Broker to Broker Podcast: Laura Ray – Ep. 259

Episode 259

Host: Marc Summers (AIME’s Founding President)

Guest: Laura Ray (Loan Originator at Liberty Mortgage)

This week’s episode features Laura Ray, who spent most of her career in construction and water damage before finding her way into mortgages in 2016.

Now a loan originator at Liberty Mortgage, Laura shares how she built her business on genuine relationships, why she still takes notes on index cards, and how she’s shifting her focus to recruiting and training the next generation of loan officers.

She also reflects on her experience at FUSE in Austin and the reminder that the touch points that built your business are worth keeping.

Key Takeaways:

• – Why taking the time to listen to clients builds trust that lasts.
• – The importance of staying involved in every loan from start to finish.
• – How she’s training green loan officers by giving them structure and a method.
• – Why technology and AI are tools to enhance, not replace, human connection.
• – The value of FUSE and the reminder to get back to the basics that built your business.

Golden Nugget: “My first several conversations with clients don’t even involve interest rate. I want to know about them. I want to know why they want to buy a house, what their concerns are, what their fears are. That’s how you build trust.”

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