Good. Better. Broker.

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Latest Episodes:

Nail the First 90 Seconds of a Call | Episode 89 Jan 28, 2025

The following guest sits down with host Justin White:
• Eric Katz – President, Independence Home Loans
You can’t always win a deal in the first minute and a half of a sales call, but you can certainly lose it. How can mortgage loan originators set themselves up for success on the phone? Listen to episode 89 of Good. Better. Broker. as we sit down with a mortgage broker who reveals a sales philosophy that helped his company bring in almost $1 billion in loans last year.
In this episode of the Good. Better. Broker. podcast, you’ll learn strategies for nailing the first 90 seconds of a sales call.
In this episode, we discuss...
• 1:32 – keys to Eric’s success as a mortgage loan originator
• 2:45 – how Eric trains his sales team
• 3:47 – 3 keys to the beginning of a sales call
• 5:19 – why the first 90 seconds of a sales call are crucial
• 6:45 – starting calls the same way
• 8:46 – building trust and understanding clients’ needs
• 10:14 – having the right mindset before getting on a call
• 11:43 – the importance of having no distractions while on a call
• 12:36 – learning and using sales scripts
• 14:53 – how to disarm and differentiate
• 16:28 – tracking data and call coaching
• 19:21 – Eric’s message to LOs on the first 90 seconds of a call
Show Contributors:
Eric Katz
Connect on LinkedIn
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About the Host:
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Don’t Ask for Business, Earn It | Episode 88 Jan 14, 2025

The following guest sits down with host Justin White:
• David Kakish – Branch Manager, C2 Financial
David Kakish is part mortgage broker, part mad scientist. He tests out everything and then builds systems and processes around what works best. How did this strategy help David double his business? Listen to Episode 88 of Good. Better. Broker. to find out how he earns business without having to ask for it.
In this episode of the Good. Better. Broker. podcast, you’ll learn how a newer mortgage broker 2X’d his business by creating processes to impress real estate agents and borrowers.
In this episode, we discuss...
• 1:24 – David doubling his business in 2024
• 2:08 – David’s previous career as a pastor
• 3:15 – systems and processes that have helped David succeed
• 7:14 – testing out processes to see what’s most effective
• 8:49 – why David refers to loans as happy accidents
• 12:23 – how David utilizes data and tracking leads
• 14:52 – David’s perspective on real estate agent relationships
• 17:07 – testing out cold calls
• 21:24 – how David attracts new real estate agents
• 23:51 – David’s advice for creating processes with people in mind
Resources mentioned in this episode:
RETR
Show Contributors:
David Kakish
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
About the Host:
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Best of 2024 | Episode 87 Dec 31, 2024

The following guests sit down with host Justin White:
• Andi Numan, Swift Home Loans
• Ian Twaddle, UMortgage
• Ryan Proffitt, Future Home Loans
• Jalen Scott, Belong Lending
• Lauren Fisco, United American Mortgage Corp.
Highlights From Our 5 Most Downloaded Episodes of 2024
How to excel at refinances in any market. Chase relationships, not loans. Pounding the pavement as a sales activity. What it takes to grow as a first-year originator. How to make your past clients remember you. These were the topics we covered in our most popular episodes of the year. You’ll hear something from each of those conversations on Good. Better. Broker’sBest of 2024.
In this episode of the Good. Better. Broker. podcast, you’ll hear interviews from our most downloaded episodes of 2024.
In this episode, we discuss ...
• 0:54 – Refinances with Andi Numan
• 5:29 – Real estate relationships with Ian Twaddle
• 9:35 – Successful sales activities with Ryan Proffitt
• 13:51 – Growing and scaling as a newer LO with Jalen Scott
• 18:13 – Creating a memorable client experience with Lauren Fisco
Show Contributors:
Andi Numan
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Ian Twaddle
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Ryan Proffitt
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Jalen Scott
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Lauren Fisco
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Sell Discount Points | Episode 86 Dec 17, 2024

The following guests sit down with host Justin White:
• Michael Saleh and Henri Houmani, Zoom Home Lending
Knowledge and an Ability to Present Options Are Key When Discussing Points With Borrowers
In an elevated rate environment, one of the most important skills a mortgage loan originator can have is being able to discuss discount points with borrowers. How can mortgage brokers educate their clients on whether they should buy points? Listen to Episode #86 of Good. Better. Broker. as we talk with two former top-producing retail LOs who are bringing their wisdom on discount points to the wholesale channel.
In this episode of the Good. Better. Broker. podcast, you’ll learn various strategies on how to sell discount points.
In this episode, we discuss
• 1:44 – the importance of being able to sell discount points
• 3:21 – educating clients on discount points
• 4:28 – how Henri and Michael learned selling discount points in retail
• 6:16 – sales skills that help most when having conversations about points
• 7:31 – the approach an LO should take when discussing discount points
• 10:49 – the importance of being educated on the topic of discount points
• 11:41 – the impact of home equity on discount points
• 13:34 – providing options to borrowers
• 14:49 – how to talk borrowers through paying for points
• 16:31 – showing the borrower a visual of their options
• 19:44 – how to approach borrowers differently based on how they learn
• 22:41 – how to figure out how much savings makes sense to buy discount points
• 24:13 – Henri and Michael’s advice for other LOs on discount points
Show Contributors:
Michael Saleh
Connect on LinkedIn
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Henri Houmani
Connect on LinkedIn
Connect on Instagram
About the Host:
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Authenticity: The Key to Organic Growth | Episode 85 Dec 03, 2024

The following guest sits down with host Justin White
• Lauren DuVall – Brokerowner, Guardian Core Mortgage
How Being Unapologetically Yourself Wins Borrowers Over and Sets You Up for Referrals
Mixing business with your personal life isn’t for everybody, but it can be a differentiator in earning a client’s trust. What can mortgage brokers do to personalize every interaction with a borrower? Listen to Episode #85 of Good. Better. Broker. as we talk with a mortgage broker who builds relationships by getting to know her clients and, just as importantly, letting her clients get to know her.
In this episode of the Good. Better. Broker. podcast, you’ll learn why being authentic and transparent with borrowers leads to repeat business and referrals.
In this episode, we discuss
• 1:28 – how Lauren personalizes interactions with her borrowers
• 2:09 – how this approach helped Lauren to not have to pay for leads
• 3:37 – Lauren’s closing gift baskets
• 4:29 – the point in the loan process when Lauren gets to know clients personally
• 5:36 – how Lauren keeps track of her clients’ personal details
• 6:12 – handwritten notes
• 6:51 – personalized Christmas ornaments
• 8:29 – reaction from clients to a personalized gift
• 9:06 – why Lauren allows clients to get to know her on a personal level
• 10:37 – how transparency allows Lauren to set expectations with clients
• 12:32 – Lauren’s approach to social media content
• 15:00 – how social media opens doors with real estate agents
• 16:42 – how Lauren’s approach helps her grow organically
• 18:23 – advice for other mortgage brokers on social media content
Resources mentioned in this episode:
CapCut
Show Contributor:

Lauren DuVall
Connect on LinkedIn
Connect on Facebook
About the Host:
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Become an Agent’s Number One Lender | Episode 84 Nov 19, 2024

The following guest sits down with host Justin White:
• Brett Moon – Vice President of Growth & Operations, FAM Realty
What Real Estate Agents Look for in Lending Partners and How Brokers Can Deliver for Them
If you’re trying to work with a top real estate company in your market, it’s essential to offer them something different. How can mortgage brokers provide a unique value proposition to agents? Listen to Episode #84 of Good. Better. Broker. as we sit down with one of eXp® Realty’s mega teams to understand how being in lockstep with their preferred lender fuels their business.
In this episode of the Good. Better. Broker. podcast, you’ll learn what top real estate companies want from their mortgage lenders.
In this episode, we discuss ...
• 1:42 – how FAM Realty has transitioned from buying leads to relying on technology
• 3:33 – social media outreach tactics
• 4:53 – the role inside sales agents play for Brett’s company
• 6:17 – how FAM Realty became a mega-team with eXp
• 7:24 – focusing on what’s best for clients vs. the bottom line
• 8:40 – what lenders can do to add value to real estate agents
• 10:34 – how Brett and his preferred lender stay in constant communication
• 11:17 – why Brett’s company works with wholesale lenders
• 12:50 – how lenders can offer something unique to their real estate partners
• 14:13 – how Brett’s relationship with his preferred lender began
• 15:55 – the importance of having similar values as your business partners
• 18:08 – how other mortgage loan originators can attract top real estate companies
Resources mentioned in this episode:
FAM Realty Group
Slack
Show Contributor:

Brett Moon
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Get Good Reviews (and Avoid Bad Ones) | Episode 83 Nov 05, 2024

The following guest sits down with host Justin White:
• Kelly Belcher – Mortgage Loan Officer, Key Mortgage Ink
Everything Mortgage Loan Originators Need to Know About Getting Positive Reviews
For any business or product, positive reviews can be a big boost to business. The opposite can also be true for negative reviews. How can mortgage brokers earn good reviews and avoid the bad ones? Listen to Episode #83 of Good. Better. Broker. as we talk with a 20+ year industry veteran who explains what she does to receive five-star reviews.
In this episode of the Good. Better. Broker. podcast, you’ll learn the how, why and when of asking borrowers for reviews.
In this episode, we discuss ...
• 2:13 – how Kelly goes about getting online reviews
• 2:53 – how Kelly gets calls from borrowers who find her on Google®
• 3:56 – Kelly’s brand as the “Michigan Mortgage Mom”
• 5:03 – how the Review Me tool helps Kelly
• 6:07 – when to ask for a review
• 7:03 – why it’s ok to ask for reviews at the beginning of the process
• 8:08 – why reviews from first-time homebuyers are so valuable
• 9:27 – using QR codes for reviews
• 10:24 – quality over quantity when it comes to reviews
• 11:50 – focusing on education to earn reviews
• 15:29 – elements of Kelly’s loan process that help earn good reviews
• 17:03 – Kelly’s strategy to be a resource for her real estate agents
• 19:20 – why providing value leads to good reviews
• 21:01 – attending open houses to help real estate agents
Resources mentioned in this episode:
homebot
House Canary
Show Contributor:
Kelly Belcher
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Time Block Your Way to More Money | Episode 82 Oct 22, 2024

The following guest sits down with host Justin White:
• Darren Copeland – President and CEO, Summit Lending
Removing All Barriers So Loan Originators Can Do What They Do Best - Sell
There’s a saying that goes “either you control your day, or your day controls you.” This rings true for mortgage brokers, who are constantly trying to determine how to effectively manage their daily responsibilities. How can LOs spend more time on activities that bring in revenue? Listen to Episode #82 of Good. Better. Broker. as we sit down with a broker who dedicates time to sales and marketing every single day and coaches his LOs to do the same.
In this episode of the Good. Better. Broker. podcast, you’ll learn how time blocking can help grow your network and business.
In this episode, we discuss ...
• 1:40 – what it means to live in your green zone
• 2:56 – the importance of having a business plan
• 4:16 – why time blocking matters to mortgage loan originators
• 6:04 – being proactive to drive business
• 7:09 – figuring out your real estate agent targets
• 8:28 – why success is measured by quality conversations
• 10:08 – how to determine how many referral partners you need
• 11:47 – making online reviews and social media about your referral partners
• 13:30 – Darren’s tracker for living in your green zone
• 15:29 – how living in the green zone has impacted Darren’s LOs
Resources mentioned in this episode:
MMI
RETR
Model Match
Show Contributor:
Darren Copeland
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Make your Process Repeatable and Scalable | Episode 81 Oct 08, 2024

The following guest sits down with host Justin White:
• Jonathan Esposito – Mortgage Broker, Rîze Mortgage
Why it’s Important for Mortgage Brokers to have a Structured Loan Process as they Grow
Closing loans is the goal for every originator – but to grow, there needs to be a blueprint for how every loan and every relationship is handled. How can mortgage brokers set up a loan process that is both repeatable and scalable? Listen to episode #81 of Good. Better. Broker. as we sit down with a broker who is winning over real estate agents and borrowers with a process that always puts them first.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to earn business by having a structured loan process.
In this episode, we discuss ...
• 1:16 – Jonathan’s path from the Ivy League to working as a mortgage broker
• 2:07 – why following a repeatable process is important in business
• 5:32 – what makes Jonthan’s process repeatable and scalable
• 6:35 – Jonathan’s experience in tech sales helps him as a mortgage broker
• 8:03 – Jonathan’s experience as a real estate investor
• 9:29 – why working backwards works well for Jonathan
• 10:42 – keys to Jonathan’s relationships with his real estate partners
• 3:38 – how to manage real estate partners’ requests
• 18:15 – the value Jonathan’s real estate partners find in his repeatable process
• 19:15 – why Jonathan hired a social media specialist
• 21:50 – being intentional with outreach
• 23:45 – Jonathan’s plans for future growth
Resources mentioned in this episode:
ChatUWM
Show Contributor:
Jonathan Esposito
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Inside Equity: Leverage your Clients' Most Powerful Tool | Episode 80 Sep 24, 2024

The following guest sits down with host Justin White:
• Ann Sullivan – Sr. Loan Officer, Lending Heights
Strategies for Mortgage Brokers to Guide Homeowners on Leveraging their Home Equity
With home values at all-time highs, homeowners have an incredibly powerful tool in their equity. How can mortgage loan originators help clients decide how or if they should use it? Listen to episode # 80 of Good. Better. Broker. as we discuss the different ways to take advantage of home equity and how it can benefit a consumer’s financial wellbeing.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to guide homeowners to leverage their equity.
In this episode, we discuss ...
• 1:37 – how Ann advises her borrowers on using their home equity
• 2:03 – how home equity can combat credit card debt
• 3:10 – clients who have a low mortgage rate and high credit card debt
• 4:17 – conversations with borrowers about rate vs. payment
• 6:20 – questions to ask borrowers about debt consolidation opportunities
• 8:29 – the responsibility of a loan originator to assess clients’ finances
• 9:54 – how consumers look at the equity they have in their home
• 11:07 – how investors can leverage their equity
• 13:36 – borrowers who want to wait to refinance until rates come down
• 16:00 – the difference between doing refinances now and the last refi boom
• 18:15 – Ann’s message to loan officers on conversations with borrowers about equity
Resources mentioned in this episode:
Home Value Estimator
Show Contributor:
Ann Sullivan
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Slow and Steady Wins the Market: The Benefits of Organic Growth for Mortgage Brokers | Episode 79 Sep 10, 2024

