Good. Better. Broker.

The following guest sits down with host Justin White:

•  Ann Sullivan – Sr. Loan Officer, Lending Heights


Strategies for Mortgage Brokers to Guide Homeowners on Leveraging their Home Equity

With home values at all-time highs, homeowners have an incredibly powerful tool in their equity. How can mortgage loan originators help clients decide how or if they should use it? Listen to episode # 80 of Good. Better. Broker. as we discuss the different ways to take advantage of home equity and how it can benefit a consumer’s financial wellbeing.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to guide homeowners to leverage their equity.


In this episode, we discuss ...

•  1:37 – how Ann advises her borrowers on using their home equity
•  2:03 – how home equity can combat credit card debt
•  3:10 – clients who have a low mortgage rate and high credit card debt
•  4:17 – conversations with borrowers about rate vs. payment
•  6:20 – questions to ask borrowers about debt consolidation opportunities
•  8:29 – the responsibility of a loan originator to assess clients’ finances
•  9:54 – how consumers look at the equity they have in their home
•  11:07 – how investors can leverage their equity
•  13:36 – borrowers who want to wait to refinance until rates come down
•  16:00 – the difference between doing refinances now and the last refi boom
•  18:15 – Ann’s message to loan officers on conversations with borrowers about equity


Resources mentioned in this episode:

Home Value Estimator


Show Contributor:

Ann Sullivan
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.

The following guest sits down with host Justin White:

•   Chris Sbonek – Brokerowner, Mitten Mortgage Lending


Providing Value Before Asking for Loans as a Growth Strategy for Independent Mortgage Brokers

In a society where most things we want are just a click away, it’s tough to choose a longer runway to success – especially for small business owners. Why is slow growth a strategy that pays off for mortgage brokers? Listen to Episode # 79 of Good. Better. Broker. as we sit down with a brokerowner who is intentional about growing his business through organic relationships.

In this episode of the Good. Better. Broker. podcast, you’ll learn why developing organic relationships creates a sustainable business model.


In this episode, we discuss ...

•   1:30 – how Chris has intentionally grown his business slowly
•   2:16 – Chris’ definition of an organic relationship
•   3:26 – why it’s important to find people who truly want to work with you
•   4:43 – why Chris prioritizes consistency and long-term success
•   7:17 – operating as a 100% referral-based business
•   8:05 – how Chris decided to focus on relationships with real estate agents
•   11:22 – the importance of attending open houses and closings
•   13:31 – coaching real estate agents to do things the right way
•   15:56 – solving issues early in the loan process and being proactive
•   20:38 – being attentive to the individual needs of all clients
•   22:41 – Chris’ advice for other brokers on growing slowly and organically


Show Contributor:

Chris Sbonek
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.

The following guest sits down with host Justin White:

•   Evan Kaufman – Military Loan Originator, WeVett Home Loans


Determining a Loan Product or Demographic to Focus on as a Strategy for Mortgage Brokers

The beauty of the wholesale channel is that mortgage brokers can offer a variety of loan products to fit their borrowers’ needs. That said, some brokers choose to narrow their focus to a specific loan type or demographic. How can brokers determine their niche and dominate it? Listen to Episode #78 of Good. Better. Broker. as we talk with a real estate agent turned broker whose “super niche” is serving active-duty military members.

In this episode of the Good. Better. Broker. podcast, you’ll learn why finding a niche loan product or demographic can be a driver of success.


In this episode, we discuss ...

•   1:29 – how Evan went from real estate broker to mortgage broker
•   2:46 – why Evan chose the broker channel when he became an LO
•   4:00 – why Evan chose to focus on helping active-duty military members
•   4:56 – how Evan decided a niche was going to be the majority of his business
•   6:03 – Evan’s approach to working with borrowers
•   7:33 – what’s required to help military families going through the loan process
•   8:37 – timing recommendations on buying and selling
•   11:17 – Evan’s goal for all his clients
•   13:15 – why Evan focuses on direct-to-consumer business
•   16:24 – Evan’s marketing content strategy
•   18:26 – targeting a demographic niche vs. a geographic niche
•   21:19 – how loan originators can identify their niche


Show Contributor:

Evan Kaufman
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.

The following guest sits down with host Justin White:

•   Craig Good – Chief People Officer, Dovetail Mortgage


Build a Successful Broker Shop by Mentoring, Engaging and Motivating Loan Originators

After nearly 3 decades in the mortgage business, Craig Good is embracing the opportunity to pay all his knowledge forward. In the process, he’s helping build a broker shop that is growing every year. How can mortgage brokers set their originators up for short- and long-term success? Listen to Episode 77 of Good. Better. Broker. as we find out the mindset it takes to succeed in a commission-only job.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to scale your business by being boots on the ground with your originators.


