"True professionals always figure out a way to navigate through it"
Jonathan Fowler (pictured), vice president of business development at American Financial Network, believes the mortgage industry has a cyclical nature, pointing out that significant changes seem to occur every six to seven years.
The past three years, however, stand out as some of the toughest.
“We have just gone through what has been the worst about three years in the industry that I’ve ever seen,” Fowler said. Yet, he remains optimistic about those who truly care about the mortgage industry. “True professionals...always figure out a way to navigate through it.”
Fowler believes that professional development is a lifelong commitment. He draws an analogy to Michael Jordan, who had multiple coaches throughout his career, even though he was one of the best in his field.
“One of the things that I do, and I kind of pride myself on, is helping individuals in this business...no matter what part of the business they’re in, coaching them.”
Fowler sees coaching as essential to helping people in the industry widen their focus and realize that there are other avenues, systems, and referral partners to explore. Too often, Fowler said, people fall into a pattern of using a “shotgun method”, hoping to catch something. Instead, he advocates for molding individuals into professionals who can achieve their goals consistently, emphasizing that attrition should not be accepted as normal.
On the topic of balancing professional and personal development, Fowler is candid about his own challenges.
“I have to work on it constantly,” he admitted, noting that he tends to prioritize professional growth over personal life. His passion for the mortgage industry is palpable, and his willingness to invest in tools, software, and speaking engagements to further his own development is a testament to his commitment.
“There are things that you can do to improve” during a downturn, he added, reflecting on how he continues to focus on business development even when the market isn’t favorable. He then brings these lessons back to his team, helping them stay ahead of the curve.
One of Fowler’s strengths is his ability to connect the right people with the right opportunities, a skill he attributes to a combination of personality testing and attentive listening.
“I’m a huge believer in any of the personality tests,” he said, adding that understanding how people work and what motivates them is critical. For him, customer service must be a top priority, along with a willingness to work on the consumer’s timeline.
“If realizing that people...maybe don’t have the ability to speak with you from nine to five, it’s a weekend, it’s after hours, it is twice on Sundays, whatever that may be...If these are things that bother you, then I just don’t think that you’re going to be a good fit.”
Fowler also believes in the power of social media as a tool for growth. Initially sceptical, he now considers it indispensable.
“Social media is the easiest, greatest platform to be in front of the people that are looking for you anyway,” he explained. According to Fowler, platforms like LinkedIn, Facebook, and Instagram are teeming with potential clients, particularly those who could benefit from owning homes or investing in real estate.
For him, it’s about connecting with renters, people sitting on stagnant cash, or young individuals in tough living situations, all of whom can be reached through social media. And his own success on these platforms is evident.
“It’s made me the seven-year-in-a-row most connected mortgage professional in the country,” he notes, with over 30,000 followers on LinkedIn alone.
Fowler teaches others in the industry how to harness the power of social media, particularly through organic growth strategies.
“If they’re not using it at the present time to talk to whoever it is that’s out there that needs their help in my industry,” he said, “they’re missing a huge opportunity.”
