Good. Better. Broker.

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Suit Up, Show Up, Follow Up | Episode 65 Feb 27, 2024

Show notes

The following guest sits down with host Justin White:
• Ryan Proffitt – Mortgage Broker, Future Home Loans
A Top Producer on the Sales Activities That Have Led to the Best Business Opportunities
Ryan Proffitt is in the people business first and the mortgage business second. He makes 70 prospecting calls a day in between meetings with real estate agents and attending closings. How does he manage to do it all, and why does he refuse to slow down? Listen to Episode #65 of Good. Better. Broker. as Ryan reveals the methods that have led him to close over $5 billion in loan volume in his career.
In this episode of the Good. Better. Broker. podcast, you’ll learn how getting in front of as many people as possible drives visibility, credibility and business.
In this episode, we discuss ...
• 1:43 – The sales activities that have been most impactful to Ryan’s career
• 2:35 – How Ryan structures his day and why he overschedules himself by design
• 4:48 – Ryan’s message for loan originators on getting out from behind their desk
• 6:36 – How embracing social media and video has helped Ryan over the last few years
• 8:04 – How Ryan maintains his busy schedule and still fulfills all his obligations
• 9:56 – What Ryan talks about when he meets with real estate agents
• 11:41 – The impact of attending all your closings
• 13:14 – How Ryan’s social media videos increase his visibility
• 14:18 – Why following up is just as important as the work Ryan puts into networking
• 15:51 – How Ryan is leveraging QR codes
• 17:02 – Why Ryan knew he had to add help in order to scale his business
Show Contributor:
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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.
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Head to uwm.com to see the latest news and updates.

Refi Mastery: Pro Tips to Propel Loan Originators to Success | Episode 64 Feb 13, 2024

Show notes

The following guest sits down with host Justin White:
• Andi Numan, President – Swift Home Loans
Don’t Wait for the Rates to Drop Before Calling Past Clients About Refinance Opportunities
No matter what the market is doing or where interest rates are, refinance opportunities always exist for mortgage loan originators. How can LOs approach their past clients in a way that makes them open to refinancing? In this episode of Good. Better. Broker., we sit down with the owner of the top refinance broker shop in the country to find out how they’ve built their business by seizing every opportunity to help past clients.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to do refinances in any market.
In this episode, we discuss ...
• 1:22 – Andi’s experience in retail helping him become proficient in refinances
• 2:42 – Why Andi believes refinancing revolves around reaching out to past clients
• 4:41 – How Andi approaches check-in conversations with his past clients
• 6:11 – Andi’s story of how an accidental dial led to him closing a loan
• 7:26 – Why loan originators should not assume people aren’t in a position to refinance
• 9:48 – How Andi prepares for check-in calls with past clients
• 13:07 – Why it’s important to look at loans as referral opportunities instead of paychecks
• 14:36 – The importance of knowing how much money borrowers have
• 16:25 – Why refinance opportunities are always available.
Show Contributor:

Andi Numan
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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:
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Head to uwm.com to see the latest news and updates.

The Wow Factor: Crafting Memorable Moments With Borrowers and Agents | Episode 63 Jan 30, 2024

Show notes

The following guest sits down with host Justin White:
• Lauren Fisco – Mortgage Broker, AZ Mortgage Group
Going Above and Beyond What’s Expected to Create a Memorable Client Experience
If all independent mortgage brokers essentially offer the same products, rates and turn times, what are you doing to set yourself apart? Listen to Episode 63 of Good. Better. Broker. as we talk with an Arizona-based mortgage broker who leaves lasting impressions on her borrowers and real estate partners by going the extra mile at every step until a loan crosses the finish line.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to create a ‘wow’ client experience by doing all the little things well.
In this episode, we discuss ...
• 1:33 - How Lauren looks at helping clients achieve financial wellness
• 2:21 - Lauren’s definition of a ‘wow’ client experience
• 3:18 – How Lauren impresses listing agents
• 4:28 – Lauren’s approach to helping her first-time homebuyer clients
• 5:21 – Lauren’s strategy with sellers’ agents
• 6:32 – How Lauren helped a client beat out an all-cash offer
• 7:31 - Lauren's approach to communication with her borrowers
• 8:44 – Why Lauren is mindful of the words she uses in conversations with borrowers
• 9:58 – The importance of answering ‘the why’ for borrowers
• 13:04 – Lauren’s advice for learning new strategies as a loan originator
• 13:56 – Why Lauren thinks it should be fun to get a mortgage
• 15:59 – How Lauren makes her clients remember her for future business
• 17:44 – How Lauren goes above and beyond to impress her real estate agents
• 19:36 – Lauren’s advice for mortgage brokers looking to create a wow experience
Resources mentioned in this episode:
Mortgage Coach
Show Contributor:
Lauren Fisco
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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:
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Head to uwm.com to see the latest news and updates.

