Today Skip interviews Steve Richman after spending time together at the Mortgage Bankers Association State & Local Workshop and advocacy events in Washington, DC.Steve emphasizes that advocacy and PAC education need a clearer elevator pitch and that relationship-building with legislators can influence rules affecting the mortgage industry. 

They discuss what loan officers are facing now, especially the tension between technology (CRM, AI, automation) and relationship-driven sales, arguing there’s no substitute for face-to-face networking. Steve cautions against using AI note-takers and tech as a crutch, advocating handwritten notes for retention, and explains the value of boredom for creativity versus laziness. He encourages LOs to build strong elevator pitches, expand networks, and adopt AI to build skill and comfort, including prompting AI to ask clarifying questions and creating a voice profile to match personal tone.

Episode highlights:

00:00 Cold Open and Introductions

00:30 Catching Up and Summer Vibes

01:02 DC Conference Takeaways

01:28 Advocacy and PAC Explained

02:31 Relationships With Legislators

03:51 Tech Versus Human Connection

06:22 Networking Still Wins

07:57 AI Note Takers Debate

08:56 Writing Notes to Remember

10:10 Tech as a Crutch Examples

11:43 Memory Offloading Fails

12:26 Notes Versus Distraction

13:10 Boredom Sparks Creativity

15:21 AI As Steroid Not Crutch

16:18 Elevator Pitch And Networking

18:07 Bored Versus Lazy

19:00 Practical AI Habits

20:33 Voice Profiles And GPT Tells

21:05 Contact And Wrap Up

Today Skip welcomes Brian Vieaux, president of MISMO (Mortgage Industry Standards Maintenance Organization), a nonprofit that creates mortgage data standards so technologies can exchange loan data seamlessly. Brian explains MISMO’s recent Mortgage Compliance Dataset, developed over two-plus years after parallel requests from CSBS regulators and a large 50-state lender to standardize state audit data requests; vendors are now building solutions on it to help regulators and reduce lender costs. He discusses MISMO’s small staff, industry workgroups, funding via vendor membership and a voluntary lender Innovation Investment Fund, and adoption challenges, especially legacy platforms versus newer AI-focused startups building on MISMO standards. Brian also previews a second edition of “Rethink Everything” for next-gen loan officers focused on AI, and promotes the June 1–4 MISMO Spring Summit in Louisville with hybrid access.

Episode highlights:

00:00 Welcome and Intro

00:21 What MISMO Does

01:09 Standards in Action 1003

03:40 Mortgage Compliance Dataset

09:00 Workgroups and Adoption

09:59 Funding and Buy In

13:43 Legacy Tech and AI Startups

15:24 Rethink Everything Series

18:33 Michigan State Trivia

20:41 Connect and Spring Summit

21:51 Closing Thanks

Today on the show, Skip welcomes David Upbin, VP of Education and Strategy at the Mortgage Bankers Association, discusses MBA education offerings supporting single-family and commercial/multifamily professionals, noting commercial knowledge is important even for residential-focused institutions. 

He highlights key programs including School of Mortgage Banking, School of Loan Origination, and the oversubscribed CMB Future Leaders program tied to the National Advocacy Conference. He and Skip discuss new workforce-pipeline efforts through Mortgage Banking Bound, including executive certificate programs (Barry University, Middle Tennessee State, and planned University of Oklahoma) and accredited undergraduate courses (LSU and Cleveland State) taught with industry practitioners which has led to over 500 students have been exposed and 12–15 hired. He also addresses the support, scholarships, and networking ROI of earning the CMB designation, 

Episode Highlights:

00:00 Welcome and Introductions

00:20 Meet David Upen

01:20 Commercial Lending Spotlight

04:05 MBA Programs Update

06:09 Mortgage Banking Bound Pipeline

10:56 Why the CMB Matters

15:25 GWU and Sports Trivia

18:18 Connect and Closing

Today Skip welcomes Steve Beecham, a 30-year mortgage veteran, Alpharetta’s oldest mortgage broker, author (4 books, latest: A Few Big Ideas), small boutique brokerage with his son, and a speaker/coach.

Steve shares how he accidentally found a career in mortgages, built a referral-driven, low-volume/high-quality business, and intentionally lives the motto “help first.” He explains practical networking habits (real-life and digital), mentoring younger loan officers, using content/video to grow presence, and why human guidance remains essential despite online tools and AI.

Episode Highlights:

- Origin story: falling into mortgages, surviving the 2009 crash, discovering purpose.

- Multi-generation business: bringing his son into the company and transitioning leadership.

- “Help first” approach: solving problems for people (e.g., helped a realtor’s husband get a job) to build advocates and referrals.

- Everyday networking tactics: meet new parents at school events, sit with different people, keep a contact task list, call people regularly.

- Value of being the human guide: first-time buyers need hand-holding; personalized service beats purely digital solutions.

- Building and mentoring younger loan officers: video day, social media content, onboarding talent.

- Long-term advice: focus on relationships, clear purpose, and being a trusted advocate — skills that last despite tech/regulatory change.

- Encouragement to connect with peers and share knowledge — industry collaboration benefits everyone.

