Mortgage Loan Consultant (Base Pay + Commission)

Job Description

Job Description

Overview

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.

Just as our employees are committed to helping our customers manage their finances, we’re committed to our employees. After all, they make it happen for our customers every day.

To ensure our people can enjoy long and successful careers here at CFSI, we offer competitive compensation, great benefits, and professional development and advancement opportunities. As an equal-opportunity workplace and affirmative-action employer, we celebrate and support a diverse workplace for the benefit of all: our employees, customers and communities.

Responsibilities

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, ensure ongoing adherence to policies, procedures, and internal controls, and meet all training requirements in a timely manner.
• Perform other related duties as assigned or directed.

Ancillary Duties:

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

Qualifications

Education, Training and Requirements:

• An Associates 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.

Skills:

• 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 – An 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 – An Associates 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 different perspectives that enhance personal growth and success while participating in ongoing sales coaching and mentorship.
• Must be able to consistently demonstrate the Company’s core values: Integrity, Excellence, Teamwork, and Humility

Other:

• This position requires National Mortgage Licensing System (“NMLS”) registration under the terms of The Secure and Fair Enforcement for Mortgage Licensing Act of 2008 (The SAFE Act). Candidates who do not currently hold NMLS registration must be able to successfully obtain and maintain registration upon hire.

Experience:

• 3+ years of experience in a professional sales environment in financial services normally required.  

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. We want every new team member to feel properly trained, equipped, and confident to succeed in this important role.