The 360 Experience

Shant Banosian is Guaranteed Rate's #1 Loan Officer 9 years running, and the #1 Loan Officer nationwide 6 years running, with over 35,000 closed units and $10 billion in funded loans throughout his 20 year career. He has consistently been recognized for his high level of production, superior customer service and expert industry knowledge. He has been featured on Mortgage Professional America's Mortgage Global 100 list for 2020, 2021, and 2022 and is licensed in all 50 states.

1. What you should be doing right now if you're only closing 1-2 loans per month.
2. The importance of overcoming call reluctance and refining your phone presentation skills.
3. Why being easy to get ahold of can be a game changer for your business.
4. How to develop likability and trust early on with your new clients and referral partners.
5. The importance of being a mentor, advisor, and coach for clients and partners in this market.

Shant's goal is to simplify the mortgage process for his customers and make the home loan process easy to navigate. He and his team thoroughly educate their borrowers throughout the mortgage transaction, so they fully understand their options and feel comfortable with their chosen loan program. He also puts his clients ahead of the competition through his ability to close loans in record time.

Shant graduated from Bentley University with a Bachelor of Science degree. He grew up in Watertown, MA, and currently resides in Belmont with his wife and three daughters. Community involvement is a very important part of Shant's personal and professional life, and he is extremely proud of his Massachusetts upbringing. He is also heavily involved with Boston Children’s Hospital, The Greater Boston Food Bank and the Guaranteed Rate Foundation.

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With over 25 years of experience, Robert Coomer has become a prominent and influential figure in the mortgage industry. His passion for delivering a stress-free and high-quality mortgage experience has been the driving force behind his successful career.

1. How to maintain strong relationships with people contributing to your business.
2. The importance of building a memorable experience for your clients to keep them coming back.
3. How to use being a referral partner's second choice as a way to show your value.
4. The importance of having the right mindset to navigate difficult times in your business.
5. The importance of knowing how to structure difficult loans.

Robert Coomer is an incredible loan originator based in Las Vegas, Nevada. Robert's previous success in the mortgage industry was marked by a team of humble, empathetic, and approachable loan officers, processors, and support staff. Now serving as the Executive Vice President (EVP) at Citywide Home Mortgage, this legacy of expertise and dedication to client service continues, where the goal remains to listen twice as much as they speak and prioritize service above all.Under Robert's leadership, the company has perfected its approach to delivering exceptional service and innovative solutions to clients. From humble beginnings to its current status as a leading mortgage lender, Citywide's journey is a testament to its commitment to excellence.

For more information on how to join the largest community of like-minded originators, visit theloanatlas.com

With over 28 years in the Mortgage Business, Sam Rosenblatt brings a wealth of practical experience and knowledge to this conversation with Tim. Sam is a master of implementing systems and processes to expedite his workflow. He has been recognized by Scotsman Guide as one of the Top 200 Originators in America having closed over 6,000 units at over $2 Billion in production.

1. Why high level goal setting and emulating successful originators is your key to achieving greatness.
2. How to leverage simple hires to increase your availability and productivity.
3. How servicing a specific market segment can make you a community go to.
4. The importance of having a well maintained and monitored CRM.
5. What you should be doing right now to increase your loan volume in today's market.

Sam is a Sales Manager for USA Mortgage out of Saint Michaels, Maryland. Sam believes that buying a home is a major life event, likely the largest purchase a person will make. His chief focus is getting people into a mortgage that not only meets their needs today but also brings them long-term financial security. Sam prides himself on his ability to tackle unique lending situations and saving loans close to being denied by another lender. When he's not doing loans, Sam is extremely involved in his community, serving on the board of both LifeBridge Health and the Jemicy School in Maryland.

For more information on how to join the largest community of like-minded originators, visit theloanatlas.com

Thomas Blattau brings a wealth of knowledge to the real estate and mortgage industry. With over 15 years of experience in mortgages, 10 years in real estate, and 15 years in inventing in real estate ventures. Insights of every side of the transaction has helped shape him into an expert in the industry. His latest venture is a Regional Vice President with Leader 1 financial.

1. What you need to do to deepen your connection with Realtors right now.
2. The three entities you should be angling your sales to in this market.
3. The common denominators of successful originators in today's market.
4. A method to access a realtor's ability to refer you business.
5. How to use DISC Personality traits to refine your sales presentation.

Since moving to Tampa in 2005, Thomas has made lots of friends playing sports. From softball, to volleyball, to basketball, to golf, there is always something active and competitive that grabs his attention. In 2010, he met his wife playing softball. In 2014 they were blessed with a son, named Maddox. Now he enjoys spending quality time with his family at Maddox’s sporting events. Over the past 5 years, Thomas has really jumped back into competitive golf and is currently running a yearly tournament for the mortgage industry called the MIV cup. It is a special time each year to do something he loves and yet engage with some of top professionals in the industry.

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Tim sits down with Steve Dorfman. Steve was the Chief Experience Officer for Apex Home Loans and is now the head of community for The Loan Atlas. With a long history of working in customer service, Steve brings an incredible attention to detail to all aspects of the customer journey. While with Apex, Steve led the charge in elevating their Net Promoter Score (NPS) to a sustained high of 96. In addition, he was instrumental in implementing internal changes which earned Apex the designation of “Best Place to Work” in Washingtonian Magazine, The Washington Business Journal, and The Washington Post.

