Christa Tessier of The Mortgage Advisors On Five Things You Need To Know To Create A Highly…

Christa Tessier of The Mortgage Advisors On Five Things You Need To Know To Create A Highly Successful Career In The Mortgage Industry

Communication is Key.

You might think that mortgage brokering is all about the numbers, but communication is actually one of the most critical elements to success. It’s not just about talking — it’s about listening, explaining complex terms in simple ways, and keeping everyone in the loop. A mortgage transaction can be stressful, especially for first-time homebuyers who don’t know the process. I remember working with a young couple who were overwhelmed by the amount of paperwork and legal jargon involved. What made the difference was taking the time to break everything down, step by step, and make sure they understood exactly what was happening at every stage. It’s easy to forget that what is second nature to us is brand new to many clients, so clear, compassionate communication builds trust and ensures a smooth process.

As a part of my series about the ‘Five Things You Need To Know To Create A Highly Successful Career In The Mortgage Industry,’ I had the pleasure of interviewing Christa Tessier, Broker Owner.

Christa Tessier is an Independent Licensed Mortgage Broker and Co-Owner of The Mortgage Advisors, with over two decades of experience in the mortgage industry. Her career began in finance with CitiFinancial and HSBC, where she identified a need for more client-focused solutions, inspiring her transition to mortgage brokering in 2003. Recognized for her expertise and dedication, Christa has helped lead her brokerage to be a highly reputable and high performing mortgage brokerage.

Thank you so much for doing this with us! Can you tell us the “backstory” about what brought you to the Mortgage industry?

Thank you for having me! My journey into the mortgage industry started over two decades ago when I worked as a lender with CitiFinancial and HSBC. During that time, I noticed a gap between what clients really needed and what they were receiving directly from lenders. That realization drove me to become a mortgage broker in 2003, where I felt I could make a greater impact by offering clients more options and tailored financial advice that truly served their best interests. It’s been a rewarding path ever since, and I’m passionate about helping people achieve their homeownership goals.

Can you share with our readers the most interesting or amusing story that has occurred to you in your career so far? Can you share the lesson or take-away you took from that story?

Just when you think you’ve seen it all, something surprises you! One of my favorite stories involves helping a client secure financing for their family cottage. The property didn’t meet the lender’s minimum requirements, which was heartbreaking for them because this cottage held so much sentimental value. The issue? It lacked a bathroom! After some creative problem-solving, we had the client renovate a small closet into a bathroom. That simple change made the property eligible for financing, and they were able to keep the cottage in the family. The biggest lesson for me was that there’s always a solution if you’re willing to get creative and think outside the box. In this industry, persistence and innovation go hand in hand, and that’s what makes the work so rewarding.!

Do you have a favorite “life lesson quote”? Can you share a story or example of how that was relevant to you in your life?

I actually have two favorite life lesson quotes: “The greatest lessons come from the hardest experiences” and “There are no problems, just situations.” These resonate with me because it’s those gut-wrenching moments in business, where you think, “How did I miss this?” that really shape you. I’ve had times when I’ve had to make those tough calls to lawyers or clients to explain a situation I didn’t foresee. Those moments stick with you, and they push you to create better systems, checkpoints, and processes to prevent similar issues in the future. When those situations arise, the key is to take a deep breath, find the solution, and face it head-on, even if it’s uncomfortable. Having a strong network is also essential. Over the years, I’ve built relationships with underwriting teams and credit managers who will pick up the phone, listen, and help problem-solve. Those partnerships are built on mutual respect and trust, and they’re invaluable when things don’t go as planned.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?

I could have never achieved this on my own. I’m fortunate to be surrounded by some of the best people in the industry. My immediate team consists of two incredible Licensed Underwriters, Landust and Kloee, and our Client Care Specialist, Lisa, who is the glue that holds everything together. They each put the same care and attention into every client interaction as I do, and I truly couldn’t do this without them.

When it comes to the success of our brokerage, it’s also been a team effort. My business partner, Matt Daniels, and our Director of Sales & Operations, Carla Gervais, bring their own unique strengths to the table. Together, we share a passion for the success of our brokerage and the growth of every agent we work with.

Are you working on any exciting new projects now? How do you think that will help people?

