How to Get Started in Mortgage and Carve your Niche (with Gay Veale) – Episode 126

Posted July 26, 2022

Gay Veale of Epoch Lending might be relatively new to the mortgage industry, but she brings a wealth of life experience. A 30-year veteran of the United States Air Force, Gay shares her wisdom and perspective on leveraging connections and proving your worth.

Gay Veale joined the Air Force out of high school, where she would serve for the next three decades. After leaving the military, she worked for a time as a consultant in the defense industry. However, when a friend introduced her to the broker channel, she decided it was time to take a risk and make a change. She began working as a loan officer just 19 months ago, in November of 2020. In that short time, she has used her extensive expertise and experience to become a recognizable name in the world of VA loans.

Gay knows what it’s like to live the military lifestyle, and that knowledge enables her to help service members get the loan products they need. She understands the importance of a tight-knit community and working with people you trust. When asked how she generates leads, she points to a network of fellow veterans who have since gone into real estate. By leveraging that network at the start of her career, Gay has been able to grow her contacts list exponentially, and create a solid base of partners to work with. She also points to the importance of asking questions and forming relationships in Facebook groups like “Brokers Are Better” (BAB) while you are carving out your niche.

Gay’s advice to others who might be transitioning to the broker channel after years in another career? “Whatever product you’re going to do, make sure you know it inside and out. Know your product and make sure you’re communicating that expertise.” She also stresses making use of communities and resources such as Vetted VA. These welcoming and informative communities can provide the tools you need to get started and help you thrive along the way. “A home is a basic need of life and always will be,” she says. “I feel great about this job and the service I provide future homeowners.”


Background – 1:30

Industry start – 4:30

Why mortgage – 7:00

Lead generation – 10:30

Establishing a niche – 13:00

Multi-state licensing – 18:00

VA Loans – 21:00

VA loan limits – 24:00

Vetted VA – 31:00

Advice to newcomers – 37:00

Advocacy group – 43:00

This Episode Is Sponsored By AFR Wholesale

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