In an industry as competitive as mortgage lending, what sets top performers apart from the rest? For Colina Mortgage’s top producer Rick Garcia, who originated $30 million in loan volume in 2022, it’s all about the basics: studying and knowing guidelines, providing personalized attention to clients, and focusing on face-to-face interactions instead of relying solely on digital channels. But as Garcia looks to increase his volume by 10% this year, he also recognizes the need to adapt to a sales-driven market.

In this exclusive Q&A with Mortgage Professional America, Garcia shares his insights on success in the industry, his business philosophy, and what he’s working on improving to take his business to the next level.

Mortgage Professional America: Can you give me an idea of how, when, and why you started the mortgage business?