We had the good fortune of connecting with mcKensey McGill and we’ve shared our conversation below.
Hi mcKensey, what is the most important factor behind your success?
Instead of focusing on traditional sales methods like cold-calling and door-knocking, I focus on education. I teach people how to buy and finance a home. The mortgage process, while hugely impactful in our lives, is not something that we learn about in traditional educational settings. For that reason, I use my platform to teach the basics. I believe this truly helps my brand. When I work with borrowers, there are no silly questions because this process is seriously a foreign language!
Alright, so let’s move onto what keeps you busy professionally?
Building a sales book is never easy. It takes time, it takes patience, it takes faith in the system. For the first 6-9 months as a loan officer, I did not feel very hopeful about my career choice. After those initial months, though, business started to take off. Clients would refer their friends and family members to me, and then they would do the same. The network slowly starts to build. I would say that I differ greatly from the average loan officer in that the average loan officer is 43.8. I am 27. I am in it with all of you aspiring first time home-buyers and brand new home-owners. I translate the mortgage process into normal people terms. I am relatable. I am easy to contact. I communicate quickly by text. I am going to make recommendations for you to help YOU an not to just make a sale. If you have no business buying a house, I’m going to tell you, but I’m also going to help you set some achievable goals so that you can get where you need to be in order to own a home one day.
Let’s say your best friend was visiting the area and you wanted to show them the best time ever. Where would you take them? Give us a little itinerary – say it was a week long trip, where would you eat, drink, visit, hang out, etc.
Oh dang! So fun. I spend a lot of time working from Communal Coffee, so we would definitely need to make a stop there. For lunch, we would pick up pizza port in OB and hit the beach for a few hours. I work part-time at Kate Spade in the Fashion Valley Mall, so I would definitely bring my friends by the store to meet my awesome co-workers. In a non-COVID situation, we would spend at least one evening strolling through Little Italy for Italian food and Ice Cream. Some of the other great things to do in San Diego: Stop by the Coin-Op and Redwing Karaoke in North Park. We would hit up several different Acai Bowl stops (including North Side Shack’s–my personal favorite).
The Shoutout series is all about recognizing that our success and where we are in life is at least somewhat thanks to the efforts, support, mentorship, love and encouragement of others. So is there someone that you want to dedicate your shoutout to?
One of the brands that I look to for inspiration is Carrie Bobb & Co. I met Carrie at a networking event as I was just starting out as a Loan Officer and was immediately drawn to her as she spoke on a panel about Emotional Intelligence in the housing market. Deep in my bones, I knew that I was not cut out for traditional selling methods. I was feeling discouraged. I didn’t want my friends to feel like I was using them to get a sale. I didn’t want to make people uncomfortable or come across as pushy. Cold-calling made me cringe. I wanted to find a different way to do sales, and Carrie has lived that out with her own company. She finds ways to succeed in sales creatively while still using strategy. The company has capitalized on social media’s impact and has used it to make sales. Carrie Bobb & Co. is shamelessly feminine in the male-dominated industry of commercial real estate. As a Loan Officer, I try to find ways to be creative and pursue sales strategy in the residential real estate side of things. This company encourages me to stay fun and relatable without compromising strategy or professionalism.