What does it mean to be authentic in the mortgage market? It means making connections with real people. When mortgage brokers call me to find out if a deal can be funded, I roll up my sleeves and get to work. I take the time to understand the situation and listen to what brokers need, so I don’t waste their time. Authenticity is a big part of how I do business. I’m myself in every office I visit, and this allows me to build solid, long-term relationships that go beyond rate conversations or the usual sales presentations. I relate to my clients and they relate to me. Many of the brokers I support left careers at the big banks. They became mortgage brokers to make a living and make a difference. I also have a mainstream banking background, so I understand this motivation.OUTSIDE THE ORDINARYPeople often ask, “are you really a tattoo artist?” and the answer is yes! I enjoy sharing this because it reinforces my approach. I may wear a suit, but I don’t hide behind it; I cut through the rhetoric to help real people who have real concerns to be successful. Borrowers aren’t interested in a mortgage product for the sake of a mortgage; they want to buy a house for their family to be part of a community. Brokers want to fund that mortgage, so they too can reach their goals. When a broker calls me because the big banks have turned down their client, and that client is at risk of losing the sale, I act quickly. My credit background means I can immediately assess the situation get the deal done with a non-traditional solution.TRUST IS EVERYTHINGI chose to work sales in the mortgage industry because of its massive impact on clients and the financial industry. With the goal to provide the best service in the industry to mortgage brokers. To me, that means building rock-solid relationships and doing everything in my power to help my brokers be successful.