We were lucky to catch up with Kristin O’Neil recently and have shared our conversation below.

Hi Kristin, thanks for joining us today. Before we get into specifics, let’s talk about success more generally. What do you think it takes to be successful?

The answer I will give as I approach 40 in a few weeks is very different than the answer I would have given at 25 or 30. I used to think being successful had to do with the number of closings I had in a month. I would have told you that out working the competition, putting in 60 plus hours a week, and meeting every person under the sun is what it would take to be successful. Looking back on my nearly 15 year career my idea of success has shifted. I measure success in the number of families I help, the number of hours I spend outside with my children, the number of meaningful relationships I was able to build with my clients throughout the year. While it still takes a lot of dedication, hard work, and long hours to be successful it is so much more than that. I have found my most successful stride when I let my guard down and let my clients get to know my authentic self. I have found success by building meaningful relationships not only with my clients but my referral partners. I realized that if I wanted to level up and take my success to another level I could not be everything to everyone. I truly focused on the people I loved to be around and enjoyed working with and it has taken my business to another level.

Any stories or insights that might help us understand how you’ve built such a strong reputation?

I wish I had some elaborate strategy or flashy marketing plan to thank, but in all honesty, I just did what I said I was going to do — over and over again. It really is that simple.

From the very beginning of my career, I’ve treated people the way I’d want my own family to be treated. I put my clients’ well-being and long-term financial future above everything else, even if that means advising someone to wait to buy or walking away from a deal that doesn’t truly serve them.

There’s so much noise in the industry these days — about the market, rates, and everything in between — but I try to stick to the basics and really listen to my clients’ goals. Over time, that type of consistency has built trust not only within my community and with my clients, but also with my real estate partners and peers in the industry.

My role isn’t just about getting someone to the closing table. It’s about being a guide, an advocate, and a steady presence in what can otherwise be an overwhelming process.

It’s truly the little things that matter: returning calls when I say I will, showing up prepared, and being as transparent as possible — even when the news isn’t great. I do my best to educate clients at every step. I don’t overpromise, I don’t use scare tactics, and I never treat people like just a number.

I truly believe that if you put people first, the rest will follow. That’s been the foundation of my business from day one, and it’s what continues to build my reputation today.

Let’s talk about resilience next – do you have a story you can share with us?

Starting my career in 2008, just as the housing market was crashing, shaped everything about how I run my business today. I didn’t know it at the time, but being thrown into the industry during its most volatile moment would become the foundation for how I approach lending—with empathy, perspective, and a relentless focus on education. I wanted to throw in the towel every single day for a very long time, but I’m so glad I didn’t.

I was in my early 20s, brand new to the industry, and suddenly fielding calls from people who were scared they might lose their homes. I hadn’t even had a mortgage myself yet, but I did my best to stay grounded, listen, and help however I could. It was emotional, overwhelming, and heartbreaking.

That experience stayed with me. It made me realize how critical it is for clients to fully understand what they’re getting into. Buying a home is one of the biggest financial decisions a person will ever make. When someone isn’t given the full picture or is rushed into something that isn’t right for them, the consequences can be long-lasting.

There’s a lot of noise in the industry today—about rates, headlines, and quick-fix solutions. One thing I see far too often is loan officers pushing clients into 100% financing programs simply because it seems like the easiest path. It’s human nature to want to give people what they ask for, and let’s be honest, who doesn’t love the idea of “free money”? I love grants and down payment assistance programs as much as anyone. But the truth is, in many cases, they don’t make the most financial sense.

I try to slow things down and have real conversations with my clients. I’ll say, “Let’s walk through a few real-life scenarios. If rates drop in the next year and you don’t have enough equity to refinance, will you be disappointed that you missed the opportunity to lower your monthly rate and payment? And if something unexpected comes up — like needing to relocate — would you be in a position to sell without taking a loss?” These aren’t always easy questions, but they’re the ones that matter most.

These aren’t scare tactics. They’re real, very possible situations that I’ve seen play out time and time again over the past 17 years. It’s easy to get caught up in the excitement of closing day, but I want my clients to think long term. What does life look like in five years? In ten?

My own journey through the highs and lows of this industry has made me extremely intentional. I take the time to walk clients through every scenario—what works for them now, and what will serve them best in the future. Resilience, to me, is about more than just surviving a tough season. It’s about learning from it and using that knowledge to protect the people you serve.

Contact Info:

• Website: https://www.opendoorlending.com
• Instagram: opendoorlending
• Facebook: https://www.facebook.com/OpenDoorLendingSolutions/
• Linkedin: https://www.linkedin.com/in/rvaloanofficer/

Image Credits

Photo Credit: Jen Nicole Photography