Good. Better. Broker.

Latest Episodes:

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

Show notes

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
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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.

Investment Properties 101 | Episode 14 Mar 22, 2022

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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

Show notes

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.

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