Top originator lets his personality shine through his transactions

Branch manager has a reputation for being a charming and dedicated originator

Top originator lets his personality shine through his transactions

If you ask Brian Woltman’s clients and colleagues what makes him an exceptional originator, they will tell you that he has a knack for instantly connecting with people.

“My business strategy has always been to treat my clients the way I’d like to be treated and show them that I truly appreciate their time and loyalty,” said Woltman (pictured), a branch manager for Embrace Home Loans in Basking Ridge, NJ. “I think that comes from years of working in customer-facing roles as well as always having a desire to please people, which was ingrained in me at a young age. I think that gets lost in this digital world that we live in, and I work hard to keep it alive in my business every single day.”

The mortgage veteran shared with MPA how he stepped out of his comfort zone and where it had brought him after more than 16 years.

“I got into finance back in 2005. I was working for the National Hockey League, which was a dream job of mine, but I lost that job when the league went on strike. My parents thought it would be a good idea to go work at a bank. I fought that idea tooth and nail, but I actually ended up enjoying it. I really loved helping people with their home financing needs, so I took it all the way to where I am today with Embrace Home Loans.”

Reflecting on his experiences, Woltman mused that his success didn’t come without challenges.

“You can get comfortable in this industry very easily. It’s not hard to make good money,” he said. “For a long time, I felt I wasn’t reaching my potential. The hardest decision I ever made was to disassociate with people who were bad for me to be around. I needed to do things the way I felt they should be done, so I could prove to myself that I had what it took to reach an elite level. That was a very emotional time in my career.”

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The hardest part of his current role as branch manager, Woltman said, is competently relaying information to a client while being yourself. He believes authenticity plays an essential role in sales – with 99% of it depending on one’s ability to confidently get one’s message across while staying relaxed and maybe even making the client laugh or smile.

“Most new loan officers are very rigid and uncomfortable, and customers see that,” he said. “The quicker you can shed that and learn to be yourself, the quicker you’ll have success. It’s all in your personality and ability to relay information in a friendly manner.”

The most important thing, though, is to do your best and try to be at least a little better than yesterday, Woltman said.

“My best advice is to give your life to this industry when you first start so that you can take your life back once you’ve become established. If you’re hungry for it, then go out there every single day and put yourself in a better position than you were in the day before. It can be something as simple as a new pre-approval or even lunch with a realtor. But if you outwork your competition daily, success becomes the only option. Once you’ve made it and established yourself, you can put processes and procedures in place to take back your time when business is rolling in. That’s how you become successful in this industry,” he shared.

Teamwork also makes a huge difference. Striving for the common goal of giving their customers a seamless and enjoyable home buying experience is the glue that holds the Embrace Home Loans team together.

Read more: Embrace Home Loan raises money for local charities at annual event

Woltman also takes pride in the company’s operations, asserting that it makes them stronger as a team. “While my team crosses the t’s and dots the i’s behind the scenes, I’m able to focus on giving my clients the attention they deserve,” Woltman said. “It’s very powerful to have that kind of support.”

The top originator shared that his team is on its 19th consecutive month closing around $10 million to $25 million in loans and has already broken last year’s record of $134 million. They also currently have the company’s volume record in sight, expecting to reach $200 million this year.

“I’m loving everything about my career right now. I enjoy coming to the office and hanging with my team. I love meeting new clients and helping them purchase or refinance their homes, as well as the competitive juices that flow through me every day. Plus, the freedom that working this hard affords me is great. There is no job that could suit my skills and personality better than this one,” Woltman said.