Corrina Carter has spent almost 25 years as a member of the wholesale channel including 15 of those years as the President and CEO of her own brokerage. Through it all, Carter has perhaps been most successful at taking charge of her own destiny and determining her path towards building a profitable business.
What interested you in starting a career in the mortgage industry?
I joined the mortgage industry because I wanted to start my own business and build a career that I could control.
What’s a career highlight you’re most proud of?
I’m most proud of hitting my 15-year milestone of owning my own brokerage.
What’s unique about your business?
My business is unique because the whole team here at CMS is heard daily – I like to think that we all have as much input as the other. Building a team together is hard but continuing as a team creates a family.
How do you approach mentorship with members of your team?
Every person on my team has to mentor someone each year. With COVID-19, Zoom has made this somewhat easier for those who struggle with mentoring, as they interact more with daily calls anyway. We’ve seen 100% participation in this program and everyone looks forward to it. I like it because it creates accountability and builds the mentor relationship as well.
What’s the biggest obstacle you’ve faced in your career?
The biggest obstacles I’ve faced were struggling to keep my doors open in 2008 and 2011. – having my income cut by 90% but not selling out or shutting down. Also, having enough drive to hang in there and rebuild.
What has been the most impactful change you’ve made over the course of your career?
Changing from not doing it alone, to have trusted people you can delegate your business to and know they care as much as you do. To also make consumer education a focal point of the vision.
What is your business philosophy?
Always treat others as you want to be treated.
What is the most valuable thing you’ve learned during your time in the mortgage industry?
You can never have too many tools in your toolbox, learn as many programs, niche programs, and do not handicap your business by trying to do everything alone or all at one time.
What are the biggest challenges facing mortgage brokers & what’s your advice for overcoming them?
The biggest challenge is creating your process and identifying what that looks like down to the last detail. Not relying on someone else’s process but truly creating your own.
Why have you stayed in the mortgage industry as long as you have?
I love taking people through the process for them to create Happy Memories for years to come. No day is ever the same in the business. I thrive on chances, change and challenges.
How do you see the mortgage industry evolving in the future?
I see the industry evolving to help brokers maintain the personal touch using new technology. The consumer will play a huge role in where we go from here, as the last two years with low rates we have taught them how to shop around for mortgages. The industry will focus more on catering to the consumer than by just relying on what services they like.
If you could go back to your first day in the industry, what advice would you give yourself?
Build your database. I still have clients from 20 years ago, but not many. If I would have utilized a database from the beginning, I could have used it to stay in front of every person I’ve met each quarter even if I didn’t process a loan for them.
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