Mortgage Women Magazine 2023 Issue 1

WELLS FARGO’S Kristy Fercho

WORKING HARD TO MAKE IT OK TO DISCUSS RACE AT WORK

SPECIAL SECTION

MAKING THE COMPLEX SIMPLE: DON’T GET OVERWHELMED BY COMPLIANCE ISSUES

> PAGE 37

INSIDE:

WHEN THE NEW JOB LOVEFEST ENDS > PAGE 14 IT’S TIME TO HIT THE ROAD AGAIN > PAGE 18 GET INTERESTED IN INTEREST RATES > PAGE 26 A

WELLS FARGO’S Kristy Fercho

WORKING HARD TO MAKE IT OK TO DISCUSS RACE AT WORK

SPECIAL SECTION

MAKING THE COMPLEX SIMPLE: DON’T GET OVERWHELMED BY COMPLIANCE ISSUES

> PAGE 37

INSIDE:

WHEN THE NEW JOB LOVEFEST ENDS > PAGE 14 IT’S TIME TO HIT THE ROAD AGAIN > PAGE 18 GET INTERESTED IN INTEREST RATES > PAGE 26 A

Discover Where Your Competitors Stand In The Mortgage Market

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• Measure Loan Activity Against Competition

• Highlight Success for Market Positioning

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Inquire about our NMLS Data Licensing and LO Contact Database options.

STAFF

Vincent M. Valvo

CEO, PUBLISHER, EDITOR-IN-CHIEF

Beverly Bolnick

ASSOCIATE PUBLISHER

Christine Stuart

EDITORIAL DIRECTOR

David Krechevsky EDITOR

Kelly Hendricks

MANAGING EDITOR

Keith Griffin

SENIOR EDITOR

Gary Rogo

SPECIAL SECTIONS EDITOR

Mike Savino

HEAD OF MULTIMEDIA

Katie Jensen, Steven Goode, Sarah Wolak

STAFF WRITERS

Tyna-Minet Anderson, Tina Asher, Vanessa Bodnar, Laura Brandao, Chrissy Brown, Victoria DeLuce, Mary Margaret Hogan, Ashley Gravano

CONTRIBUTING WRITERS

Alison Valvo

DIRECTOR OF STRATEGIC GROWTH

Steven Winokur

CHIEF MARKETING OFFICER

Nicole Coughlin, Nichole Cakirca

ADVERTISING ASSOCIATES

Julie Carmichael

PROJECT MANAGER

Meghan Hogan

DESIGN MANAGER

Stacy Murray, Christopher Wallace

GRAPHIC DESIGN MANAGERS

Navindra Persaud

DIRECTOR OF EVENTS

William Valvo

UX DESIGN DIRECTOR

Andrew Berman

HEAD OF CUSTOMER OUTREACH AND ENGAGEMENT

Tigi Kuttamperoor, Matthew Mullins, Angelo Scalise

MULTIMEDIA SPECIALISTS

Melissa Pianin

MARKETING & EVENTS ASSOCIATE

Kristie Woods-Lindig

ONLINE ENGAGEMENT SPECIALIST

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New Year, New You I

don’t know about you, but I was certainly ready to close the door on 2022 and look forward to 2023. As the New Year began, I had many questions on how the year was going to compare to last year and how long I would manage to hold on to those New Year’s resolutions. So instead of setting unrealistic goals, I decided to just be better. A better leader, manager, wife, mom, the list goes on and on.

Now that the decision was made, I had to figure out how to manage and achieve this resolution, and I believe it is one we can all aspire to. How can we be better if we are not willing to look at the mistakes of the past and learn from them? Taking inventory of areas of improvement can be a humbling and scary process; however, in order to evolve it is a must.

I challenge each of you to consider this resolution and find ways to be a better leader and manager for your teams. This business is hard. Finding ways to innovate and grow can be difficult when forecasting shows it’s going to be another challenging year.

The reality is we can always improve our processes, products, and teams if we just make the decision to try. The best way to make this year a success is to commit to reinvesting in yourself and your team. When the effort is put in to make things better there are no losers.

This year we are focusing on improving Mortgage Women Magazine as well. We will continue to highlight and feature Women who have made a difference in the Mortgage Industry as well as feature new and rising stars. We are committed to bringing you expert tips and education you can use. As we continue our journey into 2023, we will bring you stories of leadership, growth, and even failures.

This month we feature Women of Tech. These amazing Women have set the bar making strides to advance technology in the mortgage industry. We are proud to recognize and promote their achievements and bring you the stories of women working within mortgage technology. I am so glad you are along for the ride and look forward to bringing you many more great stories in 2023.

Kelly Hendricks Managing Editor, Mortgage Women Magazine Khendricks@ambizmedia.com

OUR MISSION

Mortgage Women Magazine is dedicated to providing quality informational/ educational content that betters women in the mortgage process at every step. The content is oriented to help women progress their understanding of the residential mortgage banking business and develop their skills at improving efficiency, effectiveness and profitability at all levels.

Kelly Hendricks

Working To Change The Upper Levels Of Business

TRICIA MIGLIAZZO HAS GARNERED GREAT SUCCESS AT LENDERS ONE HELPING OTHERS

TRICIA MIGLIAZZO (RIGHT) AT THE 2022 LADIES IN LENDING ANNIVERSARY EVENT WITH SUE MEITNER, CMB, PRESIDENT AND FOUNDER OF CENTENNIAL LENDING GROUP.

By LAURA BRANDAO, Contributor, Mortgage Women Magazine

This month I have the honor of speaking with Tricia Migliazzo.

Tricia is the senior vice president of origination sales with Lenders One. Tricia lives and works in St. Louis, Missouri.

