Good. Better. Broker.

The following guest sits down with host Justin White:

•   Joey Roquet – Vice President, Secure Choice Lending


Make Listing Agents Look More Professional to Sellers by Doing Cross Qualifications

Targeting listing agents isn’t something a lot of mortgage loan originators do, but it can be a very effective long-term play for earning business. How do cross qualifications help LOs build brand capital with agents? Listen to Episode #103 of Good. Better. Broker. to hear from a broker who strengthens his relationships by providing value to referral partners without expecting anything in return.

In this episode of the Good. Better. Broker. podcast, you’ll learn why cross quals are a successful strategy for impressing real estate agents.


In this episode, we discuss ...

•   1:32 – why Joey takes a long-term approach to business
•   3:33 – alternative ways of boosting reputation
•   5:37 – why Joey targets listing agents
•   8:56 – what a cross qual is
•   10:30 – how this strategy aligns with Joey’s business philosophy
•   11:57 – impact of cross quals on Joey’s business
•   13:38 – how cross quals weed out LOs that aren’t thorough enough
•   15:23 – how the cross qual strategy helps with recruiting
•   20:00 – why Joey doesn’t use a CRM


Show Contributors:

Joey Roquet
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 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.

The following guest sits down with host Justin White:

•   Kym Mason – Mortgage Broker, The Mason Group/Summit Lending


Mortgage loan originators are always looking for reasons to reach out to past clients, especially those who already have a low interest rate. How can LOs convince clients to pick up the phone? Listen to episode #102 of Good. Better. Broker. to hear about a strategic approach for getting clients on the phone and the right questions to ask them.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to conduct an annual review campaign to see if borrowers can benefit from a refinance.


In this episode, we discuss ...

•   1:27 – why Kym’s business depends on staying in touch with past clients
•   3:13 – Kym’s annual review campaign
•   4:05 – different methods for reaching out to past clients
•   6:12 – intentionally sending calls to voicemail
•   7:22 – the questions Kym asks when she gets a past client on the phone
•   8:40 – how Kym found out one of her clients had $40K in debt
•   10:13 – an example of why it’s important to stay on top of past clients
•   11:27 – how Kym loops in her real estate agents on her clients’ status
•   12:02 – how affirming your clients influences the tone of a conversation
•   13:15 – how Kym was able to turn around a conversation that went sideways
•   15:35 – determining how much equity past clients have
•   18:06 – the impact of the annual review campaign on Kym’s business
•   19:40 – how to get in touch with Kym


Resources mentioned in this episode:

Homebot


Show Contributors:

Kym Mason
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 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:

•   Roy Meshel – Founder, Local Mortgage


Deepening Connections in the Community by Sharing Your Borrowers’ Best Stories

Roy Meshel isn’t just in the mortgage business – he’s also in the memory-making business. For Roy, a mortgage is more than a commodity – it’s a gateway to the best moments in people’s lives. How can mortgage brokers leverage these moments to help their business? Listen to episode #101 of Good. Better. Broker. to find out why sharing your borrowers’ best stories deepens your connections in the community.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to turn a mortgage into a memory for borrowers.


In this episode, we discuss ...

•   1:25 – why the word “local” has a ton of meaning for Roy
•   3:41 – why being invested in your community is a winning strategy
•   5:23 – Roy’s belief that community is about connection
•   6:23 – why Roy started asking clients about the best moments in their home
•   9:15 – the best moment Roy has heard from a client
•   11:13 – how Roy started capturing client moments for videos
•   12:25 – feedback on the videos Roy has captured
•   13:56 – how the videos help Roy’s staff appreciate what they do
•   16:53 – the impact of Roy’s approach to reviews and referrals


Resources mentioned in this episode:
Unreasonable Hospitality


Show Contributors:

Roy Meshel
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 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 hosts Justin White and Mat Ishbia:

•   Eric Katz – Independence Home Loans
•   Andi Numan – Swift Home Loans
•   Ann Sullivan – Lending Heights
•   Carrie Gusmus – Aslan Home Lending
•   Ian Twaddle - UMortgage


Mat Ishbia’s Favorite Moments from the First 99 Episodes of Good. Better. Broker.

