Think Your Bank’s Got Your Back? Think Again.
By Brian Manning, CrossCountry Mortgage
When it comes to financing a home, who you work with matters. A lot. Yet many buyers still go straight to their local bank or credit union assuming it’s the safest or most convenient path. The reality? That choice can often cost them time, money, and — in competitive markets — even the home itself.
Here’s why working with a direct lender like my team at CrossCountry Mortgage gives you a massive edge over using a traditional bank.
1. You get deep experience — not a generalist.
When you work with the Brian Manning Team, you’re tapping into 27 years of mortgage experience. We’ve seen it all and know exactly how to navigate complex scenarios.
At a bank, you’re likely working with someone who’s a generalist — a customer service rep who could just as easily be opening checking accounts. It’s like walking into a courtroom and choosing between a seasoned attorney or a public defender. You get what you pay for — and banks are not known for staffing their sales side with seasoned professionals who can guide you through a financial decision this big.
2. We have hundreds of loan options — they might have 5.
At CrossCountry Mortgage, we have access to a vast array of loan programs — from jumbo to conventional, from bank statement loans to DSCR and asset-based lending. We don’t try to fit you into a narrow box — we find the product that fits you.
Most banks only offer five to ten mortgage products. That’s it. And most buyers don’t fit neatly into those few categories. With our wide product selection, we’re able to say “yes” to scenarios where the bank simply can’t.
3. We close in 10 days — no bank can touch that.
The biggest weapon in a competitive housing market? Speed and certainty.
Our team is consistently closing purchase transactions in just 10 days. That kind of execution changes the game — it wins bidding wars, beats out cash offers, and gets our buyers better pricing and seller credits.
Banks can’t compete. Their staff lacks deep experience, their processes are slow, and their timelines kill deals. We run circles around them — and we help you win.
4. Our process starts with strategy — not guesswork.
We believe the most important part of the entire mortgage journey is the pre-approval. That’s why every buyer we work with starts with a consultation — a one-on-one strategy session that gives you clarity, confidence, and hard numbers before you make any big decisions.
Banks often skip this step. Their reps don’t dig deep into your finances. They don’t spend time reviewing your options. We do — because that’s how you win.
5. Real-life wins over the banks — every week.
Just recently, a self-employed client came to us after being denied by a credit union. The bank miscalculated their income — something we see all the time. Our team knew exactly how to structure the file, calculate their earnings properly, and get them approved quickly.
Another client came to us last weekend. Their bank had them pre-approved and ready to make an offer — but needed 30 days to close. The property had multiple offers, including cash. We got the buyer pre-approved on Saturday and structured a 10-day close that helped them win the deal. Banks can’t do that. We can — and we do, every single week.
The bottom line? You’re not just getting a mortgage — you’re making one of the biggest financial decisions of your life.
Choose someone who has the experience, the options, and the firepower to help you win. Choose the Brian Manning Team at CrossCountry Mortgage.
Yes, an Agent’s Negotiating Skills Can Determine a Homebuyer’s Interest Rate
By Brian Manning | The Brian Manning Team
Since 2022, I’ve been making a bold claim:
An agent’s negotiating skills can directly influence a homebuyer’s interest rate.
When I first introduced this idea at our Realtor luncheons, I got pushback. Some people couldn’t connect the dots. But the math—and the logic—are undeniable.
Let me break it down.
The New Era of Rate Management
In today’s market, every homebuyer wants the same two things: a great home and a great rate. But what most buyers (and even some agents) don’t realize is this—the key to getting a below-market rate often lies in the agent’s ability to negotiate.
Here’s why: I, as the lender, do not control the negotiation with the seller. That’s the agent’s job. When an agent successfully negotiates a seller credit, that money doesn’t just sit there. It can be used strategically—to permanently buy down the buyer’s interest rate, sometimes by 1% or more.
Let that sink in. The rate your buyer gets can be directly shaped by how you negotiate.
It All Comes Down to Certainty
Every seller is looking for one thing above all else: certainty. That’s not my opinion—that’s straight from the National Association of Realtors’ annual Profile of Home Buyers and Sellers. Certainty wins offers.
So if you’re an agent trying to negotiate price and credits in this market, here’s the secret: you must deliver confidence to the seller while securing value for your buyer.
That’s why we use what I call the Seven Steps to Structuring a Winning Offer. This isn’t theory. It’s a proven strategy that we deploy with our agents to consistently win homes and negotiate seller credits that fund below-market interest rates.
The Seven Steps to a Winning Offer:
- Dial in the right price. It’s not always about being the highest; it’s about being strategic.