Lessons From El Prestamista: How to Serve Your Hispanic Community | Episode 62 Jan 16, 2024

Show notes

The following guest sits down with host Justin White:
• Danny Velazquez – Mortgage Loan Originator, GFL Capital
Breaking Down Barriers and Opening Doors to Homeownership for Hispanic Borrowers
Danny Velazquez is changing the narrative for Hispanic homeownership, and he believes other loan originators can help do the same. How can mortgage LOs better serve their Hispanic community and cater to one of the fastest-growing demographics of homebuyers? Listen to Episode 62 of Good. Better. Broker. as Danny explains his strategy, including his decision to do all of his social media posts in Spanish.
In this episode of the Good. Better. Broker. podcast, you’ll learn why there is so much opportunity for mortgage loan originators who treat the Hispanic community with empathy.
In this episode, we discuss ...
• 2:00 – How Danny’s background impacts his efforts to help the Hispanic community
• 2:56 – The importance of being able to speak Spanish as a loan originator
• 3:48 – Why Danny chose to do all of his social media posts in Spanish
• 4:58 – Obstacles Danny has seen Hispanic clients encounter
• 6:13 – How Danny helps Hispanic borrowers see what their options look like
• 7:06 – Hispanic homeowners living in multi-generational households
• 8:00 – How Danny speaks during variations of Spanish based on where borrowers are from
• 8:37 – Danny’s social media strategy
• 9:32 – How doing social media in Spanish is helping Danny appeal to younger borrowers
• 12:12 – Danny’s impressions of Generation Z borrowers
• 13:53 – Why Danny believes every broker shop needs a Spanish-speaking loan originator
• 15:20 – Referral opportunities that come from Danny’s closed clients
• 15:56 – Danny’s message for other loan originators on working with Hispanic borrowers
Show Contributor:
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
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Head to uwm.com to see the latest news and updates.

Don’t Chase Loans, Chase Relationships | Episode 61 Jan 02, 2024

Show notes

The following guest sits down with host Justin White:
• Ian Twaddle – Branch Manager, UMortgage
Chasing Relationships with Real Estate Agents Instead of Loans is a Sustainable Way to Grow
Five years ago, Ian Twaddle was a 100 percent online refi guy with zero real estate agent relationships. Today, nearly 90% of his business comes from purchases and he’s “obsessed” with helping his real estate partners. How can mortgage loan originators make sure they’re top of mind with every real estate agent in their market? Listen to episode #61 of Good. Better. Broker. as Ian explains how he shifted his strategy and saw his business take off in the process.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to ensure your real estate partners are blown away by the level of service you provide.
In this episode, we discuss ...
• 1:36 – Ian’s shift from focusing on refinances to purchase business
• 3:13 – Why Ian accumulates as many real estate agent relationships as he can
• 3:47 – Ian’s approach when meeting with a new real estate agent
• 5:05 – Why Ian treats the listing agent like the buyer’s agent
• 6:13 – How Ian gets real estate agents to let their guard down
• 7:00 – Ian’s strategy for email communication with his agents
• 7:57 – How Ian makes sure all parties are impressed by the end of the transaction
• 9:01 – Ian’s story of impressing an agent by answering his phone
• 10:59 – The importance of knowing a real estate agent’s pain points
• 11:47 – Advice for other LOs on building relationships with real estate agents
Show Contributor:
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:
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Head to uwm.com to see the latest news and updates.