It’s time to celebrate as Good. Better. Broker. hits the century mark. In our 100th episode, we’re joined by special guest host Mat Ishbia, who looks back on his favorite moments from our first 99 episodes. Which moments made the list? Tune into episode #100 to find out.
In this episode of the Good. Better. Broker. podcast, you’ll hear Mat Ishbia talk about his favorite segments from our first 99 episodes.


In this episode, we discuss ...
  
•   1:20 – Eric Katz on nailing the first 90 seconds of a sales call
•   5:23 – Andi Numan on refinance business being available in any rate environment
•   7:55 – Ann Sullivan on using home equity to improve financial well-being
•   11:39 – Carrie Gusmus on the investment she makes in coaching her LOs
•   15:19 – Ian Twaddle on obsessing over real estate agent relationships


Show Contributors:

Eric Katz
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Andi Numan
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Ann Sullivan
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Carrie Gusmus
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Ian Twaddle
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 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:

•   Adrian Webb - Sr. Loan Officer, Milestone Mortgage Solutions


How to Leverage Your Time and Build Your Business Through Strong Connections

Adrian Webb is one of the top mortgage loan originators in the country. Even though his loan volume has increased over the years, his sales activities have stayed the same. Why do mortgage brokers have to stay connected to their referral sources regardless of how much business they’re doing? Tune into episode #99 of Good. Better. Broker. to find out how Adrian maximizes his schedule and holds himself accountable.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to leverage your time to build new relationships and further existing ones.


In this episode, we discuss ...

•   1:30 – Adrian’s approach to relationship management
•   3:06 – why Adrian’s activity level never changes
•   4:41 – how Adrian measures his activity
•   6:03 – interacting with clients in person vs. virtually
•   6:48 – the importance of working on the weekend
•   7:52 – making sure people know what you do
•   10:12 – lunch meetings vs. open houses
•   12:51 – using metrics to define success
•   14:20 – Adrian’s definition of a perfect week
•   15:44 – how to not be overly salesy to agents
•   17:43 – getting people in the community to think of you for their home loan


Resources mentioned in this episode:

Real Producers Magazine


Show Contributors:

Adrian Webb
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 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:

•   Nancy Aguirre - Your Better Mortgage
•   Shane Ouimet - Better Rate Mortgage
•   Linus Thalman - Golden Mortgage
•   Fannie Mae West - Optist, Inc.
•   Nathanael Perez - LEN Financial Services
•   Frank Coto - Lincoln Lending Group


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

For the fourth year in a row, thousands of independent mortgage brokers gathered in Michigan for the biggest mortgage 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 fourth annual UWM LIVE! event in Michigan.


In this episode, we discuss ...

•   0:35 – interview with Nancy Aguirre
•   8:05 – interview with Shane Ouimet
•   19:36 – interview with Linus Thalman
•   31:34 – interview with Fannie Mae West
•   41:53 – interview with Nathanael Perez
•   49:46 – interview with Frank Coto


Show Contributors:

Nancy Aguirre
 LinkedIn, Instagram, Facebook

Shane Ouimet
LinkedIn, Instagram, Facebook

Linus Thalman
LinkedIn, Instagram , Facebook 

Fannie Mae West
LinkedIn, Instagram, Facebook

Nathanael Perez
LinkedIn, Instagram, Facebook

Frank Coto
LinkedIn, Instagram, Facebook

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.

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:

•   Jim Clarke – Equity Lending Group Powered by Lending Heights
•   Dustin Owen – The LO Podcast
•   Eric Vaca – Finest City Homes & Loans
•   Nichole Abraham and Candace Swanson – Home Team Mortgage
•   Carlos Scarpero – Edge Home Finance


UWM LIVE! Attendees Join Us to Talk About How They’re Generating Business

For the 4th year in a row, thousands of independent mortgage brokers gathered in Michigan for the biggest mortgage 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 fourth annual UWM LIVE! event in Michigan.


In this episode, we discuss ...

•   0:33 – Jim Clarke interview
•   8:23 – Dustin Owen interview
•   19:52 – Eric Vaca interview
•   29:20 – Nichole Abraham and Candace Swanson interview
•   45:40 – Carlos Scarpero interview


Show Contributors:

Dustin Owen
LinkedIn, Instagram or Facebook

Eric Vaca
LinkedIn, Instagram or Facebook

Nichole Abraham
LinkedIn, Instagram or Facebook

Candace Swanson
LinkedIn, Instagram or Facebook

Carlos Scarpero
LinkedIn, Instagram or Facebook

Jim Clarke
LinkedIn, Instagram or Facebook


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.

