Good. Better. Broker.

The following guests sit down with host Justin White:

•   Allison Thenhaus – C2 Financial
•   Mahb Rahman – Safetrust Mortgage
•   Dakota Baisa – Powell Home Mortgage
•   Jessica Benge – Benge Mortgage
•   Lamont Harris – Harris Capital Mortgage


UWM Live! Attendees Join us to Discuss How They’re Generating Business

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 1 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 ...

•   1:05 – interview with Allison Thenhaus
•   9:36 – interview with Mahb Rahman
•   19:28 – interview with Dakota Baisa
•   31:34 – interview with Jessica Benge
•   42:29 – interview with Lamont Harris


Resources Mentioned in This Episode:

Arive 
The Gap and the Gain 


Show Contributors:

Allison Thenhaus
LinkedIn
Facebook
Instagram

Mahb Rahman
LinkedIn 
Facebook 
Instagram

Dakota Baisa
LinkedIn
Facebook   
Instagram

Jessica Benge
LinkedIn
Facebook
Instagram

Lamont Harris
LinkedIn
Facebook
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:

•   Lucas Vanderbosch – Mortgage Broker, Mitten Mortgage Lending


A Young LO’s Approach to Fully Educating Clients is Helping his Business Take Off

Mortgage brokers only get one chance to make a first impression. By educating clients on what they can truly afford, LO’s set themselves up to not get shopped. How can mortgage brokers win more deals and put their borrowers in the best financial situation? Listen to Episode #122 of the Good. Better. Broker. podcast to find out how an LO 5X’d his business with a pre-approval strategy tailored to every borrower’s individual situation.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to win over more borrowers by explaining all the details of their mortgage up front.


In this episode, we discuss ...

•   1:30 – How Lucas figured out he had a knack for great customer service
•   2:38 – prioritizing relationship building instead of selling
•   4:23 – the opportunity Lucas saw to set himself apart
•   8:46 – explaining tax reassessments to borrowers
•   10:57 – the spreadsheet Lucas puts in front of his borrowers and real estate agents
•   14:18 – why Lucas gives borrowers as much information as possible up front
•   16:29 – what Lucas does before a client’s first payment is due
•   19:17 – tailoring every pre-approval call to each borrower’s situation
•   21:40 – the impact of Lucas’ pre-approval process on his business growth


Show Contributor:

Lucas Vanderbosch
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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:

•   Alex Madonna – Mortgage Broker, Trust One Financial


Why a Top Retail Lending Executive Decided to Open his Own Independent Mortgage Broker Shop

After a long and very successful career at a large retail mortgage lender, Alex Madonna has made a pivot to the mortgage broker space. Why does he believe the wholesale channel is the place to plant his flag? Listen to Episode #121 of the Good. Better. Broker. podcast as we sit down with Alex to find out the vision for his new company and his plans to make it a destination for top loan originators.

In this episode of the Good. Better. Broker. podcast, you’ll learn how a former retail lender executive aims to leverage the power of the wholesale channel to build his new mortgage brokerage.


In this episode, we discuss ...

•   1:26 – why Alex decided to start his own broker shop
•   2:25 – how it feels to come back to the broker channel
•   3:27 – the timing of Alex announcing his move
•   4:30 – why Alex has been successful in the direct lending model
•   5:28 – new customer acquisition
•   7:38 – the model Alex is building at his new company
•   9:45 – the importance of transparency in mortgage origination
•   11:45 – what Alex is looking for in loan originators
•   14:20 – coaching LOs to think long-term
•   16:13 – what LOs should look for in a broker shop
•   18:05 – the key elements to building a successful business
•   19:48 – how Alex feels about his fresh start in the broker channel


Show Contributor:

Alex Madonna
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


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.

Why the Best Time to Evaluate Your Business is Now

The following guest sits down with host Justin White:
•   Joey Rivero – Mortgage Broker, Clear Choice Lending


Working On Your Business Instead of Working in the Business as a Strategy for Growth

For even the most seasoned or successful mortgage broker, there comes a point when you have to figure out the best use of your time. How can brokers determine if there’s a better way to run their business? Listen to Episode #120 of the Good. Better. Broker. podcast as we sit down with a 25-year industry veteran to find out why his company took a step forward when he decided to take a step back.

