Jimmy Hobson earns big by betting on his connection with the people of his state
Jimmy Hobson (pictured) knows the power of being in the right place, knowing the people, and cutting straight to the point. His success proves genuine relationships still outperform.
At a time when automation dominates business strategies, Hobson's direct, hands-on approach sets him apart in Utah’s competitive mortgage market. Hobson, who entered lending at 42, now manages sales for a major brokerage spanning 40 states. Utah’s booming economy and increasingly diverse population have intensified competition, but Hobson thrives by betting on authenticity. Rather than getting lost in tech-driven tactics, he doubles down on genuine interactions and clear communication – proving that even now, trust and real human connection seal the deal.
“My background is actually in the car business,” Hobson said. “I was in sales, then a sales manager. But I got divorced, had custody of my two kids, and needed to not work the car hours. So, I got into insurance sales, started doing Medicare. Then in 2015, with the presidential election coming up and the risk to commissions in Medicare, I figured I needed to hedge my bets.”
That need for stability led him first into property and casualty insurance, and ultimately to mortgage lending.
“I got in these sales groups on Facebook, started generating leads for realtors and lenders. And I thought, man, most of these guys are not any good at their jobs,” he said.
A pivotal conversation quickly set him on a new path. “They told me the average lender in America was 53 years old. I was 42 at the time, and they asked me, ‘What are you waiting for?’”
He didn’t wait. Hobson earned his license and, after spending the initial year and a half mastering lead generation, went full-time in 2018. The results were immediate and impressive.
“I originated $10 million in my first year. Then I went to $37 million, then $73 million, then $100 million,” he said. “Now, I run sales for one of the larger brokers in America and my own branch in Utah.”
Operating in Utah presents distinct opportunities and challenges. “Utah is a great market with a strong economy and a growing population,” he said.
But competition is stiff, especially with a significant presence of credit unions. “Borrowers have options, and it’s up to us to provide the best service and education so they understand what’s right for them.”
Utah’s unique cultural landscape also shapes business dynamics. “Obviously, people know who the Latter-day Saints are. A lot of folks here tend to work within their communities, whether it’s religious or social circles. But Utah is growing fast, and we’re seeing more diversity in the housing market,” Hobson said.
“I don’t think it affects business as much as people might assume, but sure, some folks prefer to work with lenders who share their background. At the end of the day, though, it’s about trust and expertise.”
What truly differentiates Hobson is his hands-on, immediate customer service, reflected by countless five-star reviews.
“A lot of it is, I do a very good job. I signed up for a review service, and I make sure everyone is put into the system. But if you’re not doing a good job, no matter what you pay, people won’t leave reviews,” he said.
His direct approach to customer service is evident. “A month ago, I was sitting on the couch at 8pm, and a guy needed his tax documents. I pulled them up on my phone, downloaded them, sent them over. Done,” he said.
“The cheapest guy out there isn’t the one doing the most volume. The biggest lenders in America are holding their margins because of relationships. They take care of their people and explain how it works, instead of being a call center just trying to make a commission.”
Effectively running business across multiple states demands efficiency and precision. “We’re licensed in 47 states, my team covers 40,” Hobson said.
“We have internal resources and messaging systems where we can get answers in minutes instead of days. It’s about having the right people who know what they’re doing.”
Navigating varying state regulations can be daunting, but Hobson tackles this head-on. “New York and California always have a lot of regulation. New York was one of the worst – we dropped it to pick up other states. Nevada is terrible. You can fill out a packet, and it’ll sit on a regulator’s desk for nine months before they even look at it. Utah, though, is more balanced.”
While some prefer independence, Hobson values the strengths of his hybrid brokerage model. “If you’re a lone wolf and don’t want accountability, you probably don’t want to be in a big company,” he said. “But we’re a hybrid – we have the operations of retail but still have optionality. We can go to 10, 20, 30 lenders, while most lenders just do their own stuff.”
Though he isn’t actively targeting home equity line of credit (HELOC) customers, he emphasized clarity and education. “Some people think HELOCs are the only solution, but often refinancing makes more sense. People get caught up in HELOCs to access their equity and miss better options. If refinancing doesn’t pencil, I tell them clearly, but if they’re going to do it anyway, I’d rather be the one handling it, because I’ll take better care of them.”
His commitment also extends to veterans through VA loans, despite no personal military experience. “My grandfather was in the Army Air Corps in World War II, but I personally have no military background,” he said. “If a veteran has a need, I’ll help them. I’m committed to serving that community.”
Above all, Hobson believes authenticity is paramount. “People know who I am from my social presence. Some like me, some don’t. And that’s fine. Authenticity is everything. I’m not going to pretend to be someone else just to close a deal.”
This direct authenticity defines Hobson’s approach – clear, impactful, and real.
