Good. Better. Broker.

The following guest sits down with host Justin White:•   Jalen Scott – Mortgage Broker, Belong LendingMuch like a house, a career in mortgages is only as good as the foundation it’s built on. If you’re a new loan originator, building a strong foundation means looking at your job as more than a job.  What steps can brokers take when they’re just starting out to set themselves up for success? Tune into Episode 69 of Good. Better. Broker. as we sit down with a first-year mortgage broker to hear about the ups and downs of a career that provides so much and demands even more.In this episode of the Good. Better. Broker. podcast, you’ll find out what it takes to achieve success as a first-year mortgage loan originator.In this episode, we discuss ...•   1:35 – Jalen’s reflections on his first year as a mortgage loan originator•   2:44 – The importance of social media to gain visibility as a new mortgage loan originator•   4:40 – The opportunity social media presents to create branded content•   6:19 – Jalen’s content strategy and how it’s evolved since he started•   8:19 – How Jalen comes up with ideas for social media videos •   9:21 – Why it’s necessary to be completely invested in your first year as a mortgage broker•   10:39 – Why progress as a mortgage loan originator isn’t linear•   13:26 – Why being a mortgage broker becomes a part of your identity•   15:06 – How new loan originators can find business•   17:56 – The importance of connecting with real estate agents you get along with•   19:13 – What Jalen would tell himself if he could start over•   20:55 – Jalen’s decision to become a brokerownerShow Contributor:Jalen ScottConnect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram, or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Diane Luongo-Gazich, Sr. Loan Advisor – C2 FinancialDuring one of the most challenging mortgage markets the industry has seen, a veteran loan originator decided to reinvent herself. The plan – host an event and invite as many financial professionals as possible. What was the result and how has it impacted her business? Tune into Episode 68 of Good. Better. Broker. as we sit down with Diane Luongo-Gazich to find out how she’s become a referring source for everyone in her sphere of influence.In this episode of the Good. Better. Broker. podcast, you’ll find out why offering business to referral partners without asking for business in return is a successful long-term strategy.In this episode, we discuss ...•   1:34 – why Diane values partnerships over relationships with referral sources•   2:26 – the questions Diane asked about reinventing herself•   3:11 – why Diane sees herself as an advisor on all financial matters•   4:07 – how Diane came up with the idea for the event that changed her business•   6:08 – why Diane focuses on referral partners other than real estate agents•   8:33 – the event Diane organized and how she marketed it•   10:02 – why the event became an “aha” moment for Diane•   10:34 – Diane’s strategy for staying in touch with past clients•   11:57 – how Diane offers business to her referral partners•   13:25 – the reaction Diane gets when she refers business out•   15:50 – the impact of Diane’s networking efforts on her professional growth•   17:18 – Diane’s advice for expanding your sphere of influence•   18:36 – Diane’s message for improving as a loan officerResources mentioned in this episode:Success TrackBNI GroupsShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Patton Gade – National Director of Military Lending, UMortgageHow to Serve Veteran Borrowers in a Way Befitting their Service to the CountryWith a name like Patton, you could say that Patton Gade was born to serve in the military. Patton’s love for his country is matched only by his passion for helping veterans achieve homeownership. How can mortgage brokers better educate themselves on VA loans? Listen to Episode 67 of Good. Better. Broker. as we sit down with the top VA loan originator in the country to find out why the VA loan is still so misunderstood and how mortgage brokers can help change that narrative.In this episode of the Good. Better. Broker. podcast, you’ll learn how to better serve the unique needs of military veterans when it comes to homeownership.In this episode, we discuss ...