"Nobody else will put in the work unless you do"
For Liane Moskal (pictured), mortgage agent and team leader at Keyrate Corp., the client trust and professional know-how imparted by extensive industry experience far outweigh the toil that such a hard, lengthy road entails.
“I’ve been in the mortgage industry since 2011,” Moskal told Canadian Mortgage Professional. “I started part-time in 2011 while finishing university. I had an opportunity to work for a major bank with great training in January 2012 where I worked as a mortgage specialist for 7.5 years floating around many different branches in Ottawa, and I learned a lot from many knowledgeable colleagues about finances, not just mortgages.”
These proved to be robust foundations for Moskal’s eventual entry into the Keyrate system.
“I joined Keyrate in April 2019 in a very intense training program with Danny Ibrahim while starting with no clients and a brand new email address,” Moskal said. “The most challenging part of leaving a bank to start over with an independent brokerage was having to rebuild my clientele and the way I do business. I needed to get out of my comfort zone on social media and revise my marketing strategy as well as learn many new lenders’ guidelines and products that could help clients.”
An innate confidence in her exceptional abilities also helped.
“Working in a male dominant industry as a young woman has been a challenge, but I held my ground that I belong and I am not going anywhere,” Moskal said. “I have grown my business in [the following years] as a broker expanding my portfolio of clients in ways I didn’t think possible.”
Aside from the patience honed by her previous industry stints, Moskal said that her Keyrate tenure highlighted the myriad benefits that only a proactive approach can bring.
“A great lesson is nobody else will put in the work unless you do,” Moskal said. “I put in a lot of work in my 20s, and into my 30s mortgages have become much easier as I have a system in place and a lot of knowledge.”
At the same time, the input of more experienced veterans should always be a welcome component.
“You can’t do it alone,” Moskal said. “Find specialists around you and grow your own network of other professionals so they can help your clients… Put in many hours in the beginning, ask all the questions, find a mentor, get as much training as possible, get out there to let the world know what you do and how you can help.”
This applies to all sides of the transaction.
“Reach out to realtors, financial planners, appraisers, insurance brokers, lawyers, anyone in the industry that you build your clientele and vice versa,” she stressed. “It’s all about teamwork in this industry… Mortgages and any full commission self-employment can be difficult. It is important to have support around you.”
A mortgage professional should also never underestimate the value of personal relationships, especially in the difficult path towards establishing one’s business as a credible industry force.
“My husband was a big supporter of mine. Some years were OK, and some years were very successful,” Moskal said.
Ultimately, these bonds are likely to reflect on the customer’s experience.
“The lesson I learned is, the better experience the client receives, the more likely they will refer you to their friends and family – ultimately growing your business,” Moskal said. “I review all documents and have detailed discussions on their situation, and then give them actionable steps to take. Setting up my clients who want to invest in real estate is creating a plan and strategy to reach their financial goals. With my own experience, I can relate and give advice about renovations, being a landlord, and having multiple properties.”
All of this was born out of her inherent love for mortgages as a concept, “because it was ‘real’ numbers that I can relate with to help clients.
“I always enjoyed my business classes in university – mostly accounting as it was real life numbers that anyone can relate with and need help understanding,” Moskal said. “Working with mortgages is the career for me because the harder you work the more experience you get to educate clients, which is very rewarding.”
