Top 3 Mortgage Career Needs to Attract Millennial Talent

I’m a baby boomer, a part of the generation born after World War II. My career in the mortgage industry started with working along side boomers. Boomers are independent, resourceful, goal-oriented, and competitive, among other things. Then “Generation X” appeared and I began working with them in the mortgage profession. They were the latchkey kids. Self-reliant. Technology savvy. Skeptical. A little pessimistic.


Now the Millennials have arrived. What is a Millennial and what does it mean to my company?

Researchers and the press are still tossing around the definition of a Millennial. Lazy? Screen-addicted? Entitled? However they are defined, they are hard to ignore. There are 80 million of them, age 20-32, in the U.S. spending $300 billion annually. By 2020 they will make up 50% of the workforce.

What is a little strange is that the mortgage industry doesn’t seem to have a group of mortgage advisors that can relate to this generation. The average age of a mortgage consultant is over 50. I began wondering, how we can broaden our reach to this new generation of staff and client market?

A recent Deloitte study of the Millennials showed by the end of 2020, two out of three of them expect to move on from their current employer. In other words, when they start they already “have one foot out the door.” Employers in the mortgage industry will need to understand this workforce and create original approaches to persuade them to come to work and stay.

So what are the top 3 steps the mortgage employer must take or understand to attract Millennial talent?

  1. Define the mortgage business in terms of people and opportunity, not process.

Millennials are motivated to help causes and other people, not institutions or profit. We need to explain that nothing is more satisfying than being in a profession that helps others realize the dream of home ownership. A mortgage professional provides the critical step to home ownership, to raising a family, and to be part of a community. By doing this we also create the loyalty they seek from an employer.

The study showed that Millennials want to develop in their careers. They seek leadership opportunities, mentoring, and training. They want to get promoted. The mortgage employer who shows them a vision into their future has a much better chance to retain the ambitious Millennial and grow the market.

  1. Mortgage employers need to be flexible in the way they present HOW we do business.

The survey showed that 88% of Millennials are not satisfied with the levels of flexibility in the workplace. They are peer and social network connected, not location connected. The mortgage culture is built on technology and flexible work schedules (there ARE real deadlines, but those are more in the processing side). In “the old days”, a meeting with a loan officer had to happen in the office or in their home.  Now borrowers can apply online making it easy to adapt to everyone’s schedule. Status notices are now sent via email rather than relying on the phone.bored-16811_1920

We should be able to explain the work-life balance in the mortgage industry and how our business fits right in with their needs. Providing a little flexibility to live a life can go a long way to promote our business.

  1. Align the profession with the Millennial’s need to be part of a cause.

Another study by the Millennial Project found a top need for Millennials is to be associated with a cause. They want to lend their knowledge, experience, and time to help something bigger than themselves. Millennials are passionate about issues. They want to expand their network by meeting like-minded people. They want to expand their expertise. The study concluded, “Millennials don’t enjoy feeling taken for granted, and they desire important leadership roles in causes they care most about, even if they can’t commit large financial donations presently.”

Again, the industry is loaded with volunteer opportunities and civic causes. If a mortgage professional is not already taking advantage of being in organizations like the Rotary, Habitat for Humanity, park district, church, or school, they should be.

This business has been rewarding beyond money for my family and my employees. I want to provide employees a meaningful, substantive career that will reward a new generation of staff seeking a genuine desire to help people. I want to reward them by providing a career not a job. I want to reward them as they search to be part of something bigger than an office space.

Please take a look at for more information on American Fidelity Mortgage Services Inc. Other blog posts can be found at We are also on Twitter, Facebook, and LinkedIn.




A Simple Way to Avoid Mortgage Paperwork Frustration

LOX… not what you have at the local deli on a bagel. This is an acronym in the mortgage industry for Letter Of Explanation. Please don’t ask why isn’t it LOE. It’s a mortgage industry mystery.breakfast-991821_1920

So, what is the LOX? Imagine you had something on your credit that wasn’t exactly perfect. You would be required to address the issue in writing. I have seen a lot of clients stress over this. The key is to keep your explanations as simple as possible. Don’t leave anything to the imagination.

It is inherent in our business to think negatively. It’s a DNA thing. With that in mind, you should begin your LOX with a simple “To Whom It May Concern” salutation.

Resist the urge to vent. You can hold the whole “the jerks at (fill in the business/bank/law firm) were out to get me” explanation for your next cocktail party. For lending purposes, simply state how it happened, how you realized the error, and how you don’t plan to have it happen again.

Boom.  Done and done.

Unless it is a mortgage late payment in the past 90 days the letter will suffice. We don’t like asking for them, customers don’t like writing them, but underwriters always ask for them.

This LOX may not be as delicious, but it isn’t poison either.

Mortgage Tip of the Week: You don’t have to pay monthly PMI.

Private Mortgage Insurance (PMI) has been a necessary evil in this industry for decades. If banks had their way everyone would put 20% down. This mentality is what created the need for private insurance companies to issue defaulters insurance that covers the bank in case of foreclosure.

