Success in mortgage sales comes down to four key pillars, says Lori Chrz, Account Executive at Newrez and a 2025 Top AE, according to Scotsman Guide®. She firmly believes that by mastering the ability to balance accessibility, communication, visibility and knowledge, you can become the salesperson that every broker wants to work with.
Lori joined our video series, Newrez Voices, to talk about what sets apart the AEs and salespeople who achieve excellence and how working with Newrez helps mortgage professionals to do their best work.
Lori is well known for her expertise on the team, which comes from a proactive approach to learning and making the most of on-the-job training. She advises others to learn the latest guidelines, resources and technology to keep on top of updates and best practices. Newrez’s library of resources for our broker partners is a great tool for expanding your knowledge.
What Makes Newrez Different?
1. People-centric Mortgage Sales
People, culture, and collaboration are fundamental parts of what makes Newrez successful. Newrez strives to add a genuine human touch and passionate approach to all that we do. This applies to every interaction we have, whether internally, with broker partners or with our borrowers. While the mortgage industry has been shaped by tech in recent years, it’s this people-first approach that makes Newrez stand out.
2. Cutting Edge Technology
Our technology is constantly improving and we’re always open to feedback from our broker partners. The Blueprint system is tailored for brokers, but borrowers also get the chance to log into an online portal that makes each point of their mortgage application seamless. This is ideal for those borrowers who would rather self-serve during the mortgage process.
3. Smart Non-QM Loan Products
Newrez’s non-QM products, aka our Smart Series loans, give Newrez and our partners a competitive edge.
Brokers can now take on applications from non-traditional borrowers, such as those who are self-employed or asset-rich, thanks to Newrez’s Smart Series products. These loans are written in-house, granting us control and greater flexibility to offer loans to all types of borrowers—and giving brokers a huge competitive advantage!
While brokers are often apprehensive about non-QM products, we have lots of resources to support our partners and dedicated AEs to answer any questions.
What Technology Can’t Change
The mortgage industry has seen drastic changes in the past few decades thanks to the advancement of online lending platforms, and now the advent of AI is causing even more change. Mortgage professionals are increasingly using automation tools, online portals, innovative technology and new methods of communication in their work. This affects how they interact with clients, handle loan applications and underwrite.
Lori sees technology and automation as essential tools for the future, but recognizes that mortgage sales is still a people business. With something as important as purchasing a house, borrowers are still going to want that personal, human-centric experience.
For Lori, there are four pillars that all mortgage professionals should think about in their role. In fact, she has the following taped to every computer she’s had over the years as a reminder.
- Accessibility
- Communication
- Visibility
- Knowledge
Those are the four things that brokers and borrowers are looking for, and they’re intrinsic to Newrez’s core value of caring fiercely. No matter what changes come to the mortgage industry or technology as a whole, these are timeless values to hold onto. Watch the video above for more insights on how Lori builds her success through these pillars.
Trust and genuine connection are still highly valuable in this business. And technology like AI is no replacement for that.
Scotsman Guide® is a registered trademark of Scotsman Guide Media and is not affiliated with Newrez LLC.
For real estate and mortgage professionals only and not intended for distribution to consumers or other third parties.