After earning a master’s degree in sports marketing, Brian Fishman pivoted to the mortgage industry, but it wasn’t the rough transition that some might expect. Instead, he identified and applied a toolbox full of transferable skills, such as event planning, budgeting and working in client- and corporate-facing roles that made him feel right at home.

“As a people person with a natural ability with numbers, it was a seamless route for me,” Fishman remembers. That was more than 30 years ago, and today, the industry veteran still loves delivering jumbo adjustable-rate mortgages, unique seven- and 10-year mortgages and other loans that don’t exactly fit into the standard underwriting guidelines.

Because no two clients are the same, Fishman tailors every mortgage solution to the borrower’s individual needs. “This includes a holistic approach to evaluating their current job, their career prospects and their financial portrait and acting as an advisor throughout the process,” he says.

With about half of his business at Wintrust Mortgage within Illinois and the other half nationwide, most of Fishman’s clients are referrals from his network of friends, financial advisors, CPAs and Realtors. “I am incredibly grateful for the 30 years of clients and the referrals and repeat business,” he says. He believes it essential to show clients he values them and their business by respecting their time and strategizing a specialized game plan just for them.

A low-pressure approach to prospective clients works best for Fishman, probably because it’s his natural demeanor. “I don’t want to come across as overzealous,” he explains. “I like to help prospective clients understand their current situation and what steps we can accomplish together if they choose to work with me. At the end of the day, I’m really just trying to help people with their homebuying needs.”

Outside of work, Fishman enjoys golfing, attending live music events, playing pickleball and spending quality time with family.