A professional in the modern age of information relies as much on their professional credibility as they do on their actual skillset, which means perception is nearly as important as reality. This phenomenon comes with a hard consequence: people’s pre-existing biases and expectations can get between them and the perfect person to solve their problems. As an experienced mortgage professional, Shaleen Mahtani has experienced this phenomenon first-hand. Her advice to the business world is simple: don’t rely on titles or first impressions; expertise eventually speaks for itself.
Since starting her journey as a mortgage banking assistant in 1999, Shaleen Mahtani has consistently stood apart from her peers by virtue of her expertise, dedication, and unwavering commitment to excellence. That excellence was recognized when she was tapped by Wells Fargo to develop their Private Mortgage Banking Division in New Jersey—a division that expanded to 36 direct reports and achieved a top 10% national ranking in growth and profitability under her leadership. It’s an achievement predicated on her work ethic, immigrant values, and strategic insights in a competitive field.
Yet, despite these successes, Mahtani has faced challenges in the workplace born of assumptions about her knowledge and capability, all because she’s a woman, a minority, and an immigrant. These assumptions never survive longer than the first impressions, as clients and referral partners change their perception quickly upon working with her. While the initial assumptions are themselves a problem, the outcome is itself proof that first impressions and initial biases are worthless in the face of real credibility built through knowledge and experience.
“It is interesting that there is an inherent bias on me being a minority and a woman, that I would be less experienced or knowledgeable than my male counterparts,” Mahtani says. “After an individual, clients or referral partners start speaking to me, they quickly recognize my knowledge, experience and expertise.”
Strengthened By Personal Perspective
The irony behind some of the misconceptions and biases Shaleen Mahtani has had to overcome is that the very labels and categories others have dismissed her for are some of the strongest roots of her professional strength. Mahtani is deeply influenced by her values as an immigrant, having come to the United States at 14 years of age and immediately having to work through both High School and University. Her mother’s guidance, support, and mentorship have been a guiding light for her as well; her parents modeled the sacrifices and resilience needed to build a better life, and those lessons have never faded.
“I have never believed in getting a free ride,” Mahtani says. “I believe in hard work, focus, dedication, and taking things slow and steady. I deeply believe in always doing the right thing, never taking what I haven’t earned, and making my own way in life. I remember growing up how little my family had, but I knew the only way to succeed was to work hard and be focused. I don’t quit; I am the first one in at work and the last to leave. Nothing has come for free to me, everything has come through pure hard work and dedication.”
These are the values and experiences Mahtani carried as she pushed through the various challenges of life, including family drama and food insecurity. Her work ethic and financial acumen helped her excel in school, eventually graduating with a BBA in Finance from the University of Georgia. After being advised that being a woman and a minority would all but bar her from Wall Street, she leapt into mortgage banking and built the success she’s known for today.
Building Credibility Through Excellence
Mortgage banking is a competitive, even cutthroat industry. There are no normal 9-to-5 hours in an industry where clients and referral partners might need their mortgage banker at any time, which means work can easily carry into the late evening, weekends, and vacations. Peers are often apathetic or hostile rather than collaborative. Yet, since starting in 1999, Shaleen Mahtani has consistently performed at the highest levels of professional excellence, to the point of being ranked in the top 1% in the United States. In the face of that success, everything else falls to the wayside.
“True success comes not from the title you hold but from the integrity you uphold,” Mahtani says. “When the road gets tough, remember why you started and who inspired you. Success is the sum of small efforts repeated day in and day out.”
Currently, the industry is experiencing one of the most challenging years since Shaleen Mahtani started working as a mortgage banker. In prior years, where mortgage value was coming in at a robust and steady pace, the focus was on catering to all clients and converting as much business as possible. Now, with volume significantly lower than usual, working to generate future volume is more important. Even in this challenging time, Mahtani is working toward success.
“The key is not about the amount of volume generated and closed, it is about having the mental stamina and fortitude to continue to do the activities to drive business,” she explains. “Prior to making an important decision, I analyze the possible outcomes and don’t waste time in doing so. I am my biggest critic and best advocate. Therefore, in order to accomplish the outcome I desire, I must be focused.”
Staying Grounded Amidst Soaring Success
Shaleen Mahtani has well-established herself as a successful mortgage banker in her industry, with an impressive professional record that speaks for itself. However, she takes care to make sure that success and confidence doesn’t cross the line into arrogance. Staying grounded and having humility amidst her achievements is a crucial part of staying at the top of her game.
“Our business has had its incredible highs and lows, when things are going well, volume is rapid, and the income stream is high, it is very high to develop an over inflated sense of confidence. Therefore, I truly try to maintain humility in everything I do.”
Outside of the office, Mahtani takes great pride in her three children, and her loving family, and works to give back to her community. She works with Children’s Hope India and Habitat for Humanity to drive positive change outside the boardroom, and aims to pass on her legacy to her children and future generations.
Leave a Reply