Tired of tiptoeing around in a market that’s constantly shifting beneath your feet?
Let’s make one thing VERY clear: 2025 isn’t the year for playing it safe. It’s the year to take bold chances, think outside the box, and grab the opportunities everyone else is too afraid to touch.
No guts, no glory. Just ask Sam Hijazin, who, at 23, left a career in engineering after an attorney introduced him to the mortgage industry — and never looked back.
"What's the adage?” he joked. “A person often meets their destiny on the road they took to avoid it.”
That twist of fate led him to where he is today.
Hijazin is now the Chairman and President of E Mortgage Capital, and he’s been the driving force behind the company’s impressive growth and success, overseeing a remarkable 1,400 transactions a month and leading a team of 900 brokers.
With over 20 years in the mortgage industry, Hijazin knows the market inside and out. His knack for streamlining operations and spotting opportunities has made him a key player in the company’s expansion, earning him a solid reputation as a leader who gets results.
We recently sat down with Hijazin and he dropped some incredible knowledge on how to grow your mortgage business, discussing everything from generating referrals to staying level in an uncertain market.
If you’re in the mortgage game and ready to crush it, here’s the playbook you NEED to follow in 2025, directly from Hijazin himself.
Hijazin’s story isn’t just a motivational poster — it’s a masterclass in understanding risk and reaping rewards.
When the market took a nosedive in 2007 and many were panicking, cutting losses, or retreating into survival mode, he didn’t give in to fear.
He didn’t sit on the sidelines, waiting for conditions to magically improve. Instead, Hijazin leaned into the chaos, took calculated risks, and built something bigger, stronger, and more resilient.
...He opened his own brokerage.
"Sometimes you have to take a step back and do the opposite of what everyone else is doing," he explained.
As Hijazin’s career grew, so did his leadership skills. He managed a team of loan officers and quickly learned that while the mortgage side was tough, the real challenge was connecting with people.
"Everything’s a people business at the end of the day," he said, reflecting on the true heart of the industry.
His tenacity didn’t stop there. Come 2020, with the start of the pandemic, Hijazin teamed up with his childhood friend Joe to launch E Mortgage Capital.
Joe, the visionary, and Sam, the behind-the-scenes problem solver, made the perfect duo... “Joe’s like the CEO for everyone outside, and I’m the CEO for everyone within," Hijazin joked.
The morale of the story? Don’t wait for the 'perfect time' — it never existed, not today, not yesterday, not ever.
Markets are unpredictable, and trying to time them perfectly is a fool’s errand.
Instead, focus on what you can control — your mindset, strategy, and ability to adapt. While others are stuck in analysis paralysis, be busy making moves.
Like Hijazin, understand that tough markets aren’t the enemy — they’re a test. They don’t just reveal weaknesses — they highlight who’s ready to step up and who’s not.
The main lesson? Even in the most uncertain times, bet on yourself, especially when the odds feel stacked against you. It’s in those moments of uncertainty that opportunities are born.
Tough markets don’t create losers — they merely expose them. But they also can create winners — those who have the grit to rise, the courage to innovate, and the resilience to see it through.
Disclaimer: this section is NOT meant to steer you away from using Realtors as a referral source.
Realtors are a great referral source for one main reason: they’re often the first name that comes to mind when people think about buying or selling a home.
But here’s the thing: every lender in the area is competing for the same realtors as their own referral source. If you’re just doing what everyone else is, how are you supposed to grow your mortgage business?
Here’s where thinking outside the box comes into play.
Take a page from Hijazin's journey, where his path into the mortgage world didn’t begin with a Realtor, but with an attorney.
Attorneys, particularly those specializing in real estate, estate planning, or divorce law, are often in a unique position to provide valuable referrals.
Many of their clients are going through significant life changes and require expert advice on securing loans or managing their finances.
For example, a client going through a divorce may need to refinance their home to buy out a spouse’s share, while someone planning their estate might require assistance with financing options for a new home.
