Building a successful career as a mortgage loan officer takes far more time, consistency, and discipline than many expect. While the role offers strong long-term opportunity, the early years can be challenging, especially when it comes to generating leads and earning referral relationships. We recently sat down with Vice President, Justin Berger (NMLS #1394663),and discussed his insight as an experienced loan officer where he revealed what new LOs often underestimate and where they should focus their efforts early on.

Referral Relationships Are Earned Over Time

One of the most common misconceptions new loan officers have is how quickly referral relationships develop. Many assume that a few lunches or meetings with real estate agents will result in immediate referral business. However, Justin stated that meaningful referral relationships often take months, and sometimes years to build.

Trust is not given freely in this industry – experienced agents typically already have lenders they work with, and they are hesitant to make changes unless there is a clear reason to do so. Some of the strongest referral partnerships are the result of long-term consistency, follow-through, and proven performance over multiple transactions.

Building Trust in a New Market Is a Major Challenge

Establishing credibility can be especially difficult for loan officers entering a new or small community. In close-knit or rural markets, like where Berger resides, relationships carry significant weight, and being “good enough” is rarely sufficient. Agents tend to stick with referral partners they already trust unless someone clearly outperforms them.

Justin found success by treating every opportunity as critical. Each referral was handled with exceptional care, knowing that one transaction could determine the future of the relationship. Clear communication, an efficient process, and on-time closings were non-negotiable for him. Often, new referrals came with challenging files, requiring extra effort and persistence to deliver results.

Where New Loan Officers Should Focus Their First Year

When asked if he could start his career over again, and what he would do differently, Justin said he would spend most of his time building relationships with real estate agents. Attending lunches, one-on-one meetings, Realtor board events, and office visits consistently help establish familiarity and trust – “…be in front of them as much as you can,” Berger stated.

Purchase business remains the foundation of a sustainable loan officer’s career, and agents are the primary source of those opportunities. In addition, friends and family can be an overlooked resource. Personal networks often lead to warm introductions with agents or borrowers, creating opportunities that cold outreach cannot.

The Complexity of Mortgage Regulations Is Often Underestimated

One misconception that Justin mentioned he had when beginning his career were the rules and regulations that accompanied the loan programs. Many new loan officers are surprised by the sheer volume of rules and regulations involved in mortgage lending with each loan type carrying its own guidelines, and individual programs within those loan types introduce additional layers of requirements, exceptions, and judgment calls.

Even seasoned professionals continue to learn as guidelines evolve, “to this day, I’m still learning regulations,” Justin said. Understanding regulations is not a one-time hurdle but an ongoing responsibility that demands attention and adaptability.

The Job Is Tougher Than Most Expect

New loan officers often underestimate how demanding this career can be. Success requires consistent effort, daily discipline, and a willingness to outwork competitors, especially in the early stages. There are days when deals fall apart, files become complicated, or workloads feel light.

During slower periods, productivity becomes a choice. Successful loan officers use that time to schedule meetings, engage on social media, visit real estate offices, and strengthen relationships. Momentum is built through consistent action, even when immediate results are not visible.

Key Takeaways

Justin said it best – The path to success as a mortgage loan officer is rarely fast or easy. Referral relationships take time, trust must be earned, and consistent effort is required long before results appear. Loan officers who remain disciplined, focused, and committed to continuous learning position themselves for long-term growth and success in a competitive industry.

Gershman Mortgage is committed to equipping our loan officers with industry-leading education, ongoing training, and the tools they need to succeed in a competitive market. Through mentorship, resources, and a culture of continuous learning, our company empowers loan officers to build lasting relationships and long-term careers.

About Gershman Mortgage

At Gershman Mortgage, communities, families, and homes are at the heart of what we do. Built on the core values of honesty, integrity, entrepreneurial spirit, and customer-first service, we’re committed to providing an exceptional homebuying experience. Our goal is simple: to exceed expectations and build lifelong relationships.

Communities, families, and homes are at the heart of what we do at Gershman Mortgage. Our founding principles are based on the core values of honesty, integrity, the entrepreneurial spirit, and putting our customers first. We are passionate and committed to customer service and strive to ensure that we exceed the expectations of our customers. We are a customer-centric company devoted to creating and maintaining long-lasting relationships.

NMLS #138063 16253 Swingley Ridge Road Suite 200 Chesterfield, MO 63017 (800) 457-2357 Equal Housing Lender. Serving borrowers in: Alabama, Arkansas, Colorado, Florida, Georgia, Illinois, Indiana, Iowa, Kansas, Kentucky, Louisiana, Mississippi, Missouri, Nebraska, North Carolina, North Dakota, Ohio, Oklahoma, South Carolina, Tennessee, Texas, Wisconsin

Written by Kaylee Larson for Gershman Mortgage