In this episode, we discuss ...

•   1:46 – Craig’s leadership style
•   2:30 – how Craig keeps his company’s originators motivated
•   4:10 – Dovetail’s onboarding process
•   5:10 – how Craig keeps originators engaged
•   6:26 – recruiting younger and inexperienced loan originators
•   7:32 – why having a mix of experienced and inexperienced LOs works well
•   9:22 – how Dovetail’s investment in technology has impacted growth
•   11:40 – navigating tripping points in the loan process
•   13:11 - what it takes to succeed in a commission-only job
•   14:45 – how the company’s values contribute to its production
•   17:08 – the importance of bringing younger people into the business
•   18:51 – Craig’s advice for leaders on scaling successfully


Resources mentioned in this episode:

Brian Buffini Coaching
Success Track
PA+


Show Contributor:

Craig Good
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.

The following guest sits down with host Justin White:

•   Andrew Chavez, National Director of Sales Development, UMortgage


Generate Consistent Business by Nailing Down the Basics of Sales Activities

Get up every day and do the basics exceptionally well. That mindset helped Andrew Chavez become a Green Beret who served two tours of duty in Afghanistan. How has this concept helped Andrew coach mortgage loan officers with less than 3 years of experience close an average of more than four loans per month? Listen to Episode 76 of Good. Better. Broker. as we find out how to identify and execute the fundamentals of daily sales activities.

In this episode of the Good. Better. Broker. podcast, you’ll learn how a military veteran is using lessons he learned as a Green Beret to help mortgage loan originators find success.


In this episode, we discuss ...

•   1:55 – why the lessons Andrew learned in the military help him coach LOs
•   3:12 – how Andrew transitioned from being a Green Beret to the mortgage business
•   5:58 – the meaning of “brilliance in the basics” and “trooping the line”
•   12:23 – why Andrew coaches brokers to read and search guidelines
•   14:33 – Andrew’s emphasis on communicating with branch managers
•   16:14 – how Andrew gets people to buy into his coaching strategy
•   19:44 – how LOs can build relationships with referral partners
•   22:51 – how to determine what your plan and daily activities should be
•   23:48 – the meaning of framing success and applying perspective
•   26:08 – why Andrew teaches LOs to have a repeatable process


Show Contributor:

Andrew Chavez
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 X


Connect with UWM on Social Media:

•   Facebook
•   LinkedIn
•   Instagram
•   X
•   YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

•   Cory Bohman, Mortgage Loan Originator – Grow Mortgage


Making Yourself Stand Out by Making Clients Feel Like You Truly Care About Them

Of all the ways mortgage loan originators try to gain an edge over their competition, one that’s often overlooked is simply caring about the client. How can mortgage brokers create a memorable experience and a client for life? Listen to Episode 75 of Good. Better. Broker. as we talk with a mortgage veteran with over 25 years of experience whose calling card is treating her borrowers like family.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to gain repeat business and referrals by making clients feel special.


In this episode, we discuss ...

•   1:49 – why Cory’s relationships with her clients are vital to her success
•   2:52 – Cory’s background in operations and underwriting and how it helps her as an LO
•   4:11 – why Cory lets her clients know early on that she cares about them
•   5:44 – the importance of customizing communication with clients
•   8:02 – how Cory sets up the client experience for success
•   11:35 – frequency of communication with clients
•   14:39 – what Cory does to create a ‘wow factor’ for her clients
•   17:30 – what Cory does for a client when a loan is cleared to close
•   18:19 – Cory’s follow-up process once a loan is closed
•   20:29 – how data analytics help guide Cory’s actions
•   23:27 – Cory’s message for other LOs on creating a memorable client experience


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.

The following guest sits down with host Justin White:

•   Enrique Braunschweiger – Brokerowner, First West Financial


Consistently Getting Loans Requires a Business Plan for Short- and Long-Term Success

“What is your plan today to get more loans?” That’s the question Enrique Braunschweiger poses to every loan originator who asks for his help. What does a successful plan look like and why is it important to have one? Tune into Episode 74 of Good. Better. Broker. as we talk with a mortgage broker who doubles as a coach and helps other brokers put together a plan to bring in business.

In this episode of the Good. Better. Broker. podcast, you’ll learn why having a blueprint is essential to consistent success.


In this episode, we discuss ...