•   1:49 – why VA loans are personal and not just professional for Patton•   2:39 – the importance of having a team of originators who are military veterans•   5:05 – why so few military veterans have used their VA loan•   6:41 – why Patton believes the VA loan is the best loan product•   7:40 – the vision of what Patton is building with his team•   9:20 – the educational void that exists when it comes to VA loans•   10:36 – the nuances of originating a VA loan•   11:45 – the common traits of the originators on Patton’s team•   12:54 – why the best VA originators have a true passion to help veterans•   14:42 – the story of Patton’s first personal home loan experience•   15:28 – Patton’s plan to help educate people about the VA loan•   17:30 – Patton’s advice to loan originators on how they can become better at VA loansResources mentioned in this episode:VA websiteShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Mahb Rahman – Mortgage Broker, Safetrust MortgageHow a Mortgage Broker Shop is Scaling by Prioritizing a Streamlined Operations ProcessWhile many mortgage loan originators aim for operational efficiency, Safetrust Mortgage is building its company on operational excellence. How is Safetrust impressing clients and referral partners with a smooth and speedy loan process? Listen to Episode #66 of Good. Better. Broker. as we talk with Chief Growth Officer, Mahb Rahman, about their strategy to scale by doing all the basics exceptionally well.In this episode of the Good. Better. Broker. podcast, you’ll learn how a growing mortgage company is spearheading its growth with its Operations team.In this episode, we discuss ...•   1:29 – Mahb’s move to becoming an independent mortgage broker•   2:45 – Why Safetrust Mortgage built their company on having a strong Operations team•   4:11 – How Safetrust has structured their process to align with their vision•   6:25 – How Mahb’s prior experience helped him streamline the company’s process•   8:02 – Why delegating parts of the loan process fosters accountability and collaboration•   10:14 – The advantage of having an experienced Operations team•   13:07 – How Safetrust leverages their Operations team to impress real estate agents•   16:45 – The importance of posting fast CTCs on social media•   19:16 – How Safetrust plans to grow with Operations continuing to lead the wayShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Ryan Proffitt – Mortgage Broker, Future Home LoansA Top Producer on the Sales Activities That Have Led to the Best Business OpportunitiesRyan Proffitt is in the people business first and the mortgage business second. He makes 70 prospecting calls a day in between meetings with real estate agents and attending closings. How does he manage to do it all, and why does he refuse to slow down? Listen to Episode #65 of Good. Better. Broker. as Ryan reveals the methods that have led him to close over $5 billion in loan volume in his career.In this episode of the Good. Better. Broker. podcast, you’ll learn how getting in front of as many people as possible drives visibility, credibility and business.In this episode, we discuss ...•   1:43 – The sales activities that have been most impactful to Ryan’s career•   2:35 – How Ryan structures his day and why he overschedules himself by design•   4:48 – Ryan’s message for loan originators on getting out from behind their desk•   6:36 – How embracing social media and video has helped Ryan over the last few years•   8:04 – How Ryan maintains his busy schedule and still fulfills all his obligations•   9:56 – What Ryan talks about when he meets with real estate agents•   11:41 – The impact of attending all your closings•   13:14 – How Ryan’s social media videos increase his visibility•   14:18 – Why following up is just as important as the work Ryan puts into networking•   15:51 – How Ryan is leveraging QR codes•   17:02 – Why Ryan knew he had to add help in order to scale his businessShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram, or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Andi Numan, President – Swift Home LoansDon’t Wait for the Rates to Drop Before Calling Past Clients About Refinance OpportunitiesNo matter what the market is doing or where interest rates are, refinance opportunities always exist for mortgage loan originators. How can LOs approach their past clients in a way that makes them open to refinancing? In this episode of Good. Better. Broker., we sit down with the owner of the top refinance broker shop in the country to find out how they’ve built their business by seizing every opportunity to help past clients.In this episode of the Good. Better. Broker. podcast, you’ll learn how to do refinances in any market.In this episode, we discuss ...