Good. Better. Broker.

Latest Episodes:

The Real Estate Agent Relationship Guide | Episode 55 Oct 10, 2023

Show notes

The following guests sit down with host Justin White:
• Jason duPont – Fast Mortgage Closings
• DJ Christofferson – Fast Mortgage Closings
Building Relationships With Real Estate Agents So They Send You Deals in Any Market
Relationships between loan officers and real estate agents can be a lot like dating – it all comes down to reading the relationship the right way. How can independent mortgage brokers build strong relationships with real estate agents to get deals from them quicker and more often? Tune into Episode #55 of Good. Better. Broker. as we talk with the managers of a branch who have built their business on this concept and now coach their LOs to do the same.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to create long-term connections with your real estate agent partners.
In this episode, we discuss ...
• 2:14 – Jason and DJ on why real estate agent relationships are key to success in the business
• 3:45 – How the agents you work with can impact your business and mindset
• 5:27 – How being authentic attracts real estate agents
• 6:17 – DJ on how mortgage brokers can deliver value to their real estate agent partners
• 8:49 – Jason on the definition of game theory and how it applies to calls with agents
• 10:16 – DJ on why it’s ok to not work with every real estate agent
• 11:21 – Jason and DJ on cold calling real estate agents and asking for leads
• 15:17 – Jason and DJ on what to do when a real estate agent doesn’t answer your calls
• 18:35 – How to tell if a real estate agent wants to send you deals
• 23:48 – How having a strong relationship with a real estate agent helps navigate obstacles
Resources Mentioned in This Episode:
The Like Switch book
Show Contributors:
Jason duPont
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DJ Christofferson
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.

Guiding Immigrant Borrowers to Homeownership | Episode 54 Sep 26, 2023

Show notes

The following guests sit down with host Justin White:
• Luiza Nikoghosyan – Nations Trust Mortgage
• Jose Blanchard – Nations Trust Mortgage
How to Help Immigrants and Foreign Nationals Break Through Barriers to Achieve Homeownership
For many people who come to this country, the prospect of owning a home can seem out of reach. In fact, some don’t even know it’s a possibility. How can mortgage brokers educate immigrant borrowers about their home financing options? Tune into Episode #54 of Good. Better. Broker. to hear how a pair of South Florida loan originators are serving their community through first-hand knowledge as immigrant homeowners themselves.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to open doors for immigrant borrowers who may not know about their opportunities to own a home.
In this episode, we discuss ...
• 1:50 – Luiza on why her journey as an immigrant inspired her to become an LO
• 2:53 – Jose on how his experience in getting a mortgage impacts his job
• 3:39 – Luiza and Jose on helping non-English-speaking borrowers through the loan process
• 4:46 – Jose on helping immigrants understand their opportunities for home financing
• 5:43 – How Luiza helped educate real estate agents on products for foreigners
• 6:20 – Luiza and Jose on helping self-employed borrowers
• 8:21 – Luiza on overcoming obstacles for her self-employed borrowers
• 9:46 – How Jose educates his borrowers on their loan product options
• 10:56 – Luiza on how she creatively structures non-agency loans
• 12:59 – Luiza on the importance of understanding her clients’ full profile
• 15:00 – Luiza and Jose on how they educate real estate agents on non-agency loans
• 17:50 – Luiza on eligibility misconceptions about foreign nationals
• 20:52 – Luiza and Jose’s advice to other LOs on finding loan programs for immigrants
Show Contributors:
Luiza Nikoghosyan
Connect on LinkedIn
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Connect on Instagram
Jose Blanchard
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.

