Every office develops the flavor of its leadership.
This is a statement Lori Marrow, manager of Primary Residential Mortgage, Inc.’s Newport News branch, believes and implements daily.
A passion for helping people is what sets Marrow apart from others in her field.
“My desire isn’t just to sell the next product,” she says. “Sometimes simply helping doesn’t result in a sale, but I feel like it’s my purpose. Someone helped my husband and me buy our first house many years ago—our first house was very inexpensive so there wasn’t a lot of commission on the table. We were a very young family and our credit wasn’t great, but someone worked with us and guided us, and as a result, I’ve always had a desire to give it forward.”
Born and raised on the Virginia Peninsula, Marrow broke into the industry, working as a bank teller for what used to be Newport News Shipbuilding Credit Union. Working for various mortgage companies over several years, she expanded her knowledge and talent.
“Then I started mortgage departments or credit unions and at some point held every position you could think of,” Marrow says, identifying the positions of list originator, processor, underwriter, post closing audit and manager.
“People read my list and say, ‘there’s no way one person has done all this,’” Marrow adds with a laugh.
Working in all components of the mortgage world helped prepare Marrow to open her own Primary Residential Mortgage branch. She had one in Williamsburg from 2003 to 2008, took a break working as an underwriter for a few different banks, and is now back with Primary Residential Mortgage once again. The Newport News branch opened in June.
Primary Residential Mortgage was started in 1998 by a group of friends who had a vision for a different type of mortgage company model than what currently existed, according to Marrow.
“They wanted the primary focus to be on the borrower, not the bank or the builder, because everybody’s situation is different,” Marrow says. “We sit in a comfortable and homey environment, getting to know the borrowers individually and learning about their dreams. The goal is to form a relationship, like you would with your doctor. Our goal is to become an asset and help the borrower achieve his or her goals well past retirement.”
Marrow also offers counseling for those with credit issues.
“I’ve been in the industry since 1987,” she says. “I have seen a lot of scenarios, which allows me to help the borrower because I know what works and what doesn’t. I can guide the borrower through the minefields of maintaining good credit.”
Marrow says she does not consider herself a sales person; rather, her goal is customer service and helping through shared knowledge and teaching.
“I’m not out to become this month’s million dollar seller,” she says of her objectives.
Marrow graduated from Menchville High School, and so did her two children. Her son, 21, is engaged and her daughter, 27, recently had her first baby.
“I’m now a grandma!” Marrow says with pride.
With both children grown and beginning households of their own, Marrow can be found relaxing on her deck by the pool, enjoying a glass of wine when she’s not at work. She also loves to travel, especially to Disney World.
“I read a lot, and I enjoy writing,” she says.
Along with running her own business, Marrow is currently completing a biblical studies degree. She says she’s not sure where the ministry aspect of her life will go. She has served as a youth pastor and worship pastor in the past, but “time will tell,” she says. She adds that her two fields of interest are similar, considering the relationship model she implements in her business.
“I love all the different people I meet and help along the way, and all the many relationships we form,” she says. “I enjoy giving my knowledge forward. My goal is to develop loan officers who have my same passion and continue the legacy. I would like to see officers focusing on others. If you put others first, your welfare will be well compensated. That’s not the goal, just the byproduct. That’s the law of reciprocity.”
TO THE POINT
Primary Residential Mortgage, Inc.
Address: 742 Thimble Shoals Blvd., Ste. A, Newport News, VA 23606
Contact: Lori Marrow