In this episode of the Good. Better. Broker. podcast, you’ll learn why it’s important to look for new ways to make your business more efficient.


In this episode, we discuss ...

•   1:40 – Joey’s shift to doing things differently
•   2:44 – what Joey is doing to provide value for his referral partners
•   4:32 – specific strategies for helping real estate agents
•   5:26 – the importance of consistently being in front of referral partners
•   6:07 – why Joey views his real estate agents as clients
•   7:11 – making tough decisions about who you work with
•   8:38 – why Joey hired an operations manager
•   9:49 – Joey’s plans for company growth
•   10:50 – how Joey’s feelings about his business have changed
•   11:40 – why Joey is thinking about his legacy
•   14:05 – Joey’s advice for other brokers on why they should evaluate their business


Show Contributor:

Joey Rivero
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


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:

•   Brent Busch – Mortgage Broker, Edge Home Finance


Planning Interactions at Networking Events That Make Sense and Cents

Attending networking events is a great way for mortgage brokers to meet referral partners and clients. However, simply showing up isn’t a strategy for success. How can LOs set themselves up to have conversations that lead to loans? Listen to Episode #119 of Good. Better. Broker. to learn how Minnesota’s top mortgage broker plans out interactions every time he walks into a room.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to have conversations at networking events that lead to business.


In this episode, we discuss ...

•   1:29 – why Brent came up with a strategy to network efficiently
•   2:11 - how Brent plans interactions
•   3:32 – Brent’s approach in networking conversations
•   4:31 – how Brent leverages social media to help with networking
•   9:49 – how Brent’s love for cooking helps in conversations
•   11:46 – what Brent always does before ending a conversation
•   12:51 – how long to stay at a networking event
•   14:10 – how to maximize time spent at a networking event
•   16:28 – why showing up at events consistently is beneficial
•   19:17 – what not to do in an interaction
•   21:17 – Brent’s top networking tip
•   23:05 – how to break up a group conversation to have a 1 on 1
•   24:52 – trial and error that goes into networking


Show Contributor:

Brent Busch
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


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:

•   Ashley Bedford – Broker-owner, Appli Home Loans


Refinances will come and go but people will always need to buy homes, and real estate agents need reliable lending partners who will be there for them. How can mortgage brokers stay focused on purchase business regardless of the market? Listen to Episode #118 of Good. Better. Broker. to learn how one of Florida’s top producers is stacking up deals and referrals by prioritizing purchase business.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to adopt a mindset that homebuyers and real estate agents come before everything else.


In this episode, we discuss ...

•   1:44 – why Ashley decided to focus on purchase business
•   2:59 – how Ashley helps first-time homebuyers
•   3:47 – helping borrowers focus on payment instead of rate
•   4:27 – why Ashley is known as the “Mortgage Magician”
•   5:41 – referrals from saving deals
•   6:35 – how to be great at saving deals
•   7:18 – Ashley’s experience getting condo deals done
•   9:54 – educating borrowers and real estate agents through social media
•   13:14 – helping referral partners with content
•   14:02 – hosting events that drive business
•   15:22 – how Ashley’s personal mortgage experience impacts how she works
•   16:34 – why LOs should stay focused on purchase business


Show Contributors:

Ashley Bedford
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


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:

•   Michael Harris – CEO, United Mortgage Corporation of America


Taking an Education-First Approach to Align Mortgage Strategy With Financial Health

A mortgage can be a powerful tool to help consumers improve their overall financial well-being. If loan originators take that approach, it can be a huge win for their business. How can LOs harness the power of a mortgage to help clients and earn referrals? Listen to Episode #117 of Good. Better. Broker. to learn how one mortgage broker embraces his role as part loan originator and part financial advisor.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to leverage a mortgage to help clients achieve their short and long-term financial goals.


In this episode, we discuss ...

