A&D Mortgage Stars: Michael Pearson

The A&D Mortgage Stars series provides our current and future partners with some insight into the people who work diligently to bring YOU the Power of YES. 

What is it like to be one of the high-performance mortgage professionals in the industry? Michael has successfully closed an impressive number of deals with A&D Mortgage. His team regularly ranks at the top in submitted and closed deals.  

In this session, Michael shares his thoughts on working for A&D Mortgage, the secrets of being productive and successful in B2B sales, and some other gems. No matter if you’re a seasoned broker or a novice, this is your chance to learn from someone who knows how to get deals done. 

Q&A with Michael Pearson

Role and Background

A&D: What does your job require of you? What types of duties?  

Michael: Day-to-day management of an inside sales team, planning and implementing sales improvements and technology. Help with speaking engagements and events. Help with training, presenting programs, webinars, etc.      

A&D: How long have you been with the company and how did you get started with us?   

Michael: 2.5 years, I worked with Max years ago, we reconnected when he was looking to expand his internal sales team to capture more business on the west coast.  

Achievements and Favorite Milestone

A&D: What are some of your achievements during your time with the company?   

Michael: Hired, trained, developed internal sales team members who came to us with no mortgage background or experience, watched them thrive and outgrow peers with many years more experience.  Worked with the learning and development department to create and fine tune a new hire training program that takes entry level salespeople and gets them producing within 30 days.  

“… focus on being the best at what you can control or influence, then add an internal engine that refuses to give up; you can be extremely successful and have the financial freedom to do basically anything you want.”

A&D: What is your favorite achievement on this list, and why?  

Michael: The part about seeing new AEs succeed in the role.  I love that we’ve been able to source and cultivate new salespeople into the business and that they are able to pick up the material and grow quickly.  I love the fact that we’re growing a new generation of Account Executives. Not many companies are investing in the future of a sales force, I’m excited to be a part of that.

Influences and Memorable Moments

A&D: Who do you look up to as a role model or influence? Either in the company or outside or both. 

Michael: I admire people that are truly passionate about something, that can step outside of their comfort zone and confront ‘wrongs’ or broadcast ‘rights’.  It can be difficult to put yourself out there like that, especially when you know the world, or a segment of it, will look down on or make fun of you.  

There is a guy I drive by most mornings, he always holds signs up and speaks with cars driving by.  I don’t share most of his views, but I admire his commitment, he puts up with people swearing at him, throwing things at him, just the worst behaviors.  And he’s still there, every day, looking for an opportunity to change even one person’s mind.  That’s bold.  

“I admire people that are truly passionate about something, that can step outside of their comfort zone and confront; ‘wrongs or broadcast ‘rights’.” 

A&D: Who would you credit for having a positive influence on your success at A&D?   

Michael: I know it’s cheesy to put Max and Lana on here, but I do credit them.  They had faith and confidence in my abilities and empowered me to do things, often very unconventionally, to get results. They rarely say ‘no’, they often ask how we are going to get there.  I truly appreciate their leadership.   

A&D: Tell us your favorite or one of your favorite A&D stories in which you were involved.  

Michael: I really enjoy it when we have our partners in town. It’s an opportunity to meet them in person, pull them out of work, and be able to get real feedback on how they feel about A&D and the industry altogether.  I always get good ideas and new energy from those events.  

Advice and Life Outside Work

A&D: What advice would you give to a new or young mortgage professional in or out of the company?  

Michael: First, make sure you are mentally prepared for this journey.  This is not an easy job, and it takes a tremendous amount of time, effort, and energy to see results. I don’t think most people realize the mental strain involved in B2B sales.  But, if you can compartmentalize the good and the bad, focus on being the best at what you can control or influence, then add an internal engine that refuses to give up; you can be extremely successful and have the financial freedom to do basically anything you want

A&D: When you’re not at work, what are some of your favorite things to do? 

Michael: I garden and small-scale farm.  I have an aquaponics garden, driven by tilapia.  I like to grow and eat my own food.  I also have four chickens, I enjoy having outdoor hobbies and creating some level of self-reliance.  I am also married and have three wonderful children, so we’re always up to some adventure or a trip somewhere.  

Final Takeaway 

Michael embodies the spirit of progress that drives A&D forward. He has built and managed a top-notch sales team from the ground up and also played a crucial role in creating training programs that empower new talent to evolve in the mortgage industry.  

His story at A&D Mortgage is proof of the power of passion, persistence, and forward-thinking leadership. 

Connect with us by visiting A&D Mortgage website or our LinkedIn page.