The following guest sits down with host Justin White:
• Chris Sbonek – Brokerowner, Mitten Mortgage Lending
Providing Value Before Asking for Loans as a Growth Strategy for Independent Mortgage Brokers
In a society where most things we want are just a click away, it’s tough to choose a longer runway to success – especially for small business owners. Why is slow growth a strategy that pays off for mortgage brokers? Listen to Episode # 79 of Good. Better. Broker. as we sit down with a brokerowner who is intentional about growing his business through organic relationships.
In this episode of the Good. Better. Broker. podcast, you’ll learn why developing organic relationships creates a sustainable business model.
In this episode, we discuss ...
• 1:30 – how Chris has intentionally grown his business slowly
• 2:16 – Chris’ definition of an organic relationship
• 3:26 – why it’s important to find people who truly want to work with you
• 4:43 – why Chris prioritizes consistency and long-term success
• 7:17 – operating as a 100% referral-based business
• 8:05 – how Chris decided to focus on relationships with real estate agents
• 11:22 – the importance of attending open houses and closings
• 13:31 – coaching real estate agents to do things the right way
• 15:56 – solving issues early in the loan process and being proactive
• 20:38 – being attentive to the individual needs of all clients
• 22:41 – Chris’ advice for other brokers on growing slowly and organically
Show Contributor:
Chris Sbonek
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Find Your Niche, Find Your Success: A Guide for Loan Originators | Episode 78 Aug 27, 2024

The following guest sits down with host Justin White:
• Evan Kaufman – Military Loan Originator, WeVett Home Loans
Determining a Loan Product or Demographic to Focus on as a Strategy for Mortgage Brokers
The beauty of the wholesale channel is that mortgage brokers can offer a variety of loan products to fit their borrowers’ needs. That said, some brokers choose to narrow their focus to a specific loan type or demographic. How can brokers determine their niche and dominate it? Listen to Episode #78 of Good. Better. Broker. as we talk with a real estate agent turned broker whose “super niche” is serving active-duty military members.
In this episode of the Good. Better. Broker. podcast, you’ll learn why finding a niche loan product or demographic can be a driver of success.
In this episode, we discuss ...
• 1:29 – how Evan went from real estate broker to mortgage broker
• 2:46 – why Evan chose the broker channel when he became an LO
• 4:00 – why Evan chose to focus on helping active-duty military members
• 4:56 – how Evan decided a niche was going to be the majority of his business
• 6:03 – Evan’s approach to working with borrowers
• 7:33 – what’s required to help military families going through the loan process
• 8:37 – timing recommendations on buying and selling
• 11:17 – Evan’s goal for all his clients
• 13:15 – why Evan focuses on direct-to-consumer business
• 16:24 – Evan’s marketing content strategy
• 18:26 – targeting a demographic niche vs. a geographic niche
• 21:19 – how loan originators can identify their niche
Show Contributor:
Evan Kaufman
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

From the Sandbox to Success: Strategies for Scaling Up | Episode 77 Aug 13, 2024

The following guest sits down with host Justin White:
• Craig Good – Chief People Officer, Dovetail Mortgage
Build a Successful Broker Shop by Mentoring, Engaging and Motivating Loan Originators
After nearly 3 decades in the mortgage business, Craig Good is embracing the opportunity to pay all his knowledge forward. In the process, he’s helping build a broker shop that is growing every year. How can mortgage brokers set their originators up for short- and long-term success? Listen to Episode 77 of Good. Better. Broker. as we find out the mindset it takes to succeed in a commission-only job.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to scale your business by being boots on the ground with your originators.
In this episode, we discuss ...
• 1:46 – Craig’s leadership style
• 2:30 – how Craig keeps his company’s originators motivated
• 4:10 – Dovetail’s onboarding process
• 5:10 – how Craig keeps originators engaged
• 6:26 – recruiting younger and inexperienced loan originators
• 7:32 – why having a mix of experienced and inexperienced LOs works well
• 9:22 – how Dovetail’s investment in technology has impacted growth
• 11:40 – navigating tripping points in the loan process
• 13:11 - what it takes to succeed in a commission-only job
• 14:45 – how the company’s values contribute to its production
• 17:08 – the importance of bringing younger people into the business
• 18:51 – Craig’s advice for leaders on scaling successfully
Resources mentioned in this episode:
Brian Buffini Coaching
Success Track
PA+
Show Contributor:
Craig Good
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Brilliance in the Basics: How to Simplify Sales Activities | Episode 76 Jul 30, 2024

The following guest sits down with host Justin White:
• Andrew Chavez, National Director of Sales Development, UMortgage
Generate Consistent Business by Nailing Down the Basics of Sales Activities
Get up every day and do the basics exceptionally well. That mindset helped Andrew Chavez become a Green Beret who served two tours of duty in Afghanistan. How has this concept helped Andrew coach mortgage loan officers with less than 3 years of experience close an average of more than four loans per month? Listen to Episode 76 of Good. Better. Broker. as we find out how to identify and execute the fundamentals of daily sales activities.
In this episode of the Good. Better. Broker. podcast, you’ll learn how a military veteran is using lessons he learned as a Green Beret to help mortgage loan originators find success.
In this episode, we discuss ...
• 1:55 – why the lessons Andrew learned in the military help him coach LOs
• 3:12 – how Andrew transitioned from being a Green Beret to the mortgage business
• 5:58 – the meaning of “brilliance in the basics” and “trooping the line”
• 12:23 – why Andrew coaches brokers to read and search guidelines
• 14:33 – Andrew’s emphasis on communicating with branch managers
• 16:14 – how Andrew gets people to buy into his coaching strategy
• 19:44 – how LOs can build relationships with referral partners
• 22:51 – how to determine what your plan and daily activities should be
• 23:48 – the meaning of framing success and applying perspective
• 26:08 – why Andrew teaches LOs to have a repeatable process
Show Contributor:
Andrew Chavez
Connect on LinkedIn
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Justin 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 X
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• X
• YouTube
Head to uwm.com to see the latest news and updates.

Client Compassion: The Game-changer in Broker Success | Episode 75 Jul 16, 2024

The following guest sits down with host Justin White:
• Cory Bohman, Mortgage Loan Originator – Grow Mortgage
Making Yourself Stand Out by Making Clients Feel Like You Truly Care About Them
Of all the ways mortgage loan originators try to gain an edge over their competition, one that’s often overlooked is simply caring about the client. How can mortgage brokers create a memorable experience and a client for life? Listen to Episode 75 of Good. Better. Broker. as we talk with a mortgage veteran with over 25 years of experience whose calling card is treating her borrowers like family.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to gain repeat business and referrals by making clients feel special.
In this episode, we discuss ...
• 1:49 – why Cory’s relationships with her clients are vital to her success
• 2:52 – Cory’s background in operations and underwriting and how it helps her as an LO
• 4:11 – why Cory lets her clients know early on that she cares about them
• 5:44 – the importance of customizing communication with clients
• 8:02 – how Cory sets up the client experience for success
• 11:35 – frequency of communication with clients
• 14:39 – what Cory does to create a ‘wow factor’ for her clients
• 17:30 – what Cory does for a client when a loan is cleared to close
• 18:19 – Cory’s follow-up process once a loan is closed
• 20:29 – how data analytics help guide Cory’s actions
• 23:27 – Cory’s message for other LOs on creating a memorable client experience
Show Contributor:
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Why Brokers Need a Business Plan | Episode 74 Jul 02, 2024

The following guest sits down with host Justin White:
• Enrique Braunschweiger – Brokerowner, First West Financial
Consistently Getting Loans Requires a Business Plan for Short- and Long-Term Success
“What is your plan today to get more loans?” That’s the question Enrique Braunschweiger poses to every loan originator who asks for his help. What does a successful plan look like and why is it important to have one? Tune into Episode 74 of Good. Better. Broker. as we talk with a mortgage broker who doubles as a coach and helps other brokers put together a plan to bring in business.
In this episode of the Good. Better. Broker. podcast, you’ll learn why having a blueprint is essential to consistent success.
In this episode, we discuss ...
• 1:44 – why Enrique believes mortgage loan originators need a business plan
• 2:36 – why mortgage brokers can’t wait for loans to come to them
• 3:38 – the four main areas Enrique covers with his coaching clients
• 5:31 – where Enrique starts when helping brokers put together a blueprint
• 6:52 – why Enrique works backward when developing strategies
• 7:53 – why Enrique has always invested in coaching
• 10:04 – what’s required to achieve goals as a loan originator
• 11:20 – why Enrique puts together coaching plans with his clients
• 12:27 – the question Enrique asks every broker who calls him for help
• 13:55 – why Enrique enjoys helping other mortgage brokers
• 15:22 – The role AI plays in putting together a successful business plan
• 16:58 – Enrique’s message for other loan originators on making adjustments
Resources mentioned in this episode:
AIME
Success Track
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Build a Consumer-Direct Business | Episode 73 Jun 18, 2024

The following guest sits down with host Justin White:
• Amir Nurani – Broker-owner, Left Coast Leaders
Harnessing the Power of Technology to Build a Consumer-Direct Business Model
In mortgages or any business, you want to be where the customer is. How can loan originators put themselves in position to be found when borrowers search online for a mortgage? Tune into Episode 73 of Good. Better. Broker. as we talk with a tech-savvy mortgage broker whose systems prioritize customer acquisition and retention.
In this episode of the Good. Better. Broker. podcast, you’ll learn strategies for implementing a successful customer-direct business model.
In this episode, we discuss ...
• 1:28 – what the customer experience means to Amir
• 2:48 – how Amir’s love of technology impacts his business strategy
• 3:35 – Amir’s biggest priorities as a broker-owner
• 4:51 – how Amir learned how to build technology systems
• 6:37 – why Amir thinks customer acquisition is the toughest part of the mortgage business
• 7:41 – Amir’s perspective on lead generation
• 9:26 – managing volume while nurturing a client base
• 10:48 – why brokers are set up to succeed in lead generation
• 12:15 – how Amir built his technology platform the way he did
• 15:01 – why it’s important to take advantage of automation
• 16:43 – how Amir’s system helps his originators with talk time
• 18:37 – Amir’s message to others considering a consumer-direct business model
• 20:26 – how the NAR settlement will impact lead flow
Resources mentioned in this episode:
Salesforce
Show Contributor:
Amir Nurani
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

UWM LIVE! 2024 Megacast, Part 2 | Episode 72 Jun 04, 2024

The following guests sit down with host Justin White:
• Adriana Bates – Clear Mortgage
• Tim Potempa, E Mortgage Capital
• Bryce Bradley, Rosegate Mortgage
• Faris Tadros, Next Chapter Financial
• Stacey Melton, Reasy Financial
Clients Who Attended UWM LIVE! Join Us to Talk About How They’re Generating Business
For the third year in a row, thousands of independent mortgage professionals gathered in Michigan for the biggest broker event of the year, UWM LIVE! In Part 2 of this special episode, we catch up with several UWM partners from around the country to find out how they’re leveraging technology, social media and more to boost their business.
In this episode of the Good. Better. Broker. podcast, you’ll hear client interviews from the third annual UWM LIVE! event in Michigan.
In this episode, we discuss ...
• 0:33 – interview with Adriana Bates
• 14:32 – interview with Tim Potempa
• 22:16 – interview with Bryce Bradley
• 30:32 – interview with Faris Tadros
• 37:23 – interview with Stacey Melton
Show Contributors:
Adriana Bates
Connect on LinkedIn
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Tim Potempa
Connect on LinkedIn
Connect on Instagram
Connect on Facebook
Bryce Bradley
Connect on LinkedIn
Connect on Instagram
Connect on Facebook
Faris Tadros
Connect on LinkedIn
Connect on Instagram
Connect on Facebook
Stacey Melton
Connect on LinkedIn
Connect on Instagram
Connect on Facebook
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

UWM LIVE! 2024 Megacast, Part 1 | Episode 71 May 21, 2024

Five Clients Who Attended UWM LIVE! Join Us to Talk About How They’re Generating Business
For the third year in a row, thousands of independent mortgage professionals gathered in Michigan for the biggest broker event of the year, UWM LIVE! In Part 1 of this special episode, we catch up with several UWM partners from around the country to find out how they’re leveraging technology, social media and more to bring in business.
In this episode of the Good. Better. Broker. podcast, you’ll hear client interviews from the 3rd annual UWM LIVE! event in Michigan.
In this episode, we discuss ...
• 0:29 - interview with Bryon Taylor and Ryan Buys
• 12:19 - interview with Sonya Rodgers
• 21:08 - interview with Andy Fulton
• 32:24 - interview with Stephanie Ham
• 45:43 - interview with Odysa Castillo and Yariela Valdes
Resources Mentioned in This Episode:
Opus Clip
Show Contributors:
Bryon Taylor
LinkedIn, Instagram or Facebook
Ryan Buys
LinkedIn, Instagram or Facebook
Sonya Rodgers
LinkedIn, Instagram or Facebook
Andy Fulton
LinkedIn, Instagram, orFacebook
Stephanie Ham
LinkedIn, Instagram or Facebook
Odysa Castillo
LinkedIn, Instagram or Facebook
Yariela Valdes
LinkedIn, Instagram or Facebook
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Partnering With a Real Estate Powerhouse | Episode 70 May 07, 2024

The following guest sits down with host Justin White:
• Kevin Robinson, Brokerowner – Capital Home Loans
Aligning With a Successful Real Estate Company Gives Brokers a Lead Source With Longevity
Of all the different ways mortgage brokers can generate business, hitching your wagon to a successful real estate team can be one of the most fruitful. How can brokers get in with a successful real estate company, deliver value and show them they are true partners? Tune into Episode 70 of Good. Better. Broker. as we talk with a mortgage broker who is in lockstep with the dominant real estate company in his market — and still has to earn their business every day.
In this episode of the Good. Better. Broker. podcast, you’ll find out how to align with a successful real estate company.
In this episode, we discuss ...
• 1:28 – why Kevin prioritizes partnerships with real estate agents
• 2:24 – how Kevin decided this was going to be the strategy for his company
• 3:10 – how Kevin defines a great experience for his real estate partners
• 4:00 – how Kevin’s partnership with a top real estate brokerage started
• 5:33 – what Kevin and his originators do to provide value for their agents
• 6:07 – areas of need Kevin sees from his real estate partners
• 6:58 – why showing up for meetings and events in person makes an impact
• 7:56 – educating real estate agents on the benefits of working with brokers
• 8:57 – how the company podcast is designed to help their real estate partners
• 10:48 – how Kevin stays on top of his real estate partners after the loan closes
• 12:00 – the importance of attending closings
• 13:11 – supporting real estate partners at networking events
• 14:15 – the impact of the company’s partnership with their top real estate company
• 15:47 – advice for finding the right real estate company to partner with
Show Contributor:
Kevin Robinson
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

