STERLING, VA / ACCESSWIRE / July 2, 2021 / "If you need to freak out, then freak out," says Michael Martinez, a loan officer at SN Mortgage Company. "If you're slightly unhinged about your situation, that's ok. I won't let the train derail." He's seen it all on the path to his borrowers achieving home ownership, and the relief, gratification - even the invitations to dinner - that commonly follow. Michael's confidence comes with a side of brutal honesty about his own struggle to achieve success in the industry, but this honesty has ushered him into the upper echelon of loan officers. Mortgage professionals inhabit a high-stakes world, governing complex logistics while managing client expectations during the most impactful purchase many will ever make. And while intuition might suggest treating every interaction in this role with tremendous delicacy, Michael has learned that's not the way to earn trust.
"Honesty and transparency - every real estate agent and loan officer prides themselves on that. But when you have to explain to someone what it's really going to take for them to own the home they dream of, are you straight with them? Are you giving them advice that will really help them? Or do you just push to get that app, throw a Hail Mary, and never call them back if it doesn't work out at first? Because that's not worth anybody's time."
Mortgage loan officers have a multi-faceted role: attracting a pipeline of borrowers to their services, and matching them with loan options that meet their needs. It's not a one-size-fits-all proposition; while borrowers may expect their bank to provide them the best loan terms and smoothest process, neither is true. The ideal loan for a given borrower depends on their goals and preferences, and the process of securing the loan should include constant feedback in order to navigate the inevitable hiccups. Avoiding that reality, Michael explains, will only create confusion. "People think buying a home is like buying a car, because that's what they're getting sold on. But that kind of expectation creates worry and frustration when obstacles come up. If your loan officer has prepared you for that and you have realistic expectations, you'll be ready to deal with whatever comes along."
Loan officers, also called loan originators, tend to be socialites, scouring every opportunity to connect with real estate agents and potential clients. For those who have to conjure a "networking" persona, this can become an exhausting routine. But Michael, who still receives a steady stream of referrals from the Northern Virginia locals he grew up with, has never put on a façade - even when things weren't going his way. "I've got nothing to hide," explains Michael. "Once you reach a certain [low] point, you just don't care what anyone thinks. And I've been able to pivot off that."
Michael has fond memories of his years as a restaurant manager, where he was well-liked by patrons and staff. But he also recalls its challenges: "You need a thick skin to work in hospitality. Because you're going to take some abuse. For some that's defeating, and for others it's motivation to be our best." While he's still unashamedly fixated on the goal of being the best in his region, Michael admits that he's met a breaking point before. "I'm one of those people who does better when my back's against the wall. But I think I became a glutton for punishment, and I saw myself going down a trail that threatened my family life. It's crazy how quickly you can go from having too much pride to having none at all. That's when I knew I had to rearrange my priorities."
He left the restaurant industry with an unrivaled knack for customer rapport, and a hefty dose of humility. "I've always had the gift of empathy for what people are going through. But it takes humility to open up and put that to use." Not only does a humble demeanor put the client at ease, he explains, but also boosts the effectiveness of his marketing. "When I got into this industry, I didn't totally know what I was doing. So I turned on the camera and said, ‘I don't know all the answers, but I promise to find the answers you need.'" Michael's posts on social media open up conversations from potential borrowers who might not have felt comfortable messaging a lender that they didn't find relatable, he believes. "Sometimes they just want to know that you're being real with them."
With the exceptionally high rate of young adult home ownership in his native Loudoun County (where Michael's home office of SN Mortgage Company is located), Michael believes he's found a niche in communicating with buyers and agents in his age group. "We don't sugarcoat things. And we're often skeptical of those who do." It's a matter of integrity and long-term loyalty for Michael, who offers a common example: "Just because I can get someone approved, that doesn't mean that it's the right thing to do for that person."
Partnering real estate agents also appreciate his candor. "He's not the type of person that's like, ‘Let's run your credit right now,' you know?" says Northern Virginia agent Uday Karthik Kammula, who's referred clients to Michael. "He's coming from a very consultative point of view." Michael's relationships with agents look like normal friendships; there are phone calls, meetups, and messages exchanged with no particular agenda. "I make sure people know they're still on my mind. I don't let anyone drift away."
He knows the importance of working with agents who can be relied on to pull their weight. Michael explains from the borrower's perspective: "You got to have an agent that's on your side 100%, just like you got to have an LO that's going to be there for you. Simply showing you houses and putting in offers is not enough." He encourages prospective buyers to reach out to him before they even start home shopping, if possible. But for those who already have a buyer's agent selected: "It's important to send an email or text introducing me so I can call and tell them your strengths, your financial stance, and how much you would love to get into that house. Essentially, it's a way for me to build you up. And that goes a long way."
Michael's relationship with the agent is as important as the buyer's, in his opinion. But it extends far beyond the transaction. "Making them a better real estate agent makes me a better loan officer. A big part of my business model is to maximize their potential, because that feeds into improving myself."
He offers a word of encouragement to his borrowers: "It is so important for you to know your value as a client. Just because you don't know something doesn't mean you should accept whatever is being thrown at you. I can shout out a bunch of words and acronyms that will just get people confused and feel lost. But I encourage everyone to ask questions and never feel ashamed that you need me to walk you through the steps, because that's my job. That's exactly the reason I'm here."
Connect with Michael Martinez on his website and on Facebook www.facebook.com/Thatsmymortgage to learn more about his unique and personal approach to helping homebuyers.
Michael Martinez NMLS 1729290
NMLS: "Licensed in VA, MD, NC, NJ, WV"
SN Mortgage Co. NMLS 3116
SNMC.com/disclaimer
An Equal Housing Lender.
Company Name: SN Mortgage
Address: 21430 Cedar Drive Suite #200 Sterling, VA 20164 (Branch NMLS 1919481)
Phone Number: 703-880-1856
Website Link: https://snmortgage.com/michaelmartinez
SOURCE: SN Mortgage