Building a Mortgage Empire | Episode 53 Sep 12, 2023

Show notes

The following guest sits down with host Justin White:
• Justin Hill - Business Development Manager, Empire Home Loans
How Empire Home Loans Is Recruiting the Right Loan Originators From Retail
As independent mortgage brokers look to scoop up top talent from the retail channel, recruiters are focused on quality overquantity. How can brokers find the right retail loan originators for their shop? Tune into Episode #53 of Good. Better. Broker. to hear how one of the top retail-to-wholesale shops in the country is bringing in LOs whose values are as strong as their production numbers.
In this episode of the Good. Better. Broker. podcast, you’ll learn how one broker shop is building a team of all-star originators by focusing first on culture.
In this episode, we discuss ...
• 1:25 – Justin’s observations on the hundreds of conversations he’s had with retail LOs
• 2:11 – Justin explains Empire’s approach to recruiting
• 3:56 – Justin shares a story illustrating why culture is important to Empire’s success
• 5:58 – Why education is an important tool in Justin’s recruiting process
• 7:31 – Why Justin talks about benefits for the consumer in his recruiting calls
• 8:18 – Justin on the common objections he gets from retail LOs
• 9:35 – Justin on how having a dedicated transition and training team aids his efforts
• 10:34 – Why Justin intentionally does not bash retail
• 11:36 – Why Justin still considers a “no” as a win in his recruiting calls
• 12:46 – What happens when a recruit comes back to Justin after an initial “no”
• 13:33 – Justin on the most important question he asks a retail LO
• 15:49 – Justin’s advice for other brokers on recruiting from retail
Resources Mentioned in This Episode:
Bonzo
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.

Adapt, Evolve, Grow: Why LOs Need Training | Episode 52 Aug 29, 2023

Show notes

The following guest sits down with host Justin White:
• Corrina Carter – Owner and CEO, CMS Mortgage Solutions
Invest in Education and Training to Set up Broker Shops and Originators for Long-term Success
On top of owning a broker shop and her own consulting business, Corrina Carter routinely attends trainings. How can broker shops build an onboarding and training program that shortens the path to success for their originators? Tune into Episode #52 of Good. Better. Broker. to hear how Corrina’s career-long commitment to education has helped her become the top-ranked broker in Virginia.
In this episode of the Good. Better. Broker. podcast, you’ll learn the value of training and education for originators regardless of experience level.
In this episode, we discuss ...
• 1:36 – Corrina on why she developed a new training and onboarding process
• 2:20 – How Corrina’s own experience impacted her commitment to training
• 3:02 – Corrina on why every LO should invest in annual training
• 3:51 – Corrina on how long it takes a new LO to build up their business
• 4:25 – How Corrina engages her new hires through training
• 4:57 – Corrina breaks down CMS’ onboarding and training program
• 5:53 – How Corrina determined her approach to training through hundreds of interviews
• 8:06 – Corrina explains the structure of her weekly training sessions
• 9:31 – How Corrina’s business became more efficient by reorganizing her processing desk
• 11:19 – Corrina on leading by example and how that trickles down
• 12:06 – Corrina explains her “33% rule” to build up a book of business
• 13:20 – Why LO’s shouldn’t be afraid to ask friends and family for business
• 14:45 – Why all the resources Corrina pours into training are worth it
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.

Tips on Navigating Student Loan Debt | Episode 51 Aug 15, 2023

Show notes

The following guest sits down with host Justin White:
• Cubie Hernandez, Senior Mortgage Advisor – Mares Mortgage
Helping Borrowers Navigate Student Loans Ahead of the September 1 Forgiveness Deadline
With the deadline for federal student loan debt forbearance fast approaching, how can independent mortgage brokers prepare and help their clients? Listen to Episode #51 of Good. Better. Broker. as we hear how mortgage brokers can provide value to borrowers with student loan debt by educating them on their options.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to help your borrowers with student loan debt through the process of resuming their payments.
In this episode, we discuss ...
• 1:54 – What mortgage brokers should know about the September 1 deadline
• 3:09 – Cubie on how significant the deadline is and what it means
• 4:14 – What mortgage brokers can do to help their borrowers prepare for September 1
• 6:50 – How the resumption of student loan debt payments impacts borrowers
• 8:37 – Calculating student loan debt payments if borrowers are in forbearance
• 9:52 – Why borrowers should call as soon as possible to set up their payment plan
• 11:17 – Cubie on repayment plans available to borrowers with student loan debt
• 17:09 – Why working with borrowers with student loan debt is an opportunity for LOs
• 24:30 – How to coach a borrower through the upcoming deadline
Resources Mentioned in This Episode:
The Source
Temporary Rate Buydowns
Show Contributor:
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 Become the Go-To LO for Real Estate Agents | Episode 50 Aug 01, 2023

