Good. Better. Broker.

The following guests sit down with host Justin White:

•   Sean Lee – Sr. Vice President, AGI Family of Companies
•   Mat Grella – President and Co-Founder, NEXA Mortgage


Recruiting Loan Originators to Join the Wholesale Channel Starts With Understanding Them

It’s happening month after month, week after week. Retail loan originators making the move to wholesale. Still, there are so many holdouts who haven’t yet switched. What’s a winning approach to recruiting retail LOs to the broker channel? Listen to Episode #43 of Good. Better. Broker. as we talk with a pair of mortgage brokers who have daily conversations with those interested in jumping to wholesale.

In this episode of the Good. Better. Broker. podcast, you’ll find out how offering a variety of options to retail loan originators makes them more likely to join the broker channel.


In this episode, we discuss ...

•   1:47 – Sean details his experience recruiting loan originators from retail
•   3:13 – What Sean is hearing from retail LOs on why they’re interested in switching
•   5:40 – Why Sean views his company’s model as a high-performance sports car
•   9:06 – How Sean paints a picture of the differences between retail and wholesale
•   11:30 – Sean on how his line of questioning makes a big difference in his efforts
•   16:36 – Mat’s perspective on retail LOs switching to the wholesale channel
•   17:20 – Mat describes NEXA’s approach to recruiting retail LOs
•   18:22 – How Mat approaches conversations about rates in the wholesale channel
•   22:22 – Mat on common myths he hears from retail LOs about wholesale
•   24:12 – Why Mat views product optionality as a driving force in LOs leaving retail
•   25:26 – What Mat and NEXA look for in LOs they’re recruiting


Resources Mentioned in This Episode:

Loansifter
Easy Qualifier
Success Track


Show Contributors:

Sean Lee
Connect on LinkedIn, Facebook or Instagram

Mat Grella
Connect on LinkedIn, Facebook or 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 updates.

The following guests sit down with host Justin White:

•   Jacinda Montano – BrokerOwner, Ultimate Home Lending
•   Josh McReavy – Mortgage Loan Originator, Ultimate Home Lending


Finding a Partner Who Complements You as a Mortgage Broker Makes for Better Business

For any mortgage broker, it’s tough to do everything it takes to be successful on your own. When you team up with like-minded people, it can elevate your entire business. How can mortgage brokers find a partner to complement them? Listen to Episode #42 of Good. Better. Broker. as two mortgage brokers explain how working together has improved the way they do business and how much business they do.

In this episode of the Good. Better. Broker. podcast, you’ll find out how two mortgage brokers teamed up to revamp their process and, in doing so, provide more value to borrowers and real estate agents.


In this episode, we discuss ...

•   1:43 – Jacinda on the approach she and Josh have used to build their company
•   5:52 – How Jacinda recruits based on her own values as a business owner
•   7:15 – Why Josh believes in collaborating and helping others win deals
•   9:31 – Jacinda and Josh on how they complement each other
•   13:14 – Josh on how mentors helped shape his approach to the mortgage business
•   16:46 – The story of how Josh came up with an idea for a real estate agent summit
•   20:58 – Josh on his biggest takeaways from the summit
•   22:10 – Why Jacinda and Josh got licensed as continuing education providers
•   23:33 – How Jacinda ensures her clients remember her
•   25:00 – Josh on the company’s future plans for real estate agent events


Resources Mentioned in This Episode:

Tony Robbins
Zig Ziglar   


Show Contributors:

Jacinda Montano
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Josh McReavy
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 Cady – Team Leader and Mortgage Loan Originator, UMortgage


When People Think of Mortgages, They Should Think of You

When assessing your brand as a loan originator, ask yourself this question: When people think of mortgages, do they think of you? Listen to Episode #41 of Good. Better. Broker. as we talk with Andrew Cady, a former retail LO who brought an epic brand with him when he switched to wholesale. 

In this episode of the Good. Better. Broker. podcast, you’ll learn how to build and maintain a brand that will keep you topofmind with borrowers and referral partners.


In this episode, we discuss ...

•   1:26 – Andrew talks about his transition from retail to wholesale
•   2:42 – Andrew describes what a brand means to him
•   4:08 – How Andrew’s brand has evolved over the years
•   5:07 – The importance of borrowers and real estate agents remembering you
•   6:25 – Andrew’s advice for creating a brand
•   7:25 – The three pillars of Andrew’s company and how they influence his brand
•   10:33 – How Andrew leverages social media to amplify his brand
•   12:05 – Andrew on how he’s built a follower base of real estate agents
•   14:28 – How Andrew coaches his team on building their brand
•   18:05 – How Andrew approaches his reputation as a mortgage loan originator


Resources Mentioned in This Episode:

Temporary Rate Buydowns


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:

•   Jason Cecco – President, Lending Heights


Analyzing Every Facet of Your Loan Process to Impress Clients and Loan Originators

Every mortgage loan is like a puzzle that an originator must piece together. What would you see if you were to pull those pieces apart and analyze them? Listen to Episode #40 of Good. Better. Broker. as we talk with a mortgage broker who has broken down every component of the loan process as part of his mission to build the best place for a loan officer to work.

