Lending Forward

By Atlantic Bay Mortgage GroupBusiness Entrepreneurship News

Lending Forward episodes

October 27, 2022Set Your Mind with Steve Powell
In tough economic times like these, it’s tempting to latch on to the latest new idea, tool, or method in an attempt to increase your business or bring your volume back to your previous levels. But Steve Powell, a Growth & Leadership Coach here at Atlantic Bay Mortgage Group, says that’s often a bad idea.
As Steve tells us, it’s better to rely on a proven technique that you have vetted, and power through it– don’t be distracted by the latest shiny object. Loan officers and agents often jump right from idea to action without letting the thought sit and develop a bit more so it can become an effective behavior. Humans often do not think enough before acting, as millions of YouTube accident videos will show. Steve recommends taking time before your week begins, maybe a Sunday evening, to sit down for no more than an hour and plan out your week. Think about how the interactions with your clients or customers might go, and just think… get your mind “set” about the best ways to approach each scenario.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
What Steve is hearing in the industry as our market continues to shift
The best advice at this time for mortgage bankers who are serious about building their business
Taking time to answer questions in any public speaking engagement - “Let me think about that”
Time-blocking - schedule time to think and plan
Meditation, spiritual pursuits, exercise
Writing a recap to yourself after learning something new
The “noise” of too many tools, books, methodologies, etc
How thinking drives performance
Creating expectations, building drive, when behaviors becomes perfomance
Give your thoughts and plans enough room, and time, to become effective behaviors
Resources/Links:
Steve Powell LinkedIn
Maxwell Leadership Website
Dr. John Maxwell - Books
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
20 min
October 20, 2022Understanding Rates with Dan Habib
My returning guest today is Dan Habib, EVP of MBS Highway. Dan gives us an insider look at interest rates, inflation trends, market charts and other data that shows us how far we’ve come in 2022 and what the beginning of 2023 may look like. Dan’s advice, if you’re currently renting and waiting to buy, is – don’t wait. It’s a buyer’s market right now, and if you opt for lower up-front costs, you can always refi when rates begin to come down again.
MBS Highway provides daily market insight videos, real estate data, live market quotes, alerts to lock/float ahead of lender re-prices, loan comparison tools, cost of waiting analysis, debt consolidation tools, and much more. MBS Highway turns mortgage professionals into advisors that understand what is driving interest rates, are able to articulate the financial opportunity in housing, and are actual ‘debt managers.’ Surprisingly, most mortgage professionals are not able to do these things.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Reviewing previous appearances
Looking to the Fed meetings in November and December - what hikes will we see
The UK had their own troubles with the country’s pension plan, doing buying now
Inflation predictions - start to see easing at the end of Q4 this year, beginning of Q1 2023
Rates went up so fast, will they come down fast? Probably not.
30% of MBS transactions are still refi’s
Mortgage bond pricing vs. interest rates
“Floor of support” vs. “ceiling of resistance” in the candlestick charts
Crystal ball - renters are waiting, when will things “shake out”? It’s not a good idea to wait, in general. Rents are going up steeply each year. It’s more of a buyer’s market now.
Resources/Links:
MBS Highway Website
Dan Habib LinkedIn
Dan Habib #3 Mid-Year Projections Episode
Dan Habib #2 Be The Advisor Episode
Dan Habib #1 Signals of Recession Episode
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
17 min
October 13, 2022Vessel of Value with Deborah Byrd
We’ve all heard the excuses around why certain professionals are not using social media as much as they should. Deborah Byrd, CEO of Plug And Play SM (Social Media) is here today to tell us a little bit about why Plug And Play SM is the #1 media agency for modern mortgage advisors, offering a “Plug and Play” solution based on each industry professional’s unique needs.