Show notes

The following guest sits down with host Justin White:
• Randy Thompson – Broker-owner, 21st Century Lending
Pursuing and Building Relationships With as Many Real Estate Agents as Possible to Earn Business
With over three decades in lending and real estate, Randy Thompson’s advice to loan originators is clear: Get in front of as many agents as possible and then do everything you can to impress them. How can mortgage brokers grow and build strong relationships with real estate agents? Listen to Episode #50 of Good. Better. Broker. as we hear what it takes to become the go-to lender for real estate professionals in your market.
In this episode of the Good. Better. Broker. podcast, you’ll hear how to break in with new real estate agents and have them keep sending you business.
In this episode, we discuss ...
• 1:49 – Randy on real estate agents’ view of mortgage brokers as lending options
• 2:35 – Why LOs need to work with as many agents as they can
• 3:31 – Why LOs need to dedicate the majority of their time getting in front of agents
• 4:44 – The importance of transparency with the real estate agent
• 5:27 – Randy on why LOs need to be with agents and always available for them
• 7:36 – How to prepare for success in a first meeting with a real estate agent
• 9:35 – Randy on the importance of knowing an agent’s demographic
• 10:43 – How LOs should handle loan-level issues with real estate agents
• 13:29 – How handling issues helps real estate agents grow their business
• 14:07 – Randy on why relationships are one of his company’s core values
• 14:58 – Randy’s advice for LOs on building relationships with real estate agents
Resources Mentioned in This Episode:
Mike Ferry Coaching
Show Contributor:
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.

Why Coaching Matters for Mortgage Brokers | Episode 49 Jul 18, 2023

Show notes

The following guest sits down with host Justin White:
• Kenneth Travis – President and CEO, Greenlight Mortgage Solutions
Seeking out Coaching to Eliminate Blind Spots as an Independent Mortgage Broker
In an ever-changing industry, mortgage brokers have an opportunity to gain an edge through coaching. What should loan originators look for in a coaching program? Listen to Episode #49 of Good. Better. Broker. as we talk with a broker-owner who coaches his own originators and thousands of others.
In this episode of the Good. Better. Broker. podcast, you’ll hear about the importance of investing in yourself by seeking out coaching.
In this episode, we discuss ...
• 2:00 – How Kenneth’s experiences as an originator shaped his views on coaching
• 5:24 – Kenneth on the disciplines every loan officer should look to master
• 7:54 – Kenneth on why coaching means investing in yourself
• 10:37 – How Kenneth adjusts his coaching programs to reflect changing markets
• 15:01 – Kenneth explains the methods he utilizes in his coaching
• 17:34 – Kenneth on how he follows up with clients and real estate agents
• 20:41 – Kenneth’s advice to mortgage brokers on seeking out coaching
Resources Mentioned in This Episode:
Next Level Coaching
Show Contributor:
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.

From Hiring to Retention: Best Practices for Keeping Top Talent | Episode 48 Jul 05, 2023