In this episode of the Good. Better. Broker. podcast, you’ll learn what it takes to build an efficient loan process and how that translates to happier originators and borrowers.


In this episode, we discuss ...

•   2:32 – What Jason looks at to make the loan process faster and easier
•   3:37 – How maximizing efficiency has helped Jason’s company grow
•   4:51 – How Jason is using predictive analytics to make his company more efficient
•   7:02 – How Jason’s company is using machine learning and AI
•   8:13 – The importance of focusing on the small details of the loan process
•   9:48 – How cross-training your team helps combat the cyclical nature of the industry
•   10:51 – Why Jason views his company’s process as a service
•   13:01 – How building a perfect process helps Jason work toward his goal of creating the best place for a loan officer to work


Resources Mentioned in This Episode:

Monday
Office 365
Chat GPT


Show Contributor:

Jason Cecco
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:

•   Allison Thenhaus – Sr. Mortgage Loan Originator, C2 Financial
•   Whitney Bulbrook – Mortgage Broker, Carolina Ventures Mortgage


How to Help Your Clients Get Into the Housing Market, Despite Rising Interest Rates

Even in a market with elevated interest rates, independent mortgage brokers have opportunities to help their borrowers and their business. Listen to Episode #39 of Good. Better. Broker as two purchase-focused mortgage brokers explain why buyers have the upper hand in the current market and how you can guide them through different options to get them into homes.

In this episode of the Good. Better. Broker. podcast, you’ll find out how to empower your borrowers with strategies and products to overcome rising rates.


In this episode, we discuss ...

•   1:50 – Why Allison believes this market favors buyers compared to previous markets
•   5:00 – How the current market gives buyers more time to decide
•   7:12 – Why Allison believes the best time to buy is when most people don’t want to
•   13:53 – Which borrowers Allison is targeting in this market
•   15:43 – Which levers Allison is pulling for first-time homebuyer clients
•   18:41 – Why Whitney believes now is a good time for buyers to get into the market
•   20:18 – Whitney explains why the hard numbers can be surprising for buyers and agents
•   22:17 – Which products Whitney is using to combat high interest rates
•   23:28 – How Whitney approaches rent vs. buy conversations with clients
•   26:24 – Whitney’s biggest keys to success in a purchase market


Resources Mentioned in This Episode:

Temporary Rate Buydowns
Freddie Mac Borrow Smart℠


Show Contributors:

Allison Thenhaus
Connect on LinkedIn, Facebook or Instagram

Whitney Bulbrook
Connect on LinkedIn, Facebook or 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 sits down with host Justin White:

•   Jeff Berger – President, Groundwork Mortgage
•   Brodie Calder – Broker-owner, Summit Lending


Offering a One-time Close New Construction Product opens New Doors for Mortgage Brokers

New construction loans are an untapped opportunity for many independent mortgage brokers. With a one-time close option now available, the door is open for new relationships and new business. How can mortgage brokers position this product to builders, real estate agents and consumers? Listen to episode #38 of Good. Better. Broker as two experts in the new construction space lay the foundation for success with a one-time close product.

In this episode of the Good. Better. Broker. Podcast, you’ll find out how to leverage the benefits of a one-time close new construction loan to help consumers get into their dream home and become a builder’s preferred lender.


In this episode, we discuss ...

•   2:06 – Jeff on overcoming common obstacles with new construction loans
•   4:03 – Jeff on advantages of a one-time close product for consumers
•   7:42 – Jeff on how a one-time close option helps mortgage brokers help homebuilders
•   10:01 – Jeff on how a one-time close provides more opportunity for customization
•   11:35 – Jeff’s advice on how to sell the one-time close new construction product
•   15:45 – How Brodie navigates each builder having different preferences
•   17:45 – Brodie on the benefits of a one-time close new construction loan for consumers
•   18:32 – How to pursue builders with a one-time close new construction product
•   21:28 – Brodie on how a one-time close product helps with customization options
•   24:28 – Brodie’s advice on how to sell a one-time close product to builders


Resources Mentioned in This Episode:

One-time Close New Construction product


Show Contributors:

Jeff Berger
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Brodie Calder
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:

•   Dana Lang – President and CEO, Pulse Processing
•   Krysti Loftis – Vice President and COO, Pulse Processing


How Processors Can Position Themselves as Indispensable Resources for Mortgage Brokers

Processors play an integral role in getting a loan closed - but they are capable of so much more. How can processors set themselves and their mortgage broker partners up for success and help earn repeat business? Listen to episode #37 of Good. Better. Broker as we talk with the co-founders of a processing company who are looking to rewrite the playbook for processors across the industry.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to perfect your processing skills.


In this episode, we discuss ...