•   1:22 – Andi’s experience in retail helping him become proficient in refinances•   2:42 – Why Andi believes refinancing revolves around reaching out to past clients•   4:41 – How Andi approaches check-in conversations with his past clients•   6:11 – Andi’s story of how an accidental dial led to him closing a loan•   7:26 – Why loan originators should not assume people aren’t in a position to refinance•   9:48 – How Andi prepares for check-in calls with past clients•   13:07 – Why it’s important to look at loans as referral opportunities instead of paychecks•   14:36 – The importance of knowing how much money borrowers have•   16:25 – Why refinance opportunities are always available.Show Contributor:Andi NumanConnect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram, or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Lauren Fisco – Mortgage Broker, AZ Mortgage GroupGoing Above and Beyond What’s Expected to Create a Memorable Client ExperienceIf all independent mortgage brokers essentially offer the same products, rates and turn times, what are you doing to set yourself apart? Listen to Episode 63 of Good. Better. Broker. as we talk with an Arizona-based mortgage broker who leaves lasting impressions on her borrowers and real estate partners by going the extra mile at every step until a loan crosses the finish line.In this episode of the Good. Better. Broker. podcast, you’ll learn how to create a ‘wow’ client experience by doing all the little things well.In this episode, we discuss ...•   1:33 - How Lauren looks at helping clients achieve financial wellness•   2:21 - Lauren’s definition of a ‘wow’ client experience•   3:18 – How Lauren impresses listing agents•   4:28 – Lauren’s approach to helping her first-time homebuyer clients•   5:21 – Lauren’s strategy with sellers’ agents•   6:32 – How Lauren helped a client beat out an all-cash offer•   7:31 - Lauren's approach to communication with her borrowers•   8:44 – Why Lauren is mindful of the words she uses in conversations with borrowers•   9:58 – The importance of answering ‘the why’ for borrowers•   13:04 – Lauren’s advice for learning new strategies as a loan originator•   13:56 – Why Lauren thinks it should be fun to get a mortgage•   15:59 – How Lauren makes her clients remember her for future business•   17:44 – How Lauren goes above and beyond to impress her real estate agents•   19:36 – Lauren’s advice for mortgage brokers looking to create a wow experienceResources mentioned in this episode:Mortgage CoachShow Contributor:Lauren FiscoConnect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Danny Velazquez – Mortgage Loan Originator, GFL CapitalBreaking Down Barriers and Opening Doors to Homeownership for Hispanic BorrowersDanny Velazquez is changing the narrative for Hispanic homeownership, and he believes other loan originators can help do the same. How can mortgage LOs better serve their Hispanic community and cater to one of the fastest-growing demographics of homebuyers? Listen to Episode 62 of Good. Better. Broker. as Danny explains his strategy, including his decision to do all of his social media posts in Spanish.In this episode of the Good. Better. Broker. podcast, you’ll learn why there is so much opportunity for mortgage loan originators who treat the Hispanic community with empathy.In this episode, we discuss ...•   2:00 – How Danny’s background impacts his efforts to help the Hispanic community•   2:56 – The importance of being able to speak Spanish as a loan originator•   3:48 – Why Danny chose to do all of his social media posts in Spanish•   4:58 – Obstacles Danny has seen Hispanic clients encounter•   6:13 – How Danny helps Hispanic borrowers see what their options look like•   7:06 – Hispanic homeowners living in multi-generational households•   8:00 – How Danny speaks during variations of Spanish based on where borrowers are from•   8:37 – Danny’s social media strategy•   9:32 – How doing social media in Spanish is helping Danny appeal to younger borrowers•   12:12 – Danny’s impressions of Generation Z borrowers•   13:53 – Why Danny believes every broker shop needs a Spanish-speaking loan originator•   15:20 – Referral opportunities that come from Danny’s closed clients•   15:56 – Danny’s message for other loan originators on working with Hispanic borrowers Show Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Ian Twaddle – Branch Manager, UMortgageChasing Relationships with Real Estate Agents Instead of Loans is a Sustainable Way to GrowFive years ago, Ian Twaddle was a 100 percent online refi guy with zero real estate agent relationships. Today, nearly 90% of his business comes from purchases and he’s “obsessed” with helping his real estate partners. How can mortgage loan originators make sure they’re top of mind with every real estate agent in their market? Listen to episode #61 of Good. Better. Broker. as Ian explains how he shifted his strategy and saw his business take off in the process.In this episode of the Good. Better. Broker. podcast, you’ll learn how to ensure your real estate partners are blown away by the level of service you provide.In this episode, we discuss ...