Right now, we’re focused on implementing important regulatory and compliance changes to ensure we stay aligned with FINTRAC and FSRA requirements. While it’s not the most exciting aspect of the business, it’s absolutely necessary to protect both our brokerage and our clients by staying compliant with industry standards.

On a more exciting note, we’ve recently invested heavily in the development of our agents. We’re providing them with expert strategies, targeted training, and powerful marketing tools that are designed to support their growth and success. We believe that by equipping our agents with these resources, we’re setting them up for long-term success, which ultimately benefits the clients they serve.

What do you think makes your company stand out? Can you share a story?

What really sets us apart is the level of care, compassion, and support we provide to all our agents. No matter what challenges they face, they know they’re never alone. Whether it’s a mortgage that isn’t closing on time, dealing with an upset client, or simply needing advice or extra training, we’re there to guide and support them through it. We’ve built a culture where everyone feels supported, and we’re always looking for opportunities to help our agents grow and succeed.

We also embrace innovation. We were one of the first brokerages to fully adopt a new platform, and it’s been a game changer for us. It’s improved our workflows, enhanced the customer experience, and even allowed us to navigate the challenges of COVID seamlessly. Being prepared before we knew we needed to be made all the difference.

And I have to mention our culture — while it’s hard to put into words, our culture is what truly binds everything together. It’s not just about the work — we’ve created an environment where our agents, partners, and even our clients feel valued and connected. You can feel the difference when you walk through the door, or even during a conversation with one of our agents. People consistently tell us how great the culture is at The Mortgage Advisors, and that’s something we take immense pride in. It’s the foundation of our success and the reason why we continue to grow and thrive as a team.

Ok. Thank you for all that. Let’s now jump to the main core of our interview. Can you share three things that most excite you about the Mortgage industry? If you can, please share a story or example.

Three things that truly excite me about the mortgage industry are the endless career possibilities, the dynamic nature of the industry, and the ability to make a real impact on people’s lives.

First, the career possibilities are limitless. As long as people need financing, there will always be a place for mortgage professionals. It’s an industry that allows you to grow, evolve, and find your niche. Whether it’s helping first-time homebuyers, working with investors, or specializing in refinances, the opportunities are vast. Personally, I’ve loved how my own career has shifted and expanded over the years, from starting out as a lender to now co-owning a brokerage. There’s always room to explore new avenues and grow, which is something I find incredibly exciting.

Second, the ever-changing landscape keeps me on my toes. No two days are the same, and there’s always something new to learn or a challenge to solve. Whether it’s adapting to new regulations, like the current compliance changes we’re working on, or navigating interest rate fluctuations, the constant evolution of the market keeps the work fresh and engaging. I remember the early days of COVID when we had to pivot quickly to accommodate lockdowns and a volatile market — those were stressful times, but they reinforced how resilient and adaptable we are as an industry. It’s thrilling to be part of something that’s always evolving.

Lastly, the most rewarding aspect is knowing that we’re helping people achieve their dreams of homeownership and improve their financial well-being. There’s no greater feeling than helping someone buy their first home or restructure their mortgage to create more financial stability. I once worked with a family who was struggling to keep their home due to high-interest rates and an unmanageable debt load. We found a solution that not only lowered their payments but gave them some breathing room financially. Seeing the relief on their faces and knowing we helped them secure their future is why I love what I do. It’s not just about numbers or transactions — it’s about making a real difference in people’s lives.

Can you share three things that most concern you about the industry? If you had the ability to implement three ways to reform or improve the industry, what would you suggest? Please share stories or examples if possible.

Three things that concern me most about the mortgage industry are the increasing risk of fraud, the rapid pace of technological change, and the complexity of regulations. These are areas that need ongoing attention and improvement to maintain the integrity and sustainability of the industry.

First, fraud is an ever-present concern, especially as home prices soar and qualification standards tighten. Desperation can lead to people falsifying documents or misrepresenting their financial situation. With technology advancing at such a fast pace, it’s becoming harder to detect fraud, particularly in areas like digital identity verification and document submission. There was a case not long ago where a borrower had falsified their income documents, and it went unnoticed until the final stages of the deal. Fortunately, we caught it in time, but it highlighted just how vulnerable we can be to increasingly sophisticated fraud schemes. If I could implement a reform, it would be to invest more heavily in fraud detection technologies and ensure that we have better checks and balances in place. More standardized industry-wide tools could help brokers and lenders catch these red flags earlier in the process.

