Good. Better. Broker.

The following guests sit down with host Justin White:

•   Tom Ahles – Vice President, Edge Home Finance
•   Mike Kortas – CEO, NEXA Mortgage


Retain Your Top Originators by Creating a Model That Makes Them Want to Stay for the Long Haul

Recruiting, hiring and training new loan originators is a sizeable investment, so it’s important for independent mortgage broker shops to do everything they can to retain them. As more retail LOs join the wholesale channel, what can brokers do to keep their top talent? Listen to Episode #23 of Good. Better. Broker. as we talk with two mortgage brokers who have structured their businesses to make their originators feel empowered, supported and well compensated.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to create a business model that makes your brokerage a destination for top loan originators.


In this episode, we discuss ...

•   2:25 – Tom on the importance of keeping your loan originators
•   4:51 – Tom on why his company created a revenue sharing model
•   6:02 – How a profit sharing model creates dual purpose originators
•   8:36 – Why letting your LOs recruit is a win-win for the company and for originators
•   12:06 – How transparency helps Tom’s company create a value proposition for originators
•   13:29 – Mike on two ways you can keep your loan originators
•   16:59 – Why Mike believes in overpaying his originators
•   18:40 – How NEXA’s support structure has helped them recruit retail LOs
•   19:44 – How NEXA’s profit sharing model has made their LOs true partners
•   22:46 – Mike’s advice for others looking to create a profit sharing model


Resources Mentioned in This Episode:

AIME


Show Contributors:

Tom Ahles
Connect on Facebook
Connect on Instagram
Connect on LinkedIn 

Mike Kortas
Connect on Facebook
Connect on LinkedIn
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:

•   Brian Decker – CEO, Modern Lending


Creating Strategic Video Content on Instagram to Expand Your Audience and Your Business

In 2020, a top-producing mortgage broker with billions in career-closed loan volume decided to dedicate himself to creating videos on Instagram. Why does he believe that social media content is the future of how loan originators will bring in business? Listen to Episode #22 of Good. Better. Broker. as we talk with Brian Decker, CEO of Modern Lending, as he takes a deep dive on how to develop an Instagram strategy that will turn followers into borrowers.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to leverage Instagram for building your brand and your book of business.


In this episode, we discuss ...

•   2:11 – Why Brian made social media content a priority
•   6:32 – What Brian sees people doing wrong with their social media strategy
•   7:36 – The importance of having content pillars and how to determine them
•   9:36 – Brian’s 70/30 rule for his content
•   12:05 – How Brian structures his videos
•   15:19 – How to maximize engagement with your videos
•   16:33 – Why you shouldn’t ‘post and ghost’
•   22:10 – How to add followers through the comments section


Resources Mentioned in This Episode:

Instagram
Dave Ramsey
Flick


Show Contributor:

Brian Decker
Connect on Instagram
Connect on Facebook
Connect on LinkedIn
Connect onTikTok


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:

•   Brooke Marin — BrokerOwner, Motto Mortgage Metro


Delivering a Disney®-like Experience for Your Clients Will Help Drive Repeat Business

People do business with people they like and trust. How can you treat your clients so well that they’ll want to keep coming back to you? Listen to Episode #21 of Good. Better. Broker. as we talk with a mortgage broker whose service model is based on her training at the Disney® Institute.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to deliver a customer service experience rooted in honesty, transparency and authenticity.


In this episode, we discuss ...

•   1:40 – What customer service means to Brooke
•   2:40 – Why Brooke trained with Disney® executives
•   3:53 – How Brooke developed her company’s core values
•   5:53 – The importance of being authentic with your clients and real estate partners
•   8:03 – Why not multi-tasking when talking with clients can lead to more business
•   9:22 – How saying no to a loan can actually be a good thing
•   12:31 – How Brooke uses WhatsApp to communicate with clients
•   14:24 – The difference between service recovery and a plus experience for clients


Resources Mentioned in This Episode:

Disney® Institute
UTrack
WhatsApp


Show Contributor:

Brooke Marin
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:

•   Eric Eisenberg – Mortgage Broker, Expert Home Loans
•   Brenna Carles – CEO, The Mortgage Shop


Non-Agency Loans Give Brokers another Avenue for Serving Buyers and Investors

Diversifying your product offerings is a strategy for winning in any market and especially in this one. How can independent mortgage brokers position themselves as experts in the non-agency and investment loan category? Check out episode #20 of Good. Better. Broker as we talk with two high producing brokers who have made non-agency loans the primary focus of their business.

In this episode of the Good. Better. Broker. Podcast, you’ll how to embrace non-agency loans as part of your playbook.


In this episode, we discuss ...

