How did you get your start in the mortgage industry?
YC: I started in the industry when I was quite young when I joined a personal loan company.
The company I worked for at the time also offered second mortgages, and that part of the business really caught my interest. I realized quickly that I like the real estate part of the job and wanted to point my career in that direction.
Starting wasn’t easy. I had very little experience and I had to find someone to help me open the door. I was successful in finding that person who was willing to train and mentor me. We ended up working together for many years.
My mentor was looking for someone to train from the “ground up” and I was the perfect candidate. I was 23 years old, motivated, and thirsty for knowledge so it was a perfect match for us to begin working together.
It was important for me to have my mentor, co-workers and clients trust me, so I made every effort to learn. I started reading the FHA and the Conventional Loan Standards Manuals from cover to cover. I even printed them out into binders so I could refer to them! I was determined to succeed.
Another thing that motivated me was an encounter I had when I was 22. I wanted to purchase a home so I set up an appointment with a lender via my real estate agent.
The lender was dismissive of me when I told him why I was there. He assumed due to my age that I wasn’t serious or ready to learn how to buy property. Instead of giving me information, he shooed me out the door and I think that treatment was part of what pushed me into the industry.
I felt defeated and let down and I didn’t want others to ever feel that way. I wanted to help them reach their goals, giving them the encouragement, information and confidence that I had been denied.
What do you think we need to do to open doors for others in our industry to make sure there are plenty of seats at the table for them in the future?
YC: I believe that those of us who have been in the mortgage business for years have an obligation to share our knowledge and experience with newcomers. We have been given the benefit of opportunity and that needs to be paid forward to a new generation of colleagues.
We have weathered storms, we have seen boom and bust times and we know those will come again. Giving the next generation the tools and insight that we might not have had when we started not only feels good but strengthens our industry overall.
We can also learn from them and give ourselves the benefit of seeing the business through fresh eyes and new ideas. The technology we use has changed significantly since we started, and these younger people have the benefit of familiarity with it that we can learn from too.
Tell us how you and your team work to educate families and your community about the financial options and tools available to them?
YC: I spend a lot of time talking to people and explaining the ins and outs of mortgages and finances. It is one of the biggest parts of our job and I find it both rewarding and a challenge. I can only educate one person at a time so I always feel like I can do more.
I am a big proponent of teaching kids about these things in school, before they are out on their own. I really believe young people should graduate having a basic understanding of how financial matters work and how they can prepare themselves for their future financial needs.
Mortgages and finance are complicated and involve a lot of legal and regulatory pieces. Even we in the industry need to keep up, remaining abreast of legislative changes and rules. When someone comes to me wanting to take out a 30-year loan to buy a home, I need them to understand what that entails and how it will impact them. Not just the day they sign, but down the line as well.