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Behind the Broker: From Banker to Broker – Insights from Kelly Mann

In the latest episode of The Mortgage Broker Podcast, we welcomed Kelly Mann, a top agent at A Better Way Mortgage Group and a seasoned mortgage professional with over 26 years of experience. This special installment of the "Behind the Broker" series dives deep into Kelly’s incredible journey, the lessons she’s learned, and her strategies for thriving in an ever-changing mortgage industry. Here are the key takeaways from her inspiring career story.

Building Relationships: The Cornerstone of Kelly’s Success

From the beginning of her career at a credit union to her evolution into a leading broker, Kelly emphasized the importance of building strong client relationships. Early on, working in a branch environment taught her the value of consistently connecting with people and fostering genuine relationships.

“People always remember how you make them feel,” Kelly explained. Her empathetic approach and personalized service have been pivotal in earning client trust and generating repeat and referral business. She ensures every client interaction, whether it’s a mortgage transaction or simply a question about finances, leaves a lasting positive impression.

Adapting to Change in the Mortgage Industry

The mortgage industry has undergone significant shifts over Kelly’s career, from changes in lending rules and mortgage terms to technological advancements. While these changes have brought challenges, Kelly views them as opportunities for growth.

“You have to leave your old world behind and be open to learning,” she shared. Kelly’s adaptability and willingness to embrace change, such as moving from a traditional lending environment to the broker channel, have been essential to her success. Her advice to newcomers: find your niche over time but stay open to opportunities.

The Leap to the Mortgage Broker Channel

Transitioning from a bank to the broker side wasn’t just a career move—it was a lifestyle decision. Kelly wanted more control over her work-life balance and the ability to build a team.

“Becoming a broker gave me the freedom to design my business and my hours,” she said. This freedom also allowed her to focus on becoming a comprehensive resource for her clients, handling everything from residential and commercial lending to agricultural deals and investment strategies.

While the transition came with challenges, Kelly’s ability to network and leverage partnerships has been instrumental in her growth as a broker.

Keys to Building a Strong Network

Kelly’s expansive network of lenders, underwriters, and real estate professionals is one of her greatest assets. She emphasizes the importance of developing and maintaining relationships across the industry.

“If you don’t know something, figure out who can help you,” she advised. By surrounding herself with top professionals and investing in partnerships, Kelly ensures she’s equipped to handle any client request.

Practical Tips for New Brokers

For those just starting in the mortgage industry, Kelly’s advice is straightforward:

1. Develop Systems: Create consistent processes for handling transactions to ensure every client receives the same high-quality experience.
2. Time Block: Dedicate specific times for client meetings, follow-ups, and administrative work to maintain organization and avoid chaos.
3. Invest in Relationships: Whether it’s with clients, lenders, or referral partners, strong relationships are the foundation of a successful career.
4. Leverage Technology: Use tools like CRM systems and platforms like Velocity to manage your pipeline effectively and stay on top of client needs.

Finding Work-Life Balance

As someone who’s experienced burnout from overworking, Kelly highlights the importance of setting boundaries and delegating tasks. By building a team and focusing on high-value activities, she’s found a better balance between her personal and professional life.

“The value it’s added to my life is priceless,” Kelly shared. Her shift to the broker channel has not only improved her work-life balance but also allowed her to focus on what she loves most—helping clients achieve their financial goals.

Looking Ahead to 2025

Kelly is already planning for a strong year ahead, focusing on critical months like April, May, and June. She’s confident that as paused projects, such as construction developments, resume, opportunities will flourish.

“If you’re not organized now, you’ll miss the opportunity later,” she emphasized, stressing the importance of preparation and goal-setting.

Kelly’s Closing Advice

Reflecting on her career, Kelly advises new professionals to believe in themselves and focus on building systems early.

“If I had a database set up from the start, I’d probably be retired by now,” she joked. Her message is clear: invest in your growth, surround yourself with supportive people, and never stop learning.

Kelly’s journey is a testament to the power of adaptability, relationship-building, and perseverance. Her insights are invaluable for anyone navigating the dynamic world of mortgage brokering. If you’re inspired by Kelly’s story, consider reaching out to her for mentorship or advice. As she said, “I love what I do, and I love helping others grow.”