Top Originator Spotlight: AD Mortgage’s Irina Slyusarchuk

MPA: What’s your most unconventional advice for building your referral network?

IS: Not so unconventional, but it works. “Go the extra step.” Smile before you answer your phone. Try to find a solution for people’s issues. Send them a Homestead application, and help with website issues or escrow issues. Even if you see that the deal won’t benefit the borrower, always give them the best advice – even if it means you could lose a possible deal. That way, people find out that they can trust you, your judgment, and your word. They will eventually come back or refer a friend.

MPA: How do you engage with and empower clients during the homebuying process? 

IS: Be patient and calm, but also firm. “Yes, I understand your frustration, and you did send us that document. Thank you very much for it. But we still need these additional documents.”

MPA: What energizes you about your work?