Every loan officer finds success in a different way. For some it’s social media or a formula for daily activity. During my 16 years in the mortgage industry, I built my business on being physically present in my community. By laying the groundwork with referral partners, community organizations and clients, I have reached a point in my career where the business comes to me organically. Here are a few things I’ve learned along the way.

Develop your people skills

Connecting face-to-face almost seems like a lost art, but it’s so important. When you’re in sales, it’s more about helping people than anything else. When you really want to help people, they can see that, and it makes them want to work with you.

Developing your people skills really takes practice. My early lessons in people skills came from my dad, a professor and dean of a school, who often had to ask important people for funding for the school. He was great with people and great at making personal connections that would pay off when it came time to do that critical fundraising. I'm proud to realize I’ve started to sound more and more like my dad. 

The more confidence you have, the more people see that confidence and feel safer talking to you about a sensitive subject like money. I don’t sell customers on rates or products – I genuinely listen, I answer their questions, I explain the process, and once they trust me, I can become a true advisor. 

Find what you like and work that angle

I’m from Colombia and came to the US to get a degree in finance and economics. When I got my start in mortgage lending, I didn’t realize that my background could help me find a niche. 7 or 8 years into my career, I started doing loans for a group of friends from Mexico, Spain and Argentina who came to the Detroit area for engineering jobs in the automotive industry. 

I saw how a similar background could help me connect with Hispanic homebuyers. I understand how to shepherd these borrowers through buying a home because I know how different the mortgage process is in the US compared to other countries. I got aggressive about being present in the local Hispanic community and attending events. At this point, 60-70% of my business comes from Hispanic engineers because I earned a reputation that keeps word of mouth working for me. 

"When you focus on something you feel passionate about, it makes building your business easier because it doesn’t feel like work."

When you focus on something you feel passionate about, it makes building your business easier because it doesn’t feel like work. You’re earning business organically while doing something you like. It can be anything; a colleague of mine is really into hockey and earns a lot of business from families he meets through hockey activities.

Be present in the community

I spend much of my time informing, educating and attending events to build and maintain relationships. Attending events can be a win-win: You do something good for your community, and at the same time, you get exposure. I always attend events with no intention of asking for business. As I build trust, people ask me what I do and the conversation flows naturally and organically from there.

In addition to nonprofit and community outreach events, I attend events held by local professional groups. Since I focus on my local Hispanic community, it's worth my time to attend gatherings of Hispanic lawyers or Hispanic accountants or Hispanic young professionals. Find your angle and attend events held by organizations that match your own interests, and the face time may pay off for you. 

Be consistent

When I talk to younger loan officers, I always preach patience – especially when you’re just starting out. Mortgage lending is a great career, but it takes time to build a book of business and build a name for yourself. 

Be consistent. Send birthday cards and email blasts to your database. Keep attending the same events and seeing the same people. If clients and referral partners see you at events in the community, you'll continue to stay fresh in their minds and earn referrals. Word travels fast! Eventually your clients will become your salespeople and sell you without any effort on your part.  
It can take 3-5 years to really start seeing the results, but eventually that foundation will earn you organic business that can help you take control of your time. I have 2 little girls and I want to be present in their lives as much as possible. The early work I put into my career means now I have the flexibility to structure my day in a way that works best for me and my family. 

The opinions and insights expressed in this blog are solely those of its author, Diego Arteaga, and do not necessarily represent the views of either Mortgage Guaranty Insurance Corporation or any of its parent, affiliates, or subsidiaries (collectively, “MGIC”). Neither MGIC nor any of its officers, directors, employees or agents makes any representations or warranties of any kind regarding the soundness, reliability, accuracy or completeness of any opinion, insight, recommendation, data, or other information contained in this blog, or its suitability for any intended purpose.