Today on the show, Skip talks with Paul Sushereba (MLB Wholesale/Retail non-QM lead; mortgage since 2010, based in Dayton, OH) about what non-QM is and where it’s headed. Paul explains non-QM’s two main lanes: DSCR business-purpose investor loans and alt-doc options for self-employed/complex income (bank statements, P&L, 1099). 

He stresses non-QM is not subprime and often features strong borrowers. Trends include expanding offerings, more secondary-market interest, and growing pains: geographic lending limits and fraud in markets like Philadelphia, Baltimore City, Indianapolis, and caution in Memphis (occupancy and appraisal/cash-out issues). 

Advice for LOs: lean on a knowledgeable AE, use lender matrices, and default investors to DSCR; non-QM can also price well for second homes. Paul highlights MLB’s mix-and-match income and asset utilization (36-month depletion) programs. Episode ends with Paul’s triathlon background and MLB contact options, including a 7am–7pm ET non-QM hotline at mlbwholesale.com.

Episode Highlights:

00:00 Welcome & Meet Paul Ariba (Ohio vs. Jersey)

00:48 Paul’s Mortgage Background & Non-QM Role at MLB

01:50 Non-QM 101: DSCR + Alt-Income (and why it’s not subprime)

03:07 What’s Changing in Non-QM: Growth, Data, and New Opportunities

03:51 DSCR Growing Pains: Geo Restrictions, Occupancy & Appraisal Fraud

06:00 How LOs Can Start Winning with Non-QM (Guidelines, Gray Areas, Matrices)

08:12 Best-Fit Scenarios: DSCR, Second Homes, and Self-Employed Borrowers

10:19 MLB Program Spotlight: Mix & Match Income + Asset Utilization

12:38 Staying Ahead: Rapid Guideline Changes, Regulation, and Reading the Matrix

14:48 Fraud Reality Check: Private Securitization, AI Risks, and Industry Pushback

17:36 Off-Topic Fun: Paul the Triathlete—Training, Racing, and Life Balance

19:01 How to Reach Paul & Wrap-Up

In this episode of Ain't My First Mortgage Podcast, Skip welcomes back former co-host Kayla Kallander. As a seasoned mortgage lender with a decade of experience, Kayla shares her rise to success, setting new personal records in 2025 with $43 million in loans. 

She discusses the importance of strong systems, consistency, and leveraging social media for business growth. Kayla emphasizes the value of being authentic online and offers practical advice for loan officers looking to enhance their social media presence. The episode wraps up with some trivia about Kayla’s home state.

Episode Highlights:

00:00 Introduction and Welcome

01:13 Meet Kayla Kallander

02:36 Kayla's Record-Breaking Year

04:05 Scaling the Business

07:07 The Importance of Systems and Consistency

09:25 Leveraging Technology in Mortgage Lending

12:14 Social Media Strategies for Loan Officers

14:31 N. Dakota Trivia Fun

17:39 Closing Remarks and Contact Information

In this episode of Ain't My First Mortgage Podcast, Skip welcomes Heather Arato from the Einfach Group. Heather discusses her role in optimizing efficiencies for title companies and lenders, highlights her involvement with Women in Title, and addresses some of the challenges within the industry including scalability issues and fraud. She also shares her inspiration for Title Talk Tuesday and underscores the importance of collaboration between the mortgage and title worlds. The episode “raps” up with Heather's taking on some 90s rap trivia.

Episode Highlights:

00:00 Welcome to Ain't My First Mortgage Podcast

00:24 Introducing Heather Arato

00:42 The Einfach Group and Its Services

01:19 Women in Title: Empowering Women in the Industry

02:50 Expanding into Mortgage Lending

03:06 Challenges in the Title Industry

05:26 Women in Title: Heather's Involvement

07:36 Title Talk Tuesday: Educating the Masses

09:52 Hot Topics in the Title Industry

12:22 Addressing the Aging Workforce in Title Industry

13:03 Resources for Fraud Prevention in Mortgage Business

15:09 Collaborative Efforts to Attract New Talent

17:49 Connecting with Industry Peers

18:25 90s Rap Trivia Challenge

If you don't know Ashley, you'd better get acquainted because she is working hard for the mortgage industry not only in Louisiana but across the southeast! Join us as we chat about her background, what she's doing at Eustis, and how the Louisiana MBA is making a difference. This one is a must listen for all involved in our industry and who want to learn from a master networker!

In the first of these style episodes, Skip discusses industry news and talking points that are important to know. 

Welcome to the first episode of Ain't My First Mortgage Podcast, with our host Skip Willcox! Today, Skip welcomes Peter Benjamin, President of the American Credit Union Mortgage Association (ACUMA). They discuss Peter's personal and professional background, ACUMA's events and initiatives, and the organization's focus on improving access to educational resources for credit union mortgage professionals. Peter shares insights on the mortgage industry in 2026, the strategic use of secondary markets by credit unions, and the industry's outlook. 

Episode Highlights:

00:00 Welcome to Ain't My First Mortgage Podcast

00:26 Meet Peter Benjamin: Father, Brewer, and President of Acuma

01:06 Acuma's Mission and Events

02:04 The Importance of Networking at Acuma Events

03:05 Acuma's Focus for 2026: Access and Education

06:25 Exciting Experiences at Acuma Summits

07:33 The Mortgage Industry in 2026: Trends and Predictions

10:27 Credit Unions and Risk Management

13:39 Final Thoughts and Trivia