Community involvement was a cornerstone of Hijazin’s strategy for building his network and growing his business.
Instead of just focusing on digital marketing or traditional outreach, he recognized the importance of getting involved in his local community.
He hosted events, whether they were educational seminars, networking meetups, or charity drives, that brought people together.
These events not only allowed him to connect with potential clients but also positioned him as an active, trusted member of the community.
Better yet, Hijazin took the time to team up with local businesses and organizations, from coffee shops to schools to non-profits.
By collaborating with these groups, he was able to reach people who might not have been on his radar otherwise.
These partnerships helped raise his profile, and when people in the community needed mortgage services — or knew someone who did — Hijazin’s name became top of mind.
You can do the same.
The referral sources don’t stop there. Many professionals are closely connected to the real estate process and regularly work with homeowners.
Title companies, for example, are involved in every property transaction and can provide insights into clients who might be interested in refinancing or exploring home equity loans.
Escrow agents, dealing with the paperwork and financials of home transactions, also offer opportunities to connect with homeowners who need lending services.
Contractors, landscapers, and solar installers frequently work with homeowners upgrading their properties. As these homeowners invest in their homes, they may need additional financing for renovations, repairs, or expansions, creating lending opportunities. These professionals are often in the ideal position to spot these needs and refer clients to mortgage lenders.
Financial advisors and CPAs, who help clients with broader financial planning like saving for retirement or managing debt, frequently recommend lenders for buying or refinancing homes.
HOA boards, local community groups, and insurance agents also have unique insight into homeowners who may be preparing for major life changes, such as selling a home, relocating, or upgrading to a new property. With their deep knowledge of local communities, they often know first about changes that could create lending opportunities.
Finally, real estate investors and property managers are repeat clients for lenders, constantly needing financing for flips, rental acquisitions, or new developments. They rely on funding for everything from purchasing properties to managing cash flow, making them a steady source of business for mortgage professionals.
While we’ve already shared the disclaimer, let’s take a fresh perspective on Realtors — because Hijazin's approach to working with them wasn’t your typical referral relationship.
Rather than waiting for agents to send clients his way, Hijazin flipped the script. He took charge by offering agents valuable, actionable data that gave them a competitive edge.
For example, he pinpointed neighborhoods that his data indicated were likely to sell — whether it was because of market trends, property conditions, or shifts in local demographics.
This helped agents focus on the best opportunities and spend their time and energy more wisely.
But Hijazin didn’t stop there. By sharing these insights, he didn’t just make agents’ jobs easier — he built trust. They started to see him not only as a lender, but as a go-to resource who consistently delivered useful, timely information.
Thanks to this proactive support, agents were able to close deals faster and with greater efficiency.
Over time, the relationship between Hijazin and the agents evolved into a true partnership, one where everyone benefited.
One thing is certain — if you’re looking to grow your mortgage business in 2025, you must approach relationships with a clear value-add that separates you from all the other lenders out there.
Buying leads can work, but it’s not a magic fix. Throwing money at lead generation without a clear plan is like pouring water into a leaky bucket — inefficient and frustrating.
If you’re going to buy leads, you need to be consistent and strategic. This means understanding your ideal client profile and targeting leads that match your business goals.
Use tools that offer refined targeting, like PropertyRadar, to avoid wasting your budget on low-quality leads. And once you get those leads, have a system in place to follow up consistently.
The reality is most leads don’t convert on the first touch. Nurturing them through emails, calls, or even text reminders can make all the difference.
Aside from buying and segmenting leads, think about partnerships. They aren’t just about handshakes and deal signings — they’re about mutual growth.
Don’t just take from relationships, give back. Share your expertise, offer insights, or even co-host community events to bring in new business for both of you.
For example, if you’re working with a contractor, refer them to clients who need renovations before listing their homes. When they grow, so do you.
Strong partnerships are built on trust and shared success, so focus on creating value for everyone involved.
