She calls 2022 "a year to remember" despite challenges
“It is going to be a year to remember,” Irina Slyusarchuk said confidently.
Coming off a pandemic-driven housing boom, 2022 has brought opportunities and headwinds for Slyusarchuk, loan originator and vice president of sales at AD Mortgage. The mortgage market turmoil has hit both brokers and consumers hard. Slyusarchuk, however, is not afraid to live up to the challenge.
The Miami-based mortgage originator joined Mortgage Professional America for an exclusive interview, sharing her mortgage journey and the lessons she has learned in navigating the “ups and downs” of the market over the past two decades.
Mortgage Professional America: Can you tell us about your mortgage journey? How did you come into the industry?
Irina Slyusarchuk: For the last 20 years, I’ve been in the industry. When I was younger, I was looking for a job that would suit me. I’ve got very lucky. The mortgage industry caught my attention. I’ve tried, and it was it. With all the ups and downs of the market for the last 20 years, the mortgage origination business has always kept me busy. Each deal is unique, and it makes the job interesting all the time.
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MPA: How do you maintain referral relationships (which ones are most effective)?
IS: You are always there to answer questions and help people even after closing the loan. Take time and patience to answer people’s questions and connect them with the property department or source to solve their issues.
MPA: What’s your most unconventional advice for building your referral network?
IS: Not so unconventional, but it works. “Go the extra step.” Smile before you answer your phone. Try to find a solution for people’s issues. Send them a Homestead application, and help with website issues or escrow issues. Even if you see that the deal won’t benefit the borrower, always give them the best advice – even if it means you could lose a possible deal. That way, people find out that they can trust you, your judgment, and your word. They will eventually come back or refer a friend.
MPA: How do you engage with and empower clients during the homebuying process?
IS: Be patient and calm, but also firm. “Yes, I understand your frustration, and you did send us that document. Thank you very much for it. But we still need these additional documents.”
MPA: What energizes you about your work?
IS: To see the result. To see people’s dreams come true – the dream of owning their own house/apartment, dreams of increasing their investment income, the dream of refinancing their house to improve their lives
MPA: How has economic uncertainty impacted your business recently?
IS: The business got to slow down. But that gives us time to focus on marketing and networking.
MPA: What is your market outlook for the mortgage space in 2022?
IS: 2022 was/is the most unpredictable year of all, with such low rates and increased volume of the business at the beginning of the year, to the rising rates later on. It is going to be a year to remember.
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MPA: Share with me something about yourself that you’re working on improving and how you think your business will be better/more productive/run more smoothly once you’ve accomplished your goal.
IS: Since there is a bit more time now, I am trying to improve networking and meet more new people. This should bring more clientele.
MPA: What advice do you have for originators looking to grow either their own business or within the company they work for?
IS: Never give up. It will take time to grow. But stay positive and keep working. Look for a new way to grow your business and grow your clientele.