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:

•   Brandon Brotsky – Co-founder and Co-owner, Reach Home Loans


Commit to Creating Content to Grow Your Brand and Your Business

There’s no better way to get in front of clients and referral partners than by making sure they see you as often as possible. Why should mortgage loan originators commit to creating video content? Listen to Episode #96 of Good. Better. Broker. to find strategies for creating videos that will turn you into someone who borrowers and real estate agents want to work with.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to enhance your brand through a consistent commitment to content creation.


In this episode, we discuss ...

•   1:32 – How Brandon’s brand helps differentiate him from others
•   2:48 – The decision to focus on video content for social media
•   5:12 – How Brandon got comfortable in front of the camera
•   6:20 – How Brandon generates ideas for his videos
•   8:20 – How AI influences Brandon’s content
•   9:46 – Repurposing content ideas
•   11:00 – Ways Brandon hooks his audience
•   12:15 – Brandon’s best-performing video concept
•   13:57 – How to balance originating vs. creating content
•   17:36 – Long-term content
•   20:24 – How social media content helps Brandon help his agents
•   22:18 – Brandon’s future plans for content


Show Contributors:

Brandon Brotsky
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 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:

•   Craig Snell – VP of Sales, Milestone Mortgage Solutions


Using an Education-Based Approach to Build Loyalty With Borrowers and Agents

Spending 45 minutes to an hour on an initial client call is a commitment, but if done properly, the return can be well worth the time. Why should mortgage brokers take an education-based approach with clients and referral partners? Listen to Episode #95 of Good. Better. Broker. to find out how the top-brokered LO in Massachusetts has won over borrowers and referral partners by advising instead of selling.

In this episode of the Good. Better. Broker. podcast, you’ll learn why taking the time to educate clients is a surefire way to not lose deals.


In this episode, we discuss ...

•   1:32 – why education became Craig’s strategy
•   3:14 – why Craig tells clients how he gets paid
•   4:10 – how Craig avoids sounding like a salesperson
•   5:34 – how Craig educates clients without overwhelming them
•   7:27 – asking questions and explaining why you’re asking them
•   9:31 – telling clients about all their options and the best option
•   10:29 – how to stop problems before they pop up
•   11:29 – the impact of spending more time with clients on a first call
•   15:26 – how relationships have helped Craig’s production
•   17:51 – how Craig’s experience as a firefighter and paramedic helps him now


Show Contributors:

Craig Snell
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 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:

•   Jalen Scott – Mortgage Broker, Belong Lending
•   Grace Mulcahy – Realtor®, @Properties


Teaming Up With a Real Estate Agent to Become Top of Funnel With Clients

Instead of asking a real estate agent for referrals, imagine going to initial client meetings with them. How can mortgage loan originators partner with agents to build stronger relationships with borrowers and do more loans? Listen to Episode #94 of Good. Better. Broker. as we sit down with a mortgage broker and a Realtor® to find out how they complement each other and why they present themselves as a package deal.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to win over real estate agents and get more face time with borrowers.


In this episode, we discuss ...

•   1:51 – the partnership between Jalen and Grace
•   2:40 – what most lenders do when they approach Grace for business
•   4:43 – how Jalen determines which real estate agents he wants to work with
•   5:33 – what Grace looks for in her lending partners
•   6:33 – educating clients
•   7:34 – why Jalen and Grace started going to initial client meetings together
•   9:10 – the importance of synergy between a broker and an agent with client interactions
•   11:29 – how being a package deal helps Jalen and Grace work with more clients
•   13:47 – bringing ideas to agents to help them get more business
•   15:55 – why real estate agents prioritize availability from their lenders
•   17:35 – how Jalen came through for Grace on a weekend
•   19:00 – how Grace has helped Jalen become a better LO
•   21:15 – why an agent-broker partnership helps with beating other offers


Show Contributors:

Jalen Scott
Connect with Jalen on LinkedIn
Connect with Jalen on Facebook
Connect with Jalen on Instagram

Grace Mulcahy
Connect with Grace on Facebook
Connect with Grace on Instagram
Connect with Grace on TikTok


About the Host:

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.