Second, the speed at which technology — especially AI — has been changing the industry is both exciting and concerning. Apps that can prequalify borrowers in seconds sound convenient, but they often lack thorough verification processes. It’s becoming too easy for someone to get prequalified without having their details properly checked. The result is a lot of pre-approval that aren’t fully backed by sound underwriting, and that can create major issues down the line. The balance between speed and accuracy needs to be carefully managed. If I could suggest an improvement, it would be to implement stricter guidelines for tech-driven pre qualification processes, ensuring there’s still a human element involved to verify the data before any commitments are made. It’s crucial that we don’t sacrifice quality for speed.

Finally, the complexity and constant evolution of regulations are a major concern. While regulations are necessary to protect consumers and the industry, keeping up with them can be overwhelming, particularly for smaller brokerages. The requirements from organizations like FINTRAC and FSRA are becoming more detailed and difficult to navigate, making it harder for brokers to stay compliant without the right resources. This burden can also increase costs for brokers, which can then trickle down to clients. If I could implement a change, I would push for more accessible, streamlined regulatory training and tools. Regulations shouldn’t be an obstacle to doing good business; they should support the industry in a way that is efficient and manageable, especially for smaller firms.

In all three of these areas — fraud, technology, and regulation — the key is finding the right balance between innovation, security, and simplicity. By addressing these concerns, we can ensure a stronger, more trustworthy mortgage industry.

What advice would you give to other mortgage and real estate leaders to help their teams to thrive and to create a really fantastic work culture?

My biggest piece of advice is that reputation is everything. The way you conduct your business should always align with your core ethics, beliefs, and standards, no matter what. In this industry, your reputation can make or break you. Every interaction with a client, lender, or team member is an opportunity to reinforce your values and build trust. When your team sees that you’re committed to integrity and doing the right thing, even when it’s not the easiest path, it sets the tone for the entire organization.

Building a strong work culture starts with leadership. You need to set clear expectations about the quality of work, but also about the values that drive your company. When every decision, whether big or small, is rooted in integrity, it creates a culture of accountability and respect. Your team will feel proud to be part of something that stands for more than just transactions. It’s also important to foster open communication and transparency. Encourage your team to ask questions, share ideas, and be part of the problem-solving process. This creates a sense of ownership and empowerment that helps everyone thrive.

Another key factor is consistency. Your team should see that you uphold the same high standards no matter what challenges arise. Whether it’s dealing with a difficult transaction or navigating a regulatory hurdle, leading with integrity and a clear sense of purpose will inspire your team to do the same. Lastly, invest in your people. Provide them with the training, support, and tools they need to grow both personally and professionally. When your team feels valued, supported, and aligned with the company’s mission, they’re more motivated to deliver exceptional results.

In the end, a fantastic work culture isn’t just about perks or incentives — it’s about creating an environment where people feel respected, supported, and proud of the work they do. And that starts with leadership committed to upholding the highest ethical standards in every facet of the business.

Ok, here is the main question of our interview. You are a “Mortgage Insider”. If you had to advise someone about 5 non-intuitive things one should know to succeed in the Mortgage industry, what would you say? Can you please give a story or an example for each?

1. Communication is Key.

You might think that mortgage brokering is all about the numbers, but communication is actually one of the most critical elements to success. It’s not just about talking — it’s about listening, explaining complex terms in simple ways, and keeping everyone in the loop. A mortgage transaction can be stressful, especially for first-time homebuyers who don’t know the process. I remember working with a young couple who were overwhelmed by the amount of paperwork and legal jargon involved. What made the difference was taking the time to break everything down, step by step, and make sure they understood exactly what was happening at every stage. It’s easy to forget that what is second nature to us is brand new to many clients, so clear, compassionate communication builds trust and ensures a smooth process.

