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On this episode of Broker to Broker, host JP Hussey sits down with Thomas Sloan, Certified Mortgage Advisor at Capital First Mortgage.

Thomas shares his recent experiences of entering the Wholesale Channel just before the pandemic, and how navigating that environment was a crash course of how to succeed through the worst the mortgage industry had been since 2008. These experiences, in turn, made him a stronger advocate for his borrowers.

It’s evident that Thomas is a true mortgage expert and fiduciary – always looking out for his client’s best financial interests. “The harder you work, the more you stay in touch with your borrowers,” Thomas states. “The more you pay attention to their pennies and try to save them money wherever you can – the more they appreciate you, then refer you. Most of my business is referrals from my borrowers to other people, not real estate agents.”

Key Points:

2:44 From Hospitality to the Mortgage Industry

8:03 Becoming a Full-Time Broker

11:33 Working Lean with a Small Brokerage

15:57   Flexibility as a Business Model

19:57 Organic Leads Through Doing the Right Thing 

25:46 Taking the Time to Educate Realtors

29:57 Humanizing Yourself to your Borrowers

This episode is sponsored by RCN Capital