The easiest way to eliminate it is to buy it out all at once with a single premium policy. The cost would range and is usually converted to a percentage of the loan amount. So instead of paying a recurring payment monthly you can pay it off all at once.

The advantage is a lower down payment paired with a lower monthly payment. When you buy a property the seller can actually pay the PMI off as a sales concession. Don’t expect the rock bottom asking price, but it is a win/win for you and the seller.

Ask your Mortgage Counselor about this.

(P.S.: Take a look at AFMSI.  We post industry news and related articles on our LinkedIn, Facebook, and Twitter pages.)

The Small Realities of Economies of Scale

“Economies of scale.”

If I had a dollar for every time someone threw that phrase at me, well let’s just say the phrase wouldn’t apply anymore.

By definition: “economies of scale are the cost advantages that enterprises obanalysis-1010888_1920tain due to size, output, or scale of operation, with cost per unit of output generally decreasing with increasing scale as fixed costs are spread out over more units of output.” (If you can’t trust Wikipedia, what can you trust?)

Uh huh…in layman terms, if your business is big your widget production costs are cheaper and you are in a stronger position in the sales pecking order. As a business owner, the ability to leverage your services is at your disposal.

In truth, “economies of scale” is the ability of the big guys (did I say banks?) to stomp out the smaller competition. Some might call that the laws of microeconomics and natural evolution of an industry. I call it bad for the consumer.

The sports metaphor would be akin to a small market team getting the first pick in a draft with visions of securing the franchise player, only to frustratingly discover your superstar is being pressured not to play in a small market. You invest time and money just to lose that star to a bigger franchise with more advertising and perhaps a more enticing nightlife scene.

How often do we hear about big market owners raising prices on everything without regard to the individual ticket holder (their customer)? Do they think relationships when they go home at night, or do they think profit? In our industry, when the $50,000 mortgage applicant hits the radar of the “too big to fails” and their layers of customer service teams, I wonder of they ever have meaningful and substantive contact with the person on the other end of the application? I know we do.

There are nights when I wonder if being part of a group of local small shops is worth it. If the big guys are truly better, why don’t I just fold in with them? This might sound like little guy sour grapes—maybe it is, or maybe just some tart fruit mixed with cold reality.

The reality is there is a need for both the large and the small in the mortgage industry. Both provide a service. There is a difference. The small guys like to stay away from bad press. I have read some of what has been written about the big guys…yeah, I’m okay not being a part of that reality.

So, next time you hear “economies of scale” also think service, relationships, and small.

(P.S.: Take a look at AFMSI.  We post industry news and related articles to our LinkedIn, Facebook, and Twitter pages.)

American Bandstand to American Dream

BandstandAfter 18 years in the music industry, I went from performing on American Bandstand to helping people achieve the American Dream. I liked my company so much, I bought it. (Has that been used before?!)

That company is American Fidelity Mortgage Services, INC. of Lisle, Illinois, a western suburb of Chicago. American Fidelity is licensed in Illinois, Wisconsin and Indiana.

We are now celebrating our 35th year in the mortgage industry. I waited until now to start a mortgage blog. I am using my initial post to introduce myself. It has been a long and interesting journey.

I will be sharing what I learned along the way, as well as what I continue to learn. I was, in a way, deep  in the trenches of this turbulent industry. Hopefully my insights can save you time, aggravation, and money.

Stay Tuned

Delivering the Dream To Our Veterans

What is the first question any mortgage consultant should be asking……Are you eligible for a VA loan? The main reason I have the freedom to blog, is because of the men and women that served this country.

VAWhile some mortgage companies would rather not write these loans due to limitations on fees, it is our moral obligation to make sure that our veterans are aware of this great benefit. It is rewarding to deliver the Dream to those who defended the Dream.  In most cases the VA loan requires no down payment, the rates are very aggressive and the process isn’t that tricky. The government doesn’t always get things right, but the VA loan is the exception and should be explored by every veteran and their mortgage consultant.

The History of Paper Trailing in the Mortgage Industry

Ever wonder why mortgage companies are so picky about the documentation provided for a loan?

Everything asked for today is a direct result of someone in the past skirting the law. Take initial cash deposits on homes. The mortgage company is not satisfied that you made a copy of your earnest money or initial cash deposit. They want proof you had the money (seasoned funds) and the papdocument-428334_1920er trail of the money being transferred to the seller.


In the 70’s and early 80’s when a buyer didn’t have sufficient funds to close on a purchase, the seller or builder would inflate the price of the home by the amount of the down payment. The buyer would write a check, make a copy and give it to the seller. In return the seller would rip up the check. The seller gets the net figure he was looking for, the buyer gets in with no down payment and when the housing market crashes the banks take on over-inflated properties. To the banks, having valid buyer skin in the game, is the protection they are looking for.

I feel it is important to know “why” behind mortgage documentation. To do that, I will give you a little history lesson. We in the industry don’t really relish asking for this documentation, and we know that clients would rather go through a root canal procedure than gather it.