2. This is a Sales Job.

Many people get into the mortgage industry thinking it’s all about finance and underwriting, an easy way to make good money, but at its core, this is a sales job. You are selling your services, building relationships, and gaining the trust of your clients. It’s about positioning yourself as the solution to your clients’ problems. I’ve seen brokers who are fantastic with numbers but struggle because they don’t realize they need to market themselves and build a brand. Early in my career, I realized that to truly succeed, I had to embrace the sales side — networking, pitching my services, and actively pursuing new leads. If you aren’t comfortable selling, this industry can be a tough road.

3. Always Do the Right Thing.

Integrity is everything in this business. The mortgage industry can be fast-paced, with pressure to close deals, but you have to stick to your principles. Doing what’s best for your client, even when it’s not the most profitable choice for you, is critical. I once had a client who, after a lengthy process, got cold feet about a deal just before closing. While it would have been easy to push them toward finalizing the transaction, I knew it wasn’t the right decision for them. I gave them the space and advice they needed to step back and reconsider their options. In the end, they decided to wait for a better opportunity, and though I didn’t close the deal at that moment, they returned months later, grateful for my honesty. That client’s trust in me led to more referrals and long-term relationships.

4. Never Stop Learning and Improving.

The mortgage industry is constantly evolving, and staying stagnant is not an option if you want to succeed. Rates change, regulations shift, and new technology is introduced almost daily. If you aren’t committed to continual learning, you’ll fall behind. Early in my career, I thought that once I had my license, I had learned everything I needed to know. I quickly realized that this mindset was limiting. Today, I make it a point to stay updated on everything from new lending products to compliance changes and even new marketing strategies. I’ve seen firsthand how learning new tools and approaches can give you a competitive edge, like when our brokerage was one of the first to adopt a digital platform that streamlined our processes and improved client experience.

5. Not Everyone Qualifies for a Mortgage.

One of the toughest lessons in this industry is learning that not every client will qualify for a mortgage, and that’s okay. It’s your job to help them understand why, and what steps they need to take to improve their financial situation. You’ll have clients who are disappointed or frustrated, but managing those expectations is part of the role. I once worked with a client who desperately wanted to buy a home, but their credit score and financial history were not up to par. Rather than letting them down with a simple “no,” I took the time to guide them through what needed to change — working on their credit, paying down debt, and saving for a larger down payment. A year later, they came back, stronger financially, and ready to qualify. Sometimes, it’s not about saying yes or no; it’s about helping clients map out a path to get there in the future.

Success in the mortgage industry isn’t just about knowing the numbers — it’s about mastering communication, embracing sales, acting with integrity, staying committed to learning, and managing expectations realistically. These are the non-intuitive but essential truths that will help you build a thriving career in this industry.

Because of your position, you are a person of enormous influence. If you could inspire a movement that would bring the most amount of good to the greatest amount of people, what would that be? You never know what your idea can trigger. 🙂

If I could inspire a movement that would bring widespread positive change, it would be to implement stronger measures to combat fraud in the mortgage industry. Fraud not only undermines the integrity of the industry, but it also weakens trust between brokers, lenders, and clients, ultimately hurting everyone involved. By addressing this issue head-on, we can protect consumers and professionals alike and ensure that homeownership remains an achievable, transparent goal for all.

One initiative I’d push for is government-assisted verification of income and down payments. Currently, too much of this responsibility falls on individual brokers and lenders, and despite our best efforts, fraud can still slip through the cracks. By creating a centralized, secure system where income and down payments could be verified directly through government channels — similar to how tax filings or employment records are checked — we would reduce fraudulent applications and ensure that only qualified, honest clients are getting approved for mortgages. This would increase accountability, streamline the approval process, and help restore confidence across the industry.

Stopping fraud at the source would not only improve the quality and integrity of the mortgage business, but it would also have far-reaching effects. It would make the home-buying process smoother, more secure, and more accessible for everyday people, preventing them from falling victim to bad actors or getting into situations

How can our readers further follow your work online?

www.themortgageadvisors.com

https://www.facebook.com/ChristaTessierMortgageBroker

https://www.instagram.com/christathemortgageadvisor

https://www.linkedin.com/in/christa-tessier-955493a/

Thank you for your time, and your excellent insights! We wish you continued success.

Thank you, appreciate the opportunity to chat.

---

Christa Tessier of The Mortgage Advisors On Five Things You Need To Know To Create A Highly… was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.