The Secret Sauce: An LO and Real Estate Agent on How they Flourish Together | Episode 60 Dec 19, 2023

Show notes

The following guests sit down with host Justin White:
• Ann Sullivan – Sr. Loan Officer, Lending Heights
• Jaime Bennett – Realtor®, LifeSpace Real Estate
What LOs and Real Estate Agents Should Look for in a Mutually Beneficial Partnership
Finding the right referral partner is kind of like dating. It takes time, trust and investment to grow a meaningful relationship. How can LOs and real estate agents complement each other in way that helps both do more business? Listen to episode #60 of Good. Better. Broker. as we sit down with a Pittsburgh-based mortgage broker and their Realtor® partner who are making each other better at what they do.
In this episode of the Good. Better. Broker. podcast, you’ll learn what to look for in the perfect partnership between a loan originator and a real estate agent.
In this episode, we discuss ...
• 1:35 – How Ann pursued Jaime as a real estate partner
• 3:08 – Why Ann’s personal approach impressed Jaime
• 4:24 – Ann’s decision to only work with agents she clicks with
• 5:50 – What Jaime looks for in her lending partners
• 7:06 – How Jaime realized that Ann was always there for her
• 9:18 – Why a successful LO-agent relationship must be built on trust
• 10:48 – How Ann and Jaime’s relationship makes each of them more efficient
• 12:28 – What happens when Jaime works with a lender that drops the ball
• 13:11 – Why Ann helps Jaime on deals Ann isn’t working on
• 15:04 – What Jaime tells her clients about working with Ann
• 17:54 – Why having a strong LO-agent connection is important in this market
• 20:37 – How Ann and Jaime strategize on how Jaime can grow her business
• 22:30 – How other LOs and agents can identify the right partner for them
Show Contributors:
Ann Sullivan
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Jaime Bennett
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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 Network in a New Market | Episode 59 Dec 05, 2023

Show notes

The following guest sits down with host Justin White:
• Ravi Patel – Branch Manager, Ohio Valley Mortgage powered by UMortgage
Using Networking Events as a Business Strategy to Attract Real Estate Partners
Investing in networking events has been one of the most impactful things Ravi Patel has done to grow his business in the 10+ years he’s been in the mortgage industry. How can mortgage brokers grow their referral partnerships through events like Ravi has? Listen to Episode #59 of Good. Better. Broker. as Ravi reveals his strategy and explains why events are a golden opportunity to make yourself one of the most recognizable names in your market.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to leverage networking events to grow your sphere of influence.
In this episode, we discuss ...
• 1:35 – How Ravi’s vision for his business has evolved during his career
• 2:23 – The importance of investing money back into your business
• 4:00 – How networking events became Ravi’s best business strategy
• 5:58 – Ravi’s approach to maximizing his opportunities at networking events
• 7:20 – How Ravi comes up with the ideas for different events
• 8:30 – How Ravi follows up with the people who come to his events
• 10:45 – Why Ravi looks at his events as an experience
• 11:40 – Why a networking event allows people to let their guard down
• 12:56 – How Ravi approaches people in his community as possible business sources
• 14:35 – Ravi’s thoughts on the broader impact events have had on his growth
Show Contributor:
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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
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• YouTube
Head to uwm.com to see the latest news and updates.

