What makes Josh Jampedro different when compared to other loan officers?

Personal Connection in Mortgage Sales

Creating a personal connection with clients is key to distinguishing myself from most loan officers in the business. I believe the biggest difference is building relationships rather than focusing solely on sales. One way I do this is by sending a physical card to potential clients as soon as they fill out an application and provide their address. The card is a simple gesture, with no sales push—just a message saying, "I look forward to working with you. If you have any questions, let me know." In today's digital world, a physical touchpoint like this stands out, creating a unique and memorable connection. It's like a virtual handshake in an increasingly impersonal business environment.

Maintaining Personal Engagement

Everything we do nowadays is digital—on our phones, with no physical connection to anyone. When I send something physical, it surprises people and opens the door for a relationship. I aim to build that connection by learning about their interests, whether it's sports or another commonality, and staying engaged with them. However, I don’t follow up every 30 days to ask, "Have you found a house yet?" That approach can feel pushy and transactional. Instead, I send emails based on their interests or things they like, sporadically and without an agenda. This method keeps me in front of them in a natural, modern way without being overbearing.

Staying Top of Mind

My goal is to remain top of mind without having to constantly remind clients that I’m their loan officer. They already know—they have my email signature, my phone number saved, and they’re aware of what I do. My focus is on staying in touch in a personable way so that when they’re ready, I’m the first person they think of. In this business, the sales cycle can be long, and clients often choose the person they like best, not necessarily the one they hear from most frequently. However, it’s important to stay in front of them regularly, as sometimes the last person they talk to wins the business—like when a realtor introduces their loan officer at the last minute. By staying present in their lives in a meaningful, non-salesy way, I ensure I’m not forgotten when the time comes.

The Difference Between Sales and Education

The biggest separator between loan officers who do well and those who just do it for a living is the mindset of sales versus education. Some loan officers constantly feel like they’re in sales mode, but the reality is, we’re not selling houses—people don’t want a mortgage; they want help navigating the home-buying process. There’s nothing to sell, but there’s plenty to educate. Those who lean into the educational side, guiding clients through their journey, are the ones who ultimately win the business. When it comes time to buy, clients don’t want the salesperson—they want the person who took the time to educate them and help them understand the process. That’s where the real value lies, and that’s what sets me apart.