The Foundation for First Year Success | Episode 69 Apr 23, 2024

The following guest sits down with host Justin White:
• Jalen Scott – Mortgage Broker, Belong Lending
Much 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 brokerowner
Show Contributor:
Jalen Scott
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Be Somebody Who Knows Everybody | Episode 68 Apr 09, 2024

The following guest sits down with host Justin White:
• Diane Luongo-Gazich, Sr. Loan Advisor – C2 Financial
During 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 officer
Resources mentioned in this episode:
Success Track
BNI Groups
Show Contributor:
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Operation Ownership: Navigating VA Loans With Expertise | Episode 67 Mar 26, 2024

The following guest sits down with host Justin White:
• Patton Gade – National Director of Military Lending, UMortgage
How to Serve Veteran Borrowers in a Way Befitting their Service to the Country
With 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 loans
Resources mentioned in this episode:
VA website
Show Contributor:
Connect on LinkedIn
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Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Scaling Up Smart: Operational Excellence as the Mortgage Broker’s Secret Weapon | Episode 66 Mar 12, 2024

The following guest sits down with host Justin White:
• Mahb Rahman – Mortgage Broker, Safetrust Mortgage
How a Mortgage Broker Shop is Scaling by Prioritizing a Streamlined Operations Process
While 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 way
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Suit Up, Show Up, Follow Up | Episode 65 Feb 27, 2024

The following guest sits down with host Justin White:
• Ryan Proffitt – Mortgage Broker, Future Home Loans
A Top Producer on the Sales Activities That Have Led to the Best Business Opportunities
Ryan 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 business
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Refi Mastery: Pro Tips to Propel Loan Originators to Success | Episode 64 Feb 13, 2024

The following guest sits down with host Justin White:
• Andi Numan, President – Swift Home Loans
Don’t Wait for the Rates to Drop Before Calling Past Clients About Refinance Opportunities
No 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 Numan
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

The Wow Factor: Crafting Memorable Moments With Borrowers and Agents | Episode 63 Jan 30, 2024

The following guest sits down with host Justin White:
• Lauren Fisco – Mortgage Broker, AZ Mortgage Group
Going Above and Beyond What’s Expected to Create a Memorable Client Experience
If 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 experience
Resources mentioned in this episode:
Mortgage Coach
Show Contributor:
Lauren Fisco
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Lessons From El Prestamista: How to Serve Your Hispanic Community | Episode 62 Jan 16, 2024

The following guest sits down with host Justin White:
• Danny Velazquez – Mortgage Loan Originator, GFL Capital
Breaking Down Barriers and Opening Doors to Homeownership for Hispanic Borrowers
Danny 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 LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Don’t Chase Loans, Chase Relationships | Episode 61 Jan 02, 2024

The following guest sits down with host Justin White:
• Ian Twaddle – Branch Manager, UMortgage
Chasing Relationships with Real Estate Agents Instead of Loans is a Sustainable Way to Grow
Five 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 agents
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
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• Instagram
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• YouTube
Head to uwm.com to see the latest news and updates.

The Secret Sauce: An LO and Real Estate Agent on How they Flourish Together | Episode 60 Dec 19, 2023

The following guests sit down with host Justin White:
• Ann Sullivan – Sr. Loan Officer, Lending Heights
• Jaime Bennett – Realtor®, LifeSpace Real Estate
What LOs and Real Estate Agents Should Look for in a Mutually Beneficial Partnership
Finding 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 them
Show Contributors:
Ann Sullivan
Connect on LinkedIn
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Jaime Bennett
Connect on LinkedIn
Connect on Facebook
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Network in a New Market | Episode 59 Dec 05, 2023

The following guest sits down with host Justin White:
• Ravi Patel – Branch Manager, Ohio Valley Mortgage powered by UMortgage
Using Networking Events as a Business Strategy to Attract Real Estate Partners
Investing 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 growth
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Creating a Different Breed of Broker Shop | Episode 58 Nov 21, 2023

The following guest sits down with host Justin White:
• Pablo Martinez – CEO and Broker-owner, Equity Smart Home Loans
Redefining The LO Experience By Focusing On What Originators Want
The 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 for
Resources mentioned in this episode:
Success Track
Show Contributor:
Connect on LinkedIn
Connect on Facebook
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Strategies for Making a Great Impression | Episode 57 Nov 07, 2023

The following guest sits down with host Justin White:
• Scott Valins – Co-founder and CEO, Go Rascal
How to Hit a Home Run on the First Phone Call Without Swinging for the Fences
With 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 megabanks
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Define Your Value Proposition | Episode 56 Oct 24, 2023

The following guest sits down with host Justin White:
• Russell Petty – BrokerOwner, Grow Mortgage
Why Loan Originators Should Choose Products They Can Be an Expert on and Focus on Them
Russell 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 originators
Resources Mentioned in This Episode:
Acquisition.com
Show Contributor:
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

The Real Estate Agent Relationship Guide | Episode 55 Oct 10, 2023

The following guests sit down with host Justin White:
• Jason duPont – Fast Mortgage Closings
• DJ Christofferson – Fast Mortgage Closings
Building Relationships With Real Estate Agents So They Send You Deals in Any Market
Relationships 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 obstacles
Resources Mentioned in This Episode:
The Like Switch book
Show Contributors:
Jason duPont
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
DJ Christofferson
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Guiding Immigrant Borrowers to Homeownership | Episode 54 Sep 26, 2023

The following guests sit down with host Justin White:
• Luiza Nikoghosyan – Nations Trust Mortgage
• Jose Blanchard – Nations Trust Mortgage
How to Help Immigrants and Foreign Nationals Break Through Barriers to Achieve Homeownership
For 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 immigrants
Show Contributors:
Luiza Nikoghosyan
Connect on LinkedIn
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Connect on Instagram
Jose Blanchard
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Building a Mortgage Empire | Episode 53 Sep 12, 2023

The following guest sits down with host Justin White:
• Justin Hill - Business Development Manager, Empire Home Loans
How Empire Home Loans Is Recruiting the Right Loan Originators From Retail
As independent mortgage brokers look to scoop up top talent from the retail channel, recruiters are focused on quality overquantity. 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 retail
Resources Mentioned in This Episode:
Bonzo
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Adapt, Evolve, Grow: Why LOs Need Training | Episode 52 Aug 29, 2023

The following guest sits down with host Justin White:
• Corrina Carter – Owner and CEO, CMS Mortgage Solutions
Invest in Education and Training to Set up Broker Shops and Originators for Long-term Success
On 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 it
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Tips on Navigating Student Loan Debt | Episode 51 Aug 15, 2023

The following guest sits down with host Justin White:
• Cubie Hernandez, Senior Mortgage Advisor – Mares Mortgage
Helping Borrowers Navigate Student Loans Ahead of the September 1 Forgiveness Deadline
With 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 deadline
Resources Mentioned in This Episode:
The Source
Temporary Rate Buydowns
Show Contributor:
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Become the Go-To LO for Real Estate Agents | Episode 50 Aug 01, 2023

The following guest sits down with host Justin White:
• Randy Thompson – Broker-owner, 21st Century Lending
Pursuing and Building Relationships With as Many Real Estate Agents as Possible to Earn Business
With 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 agents
Resources Mentioned in This Episode:
Mike Ferry Coaching
Show Contributor:
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
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• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Why Coaching Matters for Mortgage Brokers | Episode 49 Jul 18, 2023

The following guest sits down with host Justin White:
• Kenneth Travis – President and CEO, Greenlight Mortgage Solutions
Seeking out Coaching to Eliminate Blind Spots as an Independent Mortgage Broker
In an ever-changing industry, mortgage brokers have an opportunity to gain an edge through coaching. What should loan originators look for in a coaching program? Listen to Episode #49 of Good. Better. Broker. as we talk with a broker-owner who coaches his own originators and thousands of others.
In this episode of the Good. Better. Broker. podcast, you’ll hear about the importance of investing in yourself by seeking out coaching.
In this episode, we discuss ...
• 2:00 – How Kenneth’s experiences as an originator shaped his views on coaching
• 5:24 – Kenneth on the disciplines every loan officer should look to master
• 7:54 – Kenneth on why coaching means investing in yourself
• 10:37 – How Kenneth adjusts his coaching programs to reflect changing markets
• 15:01 – Kenneth explains the methods he utilizes in his coaching
• 17:34 – Kenneth on how he follows up with clients and real estate agents
• 20:41 – Kenneth’s advice to mortgage brokers on seeking out coaching
Resources Mentioned in This Episode:
Next Level Coaching
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

From Hiring to Retention: Best Practices for Keeping Top Talent | Episode 48 Jul 05, 2023

The following guest sits down with host Justin White:
• Vernon Miles – President, Milestone Mortgage Solutions
How to Obtain, Maintain and Retain Loan Officers from the Retail Channel
Having worked in retail himself, Vernon Miles knows all the reasons why retail loan officers may hesitate to switch to the broker channel. That’s why he designed his broker shop to combine the best of the retail and wholesale worlds. How can you attract top talent from retail and keep them? Listen to Episode #48 of Good. Better. Broker as Vernon explains his strategy for recruiting loan officers and providing a work environment where they can thrive.
In this episode of the Good. Better. Broker. podcast, you’ll learn how a former retail loan officer is now recruiting retail LO’s to join his independent mortgage broker shop.
In this episode, we discuss ...
• 1:31 – Vernon’s perspective on going from a retail LO to recruiting retail LO’s
• 3:23 – What Vernon looks for in recruits from retail
• 4:42 – Vernon explains his gameplan for conversations with retail LO’s
• 6:18 – Why Vernon prefers LO’s who are looking for a career in mortgages
• 7:24 – Vernon on the lack of education about the wholesale channel
• 8:43 – How Vernon’s experience in retail impacted the way he built his broker shop
• 10:47 – Vernon on thinking big picture when investing in his business
• 12:13 – What Vernon expects from his LO’s once they join the company
• 13:29 – How Vernon approaches the topic of compensation with retail LO’s
• 15:41 – Why Vernon loves when his people get recruited
• 17:52 – Vernon’s advice for other mortgage brokers on recruiting
Show Contributor:
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

$500 Million in 3 Years | Episode 47 Jun 20, 2023

The following guests sit down with host Justin White:
• Brett Stimpson – Brokerowner, Fulcrum Home Loans
• Braiden Shaw – Brokerowner, Fulcrum Home Loans
Scaling a Business With a Focus on Constant Improvement and Organic Growth
In just 3 years, Brett Stimpson and Braiden Shaw have grown Fulcrum Home Loans to a company that will do more than $500 million in loan volume in 2023. What does it take to build a thriving business regardless of market conditions? Listen to Episode #47 of Good. Better. Broker. as we hear the story of Fulcrum’s rapid expansion through a focus of constantly improving every aspect of the loan process for clients and referral partners.
In this episode of the Good. Better. Broker. podcast, you’ll find out how Fulcrum Home Loans has become the dominant mortgage lender in their market.
In this episode, we discuss ...
• 1:21 – Brett on the company’s rapid growth
• 2:23 – Braiden on how the company grew despite adverse market conditions
• 3:23 – How the company earns most of its referrals from real estate agents
• 6:11 – How the company has built out its Operations team to maximize efficiency
• 8:45 – What the company does to deliver white glove service to clients
• 10:23 – The impact of being one of the only independent mortgage brokers in their market
• 11:26 – Brett and Braiden on two marketing campaigns that were hugely successful
• 13:50 – Brett and Braiden’s perspective on the company’s success
Show Contributors:
Connect with Brett on LinkedIn
Connect with Braiden on LinkedIn
Connect with Brett and Braiden on Facebook
Connect with Brett and Braiden on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Client Experience: Beyond the Transaction | Episode 46 Jun 06, 2023

The following guest sits down with host Justin White:
• David Hall - President and CEO, Hall Financial
Focusing on How You Treat Clients Goes a Long Way Toward Building a Business of 5-star Reviews
The only thing better than a good online review is a great one. How can you build a business that regularly brings in five-star reviews? Listen to Episode #46 of Good. Better. Broker. as we talk with David Hall, a 25-year veteran of the industry who has built a company that is focused on delivering an elite experience for every borrower and real estate partner.
In this episode of the Good. Better. Broker. podcast, you’ll learn how one mortgage broker’s quest to become the most client-focused company in America has led to thousands of five-star reviews.
In this episode, we discuss ...
• 3:56 – Why David decided to focus his business around the client experience
• 6:06 – David on the opportunity mortgage brokers have to wow their clients
• 7:33 – How technology impacts the client experience
• 8:47 – Why David tailors communication for each client
• 10:11 – Why David is focused on only 5-star reviews
• 12:05 – Why David views a negative customer experience as an opportunity
• 13:29 – The process David sets up to make sure clients are in the know during the process
• 15:00 – Why communicating with the client doesn’t end when the loan closes
• 16:44 – Why shaving off time isn’t always the best approach
• 18:21 – The importance of putting yourself in a borrower’s shoes
• 19:51 – How David views his relationships with real estate agents
• 22:00 – David’s top piece of advice for mortgage brokers on client service
Show Contributor:
David Hall
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

UWM LIVE! Megacast Part 2 | Episode 45 May 23, 2023

The following guests sit down with host Justin White:
• Brittney Fedele – Loan Pronto
• Michelle Dugan – MS Lending
• Lisa Lund – Lund Mortgage Team
• Jade Taylor – Alvorada Mortgage
• Justin Brown – Nuhome Team
• Ciera Taylor – Home Path Mortgage
• Lara Locke – Locke Your Loan
• Ben Lavender – Madison Mortgage Services
Interviews From Clients at UWM LIVE! On How They’re Growing Relationships and Winning Deals
For the second year in a row, thousands of independent mortgage professionals gathered in Pontiac, Michigan, for the biggest broker event of the year, UWM LIVE! In Part 2 of our special UWM LIVE! megacast, we catch up with eight UWM partners from around the country to find out how they’re leveraging products, social media and more to bring in business.
In this episode, we discuss ...
• 0:32 - Brittney Fedele interview
• 6:58 – Michelle Dugan interview
• 15:51 – Lisa Lund interview
• 20:40 – Jade Taylor interview
• 25:38 – Justin Brown interview
• 31:56 – Ciera Taylor interview
• 39:23 – Lara Locke interview
• 47:00 – Ben Lavender interview
Resources Mentioned in This Episode:
HELOCs
Temporary Rate Buydowns
Show Contributors:
Brittney Fedele
LinkedIn
Michelle Dugan
LinkedIn, Instagram, Facebook
Lisa Lund
LinkedIn, Instagram, Facebook
Jade Taylor
LinkedIn, Instagram, Facebook
Justin Brown
LinkedIn, Instagram, Facebook
Ciera Taylor
Instagram, Facebook
Lara Locke
LinkedIn, Instagram, Facebook
Ben Lavender
LinkedIn, Instagram, Facebook
Justin White
LinkedIn, Instagram, Twitter
Connect with UWM on Facebook, LinkedIn, Instagram, Twitter or YouTube
Head to uwm.com to see the latest news and updates.

