Welcome to the first installment of our brand new series, Inside the Lenders’ Studio. Join us as we get to know top-producing lenders from their start in the industry through their rise to the top.
Our first guest is Mark Milam, president and founder of Highland Mortgage. Having opened its doors in September 2020, Highland Mortgage is a 100% employee-owned independent mortgage company based in Atlanta, Georgia.
Top of Mind Networks:
How did you get started in mortgage banking?
Mark Milam:
My career actually started in aviation — I was a Delta Air Lines pilot for seven years. Though flying was really rewarding, I just wasn’t enjoying it anymore. My sister suggested that I step away from flying and try something new — she thought my personality would be a great fit for mortgage banking. I took the leap in late 2005, starting with Sunshine Mortgage based out of Georgia and I never looked back. I fell in love with this industry for its endless opportunities.
Top of Mind Networks:
What motivates you?
MM:
Problem-solving is my biggest motivator. It gives me a bit of an endorphin rush, as so many things can crop up on a daily basis due to the nature of our industry. Effectively communicating your ability to solve problems is an important skill for mortgage lenders. If you can successfully get that message across, the lending process is much smoother for clients.
Top of Mind Networks:
Who is your digital mentor?
MM:
I often look to our marketing director, Austin Taylor, who is fantastic across all types of media. He’s half my age, but he’s definitely my mentor in the digital space. He’s tech-savvy, knows how to communicate to a variety of different audiences and his expertise goes far beyond SEO or the right and wrong time to post on social media.
Top of Mind Networks:
What is your top marketing trick?
MM:
My capture rate and ability to turn leads into loans grew exponentially when I embraced video as a key part of building client relationships. Every client I interact with receives a personalized video from me using their names and individual loan criteria. Producing this custom content was a game-changer and far more effective than postcards or closing gifts.
Top of Mind Networks:
What is an on-the-job experience that made you especially proud?
MM:
One experience that has stuck with me was when a recent immigrant and his wife came to me looking to purchase a house. They had never owned property before, as they came from meager means in their home country. When we closed the loan and got them into a home, they were ecstatic. The gentleman posted a video on social media of his new house and his dog in the fenced-in backyard. He said that since moving to America, he’d started a successful business and was now a property owner. I could see just how much it meant to him and that was better than any other reason I have for being in the mortgage business.
Top of Mind Networks:
Where would you go on your dream vacation?
MM:
If I ever find the time, I’d love to cross a combo trip to Italy and Greece off of my bucket list. I’ve always wanted to go to Italy and my roots are from Greece, so I’d love to go there and see Santorini.
Top of Mind Networks:
Show us your most treasured possession.
MM:
For my 40th birthday, I decided to splurge and get a new guitar — a Gibson Les Paul Goldtop. I’ve had some good guitars in my lifetime, but I’ve never owned a classic like the ones Slash plays in the Guns N’ Roses videos. Music is my stress reliever so that guitar is one of my most treasured possessions.
Top of Mind Networks:
Who’s the most famous or interesting person you’ve ever met?
MM:
I’ve always loved Woody Harrelson. About half a year ago, I was practicing yoga at a nearby studio and in walked Woody Harrelson. We spent an hour practicing yoga together, which was so surreal. I’ll definitely take that story to my grave.
Top of Mind Networks:
If you weren’t a mortgage banker, what is another profession would you like to attempt?
MM:
Honestly, I’m so invested in this business that I can’t imagine doing anything else other than mortgage banking. I can’t even imagine myself retiring from it.
Top of Mind Networks:
You’ve just won an Oscar. Give us your top-3 acceptance speech shoutouts.
MM:
My first shout-out goes out to my sister, who encouraged me to take this step in my career. She has always empowered me to believe in myself. My next shout-out goes to my best friend, John Douglas, who is one of the smartest people I’ve ever met. He is knowledgeable in every facet of life and has taught me so much about business. My last shout-out goes to my first manager in this industry who really underestimated me. His inability to see my potential has pushed me to accomplish even more.