Despite being thrown in at the deep end, this mortgage professional has carved out success in the industry. Here's how she did it
Since getting her loan officer license three years ago, Jeanette Shields has been quickly thrown into a turbulent market. “I joined after the rates got high,” she told Mortgage Professional America. When she entered the industry, interest rates had just increased, and she stepped into one of the toughest housing environments in memory.
But after a rough few years in the market, Shields said that buyers are changing their mindset.
“People finally are not scared. They're accepting kind of where we're at,” she said. “They're realizing it's still a good investment. It's still a good time to buy.”
As someone who learned the ins and outs of the industry in the crucible of the housing market over the past few years, Shields has picked up some strategies and insight into what’s important in navigating a difficult environment.
“One, education. Two, social media,” she said.
For Shields, that educational component is a critical part of the job. “You would be doing your clients a disservice if you didn't educate them consistently throughout,” she explained. “We're supposed to be the experts. So, if we're the experts, we're supposed to know what's going on in the industry and what rates look like.”
Shields emphasizes social media as a prime way to increase referrals instead of relying on cold calls. “I feel like social media is reaching people at an all-time high right now,” she said. “Making sure that your presence is known, getting those reviews, and by getting those people to refer you, you are able to get that retention.”
Now, Shields will bring those lessons learned to a new company, moving to Mortgage Edge just two weeks before MPA spoke to her.
The transition, by her account, has been seamless. “The onboard and everything... has been so great, and I appreciate all the love and support I've gotten since being there,” she said. “I love the culture and love their values and what they stand for.”
So, what does taking market share really look like for her? “Being educational. Setting yourself apart. Making yourself available. Having the communication and having the hard conversations,” she said. And, critically, “answering your phone.”
For Shields, it's also about authenticity. “Don't overpromise and underdeliver,” she said. “Just shoot people straight, because at the end of the day, that's what they want—especially with the biggest purchase of their life.”
She’s not only leaned into her own growth but credits AIME—the Association of Independent Mortgage Experts—for laying the foundation. “Three years ago, I got licensed, and I had passed my test. The first event I went to was five days later—AIME Fuse,” she said. That single event expanded her network and shaped her trajectory. “I met so many great people. I met so many beautiful women in mortgage that I have now been very close friends with.”
It didn’t stop at friendship. The community aspect has turned into business. “I've had referrals sent to me as well as referred to me,” she said. “Just people I can lean on, and mentors. Everyone here is such a community.”