UWM LIVE! Megacast Part 1 | Episode 44 May 16, 2023

The following guests sit down with host Justin White:
• Elizabeth Cassidy - Future Home Loans
• Moose Mau - C2 Financial
• Jennifer Gormer - Integrity Home Lending
• Matt Gouge - UMortgage
• Skylar Welch - Maine Pointe Lending
• Nancy Bayat - E Mortgage Capital
• Melissa Butler - North Alabama Mortgage
• Brian Makris - Home Choice Lending
Eight Clients Who Attended UWM Live! Join Us to Talk About How They’re Generating Business
For the second year in a row, thousands of independent mortgage professionals gathered in Pontiac, Michigan, for UWM LIVE! We caught up with several UWM partners from around the country to find out how they’re leveraging technology, social media and more to bring in business.
In this episode, we discuss ...
• 0:35 – Elizabeth Cassidy interview
• 11:11 – Moose Mau interview
• 16:09 – Jennifer Gormer interview
• 24:02 – Matt Gouge interview
• 35:41 – Skylar Welch interview
• 45:12 – Nancy Bayat interview
• 54:25 – Melissa Butler interview
• 103:27 – Brian Makris interview
Resources Mentioned in This Episode:
VA Handbook
Bonzo
Show Contributors:
Elizabeth Cassidy
LinkedIn, Instagram, Facebook
Moose Mau
LinkedIn, Instagram, Facebook
Jennifer Gormer
LinkedIn, Instagram, Facebook
Matt Gouge
LinkedIn, Instagram, Facebook
Skylar Welch
LinkedIn, Instagram, Facebook
Nancy Bayat
LinkedIn, Instagram
Melissa Butler
LinkedIn, Instagram, Facebook
Brian Makris
LinkedIn, Instagram, Facebook
Justin White
LinkedIn, Instagram, Twitter
Connect with UWM on Facebook, LinkedIn, Instagram, Twitter or YouTube
Head to uwm.com to see the latest news and updates.

Bringing Top Talent to the Broker Channel | Episode 43 May 02, 2023

The following guests sit down with host Justin White:
• Sean Lee – Sr. Vice President, AGI Family of Companies
• Mat Grella – President and Co-Founder, NEXA Mortgage
Recruiting Loan Originators to Join the Wholesale Channel Starts With Understanding Them
It’s happening month after month, week after week. Retail loan originators making the move to wholesale. Still, there are so many holdouts who haven’t yet switched. What’s a winning approach to recruiting retail LOs to the broker channel? Listen to Episode #43 of Good. Better. Broker. as we talk with a pair of mortgage brokers who have daily conversations with those interested in jumping to wholesale.
In this episode of the Good. Better. Broker. podcast, you’ll find out how offering a variety of options to retail loan originators makes them more likely to join the broker channel.
In this episode, we discuss ...
• 1:47 – Sean details his experience recruiting loan originators from retail
• 3:13 – What Sean is hearing from retail LOs on why they’re interested in switching
• 5:40 – Why Sean views his company’s model as a high-performance sports car
• 9:06 – How Sean paints a picture of the differences between retail and wholesale
• 11:30 – Sean on how his line of questioning makes a big difference in his efforts
• 16:36 – Mat’s perspective on retail LOs switching to the wholesale channel
• 17:20 – Mat describes NEXA’s approach to recruiting retail LOs
• 18:22 – How Mat approaches conversations about rates in the wholesale channel
• 22:22 – Mat on common myths he hears from retail LOs about wholesale
• 24:12 – Why Mat views product optionality as a driving force in LOs leaving retail
• 25:26 – What Mat and NEXA look for in LOs they’re recruiting
Resources Mentioned in This Episode:
Loansifter
Easy Qualifier
Success Track
Show Contributors:
Sean Lee
Connect on LinkedIn, Facebook or Instagram
Mat Grella
Connect on LinkedIn, Facebook or Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest updates.

Turning Partnerships Into Production | Episode 42 Apr 18, 2023

The following guests sit down with host Justin White:
• Jacinda Montano – BrokerOwner, Ultimate Home Lending
• Josh McReavy – Mortgage Loan Originator, Ultimate Home Lending
Finding a Partner Who Complements You as a Mortgage Broker Makes for Better Business
For any mortgage broker, it’s tough to do everything it takes to be successful on your own. When you team up with like-minded people, it can elevate your entire business. How can mortgage brokers find a partner to complement them? Listen to Episode #42 of Good. Better. Broker. as two mortgage brokers explain how working together has improved the way they do business and how much business they do.
In this episode of the Good. Better. Broker. podcast, you’ll find out how two mortgage brokers teamed up to revamp their process and, in doing so, provide more value to borrowers and real estate agents.
In this episode, we discuss ...
• 1:43 – Jacinda on the approach she and Josh have used to build their company
• 5:52 – How Jacinda recruits based on her own values as a business owner
• 7:15 – Why Josh believes in collaborating and helping others win deals
• 9:31 – Jacinda and Josh on how they complement each other
• 13:14 – Josh on how mentors helped shape his approach to the mortgage business
• 16:46 – The story of how Josh came up with an idea for a real estate agent summit
• 20:58 – Josh on his biggest takeaways from the summit
• 22:10 – Why Jacinda and Josh got licensed as continuing education providers
• 23:33 – How Jacinda ensures her clients remember her
• 25:00 – Josh on the company’s future plans for real estate agent events
Resources Mentioned in This Episode:
Tony Robbins
Zig Ziglar
Show Contributors:
Jacinda Montano
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Josh McReavy
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Building an Epic Brand | Episode 41 Apr 04, 2023

The following guest sits down with host Justin White:
• Andrew Cady – Team Leader and Mortgage Loan Originator, UMortgage
When People Think of Mortgages, They Should Think of You
When assessing your brand as a loan originator, ask yourself this question: When people think of mortgages, do they think of you? Listen to Episode #41 of Good. Better. Broker. as we talk with Andrew Cady, a former retail LO who brought an epic brand with him when he switched to wholesale.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to build and maintain a brand that will keep you topofmind with borrowers and referral partners.
In this episode, we discuss ...
• 1:26 – Andrew talks about his transition from retail to wholesale
• 2:42 – Andrew describes what a brand means to him
• 4:08 – How Andrew’s brand has evolved over the years
• 5:07 – The importance of borrowers and real estate agents remembering you
• 6:25 – Andrew’s advice for creating a brand
• 7:25 – The three pillars of Andrew’s company and how they influence his brand
• 10:33 – How Andrew leverages social media to amplify his brand
• 12:05 – Andrew on how he’s built a follower base of real estate agents
• 14:28 – How Andrew coaches his team on building their brand
• 18:05 – How Andrew approaches his reputation as a mortgage loan originator
Resources Mentioned in This Episode:
Temporary Rate Buydowns
Show Contributor:
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Engineering the Perfect Loan Process | Episode 40 Mar 21, 2023

The following guest sits down with host Justin White:
• Jason Cecco – President, Lending Heights
Analyzing Every Facet of Your Loan Process to Impress Clients and Loan Originators
Every mortgage loan is like a puzzle that an originator must piece together. What would you see if you were to pull those pieces apart and analyze them? Listen to Episode #40 of Good. Better. Broker. as we talk with a mortgage broker who has broken down every component of the loan process as part of his mission to build the best place for a loan officer to work.
In this episode of the Good. Better. Broker. podcast, you’ll learn what it takes to build an efficient loan process and how that translates to happier originators and borrowers.
In this episode, we discuss ...
• 2:32 – What Jason looks at to make the loan process faster and easier
• 3:37 – How maximizing efficiency has helped Jason’s company grow
• 4:51 – How Jason is using predictive analytics to make his company more efficient
• 7:02 – How Jason’s company is using machine learning and AI
• 8:13 – The importance of focusing on the small details of the loan process
• 9:48 – How cross-training your team helps combat the cyclical nature of the industry
• 10:51 – Why Jason views his company’s process as a service
• 13:01 – How building a perfect process helps Jason work toward his goal of creating the best place for a loan officer to work
Resources Mentioned in This Episode:
Monday
Office 365
Chat GPT
Show Contributor:
Jason Cecco
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Guiding Your Borrowers Through a Purchase Market | Episode 39 Mar 07, 2023

The following guests sit down with host Justin White:
• Allison Thenhaus – Sr. Mortgage Loan Originator, C2 Financial
• Whitney Bulbrook – Mortgage Broker, Carolina Ventures Mortgage
How to Help Your Clients Get Into the Housing Market, Despite Rising Interest Rates
Even in a market with elevated interest rates, independent mortgage brokers have opportunities to help their borrowers and their business. Listen to Episode #39 of Good. Better. Broker as two purchase-focused mortgage brokers explain why buyers have the upper hand in the current market and how you can guide them through different options to get them into homes.
In this episode of the Good. Better. Broker. podcast, you’ll find out how to empower your borrowers with strategies and products to overcome rising rates.
In this episode, we discuss ...
• 1:50 – Why Allison believes this market favors buyers compared to previous markets
• 5:00 – How the current market gives buyers more time to decide
• 7:12 – Why Allison believes the best time to buy is when most people don’t want to
• 13:53 – Which borrowers Allison is targeting in this market
• 15:43 – Which levers Allison is pulling for first-time homebuyer clients
• 18:41 – Why Whitney believes now is a good time for buyers to get into the market
• 20:18 – Whitney explains why the hard numbers can be surprising for buyers and agents
• 22:17 – Which products Whitney is using to combat high interest rates
• 23:28 – How Whitney approaches rent vs. buy conversations with clients
• 26:24 – Whitney’s biggest keys to success in a purchase market
Resources Mentioned in This Episode:
Temporary Rate Buydowns
Freddie Mac Borrow Smart℠
Show Contributors:
Allison Thenhaus
Connect on LinkedIn, Facebook or Instagram
Whitney Bulbrook
Connect on LinkedIn, Facebook or Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Mastering New Construction Loans | Episode 38 Feb 21, 2023

The following guests sits down with host Justin White:
• Jeff Berger – President, Groundwork Mortgage
• Brodie Calder – Broker-owner, Summit Lending
Offering a One-time Close New Construction Product opens New Doors for Mortgage Brokers
New construction loans are an untapped opportunity for many independent mortgage brokers. With a one-time close option now available, the door is open for new relationships and new business. How can mortgage brokers position this product to builders, real estate agents and consumers? Listen to episode #38 of Good. Better. Broker as two experts in the new construction space lay the foundation for success with a one-time close product.
In this episode of the Good. Better. Broker. Podcast, you’ll find out how to leverage the benefits of a one-time close new construction loan to help consumers get into their dream home and become a builder’s preferred lender.
In this episode, we discuss ...
• 2:06 – Jeff on overcoming common obstacles with new construction loans
• 4:03 – Jeff on advantages of a one-time close product for consumers
• 7:42 – Jeff on how a one-time close option helps mortgage brokers help homebuilders
• 10:01 – Jeff on how a one-time close provides more opportunity for customization
• 11:35 – Jeff’s advice on how to sell the one-time close new construction product
• 15:45 – How Brodie navigates each builder having different preferences
• 17:45 – Brodie on the benefits of a one-time close new construction loan for consumers
• 18:32 – How to pursue builders with a one-time close new construction product
• 21:28 – Brodie on how a one-time close product helps with customization options
• 24:28 – Brodie’s advice on how to sell a one-time close product to builders
Resources Mentioned in This Episode:
One-time Close New Construction product
Show Contributors:
Jeff Berger
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Brodie Calder
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Processing like a Pro | Episode 37 Feb 07, 2023

The following guests sit down with host Justin White:
• Dana Lang – President and CEO, Pulse Processing
• Krysti Loftis – Vice President and COO, Pulse Processing
How Processors Can Position Themselves as Indispensable Resources for Mortgage Brokers
Processors play an integral role in getting a loan closed - but they are capable of so much more. How can processors set themselves and their mortgage broker partners up for success and help earn repeat business? Listen to episode #37 of Good. Better. Broker as we talk with the co-founders of a processing company who are looking to rewrite the playbook for processors across the industry.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to perfect your processing skills.
In this episode, we discuss ...
• 1:42 – How Dana views the role of a processor
• 3:44 – Krysti’s best practices as a processor
• 5:11 – Why Dana operates with a mindset that loans are not guaranteed
• 6:36 – Krysti on some common misconceptions involving the role of a processor
• 8:44 – Dana on the most important aspects of a broker-processor relationship
• 10:37 – Krysti on the role processors play in protecting a broker’s reputation
• 12:16 – Why Dana views the loan process as a relay race with the LO and processor
• 13:59 – What Dana hears when she asks a client why they’re looking for a new processor
• 17:12 – Why Dana believes in staying humble and asking questions
• 18:16 – Krysti’s tips for brokers on setting up their processor for success
• 22:21 – Why the front end of the loan process is the LO’s time to shine
• 23:21 – Why answering the phone is so important for processors
• 25:06 – Why Dana and Krysti put an emphasis on high quality over quantity of loans
Resources Mentioned in This Episode:
Power to Processors
Show Contributors:
Dana Lang
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Krysti Loftis
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Down Payment Assistance Programs 101 | Episode 36 Jan 24, 2023

