I still remember the day I officially stepped into the role of Account Executive, over 29 years ago! I was excited, a little nervous, and bursting with ideas. I had my goals, a fresh set of business cards, and thought I was ready to take on the world.
Then reality set in.
Don’t get me wrong, I love this industry. I’ve built a fulfilling career here, and every day I feel grateful for the chance to help people achieve one of the biggest financial milestones of their lives. But if you’re just starting out, let me help you skip a few bumps in the road.
Here are five lessons I learned early (and sometimes the hard way) that every new Account Executive and mortgage broker should learn quickly.
1. Relationships Matter More Than Rates
When I first started out, I focused intensely on mastering every loan product, rate sheet, and guideline. Knowledge is important, no doubt, but clients don’t choose an Account Executive or mortgage broker just because you can quote the lowest rate. They choose you because they trust you.
Building strong relationships is everything in this business. If you want long term success, focus on truly listening, asking meaningful questions, and showing genuine care for your clients’ goals. That’s what keeps people coming back and inspires them to refer their friends and family.
From the start, I’ve always made it a priority to truly get to know my clients and understand their unique businesses. By focusing on building genuine connections and adding real value, I’ve seen business growth come naturally. I believe that people remember how you make them feel and the meaningful contributions you bring to their success, rather than just the numbers or statistics.
2. Your Calendar is Your Boss
You can have all the ambition in the world, but if you don’t master your time, you’ll burn out or miss opportunities—or both. One of the best pieces of advice I ever got was, “If it’s not scheduled, it doesn’t exist.”
I’ve always made planning my schedule a priority, and it’s one of the key reasons for my success. Early on, I let my days get consumed by distractions, saying yes to everything or “winging it”, and I quickly realized that’s a recipe for stress and inconsistency. Now, I set aside specific time for prospecting, client calls, networking, personal growth, and even rest. My calendar is a tool I rely on to stay focused, on track, and maintain momentum. It keeps me in control, ensuring that I stay intentional with how I spend my time.
3. Follow-Up Is Everything
Here’s a hard truth: new clients often don’t close on the first call—or the second, or even the tenth. Success comes from consistent follow-up, professional, thoughtful, and without being pushy.
I’ve had clients return six months or even a year later, simply because I kept in touch. A kind text, a check-in email, a quick call to see how they’re doing, these small gestures build trust over time.
Don’t get discouraged if someone doesn’t commit right away. Stay top of mind and focus on being of service. The long game is where you win in this business.
And once you have a deal, don’t forget to follow up and follow through. Always make sure your clients feel supported and never leave them hanging.
4. Learn to Love Rejection
Here’s what most people don’t tell you when you’re starting out: you’re going to hear “no” a lot. And it’s not personal. Some people just aren’t ready. Some deals fall through. Some clients choose a different direction.
In the beginning, every “no” felt tough, but I didn’t dwell on it or take it personally. I quickly realized that every “no” is simply a step closer to the next “yes.”
This business is a numbers game. You plant seeds, follow up, and stay consistent. Don’t let one bad call throw you off. Shake it off, take the lesson, and keep going. Rejection isn’t failure, it’s just part of the process.
5. Mindset is the Real Game-Changer
This one’s the biggest of all. Your mindset will make or break you in this business.
There will be slow weeks. There will be tough clients. There will be days when deals fall apart at the last minute. If you don’t have a strong mindset, this industry will wear you down.
That’s why I start every day with something that fills me up—reading, gratitude, movement, prayer. Whatever centers you, make it a daily habit. Your energy, confidence, and attitude are what set you apart.
The most successful brokers I know aren’t the smartest or the most experienced—they’re the most resilient. They believe in themselves, they bounce back fast, and they never stop growing.
Let This Be Your Shortcut
If you’re just getting started as a mortgage broker, welcome. You’re stepping into a career that can change lives—including your own.
But don’t wait years to figure this stuff out. Take it from someone who’s been in the trenches: your relationships, your calendar, your follow-up, your resilience, and your mindset are everything.
It’s easy to get caught up in chasing commissions or comparing yourself to others, but the real power comes from staying consistent and showing up as your best self—every day.
You’re not just closing loans. You’re building a business, shaping a reputation, and creating a legacy that lasts.
Keep learning. Keep growing. And remember—you don’t need to know everything to start winning. You just need to stay curious, stay coachable, and never lose sight of why you started.
You’ve got this.
