Mortgage Loan Consultant (Base Pay + Commission)

At Community Financial System, Inc. (CFSI), we are dedicated to providing our customers with friendly, personalized, high-quality financial services and products. Our retail division, Community Bank, N.A., operates more than 200 customer facilities across Upstate New York, Northeastern Pennsylvania, Vermont and Western Massachusetts. Beyond retail banking, we also offer commercial banking, wealth management, investment management, insurance and risk management, and benefit plan administration.

Responsibilities

• Originate mortgage loans to meet individual and department production goals in accordance with bank policies and investor and regulatory guidelines, with an emphasis on delivering superior customer service.
• Establish and maintain strong professional ties to area business generators by executing a sales call program to service realtors and other referral sources to develop new mortgage business.
• Proactively generate mortgage loan opportunities through networking, outreach, and a structured sales approach targeting realtors, builders, financial planners, and other referral sources.
• Identify customer needs through a formal consultative process, present tailored mortgage solutions, and guide clients through the loan process from application to closing.
• Educate customers on loan programs, underwriting guidelines, and market trends while ensuring compliance with regulatory policies.
• Conduct personalized consultations, either in-office or at convenient locations, to ensure a seamless borrowing experience.
• Expand relationships by referring clients to other banking services, including deposit accounts, business banking, insurance, and wealth management.
• Oversee the loan application lifecycle, coordinating with underwriting, processing, and closing teams to ensure timely funding.
• Keep informed of industry trends, local market conditions, and regulatory updates to position yourself as a trusted mortgage advisor.
• Represent the bank at local business and community events, delivering exceptional value and building brand awareness.
• Maintain full compliance with federal and state mortgage regulations while upholding the highest standards of professional ethics.
• Maintain proficient knowledge of, and demonstrate ongoing compliance with all laws and regulations applicable to this position, ensure ongoing adherence to policies, procedures, and internal controls, and meet all training requirements in a timely manner.
• Cooperate with other members of the department to achieve department goals and with employees of other departments to provide quality service, solve problems, and achieve bank goals.
• Perform other related duties as assigned or directed.

Requirements

• An Associate's degree or equivalent preferred; High School Diploma or GED required.
• Specialized banking and lending education and training.
• Valid driver license.
• All applicants must be 18 years of age or older.
• 3+ years of experience in a professional sales environment in financial services normally required.
• National Mortgage Licensing System (NMLS) registration under The SAFE Act required; candidates who do not currently hold NMLS registration must be able to successfully obtain and maintain registration upon hire.

Skills

• Proven sales experience with a drive to exceed goals and a passion for helping clients.
• Strong relationship-building skills and the ability to generate referrals and new business opportunities.
• Understanding of mortgage products, underwriting guidelines, and regulatory requirements.
• Proficiency in mortgage software, CRM systems, and strong verbal/written communication abilities.
• Willingness to embrace and share new ideas and different perspectives that enhance personal growth and success while participating in ongoing sales coaching and mentorship.
• Must consistently demonstrate the Company’s core values: Integrity, Excellence, Teamwork, and Humility.

Benefits

• 11 paid holidays.
• Paid vacation.
• Medical, Vision & Dental insurance.
• 401K with generous match.
• Pension.
• Tuition Reimbursement.
• Banking discounts.

Pay

Minimum USD $19.23/Hr. Maximum USD $19.23/Hr. Potential earnings 130K+.

Schedule

40 hours/week.

Training Program

As part of onboarding for the Mortgage Loan Consultant role, Community Bank provides exclusive access to MBA Education’s School of Loan Origination (SOLO). This instructor-led program offers a strong foundation in mortgage lending, including how to take accurate loan applications, evaluate credit, understand loan products and pricing, and structure transactions. The course also includes real-world case studies to build confidence and strategies to grow your business while serving your community.

Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee may be required to stand, walk, or sit; use hands and fingers, handle or feel; reach with hands or arms; and speak and hear.
• The employee may occasionally be required to lift and/or move up to 25 pounds.
• Specific vision abilities required by this job include close vision and the ability to focus.