b'Rory Cambra continued from page 14tradeshows and various industry events.half, then I head home to do client follow up, CEO and Owner of S.B.S. Trust Deeddatabase management, prospecting and Network, Mitch Willet, is a big believer inwork on my schedule for future events.It physical in-person marketing.He took metakes balance to be at this at a high level for to all the industry events and explaineda long time, and I need the physical outlet.why we attended different events.I remember Mitch telling me, go to the bar, order some drinks, and meet people,How did you find yourself thats your job.I remember it well, and itworking in this industry?Was is precisely the way I market myself today.it love at first sight or a longer Its a very organic relationship-drivenpath?approach.If I am golfing with a potential client, I typically dont like to talk aboutI was a schoolteacher on Maui, just business.Im there to golf, talk aboutout of college; then, I changed life, family, reflect, and have a good time.career paths.I worked part-time We all know why we are golfing.I enjoyduring the Summers at the Kealani Hotel hanging out and getting to know peopleas a Bellman.I met a hotel guest, and we on a personal level.When it comes to livingimmediately hit it off, so I took him golfing life, we are all in the same boat.We work,at the various courses on Maui.He ended I received my first-degree black belt in 2016,we play, and we experience. offering me a job in the mortgage industry. and Im due for my second degree soon inI told my wife, who is from Los Angeles that I a couple of years.Then, I can teach andI typically travel and fly 50 times a year towas going to check it out, and I would either train students and issue belts to promotevarious tradeshows and events.It is wherecall her to let her know I was coming back studentsall my promoted belts registeredI meet most of my valued relationships.home or get packed, were moving to San in Brazil under the Federacao PaulistaThen comes the follow-up.If you doDiego.When I got to San Diego, the new De Jiu-Jitsu Federation.I am the 40,065thnot consistently follow up and maintainmortgage company gave me the smallest registered Brazilian Jiu-Jitsu within thisa database management system withoffice without windows in the building, and Federation.I still train today, and I love it. people you meet at these trade showsrightfully so, I was horrible at selling.Three and conferences, you will not be successful.years later, by the time I left, I was the sales Marketing may look like fun, but themanager and with the largest corner office numbers must work to keep the doorswith windows in the building.What do you do for work?Whatopen and to stay employed.Its all about does your typical day look like?the numbers, and with that comes dailyRepetition is the mother of skill, and I just pressure that we put on ourselves. outworked everyone.I was the first in and I have served as the Vice Presidentthe last one out and worked on Saturdays of Marketing for S.B.S. Trust DeedWhen Im not traveling, I typically go toand Sundays.Leads would call in, and I Network and S.B.S. Lien Servicesthe gym in the morning and do an hourwould be the only one there to help them. since January of 2010.My primaryspin class, then hit the weights, grab someI went on the start my own mortgage responsibility is to build and maintaincoffee, then train Jiu-Jitsu for an hour and acompany with 15 loan officers, which I long-lasting relationships with all clientstrained.I had two other partners, and and strategic partners.For the last tenwe made an excellent living for five years. years, I have created and maintained long- Altogether I was a loan officer from 1998 lasting relationships with my customers.to 2010.I did very well up to 2010 when Reaching out to customers and proactivelythe mortgage industry crashed.addressing their needs and concerns is my greatest asset.I am confident that movingI was one paycheck from living under a forward, I will treat a new client with thebridge, so love at first sight.same enthusiasm and professionalism that I have for the last ten years.It is always anI became a crossing guard at my childrens honor to serve as a clients partner andschool when a parent asked me if I was account representative. interested in a Marketing position for a friend of his.He happened to be college When I am out on the road, I do client visits, attend luncheons, and travel forcontinued on page 16Points of InterestFall 2020Page 15'