Closing Market Weekly

In this episode of Closing Market Weekly, Phillip Hogan sits down with Jamar Bates—Marine Corps veteran, broker-owner, and mortgage founder—to unpack how vertical integration, technology, and disciplined follow-up drive closing success. From launching Bates Realty Group to expanding into Bates Mortgage Group, Jamar shares why he built a one-stop shop and how that decision improved client experience and control over the deal flow.

Jamar and Phillip dig into the real day-to-day levers: CRMs, social and podcast distribution, and compliant marketing mechanics (NMLS, APR, audits, bonds). Jamar lays out the operational tradeoffs of being licensed in 35 states, the reality of state audits, and why he ultimately narrowed his footprint to the markets that made business sense.

They wrap with a playbook for higher close rates that’s as simple as it is rare: consistent prospecting and impeccable lead follow-up with copious notes and right-on-time callbacks—plus the mindset shift of working on the business, not just in it.

Tune in now to learn how to use tech without losing your edge, stay compliant at scale, and turn pipeline into funded deals.

Highlights of the episode:

00:55 – Guest intro: Jamar Bates, CEO of Bates Morgan

03:25 – Why go vertical: building a “one-stop shop” for clients

05:00 – First closing experience: from academics to a smooth client outcome

07:50 – Rapid fire: mistake you never forget — don’t spend before it closes

08:25 – Tool he swears by: Top Producer (CRM)

09:00 – Paper vs. digital: all-in on digital

12:10 – Ttech for prospecting, social, and podcast targeting

17:00 – Narrowing from 35 states to ROI-positive markets

18:00 – Testing a market: when to extend/cut

20:05 – Keep a pulse; work on the business vs. in it

22:30 – Close more with impeccable lead follow-up

26:00 – How to contact Jamar

Connect with Guest:

Website: https://jamarbates.com/

Email:  [email protected]

Linkedin: https://www.linkedin.com/in/jamar-bates-52b873152/

#MortgageCompliance #RealEstateTech #LeadFollowUp #CRMs #VerticalIntegration #VeteranEntrepreneur #ClosingSuccess #MortgageMarketing

In this episode of Closing Market Weekly, Phillip Hogan welcomes Tisha Mitchell, a highly respected real estate strategist, trainer, and speaker with over two decades of experience in sales, new construction, and wealth preservation. From her beginnings in new home sales to becoming a trusted advisor for high-stakes transactions, distressed properties, and clients navigating major life transitions, Tisha has built a reputation for blending financial savvy with a client-first approach.

Phillip and Tisha dive into the lessons learned across her career—from selling her very first homes armed with taped-together map books, to developing strategies that protect clients from costly mistakes at the closing table. Tisha shares her perspective on the importance of trust, process, and preparation, highlighting how sellers can navigate a challenging market by planning their next move before listing their current home.

They also discuss the balance between digital tools and real-world relationships, why networking remains essential, and how trust and professional maturity guide every deal. With personal insights on delegation, strategy, and long-term client relationships, Tisha’s story underscores how determination and vision can lead to both financial and professional success.

Tune in now to learn how to prepare for selling in any market, the strategies that build lasting trust, and the mindset shifts that set successful agents apart.

Highlights of the episode:

00:34 – Guest intro: Tisha Mitchell, real estate strategist, trainer, and speaker

04:15 – Tisha’s first real estate transaction and lessons from the field

07:10 – The strategist’s role: cutting through noise and guiding clients

08:00 – Biggest closing mistake and why pre-approvals matter

10:05 – Systems, delegation, and scaling in real estate

11:30 – Paper vs. digital tools and finding balance

14:00 – The importance of networking and in-person connections

15:05 – Seller preparation in a challenging market: planning the next move

17:45 – Equity, strategy, and financial positioning for sellers

21:00 – Understanding value, pricing, and buyer motivations

23:05 – Focusing on process to avoid unknowns in transactions

26:00 – Trust between agents and clients—and knowing when to walk away

28:30 – Professional maturity and working with the right clients

30:55 – Final advice: know yourself, be humble, and keep learning

32:55 – How to contact Tisha Mitchell

Connect with Guest:

Linkedin: https://www.linkedin.com/in/tishamitchell/

Email: [email protected]

#RealEstateStrategy #HomeSellingTips #SellerPreparation #RealEstateSuccess #TrustInRealEstate

In this episode of Closing Market Weekly, Phillip Hogan welcomes Jacquin Gilchrist, President of Gilchrist Law Firm, to share his journey from military JAG attorney to federal real estate contractor and industry leader. With experience spanning private practice, title insurance, and government contracting across nine federal departments, Quin offers a behind-the-scenes look at how the government buys, sells, and manages property—and how his firm carved out a niche supporting agencies like the USDA, Department of Defense, and Department of Interior.

