Mission Over Commission: Mortgage Lending with AI, Empathy, and Service

In this episode of The Loan Officer Playbook Podcast, we sit down with Nate Valdez, Senior Mortgage Broker & Advisor at Barrett Financial Group. Nate is a mission-driven mortgage broker, veteran, and educator who’s redefining what it means to serve borrowers. From his roots in the restaurant industry and military service to leading a team of loan officers and running consumer-focused workshops, Nate shares how his philosophy of service over sales has fueled his success.

Key Takeaways

• Why service—not sales—is the foundation of success
  Nate shares how a background in hospitality and military service shaped his people-first mindset, and why prioritizing relationships over transactions has fueled long-term business growth.
  
  

• Building trust through education and empathy
  By understanding each client’s goals and guiding them through the process, Nate becomes a long-term partner, not just a lender.
  
  

• How AI tools like ChatGPT power his day-to-day
  From flyers to workshop planning to mentoring his team, Nate explains how he uses ChatGPT or "Chatty" AI to save time, stay consistent, and scale his business.
  
  

• Creating value through community workshops
  Learn how Nate drives referrals through local, hands-on events—from dog park coffee meetups to veteran-focused education sessions.
  
  

• Leading with mentorship, not just metrics
  As a team leader, Nate emphasizes growth and service over pure volume. Learn how Nate grows his business by investing in people by mentoring new loan officers, building systems, and leading with purpose over production.

For more insights from Nate Valdez listen to the full episode on The Loan Officer Playbook Podcast!