•   2:00 – Why Eric believes mortgage brokers need to embrace non-agency loans
•   5:15 – Eric’s approach on selling non-agency products
•   8:41 – Why Eric asks his borrowers atypical questions as part of his process
•   10:00 – How this category has opened doors for Eric with CPA’s and financial advisors
•   12:09 – How knowing guidelines sets Eric up for success
•   14:45 – How Brenna has used non-agency loans to grow her business
•   15:52 – Why Brenna made long and short-term rentals her business focus
•   17:49 – How Brenna explains the numbers to her clients
•   19:24 – Why investment properties can be a successful strategy for mortgage brokers
•   20:58 – How this model has helped Brenna create a referral-based business
•   22:22 – Identifying geographic areas for investment properties


Show Contributors:

Eric Eisenberg

Connect on Facebook, Instagram, TikTok  or LinkedIn

Brenna Carles

Connect on Facebook, LinkedIn 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 guest sits down with host Justin White:

•   Quinn Moran and Tyler Lucks, NEXA Mortgage


In a Purchase Market, Viewing Real Estate Agents as Your Client will Yield Repeat Business

Real estate agents are looking for lending partners that will bring them certainty, transparency, and accountability. How can independent mortgage brokers provide the same level of service to their real estate agents as their borrowers? Check out episode #19 of Good. Better. Broker as we talk with two brokers who built their branch by catering to the needs of their real estate partners.

In this episode of the Good. Better. Broker. Podcast, you’ll learn how to deliver an experience that will have real estate agents bringing you their entire book of business.


In this episode, we discuss ...

•   3:11 – Why Quinn and Tyler focus on real estate agent relationships
•   5:03 – How Quinn and Tyler’s experience outside mortgages impacted their view of client experience
•   9:17 – What a good relationship looks like between an LO and a real estate agent
•   13:15 – How mortgage brokers can help real estate agents win an offer
•   14:53 – Why Quinn and Tyler target listing agents as leads
•   17:29 – How Quinn and Tyler impress listing agents to earn their business
•   19:16 – The script Quinn and Tyler use for phone calls to listing agents
•   22:57 – How Quinn and Tyler develop listing agent relationships after the first phone call


Resources Mentioned in This Episode:

Jim Collins' Good to Great 
BombBomb


Show Contributors:

Quinn Moran and Tyler Lucks
•   Connect with Tyler on LinkedIn
•   Connect with Quinn on LinkedIn
•   Connect with Quinn on Facebook
•   Connect with Tyler on Facebook
•   Connect with Tyler 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:

•   Jeff Berger, President of Groundwork Mortgage


Developing Relationships with Homebuilders is a Winning Long-Term Strategy for Mortgage Brokers

As homebuilders work to keep up with consumer demand for new homes, independent mortgage brokers have an opportunity to carve out new relationships. How can you make yourself an attractive lending partner to homebuilders in your market? Tune into episode #18 of Good. Better. Broker. as we talk with a mortgage broker whose entire business model is tailored to the intricacies faced by homebuilders and their clients.

In this episode of the Good. Better. Broker. Podcast, you’ll learn what homebuilders look for in a lending partner and why targeting them can be a tremendous long-term lead source. 


In this episode, we discuss ...

•   5:26 – How homebuilding became a focus for Jeff and his company
•   6:15 – Why the homebuilding business aligns with a mortgage broker’s business model
•   7:28 – What it takes to build a good relationship with a homebuilder
•   8:50 – Why it’s important for mortgage brokers to understand a builder’s business
•   10:08 – What it takes to be successful in the homebuilding category
•   14:38 – What homebuilders look for in their lender partners
•   19:57 – Why builders are a valuable lead source
•   21:27 – Jeff’s advice for mortgage brokers looking to work with homebuilders


Resources Mentioned in This Episode:

Peter Drucker

Jim Collins' Good to Great


Show Contributors:

Jeff Berger

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 sit down with host Justin White:

•   Brady Shimek – Mortgage Broker, NEXA Mortgage
•   Lara Locke – Mortgage Broker, Locke Your Loan


In a Rising Rate Environment, Adjustable-Rate Mortgages Are an Underutilized Product for Mortgage Brokers

As more borrowers turn to adjustable-rate mortgages, loan originators need to familiarize themselves with the product. How can independent mortgage brokers determine which of their clients can benefit most from ARMs? Tune into Episode #17 of Good. Better. Broker. as we talk with a pair of brokers who are adamant about ARMs being part of a loan originator’s arsenal.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to educate yourself and your clients on adjustable-rate mortgages and how to sell them.


In this episode, we discuss ...

•   1:34 – Brady’s perspective on the importance of ARMs
•   2:49 – How Brady determines which clients are a fit for an ARM
•   3:38 – How Brady sells ARMs
•   5:16 – How Brady addresses any concerns clients have about ARMs
•   7:38 – How Brady compares an ARM vs. a fixed-rate mortgage
•   9:24 – Why ARMs are an attractive product for financially savvy clients
•   11:22 – Which ARM products Brady focuses on for his clients
•   12:42 – Brady’s advice for other mortgage brokers on ARMs
•   15:07 – Lara’s view of the ARM product
•   16:22 – How Lara evaluates which of her clients could be a fit for an ARM
•   17:08 – How Lara explains ARMs to her clients
•   18:34 – How Lara sells ARMs to her clients
•   19:31 – Why ARMs are a good fit for Lara’s investor clients
•   22:31 – Lara’s advice for mortgage brokers looking to do more ARM loans


Resources Mentioned in This Episode:

UWM's The Source
UWM's Easy Qualifier


Show Contributors:

Brady Shimek
Connect on Facebook or Instagram

Lara Locke
Connect on LinkedIn, Facebook, Instagram or TikTok

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:

•   Dario Medrano – Mortgage Broker, Home Field Lending


TikTok Is a Social Media Platform Mortgage Brokers Should Leverage to Grow Their Audience

Of all the social media platforms out there, there is arguably no greater opportunity for mortgage professionals than on TikTok. How can mortgage brokers tap into this fast-growing channel to boost their business? Tune into Episode #16 of Good. Better. Broker. as we talk with Dario Medrano, a mortgage broker with more than 20K followers on TikTok.

