Good. Better. Broker.

Latest Episodes:

Educate, Then Dominate: How to Never Lose a Client | Episode 95 Apr 22, 2025

Show notes

The following guest sits down with host Justin White:
• Craig Snell – VP of Sales, Milestone Mortgage Solutions
Using an Education-Based Approach to Build Loyalty With Borrowers and Agents
Spending 45 minutes to an hour on an initial client call is a commitment, but if done properly, the return can be well worth the time. Why should mortgage brokers take an education-based approach with clients and referral partners? Listen to Episode #95 of Good. Better. Broker. to find out how the top-brokered LO in Massachusetts has won over borrowers and referral partners by advising instead of selling.
In this episode of the Good. Better. Broker. podcast, you’ll learn why taking the time to educate clients is a surefire way to not lose deals.
In this episode, we discuss ...
• 1:32 – why education became Craig’s strategy
• 3:14 – why Craig tells clients how he gets paid
• 4:10 – how Craig avoids sounding like a salesperson
• 5:34 – how Craig educates clients without overwhelming them
• 7:27 – asking questions and explaining why you’re asking them
• 9:31 – telling clients about all their options and the best option
• 10:29 – how to stop problems before they pop up
• 11:29 – the impact of spending more time with clients on a first call
• 15:26 – how relationships have helped Craig’s production
• 17:51 – how Craig’s experience as a firefighter and paramedic helps him now
Show Contributors:
Craig Snell
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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.

The Broker-Agent Playbook for More FaceTime | Episode 94 Apr 08, 2025

Show notes

The following guests sit down with host Justin White:
• Jalen Scott – Mortgage Broker, Belong Lending
• Grace Mulcahy – Realtor®, @Properties
Teaming Up With a Real Estate Agent to Become Top of Funnel With Clients
Instead of asking a real estate agent for referrals, imagine going to initial client meetings with them. How can mortgage loan originators partner with agents to build stronger relationships with borrowers and do more loans? Listen to Episode #94 of Good. Better. Broker. as we sit down with a mortgage broker and a Realtor® to find out how they complement each other and why they present themselves as a package deal.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to win over real estate agents and get more face time with borrowers.
In this episode, we discuss ...
• 1:51 – the partnership between Jalen and Grace
• 2:40 – what most lenders do when they approach Grace for business
• 4:43 – how Jalen determines which real estate agents he wants to work with
• 5:33 – what Grace looks for in her lending partners
• 6:33 – educating clients
• 7:34 – why Jalen and Grace started going to initial client meetings together
• 9:10 – the importance of synergy between a broker and an agent with client interactions
• 11:29 – how being a package deal helps Jalen and Grace work with more clients
• 13:47 – bringing ideas to agents to help them get more business
• 15:55 – why real estate agents prioritize availability from their lenders
• 17:35 – how Jalen came through for Grace on a weekend
• 19:00 – how Grace has helped Jalen become a better LO
• 21:15 – why an agent-broker partnership helps with beating other offers
Show Contributors:
Jalen Scott
Connect with Jalen on LinkedIn
Connect with Jalen on Facebook
Connect with Jalen on Instagram
Grace Mulcahy
Connect with Grace on Facebook
Connect with Grace on Instagram
Connect with Grace on TikTok
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.

Make the Small Things Your Biggest Priority | Episode 93 Mar 25, 2025

Show notes

The following guest sits down with host Justin White:
• Keith Richardson – President, Coast 2 Coast Mortgage Lending
Loan Originators are Looking for Tech, Leads, and Retention Tools – but That’s Not All
As mortgage brokerages look to hire and retain talented loan originators, broker-owners are asking themselves an important question: what do LOs want from the company where they hang their license? Listen to episode #93 of Good. Better. Broker. as we sit down with the president of a mortgage company that closed over $1B in loan volume in 2024. He’ll explain how their support-focused approach has fueled production and retention.
In this episode of the Good. Better. Broker. podcast, you’ll find out why prioritizing LO support helps mortgage brokers keep talented loan originators.
In this episode, we discuss ...
• 1:41 – how Keith keeps talented loan originators
• 2:15 – how Keith’s experience outside mortgage helped shape his leadership style
• 2:47 – what Keith does to help his LOs solve the revenue riddle
• 3:23 – what Keith does to make sure his LOs feel taken care of
• 4:01 – the biggest needs of LOs in today’s mortgage landscape
• 4:46 – how Keith provides happiness through operations
• 5:50 – why a faster and easier process matters for LOs
• 6:29 – why Keith gets back to all of his LOs within an hour
• 7:21 – how Keith has come to have an empathetic approach
• 8:28 – supporting LOs while also holding people accountable
• 9:51 – why Keith tells recruits their best reference is current LOs at the company
• 10:35 – feedback from Keith’s LOs on why they stay with the company
• 11:47 – Keith’s advice for other brokers on keeping top talent
Show Contributors:
Keith Richardson
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.

