Entering the mortgage industry as a loan officer can be both exciting and overwhelming. With a 100% commission-based structure, success isn’t guaranteed — it’s earned. The first year is crucial for developing the habits, relationships, and skills that lay the foundation for long-term success.
I’ve spent years in the industry, and as my son prepares to take his NMLS exam, these are the key expectations I will share with him to navigate his first year in the business.
1. Sales isn’t for everyone — you have to earn it
Sales is not for everyone. It’s on you to figure it out. There are no handouts — you will get exactly what you give. You will fail, but it’s up to you whether that means you quit or keep going. The more you fail & the faster you go from one failure to the next, the better you’ll get.
2. Work shorter days, every day
This is a 100% commission role; you can’t afford days off until you can afford days off. Working every day will prevent you from breaking good habits or picking up any bad habits.
3. Focus on repetition over perfection
At this stage, it’s more important to consistently show up and do the work than to be the best. The work itself — prospecting, networking, and selling — will teach you what you need to learn. Everything else is a distraction.
4. Walk before you run: Build long-term relationships
Partner with new real estate agents that you can learn and build together. Be selective: every agent you work with should match your commitment to doing the work and building a sustainable business. A key focus of your partnership should be to work open houses on affordable homes for first-time homebuyers.
5. Dress & act like you mean business
There is no dress code to be a loan originator, but there is for you. This is a serious profession, and loan originators have very serious responsibilities that have a life-changing impact on the people they serve. How you dress reflects how seriously you take your role. Business casual is the bare minimum work attire. As a new salesperson, you are always working — even when you are not, dress accordingly.
6. Show up on social media — every single day
Post three times daily:
- One video to build personal connections.
- One written post to share insights.
- One image to showcase your journey.
Visibility leads to credibility. Be seen.
7. Build a peer network of sales professionals
Identify and connect with sales professionals within four years of your age and 30 minutes of your location — real estate agents, financial advisors, insurance agents, car salespeople, and business owners. Connect and engage with 15 of them daily on social media.
8. Create your own professional networking community
Your network will define your net worth. Start a weekly networking event at a central, affordable location. Invite the local sales professionals you’ve connected with and encourage them to bring guests. Within five years, these individuals — and their referrals — will become your clients. This also creates a platform for you to sharpen your public speaking and presentation skills.
9. You are your business: Protect your reputation
In every interaction you have, make sure to put your best foot forward. Every encounter can make or break your relationships. This doesn’t just apply to the referral partners you want to connect with. It applies to leads, open house visitors, even people you see at the grocery store. Your reputation in this industry will eventually determine your success.
It’s a small world; everyone you meet today is connected to someone you’ve already met or could meet tomorrow. Treat them with kindness and respect because, you never know, they could eventually become a future client or referral partner.
10. Year one is about laying the foundation
The first year is not about making quick money — it’s about creating a system for long-term success. Focus on:
– Developing strong work habits
– Building relationships with referral partners
– Mastering the sales process
– Establishing credibility through social media
– Refining your daily routines
A strong foundation today will lead to a thriving mortgage business tomorrow.
Final thoughts
Success in mortgage sales is not about luck — it’s about discipline, persistence, and strategy. If you’re willing to put in the work, build meaningful relationships, and show up every day, the opportunities are limitless.
For my son and every new loan officer stepping into the industry: follow this playbook, and you’ll set yourself up for a career, not just a job.
Anthony Casa is the CEO of UMortgage.
This column does not necessarily reflect the opinion of HousingWire’s editorial department and its owners.
To contact the editor responsible for this piece: zeb@hwmedia.com.