- Five-day inspection window. Speed shows seriousness.
- Five-day loan availability. (Applicable in Colorado and critical for confidence.)
- Waive the appraisal (when possible). This reduces friction.
- Close in 10 days. Faster = stronger.
- CC Brian Manning on the offer. I work directly with your buyers and support the listing side.
- Brian Manning calls the listing agent. We confirm dates, deadlines, and deliverables—live.
This approach not only gives the seller peace of mind—it gives your buyer leverage. The stronger the offer, the more flexibility we have to negotiate credits. The more credit we get, the lower we can push the interest rate.
Real Estate Is a Team Sport
As a lender, I’m your ally. But the agent is the tip of the spear in the negotiation. And in this market, the ability to negotiate seller credits is one of the most valuable tools in a buyer’s arsenal—because it directly affects monthly payments and long-term affordability.
So yes, I still stand by what I said in 2022. And I’ll keep saying it:
An agent’s negotiating skills can—and do—determine a homebuyer’s interest rate.
And when you combine skilled negotiation with a lender who knows how to turn credits into rate savings, you don’t just win the home.
You win the mortgage, too.
You Have to Circulate to Percolate: Why Your Discipline in Prospecting Determines Your Paycheck
By Brian Manning
In sales—whether you’re a mortgage lender, Realtor, or entrepreneur—the single most powerful indicator of your future income isn’t your product knowledge, marketing budget, or even your years of experience. It’s your discipline in prospecting.
It’s simple: you have to circulate to percolate. You have to make contacts to get contracts.
Too often, we overcomplicate the prospecting process or avoid it altogether, telling ourselves that the timing isn’t right, that we’ll get to it after lunch, or that it “feels awkward.” But at the end of the day, your income 90 days from now is going to be a direct reflection of how many people you’re connecting with today.
And let’s be clear—prospecting isn’t just cold calling. Yes, for Realtors calling expired or canceled listings, cold outreach might be a piece of the puzzle. But for those of us who prefer a more human, relational approach, there are better ways to build real connection without feeling robotic or transactional.
Here’s how to prospect in a way that feels good, drives results, and sets you up for long-term success.
Start With the People Who Already Know You
When was the last time you picked up the phone and called your current clients? Not to ask for business. Not to pitch them. Just to say hi.
It can be as simple as this:
“Hey Joe, it’s Brian Manning. I was just thinking about you and wanted to check in. No agenda—just saying hello.”
That’s it. We don’t always need a motive. We’re in a relationship business, and relationships are built on connection, not closing lines.
Make a habit of calling 10 current clients a day—not to sell, but to stay top of mind. If you don’t reach them, send a quick email:
“Hey Joe—I just called and left you a quick message. No need to call me back unless you want to. I was just thinking about you and wanted to say hi. Hope all is well.”
This is the easiest way to stay connected and remain relevant in your clients’ lives.
Redefine What a “Current Client” Really Means
One mindset shift that can change everything:
A current client isn’t just someone in a transaction right now.
It’s anyone you’ve helped buy or sell a home. Even if they’ve moved out of state. Even if it’s been years.
Why? Because you can still be a resource. You can still refer them to agents in other markets. And most importantly, they can still refer business your way.
A past client is someone who fired you and told you to never contact them again. Everyone else? They’re still part of your active sphere.
Build a Follow-Up System for Prospects
Prospecting isn’t just about your current and past clients. It’s also about your future clients.
What are you doing to nurture people who are six months or a year out from buying or selling? Most agents and lenders lose business here because they don’t have a system. They follow up too late—or not at all.
Let’s say someone tells you they just signed a new lease and plan to buy in a year. Most people would wait a full 10–12 months before reaching out again.
That’s a mistake.
I’d argue you should follow up in 60 days with something like:
“Hey, I know you’re not planning to do anything for a while, but I just wanted to check in. Any questions I can answer for you right now? I’m here as a resource.”
Stay helpful. Stay top of mind. That’s how you build a pipeline that closes consistently.
Discipline Beats Motivation
Motivation comes and goes. Discipline is what pays the bills.
Whether it’s current clients, warm leads, or your broader sphere of influence, you need a daily plan. Ten calls a day may not sound like much—but done every day, it becomes a game-changer.
This business is a contact sport. And if you’re not making contacts, you’re going to fall behind.
So if you’re sitting there wondering why the phone isn’t ringing or the pipeline feels dry, ask yourself: How many people did I talk to today?
If the answer is zero, the solution is simple.
Pick up the phone. Say hello. Stay in touch.
You have to circulate to percolate.