The following guest sits down with host Justin White:
• Brittany Jacobs – Mortgage Loan Originator/Branch Manager, NEXA Mortgage
How to Use Down Payment Assistance Programs to Help Your First-time Homebuyer Clients
Affordability is a common barrier to entry for many prospective homebuyers. However, there are ways to get over that hurdle. How can mortgage brokers use down payment assistance programs to help their first-time homebuyer clients? Listen to episode #36 of Good. Better. Broker. as we talk with a mortgage broker who walks you through everything you need to know about DPA programs, from how to find them to how to dispel common myths about them.
In this episode of the Good. Better. Broker. Podcast, you’ll learn how to leverage down payment assistance programs to help your first-time homebuyers.
In this episode, we discuss ...
• 1:46 – Why Brittany decided to focus on down payment assistance programs
• 2:51 – The benefits of down payment assistance programs
• 3:20 – How Brittany researches DPA programs
• 5:11 – How Brittany determines if DPA programs are going to be a fit for borrowers
• 7:25 – Searching for DPA programs by state vs. county
• 8:43 – Why DPA programs aren’t advertised as much as they could be
• 12:17 – Brittany dispels some of the misconceptions that exist about DPA programs
• 13:13 – Why DPA programs aren’t only for low-income borrowers
• 16:29 - Brittany’s advice for loan originators on DPA programs
Resources Mentioned in This Episode:
The Source
Hometown Heroes
Show Contributor:
Brittany Jacobs
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Make Your Borrowers Remember You | Episode 35 Jan 10, 2023

The following guest sits down with host Justin White:
• Rich Hunt – President, AGI Family of Companies
Cultivating Real Relationships With Borrowers and Real Estate Agents Brings Business Back to You
Relationships are the lifeblood of repeat business and in a transactional business like mortgages, it can be easy to lose sight of how to build them. How can mortgage brokers make borrowers remember them for their next home loan? Listen to Episode #35 of Good. Better. Broker. as we talk with a Scotsman Guide Top Originator who built his business by picking up the phone and showing a genuine interest in his clients and referral partners.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to build sustainable relationships that lead to sustainable business.
In this episode, we discuss ...
• 1:49 – How Rich has maintained relationships with his clients
• 2:51 – Why Rich dedicates an hour a day to calling clients
• 4:34 – Rich explains his company’s mantra and how that plays into his relationships
• 5:47 – The importance of treating every phone call like it’s the only one
• 8:18 – Why every phone call should be viewed as an opportunity
• 9:27 – The first question Rich asks a client
• 11:17 – Rich explains how simply answering the phone leads to deals
• 12:01 – How Rich maintains relationships with real estate agents as his company grows
• 15:17 – Why staying in front of clients in a personal way leads to business
• 16:28 – How expanding your sphere of influence brings repeat business
Resources Mentioned in This Episode:
Brand 360
Show Contributor:
Rich Hunt
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Earning Your Borrower’s Trust | Episode 34 Dec 27, 2022

The following guests sit down with host Justin White:
• Michael Tranckino – CEO, Trusted Lending Center
• Katie Tranckino – COO, Trusted Lending Center
Engaging in Your Clients’ Lives is Key to Driving Repeat Business and Earning Referrals
Heading into 2023, client retention will be a major area of focus for independent mortgage brokers. How can you stay in front of your clients even when they aren’t in the market to buy or refinance? Listen to Episode #34 of Good. Better. Broker. as we talk with the owners of Trusted Lending Center in Arizona, a mortgage broker shop that stays top of mind with their borrowers by staying engaged in their lives.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to ensure your past clients come back to you and also send you referrals.
In this episode, we discuss ...
• 1:48 – Mike and Katie on the company’s overall approach to client retention
• 3:25 – How Mike and Katie use coaching to shape their retention strategy
• 6:14 – Touchpoints Mike and Katie use to engage with clients
• 6:52 – How Mike and Katie use handwritten notes to stay in front of clients
• 11:37 – How Mike and Katie use videos to communicate with and engage with clients
• 14:06 – Staying top of mind with clients in a rising-rate environment
• 17:26 – Mike and Katie on their preferred CRMs and the benefits of them
• 18:56 – Katie’s advice for other mortgage brokers on asking for referrals
Resources Mentioned in This Episode:
Brian Buffini Coaching
American Greetings e-card videos
Client Connect
Show Contributors:
Michael and Katie Tranckino
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

The Power of Effective Communication | Episode 33 Dec 13, 2022

The following guest sits down with host Justin White:
• Kevin Kenerson – President, Lending Hand Mortgage
How a High Level of Communication With Real Estate Agents and Borrowers Can Lead to Referrals
In a transaction as complex as a mortgage, keeping all involved parties informed is essential. How can you impress your borrowers and referral partners with touchpoints throughout the loan process? Listen to Episode #33 of Good. Better. Broker. as we talk with a mortgage broker who views high-level communication not just as a way of doing business, but as a way of getting business.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to use communication with borrowers and real estate agents as a marketing strategy.
In this episode, we discuss ...
• 1:52 – Why Kevin says communication is the most essential part of the loan process
• 3:08 – Why Kevin uses task management to track touchpoints
• 6:10 – How Kevin decided to make communicating with agents a marketing campaign
• 7:08 – Little touches that help Kevin stand out during the loan process
• 9:08 – How maximizing the client experience leads to referrals
• 10:31 – Why Kevin hired a concierge to handle client experience
• 12:18 – How Kevin’s approach has helped with referrals from real estate agents
• 13:24 – What Kevin does to ensure he gets a Google™ review and referrals from clients
• 15:51 – Why reviews are important even with referrals
• 16:51 – Kevin’s advice for other mortgage brokers on how to improve their communication
Resources Mentioned in This Episode:
monday.com
Show Contributor:
Kevin Kenerson
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
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• YouTube
Head to uwm.com to see the latest news and updates.

Temporary Rate Buydowns 101 | Episode 32 Nov 29, 2022

The following guests sit down with host Justin White:
• Todd Bitter – Mortgage Loan Originator, JKS Mortgage
• Matt Boyce – Partner, Maximus Mortgage Solutions
Why Temporary Rate Buydowns Are a Big Opportunity for Mortgage Brokers in This Market
With high mortgage rates still wreaking havoc on the market, independent mortgage brokers have a solution for their borrowers and real estate partners. How can you leverage temporary rate buydowns to help your business now and in the future? Listen to Episode #32 of Good. Better. Broker. as we talk with two mortgage brokers who are seeing great results with buydowns in their markets.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to use temporary rate buydowns to earn more deals for you and your real estate partners.
In this episode, we discuss ...
• 1:44 – Todd on why buydowns have been a game-changer for him
• 2:46 – Common misconceptions Todd is hearing about buydowns
• 4:06 – Borrowers to target for the buydown product
• 6:04 – Why loan originators should sell this product to real estate agents
• 11:48 – Why it’s important to include the buydown in a purchase agreement
• 12:49 – How to sell the lender-paid buydown option
• 15:50 – How to sell the 3-2-1 buydown
• 17:41 – How this product can set you up for future referrals from real estate agents
• 21:27 – Matt on how real estate agents in his market are reacting to buydowns
• 23:51 – Matt on which borrowers should be a target for buydowns
• 27:50 – How Matt saved a deal for a real estate agent and what happened after
• 33:10 – Matt on the expansion of buydowns with lender-paid options
Resources Mentioned in This Episode:
Cromford Report
Temporary Rate Buydown
Show Contributors:
Todd Bitter
Connect on LinkedIn, Facebook, or Instagram
Matt Boyce
Connect on LinkedIn, Facebook, or Instagram
Justin 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 Twitter
Connect with UWM on Social:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Wow First-time Homebuyers | Episode 31 Nov 15, 2022

The following guests sit down with host Justin White:
• Fadi Sankari – President, Best Rate Mortgage
• Eddy Foster – Mortgage Loan Originator, Lone Star Home Mortgage
How independent mortgage brokers can earn more business from first-time homebuyers
For many independent mortgage brokers, there’s not a more important demographic than first-time homebuyers. How can you guide them through the loan process seamlessly and set yourself up for repeat business? Listen to Episode #31 of Good. Better. Broker. as we talk with two mortgage brokers who prioritize first-time homebuyers and go out of their way to give them white glove service.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to impress first-time homebuyers and earn referrals from them.
In this episode, we discuss ...
• 1:33 – Why Fadi geared his business toward first-time homebuyers
• 3:15 – 3 things Fadi does with every one of his first-time homebuyer clients
• 8:48 – The loan products that Fadi is leveraging for these clients
• 10:58 – How recent LLPAs are helping Fadi, his clients and his real estate partners
• 12:42 – Fadi’s advice for other mortgage brokers on working with first-time homebuyers
• 15:07 – Eddy’s approach to working with first-time homebuyers
• 18:24 – Eddy’s emphasis on being thorough and going slow
• 20:13 – How Eddy leverages products for first-time homebuyers
• 27:03 – Eddy on FHFA’s removal of LLPAs for first-time homebuyers
Resources Mentioned in This Episode:
HomeReady® loan program
Home Possible® loan program
FHFA update on LLPAs
Temporary Rate Buydowns
Show Contributors:
Fadi Sankari
Connect on LinkedIn, Facebook or Instagram
Eddy Foster
Connect on LinkedIn, Facebook or Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
Connect on Facebook, LinkedIn, Instagram, Twitter or YouTube
Head to uwm.com to see the latest news and updates.

Training Your LOs: An Investment Worth Making | Episode 30 Nov 01, 2022

The following guests sit down with host Justin White:
• Troy Molitor – Founder, Molitor Financial Group
• Craig Messman – President, Molitor Financial Group
Training and Coaching Loan Originators Is an Investment Worth Making for Mortgage Brokers
Becoming a knowledgeable loan originator requires hard work and proper training. Why should independent mortgage brokers invest their money and time in a training and coaching program for their LOs? Listen to Episode #30 of Good. Better. Broker. as we learn how Molitor Financial Group has built a successful brokerage with originators from non-mortgage backgrounds.
In this episode of the Good. Better. Broker. podcast, you’ll find out how taking the time to train and coach your loan originators leads to sustainable business.
In this episode, we discuss ...
• 1:53 – Troy on the importance of coaching and training for his company
• 2:48 – How Troy’s entry into the business shaped his view of training
• 4:06 – Craig on the company hiring people with no previous mortgage experience
• 5:22 – Troy on how coaching and training helps the company succeed in any market
• 6:32 – Craig on how training helps set loan files up for success
• 7:16 – Troy on why it’s important to train seasoned loan originators
• 8:48 – Troy on why they chose to develop their team members
• 9:43 – Craig on how a strong training foundation leads to a sustainable business
• 11:22 – Why Molitor doesn’t create competition among their team members
• 14:07 – Craig on the importance of transparency and communication
Show Contributors:
Troy Molitor
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Craig Messman
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Keep Clients on the Phone | Episode 29 Oct 18, 2022

The following guest sits down with host Justin White:
• Alex Beidoun – Co-Founder, House of Lending
Staying Away From Selling Leads to Longer, More Productive Phone Calls with Borrowers
Independent mortgage brokers can set themselves apart by having phone calls that focus on educating their borrowers instead of selling to them. How can you have phone conversations that make borrowers want to work with you? Listen to Episode #29 of Good. Better. Broker. as we talk with a former retail LO who has shifted his focus to prioritizing relationships over transactions on client calls.
In this episode of the Good. Better. Broker. podcast, you’ll find out why educating your clients creates longer and more productive phone conversations, leading to more business.
In this episode, we discuss ...
• 2:02 – How Alex’s experiences in retail impact his business strategy as a broker
• 5:26 – Why Alex chooses to educate his borrowers on retail vs. wholesale
• 7:13 – Why Alex decided to take an educational approach with his borrowers
• 10:25 – How Alex defines a quality conversation with a client
• 12:41 – Alex on what borrowers are looking for from their loan officer
• 14:11 – The 3 key components to a phone call with a borrower
• 19:27 – Why it’s important to not be transactional on the phone with clients
• 21:51 – The difference between being in a call vs. on a call
Show Contributor:
Alex Beidoun
Connect on LinkedIn
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Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

TikTok, The Leads Don’t Stop | Episode 28 Oct 04, 2022

The following guest sits down with host Justin White:
• Rebecca Richardson – Mortgage Loan Originator, U-Mortgage
• Nate Fain – Mortgage Loan Originator, U-Mortgage
How Independent Mortgage Brokers Can Leverage TikTok to Generate Business
Between them, they have more 370 thousand followers on TikTok. However, for Rebecca Richardson and Nate Fain, it’s more about leads than likes. How can independent mortgage brokers create TikTok videos to drive business? Listen to episode #28 of Good. Better. Broker as we talk with two of the top TikTok personalities in the broker channel. They explain everything from their content creation strategies to why every follower should be considered part of your database.
In this episode of the Good. Better. Broker. Podcast, you’ll learn how to use TikTok to create a community of prospective clients.
In this episode, we discuss ...
• 1:38 – Rebecca on the impact TikTok has had on her business
• 2:32 – Why Rebecca started creating videos on social media
• 3:52 – Why Rebecca went all in on TikTok
• 5:38 – Rebecca on her content creation strategy for her videos
• 7:46 – Rebecca’s keys to TikTok success
• 9:56 – Rebecca’s advice for showing your personality in videos
• 12:45 – Nate on his TikTok follower count
• 13:58 – The impact of TikTok on Nate’s business
• 15:33 – How Nate built up his following on TikTok
• 17:32 – Why Nate views his followers as potential leads
• 19:53 – How Nate hooks his followers and why it’s important
• 22:37 – What Nate does if he’s struggling to create content
• 23:32 – Mistakes that sees other content creators make
• 24:55 – Nate’s advice for new content creators
Show Contributors:
Rebecca Richardson
Connect on TikTok
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Nate Fain
Connect on TikTok
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