Deborah tells us a bit about her and her twin sister, their careers in the mortgage industry, some insider tips and tricks for content and the algorithms being employed by Facebook, TikTok, Instagram etc. and why you truly should be utilizing these platforms to gain more market share and build your business.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Deborah’s background and family influence on her career
Plug And Play SM – what is it and how can it be used for your business
Removing the friction and excuses for avoiding social media
Finding the uniqueness in each of her clients
Short form video - Reels vs. Stories, Youtube, Instagram, TikTok, Facebook
Building trust with varied content on socials
Lending Forward – You need to get on socials and like, comment, share within your industry contacts – be a fan, build your connections
Resources/Links:
Deborah Byrd LinkedIn
Plug And Play SM Instagram
Plug And Play SM Website
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
34 min
October 12, 2022Dave Savage & Tim Davis on the Music City Sales Summit
The first-ever Music City Sales Summit is happening November 7-8th, 2022 in Nashville, Tennessee. It’s a one-of-a-kind opportunity that merges the sharpest industry experts, cutting-edge mortgage market analysis, and unforgettable, fast-moving sessions that will send your sales off the charts!
In this episode, I’m welcoming back Dave Savage, Founder and Chief Innovation Officer of Mortgage Coach, and Tim Davis, VP of Strategic Growth at Atlantic Bay Mortgage Group to tell us a little bit more about what to expect at this exciting event in a cool and “vibey” city.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Something exciting is happening in Nashville Nov. 7-8, two blocks from the action in town
Three great reasons to be excited:
Coming out of Covid, in person is the best, form lifelong relationships and friendships
Nashville is cool and vibey - CMA’s are happening the week of this event
The People/Speakers - Freddie Mac, sales training, Rebecca Laurence from Ninja Mortgage
Taylor is going, loves Nashville, and very excited as well
Hotel rooms at the Margaritaville Hotel are at an unheard-of price of $250 a night (average in Nashville is $500)
The hotel is two blocks from Tootsie’s and the hockey arena
Book your flight and hotel today and join us for an amazing networking event
Resources/Links:
Music City Sales Summit Nov 7-8
Dave Savage LinkedIn
Mortgage Coach Blog
Mortgage Coach Youtube
Tim Davis LinkedIn
Originators Guide
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
9 min
October 06, 2022Putting the MESS in Your Message with Dr. Bruce
Dr. Bruce Lund believes that everybody needs a coach - because the most successful people are the best-trained people. Bruce is the Founder and Director of 90-Day Sales Manager - a 12-week master course on how to explain and sell your unique value, perfect your prospecting and follow-up, onboard and retain clients, create a world-class brand, and own your confidence.
This episode is the first in a series with Dr. Bruce. We talk about the coaching available through 90-Day Sales Manager, identifying, developing, and perfecting your “Opportunity Statement,” who can benefit the most from this program, and some of the best practices Bruce teaches in his sales coaching. This program is for salespeople to learn how to set themselves apart in any “commoditized” industry - where competition has simply come down to price.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Bruce’s background and journey to 90-Day Sales Manager
High-performance coaching to bring out your unique, authentic self
Your Opportunity Statement - how to develop it, how to use it, how to build your confidence
Why 90 days?
Who can benefit from the 90-Day Sales Manager program, and what does the training look like?
How the 90-Day Sales Manager helps identify and perfect your positioning to colleagues and clients
Using your opportunity statement - every initial conversation, email signature, 90-second videos
Your statement helps you find the right people to work with, that share your belief system, in minutes, instead of months
Resources/Links:
Dr. Bruce Lund LinkedIn
90-Day Sales Manager
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
19 min
September 29, 2022Measuring Your Conversions with Dave Savage
By providing high-tech solutions and sharing high-trust strategies, David Savage empowers lenders to turn mortgage advice into a competitive advantage. Dave joins me to talk about the the many resources he's created and encourages everyone interested in continued education and training in our industry to tune in to their valuable content on his Youtube channel and website blog.

