Good. Better. Broker.

Host Justin White sits down with:

•   Lauren Hale – Brokerowner, LH Lending


How Preparation and Relationship Building Are Fueling a Mortgage Broker’s Growth

Lauren Hale built LH Lending by combining product knowledge, proactive communication and a relationship-first approach to every transaction. In Episode #133 of Good. Better. Broker., host Justin White sits down with her to discuss how preparation helps mortgage brokers create smoother closings, earn the trust of real estate agents and generate more repeat business.

Listeners will learn how to strengthen pre-approvals, use strong systems and processes, and build relationships that keep clients and referral partners coming back.


Key Takeaways for Mortgage Brokers

•   Why mortgage brokers never have to say no to a client
•   The importance of knowing your guidelines and having a rock-solid pre-approval
•   How strong relationships can guide repeat business in any market


In this episode about preparation driving repeat business, we discuss ...

•   1:50 – Lauren’s experience as an economics teacher
•   3:18 – Why Lauren became a mortgage loan originator
•   4:57 – Not being a “one-size-fits-all” LO
•   6:22 – Having multiple loan options as a mortgage broker
•   7:08 – Turning a “no” into a “yes”
•   8:30 – Why Lauren never says no to a client
•   10:03 – The role systems and processes play in Lauren’s business
•   11:26 – Being proactive in communicating with real estate agents
•   12:24 – Why Lauren prioritizes relationships
•   13:23 – The question Lauren asks listing agents that takes them by surprise
•   14:40 – Hiring people to support growth
•   17:08 – Lauren’s “sacred time” and the impact it makes
•   19:44 – Reflecting on progress


Show Contributor:

Lauren Hale
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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:

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

Host Justin White sits down with:

•   Betsy Tinervin, Founder – Realtor® Rise Academy


Winning More Agent Relationships Through Active Listening, Strategic Value and Long-Term Partnership

With more than 10 years of experience as a real estate agent, Betsy Tinervin has seen firsthand how mortgage loan originators try to earn real estate agent business. When she launched her own coaching business, Betsy focused on helping LOs understand what builds trust with real estate agents — and what causes them to tune out. In Episode #132 of Good. Better. Broker., host Justin White sits down with Betsy to discuss how loan officers can become strategic growth partners who help agents win more business.

Listeners will learn how to shift from pitching their services to advising real estate agents with practical insights, active listening and long-term value — creating stronger referral relationships and more consistent agent-driven business.


Key Takeaways for Mortgage Brokers

•   How to use active listening to uncover what real estate agents need before making a pitch
•   How to deliver value that helps agents grow their business and see you as a true partner
•   Why becoming a strategic growth partner can lead to stronger Realtor® relationships and more purchase opportunities


In this episode about agent-LO relationships, we discuss ...

•   1:46 – how Betsy started coaching agents and loan originators
•   2:20 – why Betsy got into coaching
•   3:30 – how Betsy decided LOs would be her target audience
•   4:07 – the meaning of Attract, Impact, Elevate
•   5:24 – how Betsy advises LOs to attract real estate agents
•   6:14 – quality vs. quantity with real estate agents
•   7:07 – the right real estate agent to work with
•   8:58 – delivering value for agents
•   10:44 – where LOs go wrong on cold calls with agents
•   13:45 – how long it takes an LO to change an agent’s business
•   15:00 – what agents should look for in a lender partner
•   17:16 – bringing LOs and agents together


Show Contributor:

Betsy Tinervin
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View website: The Strategic LO
Contact by email: [email protected]
Contact by phone: 813-609-0229

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.

Host Justin White sits down with:

•   Norm Steeg – broker owner, SureFirst Lending


Mortgage Industry Veteran Opens Broker Shop With Focus on Purchase Leads

In his more than three decades in the mortgage industry, Norm Steeg has accomplished everything he set out to do. As he opens a new company in the wholesale channel, he’s now focused on cracking the code on purchase leads. In Episode #131 of Good. Better. Broker., host Justin White sits down with Norm to find out why becoming an independent mortgage broker gives him a platform to succeed and give back to the next generation of loan originators.

Listeners will learn why it’s better to focus on purchases vs. refinances, why there’s opportunity for lead generation in the purchase space and the potential to help young people pursue mortgages as a career path.


Key Takeaways for Mortgage Brokers

•   Purchase business gives brokers a more sustainable path to growth than relying on refinances 
•    Lead generation in the purchase space requires creativity, consistency and a willingness to build systems that create long-term opportunity
•   Being a broker gives experienced mortgage professionals a platform to serve clients, develop teams and mentor the next generation of loan originators


In this episode about purchase leads, we discuss ...

•   1:17 – how Norm feels about becoming a broker owner
•   2:31 – why Norm decided to open his own broker shop
•   3:40 – focusing on purchase business vs. refinances
•   4:43 – Norm’s expertise in lead generation
•   6:00 – the opportunity for lead generation in the purchase space
•   9:10 – how distance running helped Norm succeed in business
•   14:50 – why creativity helps in business
•   16:28 – giving back to the mortgage industry
•   19:32 – building a team of servant leaders


Show Contributor:

Norm Steeg
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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.