What Real Estate Agents Want | Episode 27 Sep 20, 2022

The following guests sit down with host Justin White:
• Stephanie Sacco – Realtor,® Michigan Power Brokers
• Sherrie Stevener – Realtor,® Delhougne Realty Group
How independent mortgage brokers can impress real estate agents and earn referrals from them
One of the best ways for independent mortgage brokers to generate sustainable business is by building relationships with real estate agents. So what are real estate professionals looking for in their lending partners? Listen to Episode #27 of Good. Better. Broker. as we talk with two Realtors who explain how mortgage brokers can impress real estate agents, build strong connections with them and ultimately earn referrals from them.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to become the preferred lending partner for real estate agents in your market.
In this episode, we discuss ...
• 1:38 – What Stephanie looks for in her lending partners
• 2:15 – Why Stephanie needs a lender to be available during non-business hours
• 4:07 – The role Stephanie sees her lending partners playing in the process
• 5:24 – Why Stephanie works with independent mortgage brokers
• 6:24 – How Stephanie advises her buyers on choosing a lender
• 9:51 – What Stephanie says her lenders should NOT do
• 10:19 – How Stephanie and her lending partners complement each other
• 11:44 – How Stephanie’s lenders can add value beyond what she’s expecting
• 13:52 – Stephanie’s advice for LOs on how they can become a preferred lender for an agent
• 16:19 – What Sherrie looks for in her lending partners
• 17:00 – The role Sherrie’s lenders play in her success
• 18:16 – How Sherrie learned it’s better to work with mortgage brokers than retail LOs
• 21:00 – The obstacles Sherrie has run into with retail LOs
• 22:34 – How Sherrie advises her buyers on choosing a lender
Show Contributors:
Stephanie Sacco
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Sherrie Stevener
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Mindset Over Market | Episode 26 Sep 06, 2022

The following guest sits down with host Justin White:
• Breon Price – Broker-owner, Motto Mortgage
How Independent Mortgage Brokers Can Take More Market Share in a Rising Rate Environment
Interest rates may be up, but that doesn’t mean your business has to be down. How can independent mortgage brokers increase their loan volume in a rising rate environment? Listen to Episode #26 of Good. Better. Broker. as we talk with Breon Price, an independent mortgage broker who is on pace to do more loans in 2022 than he did in 2021 despite higher interest rates.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to adjust your mentality and business plan to overcome a rising rate environment.
In this episode, we discuss ...
• 1:47 – Breon’s mindset on thriving in a rising rate environment
• 2:30 – Why independent mortgage brokers are equipped to win in this market
• 4:10 – How Breon has adjusted his business plan to handle the market
• 7:18 – How Breon is leveraging his real estate relationships
• 8:26 – Why real estate partner referrals are reciprocal
• 9:58 – Why Breon prioritizes repeat business from his real estate partners
• 12:11 – How to pitch a real estate partner that you want to work with
• 15:50 – Why Breon believes it was actually harder for mortgage brokers in 2021 than 2022
• 19:32 – Breon’s advice for other independent mortgage brokers in this market
Resources Mentioned in This Episode:
FindAMortgageBroker.com
Show Contributor:
Breon Price
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

HELOCs 101 | Episode 25 Aug 24, 2022

The following guests sit down with host Justin White:
• John Kresevic – CEO, JFQ Lending
• Roger Moore – Founder and President, Loan Pronto
Adding HELOCs to your menu of product offerings will help your business now and in the future
With home equity levels at all-time highs, HELOCs give borrowers an opportunity to access that equity without having to refinance their first mortgage. How can independent mortgage brokers sell HELOCs to boost their volume now while also setting themselves for success down the road? Listen to Episode #25 of Good. Better. Broker. as we talk with the leaders of two companies who have embraced HELOCs as part of their business.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to strategically add HELOCs to your product offerings.
In this episode, we discuss ...
• 1:55 – Why John believes HELOCs are a good option in this market
• 2:55 – John on the appeal of a HELOC for borrowers
• 4:00 – How John assesses which of his clients could be a fit for a HELOC
• 5:40 – How JFQ Lending plans to turn HELOCs into future business
• 7:20 – John’s advice on how to approach client questions on HELOCs
• 9:28 – John’s advice on how to originate HELOCs as seamless as possible
• 12:11 – Roger on why HELOCs are an attractive option for borrowers
• 12:57 – How Loan Pronto’s HELOC product has performed since its rollout
• 13:50 – Roger on how HELOCs can help you stay in front of clients
• 15:04 – How HELOCs can give your business momentum in this market
• 16:52 – Roger on how to sell a HELOC to a borrower
• 18:57 – How Loan Pronto plans to turn HELOCs into future business
• 20:39 – Why originators need to embrace HELOCs as part of their business
Show Contributors:
John Kresevic
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Roger Moore
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Turn Relationships Into Referrals | Episode 24 Aug 09, 2022

The following guest sits down with host Justin White:
• Brandon Thorpe – Founder and CEO, Visionary Lending
Acting as a True Advocate for Borrowers Is a Way to Build Your Reputation and Your Business
It can be easy to lose sight of, but obtaining a mortgage can change the trajectory of people’s lives. How can mortgage brokers support those who need the most help gaining access to
homeownership? Listen to Episode #24 of Good. Better. Broker. as we talk with Brandon Thorpe, an independent mortgage broker who is focused on advocating for his clients and how that’s led to a 100% referral-based business.
In this episode of the Good. Better. Broker. podcast, you’ll learn why advocating for your borrowers leads to relationships that will turn into referrals.
In this episode, we discuss ...
• 2:56 – What a holistic approach to business means for Brandon
• 4:41 – How Brandon’s upbringing impacts his desire to advocate for his clients
• 6:21 – Brandon’s definition of advocating on behalf of his clients
• 8:15 – Why Brandon educates real estate agents
• 10:18 – How Brandon’s experience in 2008 affects the way he does business
• 12:11 – How Brandon connects with clients to build trust with them
• 12:57 – Brandon’s approach to building new relationships with clients and real estate agents
• 16:36 – Brandon’s story of helping a family buy a home during the pandemic
• 18:37 – How Brandon’s approach to business generates referrals
• 20:30 – Why follow-up is important for mortgage brokers
• 21:30 – Brandon’s advice for other originators
Resources Mentioned in This Episode:
Hero on a Mission
Show Contributors:
Brandon Thorpe
Connect on Facebook
Connect on Instagram
Connect on LinkedIn
Connect on YouTube
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Keep Your Top Producers | Episode 23 Jul 26, 2022

The following guests sit down with host Justin White:
• Tom Ahles – Vice President, Edge Home Finance
• Mike Kortas – CEO, NEXA Mortgage
Retain Your Top Originators by Creating a Model That Makes Them Want to Stay for the Long Haul
Recruiting, hiring and training new loan originators is a sizeable investment, so it’s important for independent mortgage broker shops to do everything they can to retain them. As more retail LOs join the wholesale channel, what can brokers do to keep their top talent? Listen to Episode #23 of Good. Better. Broker. as we talk with two mortgage brokers who have structured their businesses to make their originators feel empowered, supported and well compensated.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to create a business model that makes your brokerage a destination for top loan originators.
In this episode, we discuss ...
• 2:25 – Tom on the importance of keeping your loan originators
• 4:51 – Tom on why his company created a revenue sharing model
• 6:02 – How a profit sharing model creates dual purpose originators
• 8:36 – Why letting your LOs recruit is a win-win for the company and for originators
• 12:06 – How transparency helps Tom’s company create a value proposition for originators
• 13:29 – Mike on two ways you can keep your loan originators
• 16:59 – Why Mike believes in overpaying his originators
• 18:40 – How NEXA’s support structure has helped them recruit retail LOs
• 19:44 – How NEXA’s profit sharing model has made their LOs true partners
• 22:46 – Mike’s advice for others looking to create a profit sharing model
Resources Mentioned in This Episode:
AIME
Show Contributors:
Tom Ahles
Connect on Facebook
Connect on Instagram
Connect on LinkedIn
Mike Kortas
Connect on Facebook
Connect on LinkedIn
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Ignite Your Business Through Instagram | Episode 22 Jul 12, 2022

The following guest sits down with host Justin White:
• Brian Decker – CEO, Modern Lending
Creating Strategic Video Content on Instagram to Expand Your Audience and Your Business
In 2020, a top-producing mortgage broker with billions in career-closed loan volume decided to dedicate himself to creating videos on Instagram. Why does he believe that social media content is the future of how loan originators will bring in business? Listen to Episode #22 of Good. Better. Broker. as we talk with Brian Decker, CEO of Modern Lending, as he takes a deep dive on how to develop an Instagram strategy that will turn followers into borrowers.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to leverage Instagram for building your brand and your book of business.
In this episode, we discuss ...
• 2:11 – Why Brian made social media content a priority
• 6:32 – What Brian sees people doing wrong with their social media strategy
• 7:36 – The importance of having content pillars and how to determine them
• 9:36 – Brian’s 70/30 rule for his content
• 12:05 – How Brian structures his videos
• 15:19 – How to maximize engagement with your videos
• 16:33 – Why you shouldn’t ‘post and ghost’
• 22:10 – How to add followers through the comments section
Resources Mentioned in This Episode:
Instagram
Dave Ramsey
Flick
Show Contributor:
Brian Decker
Connect on Instagram
Connect on Facebook
Connect on LinkedIn
Connect onTikTok
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Prioritizing the Customer Experience | Episode 21 Jun 28, 2022

The following guest sits down with host Justin White:
• Brooke Marin — BrokerOwner, Motto Mortgage Metro
Delivering a Disney®-like Experience for Your Clients Will Help Drive Repeat Business
People do business with people they like and trust. How can you treat your clients so well that they’ll want to keep coming back to you? Listen to Episode #21 of Good. Better. Broker. as we talk with a mortgage broker whose service model is based on her training at the Disney® Institute.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to deliver a customer service experience rooted in honesty, transparency and authenticity.
In this episode, we discuss ...
• 1:40 – What customer service means to Brooke
• 2:40 – Why Brooke trained with Disney® executives
• 3:53 – How Brooke developed her company’s core values
• 5:53 – The importance of being authentic with your clients and real estate partners
• 8:03 – Why not multi-tasking when talking with clients can lead to more business
• 9:22 – How saying no to a loan can actually be a good thing
• 12:31 – How Brooke uses WhatsApp to communicate with clients
• 14:24 – The difference between service recovery and a plus experience for clients
Resources Mentioned in This Episode:
Disney® Institute
UTrack
WhatsApp
Show Contributor:
Brooke Marin
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Mastering Non-Agency and Investment Loans | Episode 20 Jun 14, 2022

The following guest sits down with host Justin White:
• Eric Eisenberg – Mortgage Broker, Expert Home Loans
• Brenna Carles – CEO, The Mortgage Shop
Non-Agency Loans Give Brokers another Avenue for Serving Buyers and Investors
Diversifying your product offerings is a strategy for winning in any market and especially in this one. How can independent mortgage brokers position themselves as experts in the non-agency and investment loan category? Check out episode #20 of Good. Better. Broker as we talk with two high producing brokers who have made non-agency loans the primary focus of their business.
In this episode of the Good. Better. Broker. Podcast, you’ll how to embrace non-agency loans as part of your playbook.
In this episode, we discuss ...
• 2:00 – Why Eric believes mortgage brokers need to embrace non-agency loans
• 5:15 – Eric’s approach on selling non-agency products
• 8:41 – Why Eric asks his borrowers atypical questions as part of his process
• 10:00 – How this category has opened doors for Eric with CPA’s and financial advisors
• 12:09 – How knowing guidelines sets Eric up for success
• 14:45 – How Brenna has used non-agency loans to grow her business
• 15:52 – Why Brenna made long and short-term rentals her business focus
• 17:49 – How Brenna explains the numbers to her clients
• 19:24 – Why investment properties can be a successful strategy for mortgage brokers
• 20:58 – How this model has helped Brenna create a referral-based business
• 22:22 – Identifying geographic areas for investment properties
Show Contributors:
Eric Eisenberg
Connect on Facebook, Instagram, TikTok or LinkedIn
Brenna Carles
Connect on Facebook, LinkedIn or Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Treating Real Estate Agents like the Real Clients | Episode 19 May 31, 2022

The following guest sits down with host Justin White:
• Quinn Moran and Tyler Lucks, NEXA Mortgage
In a Purchase Market, Viewing Real Estate Agents as Your Client will Yield Repeat Business
Real estate agents are looking for lending partners that will bring them certainty, transparency, and accountability. How can independent mortgage brokers provide the same level of service to their real estate agents as their borrowers? Check out episode #19 of Good. Better. Broker as we talk with two brokers who built their branch by catering to the needs of their real estate partners.
In this episode of the Good. Better. Broker. Podcast, you’ll learn how to deliver an experience that will have real estate agents bringing you their entire book of business.
In this episode, we discuss ...
• 3:11 – Why Quinn and Tyler focus on real estate agent relationships
• 5:03 – How Quinn and Tyler’s experience outside mortgages impacted their view of client experience
• 9:17 – What a good relationship looks like between an LO and a real estate agent
• 13:15 – How mortgage brokers can help real estate agents win an offer
• 14:53 – Why Quinn and Tyler target listing agents as leads
• 17:29 – How Quinn and Tyler impress listing agents to earn their business
• 19:16 – The script Quinn and Tyler use for phone calls to listing agents
• 22:57 – How Quinn and Tyler develop listing agent relationships after the first phone call
Resources Mentioned in This Episode:
Jim Collins' Good to Great
BombBomb
Show Contributors:
Quinn Moran and Tyler Lucks
• Connect with Tyler on LinkedIn
• Connect with Quinn on LinkedIn
• Connect with Quinn on Facebook
• Connect with Tyler on Facebook
• Connect with Tyler on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Build Relationships with Homebuilders | Episode 18 May 17, 2022

The following guest sits down with host Justin White:
• Jeff Berger, President of Groundwork Mortgage
Developing Relationships with Homebuilders is a Winning Long-Term Strategy for Mortgage Brokers
As homebuilders work to keep up with consumer demand for new homes, independent mortgage brokers have an opportunity to carve out new relationships. How can you make yourself an attractive lending partner to homebuilders in your market? Tune into episode #18 of Good. Better. Broker. as we talk with a mortgage broker whose entire business model is tailored to the intricacies faced by homebuilders and their clients.
In this episode of the Good. Better. Broker. Podcast, you’ll learn what homebuilders look for in a lending partner and why targeting them can be a tremendous long-term lead source.
In this episode, we discuss ...
• 5:26 – How homebuilding became a focus for Jeff and his company
• 6:15 – Why the homebuilding business aligns with a mortgage broker’s business model
• 7:28 – What it takes to build a good relationship with a homebuilder
• 8:50 – Why it’s important for mortgage brokers to understand a builder’s business
• 10:08 – What it takes to be successful in the homebuilding category
• 14:38 – What homebuilders look for in their lender partners
• 19:57 – Why builders are a valuable lead source
• 21:27 – Jeff’s advice for mortgage brokers looking to work with homebuilders
Resources Mentioned in This Episode:
Peter Drucker
Jim Collins' Good to Great
Show Contributors:
Jeff Berger
Connect on LinkedIn, Facebook, or Instagram
Justin White is UWM’s in-house brand journalist and the host of the daily news videoInside 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

