broker.
- Create a touch-point strategy to organize work week with calls and underwriting files.
- Update and maintain all broker information for strategic partners.

**Reporting**

- Create and assemble weekly/monthly reporting to management team regarding funded and commitment volumes and closing ratios.
- Create and distribute monthly reporting to brokers on funded volumes

**Underwriting**
- Effectively communicating company’s lending policy and procedures to brokers; so that Brokers have a thorough knowledge of our lending requirements, and qualifying parameters;
- Determining and obtaining all pertinent credit information such as proof of income, down payment confirmation and etc., and conducting appropriate due diligence thereon in order to meet credit and quality standards, including anti-money laundering and anti-terrorist financing standards and maintain desired reputation;
- Issuing and following-up on commitments;
- Obtaining Mortgage Insurer approval for insured loans;
- Ordering and reviewing appraisals for all conventional mortgages.

- Monitor mortgage broker activities and bring any activities which appear worthy of further investigation to the attention of appropriate officers.
- Adjudicate information presented and address any discrepancies or inconsistencies.
- Document the deal and write up rationale to support recommendation for approval.
- Condition the deal in accordance with the recommen