Good. Better. Broker.

The following guest sits down with host Justin White:

•   Brett Moon – Vice President of Growth & Operations, FAM Realty


What Real Estate Agents Look for in Lending Partners and How Brokers Can Deliver for Them

If you’re trying to work with a top real estate company in your market, it’s essential to offer them something different. How can mortgage brokers provide a unique value proposition to agents? Listen to Episode #84 of Good. Better. Broker. as we sit down with one of eXp® Realty’s mega teams to understand how being in lockstep with their preferred lender fuels their business.

In this episode of the Good. Better. Broker. podcast, you’ll learn what top real estate companies want from their mortgage lenders.


In this episode, we discuss ...

•   1:42 – how FAM Realty has transitioned from buying leads to relying on technology
•   3:33 – social media outreach tactics
•   4:53 – the role inside sales agents play for Brett’s company
•   6:17 – how FAM Realty became a mega-team with eXp
•   7:24 – focusing on what’s best for clients vs. the bottom line
•   8:40 – what lenders can do to add value to real estate agents
•   10:34 – how Brett and his preferred lender stay in constant communication
•   11:17 – why Brett’s company works with wholesale lenders
•   12:50 – how lenders can offer something unique to their real estate partners
•   14:13 – how Brett’s relationship with his preferred lender began
•   15:55 – the importance of having similar values as your business partners
•   18:08 – how other mortgage loan originators can attract top real estate companies


Resources mentioned in this episode:

FAM Realty Group
Slack


Show Contributor:

Brett Moon
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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.

Connect with Justin on LinkedIn, Instagram or Twitter


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

The following guest sits down with host Justin White:

•   Kelly Belcher – Mortgage Loan Officer, Key Mortgage Ink


Everything Mortgage Loan Originators Need to Know About Getting Positive Reviews

For any business or product, positive reviews can be a big boost to business. The opposite can also be true for negative reviews. How can mortgage brokers earn good reviews and avoid the bad ones? Listen to Episode #83 of Good. Better. Broker. as we talk with a 20+ year industry veteran who explains what she does to receive five-star reviews.

In this episode of the Good. Better. Broker. podcast, you’ll learn the how, why and when of asking borrowers for reviews.


In this episode, we discuss ...

•   2:13 – how Kelly goes about getting online reviews
•   2:53 – how Kelly gets calls from borrowers who find her on Google®
•   3:56 – Kelly’s brand as the “Michigan Mortgage Mom”
•   5:03 – how the Review Me tool helps Kelly
•   6:07 – when to ask for a review
•   7:03 – why it’s ok to ask for reviews at the beginning of the process
•   8:08 – why reviews from first-time homebuyers are so valuable
•   9:27 – using QR codes for reviews
•   10:24 – quality over quantity when it comes to reviews
•   11:50 – focusing on education to earn reviews
•   15:29 – elements of Kelly’s loan process that help earn good reviews
•   17:03 – Kelly’s strategy to be a resource for her real estate agents
•   19:20 – why providing value leads to good reviews
•   21:01 – attending open houses to help real estate agents


Resources mentioned in this episode:

homebot
House Canary


Show Contributor:

Kelly Belcher
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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.

Connect with Justin on LinkedIn, Instagram or Twitter

Connect with UWM on Social Media:

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

The following guest sits down with host Justin White:

•   Darren Copeland – President and CEO, Summit Lending


Removing All Barriers So Loan Originators Can Do What They Do Best - Sell

There’s a saying that goes “either you control your day, or your day controls you.” This rings true for mortgage brokers, who are constantly trying to determine how to effectively manage their daily responsibilities. How can LOs spend more time on activities that bring in revenue? Listen to Episode #82 of Good. Better. Broker. as we sit down with a broker who dedicates time to sales and marketing every single day and coaches his LOs to do the same.

In this episode of the Good. Better. Broker. podcast, you’ll learn how time blocking can help grow your network and business.


In this episode, we discuss ...

•   1:40 – what it means to live in your green zone
•   2:56 – the importance of having a business plan
•   4:16 – why time blocking matters to mortgage loan originators
•   6:04 – being proactive to drive business
•   7:09 – figuring out your real estate agent targets
•   8:28 – why success is measured by quality conversations
•   10:08 – how to determine how many referral partners you need
•   11:47 – making online reviews and social media about your referral partners
•   13:30 – Darren’s tracker for living in your green zone
•   15:29 – how living in the green zone has impacted Darren’s LOs


Resources mentioned in this episode:

MMI
RETR
Model Match


Show Contributor:

Darren Copeland
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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.

Connect with Justin on LinkedIn, Instagram or Twitter


Connect with UWM on Social Media:

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•   Twitter
•   YouTube

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

The following guest sits down with host Justin White:

•   Jonathan Esposito – Mortgage Broker, Rîze Mortgage


Why it’s Important for Mortgage Brokers to have a Structured Loan Process as they Grow

Closing loans is the goal for every originator – but to grow, there needs to be a blueprint for how every loan and every relationship is handled. How can mortgage brokers set up a loan process that is both repeatable and scalable? Listen to episode #81 of Good. Better. Broker. as we sit down with a broker who is winning over real estate agents and borrowers with a process that always puts them first.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to earn business by having a structured loan process.


In this episode, we discuss ...

•   1:16 – Jonathan’s path from the Ivy League to working as a mortgage broker
•   2:07 – why following a repeatable process is important in business
•   5:32 – what makes Jonthan’s process repeatable and scalable
•   6:35 – Jonathan’s experience in tech sales helps him as a mortgage broker
•   8:03 – Jonathan’s experience as a real estate investor
•   9:29 – why working backwards works well for Jonathan
•   10:42 – keys to Jonathan’s relationships with his real estate partners
•   3:38 – how to manage real estate partners’ requests
•   18:15 – the value Jonathan’s real estate partners find in his repeatable process
•   19:15 – why Jonathan hired a social media specialist
•   21:50 – being intentional with outreach
•   23:45 – Jonathan’s plans for future growth


Resources mentioned in this episode:

ChatUWM


Show Contributor:

Jonathan Esposito
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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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

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

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
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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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

•  Facebook
•  LinkedIn
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•  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
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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.

Connect with Justin on LinkedIn, Instagram or Twitter


Connect with UWM on Social Media:

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•   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
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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.

Connect with Justin on LinkedIn, Instagram or Twitter


Connect with UWM on Social Media:

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•   Twitter
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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
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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.

Connect with Justin on LinkedIn, Instagram or Twitter


Connect with UWM on Social Media:

•   Facebook
•   LinkedIn
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•   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
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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.

Connect with Justin on LinkedIn, Instagram or X


Connect with UWM on Social Media:

•   Facebook
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•   X
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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.