Rockstar rookie talks about her mortgage path and finding success in this industry
Alexis Lentini (pictured) heard a lot of ‘no’s’ while breaking into a career in mortgage, which started little over a year ago. But, having an aptitude for connecting and empathizing with people, Lentini made the jump to AmeriSave Mortgage in Louisville, Ky., after working at a car dealership.
Now the loan originator is making strides not only in AmeriSave but in this traditionally male-dominated industry. Mortgage Professional America caught up with Lentini and picked her brain on how to build a mortgage career from scratch, the threats facing new originators, and how she’s handling them.
MPA: Can you tell us about your mortgage journey. How did you come into the industry?
AL: I came into the mortgage industry by chance, and it has been the best decision I have made in my career. I was working as a finance manager in a car dealership when I met a gentleman purchasing a vehicle. He was employed in the mortgage industry as a loan originator. When he spoke about his job, the enthusiasm for what he was doing and who he was working for, it had me on the edge of my seat. I knew at that moment, without a doubt, that it was a perfect fit. I was meant to be in this industry. I quickly applied, interviewed, and started my journey.
MPA: What are three events that helped shape your life and career?
AL: I have had several events that have brought me to where I am in my career today. My background is in biology and biochemistry, and I graduated as a pre-dental student. In my senior year in college, I took a career personality test, and I scored extremely high in business and sales. That test and the results made me start to think more about my talents and my long-term goals. I made the decision not to pursue dental school after college and to take a chance in sales. I didn’t have a ‘sales background’ and was told ‘no’ a lot when I started applying. I was undeterred, and someone finally took a chance on me, and I began selling cars. It was a great opportunity, and I learned a great deal from it. I fell in love with the process and helping people accomplish their goals, and when I was awarded salesperson of the month, I knew I had made the right decision. I found my passion in sales. Shortly after, I was promoted to finance manager at the dealership. This gave me a new perspective and the chance to learn about the finance side of the business, which ultimately led me to the mortgage industry.
MPA: What are the threats to your business, your success, and how are you handling them?
AL: The mortgage industry is currently going through a shift in a few different areas. Some may see this as a threat, but, in a lot of cases, it can bring positive changes that benefit the entire process. The main shift I see and feel is in technology. This has changed how we begin communication with the borrower, how we are able to electronically sign documents, and how the borrower can send us documents. This creates a much more efficient and streamlined process to provide borrowers with the best overall experience. Companies or individuals resistant to these technology innovations and changes will find it harder to communicate and ultimately serve their borrowers. I love the fact that AmeriSave has been a leader in embracing the technology transition, and I have been able to use that to my advantage to best serve my borrowers. With things constantly changing in this industry, I use my talents, my ability to adapt, and the amazing resources that AmeriSave has placed at my fingertips to serve my borrowers. Even with borrowers who are not as technologically savvy, we can make the process seamless.
Read more: How can originators secure a softer landing when volumes go down?
MPA: What energizes you about your work?
AL: One of my favorite parts about this business is how much of an impact you can have on someone’s life financially. Helping someone with their home impacts their entire family so quickly. I love having the opportunity to get to know so many people across the country and helping to accomplish their goals. In addition, every loan is different, which allows me to continue to learn and grow. For me, it is more than just a mortgage. A lot of times, I am changing someone’s life by allowing them to consolidate debt, start a new business, or help them buy their dream home. In many cases, I feel like I get to become part of their family, which is truly an honor.
MPA: Have you relied on any mentors throughout your career? What’s one piece of advice that greatly impacted you and your career trajectory?
AL: With the internet and books, there are so many great mentors at our fingertips. I start every morning by listening to or reading something motivational to get my day started on the right foot. As a person, you go through many different seasons in life, so I always try to find the positive and the small miracles even in the darkest times. One piece of advice that I learned from my mom at a young age is to always make at least one person smile every day. I live by this and carry this over into my work. I have had the privilege of working with a lot of great mentors along the way, too that have shaped me into the person I am today. One of my favorite quotes is by Napoleon Hill, who states that “Strength and growth come only through continuous effort and struggle.” I truly believe that with hard work, anything is possible.
MPA: Can you give me any kind of quantification of your success in the past year, and what is your target loan volume this year?
AL: Last year, I had a great year assisting borrowers and learning my craft. It was my first full year in the industry, and with the help of AmeriSave, I truly grew into my role. My goal this year is to continue to grow my pipeline through repeat business and referrals and to add a lot more home purchases.
Read next: AFR president on career longevity and making an impact on the industry
MPA: What advice can you share with women trying to break into the mortgage field?
AL: My advice to women starting in the industry is to not doubt your ability and have fun in every step of the process. Confidence and your upbeat and positive energy is the majority of the battle, and the rest will fall into place. As women, we have amazing abilities to empathize and truly listen and understand the borrower’s needs. This allows us to get a true understanding of their needs and how to assist in accomplishing their goals.
MPA: Where will we find you on a Saturday morning at 10am? How do you unplug yourself from work?
AL: On Saturday mornings, you can find me working out. I start my weekends out with a Barre class to unplug and reenergize.
