The following guest sits down with host Justin White:

•   Steve White – Loan Officer, Milestone Mortgage Solutions


Maximize Opportunities at Open Houses With a Strategic Approach to Networking

Open houses present a big opportunity for mortgage loan originators to get more business – but only if they have a gameplan going in. What should LOs do at an open house to turn leads into loans? Listen to Episode #111 of Good. Better. Broker. to find out why everyone at an open house is a potential client.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to leave an open house with more business opportunities and stronger real estate agent relationships.


In this episode, we discuss...

•   1:23 – how Steve has achieved success early in the first five years of his career
•   2:24 – how having a positive attitude has helped Steve
•   4:58 – Steve’s definition of “Mortgage University”
•   6:45 – how Steve built his business by going to open houses
•   8:37 – why Steve views open houses as a major opportunity for LOs
•   9:24 – how to determine if a homebuyer could be a potential client
•   11:51 – overcoming objections from potential clients
•   13:30 – the number one question buyers don’t ask themselves
•   14:55 – why Steve no longer carries business cards
•   17:54 – the value of being available on weekends
•   20:43 – why Steve prioritizes overcommunication with borrowers and agents
•   21:40 – Steve’s message to other LOs to stay positive


Show Contributors:

Steve White
Connect on Facebook
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

The following guest sits down with host Justin White:

•   Alysha Boles – Mortgage Advisor, Edge Home Finance


Stop Comparing Yourself to Others and Start Running Your Business to Fit Your Vision

One of the best parts of being an independent mortgage broker is that there’s no cookie-cutter way to do it. How can mortgage brokers have a business that aligns with their professional and personal goals? Listen to Episode #110 of Good. Better. Broker. to find out how to have success without sacrificing the things that matter most.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to build a business that serves the needs of your clients, team members and family.


In this episode, we discuss ...

•   1:48 – building a business around life as a parent
•   2:51 – forcing yourself into the mold of a top producer
•   4:19 – how to stop comparing yourself to other LOs
•   5:51 – building a team based on people’s strengths
•   7:31 – how Alysha found help through a Facebook moms’ group
•   11:09 – being transparent with your team
•   12:18 – how Alysha’s hiring strategy aligns with her growth plan
•   13:13 – why being a broker creates flexibility
•   14:16 – why Alysha focuses on “heart money”
•   15:28 – playing the role of financial advisor as a mortgage broker
•   17:35 – advice for other mortgage brokers on doing things their way


Show Contributors:

Alysha Boles
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

The following guests sit down with host Justin White:

•   Chirag Rachhadia and Vipul Hapani, Vema Mortgage


Earn Client Referrals by Providing Immeasurable Value Through Service

It’s a dream scenario for any mortgage loan originator – leads falling into your lap. How can mortgage brokers get to a point where clients regularly refer them business? Listen to Episode #109 of Good. Better. Broker. to learn how two of North Carolina’s top producers have built their business on providing unrivaled value to their borrowers and referral partners.

In this episode of the Good. Better. Broker. podcast, you’ll hear how to deliver a level of service that will have clients referring you leads without asking them to do so.


In this episode, we discuss ...

•   1:39 – Chirag and Vipul’s transition from physical therapy to mortgages
•   3:30 – how Chirag and Vipul get word-of-mouth referrals
•   4:41 – creating a loan experience that leads to referrals
•   5:38 – thanking clients who send referrals
•   6:40 – the importance of an initial client call
•   7:57 – how Chirag and Vipul use a messaging app to communicate with clients
•   9:31 – why sharing industry news helps reputation
•   10:28 – purchase strategy
•   11:48 – focusing on lower loan amounts
•   12:33 – staying in front of clients
•   13:41 – how Chirag and Vipul ended up in Charlotte, NC
•   17:24 – why being available outside business hours is important


Resources mentioned in this episode:

WhatsApp


Show Contributors:

Chirag Rachhadia
Connect with Chirag on LinkedIn
Connect with Chirag on Facebook
Connect with Chirag on Instagram

Vipul Hapani
Connect with Vipul on LinkedIn
Connect with Vipul on Facebook
Connect with Vipul on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

The following guests sit down with host Justin White:

•   Loli Martinez Calbert and Alix Pate, Dream Team Lending


Mortgage Brokers Who Treat Their Clients So Well They Become Friends

‘Fast, friendly and efficient’ isn’t just a tagline for Dream Team Lending – it’s how they run every facet of their business. How can mortgage brokers attract clients simply by showing how invested they are in their experience?  Listen to Episode #108 of Good. Better. Broker. to learn how the founders of Dream Team Lending form relationships that last well beyond the loan process.
In this episode of the Good. Better. Broker. podcast, you’ll hear how to deliver customer service that makes borrowers and real estate agents want to refer you.