Show notes

The following guest sits down with host Justin White:
• Vernon Miles – President, Milestone Mortgage Solutions
How to Obtain, Maintain and Retain Loan Officers from the Retail Channel
Having worked in retail himself, Vernon Miles knows all the reasons why retail loan officers may hesitate to switch to the broker channel. That’s why he designed his broker shop to combine the best of the retail and wholesale worlds. How can you attract top talent from retail and keep them? Listen to Episode #48 of Good. Better. Broker as Vernon explains his strategy for recruiting loan officers and providing a work environment where they can thrive.
In this episode of the Good. Better. Broker. podcast, you’ll learn how a former retail loan officer is now recruiting retail LO’s to join his independent mortgage broker shop.
In this episode, we discuss ...
• 1:31 – Vernon’s perspective on going from a retail LO to recruiting retail LO’s
• 3:23 – What Vernon looks for in recruits from retail
• 4:42 – Vernon explains his gameplan for conversations with retail LO’s
• 6:18 – Why Vernon prefers LO’s who are looking for a career in mortgages
• 7:24 – Vernon on the lack of education about the wholesale channel
• 8:43 – How Vernon’s experience in retail impacted the way he built his broker shop
• 10:47 – Vernon on thinking big picture when investing in his business
• 12:13 – What Vernon expects from his LO’s once they join the company
• 13:29 – How Vernon approaches the topic of compensation with retail LO’s
• 15:41 – Why Vernon loves when his people get recruited
• 17:52 – Vernon’s advice for other mortgage brokers on recruiting
Show Contributor:
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.

$500 Million in 3 Years | Episode 47 Jun 20, 2023

Show notes

The following guests sit down with host Justin White:
• Brett Stimpson – Brokerowner, Fulcrum Home Loans
• Braiden Shaw – Brokerowner, Fulcrum Home Loans
Scaling a Business With a Focus on Constant Improvement and Organic Growth
In just 3 years, Brett Stimpson and Braiden Shaw have grown Fulcrum Home Loans to a company that will do more than $500 million in loan volume in 2023. What does it take to build a thriving business regardless of market conditions? Listen to Episode #47 of Good. Better. Broker. as we hear the story of Fulcrum’s rapid expansion through a focus of constantly improving every aspect of the loan process for clients and referral partners.
In this episode of the Good. Better. Broker. podcast, you’ll find out how Fulcrum Home Loans has become the dominant mortgage lender in their market.
In this episode, we discuss ...
• 1:21 – Brett on the company’s rapid growth
• 2:23 – Braiden on how the company grew despite adverse market conditions
• 3:23 – How the company earns most of its referrals from real estate agents
• 6:11 – How the company has built out its Operations team to maximize efficiency
• 8:45 – What the company does to deliver white glove service to clients
• 10:23 – The impact of being one of the only independent mortgage brokers in their market
• 11:26 – Brett and Braiden on two marketing campaigns that were hugely successful
• 13:50 – Brett and Braiden’s perspective on the company’s success
Show Contributors:
Connect with Brett on LinkedIn
Connect with Braiden on LinkedIn
Connect with Brett and Braiden on Facebook
Connect with Brett and Braiden 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.

Client Experience: Beyond the Transaction | Episode 46 Jun 06, 2023

Show notes

The following guest sits down with host Justin White:
• David Hall - President and CEO, Hall Financial
Focusing on How You Treat Clients Goes a Long Way Toward Building a Business of 5-star Reviews
The only thing better than a good online review is a great one. How can you build a business that regularly brings in five-star reviews? Listen to Episode #46 of Good. Better. Broker. as we talk with David Hall, a 25-year veteran of the industry who has built a company that is focused on delivering an elite experience for every borrower and real estate partner.
In this episode of the Good. Better. Broker. podcast, you’ll learn how one mortgage broker’s quest to become the most client-focused company in America has led to thousands of five-star reviews.
In this episode, we discuss ...
• 3:56 – Why David decided to focus his business around the client experience
• 6:06 – David on the opportunity mortgage brokers have to wow their clients
• 7:33 – How technology impacts the client experience
• 8:47 – Why David tailors communication for each client
• 10:11 – Why David is focused on only 5-star reviews
• 12:05 – Why David views a negative customer experience as an opportunity
• 13:29 – The process David sets up to make sure clients are in the know during the process
• 15:00 – Why communicating with the client doesn’t end when the loan closes
• 16:44 – Why shaving off time isn’t always the best approach
• 18:21 – The importance of putting yourself in a borrower’s shoes
• 19:51 – How David views his relationships with real estate agents
• 22:00 – David’s top piece of advice for mortgage brokers on client service
Show Contributor:
David Hall
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.

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