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“It’s hard to build the business up. It’s very hard to enter, and in my opinion, I don’t see a lot of younger originators,” he told MPA. “I’m not seeing as many – there are some good ones, but not as many. I go to some events, and I feel like I’m one of the young ones, and I’ve been in this a while.”
“For those willing to take on the challenge, grit and determination are paramount,” Umholtz said. “I know those are big, broad statements, but you’re going to have to do the work to get the business, and it’s going to take time.”
New loan officers will face closed doors and rejection, but Umholtz stressed the need to persevere.
“You’re going to get doors shut on you. It’s going to take people saying ‘no’, and you’ve got to be OK with that,” he said. “If you’re OK with being uncomfortable, it’ll get you in a groove, and you’ll start finding the people and sources that can send you business.”
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