Jane Floyd could have had a far different life. She was doing public relations at a title company more than 30 years ago with plans to go to law school. At the eleventh hour, a friend who owned a mortgage company asked her if she ever thought about getting into the mortgage industry. “He just said, ‘I think you would be incredible,’ and I said, ‘Well, let’s give it a whirl.’ That’s exactly how I got in the mortgage business,” Floyd said. He said, ‘I’ll pay for your license. And you come work for me.’ And I never looked back.’”

The world may have lost a talented litigator. But it’s hard to argue with Floyd’s choice. She has emerged as one of the top mortgage originators in the country. She closed 262 loans last year and produced $118.4 million in loan volume, according to Scotsman Guide’s Top Originator rankings. 

“You always have to do the right thing and put yourself behind the client or the Realtor.”

In Florida, one of the most populous states in the country, Floyd ranked No. 20 among all originators. She ranked No. 54 among Top Women Originators as well as No. 150 for Top Purchase Volume. 

It’s not about wanting to be me. It’s about being the best version of you. How are you going to do that? Show up every day. Give 100%. Stay hungry. If you’re not learning and growing, you’re dying, right? You build relationships with trust. People sometimes struggle with that. I’m a big believer in communication. I think that’s the No. 1 for any trade right now.

When she went to work at that first job for Tony Vary at Doral Mortgage, she already had a leg up on the competition. By working at the title company, Floyd knew many real estate agents.

“I was very fortunate to have had some relationships with Realtors,” Floyd said. 

“Because again, for a year and a half, I had done public relations for a title company, so they knew me as the title girl, so they were willing to give me a shot as their mortgage person.” 

She’s always made relationships with Realtors a cornerstone of her business. In 2024, she did 95% purchase business and 5% refinance.

Even during the COVID-19 pandemic, with refinance business coming in at record pace, Floyd made connecting with real estate agents a priority. She believes those relationships have helped maintain her business in the years since.

Earlier this spring, she was at open houses, connecting with her long-time referral partners and meeting new agents. She does this every week.

“I put them on a campaign and send a handwritten note,” Floyd said. “If I talked about something specific, like I talked to one today about a bridge loan, by the end of the day before I leave, she’ll have specific information on the bridge loan. Then it’s just continuous follow-up.”

One of her priorities is building relationships. She said it took her about 10 years in the business to understand the importance of that.

“You always have to do the right thing and put yourself behind the client or the Realtor,” Floyd said. “I know we all have to eat, so don’t get me wrong. But I’m never thinking about the paycheck. And I think some people have gotten into our business because it is very lucrative.”

Measuring that success is important. To do that, she and her staff are continuously doing surveys. She said that’s what she tells everyone she hires: She wants all clients to receive a survey, and she wants to see positive feedback. And 98% of the time, she said that’s what she sees on those surveys.

Floyd does most of her business in Florida. Affordability is becoming an issue for the Sunshine State in the wake of two major hurricanes in 2024 and escalating insurance costs, as well as rising prices and elevated interest rates.

This has caused headwinds for many borrowers and proves the need for originators with expertise in the mortgage business. She laments that the industry has become too commoditized with borrowers just wanting to go to a web portal to apply for financing. When complications inevitably occur, it’s originators such as Floyd who get the frantic call.

“We’re the ones getting the save-a-deal call because it didn’t close,” Floyd said. “I’d like clients to place greater value on education and expert guidance when making their mortgage decisions. And I’m very blessed to have agents that value us.”