Good. Better. Broker.

The following guest sits down with host Justin White:

•   Keith Richardson – President, Coast 2 Coast Mortgage Lending


Loan Originators are Looking for Tech, Leads, and Retention Tools – but That’s Not All

As mortgage brokerages look to hire and retain talented loan originators, broker-owners are asking themselves an important question: what do LOs want from the company where they hang their license? Listen to episode #93 of Good. Better. Broker. as we sit down with the president of a mortgage company that closed over $1B in loan volume in 2024. He’ll explain how their support-focused approach has fueled production and retention.

In this episode of the Good. Better. Broker. podcast, you’ll find out why prioritizing LO support helps mortgage brokers keep talented loan originators.


In this episode, we discuss ...

•   1:41 – how Keith keeps talented loan originators
•   2:15 – how Keith’s experience outside mortgage helped shape his leadership style
•   2:47 – what Keith does to help his LOs solve the revenue riddle
•   3:23 – what Keith does to make sure his LOs feel taken care of
•   4:01 – the biggest needs of LOs in today’s mortgage landscape
•   4:46 – how Keith provides happiness through operations
•   5:50 – why a faster and easier process matters for LOs
•   6:29 – why Keith gets back to all of his LOs within an hour
•   7:21 – how Keith has come to have an empathetic approach
•   8:28 – supporting LOs while also holding people accountable
•   9:51 – why Keith tells recruits their best reference is current LOs at the company
•   10:35 – feedback from Keith’s LOs on why they stay with the company
•   11:47 – Keith’s advice for other brokers on keeping top talent


Show Contributors:

Keith Richardson
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:

•   Haley McGovern – Loan Officer, CMS Mortgage Solutions


Every Borrower and Agent You Interact With Could Be the One That Changes Your Career

There’s no way to know when a major opportunity will present itself – but you can be ready for it. Haley McGovern was, and now she has referrals coming in and people marketing on her behalf.  How can loan originators come through for clients and referral partners when they’re most in need? Listen to Episode 92 of Good. Better. Broker. to find out how Haley’s consistent approach to service helped her secure relationships that produce multiple referrals.

In this episode of the Good. Better. Broker. podcast, you’ll find out why every mortgage loan originator is one connection away from a career breakthrough.


In this episode, we discuss ...

•   1:36 – what Haley did to set herself up for a career breakthrough
•   2:26 – how Haley earned one of her biggest referral sources
•   3:53 – how Haley helps real estate agents
•   4:40 – how Haley earns referrals from agents
•   5:15 – real estate agents marketing for Haley
•   6:10 – what Haley does to impress listing agents
•   7:24 – how Haley’s office has contributed to her success
•   8:57 – the importance of real relationships with agents
•   10:09 – being patient when it comes to business referrals
•   12:08 – why Haley feels comfortable being more aggressive to get business
•   14:15 – how to be ready when a breakthrough opportunity arises


Show Contributors:

Haley McGovern
Connect on Facebook
Connect onInstagram


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:

•   Michael Cain and Tracy Campagna – Mortgage Brokers, C2 Financial


Build Relationships and Business by Engaging With Real Estate Agents on Social Media

When Michael Cain and Tracy Campagna moved to San Diego from Chicago, they didn’t know anyone. Now, if you look at their social media, it looks like they know everyone. How did Michael and Tracy use Instagram to connect with real estate agents who consistently give them referrals? Listen to Episode #91 of Good. Better. Broker. as we find out the secrets to their successful social strategies.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to build relationships with real estate agents through Instagram.


In this episode, we discuss ...

•   1:51 – the impact social media has had on Michael and Tracy’s business
•   2:41 – why Michael and Tracy chose to use social media as a business strategy
•   4:28 – how Michael and Tracy came up with their Instagram handle
•   6:23 – how Michael and Tracy attract real estate agents through social media
•   7:35 – prospecting for real estate agents you may connect with
•   9:57 – how Michael and Tracy complement each other
•   11:53 – why Instagram is Michael and Tracy’s preferred social platform
•   12:31 – determining content for posts vs. stories
•   14:39 – getting engagement from followers
•   16:16 – why Michael and Tracy decided to hire a social media manager
•   17:02 – getting leads from Instagram
•   18:29 – connecting with people online vs. in-person
•   20:06 – finding common ground with real estate agents
•   21:11 – making social media a priority


Show Contributors:

Michael Cain and Tracy Campagna

Connect with Michael on LinkedIn
Connect with Tracy 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:

•   Carrie Gusmus – President and CEO, Aslan Home Lending


There’s a Difference Between Being a Top Producer and a Productive Originator

Carrie Gusmus admits she probably spends more time individually developing her LOs than most mortgage brokers. Its part of her mission to bring out the greatness in everyone. How can brokers develop loan originators who are productive and happy? Listen to Episode 90 of Good. Better. Broker. to find out how Carrie sets her people up to have a fulfilling career and life.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to train and develop originators no matter their level of experience.