•   1:36 – Ian’s shift from focusing on refinances to purchase business•   3:13 – Why Ian accumulates as many real estate agent relationships as he can•   3:47 – Ian’s approach when meeting with a new real estate agent•   5:05 – Why Ian treats the listing agent like the buyer’s agent•   6:13 – How Ian gets real estate agents to let their guard down•   7:00 – Ian’s strategy for email communication with his agents•   7:57 – How Ian makes sure all parties are impressed by the end of the transaction•   9:01 – Ian’s story of impressing an agent by answering his phone•   10:59 – The importance of knowing a real estate agent’s pain points•   11:47 – Advice for other LOs on building relationships with real estate agentsShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram, or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guests sit down with host Justin White:•   Ann Sullivan – Sr. Loan Officer, Lending Heights•   Jaime Bennett – Realtor®, LifeSpace Real EstateWhat LOs and Real Estate Agents Should Look for in a Mutually Beneficial PartnershipFinding the right referral partner is kind of like dating. It takes time, trust and investment to grow a meaningful relationship. How can LOs and real estate agents complement each other in way that helps both do more business? Listen to episode #60 of Good. Better. Broker. as we sit down with a Pittsburgh-based mortgage broker and their Realtor® partner who are making each other better at what they do.In this episode of the Good. Better. Broker. podcast, you’ll learn what to look for in the perfect partnership between a loan originator and a real estate agent.In this episode, we discuss ...•   1:35 – How Ann pursued Jaime as a real estate partner•   3:08 – Why Ann’s personal approach impressed Jaime•   4:24 – Ann’s decision to only work with agents she clicks with•   5:50 – What Jaime looks for in her lending partners•   7:06 – How Jaime realized that Ann was always there for her•   9:18 – Why a successful LO-agent relationship must be built on trust•   10:48 – How Ann and Jaime’s relationship makes each of them more efficient•   12:28 – What happens when Jaime works with a lender that drops the ball•   13:11 – Why Ann helps Jaime on deals Ann isn’t working on•   15:04 – What Jaime tells her clients about working with Ann•   17:54 – Why having a strong LO-agent connection is important in this market•   20:37 – How Ann and Jaime strategize on how Jaime can grow her business•   22:30 – How other LOs and agents can identify the right partner for themShow Contributors:Ann SullivanConnect on LinkedInConnect on FacebookConnect on InstagramJaime BennettConnect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram, or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Ravi Patel – Branch Manager, Ohio Valley Mortgage powered by UMortgageUsing Networking Events as a Business Strategy to Attract Real Estate PartnersInvesting in networking events has been one of the most impactful things Ravi Patel has done to grow his business in the 10+ years he’s been in the mortgage industry. How can mortgage brokers grow their referral partnerships through events like Ravi has? Listen to Episode #59 of Good. Better. Broker. as Ravi reveals his strategy and explains why events are a golden opportunity to make yourself one of the most recognizable names in your market.In this episode of the Good. Better. Broker. podcast, you’ll learn how to leverage networking events to grow your sphere of influence.In this episode, we discuss ...•   1:35 – How Ravi’s vision for his business has evolved during his career•   2:23 – The importance of investing money back into your business•   4:00 – How networking events became Ravi’s best business strategy•   5:58 – Ravi’s approach to maximizing his opportunities at networking events•   7:20 – How Ravi comes up with the ideas for different events•   8:30 – How Ravi follows up with the people who come to his events•   10:45 – Why Ravi looks at his events as an experience•   11:40 – Why a networking event allows people to let their guard down•   12:56 – How Ravi approaches people in his community as possible business sources•   14:35 – Ravi’s thoughts on the broader impact events have had on his growthShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Pablo Martinez – CEO and Broker-owner, Equity Smart Home LoansRedefining The LO Experience By Focusing On What Originators WantThe mortgage business is the only career Pablo Martinez has ever known – and he’s using all of his experience and knowledge to build a destination for loan originators. What are LOs looking for in a broker shop and how can broker-owners provide it? Tune into episode #58 of Good. Better. Broker. as we sit down with Pablo Martinez from Equity Smart Home Loans and find out the importance of prioritizing the LO experience over everything.In this episode of the Good. Better. Broker. podcast, you’ll learn how to create a platform and environment that makes loan originators never want to leave.In this episode, we discuss ...