Quin and Phillip discuss the unique world of government real estate transactions, the role of conservation easements, and how federal acquisitions shape local communities. Quin also opens up about the entrepreneurial leap of leaving big law, winning his first government contracts, and scaling to award-winning recognition as SBA Prime Contractor of the Year and Veteran-Owned Business of the Year.

Packed with insights on title law, government procurement, and business growth, this episode is a must-listen for title professionals, contractors, and anyone curious about building a lasting career at the intersection of real estate and public service.

Tune in now to learn how Quin turned military service into a thriving law practice, the opportunities inside federal contracting, and what it takes to deliver excellence in high-stakes closings.

Highlights of the episode:

00:34 – Guest intro: Jacquin Gilchrist, President of Gilchrist Law Firm

04:00 – From JAG attorney to real estate law and title insurance

06:00 – Working with nine federal departments, from DoD to USDA

09:15 – Government as a real estate buyer and the role of acquisitions

10:35 – Easements, conservation programs, and preserving land use

12:30 – Memorable closing stories that changed lives

15:00 – The leap into entrepreneurship and starting a federal contracting firm

19:40 – Winning first government contracts in Georgia and Alabama

21:10 – Bootcamp lessons from contracting officers

23:30 – Following the market and pivoting from federal to state procurements

25:55 – USDA as a lender and the role of government in financing

27:05 – Navigating local vs. federal procurement processes

28:20 – Awards: SBA Prime Contractor of the Year & Veteran-Owned Business of the Year

31:00 – Reflections on recognition, the White House experience, and blessings of the journey

32:45 – How to contact Quin Gilchrist

Connect with Guest:

Website: https://jpgilchristlaw.com/

LinkedIn: https://www.linkedin.com/in/jacquin-gilchrist-3772a312/

#RealEstateClosings #GovernmentContracts #TitleIndustry #Entrepreneurship

In this episode of Closing Market Weekly, Phillip Hogan sits down with Carmalon Batiste, Vice President of Operations at Traditional Mortgage Acceptance Corp (TMAC), to unpack over two decades of expertise in both forward and reverse mortgage lending. From optimizing underwriting workflows to navigating compliance requirements, Carmalon brings deep industry insight shaped by years of leadership roles and advocacy work with the National Reverse Mortgage Lenders Association.

Phillip and Carmalon explore the fundamentals of reverse mortgages, operational hurdles lenders face, and the unique needs of senior borrowers. They discuss real-life closing scenarios—including title challenges, trust agreements, and unexpected vesting surprises—that reveal the importance of due diligence and creative problem-solving. Carmalon also shares how counseling sessions can turn skepticism into understanding, and offers practical advice for professionals looking to enter the reverse mortgage space.

Packed with insider knowledge, compliance tips, and memorable stories from the field, this episode is a must-listen for mortgage professionals, title partners, and anyone curious about the realities of reverse lending. Tune in now to gain actionable strategies, avoid costly mistakes, and deliver a higher level of service that stands out in every closing.

Highlights of the episode:

