One Idaho broker sees her customers as extended family, not transactions
When the mortgage market is challenging due to high rates and affordability issues, it can be incredibly frustrating for mortgage professionals and customers alike. One broker believes this is a time when brokers can be that trusted advisor to help clients get through challenging times.
Julie Harris (pictured top), broker owner of Harris Mortgages of Idaho, said it’s a hard time for homeowners when many of them aren’t even in a position to have an emergency fund saved for unexpected expenses.
“There's a lot more we can do, which is good because it's getting people in the houses,” Harris told Mortgage Professional America. “But you know, when people are living so tight, then there's no money. If the water heater breaks and they don't have $1,000 to do the work. These are real things happening, which is crazy.”
Which is why Harris believes homeowners and prospective homebuyers must connect with a mortgage broker to help them not only when they’re getting a new house, but when things get challenging.
She noted that some customers are frustrated about renting instead of buying a home, but she reassures them it’s not the worst thing.
“I’ve got a big heart, so I want to help everybody,” she said. “You want people to have a quality of life. Sometimes renting isn't so bad. A lot of times, I'll talk to buyers and they're like, ‘I just don't want to give my landlord any more money.’ I say yes, but there's shelter too. There is also the joy of owning it and calling it your own, but also to build equity.”
Risky bridge loans
In the past, Harris noted that when people were looking to purchase a new home, they would often use a bridge loan to allow them the cushion needed until their house sold. She noted that the risks of their house not selling immediately are deterring many customers from pursuing bridge loans.
“We’re seeing extended contracts, or people having to cancel the purchase contract because they cannot get their house sold,” she said. “Bridge loans used to be a common thing, and it's not as common now. So, it adds another layer to the complexity.”
Because some of these deals can get incredibly complex, Harris said it makes the role of the mortgage broker even more important. She has seen loans that were turned down by servicers that she was able to get approved.
“This is what's really great about being a broker versus a bank or a mortgage company, where they're more like an order taker,” Harris said. They're taking the loan. Then they're giving it to a processor, and then they’ll see what underwriting thinks, as opposed to a broker, where we do all of that heavy lifting. We know how to structure things.
“I did a loan that closed last week, where they went back to their servicer to refinance, and they couldn't get the loan approved, and it was just the way that the person took the application. I took notes, I listened, and I looked at everything. I read the guidelines, and we got it closed in a week and had an appraisal waiver. It was so cool, so easy, and so smooth.”
Extended family
Harris said that her membership with the Association of Independent Mortgage Experts (AIME) has been so crucial to her success.
“When I went back into brokering and I connected with AIME, it was very instrumental,” she said. “I received a Spark grant four years ago to help open my own brokerage. So AIME is near and dear to me, and going to FUSE, and being on the Jumbotron and all of that, it is such an important organization.”
She said that she loves to keep in touch with her clients even after the loan is completed. This allows her not only to keep up with future lending needs, but also to keep up on their day-to-day life.
“The fun part about it is, last year, I had three clients have babies,” Harris said. “They bought the house, and then they got pregnant. If you're doing things right, there's never a client that's a transaction. They become family, and you become part of their life. So when they need a suggestion for a plumber or an inspector, any of that stuff, they're calling me.
“Then that gives you an opportunity to check in, check on their rates, check on how things are going, check if you know they're still in the right loan. So, it's fun, it's a lot of fun.”
Dave Krueger of Montana Family Mortgage advocates for setting clear boundaries to maintain a work-life balance and ensure a longer, more sustainable career.https://t.co/OijR0xnLbb
— Mortgage Professional America Magazine (@MPAMagazineUS) August 1, 2025
She said the ability to help people, especially in the current economic climate, brings her tremendous joy.
“You get one phone call from a borrower, and you could lose two or three hours in a day,” she said. “If you were sitting in front of me, I would take my arms and put both hands out as wide as I can. You gather everything as wide as you can up front, and you hit a pinpoint down the road. That is the joy, that is where the passion comes from. That's when there is an adrenaline rush. I don't think there are any loan officers who don't feel that adrenaline and excitement of getting the job done well.”
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