“If you’re not calling your past clients, retail is. You need a system — scripts, follow-ups, tools to get to a yes more quickly — so you stay top of mind,” she advised, adding that she coached brokers to refocus on strategic, consistent outreach to rebuild trust and reengage their pipeline, especially as opportunities increase in 2025.
“We’re starting to see the turnaround. It’s slow but I’ve been doing this a long time, and I believe wholeheartedly that if you want success in mortgage right now, it’s there for the taking. But you’ve got to do things differently — it’s not the same business it was even ten years ago.”
Beckwith, who stands at the helm of 20/20 Vision for Success Coaching, is close to Ertman’s tenure. She sits at 32 years of experience in senior mortgage leadership roles, including as a National SVP of Sales managing thousands of LOs across hundreds of branches. Six years ago, she launched her company with the mindset that she wanted to build something different. Stating that she’s here to create more formidable leaders, Beckwith’s firm also runs the largest women’s coaching division in America, Women with Vision. There’s a focus on everything from negotiating pay at the highest level to dealing with the tough stuff, such as harassment or discrimination.
“I’ve always believed in coaching, but I knew I could build something better than what I saw out there,” Beckwith said. “My approach is to show it can be done. When I’m talking to leaders, it’s easy for me to understand their pain points and allow them to get vulnerable. I’m outside the trenches now but visit for the sake of helping those still in them.”
Serving all lending channels, what makes her programs different is the deep focus on economic literacy — “I’m a bit of an economic geek,” she confessed — and Beckwith sees today’s opportunity in helping brokers understand how to have meaningful financial conversations with clients, not just pitch products.