In this episode, we discuss ...

•   1:31 – Carrie’s methods for developing productive originators
•   2:28 – hiring people with no previous mortgage experience
•   4:22 – Carrie’s training and coaching model
•   7:07 – authenticity as a salesperson
•   7:55 – loan originators overcomplicating things
•   9:28 – why Carrie tweaks her training program
•   11:05 – recruiting originators who fit the company
•   13:18 – why you don’t have to be a top producer to be productive
•   15:37 – bringing greatness out of originators
•   17:37 – coaching people up or coaching them out
•   19:51 – Carrie’s advice on developing productive LOs


Resources mentioned in this episode:

Success Track


Show Contributors:

Carrie Gusmus
Connect on LinkedIn
Connect on Facebook
Connect onInstagram


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:

•   Eric Katz – President, Independence Home Loans

You can’t always win a deal in the first minute and a half of a sales call, but you can certainly lose it. How can mortgage loan originators set themselves up for success on the phone? Listen to episode 89 of Good. Better. Broker. as we sit down with a mortgage broker who reveals a sales philosophy that helped his company bring in almost $1 billion in loans last year.

In this episode of the Good. Better. Broker. podcast, you’ll learn strategies for nailing the first 90 seconds of a sales call.


In this episode, we discuss...

•   1:32 – keys to Eric’s success as a mortgage loan originator
•   2:45 – how Eric trains his sales team
•   3:47 – 3 keys to the beginning of a sales call
•   5:19 – why the first 90 seconds of a sales call are crucial
•   6:45 – starting calls the same way
•   8:46 – building trust and understanding clients’ needs
•   10:14 – having the right mindset before getting on a call
•   11:43 – the importance of having no distractions while on a call
•   12:36 – learning and using sales scripts
•   14:53 – how to disarm and differentiate
•   16:28 – tracking data and call coaching
•   19:21 – Eric’s message to LOs on the first 90 seconds of a call


Show Contributors:

Eric Katz
Connect on LinkedIn
Connect on Facebook
Connect onInstagram


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:

•   David Kakish – Branch Manager, C2 Financial

David Kakish is part mortgage broker, part mad scientist. He tests out everything and then builds systems and processes around what works best. How did this strategy help David double his business? Listen to Episode 88 of Good. Better. Broker. to find out how he earns business without having to ask for it.

In this episode of the Good. Better. Broker. podcast, you’ll learn how a newer mortgage broker 2X’d his business by creating processes to impress real estate agents and borrowers.


In this episode, we discuss...

•   1:24 – David doubling his business in 2024
•   2:08 – David’s previous career as a pastor
•   3:15 – systems and processes that have helped David succeed
•   7:14 – testing out processes to see what’s most effective
•   8:49 – why David refers to loans as happy accidents
•   12:23 – how David utilizes data and tracking leads
•   14:52 – David’s perspective on real estate agent relationships
•   17:07 – testing out cold calls
•   21:24 – how David attracts new real estate agents
•   23:51 – David’s advice for creating processes with people in mind


Resources mentioned in this episode:

RETR


Show Contributors:

David Kakish
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:

•   Andi Numan, Swift Home Loans
•   Ian Twaddle, UMortgage
•   Ryan Proffitt, Future Home Loans
•   Jalen Scott, Belong Lending
•   Lauren Fisco, United American Mortgage Corp.


Highlights From Our 5 Most Downloaded Episodes of 2024

How to excel at refinances in any market. Chase relationships, not loans. Pounding the pavement as a sales activity. What it takes to grow as a first-year originator. How to make your past clients remember you. These were the topics we covered in our most popular episodes of the year. You’ll hear something from each of those conversations on Good. Better. Broker’sBest of 2024.

In this episode of the Good. Better. Broker. podcast, you’ll hear interviews from our most downloaded episodes of 2024.


In this episode, we discuss ...