It's 2025 — If you're not building a personal brand, you won't grow your business. Plain and simple.
Authenticity is everything, so don’t just push your services and be that guy. Share raw tips, behind-the-scenes chaos, and community stories on social media, during workshops...you name it.
Let people know who you are, not just what you sell.
For example, instead of only posting about your loan products, you could share real-life stories from clients — like how you helped a first-time homebuyer navigate the process or how you worked through a tough situation to get someone approved.
You could also post tips about the mortgage process, like how to improve your credit score or how to save for a down payment.
Share the challenges you face, too — like the back-and-forth with lenders or the joy of finding the perfect loan for a family.
This gives people a glimpse into your work beyond just selling mortgages, showing that you’re dedicated, knowledgeable, and genuinely care about helping people achieve their homeownership dreams.
Organic growth? It’s a slow burn, but it pays off massively in the long run if you stick with it. Put in the time, build genuine relationships, and soon enough, you’ll be the one people call when they need help.
if you’re still just chasing refi leads in 2025, you’re late to the party. Everyone’s doing it, and that’s exactly why you’re getting lost in the noise.
You want to really grow your mortgage business? Then stop looking at the same old sources everyone else is using. It’s time to get a little creative and focus on markets that aren’t oversaturated.
First, let’s talk about PMI elimination. This is absolute gold... since you’re going after homeowners out there paying PMI (Private Mortgage Insurance) when they don’t have to.
Many of them don’t even realize they can drop it by gaining just a little more equity in their home.
If you step in and educate them about how they could save some serious cash each month, they’ll see you as a hero — and they’ll be ready to make moves with you, not with some other lender chasing the same tired refi leads.
Next up: Reverse mortgage holders. This is a whole different ball game, but it’s one that’s growing fast.
As more baby boomers head into retirement, they’re looking for ways to tap into their home equity without selling their house. A reverse mortgage is a smart solution, but a lot of people don’t even know it’s an option.
That’s where you come in. By targeting this niche market, you’re setting yourself up as the go-to expert for seniors looking to make the most of their home equity.
And the best part? It’s a market that’s way less crowded than the refi scene. Get ahead of the competition. You’ve got this.
If you’re spending hours on tasks that could be done in 15 minutes, you’re not just wasting time, you’re losing opportunities.
But streamlining your workflow isn’t just about saving time. It’s about cutting stress and focusing on what really matters: building relationships and closing deals.
So, if you’re still stuck in the weeds of repetitive tasks, it’s time to break free and start working smarter, not harder.
After all, it’s 2025 — there’s no reason to be bogged down by manual work anymore.
Let’s start off by automating the basics. When a new lead comes in, bam — marketing materials go out automatically.
No more typing out emails or sending brochures manually. The right info gets to prospects instantly, keeping you fresh in their minds while you focus on the human side of your business.
Effortless communication, no sweat.
And forget about clunky spreadsheets. CRM systems like those from E Mortgage Capital do way more than just store your client info. They manage your whole pipeline.
These systems track every deal, send reminders for deadlines, and automate follow-ups — all the boring stuff handled for you.
Repetitive tasks like pre-qualifications, document requests, and scheduling? Done. Automated.
With that off your plate, you’re free to engage with clients and guide them through the big decisions.
Better yet? When you combine your expertise with the power of automation, magic happens. Automation speeds things up, but your personal approach builds trust and handles the stuff automation can’t.
So, take a good hard look at your workflow. Are you using all the tools at your disposal to crush the competition?
If not, it’s time for an upgrade. With the right tech, you can streamline like a pro and still deliver the exceptional service your clients expect.
Your future self — and your business — will thank you.
As mentioned above, AI and automation are undeniably powerful — they can crunch numbers, process applications, and even predict trends faster than any human ever could.
But keep this in mind: when people are making big, life-altering decisions — like taking out a mortgage — they don’t want to feel like they’re talking to a robot.
They want reassurance, empathy, and expertise. They want to talk to you.
