Good. Better. Broker.

Latest Episodes:

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

Show notes

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

Show notes

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

Show notes

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

Temporary Rate Buydowns 101 | Episode 32 Nov 29, 2022

Show notes

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

Show notes

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

Show notes

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
Connect on LinkedIn
Connect on Facebook
Connect on Instagram
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

Show notes

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
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.

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

Show notes

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

Show notes

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

Show notes

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.

Our TOPPODCAST Picks

Follow Us

Stay Connected

Related Podcasts

Links

Stay Connected