Sarah Almond: Taking every opportunity to coach, mentor and educate

SA: Prior to First National, I had been a Business Development Manager (BDM) for two different lenders. One was a sub-prime lender that went through tough times during the 2008 financial crisis. The second was CIBC’s Firstline Mortgage, which exited the channel in 2012. I knew I loved the role and I had great relationships with brokers in my territory of the BC interior. In 2012, I went back to RBC where I started my career. Kristina Morrison, who was an AM at the time, called to let me know there was an opening at First National. I knew I wanted it and I trusted First National’s longevity in the industry. I took a pay cut for that first position, but I saw it as investing in my future. I knew I loved the job, and it was a great opportunity to work for a company with a stellar reputation. 

 

SA: It was amazing. I was back in a role I adored. Being on the road, in sales, meeting with people and doing presentations is my dream job. It took me some time to understand a monoline after coming from a bank. But I adjusted quickly and knew almost right away I was where I belonged. 

 

SA: As a BDM, you’re successful when your brokers are successful. That’s my favourite part of the job. I remember sitting at our quarterly meeting in that first year. I’m looking around the room at this powerhouse team and thinking to myself, “Wow! I’m here, I fit in, and we’ve got this great chemistry.” I knew I was meant to be part of that team.  

 

SA: One of my brokers works in a realty office. I’ve presented to her realtors several times. In 2022, one of the realtors invited me to be on his podcast. At the time, I had been doing research with a colleague on what’s unique about selling to Gen Z. I got to share my insights on how to sell to that demographic and the barriers they face in entering the mortgage market. We also talked about the advantages of choosing a mortgage broker and a mortgage finance company. It was an amazing opportunity to advocate for an industry I love so much. 

SA: I often get the opportunity to meet with newly licensed brokers who are starting their careers. It’s not about the deals right away. It’s an opportunity to coach, mentor and educate. I share what I wish people had taught me when I started in the industry. Those insights help to set them on the right path. It’s also helpful to our broker owners and supports the team. Typically, when they do start to have deals coming through the door, I am their first call. I believe in showing up sincerely and genuinely and building relationships through honesty and education. 

 

SA: I’m proud of the relationships I’ve built, not only in the past 10 years at First National but dating back to my first BDM job in 2006. I’ve survived a lot in this industry including 2008, regulatory changes and COVID. Our job has changed so much, especially since 2016. Before, you would present mostly on product features. Now, you get so involved in every deal as a result of the changing lending and regulatory landscapes. That’s what has kept me engaged and growing.  

SA: In 2023, I worked with marketing to organize a broker event in Kelowna. The venue we chose was perfect. I was so touched that we were doing an event in my backyard. Thirty brokers attended, and it was such a special and intimate time. A truly perfect night in every way. I also remember our sales conference in Arizona. We arrived to this completely wow location by jeep and had dinner under the stars in the desert. It was beyond anything I had experienced before.  

SA: We earn trust. In sales, relationships are everything. I always strive to be honest and authentic in my conversations with brokers. My goal is to be their first phone call. That can only happen with trust and integrity.   

SA: For me, It’s not even a thing at First National. We have an unequivocally accepting environment here. There are so many amazing women in leadership roles.  

SA: Everyone is valued and recognized. It’s special to be part of a culture that prioritizes inclusivity like that.  

SA: I’ve always said that our service is what makes First National sparkle. It really is as simple as that. It’s what sets us apart. Genuine caring is at the heart of how we deliver service. You can be the brightest with the best resume and best experience, but if you don’t care, you’re not going to do well here.

SA: I am so grateful for the opportunity to be a part of First National. In 2012, when the second lender I was working for shut down, I was pregnant with my daughter. Now, my daughter is 12. Working at First National, I have been able to provide this fantastic life for her. I love this company and the people I work with. Ten years is an exciting milestone. I’m looking forward to what the next 10 will bring.