High Tech, Higher Touch: How Top Mortgage Advisors Are Winning in Today's Market - W/ Jake Vermillion, Mortgage Champions

In this episode of Loan Officer Life: Hustle, Heart & Homeownership, Brian Vieaux welcomes Jake Vermillion from Mortgage Champions for a candid, tactical, and energizing conversation about what separates top-performing loan officers from those simply surviving today’s tough market.

As someone who works with lenders and loan officers across the country, Jake shares firsthand insights into what’s really driving results right now—and spoiler alert: it’s not interest rates or tech stacks. It’s mindset, methodology, and showing up.

Jake kicks off by noting a major shift among mortgage executives: many feel they’ve figured out their technology investments and are now turning their attention to people—specifically, unlocking the full potential of their originators. It's no longer about tools and processes alone. It's about empowering advisors to perform with excellence.

Brian and Jake dive deep into how the best LOs are reframing their role from “loan officer” to “homeownership advisor,” building longer-term trust by co-piloting the mortgage process. They challenge the myth that today’s consumers want a self-serve, Amazon-style experience for something as complex as a home purchase or refinance.

Instead of rushing to send a link, top advisors are walking step-by-step with borrowers through the loan application—using that time to build trust, clarify misconceptions, and demonstrate expertise. Jake calls this the new battleground: being present at the moments that matter.

Brian shares powerful data from the JD Power 2024 Mortgage Origination Satisfaction Study showing that consumers who engage with a lender before submitting a loan application are 54% less likely to apply with anyone else. That early trust, built through conversation—not automation—is the ultimate conversion tool.

Other highlights include:

• Why time spent equals trust earned—and how even inexperienced LOs can win simply by showing up

• The dangers of assuming younger buyers want to self-serve—and why the opposite is often true

• A real-life story of a new loan officer who went from 1 to 20 loans/month just by attending open houses

• Why local LOs must lean into their superpower: being face-to-face in the community

• How to reframe home equity, personal debt, and down payments in a way that helps buyers make smarter decisions

Jake also offers a fresh take on how to talk to consumers about money, credit, savings, and options. The advisors who win in today’s environment don’t just quote rates—they educate, they simplify, and they walk with the consumer every step of the way.

Whether you're a new loan officer looking for a path forward, or a veteran trying to reinvigorate your approach, this episode is a tactical playbook for how to show up differently—and win.

Key Quotes:

• “You’re not a gate or a door—you’re a guide. People want to work with someone who makes them feel safe and smart in this process.”

• “The best tech in the world can’t fix a bad experience. It’s still about the human on the other end of the screen.”

• “You don't need to send a link. You need to send yourself—your time, your trust, your voice.”

• “Local is your superpower. Face-to-face beats frictionless every time.”

Resources:

• Connect with Jake on LinkedIn: Jake Vermillion

• Learn more about Mortgage Champions: mortgagechampions.com

• Explore FinLocker & KeySteps: https://finlocker.com/individual-loan-officers-brokers/

If you're ready to stop surviving and start leading, hit play and get ready to rethink everything you know about being a modern mortgage advisor.