•   0:54 – Refinances with Andi Numan
•   5:29 – Real estate relationships with Ian Twaddle
•   9:35 – Successful sales activities with Ryan Proffitt
•   13:51 – Growing and scaling as a newer LO with Jalen Scott
•   18:13 – Creating a memorable client experience with Lauren Fisco


Show Contributors:

Andi Numan
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Ian Twaddle
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Ryan Proffitt
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Jalen Scott
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Lauren Fisco
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 Saleh and Henri Houmani, Zoom Home Lending


Knowledge and an Ability to Present Options Are Key When Discussing Points With Borrowers

In an elevated rate environment, one of the most important skills a mortgage loan originator can have is being able to discuss discount points with borrowers. How can mortgage brokers educate their clients on whether they should buy points? Listen to Episode #86 of Good. Better. Broker. as we talk with two former top-producing retail LOs who are bringing their wisdom on discount points to the wholesale channel.

In this episode of the Good. Better. Broker. podcast, you’ll learn various strategies on how to sell discount points.


In this episode, we discuss

   • 1:44 – the importance of being able to sell discount points
   • 3:21 – educating clients on discount points
   • 4:28 – how Henri and Michael learned selling discount points in retail
   • 6:16 – sales skills that help most when having conversations about points
   • 7:31 – the approach an LO should take when discussing discount points
   • 10:49 – the importance of being educated on the topic of discount points
   • 11:41 – the impact of home equity on discount points
   • 13:34 – providing options to borrowers
   • 14:49 – how to talk borrowers through paying for points
   • 16:31 – showing the borrower a visual of their options
   • 19:44 – how to approach borrowers differently based on how they learn
   • 22:41 – how to figure out how much savings makes sense to buy discount points
   • 24:13 – Henri and Michael’s advice for other LOs on discount points


Show Contributors:

Michael Saleh
Connect on LinkedIn
Connect on Instagram

Henri Houmani
Connect on LinkedIn
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

•   Lauren DuVall – Brokerowner, Guardian Core Mortgage


How Being Unapologetically Yourself Wins Borrowers Over and Sets You Up for Referrals

Mixing business with your personal life isn’t for everybody, but it can be a differentiator in earning a client’s trust. What can mortgage brokers do to personalize every interaction with a borrower? Listen to Episode #85 of Good. Better. Broker. as we talk with a mortgage broker who builds relationships by getting to know her clients and, just as importantly, letting her clients get to know her.

In this episode of the Good. Better. Broker. podcast, you’ll learn why being authentic and transparent with borrowers leads to repeat business and referrals.


In this episode, we discuss

•   1:28 – how Lauren personalizes interactions with her borrowers
•   2:09 – how this approach helped Lauren to not have to pay for leads
•   3:37 – Lauren’s closing gift baskets
•   4:29 – the point in the loan process when Lauren gets to know clients personally
•   5:36 – how Lauren keeps track of her clients’ personal details
•   6:12 – handwritten notes
•   6:51 – personalized Christmas ornaments
•   8:29 – reaction from clients to a personalized gift
•   9:06 – why Lauren allows clients to get to know her on a personal level
•   10:37 – how transparency allows Lauren to set expectations with clients
•   12:32 – Lauren’s approach to social media content
•   15:00 – how social media opens doors with real estate agents
•   16:42 – how Lauren’s approach helps her grow organically
•   18:23 – advice for other mortgage brokers on social media content


Resources mentioned in this episode:

CapCut


Show Contributor:

Lauren DuVall
Connect on LinkedIn
Connect on Facebook


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:

•   Brett Moon – Vice President of Growth & Operations, FAM Realty


What Real Estate Agents Look for in Lending Partners and How Brokers Can Deliver for Them

If you’re trying to work with a top real estate company in your market, it’s essential to offer them something different. How can mortgage brokers provide a unique value proposition to agents? Listen to Episode #84 of Good. Better. Broker. as we sit down with one of eXp® Realty’s mega teams to understand how being in lockstep with their preferred lender fuels their business.

In this episode of the Good. Better. Broker. podcast, you’ll learn what top real estate companies want from their mortgage lenders.


In this episode, we discuss ...

•   1:42 – how FAM Realty has transitioned from buying leads to relying on technology
•   3:33 – social media outreach tactics
•   4:53 – the role inside sales agents play for Brett’s company
•   6:17 – how FAM Realty became a mega-team with eXp
•   7:24 – focusing on what’s best for clients vs. the bottom line
•   8:40 – what lenders can do to add value to real estate agents
•   10:34 – how Brett and his preferred lender stay in constant communication
•   11:17 – why Brett’s company works with wholesale lenders
•   12:50 – how lenders can offer something unique to their real estate partners
•   14:13 – how Brett’s relationship with his preferred lender began
•   15:55 – the importance of having similar values as your business partners
•   18:08 – how other mortgage loan originators can attract top real estate companies


Resources mentioned in this episode:

FAM Realty Group
Slack


Show Contributor:

Brett Moon
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.