•   1:44 – why Enrique believes mortgage loan originators need a business plan
•   2:36 – why mortgage brokers can’t wait for loans to come to them
•   3:38 – the four main areas Enrique covers with his coaching clients
•   5:31 – where Enrique starts when helping brokers put together a blueprint
•   6:52 – why Enrique works backward when developing strategies
•   7:53 – why Enrique has always invested in coaching
•   10:04 – what’s required to achieve goals as a loan originator
•   11:20 – why Enrique puts together coaching plans with his clients
•   12:27 – the question Enrique asks every broker who calls him for help
•   13:55 – why Enrique enjoys helping other mortgage brokers
•   15:22 – The role AI plays in putting together a successful business plan
•   16:58 – Enrique’s message for other loan originators on making adjustments


Resources mentioned in this episode:

AIME
Success Track


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.

The following guest sits down with host Justin White:

•   Amir Nurani – Broker-owner, Left Coast Leaders


Harnessing the Power of Technology to Build a Consumer-Direct Business Model

In mortgages or any business, you want to be where the customer is. How can loan originators put themselves in position to be found when borrowers search online for a mortgage? Tune into Episode 73 of Good. Better. Broker. as we talk with a tech-savvy mortgage broker whose systems prioritize customer acquisition and retention.

In this episode of the Good. Better. Broker. podcast, you’ll learn strategies for implementing a successful customer-direct business model.


In this episode, we discuss ...

•   1:28 – what the customer experience means to Amir
•   2:48 – how Amir’s love of technology impacts his business strategy
•   3:35 – Amir’s biggest priorities as a broker-owner
•   4:51 – how Amir learned how to build technology systems
•   6:37 – why Amir thinks customer acquisition is the toughest part of the mortgage business
•   7:41 – Amir’s perspective on lead generation
•   9:26 – managing volume while nurturing a client base
•   10:48 – why brokers are set up to succeed in lead generation
•   12:15 – how Amir built his technology platform the way he did
•   15:01 – why it’s important to take advantage of automation
•   16:43 – how Amir’s system helps his originators with talk time
•   18:37 – Amir’s message to others considering a consumer-direct business model
•   20:26 – how the NAR settlement will impact lead flow


Resources mentioned in this episode:

Salesforce


Show Contributor:

Amir Nurani
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.

The following guests sit down with host Justin White:

•   Adriana Bates – Clear Mortgage
•   Tim Potempa, E Mortgage Capital
•   Bryce Bradley, Rosegate Mortgage
•   Faris Tadros, Next Chapter Financial
•   Stacey Melton, Reasy Financial


Clients Who Attended UWM LIVE! Join Us to Talk About How They’re Generating Business

For the third year in a row, thousands of independent mortgage professionals gathered in Michigan for the biggest broker event of the year, UWM LIVE! In Part 2 of this special episode, we catch up with several UWM partners from around the country to find out how they’re leveraging technology, social media and more to boost their business.

In this episode of the Good. Better. Broker. podcast, you’ll hear client interviews from the third annual UWM LIVE! event in Michigan.


In this episode, we discuss ...

•   0:33 – interview with Adriana Bates
•   14:32 – interview with Tim Potempa
•   22:16 – interview with Bryce Bradley
•   30:32 – interview with Faris Tadros
•   37:23 – interview with Stacey Melton


Show Contributors:

Adriana Bates
Connect on LinkedIn
Connect on Instagram
Connect on Facebook

Tim Potempa
Connect on LinkedIn
Connect on Instagram
Connect on Facebook

Bryce Bradley
Connect on LinkedIn
Connect on Instagram
Connect on Facebook

Faris Tadros
Connect on LinkedIn
Connect on Instagram
Connect on Facebook

Stacey Melton
Connect on LinkedIn
Connect on Instagram
Connect on Facebook

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.

Five Clients Who Attended UWM LIVE! Join Us to Talk About How They’re Generating Business

For the third year in a row, thousands of independent mortgage professionals gathered in Michigan for the biggest broker event of the year, UWM LIVE! In Part 1 of this special episode, we catch up with several UWM partners from around the country to find out how they’re leveraging technology, social media and more to bring in business.

In this episode of the Good. Better. Broker. podcast, you’ll hear client interviews from the 3rd annual UWM LIVE! event in Michigan.


In this episode, we discuss ...

•   0:29 - interview with Bryon Taylor and Ryan Buys
•   12:19 - interview with Sonya Rodgers
•   21:08 - interview with Andy Fulton
•   32:24 - interview with Stephanie Ham
•   45:43 - interview with Odysa Castillo and Yariela Valdes


Resources Mentioned in This Episode:
Opus Clip


Show Contributors:

Bryon Taylor
LinkedIn, Instagram or Facebook

Ryan Buys
LinkedIn, Instagram or Facebook

Sonya Rodgers
LinkedIn, Instagram or Facebook

Andy Fulton
LinkedIn, Instagram, orFacebook

Stephanie Ham
LinkedIn, Instagram or Facebook

Odysa Castillo
LinkedIn, Instagram or Facebook

Yariela Valdes
LinkedIn, Instagram or Facebook

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.