In this week’s episode, John and Bryan talk with Kim Harrington, Vice President of Sales for Xinnix, a professional mortgage academy for those seeking to learn about and excel in the mortgage industry.

Bryan begins the episode by asking Kim to share his story of how he got into the mortgage loan industry. Kim shares that he spent 6 years in the US Marine Corps and 16 years as a California Highway Patrol Officer. After retiring due to an injury, Kim turned his attention to sales. Kim entered the real estate industry where he worked for 3 years, and in 2003 he was recruited by Home Bank Mortgage.

After learning a bit about his career history, Bryan asks Kim what he think the primary challenge is for someone just getting into the business?

Kim responds by saying that the primary challenge for new LOs is to,  ...