It's not about who you Know, It's about who you Are

Something I've been reflecting on, and have had a few conversations about with industry colleagues lately, is that its not about who you know, its about who you are. Housing is an industry of relationships. Networking is a great thing, but it often becomes an exclusive club of a theatrical nature to create a public image for its participants.

I'm not interested in all of the important people that you know. What I am interested in is who you are at your core. Are you a person who has your clients' best interests in mind? Do you put in the effort, day in and day out, to provide white glove service regardless of the scenario?

A lot of people would rather shake a bunch of hands frequently for everyone to see on social media, or "pay to play" in their industry relationships (which to be honest is likely a RESPA violation).

I would much rather EARN my way into a referral partner's good graces. I do this by acting with speed and efficiency and by being a person of character. I say what I mean and I mean what I say. I underpromise and overdeliver. I provide affordable lending options without junk fees. And most importantly, I am anchored in honesty and treat people with decency.

The partners I work with know that I embody the above values, just as they do. I fell into mortgage both by accident and providence about 5 years ago. I started off providing technology solutions to the largest mortgage banks in the world. I made a very comfortable living, and I was on a phenomenal career trajectory. I enjoyed what I did for sure, mostly because I absolutely love the mortgage space. What I was lacking is the genuine fulfillment in the work I was doing on a daily basis.

About a year ago it became abundantly clear that my calling was to do work in my local community and help families achieve their dreams of homeownership. This on top of the fact that I knew more about mortgages than the people who were writing them, was the motivation for obtaining my mortgage license and taking the jump. I thus left corporate America so I can do real work for real people each and every day. It has been the most fulfilling move of my career, and in my opinion was the right decision for my family.

I have a large rolodex of connections in the corporate banking and mortgage space, but that candidly means nothing to me now. What means something to me is that I help families buy their homes. I don't need to be the flashy lender on the billboards, or the socialite shaking hands and kissing babies (other than my own).

I would much rather do the good work I do in the community by day, and spend time with my family by night, because in 10 years I am not going to remember the hands I shook, but I'll remember my daughter's first steps, and the little smiles she gives me when I hold her in my arms.