1. How to turn a negative customer experience into a net positive
2. Four elements to turn a new prospect into an advocate for your business
3. The difference between meeting and anticipating consumer needs
4. The importance of communication to get repeat business and referrals
5. The importance of positive feedback in fostering employee success

Transitioning from the hospitality industry in 1995, Steve Dorfman spent the next 11 years selling Acuras. Acutely aware of the long-standing stigma associated with car salesmen, Steve entered the business at age 23 determined to elevate the profession by intentionally crafting thoughtful and remarkable experiences for his prospects and clients. His unwavering commitment to a customer-centered process paid off:

Steve earned "Salesman of the Year" seven years in a row, maintained a six-figure income from a 35-hour workweek, and achieved a Customer Satisfaction Index rating in the top 1% nationally. He worked by appointment only, with repeat clients and referrals accounting for 70% of his business. More than two decades later, Steve’s best practices are still taught by corporate trainers. Steve and his wife, Maggie, live in Maryland (just outside of Washington, DC) with their two children. During the summer, they enjoy gathering with family and friends on their ski boat at Lake Anna in Virginia.

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Tim sits down with friend and colleague Josh Mettle, to discuss how originators can best position themselves to partner with Realtors in light of the pending NAR buyer agent commission ruling. Josh is a hugely successful mortgage originator with 1.2 billion dollars in loans funded in his career.

1. What you need to do to be ahead of the curve in the NAR Ruling.
2. Hacks on creating accountability for implementation.
3. The winning marketing formula to drive new business opportunities.
4. How to win the battle between your ears.
5. The importance of gratitude in your business.

Josh Mettle is a distinguished member of The Loan Atlas Faculty and a division president at NEO Home Loans. With over 20 years of mortgage experience, Josh has dedicated his career to the mortgage industry. He is also a successful real estate investor, author, podcast host, and coach helping the industry understand how Physician Home Loans work.

For more information on how to join the largest community of like-minded originators, visit theloanatlas.com

Holly Walther has been in the mortgage business for 25 years. In 2021 she funded over 500 units and 170 million in personal production. What's more impressive is that in 2023 she funded over 70 million in production. She has grown her business by developing substantial relationships with Real Estate agents and by managing her energy through cultivating balance in her personal and professional life. In this episode, she and our host Tim Braheem uncover what you need to be doing right now in light of the NAR ruling to achieve success and growth as an originator.

1. How to develop a value proposition with Realtors in today's competitive market
2. The importance of developing your self worth with growing your business
3. Why the fuel that you put in your body influences your business success
4. How to balance your personal life and goals with your business
5. The power of authenticity and vulnerability

Holly is a passionate mother of three boys and wife to her husband, a fire captain just outside of Atlanta.

Holly’s 20 years of lending experience and 100 percent closing record of her pre-approved loans has earned her the recognition of being among the top five percent of mortgage bankers by the Mortgage Bankers of Georgia Association. She prides herself on exclusive concierge service, and systematic communication will keep clients informed and involved every step of the way ensuring a streamlined approval process. Holly’s team at Success Mortgage Partners focuses on honesty, integrity and a solutions-based approach to any challenge that might arise during the lending process.

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Dr. Steven Tenenbaum is a western medical general practitioner who runs a concierge medical practice. He is a graduate of Penn State University. He brings over 20 years experience in health and wellness as well as an integrative approach to medicine that includes homeopathy and nutrition. He is also our host Tim Braheem's doctor and has been for nearly two decades.

1. Specific proactive screenings that you should be doing to prevent health challenges.
2. The difference between a typical medical practice and a concierge practice as well as the benefits.
3. What to look for in your blood markers and supplements that can be beneficial to take.
4. The benefits of Testosterone replacement therapy.
5. How to catch cardiovascular disease before it's too late.

Dr. Steven Tenenbaum, MD is a Family Medicine Specialist in Newbury Park, CA and has over 24 years of experience in the medical field. He graduated from Penn State University College of Medicine in 1999. He is affiliated with medical facilities Los Robles Regional Medical Center and St. John's Regional Medical Center. His office is not accepting new patients.

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Danny Horanyi brings over 20 years of mortgage experience and wisdom to this conversation with Tim. His innovative approach to his role as an originator and as a high level executive within the mortgage industry provide the listener with much to ponder and valuable insights in todays changing mortgage landscape.

1. Why every person on your team needs to be a lead generator and how to do it
2. The importance of the Perfect Loan Process
3. What you need to do to have the confidence to ask for referrals
4. Why the mortgage professional of the future needs to offer a broad spectrum of value
5. The three key moments of celebration on every loan

Danny is a husband and father of two kids in San Diego, California. In his life and in business, Danny always emphasizes community and the spirit of friendship and care. At NEO Home Loans, Danny brings that spirit into the mortgage industry. Specifically noting that the loan closing is never the end of the relationship with a client; it’s the beginning. Danny loves guiding people on their journey towards financial freedom with a lifetime of advice. Outside of work, Danny is a board game enthusiast and a friend to many. His favorite place is sitting with friends by a fire pit with a bottle of wine and some great conversation.

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Allen Tayman is an originator based in Columbia, Maryland. He has been helping customers fulfill their dream of homeownership since 1992. In 2021, he transitioned to being an in-house lender with Prosperity Home Mortgage. As a result, he has access to an impressive database of nearly 300 realtors and has incredible insights on what agents need following the NAR ruling.

1. How to help Realtors through this difficult time with the new NAR Ruling
2. How to help Realtors develop their value proposition
3. How to host Realtor Masterminding Groups
4. How to best nurture existing Realtor relationships

Allen has been in the industry for quite some time and has an active participant while it has undergone remarkable changes.

He recognizes that most people only go through the home buying process a few times in their lives, and prides himself on keeping customers informed throughout the transaction.

As a graduate of the University of Maryland and a Howard County resident, Allen is passionate about working with local and state bond programs to help first-time homebuyers achieve their dreams while keeping their financial goals within reach.

Link to purchase Outlive

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