After more than 30 years in the mortgage industry, Steve Howard, Regional Sales Manager in Phoenix, found his home at Sunflower Bank. With his strong work ethic and love of helping people, he’s built a high-performing team filled with passionate individuals, earned President’s Club honors seven years in a row, and hit major career milestones, all while chasing even bigger goals ahead.
His journey in the mortgage industry taught him how much success depends on both the organization and the people around you.
From Loan Officer to Regional Sales Manager
Steve began his mortgage career straight out of college. Throughout his career, he worked as a loan officer, operations manager, regional production manager, and even owned his own company for many years. He credits his vast experience for his ability to navigate obstacles in the mortgage process and ensure a smooth transaction for his clients and their families.
In 2018, Steve was ready for a change. As he evaluated potential opportunities, he zeroed in on the things that were most important to his career and his relationships with clients.
“I created a spreadsheet with items that I either needed or wanted to have with a new company,” says Steve. “Sunflower Bank was the only one that checked all the boxes.”
Today, the items that drew Steve to Sunflower Bank, remain the things he appreciates most about the organization.
Focusing on the Four Ps
When Steve thinks about what he loves about Sunflower Bank, four Ps come to mind: product, pricing, performance, and people.
Product: “We have all the tools in our tool belt when it comes to products and support,” says Steve. “If a client has a need, we can use our resources to find a solution for them, all in-house.” With access to internal products and solutions that most other companies can’t match, Steve feels confident he can meet the needs of most clients.
Pricing: “This is the best platform in the country,” he says. “It enables a person to do as much business as they choose. This is only limited by the ceilings they put on themselves.” On top of that, Steve highlights Sunflower Bank’s innovative incentives and competitive pricing. “We’re constantly developing something new to help clients achieve their financial goals and dreams.”
Performance: At Sunflower Bank, everyone is aligned in their performance goals. Steve points to the Bank’s culture of accountability, the drive to keep raising the bar, and the recognition that comes with reaching new milestones. “There is nothing better than watching individuals climb up the production leader board,” says Steve.
People: Ultimately, it all comes back to the people. Steve describes his peers as the “best of the best.” While they’re naturally competitive, that doesn’t mean they don’t love to see each other succeed and hit personal and team goals. “Prima donnas need not apply.” Steve laughs. “If you’re only focused on you, this is probably not the right place. But if you want to be part of a group that helps you accomplish your goals, this is a great place to work.” Steve also credits leadership for listening and responding to the needs of the sales teams, stating: “They listen to our input about what we need to be successful and do their best to provide those tools."
These four Ps are especially important when building and growing a successful origination team. They’ve helped Steve attract, keep and mentor his team of MLOs.
Delivering What We Say, When We Say We’ll Do It
In addition to these four differentiators, Steve appreciates how closely Sunflower Bank aligns with his own standards. Steve built his reputation and personal business on a simple principle: do what you say you’re going to do, when you say you’ll do it. It's a principle Sunflower Bank shares.
Steve attributes the company’s ability to deliver on this principle to the Bank’s in-house capabilities. Sunflower Bank doesn’t rely on third parties for critical steps in the mortgage process. In most cases, we even service the loan for its lifetime. As a full-service bank we can also offer clients a range of banking services to meet their other financial needs.
By providing an end-to-end solution, from loan origination to mortgage servicing, we ensure a smoother, more reliable transaction for our clients. For professionals like Steve, whose word is their bond, knowing he can keep every promise matters. Having that level of support from Sunflower Bank turns promises into performance.
Succeeding in the Mortgage Industry
When thinking about what it takes to make it in the mortgage industry, Steve doesn’t overcomplicate it. He offers the following advice to individuals just getting started:
- Be disciplined
- Show up to work every day with a positive attitude
- Understand that you can achieve anything you want if you are willing to put in the work
Steve Howard (middle) winning an award at the Sunflower Bank Award of Excellence Retreat with Marcus McCue, Mortgage Strategy Director (left) and Josh Martin, Director of Mortgage Sales (right).
For those considering a new opportunity, Steve suggests determining your niche and then finding a company that can support you and your strategy. When it comes to choosing a company, he warns against rushing a big decision. The right fit makes all the difference.
Steve found that fit at Sunflower Bank. Here, he can reach his definition of success: helping clients with their financial goals and showing new homebuyers that the American Dream of homeownership is still attainable, contrary to what many believe.
With the right people, products, and platform in place, Steve can deliver for clients, achieve his career goals, and mentor other MLOs who want to do the same.