Secrets of a Scotsman's Guide Top Originator with Kara Whitman

What does it take to close nearly 700 loans in a single year without buying leads? Scotsman Guide Top Originator and Mortgage Champions advocate Kara Whitman shares her replicable formula on this episode of Batting 1,000 with her former coach, Dale Vermillion.

Kara and Dale share a common commitment to putting others first, and to going the extra mile—in all things. It’s that shared commitment that has propelled both of them to not only becoming elite performers in heir respective roles, but helped them to live fulfilled lives dedicated to more than just business success.

Don’t miss this uplifting, inspiring, and thought provoking conversation.

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In This Episode

The power of listening to understand

Kara highlights the critical skill of listening to understand rather than just responding, which helps in forming solid connections and ensuring clients feel heard and valued.

Maintaining a positive mindset (starts at 7:12)

Kara shares her strategies for staying optimistic and energetic, even in challenging markets, emphasizing the importance of focusing on the positives and not getting bogged down by uncontrollable factors.

Building a team for high-volume (starts at 14:09)

Kara explains how she relies on a strong, collaborative team to handle high volumes efficiently while maintaining high standards and exceptional client service.

Prioritization and time management (starts at 20:52)

Kara offers insights into her approach to time management, emphasizing the importance of setting priorities and establishing routines to manage a demanding workload effectively.

Creating long-term relationships (starts at 28:37)

Kara discusses her focus on building long-term relationships rather than just completing transactions, ensuring clients have a positive experience and return for future needs.

Nurturing client relationships (starts at 36:11)

Kara details her approach to staying in touch with clients post-closing through regular, meaningful contact, which helps maintain strong relationships and encourages repeat business and referrals.

Soundbites

"People are trusting you with one of the largest financial decisions. Proving that you care through actions is crucial." — Kara Whitman

"Listening to understand, not just to respond, is so important in building connections." — Kara Whitman

"You have to prioritize, set boundaries, and be present both in your work and personal life." — Kara Whitman

"Execution is key in today's competitive market; you can't afford to be lazy." — Kara Whitman

About Kara Whitman

Kara was born and raised in Maryland, right outside of DC and moved to Charlotte upon graduation to start a career as a Mortgage Banker. Kara has been with Wyndham Capital for over 10 years and is a constant overachiever. Kara is recognized as a Scotsman’s Guide top .01% originator leading the company with 658 loans in 2021 for $217,300,000 in volume. Kara graduated from Coastal Carolina University where she earned her degree in Business Finance and International Business Studies. When Kara is not in the office, she enjoys spending time...