Welcome back to Lending Leadership: The Creative Brief—your inside guide to modern leadership in lending, community building, and the strategies separating top producers from the rest.

In this episode, we had the absolute pleasure of sitting down with Will DeLaTorre, President's Club winner at HMA Greentree and the man behind the motto, “Where there’s a will, there’s a way.” Will DeLaTorre is renowned for his relationship-driven approach, his ability to consistently level up his business, and his unique path from a single loan officer to a team leader shaping his market by championing collaboration and cultural inclusion.

We dig into how Will DeLaTorre built his legacy from the ground up, starting in the late '90s at a massive mortgage company, absorbing foundational lessons in customer service, and evolving through the industry’s many cycles. Our conversation examines not just his business philosophies but also the hard strategies and lived experiences behind building a thriving, inclusive team—especially in serving underserved communities and mastering event-driven marketing.

Here’s an overview of what we covered:

The importance of long-term planning and consistency in business development
How Will DeLaTorre intentionally grew from a solo producer into a leader with a strong, culturally diverse team
The pivotal role of authentic relationships with coworkers, clients, and collaborators
His specialized service for the Spanish-speaking community, and what true inclusivity looks like for borrowers
Tactical deep-dive into event planning and making marketing impactful—even getting over 220 realtors in one room!
The mindset shifts from competition to collaboration, and how “iron sharpens iron” in the modern lending world

Key Takeaways:

Consistent, Long-Term Planning Wins Every Time
We’ve all been tempted to throw together last-minute events or campaigns, but Will stresses repeatedly the power of detailed, six- to eight-week planning. Consistency in your actions—not just your vision—is truly what propels growth, from daily prospecting to large-scale marketing events.
Relationships Are the Foundation
Will’s trajectory proves that treating clients, colleagues, and partners like family outlasts every market shift or technological change. When you’re in it for the right reasons—to genuinely help people—the business takes care of itself.
Culture and Collaboration Trump Competition
Early in his career, Will DeLaTorre saw fellow loan officers as competition, but growth accelerated when he shifted to collaboration—especially through masterminding with peers and inviting new people into his circle. “I want to be the dumbest guy in the room,” he says, underscoring the value of always learning from others.
Serving the Underserved Builds Business and Legacy
As a fluent Spanish speaker and immigrant, Will recognized how the Latin community is often underserved and distrustful of traditional banks. By making everything accessible in their native language and offering true cultural understanding, his team doesn’t just close loans—they create generational change.
Event and Marketing Success is a Team Sport
The secret behind Will’s packed events isn’t magic (or luck). It’s collaborative effort: leveraging sponsors, the skills of everyone on the team, and regular touchpoints and rehearsals. That, plus telling authentic client stories on social, multiplies reach and drives referrals long after the event is over.

Whether you’re an individual loan officer looking to scale, a branch looking for direction, or simply in search of inspiration on leadership through service, this episode delivers both actionable steps and plenty of heart.

Thank you, Will DeLaTorre, for sharing your insight and passion. Loan officers in South Jersey—and beyond—take note: where there’s a will, there’s definitely a way. See you next time!

Rach & Rinn