Churchill Mortgage senior loan officer on the skills it takes to be a top originator

He has spent the past 27 years learning the ins and outs of the business

Churchill Mortgage senior loan officer on the skills it takes to be a top originator

Michael Brown (pictured) considers himself a “true student of the business.” Although he has 27 years of experience under his belt, the Churchill Mortgage senior loan officer shared that he’s always looking for ways to improve and learn from other industry experts.  

Brown has a lot of strengths: good communication and listening skills, which enable him to set the right expectations - to be always available to his clients, and to deliver on his promises. These skills have seen him through all phases of his career.

“Learn the business. Become the expert. If you don’t know something, ask! Listen more, talk less. Try new things and get out of your comfort zone. Never set unrealistic expectations. Proper communication is everything. Find a mentor – someone who is doing well in the business and learn from them,” Brown said.

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After getting a degree in economics and finance, Brown applied at Transamerica Financial. Long story short, he got hired and was placed in the company’s loan division.

“Back in the 1990s, Transamerica Financial was one of the most well-known financial institutions in the country,” Brown told MPA. “At that time, I did not know exactly what I would be doing for them. I was just excited to be a member of the company. I started with them on June 01, 1994, and I have been in the mortgage business since that time.”

Brown believes that no two loans are exactly alike. Each has its unique issues and challenges, he said, and it is his job to match people’s needs with the right solutions. Brown admits that the problem-solving part is what he really enjoys about his mortgage business.

“After all these years, I still love originating loans. I enjoy working with families helping them achieve their financial goals,” he shared. “I have several great realtors I partner with, and I consider these partners my friends, not just business associates. My team is amazing, and they do such a good job making sure we offer outstanding service to all customers and partners.”

Brown and his team closed 840 loans in 2020 with $248 million in volume. He said they’re on track to top that this year with $275 million. Brown attributes a huge part of his success to Churchill.

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“My high point is easy – joining the amazing team at Churchill Mortgage. I can’t explain what a blessing this has been for me and my family,” he said. “I have been able to build a successful team and work with the very best in the business.  The Churchill management team is truly amazing.”

While Brown doesn’t see himself leaving his mortgage career anytime soon, he said that he’s looking forward to travelling and spending time with his family after retirement.