Growing Through Real Relationships
One of the cornerstones of my business is my commitment to genuine, lasting relationships with my clients. I call at least 20 clients a day just to check in. People always ask me, “What do you talk about in those calls?” My answer is simple: life. I’m here to listen to their stories, to hear about their kids, and to find ways I can genuinely help. My clients are part of my community, my “tribe.”
These personal connections go beyond phone calls. I host regular client events — everything from Halloween parties to annual vision board sessions. Every six to eight weeks, I’m inviting them to something. It’s my way of saying, “You’re not just a transaction to me; you’re a part of this journey.” The best part is that this connection naturally turns into referrals and return business because they know I’m genuinely invested in their lives.
Innovation and the Willingness to Adapt
As we step into 2025, I believe the people who thrive will be those willing to step outside their comfort zones. The mortgage industry isn’t static, and those of us who adapt will be the ones to succeed. Personally, I’m always learning. I invest in programs like Forward Academy, which keeps me updated on what’s trending and provides fresh strategies to reach clients effectively.
The truth is innovation is a necessity, not an option. If I just did the same thing year after year, I’d get bored, and so would my clients. I’m always on the lookout for new ways to engage and support them because I know that standing still isn’t an option.
Embracing the Challenges: Tackling Complex Loans and Expanding Product Knowledge
The mortgage industry has changed drastically over the last few years, and one of the biggest shifts has been in the complexity of the loans I’m handling. Today, more clients are in unique financial situations, and it’s essential for me to keep expanding my product knowledge, especially around Non-QM, 1099, and bank statement loans. These aren’t always straightforward deals, but I’ve learned that mastering these challenging products opens the door to help more people realize their dreams of homeownership.
Non-QM loans, for example, are invaluable in today’s job market, where many people hold multiple jobs or work as freelancers. I’ve had clients with as many as 12 different sources of income in two years! These loans require me to dig deep and think creatively, often involving multiple income sources, co-borrowers, or gift funds. The extra effort is worth it, though, when I see clients succeed who thought homeownership was out of reach.