Host Justin White sits down with:

•   Mark Hossler – CEO and Founder, Secure Choice Lending


AI for Mortgage Brokers: How to Save Time, Support Loan Officers and Build a More Efficient Business

AI for mortgage brokers is no longer a concept of the future — it’s already changing how broker shops operate, support loan officers and serve borrowers. In Episode #130 of Good. Better. Broker., Mark Hossler of Secure Choice Lending discusses how mortgage brokers can use technology, integrated systems and practical AI solutions to help reduce friction, streamline daily operations and create better experiences for loan officers, borrowers and real estate agents.

Listeners will learn how to use AI, workflow automation and loan origination technology to improve loan officer efficiency while focusing on mortgage expertise and production.


Key Takeaways for Mortgage Brokers

•   AI can help mortgage brokers save time by streamlining repetitive tasks and improving internal workflows
•   Integrated mortgage technology can give loan officers better support without pulling brokers away from their core business
•   Broker shops that embrace AI and automation can create a more efficient loan process and a stronger experience for borrowers and referral partners


In this episode about AI, mortgage broker technology and loan officer efficiency, we discuss ...

•   1:37 – Secure Choice’s business model
•   2:56 – why Mark believes his company is the best place for an LO to work
•   4:39 – why loan officers rarely leave Secure Choice Lending
•   5:36 – being a leader and an originator
•   6:58 – selling against the flat fee model
•   9:13 – Secure Choice Lending’s assembly line loan process
•   10:21 – how AI helps streamline daily operations
•   11:51 – using AI to build better loan origination tools
•   14:30 – why integrated technology creates a better workflow
•   17:40 – how consolidating technology can reduce costs
•   19:35 – prioritizing mortgages over coding
•   20:55 – why brokers should start embracing AI now
•   22:11 – how LOs can find broker shops that embrace technology


Show Contributor:

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

The following guest sits down with host Justin White:

•   Gilbert Bennett - Loan Originator, My Easy Mortgage


Consistently Making Outbound Phone Calls Opens the Door for Business Opportunities

Even when it seems like there isn’t a reason to call your past clients, you still need to make those calls. Why should mortgage loan originators set aside time every day for outbound calls? Listen to Episode #129 of Good. Better. Broker. as we sit down with a mortgage broker who is smiling and dialing his way to more leads and loans.

In this episode of the Good. Better. Broker. podcast, you’ll learn why it’s important to call clients even if they aren’t in the market for a mortgage.


In this episode, we discuss ...

•   1:22 – how Gilbert got into the mortgage business
•   7:10 – the importance of making outbound calls
•   9:16 – why phone calls make the loan process easier
•   10:54 – why stronger relationships are built through the phone
•   13:56 – the phone call that gets Gilbert 8-10 leads every month
•   16:47 – events Gilbert hosts to stay in touch with clients
•   20:29 – the benefits of staying connected with clients


Resources mentioned in this episode:
The Core Training


Show Contributor:

Gilbert Bennett
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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:

•   Kristin O’Neil – Sr. Loan Officer, Open Door Lending


With Easy Access to Information, Borrowers Need Mortgage Brokers More Than Ever

With endless information at their fingertips, borrowers can learn about mortgages before they even talk with a loan originator. What does that mean for mortgage brokers, especially as more people turn to AI for advice? Listen to Episode #128 of Good. Better. Broker. as we sit down with a mortgage broker who cuts through the digital noise to help her clients make the best decisions for their short- and long-term goals.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to advise borrowers who use AI to learn about mortgages.


In this episode, we discuss ...

•   1:51 – prioritizing clients’ long-term goals
•   5:20 – helping clients navigate the emotions of the mortgage process
•   6:59 – educating clients without overwhelming them
•   9:11 – how to assess clients’ goals
•   11:03 – keeping rate conversations positive
•   13:29 – helping borrowers who aren’t ready to buy
•   16:27 – why Kristin doesn’t hard-sell clients
•   17:59 – helping self-employed borrowers


Show Contributor:

Kristin O’Neil
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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:

•   Michelle Chretien – Branch Manager, Milestone Mortgage Solutions


Meeting Clients in Person Creates Stronger Relationships and More Business Opportunities

Whether it’s through text, video message or even social media, there have never been more ways for loan originators to communicate with borrowers. That said, face-to-face interactions are still incredibly effective. Why should LOs consider getting in front of more clients? Listen to Episode #127 of Good. Better. Broker. as we sit down with a 30+ year industry veteran who literally shows up for her clients all the time.

In this episode of the Good. Better. Broker. podcast, you’ll learn why in-person meetings bring in more business and referrals.


In this episode, we discuss ...