•   1:50 – Pablo’s own experience as an LO shaped the way he built his company•   5:40 – How consistency has helped set Pablo’s company apart from others•   7:01 - Why Pablo’s top priority is making his company a great place for LO’s to work•   8:21 – Pablo’s pitch presentation to new LOs•   10:59 - How Pablo has created an onboarding process that gets LOs excited from the start•   12:51 - What Pablo focuses on in weekly training sessions with LOs•   14:10 - How the investments Pablo has made have helped his business grow•   15:35 – Why it’s important to approach being a broker-owner differently than an LO•   19:03 – The importance of being present as the leader of broker shop•   20:14 – Knowing what retail loan originators are looking forResources mentioned in this episode:Success TrackShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram, or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Scott Valins – Co-founder and CEO, Go RascalHow to Hit a Home Run on the First Phone Call Without Swinging for the FencesWith a degree in psychology from an Ivy League school and 20 years in the mortgage business, it’s no wonder Scott Valins knows how to set the right tone with borrowers. How do you make a lasting impression on the first phone call? Tune into Episode 57 of Good. Better. Broker. as we learn Scott’s approach to winning over borrowers and potential recruits for his company, Go Rascal.In this episode of the Good. Better. Broker. podcast, you’ll find out how to put borrowers at ease by coming from a place of authenticity.In this episode, we discuss ...•   2:14 – What Scott defines as a home run in the first phone call with a borrower•   4:26 – Scott on the importance of human interaction in the loan process•   6:06 – Why Scott will quote rates without getting information from borrowers•   7:11 – How Scott gets referrals from borrowers he doesn’t help•   8:55 – How soft skills and not trying to sell have helped Scott become a top producer•   10:02 – Scott’s approach to helping his LOAs in the first conversation with a borrower•   12:49 – How Scott sets up every call to be a win even if it doesn’t lead to business•   14:42 – How Go Rascal’s brand aligns with Scott’s approach to borrower calls•   15:41 – Scott on how you can do cold outreach without being overly aggressive•   18:29 – Why Go Rascal doesn’t target LOs who work for megabanksShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Russell Petty – BrokerOwner, Grow MortgageWhy Loan Originators Should Choose Products They Can Be an Expert on and Focus on ThemRussell Petty’s approach to business was shaped by his personal journey of being down and nearly out of the business. How did the lessons he learned propel Russell to become a top 1% originator? Tune into Episode 56 of Good. Better. Broker. as Russell explains how perseverance and persistence helped him partner with the biggest real estate agent in his market, catapulting his company into one of the top broker shops in North Carolina.In this episode of the Good. Better. Broker. podcast, you’ll learn how one mortgage broker went from the verge of bankruptcy to becoming a top producer by adding true value to his real estate partners.In this episode, we discuss ...•   2:09 – How Russell nearly went from being nearly out of the business to a top producer•   14:20 – Russell on how to overcome mental challenges in a higher rate environment•   18:03 – Why it’s important for LOs to have a niche and stick to it•   22:10 – Russell on why it’s ok to say no to a real estate agent•   24:48 – What Russell tells an LO if a real estate agent hasn’t sent them business•   26:11 – Why Russell believes in adding value instead of asking for business•   27:49 – Why Russell likes competing with retail lenders in his market•   29:59 – Russell’s message for other mortgage loan originatorsResources Mentioned in This Episode:Acquisition.comShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guests sit down with host Justin White:•   Jason duPont – Fast Mortgage Closings•   DJ Christofferson – Fast Mortgage ClosingsBuilding Relationships With Real Estate Agents So They Send You Deals in Any MarketRelationships between loan officers and real estate agents can be a lot like dating – it all comes down to reading the relationship the right way. How can independent mortgage brokers build strong relationships with real estate agents to get deals from them quicker and more often? Tune into Episode #55 of Good. Better. Broker. as we talk with the managers of a branch who have built their business on this concept and now coach their LOs to do the same.In this episode of the Good. Better. Broker. podcast, you’ll learn how to create long-term connections with your real estate agent partners.In this episode, we discuss ...