In this episode, we discuss ...

•   1:36 – the dynamic between Loli and Alix
•   2:18 – how Loli and Alix divide and conquer
•   4:15 – increasing visibility for the Dream Team brand
•   5:45 – how their efforts have impacted business
•   6:48 – Loli and Alix’s tagline and what it means for clients and referral partners
•   7:57 – why Loli and Alix’s dynamic helps to attract business
•   8:57 – how Loli and Alix push each other outside their comfort zones
•   10:28 – why business is also personal for Loli and Alix
•   12:06 – how being partners helps enhance customer service
•   14:45 – why finding joy in your job makes people want to work with you
•   16:01 – how Loli and Alix first started working together


Show Contributors:

Loli Martinez Calbert
Connect with Loli on LinkedIn
Connect with Loli on Facebook
Connect with Loli on Instagram

Alix Pate
Connect with Alix on LinkedIn
Connect with Alix on Facebook
Connect with Alix on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

The following guests sit down with host Justin White:

•   Taylor Coulton and Jeff Summy, Co-founders, Federal First Lending


How Brokers Can Navigate Building a Company With a Partner

Behind every successful partnership is an ability to compromise and complement one another. For the broker-owners of Federal First Lending, company strategy is guided by one fundamental question – what is going to bring in more loans? Listen to Episode #107 of Good. Better. Broker. as we go inside the dynamic of friends turned co-founders of a growing mortgage broker shop.

In this episode of the Good. Better. Broker. podcast, you’ll hear how broker-owners navigate the responsibilities of building a company.


In this episode, we discuss...

•   1:25 – when childhood friends become business partners
•   4:54 – how Taylor and Jeff lean on each other
•   6:52 – the benefits of a ‘divide and conquer’ approach
•   8:13 – launching the company from Taylor’s apartment
•   9:40 – recruiting loan originators
•   10:33 – growing at an appropriate pace
•   12:41 – why you can’t make someone put in the work to be successful
•   16:07 – adapting a direct-to-consumer model to their company
•   17:44 – splitting up the responsibilities for leading the business
•   21:04 – knowing who to go to with questions
•   22:22 – why Taylor and Jeff have done coaching together


Show Contributors:

Taylor Coulton
Connect with Taylor on LinkedIn
Connect with Taylor on Facebook
Connect with Taylor on Instagram

Jeff Summy
Connect with Jeff on LinkedIn
Connect with Jeff on Facebook
Connect with Jeff on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

The following guest sits down with host Justin White:

•   Wade Betz – Branch Manager, Mpire Financial


Successful Loan Originators Focus on Actions That Involve Old School Sales Tactics

Mortgage loan originators can’t sit back and wait for loans to come to them. What do outdoor cats have in common with the most successful LOs? Listen to Episode #106 of Good. Better. Broker. to learn about tried-and-true sales activities that can help increase business and accountability.

In this episode of the Good. Better. Broker. podcast, you’ll hear which sales actions to prioritize, how often to do them and how to track them.


In this episode, we discuss ...

•   1:41 – how Wade has built a branch of high-producing LOs
•   3:43 – why LOs need to act like outdoor cats
•   4:36 – how LOs can get the phone to ring
•   5:14 – the importance of tracking sales activity
•   6:50 – top sales activities for LOs
•   9:18 – the three reasons why LOs should call people
•   10:11 – time-blocking like your pipeline depends on it
•   11:53 – Wade’s morning schedule
•   14:07 – how coaching has impacted Wade’s career
•   17:21 – staying on top of your client database
•   20:27 – Wade’s blueprint for enhancing sales activity


Resources mentioned in this episode:

Miracle Morning book 
Homebot
Home IQ


Show Contributors:

Wade Betz
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

The following guest sits down with host Justin White:

•   Mitch Hamilton – CEO, Sr. Mortgage Broker – Three Point Mortgage


Delivering Consistent Value for Past Clients Makes Them Answer Your Phone Calls

Staying in front of clients is essential for mortgage loan originators, but that doesn’t mean they should call to just ‘check in.’ How can LOs add value by calling with a purpose? Listen to Episode #105 of Good. Better. Broker. to hear strategies for building lead flow and loyalty from a mortgage broker who has an answer rate that exceeds 90 percent.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to provide meaningful resources for borrowers throughout the calendar year.


In this episode, we discuss ...