As a loan officer, your personal touch is EVERYTHING. While AI can answer questions and provide data, it can’t replicate the trust that comes from a real conversation.
Your ability to listen, understand your clients’ unique circumstances, and guide them through the process with confidence is irreplaceable.
Big decisions come with big emotions, and no algorithm can provide the human connection that people crave during these moments.
But that doesn’t mean you should ignore tech — it’s there to help you, not replace you.
Your ability to combine efficiency with empathy is what sets you apart — and it’s what keeps clients coming back and referring others to you.
When the market feels chaotic — interest rates fluctuating, housing supply tightening, or economic uncertainty looming — your clients are going to feel it.
.... And they're going to have questions.
For example, they might ask, "How will the Fed’s latest rate cuts affect interest rates on loans?" or "Should I apply for a loan now, or wait until the new administration takes over?"
These are all completely valid questions, and as a trusted mortgage professional, it’s up to you to provide clear, confident answers.
Think of yourself as the lighthouse in the storm. When everything feels overwhelming, clients need someone to steady the ship, to provide clarity, and to reassure them that they’re making informed choices.
But it’s not just about crunching numbers or explaining loan terms — it’s about being empathetic, listening to their worries, and offering solutions tailored to their unique needs. When they see that you’re unshaken, it instills confidence in their decisions.
When the market feels unstable, most professionals play it safe, sticking to the same old scripts and strategies. That’s your opportunity to shine.
Take bold moves to differentiate yourself. Maybe that’s offering a personalized video consultation instead of a standard phone call, hosting a live Q&A session to address market concerns, or creating tailored educational content that answers common client questions.
Bold doesn’t mean reckless — it means being innovative and proactive. Show your clients that you’re not just following the crowd but leading with fresh ideas and a solutions-driven mindset.
Bold moves could also mean doubling down on networking, collaborating with real estate agents, or exploring underserved markets where your expertise can make a real impact.
In chaotic times, clients want two things: someone who makes them feel secure and someone who inspires confidence with their ability to think ahead. Be both.
The market may feel unpredictable, but your ability to guide clients with calm determination and bold action will set you apart — and keep your business booming no matter the conditions.
"Stick to it," as Sam says, isn’t just a catchy phrase — it’s a blueprint for success, especially in uncertain times.
It’s about focusing on what works, doubling down on your efforts, and showing up every day with a clear purpose.
The truth is the basics never go out of style. Being present, being proactive, and committing to consistency are the foundations that set you apart in any market.
Start with the small but meaningful actions that show your clients and referral partners you’re serious about their success.
Respond quickly to inquiries, follow up regularly, and always be one step ahead with solutions. Think about the tools you have at your disposal — CRMs, automated reminders, or even simple calendar systems.
Use them not just to stay organized but to make life easier for your clients. Whether it’s helping a first-time homebuyer understand their options or guiding a seasoned investor through a tricky refinance, being proactive shows that you care and that you’re in their corner.
But it’s not just about your clients. Your referral partners — real estate agents, financial advisors, and other collaborators — are a critical part of your ecosystem.
Go beyond the transactional. Help them grow their businesses by sharing market insights, introducing them to new opportunities, or offering co-branded marketing efforts.
When you actively contribute to their success, you build partnerships that last. This commitment to excellence and perseverance doesn’t just help you weather tough times — it positions you as indispensable.
When the market eventually stabilizes, you’ll be the professional people remember. While others may have stepped back or lost focus, your consistency and dedication will shine through.
Clients and partners alike will see you as the one who stuck with them through thick and thin, proving that you’re not just reliable but invaluable.
So, show up. Every. Single. Day. Focus on the basics but do them exceptionally well.
Use every tool and opportunity to make a difference, and you’ll find that your perseverance isn’t just getting you through tough times — it’s building a reputation that will carry your business to new heights when conditions improve.
Stick to it, and you’ll become the go-to professional they can’t see themselves working without.
Sam Hijazin did it…can you?
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