How elite brokers keep clients coming back – even in a tough market

Housing and mortgage activity is still sluggish, but the phone is still ringing for these seasoned originators

The US housing and mortgage markets aren’t exactly roaring right now, with elevated mortgage rates and an affordability crunch continuing to weigh down on many hopeful buyers.

But while some mortgage brokers are feeling the pinch, others are keeping a steady stream of business coming in – the product of years spent honing their marketing strategies and building a robust network.

That may seem a daunting task, especially for newer originators taking their first steps in the profession. But elite brokers on a panel at the recent Rocket Pro Experience in Detroit had a common message for every mortgage professional in attendance: consistency and resolve are key ingredients that can help any broker eke out success, even in a tough market.

Shane Kidwell (pictured, top left) of Dwell Mortgage was a firefighter before entering the mortgage industry, taking the leap into a world he had little expertise in and no existing book of business.

But a consistent approach proved a crucial part of his successful switch. “The consistent people are going to win,” he said. “If I show up and do the same thing every day, I’m going to win more often than not. And that consistency piece was huge for me.”

By Fergal McAlinden

09 October 2025 READ THE FULL ARTICLE HERE