With enforcement moving to the state level, veteran stresses the importance of smart decisions
After a tumultuous year in the mortgage industry, some signs of optimism have emerged in the market over the last few months of 2025.
As the final few weeks of the year wrap up and all eyes turn to 2026, there is cautious optimism that the momentum from the last half of this year will carry over.
Michael Saleh (pictured top), co-founder of Zoom Home Lending, believes we will continue to see steady improvement heading into the new year.
“I believe we're going to see a drop in (rates), for sure,” Saleh told Mortgage Professional America. “I don't know that people are expecting things to happen like dramatically, overnight. I think it's going to pace itself, kind of like how it paced itself when it increased. I don't think you're going to see dramatic drops.”
With this positive momentum, Saleh has seen a trend of more brokerages gearing up for what could be a market surge. However, in an era when compliance enforcement is shifting from the federal level to the state level, he’s not sure all of those brokerages are playing by the rules.
“We’re seeing many new brokerages enter the market,” Saleh said. “It’s an exciting development, but it’s also important to recognize that not every firm is built with long‑term stability in mind. Some may be chasing quick wins, while others are laying the foundation for lasting success. For brokers considering a move, the key is to look closely at how a company approaches compliance and sustainability, because those are the qualities that will protect your career and reputation over time.”
Non-compliant organizations
Saleh emphasized that compliance is a cornerstone of sustainable success in the mortgage industry. He noted that while new brokerages may sometimes overlook key regulations, such as the Telephone Consumer Protection Act (TCPA) or proper employee classification, the firms that thrive long‑term are those that take compliance seriously from the start.
“We’ve seen how regulatory issues can quickly become challenges for companies,” Saleh said. “That’s why it’s so important for brokers to align with organizations that prioritize compliance. Even smaller firms should recognize that doing things the right way builds trust and protects their future.”
Saleh encourages brokers to look beyond surface‑level appeal when evaluating new opportunities. A brokerage may present itself with impressive perks or marketing, but the real measure of its strength lies in how it approaches compliance and sustainability.
“In this industry, compliance is the true differentiator,” Saleh said. “A firm can look polished on the outside, but what matters is whether it’s following the right protocols. Brokers should align with organizations that take compliance seriously, because those are the ones positioned to succeed long‑term.”
With decades of experience, from his time at Rocket to leading his own wholesale brokerage, Saleh has seen the mortgage industry navigate periods of volatility. His message is clear: no matter how challenging the market becomes, businesses that resist shortcuts and remain committed to compliance are the ones that endure.
“Sometimes it feels like you’re losing ground to competitors who cut corners,” he added. “But in reality, staying compliant is what protects your reputation and ensures lasting success.”
A veteran of the industry, first at Rocket and now at his own brokerage in the wholesale space, he has seen the industry battle through volatile times. He said no matter how tough things get, businesses must avoid taking shortcuts that could lead to trouble later. This sometimes means losing out in the short-term to a company that isn’t doing things the right way.
"I was around during COVID, and I was around during the mortgage meltdown of 2007 and 2008,” he said. “I was around during Brexit. One lesson I’ve carried through all of those periods is that compliance isn’t a one‑time box to check, it’s an ongoing journey. At times, it may feel like competitors gain an edge by cutting corners, but in the long run, staying compliant is what ensures stability, protects reputations, and builds lasting success.”
Weathering the storm
Saleh said one thing he advises others in the industry is to keep a sharp focus on the things within arm’s reach that can be controlled.
“I'm going to control the things that I can control, not the things that I can't,” he said. “The things that I can control are my sales abilities, whether or not I show up to work, and whether I have the right mindset or not. Those things I can't control, the things that are outside of my control, like the (now ended) government shutdown, Jerome Powell, if he says something crazy. I have zero influence on them.”
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— Mortgage Professional America Magazine (@MPAMagazineUS) November 13, 2025
He encourages brokers to avoid letting factors like mortgage rates and government actions determine their success, because most of those factors are beyond their control.
“I focus on controlling the factors within my reach, not those driven by the broader economy,” he said. “What I can control are my sales abilities, my commitment to showing up every day, and maintaining the right mindset. What I can’t control are macro‑economic forces , interest rate policy decisions, geopolitical events, or government actions. Those external shifts will always be part of the landscape, but my success depends on how I respond to them through discipline and consistency.”
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