If you’ve been in the mortgage industry for more than a few years, you’ve probably had that moment—the one where you ask yourself: “How do I keep pushing forward when the market feels like it’s pushing back?”

In a recent episode of The 360 Experience podcast, Tim Braheem sat down with longtime industry leader, Rose Marie David. Her journey from top-producing loan originator to executive leadership at CMG Home Loans is filled with timeless lessons on personal growth, leading through adversity, and adapting when your vision doesn’t go as planned.

Whether you manage a team or are a solo originator, this conversation is for you.

Why Every Loan Officer is a Leader—Whether You Like it or Not

“Don’t tune out just because you don’t have ‘manager’ in your title,” Rose Marie reminds us. “We’re all leaders—of ourselves, of our families, and of the experience we create for our clients.”

✅ Leadership is not a job title. It’s a decision to show up with integrity, clarity, and consistency.

If your pipeline is stuck or your motivation is slipping, it’s time to lead yourself with more intention. Start by asking:

• What kind of experience am I creating for my clients?
• Do I have a clear vision for what success looks like in my business and life?
• Am I managing my time and energy like the CEO of my own practice?

The Secret to Growth Isn’t Tactics—It’s Vision

Too many originators try to fix tactical problems (scripts, lead gen, marketing) without addressing the real issue: they don’t know what they want.

“When I went from doing $30 million to $300 million, it started with vision—not tactics. I had to get clear on what I wanted it to feel like. Then the strategy came easily.”

If you’re plateaued in production, consider this:

• Are you dreaming big enough?
• Have you taken time to define your 3-year vision—financially, emotionally, and professionally?
• Are you starting with the end in mind and reverse-engineering your actions?

🔥 Tip: Write a one-page vision statement for your life and business. Then use it as a filter to say “yes” or “no” to everything.

How to Break Through Fear and Resistance

Every originator hits a wall at some point. The difference between the top 1% and everyone else? They step into the discomfort and keep going.

“I don’t think I’m especially bold—I was just raised to be unafraid of trying. That support gave me the freedom to fail.”

Rose Marie’s advice for navigating uncertainty:

• Let go of attachment to outcomes. Focus on what you can control: effort, mindset, and consistency.
• Detach from the plan, not the vision. If the route changes, keep moving toward your North Star.
• Know that discomfort is part of the process. Growth happens when you lean into the burn, not avoid it.

What Today’s Top Originators Are Doing Differently

What should originators be focused on right now to succeed?

“You’ve got to get outside the box. This market requires reinvention. The same old strategies won’t cut it.”

Here’s what’s working:

✅ Diversify Your Lead Sources

• Add non-QM, reverse, and bank statement loans to your toolkit.
• Build new referral channels: CPAs, HR departments, YouTubers, and online educators.
• Don’t just “try harder”—try different.

✅ Reconnect With Your Database

• Stop assuming your past clients don’t need you.
• Bring back the annual mortgage review—even when rates are high.
• Stay top of mind so you get the next call from their neighbor, coworker, or kids.

✅ Embrace Technology

• Use AI and automation to reach more people with less effort.
• Leverage social media video and content to expand your personal brand.
• Build a multi-state presence—geography is no longer a limitation.

Leading a Sales Team in Tough Times? Start Here.

If you’re in a leadership role, you’ve felt the weight of this market. But Rose Marie has some strong words of encouragement:

“Close the gap. Your people are craving clear, frequent, transparent communication.”

Here’s how leaders can show up stronger:

1. Communicate More Than You Think You Need To

• Have a weekly rhythm of updates, wins, and market context.
• Don’t sugarcoat tough news—be honest, clear, and forward-looking.

2. Coach to Vision First, Tactics Second

• Help originators define what success looks and feels like.
• Once they’re anchored in vision, then move into strategy.

3. Become a Better Leader—No Matter Your Role

• Study leadership. Practice servant leadership.
• Equip your people to win, and they’ll never want to leave.

Managing Your Time: Vision is the Filter

If you feel like you’re always busy but not always productive, Rose Marie shared one of the most powerful tools for time management:

“Once I got clear on vision, I could filter everything. If it didn’t align with my end goal, it was an easy no.”

Her high-performance tips:

• Do a 3-day time audit once a year. Track every task. Reassign anything that isn’t your highest and best use.
• Identify repeat questions or bottlenecks in your process. Then systematize or solve them.
• Empower others to lead. You don’t need to do it all yourself.

Final Words: What I’d Tell My 18-Year-Old Self

Rose Marie ended with timeless advice every originator should hear:

“Pick something you love. Genuinely care about people. Be willing to work hard. Say yes to the role no one wants, and be bold enough to try the one everyone dreams of.”

In a market full of fear and noise, the answer isn’t outside you. It’s in reconnecting with your vision, showing up with heart, and leading yourself like someone whose future depends on it—because it does.