We caught up with the brilliant and insightful Brandon Hern a few weeks ago and have shared our conversation below.

Brandon, appreciate you joining us today. So, let’s start with a hypothetical – what would you change about the educational system?

One of my favorite memes is – its great I learned about Trigonometry to prepare me for this tax season! Long story short, it seems we spend a lot of time in our schools learning about concepts and applications that do not serve us as productive citizens. What is a productive citizen? I would suggest a productive citzen could read, write, do basic math, know their rights under the Declaration of Independance and Bill of Rights, understand basic laws, undertand basic tax code, know how to use the banking and credit system, the list goes on. Is history important – 100%. Is math important – 100%. What I am suggesting is to re-think how we teach these subjects to support a more productive citizenry.

As a general rule of thumb, I am not a fan of heavy systems of governance. In simple terms, I am not a fan of helicopter parenting or over-reaching laws that restrict our personal freedoms. In the business world, we would prefer to allow the money to manage the employee as opposed to a manager appointed to provide reward and punishments. If the system of pay was structured in such a format where incentives were linked to behaviors that drove profit, the system will manage the workers. In schools, students are being rewarded for memorizing what is thought and punished for making mistakes. The coin needs to be flipped – the students should be rewarded for critical and creative thinking as well as taking bold risks and making mistakes.

Brandon, before we move on to more of these sorts of questions, can you take some time to bring our readers up to speed on you and what you do?

Most people who have purchased a home and done a home loan went through a broker or bank. Imagine if you could instead use an actual Loan Officer? The biggest difference between myself and my peers is this – I am an actual Officer.

After 10 years in the US Army as an Infantryman and Infantry Officer, I carry with me all the lessons learned and core values that are embedded with leaders of that caliber. I take full responsibility for the transaction, the relationship and all the happens or fails to happen when we work together.

The best part about my job is serving people who want to be treated professionally, promptly and with transparency. It is very common that I get a phone call after someone had a bad experience or even an average experience with another lender and is just wanting someone to be honest with them. I got your back.

What’s been the best source of new clients for you?

If you are a loan originator, your social media feed is probably loaded with ads on coaching, lead genneration, or flashy new products that can help you win more deals. The bottom line – don’t take the bait.

Business is built through hard work, integrity, and professional relationships with other business leaders who are geniunely interested in helping you. If you do not want to be a flash in the pan, don’t buy into the flash in the pan sales pitches. Yes, you can get leads from online marketing. Yes, you can win more deals if you do every type of loan under the sun. And yes, you can improve your performance with a great coach. However, there is no quick fix and everything comes at a cost. What I am suggesting is that you first evaluate where you are at and take a hard look in the mirrior. Do you have all the skills you need to be successful in this business? If yes, next question. If no, fix it – go get those skills. Do your business partners support your business? If yes, great! If no, why not? What areas are you failing in?

New clients will flow to you if you hold the professional standard that clients are looking for. As Bill Walsh once said, “I had no grandiose plan or timetable for winning a championship, but rather a comprehensive standard and plan for installing a level of proficiency — competency — at which our production level would become higher in all areas, both on and off the field, than that of our opponents. Beyond that, I had faith that the score would take care of itself.”

What’s a lesson you had to unlearn and what’s the backstory?

I have failed a lot in my life. A lesson is best learned through failure as it will be a lasting lesson. My time in the US Army was full of peaks and valleys, wins and failures. Wrestling in high school and at Oregon State Unniversity built a toughness and resilence in my soul that has stayed with me to this day. Taking personal accountability of my actions and results that I was responsible for second nature to me as I neared the end of my military career.

When I first got into this business, I took it as the standard that everyone – title, realtors, clients, appraisers, inspectors, roofers, etc… – felt the same way. I wrongfully assumed that everyone was a professional and would do the best work they could, regardless of incentives. I was dead wrong. It cost me business. It cost me friendships. It cost me sleepless nights.

I had to re-learn to inspect what you expect. I had to re-learn and re-institute accountability checks. Not just for other people, but for myself as well. This was a new business with lots of moving parts that was emotionally charged and had pretty high stakes. I had to re-think my approach and that ultimately led to where I am now – I take full responsibilty of everything that happens or fails to happen. I have more professional relationships now with my vendor partners and borrowers.

Contact Info:

• Website: https://www.imctx.com/
• Linkedin: https://www.linkedin.com/in/brandonhern/