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Following Her Moral Compass - Back to the broker channel

For anyone in sales, doing what’s best for your business is always top of mind. When you’re able to combine that with doing what’s best for your clients, it’s a win-win. That’s the scenario that brought Ashlin back to the broker channel — and drove her to start her own mortgage company.

After starting out as a mortgage loan originator in the wholesale channel, Ashlin was lured in to work in retail lending with promises that the grass would be greener.

“They offered better structure, better options - going to give you all the things that you don't get in the wholesale model,” said Ashlin.

It didn’t take long for Ashlin to learn the retail model and discover that things weren’t as they were advertised to her. She took issue with the limited products she could offer to clients. And even when she had a product that did fit, she was offering it at a higher rate than she would have as a broker.

“It was really hard for me to continue originating when I knew I was giving the same client a 6.99% rate with three points when they could get a 6.99% rate and a credit of $1,000. I couldn't do it anymore. I couldn't stomach it.”

Not only did she decide to go back to wholesale, but she also opened her own independent mortgage brokerage. A big part of her reasoning was to have more control and more say over how she ran her business.

“I got tired of sitting in the big boys’ club but not having a voice or an opinion. We need people to have more opportunities. And we need originators to learn how to originate. So, I said, ‘I'm going to do this. I'll figure it out’.”

Ashlin has done just that. She’s earning business by closing loans quickly which is something that’s impressed both her clients and her referral partners.

 “Being a broker gives you flexibility. It also gives you the opportunity to close fast. The reality is we all do the same thing, but speed’s the need. Speed wins right now.”

 Ashlin quickly regained her footing as a broker and she now has big plans for the future  including recruiting loan originators from retail lenders to join her company. Moreover, she can once again feel good about herself and how she’s able to help get her clients the best deal possible.

“You're not messing with your moral compass, you're helping people do what it is that you set out to do. You step into this role of being a servant leader. And I think that that's one of the most important things. You can do this for a check or you can do this for a living.”