Six things Mat Ishbia would do as a loan officer in this market
“The perfect day is things that I control, that I can do,” he said. “It’s effort. Anybody here not want to close a loan every day? We all want to do that, but that’s the outcome. Sometimes outcomes are distractions. I believe in doing the work that leads to the right outcome, and the outcome will follow.”
Second on the list is marketing yourself proudly, which he said means wearing your company shirt in public on 50 of those 98 days. He said brokers should feel proud of work that changes people’s lives.
“I’d walk up to a stranger,” he said. “You ever know how uncomfortable it is to walk up to a stranger and introduce yourself? Hi, my name is Mat. I do mortgages. What are you up to? Do it 20 times. Fifteen of them will tell you you’re crazy and walk away. Three of them will be like, ‘That was pretty cool,’ and talk back to you. But two might do some business with you, might become a friend.”
AI, learning and cold calls
Third is investing in yourself. Ishbia said he would watch his company’s sales training seven times and book one trip to its training event, though he told the room it probably didn’t need this item because everyone was already at Fuse.
Fourth is diving into AI and technology, which he said he practices himself. He set targets of using his company’s AI assistant 60 times, doing three virtual closings, and learning one more AI tool from outside UWM.
