When it comes to mortgage lending, Gary Lau says there’s no skill more important than the ability to listen. His clients say he’s trustworthy and honest, and note that he has the impressive ability to anticipate questions before they’re asked.

Lau’s mortgage career began in 1993, when he relocated to Tucson. Prior to working as an originator, he held sales and management positions. That’s where he learned to listen to client concerns and develop solutions.

Thanks to his 30 years of expertise, Lau is able to structure transactions that seem difficult to qualify on paper. However, he says he’s far from having “seen it all.” Each client interaction is an opportunity to learn and connect—and that mindset helps him focus on addressing each borrower’s individual needs and concerns.

Lau currently serves as a branch manager for Wintrust Mortgage, where he leads a team of originators. In addition to the leadership experience he’s gained as the head of a team, he’s been exposed to all kinds of loan scenarios he wouldn’t have otherwise encountered.

In addition to his work with FHA, VA, conventional, and jumbo loans, Lau now also specializes in assisting retirees in their retirement relocation.