•   1:35 – why Michael focuses on financial empowerment as a business strategy
•   3:37 – when Michael first saw a mortgage as a tool for financial health
•   5:12 – helping clients in different demographics
•   6:25 – Michael’s radio show and the impact it has on his business
•   9:58 – Michael’s YouTube channel
•   11:17 – the meaning of a ‘perfect financial GPS’ and how it helps borrowers
•   17:13 – interest rate vs. interest volume and why the difference matters
•   20:27 – why every person’s financial situation should be addressed differently
•   22:26 – how to get in touch with Michael to learn more


Show Contributors:

Michael Harris
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


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:

•   Nicolas Toscano – Mortgage Loan Originator, Barrett Financial


Running a Successful Mortgage Business With Low Compensation and Overhead

There are several levers a mortgage broker can pull to set themselves apart from the competition. That said, nothing beats great service at a great price. How can mortgage loan originators deliver the kind of value that wins deals? Listen to Episode #116 of Good. Better. Broker. to learn how one broker is stacking up referrals by giving his clients the best deal they can find.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to structure your compensation to bring in more business.


In this episode, we discuss ...

•   2:18 – how Nic’s different roles have contributed to his success
•   3:12 – why Nic keeps his compensation structure low
•   3:52 – transparency with borrowers
•   4:19 – chasing trophies in the mortgage business
•   5:07 – referrals and what they mean to Nic’s business
•   6:53 – offering no-cost refinances
•   7:22 – paying for leads and how they lead to conversations
•   8:09 – how Nic allocates his marketing dollars
•   9:32 – Nic’s schedule and how that impacts the way he works
•   11:27 – staying in touch with clients for refinance opportunities
•   12:54 – Nic’s advice on having a low-cost business model


Show Contributors:

Nicolas Toscano
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


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:

•   Mike Miklaus – Broker-owner, Integrity Mortgage


Conversations are the Lifeblood of Business for Mortgage Loan Originators

Local mortgage brokers are winning market share, in part, because they are focused on relationships instead of transactions. To form those relationships, they need to have meaningful conversations with the people in their community. How can LOs form connections that lead to closings? Listen to Episode #115 of Good. Better. Broker. to find out why phone conversations need to be a staple of every originator’s daily activity.

In this episode of the Good. Better. Broker. podcast, you’ll learn what questions to ask to build strong relationships with clients.


In this episode, we discuss ...

•   2:19 – why conversations are the lifeblood of a mortgage loan originator
•   3:12 – why mortgage brokers are uniquely positioned to leverage relationships
•   4:03 – Mike’s love of helping people
•   5:49 – doing self-assessments of your relationships
•   7:12 – having an attitude of curiosity in conversations
•   9:26 – how to be relational instead of transactional
•   10:01 – how to not get caught up in ‘shiny object syndrome’
•   12:37 – holding yourself accountable to have conversations
•   14:37 – borrower needs and how to determine them
•   15:47 – why making outbound calls makes business happen
•   17:23 – why having more conversations leads to more loans


Show Contributors:

Mike Miklaus
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


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:

•   Courtney Crowder - Broker-owner, Phoenix Lending Group


When Your Social Circle is Mostly Real Estate Agents, Business Comes Naturally

Every mortgage loan originator has a different strategy for how they get referrals from real estate agents. For Courtney Crowder, it happens naturally because most of the agents she works with are her friends. How does blending business with personal help mortgage loan originators bring in more loans? Listen to episode #114 of Good. Better. Broker. to find out how Courtney has become the preferred lender for multiple real estate brokerages in her area.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to be a champion and a cheerleader for your real estate agents.

In this episode, we discuss ...

•   1:36 – going from working the front desk to being a broker-owner
•   2:15 – pairing real estate agents with the right LOs
•   2:39 – why Courtney treats her business like a real estate agent
•   3:20 – how Courtney has accumulated 80+ agents who send her business
•   3:51 – being a champion for your real estate agents
•   4:31 – using social media to cultivate agent relationships
•   6:30 – relating to single women who are homebuyers
•   7:48 – networking through women’s groups
•   9:01 – staying connected to real estate agents
•   11:04 – when it’s ok to say no to a real estate agent
•   12:04 – becoming the preferred lender for multiple real estate brokerages
•   13:32 – how other LOs can work with more real estate agents


Show Contributors:

Courtney Crowder
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


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.