All About Adjustable-Rate Mortgages | Episode 17 May 03, 2022

The following guests sit down with host Justin White:
• Brady Shimek – Mortgage Broker, NEXA Mortgage
• Lara Locke – Mortgage Broker, Locke Your Loan
In a Rising Rate Environment, Adjustable-Rate Mortgages Are an Underutilized Product for Mortgage Brokers
As more borrowers turn to adjustable-rate mortgages, loan originators need to familiarize themselves with the product. How can independent mortgage brokers determine which of their clients can benefit most from ARMs? Tune into Episode #17 of Good. Better. Broker. as we talk with a pair of brokers who are adamant about ARMs being part of a loan originator’s arsenal.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to educate yourself and your clients on adjustable-rate mortgages and how to sell them.
In this episode, we discuss ...
• 1:34 – Brady’s perspective on the importance of ARMs
• 2:49 – How Brady determines which clients are a fit for an ARM
• 3:38 – How Brady sells ARMs
• 5:16 – How Brady addresses any concerns clients have about ARMs
• 7:38 – How Brady compares an ARM vs. a fixed-rate mortgage
• 9:24 – Why ARMs are an attractive product for financially savvy clients
• 11:22 – Which ARM products Brady focuses on for his clients
• 12:42 – Brady’s advice for other mortgage brokers on ARMs
• 15:07 – Lara’s view of the ARM product
• 16:22 – How Lara evaluates which of her clients could be a fit for an ARM
• 17:08 – How Lara explains ARMs to her clients
• 18:34 – How Lara sells ARMs to her clients
• 19:31 – Why ARMs are a good fit for Lara’s investor clients
• 22:31 – Lara’s advice for mortgage brokers looking to do more ARM loans
Resources Mentioned in This Episode:
UWM's The Source
UWM's Easy Qualifier
Show Contributors:
Brady Shimek
Connect on Facebook or Instagram
Lara Locke
Connect on LinkedIn, Facebook, Instagram or TikTok
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Keys to TikTok Success | Episode 16 Apr 19, 2022

The following guest sits down with host Justin White:
• Dario Medrano – Mortgage Broker, Home Field Lending
TikTok Is a Social Media Platform Mortgage Brokers Should Leverage to Grow Their Audience
Of all the social media platforms out there, there is arguably no greater opportunity for mortgage professionals than on TikTok. How can mortgage brokers tap into this fast-growing channel to boost their business? Tune into Episode #16 of Good. Better. Broker. as we talk with Dario Medrano, a mortgage broker with more than 20K followers on TikTok.
In this episode of the Good. Better. Broker. Podcast, you’ll learn how to embrace TikTok as an impactful and cost-effective marketing strategy.
In this episode, we discuss ...
• 1:53 – Why TikTok is Dario’s preferred social media platform
• 2:55 – Dario on the opportunity that exists for mortgage brokers on TikTok
• 3:07 – How Dario uses TikTok to recruit new team members
• 4:02 – How Dario gets leads from TikTok
• 4:57 – What kind of content to post on TikTok
• 6:07 – How you can differentiate yourself with behind-the-scenes content
• 6:53 – The importance of having conversations with followers
• 8:01 – TikTok as a form for lead generation
• 8:45 – How you can use TikTok to boost your other social channels
• 10:30 – Feedback Dario gets from real estate agents on TikTok
• 11:44 – Dario’s advice for getting started on TikTok
• 12:30 – Dario’s plans for the future of his social content
Resources Mentioned in This Episode:
TikTok
Show Contributor:
Dario Medrano

Connect on TikTok, Facebook, Instagram or LinkedIn
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Cold Calling Real Estate Agents | Episode 15 Apr 05, 2022

The following guest sits down with host Justin White:
• Paul Olbrantz – Broker Owner, Clear2Close Brokers
In a Purchase-Heavy Market, Cold Calling Real Estate Agents Can Supercharge Your Business
Independent mortgage brokers can expand their business opportunities by cold-calling real estate agents. Whether you’ve never made a single cold call or you’re looking to improve, how can you heat up your cold-calling game? Tune into Episode #15 of Good. Better. Broker. as we talk with a mortgage broker who has mastered the art of the cold call through consistency, coaching and sheer determination.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to develop a winning game plan for cold-calling real estate agents.
In this episode, we discuss ...
• 2:22 – How cold-calling real estate agents has positively impacted Paul’s business
• 3:26 – How Paul determines which real estate agents he’s going to call
• 4:25 – Paul’s game plan going into a cold call and keys to success
• 6:38 – How Paul puts himself in the right mindset before a call
• 8:12 – What Paul does after a call
• 8:53 – Paul and Justin role-play a cold call with a real estate agent
• 12:51 – Why you don’t have to be perfect on cold calls
• 13:11 – The role that professional coaching plays in Paul’s success on the phone
• 15:07 – Why it’s important to schedule a follow-up call
• 16:31 – Why real estate agents who say no are the ones you want to do business with
• 17:50 – Why it’s ok to feel nervous going into a call
• 18:55 – Paul’s advice on making cold calls
Resources Mentioned in This Episode:
MMI
Show Contributor:
Paul Olbrantz
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Investment Properties 101 | Episode 14 Mar 22, 2022

The following guests sits down with host Justin White:
• Sean Gross – Mortgage Broker, GFL Capital
• Kim Sporich – Mortgage Broker, KBS Lending
Mortgage Brokers Can Help Borrowers Leverage Wealth Through Investment Properties
Savvy investors recognize the opportunity that exists to create leveraged wealth through real estate. How can you establish yourself as a loan originator who can attract and impress investor clients? Tune into Episode #14 of Good. Better. Broker. as we talk with two mortgage brokers who have grown their businesses by becoming experts in investment property loans.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to talk your clients through investment property strategies and how to originate these loans efficiently.
In this episode, we discuss ...
• 1:34 – why Sean believes investment properties are a great strategy
• 3:01 – how investment loans became a niche for Sean
• 4:16 – how Sean educates his borrowers on leveraged wealth from investment properties
• 4:58 – how Sean advises his borrowers on investment property opportunities
• 5:54 – how mortgage brokers should position themselves in this area of business
• 7:18 – how Sean sets his investment property files up for success
• 8:30 – Sean’s advice for other loan originators on how to educate themselves
• 10:07 – Sean’s advice on how to find clients who are interested in investment properties
• 12:43 – how Kim first got involved with investment property loans
• 13:59 – Kim’s keys to originating investment property loans
• 15:09 – what Kim does to make the process as seamless as possible for her clients
• 17:06 – how Kim advises borrowers who have multiple investment properties
• 18:18 – why Kim views real estate as a smart investment
• 20:51 – how Kim sets herself up for success with investment groups
• 21:47 – how Kim relies on underwriters to help with investment property loan questions
Resources Mentioned in This Episode:
UWM's The Source
Show Contributors:
Sean Gross
Connect on LinkedIn, Facebook or Instagram
Kim Sporich
Connect on LinkedIn
Justin 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 Twitter
Connect with UWM on Social Media:
Facebook, LinkedIn, Instagram, Twitter, YouTube
Head to uwm.com to see the latest news and updates.

Strategies for Self-Employed Borrowers | Episode 13 Mar 08, 2022

The following guests sits down with host Justin White:
• Vivian Chen – Mortgage Broker, Exceed Lending
• Chris Pell – Chief Operating Officer, Garden State Home Loans
Self-Employed Borrowers Require More Attention to Detail
They are entrepreneurs, small business owners and side hustlers. Self-employed borrowers are becoming more common in today’s mortgage landscape. How can you create a seamless experience for your non-W2 borrowers and for yourself? Tune into Episode #13 of Good. Better. Broker. as we talk with two mortgage brokers who have tried-and-true systems in place for getting their self-employed borrowers to the finish line of the loan process.
In this episode of the Good. Better. Broker. podcast, you’ll learn tips on how to originate non-W2 borrower loans more efficiently.
In this episode, we discuss ...
• 1:45 – Why the pre-approval process is key to Vivian’s success with S/E borrowers
• 3:42 – Why Vivian has designated pre-approval specialists
• 4:52 – How Vivian explains pre-approvals to S/E borrowers
• 6:18 – How Vivian leverages relationships with CPAs
• 8:11 – How Vivian sets up their files for success with underwriting
• 10:33 – How Vivian trains her team members to work S/E borrower files
• 12:15 – Vivian’s advice for originating S/E borrower loans more efficiently
• 14:04 – Why Chris emphasizes communication with S/E borrowers
• 15:26 – Chris explains the importance of learning about a S/E borrower’s business
• 17:33 – How Chris sets up S/E borrower files for success
• 19:10 – Why it’s important to have your most experienced team members work these files
• 22:10 – How borrowers having different income sources affects loan originators
• 24:34 – Chris’ advice for becoming more efficient at originating S/E borrower loans
Show Contributors:
Vivian Chen
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Chris Pell
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

How to Create YouTube Content that Converts | Episode 12 Feb 22, 2022

The following guest sits down with host Justin White:
• Matt Gouge – Branch Manager, MTMG powered by UMortgage
Creating Educational YouTube Videos Gives Independent Mortgage Brokers the Largest Possible Audience for Their Content
Empowering consumers through education is a high reward strategy for independent mortgage brokers. How can you create educational video content that converts to leads? Tune into Episode #12 of Good. Better. Broker. as we talk with a mortgage broker who has positioned himself as a mortgage expert on YouTube.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to generate leads by creating educational video content on YouTube.
In this episode, we discuss ...
• 2:33 – The role YouTube videos play in Matt’s success
• 4:33 – When Matt realized his videos generate leads
• 5:13 – Why posting videos online has a large impact
• 5:55 – How Matt has gotten so many views on his videos
• 7:20 – The impact Matt’s videos have on his real estate partners
• 8:29 – Why YouTube is Matt’s preferred platform for his videos
• 9:58 – Why educational videos add value
• 13:07 – Why LOs need to embrace video content
• 15:56 – Matt’s advice for others on when they should start creating videos
• 17:05 – How to know what topics would be suited for a video
• 18:08 – What the goal should be for any video you create
• 19:50 – Why consistency is key when creating videos
Resources Mentioned in This Episode:
Matt Gouge's YouTube channel
Show Contributor:
Matt Gouge
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Connect on YouTube
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Trust their Process | Episode 11 Feb 08, 2022

The following guests sit down with host Justin White:
• Sandy Borkovic - Owner, Central Park Processing
• Judith Archunde - Senior Loan Processor, Plum Creek Funding
Processing Loans Like a Pro Demands Diligence, Experience and Communication
Having a great loan processor can make a huge difference to both the productivity and profitability of an independent mortgage broker. What are the top tips for processors who are looking to elevate their profile and earn more loans? Tune into Episode #11 of Good. Better. Broker. as we learn best practices from two processors who have nearly 50 years of combined experience in the mortgage business.
In this episode of the Good. Better. Broker. podcast, you’ll hear from two processors on how to work efficiently and build great relationships with both mortgage brokers and borrowers.
In this episode, we discuss ...

• 1:45 – Sandy’s keys to success as a processor
• 2:30 – Sandy’s approach to submitting a clean file
• 4:00 – How experience helps Sandy’s efficiency
• 4:55 – Why Sandy prefers being a contract processor
• 6:18 – How Sandy approaches referrals
• 7:38 – How Sandy approaches relationships with underwriters
• 9:58 – Sandy’s advice for other processors
• 12:41 – Judith’s best practices as a processor
• 13:23 - How Judith stays organized
• 14:23 – How Judith communicates with loan officers
• 15:18 – Why Judith prefers being an in-house processor
• 16:06 – How Judith leverages her experience in the business
• 17:10 – Judith’s resources for information
• 18:14 – Why communication is important to Judith’s success
• 20:47 – Judith’s advice for other processors
Resources Mentioned in This Episode:
Trello
UWM’s The Source
Show Contributors:
Sandy Borkovic
Connect on Facebook
Judith Archunde
Connect on LinkedIn
Connect on Facebook
Justin 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 Twitter
Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

For Your Review | Episode 10 Jan 25, 2022

The following guests sit down with host Justin White:
• Nathan Howry – Broker-Owner, The Mortgage Maniac
• Darren Copeland and Bobby Kerr, Summit Lending
Five-star Google Reviews Provide the Social Proof Needed to boost your Business
You can tell a potential customer how good you are at your job or you can show them. How can independent mortgage brokers come up with a system for getting online reviews that will bring them more business? Tune into episode #10 of Good. Better. Broker. as we talk with two broker shops whose production increases have coincided with the number of 5-star reviews they receive.
In this episode of the Good. Better. Broker. Podcast, you’ll learn how and when to ask for the online reviews you need to grow.
In this episode, we discuss ...
• 1:47 – the impact of Google reviews on Nathan’s business
• 4:04 – why reviews are an essential part of a mortgage broker’s business
• 5:18 – why it’s important to ask for reviews
• 6:39 – why Darren decided to focus on online reviews
• 8:10 – Darren and Bobby’s philosophy on reviews
• 8:38 – why social proof is important for mortgage brokers
• 11:02 – the importance of leveraging your CRM for reviews
• 11:59 – Bobby’s advice on timing of asking clients for reviews
• 18:44 – how to use your reviews with real estate agents
Resources Mentioned in This Episode:
Google My Business
Show Contributors:
Nathan Howry
Connect on LinkedIn
Connect on Facebook
Darren Copeland
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Bobby Kerr
Connect on LinkedIn
Connect on Facebook
Connect onInstagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn

What Do I Do Best? | Episode 9 Jan 11, 2022

The following guests sit down with host Justin White:
• Jacob Deegan, President/CEO of Simplify Home Loans
• Nancy Bayat - VP/Branch Manager, E Mortgage Capital
Delegating Parts of the Loan Process is Key to a Mortgage Broker’s Ability to Scale and Grow
In the mortgage industry, determining how to make the best use of your time is essential to growth. What parts of the loan process should mortgage brokers handle themselves and which ones should be left to others? Tune into episode #9 of Good. Better. Broker. as we talk with two top producers who are doing more business by delegating tasks to others.
In this episode of the Good. Better. Broker. Podcast, you’ll hear from two mortgage brokers who use an ‘assembly line’ approach to doing loans which means giving up complete control of the loans they’re originating.
In this episode, we discuss ...
• 1:56 – why Jake believes in delegating tasks to others
• 3:51 – how delegation impacts Jake’s ability to grow
• 5:28 – how delegation allows Jake to focus on what he’s best at
• 6:46 – how Jake’s assembly line approach works
• 10:30 – why brokers need to give up control when they delegate
• 11:24 – why it’s important to document processes when you delegate
• 14:24 – why delegating allows Nancy to scale
• 15:22 – Nancy describes her assembly line process
• 16:43 – how Nancy puts her team members in position to succeed
• 17:49 – how Nancy leverages technology as part of her process
• 19:44 – why Nancy believes in focusing on what she does best
Resources Mentioned in This Episode:
UWM’s Processor Assist
Pipedrive
Show Contributors:
Jacob Deegan
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Nancy Bayat
Connect on LinkedIn
Connect on Facebook
Connect onInstagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Built to Scale | Episode 7 Dec 14, 2021

The following guests sit down with host Justin White:
Breon Price - Broker-Owner, Motto Mortgage
Corbin Claypool – Broker-Owner, The Claypool Group
The Key to Scaling Your Purchase Business is Leveraging Real Estate Relationships
As the mortgage market becomes more purchase-heavy, independent brokers need to shift their strategy accordingly. Where should you focus your efforts to dominate the purchase market in 2022? Tune into episode #7 of Good. Better. Broker. as we talk with two top producers who have different game plans, with similar results, for accelerating their purchase business.
In this episode of the Good. Better. Broker. Podcast, you’ll hear from two mortgage brokers who share their systems and strategies for dominating the purchase market.

