A Conversation with Mortgage Mark and Jamie Zeitz

“It doesn’t always have to be more people. It just needs to be more of the right people.” says Mark. “That’s where the real growth happens.”

Discover how Mortgage Mark and his friend, industry leader Jamie Zeitz from Jacksonville, Florida, delve into strategies for deeper relationship-building and more meaningful partnerships. From Jamie’s start in college athletics to his pivot into mortgages, this conversation covers powerful insights for anyone looking to thrive in a shifting market.

Origins & Background

“I got into the mortgage industry raw and real.” – Jamie

Jamie spent 12 years in college athletics—handling PR, marketing, and event organization—before moving into mortgage lending around 2006–2007. When the market crashed shortly afterward, he relied on top-tier training and sheer determination to adapt and build a successful career.

Deepening Relationships Over Volume

Mark and Jamie emphasize quality over quantity in 2023. While Jamie hosted 48 large-scale events reaching over 3,000 agents last year, he’s now focusing on one-on-one connections and nurturing existing realtor relationships.

Re-recruit Current Partners: “Never assume loyalty,” says Jamie. “Take time to review past deals and ask how you can support them better.”
Value Selling vs. Buddy Selling: Mark points out that “buddy selling” (drinks and socializing) has limitations. Today’s market demands practical value, like fresh strategies and unique loan products.

Personal Stories that Drive Business

“People don’t remember products; they remember how you make them feel.” – Mark
 

Real-life anecdotes highlight how quickly doors open when you make genuine connections:

 
Jamie reconnected with a high school classmate (a realtor). Within weeks, they’d closed two deals and scheduled an in-office presentation for her entire team.
Mark recalls working with agents who initially sent only complicated files. Once he asked for more at-bats, he became their go-to lender for every client—both easy and tough.

Practical Advice for Growth

  1. Identify the Right People: Prioritize agents who are active and aligned with your values.
  2. Communicate Transparently: Like Jamie’s story about growing up with an “empty living room,” compelling stories resonate better than stats or product details.
  3. Set Clear Goals: If an agent sent four deals last year, aim for eight this year.
  4. Stay Consistent & Adaptable: “Focus on the highest-priority relationships first,” Jamie explains. “Sometimes you just need that one meeting.”

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