•   2:14 – Jason and DJ on why real estate agent relationships are key to success in the business•   3:45 – How the agents you work with can impact your business and mindset•   5:27 – How being authentic attracts real estate agents•   6:17 – DJ on how mortgage brokers can deliver value to their real estate agent partners•   8:49 – Jason on the definition of game theory and how it applies to calls with agents•   10:16 – DJ on why it’s ok to not work with every real estate agent•   11:21 – Jason and DJ on cold calling real estate agents and asking for leads•   15:17 – Jason and DJ on what to do when a real estate agent doesn’t answer your calls•   18:35 – How to tell if a real estate agent wants to send you deals •   23:48 – How having a strong relationship with a real estate agent helps navigate obstaclesResources Mentioned in This Episode:The Like Switch bookShow Contributors:Jason duPontConnect on LinkedInConnect on FacebookConnect on InstagramDJ ChristoffersonConnect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guests sit down with host Justin White:•   Luiza Nikoghosyan – Nations Trust Mortgage•   Jose Blanchard – Nations Trust MortgageHow to Help Immigrants and Foreign Nationals Break Through Barriers to Achieve  HomeownershipFor many people who come to this country, the prospect of owning a home can seem out of reach. In fact, some don’t even know it’s a possibility. How can mortgage brokers educate immigrant borrowers about their home financing options? Tune into Episode #54 of Good. Better. Broker. to hear how a pair of South Florida loan originators are serving their community through first-hand knowledge as immigrant homeowners themselves.In this episode of the Good. Better. Broker. podcast, you’ll learn how to open doors for immigrant borrowers who may not know about their opportunities to own a home.In this episode, we discuss ...•   1:50 – Luiza on why her journey as an immigrant inspired her to become an LO•   2:53 – Jose on how his experience in getting a mortgage impacts his job•   3:39 – Luiza and Jose on helping non-English-speaking borrowers through the loan process•   4:46 – Jose on helping immigrants understand their opportunities for home financing•   5:43 – How Luiza helped educate real estate agents on products for foreigners•   6:20 – Luiza and Jose on helping self-employed borrowers•   8:21 – Luiza on overcoming obstacles for her self-employed borrowers•   9:46 – How Jose educates his borrowers on their loan product options•   10:56 – Luiza on how she creatively structures non-agency loans•   12:59 – Luiza on the importance of understanding her clients’ full profile•   15:00 – Luiza and Jose on how they educate real estate agents on non-agency loans•   17:50 – Luiza on eligibility misconceptions about foreign nationals•   20:52 – Luiza and Jose’s advice to other LOs on finding loan programs for immigrantsShow Contributors:Luiza NikoghosyanConnect on LinkedInConnect on FacebookConnect on InstagramJose BlanchardConnect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Justin Hill - Business Development Manager, Empire Home LoansHow Empire Home Loans Is Recruiting the Right Loan Originators From RetailAs independent mortgage brokers look to scoop up top talent from the retail channel, recruiters are focused on quality over quantity. How can brokers find the right retail loan originators for their shop?  Tune into Episode #53 of Good. Better. Broker. to hear how one of the top retail-to-wholesale shops in the country is bringing in LOs whose values are as strong as their production numbers.In this episode of the Good. Better. Broker. podcast, you’ll learn how one broker shop is building a team of all-star originators by focusing first on culture.In this episode, we discuss ...•   1:25 – Justin’s observations on the hundreds of conversations he’s had with retail LOs•   2:11 – Justin explains Empire’s approach to recruiting•   3:56 – Justin shares a story illustrating why culture is important to Empire’s success•   5:58 – Why education is an important tool in Justin’s recruiting process•   7:31 – Why Justin talks about benefits for the consumer in his recruiting calls•   8:18 – Justin on the common objections he gets from retail LOs•   9:35 – Justin on how having a dedicated transition and training team aids his efforts•   10:34 – Why Justin intentionally does not bash retail•   11:36 – Why Justin still considers a “no” as a win in his recruiting calls•   12:46 – What happens when a recruit comes back to Justin after an initial “no”•   13:33 – Justin on the most important question he asks a retail LO•   15:49 – Justin’s advice for other brokers on recruiting from retailResources Mentioned in This Episode:BonzoShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Corrina Carter – Owner and CEO, CMS Mortgage SolutionsInvest in Education and Training to Set up Broker Shops and Originators for Long-term SuccessOn top of owning a broker shop and her own consulting business, Corrina Carter routinely attends trainings. How can broker shops build an onboarding and training program that shortens the path to success for their originators?  