Madison Mortgage Services Inc.
Company NMLS # 1862796
9 Day Clear to Close thanks to our amazing team & partners! 🏡
Congrats to Tomer Ahituv, Team Lead, Sunny Sehjal, Loan Officer, and Astia Walker, Listing & Buyers Agent, for their amazing work together!
#cleartoclose #realestate #loanofficers
astia_walker_realtor
@tomernyc
Loan officers obsess over the wrong things.
They worry about logos. They worry about business cards. They worry about whether their CRM color scheme looks right.
None of that scales your income.
What actually matters is running the right playbook consistently.
I spoke to a loan officer recently doing 4 or 5 loans a month. Solid numbers. But no real structure. No daily discipline. No consistent business development rhythm.
I asked him a simple question.
Are you meeting two new Realtors in person every week?
That probably means reaching out to 20 to set two or three real meetings.
Most are not doing it.
This business is not rocket science. You do not need to be the most charismatic person in the room. I know introverts doing 10 to 15 loans a month.
You need discipline.
You need a repeatable referral strategy.
You need to execute it whether you feel like it or not.
Stop obsessing over things that do not move revenue.
Focus on the activities that do.
Your income follows your playbook.
If I were not in mortgage, I would probably be building something in the longevity space.
Human performance. Gene therapy. Reversing aging. That world fascinates me.
Medicine has always been around me. My father is a physician. My brother is a physician. Several relatives are in the field.
I never wanted to practice medicine.
But the science behind extending life and improving the quality of life is incredibly interesting to me.
The other space that pulls me is AI and robotics.
I already apply those concepts inside our mortgage business. Process automation. Data. Efficiency. Decision making.
If mortgages did not exist for me, I would likely be building at the intersection of health, technology, and long-term human performance.
The common thread is the same.
Systems.
Optimization.
Making things work better than they currently do.
At the end of the day, whether it is mortgages or longevity, I am wired to build and improve.
That is what drives me.
Shoutout to Team Jahn on a successful closing for his borrowers and his team that carried the transaction to the closing table!
We asked our newest LO, Marelyn Bulerin, why she chose Madison Mortgage. Here’s what she had to say!
“What drew me to Madison Mortgage was the combination of strong operational support and the ability to truly serve my clients at a higher level. Having access to multiple lenders allows me to secure better pricing, more flexible solutions, and ultimately create a smoother, faster experience for every borrower.” - Marelyn Bulerin NLMS# 42111
Please join us in welcoming Marelyn Bulerin to Madison Mortgage! ❤️
Congratulations amiga.
Congratulations on your new role! ❤️
What frustrates me most about mortgage companies today is not marketing.
It is misaligned focus.
Most leadership teams obsess over sales first and operations second.
It should be the opposite.
If you do not have exceptional operational execution and competitive pricing, you are building on sand.
You can recruit all the loan officers you want. You can run all the ads you want. But if your underwriting is inconsistent and your pricing is not sharp, your people will struggle.
And when they struggle, they leave.
The right sequence is this:
Build elite operations.
Refine your tech stack.
Create clean, repeatable processes.
Then pour sales into it.
When execution is flawless, people stick. They do not want to leave because the machine works.
Most small to mid sized companies simply do not have the discipline to get this right.
They chase volume before they build infrastructure.
If you are a loan officer evaluating where to hang your license, look past the pitch.
Ask about execution.
That is what determines your income.
Please join us in welcoming Marelyn Bulerin to Madison Mortgage!
Marelyn approaches every client relationship with intention, prioritizing connection, understanding each client’s unique needs, and delivering the right solution with care. Her commitment to flexibility, better options, and a seamless experience reflects the standard we continue to build here.
We’re proud to have her as part of the team and excited for what’s ahead.
Marelyn Bulerin
NMLS #42111
The fastest way to earn my respect is also simple.
Self-awareness and execution.
Know what you are good at. Know what you are not good at. And build around both.
There are loan officers who are phenomenal at sales and terrible at execution. Others are operationally sharp but struggle with business development.
The ones I respect most are the ones who are honest about it.
They say, this is my strength. This is where I need support. Help me build around it.
That level of humility is powerful.
I do not have all the answers. I am still learning every day. If you think you have everything figured out in this industry, you are already behind.
The loan officers I invest the most time and energy into are disciplined, coachable, and committed to growth.
They execute.
They show up.
They take feedback.
And they build systems around their weaknesses instead of pretending they do not exist.
If you want real support from leadership, start there.
The fastest way to lose my respect is simple.
Do not do what you say you are going to do.
Talk is cheap in this business.
I do not care how ambitious you are. I do not care how big your goals are. If you tell me you are going to make 20 calls, set five meetings, build a pipeline, show up to training, and then you do not execute, that tells me everything I need to know.