00:34 – Guest intro: Carmalon Batiste, VP of Operations at TMAC

06:00 – Forward vs. reverse mortgages: how the money flows

07:10 – Why reverse mortgages could have helped her own family

07:30 – Rapid fire: A closing challenge you’ll never forget

10:00 – Tools and systems for underwriting and borrower benefit analysis

11:50 – Technology in reverse lending: paper nostalgia vs. digital efficiency

14:20 – Finding ways to “score a touchdown” in challenging closings

18:30 – Trends in the reverse mortgage space

21:10 – Protecting senior borrowers from bad deals

22:45 – Counseling sessions as a game-changer for understanding the product

25:35 – Real stories: trusts, required signatures, and even a pet cat on title

30:20 – Tip of the week: Getting started in the reverse mortgage industry

32:35 – Industry resources, training, and partner relationships

33:40 – How to connect with Carmalon Batiste

#ReverseMortgage #MortgageOperations #SeniorLending #RealEstateClosings

In this episode of Closing Market Weekly, Phillip Hogan welcomes Joleana Singleton, Signing Services of America’s Notary of the Month and a seasoned notary signing agent with over a decade of experience. Joleana shares her journey from working at a national bank to becoming a trusted mobile notary commissioned in four states, closing nearly every type of loan imaginable. With a career built on professionalism, client comfort, and attention to detail, she offers practical tips that can help notaries and real estate professionals alike improve their closing success rates.

Phillip and Joleana discuss her most memorable first signing, the importance of making clients feel at ease during closings, and common operational challenges—especially when working with trusts, powers of attorney, or commercial transactions. Joleana explains how to avoid redraws by confirming signature formats in advance, the value of a well-prepared cheat sheet, and why thorough document review at the signing table is a game-changer.

Tune in now to learn from Joleana’s real-world experiences, gain actionable strategies for avoiding costly mistakes, and discover how to deliver a higher level of service that clients and partners will remember.

Highlights of the episode:

00:34 – Guest intro: Joleana Singleton, Notary of the Month

02:10 – Joleana’s first signing experience after leaving the bank

05:15 – Why presentation and reassurance matter in the signing process

05:20 – Rapid fire: A closing mistake you’ll never forget

06:00 – Rapid fire: Tools and systems Joleana swears by

06:40 – Rapid fire: Paper vs. digital and what “wet state” means

07:15 – Operational challenges and detailed instructions

09:40 – Why confirming signature formats before the appointment is critical

10:50 – Challenges when working with out-of-state title companies

11:50 – Signature requirements in commercial and business closings

12:55 – How Joleana built her expertise and staying up-to-date

13:45 – Joleana’s top advice for improving closing success rates

14:35 – The “cheat sheet” every notary should have

15:45 – Why representing yourself, the hiring company, and the lender matters

16:35 – Final thoughts

Connect with Guest:

Email: [email protected]

#NotaryLife #LoanSigningAgent #ClosingSuccess #RealEstateClosings #ClosingMarketWeekly

Welcome to the first episode of Closing Market Weekly! Phillip Hogan kicks off the show with special guest Bernie Del Hierro, President of West Star Title, to discuss the ever-changing landscape of real estate closings. With over 26 years of experience in commercial real estate and eight years in the title industry, Bernie shares how mentorship guided his path, the challenges and opportunities facing title professionals, and why responsiveness is the cornerstone of successful closings.

In this episode, Bernie and Phillip cover everything from shifting regulations and compliance requirements to the rise of AI in real estate transactions. They discuss lessons learned from closing mistakes, how technology is reshaping the industry, and what professionals can do to stay ahead of rapid changes. This first episode sets the tone for Closing Market Weekly, offering practical advice, insider knowledge, and thought-provoking conversations for everyone involved in real estate services.

Tune in now to gain valuable insights into title operations, leadership in a service-driven business, and how to future-proof your closing process in a transforming market.

Highlights of the episode:

00:34 – Guest intro: Bernie Del Hierro, President of West Star Title

02:00 – From tennis pro to commercial real estate

04:50 – How mentorship led him into the title industry

05:45 – Why title is a niche business and how people “get talked into it”

07:55 – Tools and systems that keep title operations efficient

08:50 – Going fully digital in the closing process

10:45 – Insights from the Texas Land Title Association Conference

13:00 – FinCEN reporting rules and what they mean for title companies

16:35 – Global scrutiny, foreign ownership, and closing loopholes in transactions

18:45 – Rising complexity in deals despite lower title premiums

19:45 – How AI is transforming document processing and closings

23:15 – Why podcasting is a powerful tool for industry networking and education

27:55 – The importance of responsiveness for everyone in a transaction

28:55 – Where to connect with Bernie online

30:35 – Final thoughts on networking, education, and closing deals “one episode at a time”

Connect with Guest:

Website: https://www.weststarbank.com/

Linkedin: https://www.linkedin.com/in/bernie-del-hierro-b442589/

#ClosingMarketWeekly #RealEstateClosings #TitleIndustryInsights #FinCENCompliance #AIinTitle