Julius Barrutia, senior vice president of mortgage lending with CrossCountry Mortgage, credits his success to effective networking, street smarts and resilience — skills he developed early in life. He has used those skills during his career, working with some of the country’s most prominent developers at high-end developments in Chicago.

Passionate about sports, Barrutia aspired to play professionally. But after suffering an injury playing college baseball, he decided to leave school and start working. A natural at sales, he began working at Verizon Wireless stores, first as a sales representative and then store manager. However, he recalls how a new opportunity suddenly presented itself: “A good friend of mine was an account executive in the mortgage industry. I met his boss on several occasions and as time went on, he mentioned the mortgage industry could be a great fit for me.” Although at 21, Barrutia hardly knew what a mortgage was, he did possess the sales and networking skills necessary to succeed, with a desire to learn the rest. “Shortly after, I started working in the mortgage business,” he recounts.

Having been in the industry for 18 years, Barrutia has seen it all, from the 2008 housing market crash to recessions and refinancing booms. Through it all, he always manages to adapt and help his clients navigate the market, while keeping the process efficient for them.

Barrutia focuses on discussing monthly budgets with his clients, letting them know what to expect during the loan process and addressing all of their questions up-front. He wants his clients to feel comfortable, and recognizing that each client is different, he breaks things down and communicates in a way they will best understand.

Named a Top 1% Mortgage Originator by Scotsman Guide, Barrutia is also the recipient of President’s Club and Five Star awards. His approach to lending is basic and effective: clear and direct communication, treat each client as a VIP, advise and don’t “sell.”