Tune into Episode #52 of Good. Better. Broker. to hear how Corrina’s career-long commitment to education has helped her become the top-ranked broker in Virginia.In this episode of the Good. Better. Broker. podcast, you’ll learn the value of training and education for originators regardless of experience level.In this episode, we discuss ...•   1:36 – Corrina on why she developed a new training and onboarding process•   2:20 – How Corrina’s own experience impacted her commitment to training•   3:02 – Corrina on why every LO should invest in annual training•   3:51 – Corrina on how long it takes a new LO to build up their business•   4:25 – How Corrina engages her new hires through training•   4:57 – Corrina breaks down CMS’ onboarding and training program•   5:53 – How Corrina determined her approach to training through hundreds of interviews•   8:06 – Corrina explains the structure of her weekly training sessions•   9:31 – How Corrina’s business became more efficient by reorganizing her processing desk•   11:19 – Corrina on leading by example and how that trickles down•   12:06 – Corrina explains her “33% rule” to build up a book of business•   13:20 – Why LO’s shouldn’t be afraid to ask friends and family for business•   14:45 – Why all the resources Corrina pours into training are worth itShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Cubie Hernandez, Senior Mortgage Advisor – Mares MortgageHelping Borrowers Navigate Student Loans Ahead of the September 1 Forgiveness DeadlineWith the deadline for federal student loan debt forbearance fast approaching, how can independent mortgage brokers prepare and help their clients? Listen to Episode #51 of Good. Better. Broker. as we hear how mortgage brokers can provide value to borrowers with student loan debt by educating them on their options.In this episode of the Good. Better. Broker. podcast, you’ll learn how to help your borrowers with student loan debt through the process of resuming their payments.In this episode, we discuss ...•   1:54 – What mortgage brokers should know about the September 1 deadline •   3:09 – Cubie on how significant the deadline is and what it means•   4:14 – What mortgage brokers can do to help their borrowers prepare for September 1 •   6:50 – How the resumption of student loan debt payments impacts borrowers•   8:37 – Calculating student loan debt payments if borrowers are in forbearance•   9:52 – Why borrowers should call as soon as possible to set up their payment plan•   11:17 – Cubie on repayment plans available to borrowers with student loan debt•   17:09 – Why working with borrowers with student loan debt is an opportunity for LOs•   24:30 – How to coach a borrower through the upcoming deadlineResources Mentioned in This Episode:The SourceTemporary Rate BuydownsShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:•   Randy Thompson – Broker-owner, 21st Century LendingPursuing and Building Relationships With as Many Real Estate Agents as Possible to Earn BusinessWith over three decades in lending and real estate, Randy Thompson’s advice to loan originators is clear: Get in front of as many agents as possible and then do everything you can to impress them. How can mortgage brokers grow and build strong relationships with real estate agents? Listen to Episode #50 of Good. Better. Broker. as we hear what it takes to become the go-to lender for real estate professionals in your market.In this episode of the Good. Better. Broker. podcast, you’ll hear how to break in with new real estate agents and have them keep sending you business.In this episode, we discuss ...•   1:49 – Randy on real estate agents’ view of mortgage brokers as lending options•   2:35 – Why LOs need to work with as many agents as they can•   3:31 – Why LOs need to dedicate the majority of their time getting in front of agents•   4:44 – The importance of transparency with the real estate agent•   5:27 – Randy on why LOs need to be with agents and always available for them•   7:36 – How to prepare for success in a first meeting with a real estate agent•   9:35 – Randy on the importance of knowing an agent’s demographic•   10:43 – How LOs should handle loan-level issues with real estate agents•   13:29 – How handling issues helps real estate agents grow their business•   14:07 – Randy on why relationships are one of his company’s core values•   14:58 – Randy’s advice for LOs on building relationships with real estate agentsResources Mentioned in This Episode:Mike Ferry CoachingShow Contributor:Connect on LinkedInConnect on FacebookConnect on InstagramJustin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.Connect with Justin on LinkedIn, Instagram or TwitterConnect with UWM on Social Media:•   Facebook•   LinkedIn•   Instagram•   Twitter•   YouTubeHead to uwm.com to see the latest news and updates.