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Top Originators 2012: #3 Top Dollar Volume

Brian Scott Cohen, Wells Fargo Home Mortgage
#3: 2012 Top Dollar Volume
Purchase-Volume Rank: #3
> Closed-Loans Rank: #16

Brian Scott Cohen’s overall volume may be huge, but that doesn’t mean his typical loan is astronomical.

“My average loan size is right around $425,000,” Cohen says, “so most of my loans are conforming loans, but it’s a big mix. I don’t discriminate.”

The variety — and flexibility — of Cohen’s production certainly paid off this past year. He closed more than $326 million from 741 loans, production that far outpaced his volume and number of loans closed in 2011. Although refinances comprised the bulk of his volume this past year, Cohen also closed more than $133 million in purchases.

“I help customers across the spectrum, but I really try to focus on purchase business,” he says. “You never know what’s going to happen with rates — the refinance business that’s here today may be gone tomorrow if there’s an uptick in rates — so purchase business is really my core.”

Despite all his success, Cohen isn’t afraid to admit how trying the mortgage business can be. Based in Brooklyn, N.Y., he explains that his production comes with its own unique challenges.

“In the New York City market, besides managing the steps required in doing the loan itself, we have the obstacle of getting buildings approved, so I don’t deal with that many single-family houses,” he says. “Most of my business is condos and co-ops.”

Regardless of the loan or property type, however,  Cohen stresses quality customer service above all else.

“It’s really about doing as much as you can to help as many people as possible,” he says.

-- Raymond Fleischmann

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