One Connection From a Breakthrough | Episode 92 Mar 11, 2025

Show notes

The following guest sits down with host Justin White:
• Haley McGovern – Loan Officer, CMS Mortgage Solutions
Every Borrower and Agent You Interact With Could Be the One That Changes Your Career
There’s no way to know when a major opportunity will present itself – but you can be ready for it. Haley McGovern was, and now she has referrals coming in and people marketing on her behalf. How can loan originators come through for clients and referral partners when they’re most in need? Listen to Episode 92 of Good. Better. Broker. to find out how Haley’s consistent approach to service helped her secure relationships that produce multiple referrals.
In this episode of the Good. Better. Broker. podcast, you’ll find out why every mortgage loan originator is one connection away from a career breakthrough.
In this episode, we discuss ...
• 1:36 – what Haley did to set herself up for a career breakthrough
• 2:26 – how Haley earned one of her biggest referral sources
• 3:53 – how Haley helps real estate agents
• 4:40 – how Haley earns referrals from agents
• 5:15 – real estate agents marketing for Haley
• 6:10 – what Haley does to impress listing agents
• 7:24 – how Haley’s office has contributed to her success
• 8:57 – the importance of real relationships with agents
• 10:09 – being patient when it comes to business referrals
• 12:08 – why Haley feels comfortable being more aggressive to get business
• 14:15 – how to be ready when a breakthrough opportunity arises
Show Contributors:
Haley McGovern
Connect on Facebook
Connect onInstagram
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.

Attract Agents With Instagram | Episode 91 Feb 25, 2025

Show notes

The following guests sit down with host Justin White:
• Michael Cain and Tracy Campagna – Mortgage Brokers, C2 Financial
Build Relationships and Business by Engaging With Real Estate Agents on Social Media
When Michael Cain and Tracy Campagna moved to San Diego from Chicago, they didn’t know anyone. Now, if you look at their social media, it looks like they know everyone. How did Michael and Tracy use Instagram to connect with real estate agents who consistently give them referrals? Listen to Episode #91 of Good. Better. Broker. as we find out the secrets to their successful social strategies.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to build relationships with real estate agents through Instagram.
In this episode, we discuss ...
• 1:51 – the impact social media has had on Michael and Tracy’s business
• 2:41 – why Michael and Tracy chose to use social media as a business strategy
• 4:28 – how Michael and Tracy came up with their Instagram handle
• 6:23 – how Michael and Tracy attract real estate agents through social media
• 7:35 – prospecting for real estate agents you may connect with
• 9:57 – how Michael and Tracy complement each other
• 11:53 – why Instagram is Michael and Tracy’s preferred social platform
• 12:31 – determining content for posts vs. stories
• 14:39 – getting engagement from followers
• 16:16 – why Michael and Tracy decided to hire a social media manager
• 17:02 – getting leads from Instagram
• 18:29 – connecting with people online vs. in-person
• 20:06 – finding common ground with real estate agents
• 21:11 – making social media a priority
Show Contributors:
Michael Cain and Tracy Campagna
Connect with Michael on LinkedIn
Connect with Tracy 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.

How to Grow Productive Originators | Episode 90 Feb 11, 2025

Show notes

The following guest sits down with host Justin White:
• Carrie Gusmus – President and CEO, Aslan Home Lending
There’s a Difference Between Being a Top Producer and a Productive Originator
Carrie Gusmus admits she probably spends more time individually developing her LOs than most mortgage brokers. Its part of her mission to bring out the greatness in everyone. How can brokers develop loan originators who are productive and happy? Listen to Episode 90 of Good. Better. Broker. to find out how Carrie sets her people up to have a fulfilling career and life.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to train and develop originators no matter their level of experience.
In this episode, we discuss ...
• 1:31 – Carrie’s methods for developing productive originators
• 2:28 – hiring people with no previous mortgage experience
• 4:22 – Carrie’s training and coaching model
• 7:07 – authenticity as a salesperson
• 7:55 – loan originators overcomplicating things
• 9:28 – why Carrie tweaks her training program
• 11:05 – recruiting originators who fit the company
• 13:18 – why you don’t have to be a top producer to be productive
• 15:37 – bringing greatness out of originators
• 17:37 – coaching people up or coaching them out
• 19:51 – Carrie’s advice on developing productive LOs
Resources mentioned in this episode:
Success Track
Show Contributors:
Carrie Gusmus
Connect on LinkedIn
Connect on Facebook
Connect onInstagram
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.

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

Show notes

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
Connect on Facebook
Connect onInstagram
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

Show notes

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

Show notes

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

Show notes

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
Connect on Instagram
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.

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