Alan Vanderheiden has been a mortgage consultant with HomeBanc Mortgage Corporation in Fernandina Beach for eight months.
WHAT DOES HE DO?
He advises customers about various mortgage decisions. “I try to find the right mortgage for the right situation.”
WHAT DID HE DO BEFORE MORTGAGES?
He was a sales representative in the textile industry for 20 years.
WHY DID HE GET INTO THE MORTGAGE BUSINESS?
“The textile industry is kind of going the way of the steel industry so it is a very depressed industry with a lot of recession. The opportunity to come to work in an industry that is growing and booming and to live in an place like Amelia Island was very appealing.”
WAS IT AN EASY TRANSITION TO LEARN MORTGAGES?
“I didn’t know anything about mortgages. I knew I had one, that’s all I knew, but HomeBanc has a very extensive training program for people who are not experienced in mortgages. It’s a very extensive program that is eight weeks long, 12 hours a day, five days a week. They give us a good foundation to be able to go out, service customers and sell mortgages.”
HOW DID YOUR PREVIOUS EXPERIENCE HELP YOU?
“I believe that a good salesperson can sell a variety of things. If you are concerned about the customers and you know your products you can sell a variety of products including textiles, mortgages or even cars. The key is listening to the customer’s needs and fitting their needs with your products.”
AREA HE WORKS
Nassau County, but mostly is in Fernandina Beach.
FERNANDINA BEACH VS. JACKSONVILLE?
“The average home price is probably a little higher than what we would see as an average home price in the Jacksonville market. The market from Callahan to Amelia Island Plantation is very diverse in the type of housing that is sold. It goes from low-end housing to million dollar condominiums and it’s all within a few miles. That’s one major difference between here and the Jacksonville market. The Jacksonville market seems to be a little more consistent in terms of pricing.”
WHAT CAN REALTORS DO TO HELP YOU IN YOUR BUSINESS?
“Realtors are our biggest and best source of referrals. Ninety-eight percent of our business is referral business of some sort and Realtors play a big part in that. Communication and understanding what they perceive their customer’s needs to be is important. Talking to us about someone retiring or changing jobs and giving us background information on what someone’s needs are and what they are trying to do. A close relationship and a good dialogue are the things that help us most with Realtors.”
WHO ARE HIS CUSTOMERS?
Vanderheiden said there is a good market in Nassau County for investors and second homes. There is also a good market for commuters who work in North Jacksonville who are finding that Nassau County a good place to live.
MOVED TO FERNANDINA BEACH?
Vanderheiden moved to Fernandina Beach from Georgia about eight months ago.
WHAT DOES HE LIKE ABOUT HIS JOB?
“Helping someone achieve the dream of home ownership. When you are working with clients about writing a mortgage for their dream home, you get to listen to their dreams and aspirations. You can hear the excitement in their voices and see the twinkle in their eye. It’s very satisfying to fit them in a mortgage that fits their specific needs and to help them accomplish a dream of home ownership.”
ADVICE FOR NEW MORTGAGE CONSULTANTS?
Vanderheiden said product knowledge is the key. You have to know what products are available and to be able to fit those products to a specific customers needs. “The Good Lord gave us two ears and one mouth, so you have to let the customers do most of the talking so you can really make an educated decision about what they need.”
BIRTHPLACE
South Dakota.
FAMILY
He has been married to Javona for 16 years. Together they have two children.
CHURCH
St. Peter’s Episcopal.
HOBBIES
Golfing, boating, traveling and shopping for antiques.
— by Michele Newbern Gillis