Dave joins me to talk about the many resources offered through Mortgage Coach and encourages everyone interested in continued education and training in our industry to tune in to their valuable content on the Mortgage Coach Youtube channel and website blog.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Dave Savage background and journey up to the Mortgage Coach
Providing that ‘wow’ factor to consumers
The valuable assets offered by Mortgage Coach– Halftime Report, Youtube channel, new loan officer playbook
Some knowledge from the number one loan officer in the U.S. –Shant Banosian
Scripts and misconceptions about using them
Your words matter! Scriptapalooza and your elevator pitch
Be yourself, but also be the best
Training– the best loan officers are the best-trained officers
Measuring success– profitability per loan officer should be your marker
Lending Forward – leadership, Youtube content, and more microcontent delivered to those who need it
Resources/Links:
Dave Savage LinkedIn
Mortgage Coach Blog
Mortgage Coach Youtube
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
15 min
September 22, 2022Tapping Into Your Database with Dew Tinnin
Dew Tinnin has actually heard some mortgage bankers tell her, “I’ve never called my database”! Instead of feeling shame and guilt about this, plan out a schedule to start contacting them now, and start making yourself a valuable partner, or you may find that you won’t survive this latest shift in the market.
Dew is a returning guest to the show, and she is CEO and Head Coach at Skillway. In this episode, I talk to Dew about some great strategies, tips, and content you can use right now to reach out and provide value to clients and agents you’ve got in your database. Dew shares what to say in her “service call” techniques (one tailored to past clients, and one for agents,) how to follow up after the call, and simple ways to get your contact info into the right hands for easy referrals.
Dew has been a full-time sales coach and consultant since 2011, delivering game-changing results for hundreds of clients. She has spent over 5,000 hours in one-on-one coaching sessions and now primarily works with CEOs, multi-million dollar producers, and the Skillway team of coaches. Dew also shares her expertise and positivity as a guest speaker at seminars and keynotes nationwide. In 2017, Dew founded Skillway with her husband, Shane Tinnin, to develop tailor-made coaching and consulting solutions for sales professionals and organizations seeking to build relationship-based businesses.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Dew’s signature message: What got you here, won’t get you there
Your two best sources to tap into now: your past agents, and your book of business
The Service Call Technique taught at Skillway
Three questions to ask in your service calls
How to ask for referrals without “asking for referrals”
How often should you be touching your database? Once a year is plenty
When to make your agent service calls
Many ways to provide value to agents - sharing courses, books, articles, event invites
A lot of mortgage bankers won’t survive this industry and market shift – make sure you’re not one of them!
Resources/Links:
Skillway Website
Dew Tinnin LinkedIn
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
19 min
September 15, 2022Renting vs. Buying with Lori Gibson
An average two-bedroom rental in Virginia Beach is currently between $1300 and $3000 a month. Lori Gibson thinks that’s insane. Why give all that money to someone else, when an affordable home purchase has a monthly payment of around $1600?
In this episode, I’m speaking with Lori, a Senior Mortgage Banker at Atlantic Bay. With over 35 years in the industry and 15 as a mortgage banker, Lori has helped thousands of clients purchase and refinance their homes. Lori and I talk about the “recession” fears propagated and inflamed by the media. It’s no wonder people are scared and not buying, but have you considered buying now, and refinancing later?
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Lori Gibson’s family has been in the industry for years
A history lesson: rates were near 13% in the 80s and no one cared
The ebbs and flows of the market continue, but this is definitely a slow time
The industry has been spoiled by the last few years of interest rates
Advice to potential buyers - don’t be frightened by the media
Buy a cheap house and renovate
Buy a cheap house and sell/repurchase your dream later
Staying positive in a hostile/negative media environment
Resources/Links:
Lori Gibson at Atlantic Bay
Lori Gibson LinkedIn
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
15 min
September 08, 2022Being Bold in The Real Estate Industry with Tina Caul
“You CAN have it all, but probably not all at once,” is the message from today’s guests, Kendra McCormick and Tina Caul. From dealing with ‘mom guilt’ to being a better partner to your real estate agent, to making a ten-year plan, Tina and Kendra give us some insight on how they made it to where they are and reveal some great advice for those just getting started.
Tina Caul has been in the real estate business for 20 years, personally sold over 2000 homes, and ranks in the top 1% of realtors in the U.S. Her specialty is coaching other realtors to increase income FAST, remove limiting beliefs, have ownership in your brokerage, and partner with top agents locally and nationally to create multiple streams of income.
Kendra McCormick, a mortgage banker with Atlantic Bay, has been giving homebuyers sound mortgage advice since 2006 and helping them find the best loan for their family. Sitting down with Kendra to discuss your dreams of homeownership is like sitting down with a trusted friend. She makes the homebuying experience everything you want it to be — fast, easy, and fun.
The podcast “Lending Forward,” hosted by Taylor Ellard, is brought to you by Atlantic Bay Mortgage Group®. Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Today’s real estate environment is challenging – advice for navigating it
Communication is everything
Advice for those just breaking in to the industry
What real estate agents want to hear from mortgage bankers
Be unique, educate yourself, share your knowledge and create value
The work/life balance – you may never achieve it as a mom
Making a ten-year plan
Evolve, change, learn
Do the hard stuff first!
Resources/Links:
Kendra McCormick LinkedIn
Caul Group/eXp Realty
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
18 min
September 01, 2022Win Your Week with Rick Melville
Atlantic Bay’s Producing Sales Manager Rick Melville joins me today on the podcast to talk about his proven methods of ‘planting seeds’, sending weekly update videos, setting boundaries, educating clients and referral partners, and “winning your week.”
Rick has almost 30 years of experience and focuses on being proactive, thorough, and transparent every step of the way. You may be hesitant to put yourself on video for your clients and partners, but don’t overthink it! Nobody cares if you’re not perfect, in fact, Rick’s experience has shown that people respond much more positively to seeing you as your true authentic self, in a short amateur video update, than in a big production value “staged” video. Join us for some extremely valuable insights and tips that could make YOU stand out in your region if you start doing videos right away.
The podcast “Lending Forward,” hosted by Taylor Ellard, is brought to you by Atlantic Bay Mortgage Group®. Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Rick’s background and passion, how he got into the industry
Setting boundaries with clients, educating borrowers
Rick’s video process and weekly schedule
“Better done than perfect” – don’t agonize over your videos– record with your phone and send!
What to send in videos– educate, use MBS Highway, pictures and graphs, data that makes you smarter than clients
Send your videos in text messages to recipients, keep it short
Block your time, send your videos before you move on with your day
Soon you will win your week, month, quarter and more
Resources/Links:
Rick Melville LinkedIn
Rick Melville Atlantic Bay
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
18 min

About Lending Forward

From the publisher's feed

Lending Forward is the home for real discussions about the industry we love. Hear first-hand accounts every other week from the people at the heart of the business – Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more – as they cultivate transparency around the future of lending.