Good. Better. Broker.

Latest Episodes:

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

Show notes

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

Lauren DuVall
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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.

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

Show notes

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

Brett Moon
Connect on LinkedIn
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Justin White is UWM’s in-house brand journalist and the host of the daily news video,Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM.A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.
Connect with Justin on LinkedIn, Instagram or Twitter
Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube
Head to uwm.com to see the latest news and updates.

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

Show notes

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

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

Show notes

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

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

Show notes

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

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

Show notes

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

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

Show notes

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

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

Show notes

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

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

Show notes

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

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

Show notes

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

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