In mid-2018, Ana Cruz decided to branch out on her own, establishing City Mortgage Group and forming her own team of licensed agents, an underwriter and client care manager. Since opening up shop, Cruz achieved her highest volume ever, even amid all the changes in the industry last year. She also earned a place on CMP’s Women of Influence list in 2018.

The strategy behind success was simple: “Focus, focus, focus,” she Cruz says. “My favourite quote from George Lucas – ‘Always remember that your focus determines your reality’ – [was] my motto for 2018. I’ve focused on staying in touch with each of my partners and clients. The key strategy has been to make the call, care about the people, and everything will fall into place.”

Having just moved into a new office and with plans to grow her team, Cruz believes 2019 will be her best year yet. “Our focus in 2019 is to call, care and repeat,” she says. “I will never forget the saying: ‘People don’t care how much you know until they know how much you care.’”