In this Dealmaker$ episode, Shane sits down with Lynlea Westervelt, one of Maryland’s top loan originators, Scotsman’s Guide-ranked producer, former college athlete, and now a senior leader at First Home Mortgage.

Lynlea shares her full origin story — growing up in Columbia with three sisters, playing soccer and lacrosse, competing at James Madison, bartending and working as an OC summer beach cart girl, attempting medical sales, and finally discovering lending through her dad’s real estate career.

She breaks down what separates professionals from people who simply “have a license,” why she believes so deeply in culture and consistency, how she navigates rising rates, low inventory, and buyer psychology, and how she balances top-tier production with raising three young kids and supporting her husband’s entrepreneurial business, Hex Performance.

We also cover:

• How she built confidence early in her career
• The difference between being an in-house lender vs. building your own book
• Why consumers chase online rates — and why that backfires
• VA lending, affordability strategies & buy-downs
• Her first-ever deal, the one she lost, and the ones she’ll never forget
• Leadership lessons & mentoring young talent
• Systems, structure, discipline, and how elite originators actually use their time
• Why being nice, authentic, and relentlessly consistent is still the ultimate sales advantage

This is a masterclass in mindset, process, and building a long-term career in real estate finance.