Successful salespeople possess tenacity and a good sense of humor, and Drew Boland has a balance of both. Boland, who is a vice president of mortgage lending at Guaranteed Rate in Chicago, serves a metropolitan market with a ferocious sports fan base. Playing on the sense of collective disappointment that comes with any underperforming season, Boland turned a marketing strategy that might have been a negative reminder into a funny follow-up that ended on a high note.
The ability to find the positive in any situation is a professional characteristic Boland takes pride in.
This is Boland's second appearance on the Top Producers list. Last year, he originated 263 loans for a combined dollar volume of approximately $949 million, ranking him No. 71 on the 2016 Top Producers list.
Tell us about your most creative or successful marketing strategy. How did you come up with the idea? What were the results?
I send out football magnets every year with the Chicago Bears schedule. Last year when the Bears' season went down the drain and embarrassed the entire city I sent a retraction letter. I apologized for sending that magnet and advised them to take it off their fridge and throw it in the garbage. As a token of my apology I gave them a replacement magnet with the Chicago Blackhawks schedule and told them to stick with a winning team. It was incredible how many people responded to me in support of this. And, the Blackhawks went on to win the Stanley Cup so I guess it worked.
What's unique about the local market that you serve and what do you do to address those needs?
We are a heavy condo market. I have educated myself with every detail of condo guidelines so that I can best serve my condo buyers and set myself apart from my competition.
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.
The most challenging deals are typically for people who own more than 10 properties. We have a lot of clients in this situation and we have become experts at navigating the pitfalls.
What do you know about the mortgage business now that you wished you knew when you started out?
Every deal is different. Just when I think I've seen it all, a new challenging scenario comes across my desk that makes me scratch my head. This is what makes this career fun. At the end of the day, I am a problem solver, so it's good to constantly be challenged.
Who is someone in your life, either personally or professionally, who helps contribute to your success?
Mike Zuker, a real estate agent with @Properties. He refers his clients to me, but more importantly he has shown me the importance of displaying a positive, confident attitude in all facets of life. He is an incredibly high-energy person and I consider him a mentor. Watching his success has directly affected the success I have been able to achieve in my business.
