Industry executives spell out strategies for brokers to find success in challenging times
For months, news headlines have reflected high interest rates and low affordability in the mortgage market, frustrating potential mortgage customers and brokers. Three industry pros believe that a change in perspective can help overcome those negative views.
Todd Albrecht (pictured top middle), loan officer with Edge Home Finance, joined NEXA’s Derek McGowan (pictured top left) and West Capital Lending’s Matt Blackmer (pictured top right) at a panel discussing the topic at Equity Prime Mortgage’s (EPM) The American Gift (TAG) event in Atlanta last week.
Albrecht said one way to eliminate frustration is to change one's mindset, which he did when he moved from the retail to the wholesale channel.
“When I came to the broker channel, I had been brainwashed by big retail for a long time,” Albrecht said. “What I realized when I got here was, not only can you scale, not only can you grow, but the only person stopping you is you looking at yourself in the mirror. Everybody in the broker channel is here to help you grow if you reach out, if you don't put yourself on that island, if you ask.”
He said that instead of feeling alone as a mortgage broker, he now saw himself as part of a larger team, all with the same goal of helping the end customer.
“My biggest mindset shift was: it wasn't about me any longer,” he said. “This is about us as a channel. This is about us serving the consumer better. This is about us as the wholesale channel, making mortgages better.”
His other major change was letting those inevitable moments of frustration roll off much quicker, rather than hanging on to them and dwelling on them.
“So, the other gift I have is that I get over everything in seven seconds,” Albrecht said. “We're going to have lots of problems in the mortgage industry that come up. If you get over it in seven seconds, and you become the glue, and you become the stabilizer, people remember that constantly. That's the person who made it all better – brings you more referrals, brings you more business.”
Smaller industry means more opportunities
McGowan discussed how the mortgage industry has become smaller, which presents more opportunities to those still in it.
“We want to stay in this industry, or do we not?” McGowan said. “And I think if anything, there's been more of a divide. There's been people who have jumped on that ship, and they've, I think, separated themselves for when this thing turns back around. They have really distanced themselves. And some people kind of curled up and went and got a second job.”
The high-volume environment that developed due to low interest rates post-COVID was not sustainable. But McGowan believes the current challenging market also has an expiration date.
“We know the COVID years weren't sustainable forever,” he said. “Everybody made a ton of money. I think ultimately there's one choice: We just got to work harder. We know it's not going to be this way forever. Our industry has definitely shaved down a bunch. But imagine, as things are getting busier here, there are way, way less mouths to feed, and it's better for everybody in the industry.”
Positive mindset leads to more business
Albrecht has been in the industry for more than 30 years, and uses that perspective to encourage customers to look past the mortgage rates.
“I like to say it's not a bad market,” Albrecht said. “I've been doing this for 30 years. I've seen the ups. I've seen the downs. Rates are amazing. Everybody should teach their consumers to buy as much real estate as they can, and advise that it's not a bad market. It's the right market for the right people that can afford it. So that mindset changed for me.
“Rates are amazing. They’ve never been better to buy as much real estate as you possibly can. Up or down (rates), we can't control it. You can control how you look at it.”
Eddy Perez, founder and CEO of Equity Prime Mortgage (EPM), stresses that mortgage brokers are the "new guard" due to their flexibility and options. He urges them to shed old mindsets holding back growth and embrace industry changes.https://t.co/4njkMcTJM3
— Mortgage Professional America Magazine (@MPAMagazineUS) June 10, 2025
McGowan agreed that homebuyers, especially those that are hesitant due to the current market conditions, don’t want to hear negativity from their broker.
“If you put yourself in the consumer's shoes, which we all should do from time to time,” McGowan said. “Are you going to want to go do business with the loan officer or the real estate agent that’s all doom and gloom? Or are you going to do business with somebody that says, ‘Bill, this is a good market. Here's why. I can help you.’ They’re going to gravitate naturally to the person who’s positive.”
Blackmer encouraged brokers to carry that positive over to themselves as well, and not just the market or their customers.
“The thing that makes me mad is everyone wakes up with the exact same opportunity,” Blackmer said. “So, why not you? Why are you not the same as the person pumping out $1 million in income every year? You all have the same access to the same tools, the same systems, the same processes.
“We all woke up today with the exact same ability to make income and help people get homes. That’s what I tell a struggling LO.”
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