This Week’s Market Reflection: Inspired by BTO Taking Care of Business

Inspired by BTO Taking Care of Business

As many of you know, after seven rewarding years with BankSouth, I joined forces with Jeff Zulauf—one of the top-producing mortgage professionals in Georgia—to launch the Aiken Zulauf Mortgage Group, powered by CrossCountry Mortgage.

At first glance, the idea seemed simple: two highly experienced originators combining best practices from both of our platforms to create what we truly believe is the premier mortgage experience in the state. But as is often the case, execution proved more complex than concept.

One of the biggest challenges came from my transition out of a traditional banking environment. At a bank, loan officers are typically registered, not licensed, meaning there’s no requirement for national or state-level licensing, no 20-hour pre-licensing education, and no need to pass a rigorous 120-question national exam—an exam with a first-time pass rate hovering around 56%. After more than 40 years in the mortgage business, this was the first time since the Reagan administration that I found myself studying for a test. To say the stakes were high is an understatement; passing this exam wasn’t just symbolic—it was essential to continuing my career in the independent lending channel.

After two intensive months of study and the completion of the 20-hour coursework, I sat for the exam. The 15 seconds it took for the computer to deliver the result felt like the longest of my professional life. Fortunately, I passed. I say this not to minimize the skills of bank-based loan officers—on the contrary, my time in the banking world provided the foundation I needed to succeed—but to highlight the real regulatory and educational distinctions between bank and non-bank lending environments.

I share this story to make a broader point. Too often, consumers choose a lender based solely on rate, with little to no research into who they are entrusting with one of the largest financial decisions of their lives. Think about it—when selecting a doctor, an attorney, or a financial advisor, do you go with the lowest-cost provider, or do you evaluate credentials, reputation, and experience?

The mortgage world is no different. With hundreds of loan programs, a wide range of rates and terms, and an ever-evolving regulatory landscape, the expertise of the person guiding you matters. Take the time to research who’s handling your loan. Read their reviews. Understand whether this is their profession—or just a side hustle. Because in the end, the quality of your mortgage experience comes down to much more than the interest rate alone.