Creating a Different Breed of Broker Shop | Episode 58 Nov 21, 2023

Show notes

The following guest sits down with host Justin White:
• Pablo Martinez – CEO and Broker-owner, Equity Smart Home Loans
Redefining The LO Experience By Focusing On What Originators Want
The mortgage business is the only career Pablo Martinez has ever known – and he’s using all of his experience and knowledge to build a destination for loan originators. What are LOs looking for in a broker shop and how can broker-owners provide it? Tune into episode #58 of Good. Better. Broker. as we sit down with Pablo Martinez from Equity Smart Home Loans and find out the importance of prioritizing the LO experience over everything.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to create a platform and environment that makes loan originators never want to leave.
In this episode, we discuss ...
• 1:50 – Pablo’s own experience as an LO shaped the way he built his company
• 5:40 – How consistency has helped set Pablo’s company apart from others
• 7:01 - Why Pablo’s top priority is making his company a great place for LO’s to work
• 8:21 – Pablo’s pitch presentation to new LOs
• 10:59 - How Pablo has created an onboarding process that gets LOs excited from the start
• 12:51 - What Pablo focuses on in weekly training sessions with LOs
• 14:10 - How the investments Pablo has made have helped his business grow
• 15:35 – Why it’s important to approach being a broker-owner differently than an LO
• 19:03 – The importance of being present as the leader of broker shop
• 20:14 – Knowing what retail loan originators are looking for
Resources mentioned in this episode:
Success Track
Show Contributor:
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.

Strategies for Making a Great Impression | Episode 57 Nov 07, 2023

Show notes

The following guest sits down with host Justin White:
• Scott Valins – Co-founder and CEO, Go Rascal
How to Hit a Home Run on the First Phone Call Without Swinging for the Fences
With a degree in psychology from an Ivy League school and 20 years in the mortgage business, it’s no wonder Scott Valins knows how to set the right tone with borrowers. How do you make a lasting impression on the first phone call? Tune into Episode 57 of Good. Better. Broker. as we learn Scott’s approach to winning over borrowers and potential recruits for his company, Go Rascal.
In this episode of the Good. Better. Broker. podcast, you’ll find out how to put borrowers at ease by coming from a place of authenticity.
In this episode, we discuss ...
• 2:14 – What Scott defines as a home run in the first phone call with a borrower
• 4:26 – Scott on the importance of human interaction in the loan process
• 6:06 – Why Scott will quote rates without getting information from borrowers
• 7:11 – How Scott gets referrals from borrowers he doesn’t help
• 8:55 – How soft skills and not trying to sell have helped Scott become a top producer
• 10:02 – Scott’s approach to helping his LOAs in the first conversation with a borrower
• 12:49 – How Scott sets up every call to be a win even if it doesn’t lead to business
• 14:42 – How Go Rascal’s brand aligns with Scott’s approach to borrower calls
• 15:41 – Scott on how you can do cold outreach without being overly aggressive
• 18:29 – Why Go Rascal doesn’t target LOs who work for megabanks
Show Contributor:
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 Define Your Value Proposition | Episode 56 Oct 24, 2023

Show notes

The following guest sits down with host Justin White:
• Russell Petty – BrokerOwner, Grow Mortgage
Why Loan Originators Should Choose Products They Can Be an Expert on and Focus on Them
Russell Petty’s approach to business was shaped by his personal journey of being down and nearly out of the business. How did the lessons he learned propel Russell to become a top 1% originator? Tune into Episode 56 of Good. Better. Broker. as Russell explains how perseverance and persistence helped him partner with the biggest real estate agent in his market, catapulting his company into one of the top broker shops in North Carolina.
In this episode of the Good. Better. Broker. podcast, you’ll learn how one mortgage broker went from the verge of bankruptcy to becoming a top producer by adding true value to his real estate partners.
In this episode, we discuss ...
• 2:09 – How Russell nearly went from being nearly out of the business to a top producer
• 14:20 – Russell on how to overcome mental challenges in a higher rate environment
• 18:03 – Why it’s important for LOs to have a niche and stick to it
• 22:10 – Russell on why it’s ok to say no to a real estate agent
• 24:48 – What Russell tells an LO if a real estate agent hasn’t sent them business
• 26:11 – Why Russell believes in adding value instead of asking for business
• 27:49 – Why Russell likes competing with retail lenders in his market
• 29:59 – Russell’s message for other mortgage loan originators
Resources Mentioned in This Episode:
Acquisition.com
Show Contributor:
Connect on LinkedIn
Connect on Facebook
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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.

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