•   1:42 – How Dana views the role of a processor
•   3:44 – Krysti’s best practices as a processor
•   5:11 – Why Dana operates with a mindset that loans are not guaranteed
•   6:36 – Krysti on some common misconceptions involving the role of a processor
•   8:44 – Dana on the most important aspects of a broker-processor relationship
•   10:37 – Krysti on the role processors play in protecting a broker’s reputation
•   12:16 – Why Dana views the loan process as a relay race with the LO and processor
•   13:59 – What Dana hears when she asks a client why they’re looking for a new processor
•   17:12 – Why Dana believes in staying humble and asking questions
•   18:16 – Krysti’s tips for brokers on setting up their processor for success
•   22:21 – Why the front end of the loan process is the LO’s time to shine
•   23:21 – Why answering the phone is so important for processors
•   25:06 – Why Dana and Krysti put an emphasis on high quality over quantity of loans


Resources Mentioned in This Episode:

Power to Processors


Show Contributors:

Dana Lang
Connect on LinkedIn 
Connect on Facebook
Connect on Instagram

Krysti Loftis
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:

•   Brittany Jacobs – Mortgage Loan Originator/Branch Manager, NEXA Mortgage


How to Use Down Payment Assistance Programs to Help Your First-time Homebuyer Clients

Affordability is a common barrier to entry for many prospective homebuyers. However, there are ways to get over that hurdle. How can mortgage brokers use down payment assistance programs to help their first-time homebuyer clients? Listen to episode #36 of Good. Better. Broker. as we talk with a mortgage broker who walks you through everything you need to know about DPA programs, from how to find them to how to dispel common myths about them. 

In this episode of the Good. Better. Broker. Podcast, you’ll learn how to leverage down payment assistance programs to help your first-time homebuyers.


In this episode, we discuss ...

•   1:46 – Why Brittany decided to focus on down payment assistance programs
•   2:51 – The benefits of down payment assistance programs
•   3:20 – How Brittany researches DPA programs
•   5:11 – How Brittany determines if DPA programs are going to be a fit for borrowers
•   7:25 – Searching for DPA programs by state vs. county
•   8:43 – Why DPA programs aren’t advertised as much as they could be
•   12:17 – Brittany dispels some of the misconceptions that exist about DPA programs
•   13:13 – Why DPA programs aren’t only for low-income borrowers
•   16:29 -  Brittany’s advice for loan originators on DPA programs


Resources Mentioned in This Episode:

The Source
Hometown Heroes


Show Contributor:

Brittany Jacobs
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:

•   Rich Hunt – President, AGI Family of Companies


Cultivating Real Relationships With Borrowers and Real Estate Agents Brings Business Back to You

Relationships are the lifeblood of repeat business and in a transactional business like mortgages, it can be easy to lose sight of how to build them. How can mortgage brokers make borrowers remember them for their next home loan? Listen to Episode #35 of Good. Better. Broker. as we talk with a Scotsman Guide Top Originator who built his business by picking up the phone and showing a genuine interest in his clients and referral partners.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to build sustainable relationships that lead to sustainable business.


In this episode, we discuss ...

•   1:49 – How Rich has maintained relationships with his clients
•   2:51 – Why Rich dedicates an hour a day to calling clients
•   4:34 – Rich explains his company’s mantra and how that plays into his relationships
•   5:47 – The importance of treating every phone call like it’s the only one
•   8:18 – Why every phone call should be viewed as an opportunity
•   9:27 – The first question Rich asks a client
•   11:17 – Rich explains how simply answering the phone leads to deals
•   12:01 – How Rich maintains relationships with real estate agents as his company grows
•   15:17 – Why staying in front of clients in a personal way leads to business
•   16:28 – How expanding your sphere of influence brings repeat business


Resources Mentioned in This Episode:

Brand 360


Show Contributor:

Rich Hunt
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:

•   Michael Tranckino – CEO, Trusted Lending Center
•   Katie Tranckino – COO, Trusted Lending Center


Engaging in Your Clients’ Lives is Key to Driving Repeat Business and Earning Referrals

Heading into 2023, client retention will be a major area of focus for independent mortgage brokers. How can you stay in front of your clients even when they aren’t in the market to buy or refinance? Listen to Episode #34 of Good. Better. Broker. as we talk with the owners of Trusted Lending Center in Arizona, a mortgage broker shop that stays top of mind with their borrowers by staying engaged in their lives.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to ensure your past clients come back to you and also send you referrals.


In this episode, we discuss ...

•   1:48 – Mike and Katie on the company’s overall approach to client retention
•   3:25 – How Mike and Katie use coaching to shape their retention strategy
•   6:14 – Touchpoints Mike and Katie use to engage with clients
•   6:52 – How Mike and Katie use handwritten notes to stay in front of clients
•   11:37 – How Mike and Katie use videos to communicate with and engage with clients
•   14:06 – Staying top of mind with clients in a rising-rate environment
•   17:26 – Mike and Katie on their preferred CRMs and the benefits of them
•   18:56 – Katie’s advice for other mortgage brokers on asking for referrals


Resources Mentioned in This Episode:

Brian Buffini Coaching
American Greetings e-card videos
Client Connect


Show Contributors:

Michael and Katie Tranckino
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.