Mortgage Loan Consultant (Base Pay + Commission

Overview

At Community Financial System, Inc. (CFSI), we provide friendly, personalized, high‑quality financial services and products. Our retail division, Community Bank, N.A., operates over 200 customer facilities across Upstate New York, Northeastern Pennsylvania, Vermont, and Western Massachusetts. In addition to retail banking, we offer commercial banking, wealth management, investment management, insurance and risk management, and benefit plan administration.

As a member of the Retail Banking Team, the Mortgage Loan Consultant originates mortgage loans to meet individual and department production goals. Loans must be originated in accordance with bank policies and investor and regulatory guidelines, with an emphasis on delivering superior customer service. The Mortgage Loan Consultant is responsible for establishing and maintaining 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.

• Grow Your Pipeline – Proactively generate mortgage loan opportunities through networking, outreach, and a structured sales approach targeting realtors, builders, financial planners, and other referral sources.
• Close More Deals – Identify customer needs through a formal consultative process, present tailored mortgage solutions, and guide clients through the loan process from application to closing.
• Be the Go‑To Expert – Educate customers on loan programs, underwriting guidelines, and market trends while ensuring compliance with regulatory policies.
• Deliver White‑Glove Service – Conduct personalized consultations, either in‑office or at convenient locations, to ensure a seamless borrowing experience.
• Maximize Cross‑Selling Opportunities – Expand relationships by referring clients to other banking services, including deposit accounts, business banking, insurance, and wealth management.
• Own the Loan Process – Oversee the loan application lifecycle, coordinating with underwriting, processing, and closing teams to ensure timely funding.
• Stay Ahead of the Market – Keep informed of industry trends, local market conditions, and regulatory updates to position yourself as a trusted mortgage advisor.
• Make an Impact – Represent the bank at local business and community events, delivering exceptional value and building brand awareness.
• Drive Compliance & Excellence – 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, ensuring continuous adherence to policies, procedures, and internal controls, and meeting all training requirements in a timely manner.
• Perform other related duties as assigned or directed.

• Cooperate with other members of the department to achieve department goals.
• Cooperate with employees of other departments to provide quality service, solve problems, and achieve bank goals.

• 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.

• A Winning Mindset – Proven sales experience with a drive to exceed goals and a passion for helping clients understand the value of working with you.
• A Sales‑First Approach – Strong relationship‑building skills and the ability to generate referrals and new business opportunities.
• Financial Knowledge – Understanding of mortgage products, underwriting guidelines, and regulatory requirements.
• Technology & Communication Skills – Proficiency in mortgage software, CRM systems, and strong verbal/written communication abilities.
• Education & Licensing – Associate’s degree (or equivalent experience), specialized banking/lending training, and active NMLS registration under the SAFE Act.
• A Commitment to Growth – Willingness to embrace and share new ideas and perspectives that enhance personal growth and success while participating in ongoing sales coaching and mentorship.
• Must consistently…