In this episode of the Good. Better. Broker. Podcast, you’ll learn how to embrace TikTok as an impactful and cost-effective marketing strategy.


In this episode, we discuss ...

•   1:53 – Why TikTok is Dario’s preferred social media platform
•   2:55 – Dario on the opportunity that exists for mortgage brokers on TikTok
•   3:07 – How Dario uses TikTok to recruit new team members
•   4:02 – How Dario gets leads from TikTok
•   4:57 – What kind of content to post on TikTok
•   6:07 – How you can differentiate yourself with behind-the-scenes content
•   6:53 – The importance of having conversations with followers
•   8:01 – TikTok as a form for lead generation
•   8:45 – How you can use TikTok to boost your other social channels
•   10:30 – Feedback Dario gets from real estate agents on TikTok
•   11:44 – Dario’s advice for getting started on TikTok
•   12:30 – Dario’s plans for the future of his social content


Resources Mentioned in This Episode:

TikTok


Show Contributor:

Dario Medrano

Connect on TikTok, Facebook, Instagram or LinkedIn

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:

•   Paul Olbrantz – Broker Owner, Clear2Close Brokers


In a Purchase-Heavy Market, Cold Calling Real Estate Agents Can Supercharge Your Business

Independent mortgage brokers can expand their business opportunities by cold-calling real estate agents. Whether you’ve never made a single cold call or you’re looking to improve, how can you heat up your cold-calling game? Tune into Episode #15 of Good. Better. Broker. as we talk with a mortgage broker who has mastered the art of the cold call through consistency, coaching and sheer determination.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to develop a winning game plan for cold-calling real estate agents.


In this episode, we discuss ...

•   2:22 – How cold-calling real estate agents has positively impacted Paul’s business
•   3:26 – How Paul determines which real estate agents he’s going to call
•   4:25 – Paul’s game plan going into a cold call and keys to success
•   6:38 – How Paul puts himself in the right mindset before a call
•   8:12 – What Paul does after a call
•   8:53 – Paul and Justin role-play a cold call with a real estate agent
•   12:51 – Why you don’t have to be perfect on cold calls
•   13:11 – The role that professional coaching plays in Paul’s success on the phone
•   15:07 – Why it’s important to schedule a follow-up call
•   16:31 – Why real estate agents who say no are the ones you want to do business with
•   17:50 – Why it’s ok to feel nervous going into a call
•   18:55 – Paul’s advice on making cold calls


Resources Mentioned in This Episode:

MMI


Show Contributor:

Paul Olbrantz

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 sits down with host Justin White:

•   Sean Gross – Mortgage Broker, GFL Capital
•   Kim Sporich – Mortgage Broker, KBS Lending


Mortgage Brokers Can Help Borrowers Leverage Wealth Through Investment Properties

Savvy investors recognize the opportunity that exists to create leveraged wealth through real estate. How can you establish yourself as a loan originator who can attract and impress investor clients? Tune into Episode #14 of Good. Better. Broker. as we talk with two mortgage brokers who have grown their businesses by becoming experts in investment property loans.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to talk your clients through investment property strategies and how to originate these loans efficiently.


In this episode, we discuss ...

•   1:34 – why Sean believes investment properties are a great strategy
•   3:01 – how investment loans became a niche for Sean
•   4:16 – how Sean educates his borrowers on leveraged wealth from investment properties
•   4:58 – how Sean advises his borrowers on investment property opportunities
•   5:54 – how mortgage brokers should position themselves in this area of business
•   7:18 – how Sean sets his investment property files up for success
•   8:30 – Sean’s advice for other loan originators on how to educate themselves
•   10:07 – Sean’s advice on how to find clients who are interested in investment properties
•   12:43 – how Kim first got involved with investment property loans
•   13:59 – Kim’s keys to originating investment property loans
•   15:09 – what Kim does to make the process as seamless as possible for her clients
•   17:06 – how Kim advises borrowers who have multiple investment properties
•   18:18 – why Kim views real estate as a smart investment
•   20:51 – how Kim sets herself up for success with investment groups
•   21:47 – how Kim relies on underwriters to help with investment property loan questions


Resources Mentioned in This Episode:

UWM's The Source


Show Contributors:

Sean Gross
Connect on LinkedIn, Facebook or Instagram

Kim Sporich
Connect on LinkedIn

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.