Execution is the separator.
We are all chasing growth. We are all trying to improve. But integrity starts with small commitments.
Say it. Then do it.
That is how you build trust with referral partners.
That is how you build trust with your team.
That is how you build trust with yourself.
There is nothing wrong with setting aggressive goals.
There is everything wrong with casually breaking your own word.
If you want to operate at a high level, your word has to mean something.
It is that simple.
What happens when a brokerage invests in its people and their voice? 🎙️
You get conversations like this.
Ben Lavender (LO) sits down with Jason Orsini (Realtor) for a conversation that goes deeper than transactions — touching real estate strategy, life philosophy, and the high-performance mindset it takes to stay ahead.
Watch the full podcast on Youtube, Spotify, Apple Podcast and iHeart podcast.
Here is a hill I will die on.
Wholesale is the best place for the majority of loan originators.
I have been on both sides. I know retail. I know wholesale. I know how it feels to operate inside each model.
If you want flexibility, better pricing, broader product mix, and the ability to scale without scared underwriting, the broker channel wins.
Every time.
Are there exceptions? Of course. There are always niche situations.
But if you are serious about building a business that can consistently do 10, 15, 20 loans a month, you need optionality. You need to be able to shop. You need to be able to pivot. You need to be able to win.
Retail can feel comfortable.
Wholesale gives you leverage.
And leverage is what allows a great loan officer to become elite.
This is not about trends. It is not about hype. It is about structure.
Your platform either expands your earning potential or caps it.
Choose carefully.
🎙️ What does it take to go from living in your car to becoming one of the most respected real estate agents on Long Island?
In this episode of the Madison Podcast, Ben Lavender sits down with Jason Orsini, real estate agent with Douglas Elliman who has nearly two decades in the business. Jason is widely known for winning deals in one of the most competitive housing markets in the country.
➡️ Full episode drop this Wednesday!
🎧 You can listen to the full episode on YouTube, Apple podcasts, Spotify or wherever you listen.
If I had to start over tomorrow with no company and no brand, here is exactly what I would do.
I would join a strong broker platform immediately while I filed my own licensing.
And then I would focus on one thing.
Revenue.
The first 90 days would be about building pipeline and getting to 15 or 20 loans a month as fast as possible. I know how to do it. I have helped plenty of loan officers do it.
The playbook is not complicated. It requires focus and discipline.
At the same time, I would start assembling a small, sharp team. You cannot sustainably hit 15 to 20 without support. You need operations. You need structure. You need accountability.
But revenue comes first.
Too many people overthink the rebuild. They start with logos, branding, websites, business cards.
None of that matters if you do not have loans in the pipeline.
There is something freeing about knowing that if everything disappeared tomorrow, I could still originate. I could still build. I could still execute.
That confidence only comes from understanding the fundamentals of this business.
If you stripped away your company today, would you still know how to win?
Most loan officers probably see me as all business.
Driven. Intense. Focused on scale.
What they might not know is that if I could wake up every day and play golf, I probably would.
I am a golf junkie.
All of my real estate entities start with the acronym GRP. It stands for Golf Retirement Planning. The idea was simple. Buy enough real estate over my career so that by 60, I can just play golf every day.
I am 46. I have 14 years to see if I can pull that off.
Ambition and lifestyle are not opposites. They are connected.
I love building. I love the challenge of growing Madison. I love helping loan officers scale. I wake up excited to work.
But I also think long term.
Health matters. Longevity matters. Energy matters. What is the point of building wealth if you cannot enjoy it?
One of my goals over the next couple of years is to get in the best shape of my life. Lose 50 pounds. Make sure that if I do retire to the course at 60, I can actually walk it.
You can be intense about business and still have a personal vision.
In fact, you need one.
What are you building toward?
The most expensive mistakes I have made in business were not bad hires.
They were bad tech decisions.
Early on, we would buy technology because it looked impressive. We would convince ourselves it was the future. Then we would try to bend our process around the software.
That is backwards.
We spent a lot of money and a lot of time implementing tools that did not align with how we actually wanted to operate. Adoption would suffer. Execution would suffer. And then we would rip it out and start over.
The lesson was simple.
Do not build your business around tech.
Build your process first.
Design the exact way you want loans to flow. Define your operational standards. Clarify your expectations. Then build or customize technology to support that process.
If I could go back, I would have invested earlier in systems we could truly control and customize, like Salesforce, and built around a clear operational vision.
The interesting part is that the next 24 months will change everything again. AI is compressing what used to take six months into six days.
You will still make mistakes. I still do.
But as long as you are learning and getting better, that is the cost of doing business.
That is tuition.
The question is not whether you will make mistakes.
It is whether you will extract the lesson fast enough.