•   1:22 – how Mitch is succeeding with a people-first approach
•   1:55 – why Mitch’s clients always answer his calls
•   2:51 – why LOs shouldn’t call to just  ‘check in’ with past clients
•   4:40 – when Mitch realized he couldn’t rely solely on real estate agents for business
•   6:06 – the tax appeal strategy that has helped Mitch build loyalty with clients
•   10:01 – how Mitch leverages data
•   13:20 – why LOs shouldn’t just  expect referrals
•   14:28 – how to make people feel like they’re not just a number
•   16:55 – how Mitch stays in front of his clients
•   18:49 – Mitch’s advice on finding value-adds


Resources mentioned in this episode:

Homebot


Show Contributors:

Mitch Hamilton
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

The following guest sits down with host Justin White:

•   Pam Marron – Loan Originator, Innovative Mortgage


Finding Solutions for Aspiring Homeowners Who Are Struggling With Student Loan Debt

Of the more than 42 million student loan holders in the U.S., it’s estimated that only 10 million are current on their payments. That means there’s lots of opportunities for mortgage professionals to help. How can LOs help those who are struggling with student loan payments so they can qualify for a home loan? Listen to Episode #104 of Good. Better. Broker. to hear from one of the industry’s foremost advocates on consumer credit reform and long-time independent mortgage broker on how her fellow mortgage brokers can be part of the solution.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to help potential borrowers overcome student loan debt struggles so they can become eligible for mortgage financing.


In this episode, we discuss ...

•   1:37 – how student loan debt became a focus for Pam
•   4:07 – how student loan delinquency impacts a borrower’s ability to get a mortgage
•   5:53 – Pam’s efforts to spur positive change for borrowers
•   8:47 – how to help those with student loan debt get on repayment plans
•   9:53 – the path for a potential borrower who is past due on their student loans
•   11:31 – the impact of credit damage on being able to obtain mortgage financing
•   13:22 – how to boost credit enough to obtain down payment assistance
•   14:49 – how mortgage loan originators can help borrowers with student loan debt issues
•   15:43 – why independent mortgage brokers are in a great spot to help these borrowers
•   16:43 – why this cause is so meaningful for Pam
•   19:24 – advice for loan originators on how they can help
•   20:49 – why loan originators should provide solutions for those struggling with student loan debt struggles


Resources mentioned in this episode:

Clients 2 Homeowners


Show Contributors:

Pam Marron
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

The following guest sits down with host Justin White:

•   Joey Roquet – Vice President, Secure Choice Lending


Make Listing Agents Look More Professional to Sellers by Doing Cross Qualifications

Targeting listing agents isn’t something a lot of mortgage loan originators do, but it can be a very effective long-term play for earning business. How do cross qualifications help LOs build brand capital with agents? Listen to Episode #103 of Good. Better. Broker. to hear from a broker who strengthens his relationships by providing value to referral partners without expecting anything in return.

In this episode of the Good. Better. Broker. podcast, you’ll learn why cross quals are a successful strategy for impressing real estate agents.


In this episode, we discuss ...

•   1:32 – why Joey takes a long-term approach to business
•   3:33 – alternative ways of boosting reputation
•   5:37 – why Joey targets listing agents
•   8:56 – what a cross qual is
•   10:30 – how this strategy aligns with Joey’s business philosophy
•   11:57 – impact of cross quals on Joey’s business
•   13:38 – how cross quals weed out LOs that aren’t thorough enough
•   15:23 – how the cross qual strategy helps with recruiting
•   20:00 – why Joey doesn’t use a CRM


Show Contributors:

Joey Roquet
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of the daily news video, UWM Daily. 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.

The following guest sits down with host Justin White:

•   Kym Mason – Mortgage Broker, The Mason Group/Summit Lending


Mortgage loan originators are always looking for reasons to reach out to past clients, especially those who already have a low interest rate. How can LOs convince clients to pick up the phone? Listen to episode #102 of Good. Better. Broker. to hear about a strategic approach for getting clients on the phone and the right questions to ask them.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to conduct an annual review campaign to see if borrowers can benefit from a refinance.


In this episode, we discuss ...

•   1:27 – why Kym’s business depends on staying in touch with past clients
•   3:13 – Kym’s annual review campaign
•   4:05 – different methods for reaching out to past clients
•   6:12 – intentionally sending calls to voicemail
•   7:22 – the questions Kym asks when she gets a past client on the phone
•   8:40 – how Kym found out one of her clients had $40K in debt
•   10:13 – an example of why it’s important to stay on top of past clients
•   11:27 – how Kym loops in her real estate agents on her clients’ status
•   12:02 – how affirming your clients influences the tone of a conversation
•   13:15 – how Kym was able to turn around a conversation that went sideways
•   15:35 – determining how much equity past clients have
•   18:06 – the impact of the annual review campaign on Kym’s business
•   19:40 – how to get in touch with Kym


Resources mentioned in this episode:

Homebot


Show Contributors:

Kym Mason
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

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.