The following guests sit down with host Justin White:

•   Sean Lee – Sr. Vice President, AGI Family of Companies
•   Mat Grella – President and Co-Founder, NEXA Mortgage


Recruiting Loan Originators to Join the Wholesale Channel Starts With Understanding Them

It’s happening month after month, week after week. Retail loan originators making the move to wholesale. Still, there are so many holdouts who haven’t yet switched. What’s a winning approach to recruiting retail LOs to the broker channel? Listen to Episode #43 of Good. Better. Broker. as we talk with a pair of mortgage brokers who have daily conversations with those interested in jumping to wholesale.

In this episode of the Good. Better. Broker. podcast, you’ll find out how offering a variety of options to retail loan originators makes them more likely to join the broker channel.


In this episode, we discuss ...

•   1:47 – Sean details his experience recruiting loan originators from retail
•   3:13 – What Sean is hearing from retail LOs on why they’re interested in switching
•   5:40 – Why Sean views his company’s model as a high-performance sports car
•   9:06 – How Sean paints a picture of the differences between retail and wholesale
•   11:30 – Sean on how his line of questioning makes a big difference in his efforts
•   16:36 – Mat’s perspective on retail LOs switching to the wholesale channel
•   17:20 – Mat describes NEXA’s approach to recruiting retail LOs
•   18:22 – How Mat approaches conversations about rates in the wholesale channel
•   22:22 – Mat on common myths he hears from retail LOs about wholesale
•   24:12 – Why Mat views product optionality as a driving force in LOs leaving retail
•   25:26 – What Mat and NEXA look for in LOs they’re recruiting


Resources Mentioned in This Episode:

Loansifter
Easy Qualifier
Success Track


Show Contributors:

Sean Lee
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Mat Grella
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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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