•   1:50 – Michelle’s 30+ years in the mortgage industry
•   2:22 – including clients in the loan process
•   3:45 – why Michelle meets with clients in person
•   4:50 – how Michelle makes the mortgage process fun
•   6:10 – Michelle’s presence in her community
•   7:45 – Michelle’s love for people
•   8:31 – why Michelle does pre-closing meetings with clients
•   10:56 – unique touchpoints with borrowers
•   13:04 – what happened when Michelle stepped back from originating
•   14:25 – the impact of going from retail lending to the broker channel
•   15:34 – what happened when Michelle had surgery


Show Contributor:

Michelle Chretien
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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:

•   Anthony Lee – CEO and Founder, Veterans Alliance Home Loans


Showing up For the Military Veteran Community Requires a Keen Understanding of the VA Loan

From the military to marathons to mortgages, Anthony Lee knows what it takes to get across the finish line. He’s now using that same approach to lift the veteran community. How can mortgage loan originators help more veteran borrowers while shifting the narrative on VA loans? Listen to Episode #126 of the Good. Better. Broker. podcast to find out how Anthony is creating more opportunities for LOs, military veterans, and their families.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to help veterans navigate the VA loan process.


In this episode, we discuss ...

•   1:55 – how being an endurance athlete helps with doing mortgages
•   3:49 – Anthony running 6 marathons in one year
•   5:40 – Anthony’s history in the mortgage industry
•   6:46 – how Anthony got a $4.1m listing on his first deal in real estate
•   9:16 – how military experience translates to mortgages
•   10:46 – why veteran LOs are uniquely positioned to serve veteran borrowers
•   12:09 – what non-veteran LOs don’t understand about serving military veterans
•   13:59 – The launch of Veterans Alliance Home Loans
•   15:41 – what Anthony asks listing agents about VA loans
•   17:38 – why Anthony can overcome any objection
•    19:47 – similarities between coaching athletes and LOs


Show Contributor:

Anthony Lee
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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:

•   Justin Kelly – President and CEO, CPF Mortgage


Why an Assembly Line Loan Process Helps Borrowers, Agents, and Staff Members

On the surface, delivering the same loan experience every time may not seem like a huge deal. But when you consider what a repeatable process has done for Justin Kelly’s company, you’ll understand why it’s important. How can mortgage brokers build a loan process that runs like a well-oiled machine? Listen to Episode #125 of the Good. Better. Broker. podcast to find out how Justin did it and how he’s teaching his referral partners to do the same thing.

In this episode of the Good. Better. Broker. podcast, you’ll learn how a mortgage broker built his brand and business with a repeatable, scalable loan process.


In this episode, we discuss ...

•   1:46 – starting in the mortgage business before graduating from high school
•   3:03 – what Justin loves about the industry
•   3:24 – the significance of the name CPF Mortgage
•   4:35 – establishing a good reputation in the community
•   5:36 – the impact of the loan process on the company brand
•   7:16 – how Justin’s early days in the business led to the need for a repeatable process
•   8:50 – Justin’s assembly line approach to the loan process
•   9:58 – the importance of brand predictability
•   12:20 – the benefits of an assembly line process for Justin’s team
•   13:04 – coaching real estate agents to help improve their processes
•   13:49 – providing referral partners with relevant educational materials
•   15:18 – how Justin’s loan process has helped with company culture


Show Contributor:

Justin Kelly
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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 guests sit down with host Justin White:

•   Eric Wilson – Freddie Mac
•   Roger Moore – Loan Pronto
•   Jason Kindler and Aaron Bacus – First Coast Mortgage
•   Julie Grushoff – Clear Choice Lending
•   Jaxzann Riggs – The Mortgage Network
•   Kristen Genovese – CMS Mortgage Solutions
•   Mike Fawaz – Origina8


UWM Live! Attendees Discuss All Things Mortgage Industry and Beyond

For the fifth year in a row, thousands of independent mortgage brokers gathered in Pontiac, Michigan for the biggest broker event of the year, UWM LIVE! In part 2 of this special episode, we catch up with mortgage professionals 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 interviews from the fifth annual UWM LIVE!


In this episode, we discuss ...

•   1:07 – interview with Eric Wilson
•   12:00 – interview with Roger Moore
•   20:58 – interview with Jason Kindler and Aaron Bacus
•   31:48 – interview with Julie Grushoff
•   45:04 – interview with Jaxzann Riggs
•   53:42 – interview with Kristen Genovese
•   1:01:46 – interview with Mike Fawaz


Resources Mentioned in This Episode:

Freddie Mac
Levitate


Show Contributors:

Eric Wilson
LinkedIn
Facebook
Freddie Mac

Jason Kindler
LinkedIn
Facebook
Instagram

Aaron Bacus
LinkedIn
Facebook
Instagram

Jaxzann Riggs
LinkedIn
Facebook
Instagram

Julie Grushoff
LinkedIn
Facebook
Instagram

Kristen Genovese
LinkedIn
Facebook
Instagram

Mike Fawaz
LinkedIn
Facebook
Instagram


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.