In this episode, we discuss ...
• 2:24 - Breon’s approach for growing his purchase business
• 3:17 – Breon’s strategy for his real estate agent relationships
• 4:18 – Why Breon believes you don’t have to work with every real estate agent
• 4:55 – How Breon establishes new real estate agent relationships
• 5:47 – How Breon’s company uses the F.O.R.D. Method
• 7:52 – How Breon leverages open houses to win over real estate agents
• 10:30 – Breon’s strategy for getting business from builders
• 12:50 – Breon’s biggest key for purchase business momentum
• 14:41 – How Corbin has become NEXA’s top producer
• 15:53 – Why Corbin built his business primarily on purchases
• 16:24 – The role of social media plays in Corbin’s purchase business
• 17:41 – How social media helps Corbin compete against banks
• 18:44 – How Corbin created a blueprint for his business
• 20:00 – Why Corbin works with a lot of different real estate agents
• 20:50 - Corbin’s take on the difference between scaling as a broker vs. a retail LO
Resources Mentioned in This Episode:
The F.O.R.D. Method
Show Contributors:
Breon Price
Connect on LinkedIn, Facebook, or Instagram
Corbin Claypool
Connect on LinkedIn, Facebook, or Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

Finding Future Stars | Episode 6 Nov 30, 2021

The following guests sit down with host Justin White:
Pitt Miller – Vice President, Pacific Wholesale Mortgage
Cubie Hernandez – Senior Mortgage Loan Originator, Mares Mortgage
How To Identify, Recruit and Onboard Quality Loan Officers Who Will Help Elevate Your Business
As the wholesale channel continues to grow, independent mortgage brokers need to find new talent to add to their roster. What goes into recruiting loan officers who will be the right fit for your company? Tune into episode #6 of Good. Better. Broker. as we talk with two industry veterans who are experts at turning prospects into top producers.
In this episode of the Good. Better. Broker. Podcast, you’ll hear from 2 independent mortgage brokers who tell us what you should be looking for when you’re looking for future star loan originators.
In this episode, we discuss ...
2:58 – Pitt on the secret ingredient to making a new hire a strong loan originator
3:59 – Where Pitt looks for emerging talent
6:00 – What mortgage brokers must do to attract top talent
6:40 – The importance of hiring people who have a “why”
8:30 – What to look for in initial conversations with prospects
9:52 – Impact of technology on recruiting new loan originators
13:02 – Cubie on making sure your team is built for the digital mortgage age
14:18 – The importance of teaching new people new skills
15:50 – What to look for when interviewing a candidate
17:34 – How Cubie learns if a candidate is the right fit for their company
19:00 – What questions mortgage brokers need to be thinking about during an interview
20:27 – Why growing your team is a worthwhile investment
Resources Mentioned in This Episode:
UWM Ultimate Loan Submission
UWM Success Track
UWM's BOLT
UWM Broker Rankings
Nichola Lowe
Show Contributors:
Pitt Miller
Connect on Facebook
Connect on LinkedIn
Connect on Instagram
Cubie Hernandez
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Justin 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 Twitter
Connect with UWM on Social Media:
Facebook
LinkedIn
Instagram
Twitter
YouTube
Head to

Client Service That Keeps Them Coming Back | Episode 5 Nov 16, 2021

Client Service That Keeps Them Coming Back
Episode #5 | November 16, 2021
The following guests sit down with host Justin White:
Patrick Stoy – President, MC Mortgage Group
Stephanie Spaulding – President, Allied Pacific Financial
Treating Your Clients Like Gold Helps Create a Business Model That is Centered Around Referrals
Every customer should be viewed as an opportunity to earn another. How can independent mortgage brokers treat their clients so well that it creates a 100% referral-based business? Tune into episode #5 of Good. Better. Broker. to learn the blueprint for giving clients an experience that will have them sending everyone they know your way.
In this episode of the Good. Better. Broker. Podcast, you’ll hear from 2 independent mortgage brokers who work exclusively off referrals by treating all of their clients like they’re the most important one.
In this episode, we discuss ...
1:48 – Patrick’s definition of customer service
2:35 – How they communicate with all parties in the transaction
3:12 – What they do to learn more about their clients on a personal level
3:58 - The little things they do during the process
6:06 – The importance of building relationships with clients
8:52 – Patrick’s 3 tips on developing an approach to elite customer service
11:55 – Stephanie’s approach to customer service
12:52 – Stephanie’s approach to client phone calls
14:03 – How Stephanie structures communication with clients
15:09 – How to make it personal when taking a loan application
16:54 – How Stephanie’s business went to 100% referrals
19:10 - What Stephanie does when a client’s loan funds
20:36 – Stephanie’s advice for others on client service
Resources Mentioned in This Episode:
Mortgage Marketing Animals
Building Champions
The CORE Training
Show Contributors:
Stephanie Spaulding
Connect on LinkedIn
Connect on Instagram
Patrick Stoy
Connect on LinkedIn
Connect on Facebook
Justin 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 Twitter
Connect with UWM on Social Media:
Facebook
LinkedIn
Instagram
Twitter
YouTube
Head to uwm.com to see the latest news and updates.

Real Talk on Real Estate Relationships | Episode 4 Nov 02, 2021

Real Talk on Real Estate Relationships
Episode #4 | November 2, 2021
The following guests sit down with host Justin White:
Whitney Bulbrook, Broker-Owner of Carolina Ventures Mortgage
Skylar Welch, Senior Mortgage Loan Originator, Maine Pointe Lending
Adding Value and Certainty to Your Real Estate Partners Will Lead to Relationships for the Long Haul
Having strong relationships with real estate partners can be the lifeblood of an independent mortgage broker’s business. How do you create a connection that will make real estate agents ask YOU to work with THEM? Tune in to episode #4 of Good. Better. Broker. to learn how you can boost your business and that of your real estate partners by investing in their success as much as your own.
In this episode of the Good. Better. Broker. podcast, you’ll learn strategies from 2 independent mortgage brokers who are very intentional in their approach to adding value to their real estate partners.
In this episode, we discuss ...
2:31 – how to get solid pre-approvals
2:56 – how to put your real estate partners at ease up front
5:20 – how to add value through communication
6:10 - what to do if you make a mistake
7:10 – how Whitney educates her real estate partners
8:32 – what Whitney includes in her email to partners
10:28 – how to approach a meeting with an agent
13:17 – why Skylar’s first hire was a marketing person
15:18 – Skylar’s approach to creating content for her real estate partners
16:30 – why it’s important to set yourself apart to agents
17:30 – the importance of consistency with your real estate partners
18:15 – how Skylar helps her agents win listings
19:15 – why real estate agents ask Skylar to business with them
20:15 – Skylar’s approach to which real estate agents she targets
Show Contributors:
Whitney Bulbrook
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Skylar Welch
Connect on LinkedIn
Connect on Facebook
Connect onInstagram
Justin 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 Twitter
Connect with UWM on Social Media:
Facebook
LinkedIn
Instagram
Twitter
YouTube
Head to uwm.com to see the latest news and updates.
Broker-fronted appraisal fee applies to payment made after intent to proceed and reimbursed by borrower.

Just Press Record! | Episode 3 Oct 18, 2021

The following guests sit down with host Justin White:
Ben Lavender - Senior Mortgage Loan Originator, Madison Mortgage Services
Mike Cox - Broker-Owner, Mortgage Nerds
Why Creating Video Content for Social Media Leads to Increased Brand Recognition and More Loans
Consistently posting videos on social media can help independent mortgage brokers grow their brand and their book of business. What should you be thinking about when recording videos and developing a strategy for posting them? Tune in to episode #3 of Good. Better. Broker. to find out why this type of marketing is such an effective way to reach new clients and how you can become a video pro even if you’ve never recorded one.
In this episode of the Good. Better. Broker. podcast, you’ll hear tips from two independent mortgage brokers who leverage video marketing to position themselves as experts in their local markets.
In this episode, we discuss ...
3:23 – the key to Ben’s video content taking off
4:26 – why it’s important to do video to reach consumers
5:03 – the impact video has had on Ben’s business
5:33 – how to measure success with videos
6:15 – how long you need to dedicate to posting videos
7:48 – how to start if you’re hesitant to do video
11:31 – on the power of video
12:43 – why it’s important to properly tag your videos
14:22 – the 3 things you need to do when tagging videos
16:24 – why posting to Instagram stories is a good option if you’re new to video
18:25 – when to critique your videos
22:11 – Mike’s approach to video content creation
23:00 – why everyone in his broker shop appears on camera
24:13 – why doing a video with someone else helps
25:06 – why consistency is important when posting videos
26:46 – why it’s important to be yourself on camera
Resources Mentioned in This Episode:
Lead Pops
Facebook Ads
Show Contributors:
Ben Lavender
Connect on Facebook
Connect on LinkedIn
Connect on Instagram
Mike Cox
Connect on Facebook
Connect onInstagram
Connect on LinkedIn
Justin 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 Twitter
Connect with UWM on Social Media:
Facebook
LinkedIn
Instagram
Twitter
YouTube
Head to uwm.com to see the latest news and updates.

Connecting with the Broker Community | Episode 2 Oct 05, 2021

The following guests sit down with host Justin White:
Jamie Cavanaugh, COO at Amerifund Home Loans
Jason Glass, Broker-Owner of One Stop Financial Group
Building Relationships with Other Like-Minded Mortgage Brokers Will Help You Generate New Ideas to Grow Your Business
Even as more and more people join the wholesale channel, a close-knit community has formed. Why does it pay to network with other independent mortgage brokers from across the country? Tune in to episode #2 of Good. Better. Broker. to learn how connecting with colleagues can help you with everything from one-off loan scenarios to long-term strategies that will help you grow and scale your business.
In this episode of the Good. Better. Broker. podcast, you’ll hear from two brokers from different parts of the country who lean on each other and others who are part of a community with more than 11 thousand members and growing.
In this episode, we discuss …
2:53 - why the Brokers are Better Facebook Group is so powerful
4:28 – why networking is so important for independent mortgage brokers
7:03 – what the broker community has done for Jason’s business
8:00 – what the broker community has done for Jamie’s business
10:35 - what Jason tells newer brokers about his keys to success
14:30 – What Jamie tells newer brokers about her keys to success
17:34 - Jason’s advice for new members of the broker community
18:40 - Jamie’s advice for new members of the broker community
Resources Mentioned in This Episode:
AIME
Lending Pad
Arive
LendingQB
Brokers are Better Facebook Group
Show Contributors:
Jamie Cavanaugh
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
Jason Glass
Connect on LinkedIn
Connect on Facebook
Justin 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 Twitter
Connect with UWM on Social Media:

Facebook
LinkedIn
Instagram
Twitter
YouTube
Head to uwm.com to see the latest news and updates.

Help Your Buyers Win a Bidding War | Episode 1 Sep 21, 2021

How to Help Your Clients Win in a Red-Hot Housing Market
Episode #1 | September 21, 2021
The following guests sit down with host Justin White:

Kelly Arriaza, Mortgage Broker at NEXA Mortgage

Angelo Datseris, President of Leverage Lending Group

Steven Maione, President of Arch Mortgage

Jerilyn Shaw, Mortgage Broker at C2 Financial

Independent Mortgage Brokers Helping Borrowers and Real Estate Agents Win During a Seller’s Market
In a real estate market this competitive, homebuyers need every advantage they can get. So how can you be the difference that closes the deal? Tune in to this week’s episode of Good. Better. Broker. to learn how some of the savviest independent mortgage brokers from across the country help clients and real estate partners win in this red-hot housing market.
In this episode of the GOOD. BETTER. BROKER. podcast, you’ll hear from experts from across the country with almost 100 years of combined industry knowledge.
In this episode, we discuss …

3:14 – How to approach calls with a listing agent

4:53 – Why the highest and best offer doesn’t always win

5:24 – How to sell yourself to real estate agents

7:05 – How to leverage video to win deals

11:04 – Importance of communication with real estate agents

12:05 – Story of winning a deal on a $2 million property

14:45 – What you can do on every offer

16:04 – How to earn new business through speed of closing

16:36 – A unique approach to ordering appraisals

Resources Mentioned in This Episode:

BombBomb videos

Show Contributors:
Kelly Arriaza
Connect on LinkedIn
Connect on Facebook
Angelo Datseris
Connect on LinkedIn
Connect on Facebook
Steven Maione
Connect on LinkedIn
Connect on Facebook
Jerilyn Shaw
Connect on LinkedIn
Connect on Facebook
Justin 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 Twitter
Connect with UWM on Social Media:

Head to uwm.com to see the latest news and updates.
Broker-fronted appraisal fee applies to payment made after intent to proceed and reimbursed by borrower.

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