A career in the mortgage industry was never part of Mickey Perry’s plan. For years, he worked as a route sales representative for Frito-Lay and thought he would stay there until retirement.
As his children got older and more independent, Mickey no longer needed a job that let him be home by noon to pick up the kids and handle practices and after-school activities. He had more flexibility to consider a career that would require more of his time during the day.
His good friend and Managing Director of Mortgage Lending for Sunflower Bank, Josh Martin, suggested he consider a career in mortgage sales, opening the door to a new career Mickey never expected but quickly discovered he could excel in. Mickey shadowed at Josh's office, then went home and talked to his kids about making a change.
“I showed up at the office at 7 a.m. and went home around 6 p.m., thinking to myself, ‘There is no reason why I can’t do this job,’” shares Mickey. “I knew it wouldn’t be easy, and it would push me out of my comfort zone. But that was okay. After 17 years at a job I thought I’d retire from, I put in my two weeks' notice and started at Sunflower Bank.”
Learning by Doing
He could not have picked a more opportune time to learn the business. Mickey joined Sunflower Bank in 2020, when historically low rates and a surge in homebuying drove an influx of business and created an exceptionally busy environment for mortgage professionals. For someone new to the industry, it was trial by fire, but the production volume gave Mickey the opportunity to learn quickly, gain experience, and build a solid foundation for his new career.
“I was drinking out of the fire hose with tons of new loans. Thankfully, my co-workers jumped in, and the entire office was willing to help me. I feel very blessed to have entered the industry when I did and to have the team I have behind me.”
That early experience shaped the way Mickey approached his career today. He knows the value of having a strong team behind you, and he appreciates the family dynamic he’s found at Sunflower Bank’s Spokane, Washington, mortgage lending location.
A Different Way to Build a Mortgage Book of Business
Mickey also appreciates the opportunities that come from being part of the Enterprise Mortgage Team at Sunflower Bank. As part of this team, he works with anyone who needs a mortgage loan, including Sunflower Bank and FirstSun Advisors employees. He also receives leads through Sunflower Bank’s website when a prospect doesn’t contact a Mortgage Loan Originator (MLO) directly and continues to nurture and support past and present borrowers when other team members move into other roles.
This gives him opportunities to build relationships and grow his business, while also creating relationships with real estate agents, title company representatives, and others to broaden his referral base. For Mickey, being a good referral partner starts with being available, responsive, and willing to take care of the borrower.
“They’re trusting you with their client,” says Mickey. “You’ve got to take care of them and do what you say you’re going to do.”
Relationships Make the Difference
The relationships with borrowers and referral partners are a big part of what makes mortgage lending so rewarding for Mickey.
He enjoys getting to know people, understanding what they need, and finding a way to help them achieve homeownership. Having a range of exclusive mortgage products and programs available through Sunflower Bank gives him more ways to help borrowers find solutions that fit their circumstances.
Out of the many loans he’s closed over the years, one experience in particular stands out.
“I worked with a man who was blind from birth, had recently returned to work after being laid off during COVID, and was supporting a wife and three young children on a modest income,” shares Mickey. “The family had spent most of their lives in an apartment, but his dream was to have a home with a yard where his children could play.”
Mickey and his team at Sunflower Bank, along with a realtor referral partner and title professional, joined together to help the family. It was not easy. Mickey worked through the challenges of qualifying the individual for the loan and even made home visits to help with paperwork since the man was blind and reliant on public transport. When the family closed on their house, the man broke down and shared that it was a dream come true.
“That was probably the most rewarding loan I’ve ever done. Every once in a while, I’ll check in with him, and he’s always so thankful.”
Hard Work Pays Off
Nearly seven years into his unexpected career, Mickey is approaching $200 million in loans funded and has won sales excellence awards for two years, including the Petals of Prestige Circle of Excellence Award in 2025.
When Mickey reflects on what it takes to succeed in the mortgage industry, his answer comes down to his core philosophy: “Practice makes performance.” Success comes from hard work, building relationships, and learning along the way.
“Those just starting have to dial down, start with the basics, and work hard every single day,” says Mickey. “You have to put yourself out there and make phone calls. When you get turned down, go make two more calls. Even if you get one that will meet for coffee, keep making calls. That one lead gets you excited, but you need 30 of them to keep you going.”
Hard work will take you far, but Mickey also believes having the right team and platform matters. At Sunflower Bank, he has access to a platform that uses the latest technologies, mortgage lending products designed to help him win more business, a tech stack that includes a CRM and self-serve marketing platform, and a strong leadership team that supports the people and vision.
“Here in Spokane, we’ve got the number one market share. To do that, you have to be doing something right,” says Mickey. “I know the people I work with; we’re all doing something right.”
A Career Worth the Chance
Today, Mickey’s children are grown; he is looking forward to becoming a grandfather, and he continues to find fulfillment in helping people achieve their goals of homeownership. He looks forward to meeting his sales goals and increasing his volume while helping his family, his team, borrowers, and the Bank.
What began as a complete change in direction has become a career Mickey genuinely enjoys, surrounded by a team he considers family and with plenty of room for whatever comes next.