Good. Better. Broker.

Latest Episodes:

HELOCs 101 | Episode 25 Aug 24, 2022

Show notes

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
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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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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.

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