Tricia came into the mortgage industry through personal contact with someone who recognized her talents and invited her to join a journey to grow a small company into a national one. She accepted the challenge and succeeded.

How did you get your start in the mortgage industry?

TM: I came into the industry through a friend of my dad’s. He was the CEO of a mid-sized independent mortgage bank in St. Louis. This gentleman had a dream of growing his business to a national level, and he needed someone to help him.

I took a leap of faith because I was looking for a challenge and this certainly fit the bill. I joined the company working as the operations director overseeing mortgage operations, human resources, licensing, and investor relations for a national consumer direct platform.

During my tenure, the company grew in annual volume from 100 million to a billion and we were licensed in every state. It was a huge accomplishment, and I am so proud to say I was a part of that successful endeavor.

What does being a trailblazer mean to you?

TM : A trailblazer is a woman who is ready to take the road less traveled. She takes chances with no guarantee of success but only the knowledge that she will be paving the way for others to follow.

For a woman in a leadership role, being a trailblazer means keeping your own goals and aspirations firmly in front of you. You need to learn to listen to your own instincts and to be

confident in the decisions you make every day that move you and your organization forward.

I am the first woman to hold this senior vice president position at Lenders One. I understand that, along with the responsibilities of the role, I need to be mindful of how my actions and decisions I make will be viewed by other women with their own career goals and aspirations. I want to be sure that I present a positive and encouraging portrait of female leadership.

Where do you see yourself and women in general in our industry over the next five years?

TM: I envision the mortgage business being led by more women in the coming years. We are arising from our previously assumed place to take a

seat at boardroom tables across many industries. Ours is no exception.

Women are changing the face of the upper levels of the business world, and it is a welcome and long overdue change for the better. This change is intentional and purposeful for the women who pursue higherlevel positions, and they are making a difference for all of those who come after while honoring the struggles of those who came before.

These changes have been wrought through the rise of organizations that support women in their bid to have an equal place at the table. It is a continuing dialogue that raises awareness about the role women can and should play in business leadership and how that can be achieved. The sky’s the limit for all women in all stages of their careers.

What is your professional superpower?

TM: My superpower is being able to read personalities and sense the unique traits of another, then adjusting my approach to relate to them. I find this to be an indispensable part of developing and nurturing relationships both personally and professionally. Finding common ground and understanding how another person thinks and feels can be invaluable to working in a collaboration. A comfortable personal relationship provides a smoother path to a productive and lasting professional partnership. I find that my ability to tune in to the personal traits of another person and use that ability to find common ground has more than once led to a long-term and fruitful business relationship.

Tell us something about your career in the mortgage industry that was pivotal to your achievements up to today?

TM: I believe that my position as vice president of membership at the Mortgage Bankers Association (MBA) was pivotal for my next career advancement as senior vice president of origination sales at Lenders One. I was recruited into the role at the MBA by the current chairman at that time. The association was looking to increase and diversify their membership

“Price is only an issue in the absence of value.”

– TRICIA MIGLIAZZO

roster. As vice president of membership, I created a strategy to increase and expand member engagement for our community lenders. During my tenure, I was able to grow membership by over 750 new members by creating an awareness of MBA membership benefits and socializing the importance of industry policy and advocacy.

One of my key accomplishments was changing the perception of who the MBA served. My mission accomplished was growing and adding community lenders — small to midsized, independent mortgage banks, community banks and credit unions — to the membership base, which ultimately comprised 80% of the residential membership roster.

What advice would you give to a woman entering or trying to move up in their career in our industry?

TM: The most important advice I can offer is to have a passion for what you do. Surround yourself with people who can offer sound advice and support you when you need to make critical decisions and who share that passion, giving you a common ground for collaboration and a good base of productive professional relationships.

I also advise educating yourself. Never stop learning and asking questions of your peers and colleagues. There are so many educational opportunities available through professional development programs and educational offerings within your organization and in the industry. Create your own brand and work hard at progressing toward your goals. Following through on your commitments and promises is vital to establishing a reputation for reliability and a solid work ethic.

What is your opinion about mentors and how do you recommend finding one?

TM: I think having mentors is an incredibly important facet of a successful career. For young women coming into our industry — one that has been largely paternal for generations — having someone you can trust to advise and guide you is critical.

Finding the right mentor starts with finding a strong connection. Attending networking events and meeting new industry peers is key. When you find someone that you feel comfortable with, be confident and ask them if they would consider offering you their guidance as a mentor.

Being proactive will not only boost your confidence but can also lead to more professional relationships that will even further help you as you move along your career path. Taking the initiative will garner you respect from your peers and those you reach out to for advice. Mentors are a vital part of a

successful career. If you can be confident in asking for the guidance you need, it will be of benefit to you in more ways than one.

What does success mean to you?

TM: For me, success means having

a productive, thriving, energetic team. When my team is successful and fulfilled, I am successful and fulfilled. I then feel I have succeeded beyond my own goals and provided an environment for amazing people to realize their own dreams and ambitions. Ultimately, I find great

satisfaction in helping our members realize their business success as a result of their membership utilization.

What do you want to be remembered for in our business?

TM: The saying, “Help me, help you” is my mantra.

I want to be remembered for my willingness and passion to serve with my heart as well as my professional skills. I have spent the past 20 years working in an industry I love precisely because it allows me the honor of serving members in the amazing mortgage industry. It is immensely gratifying and is something I will be proud to be remembered for by my colleagues and those who come to the industry after me.

How do you find your voice?

TM: Finding your own voice means getting out of your own way. It means finding the courage within you to shake off doubts and speak up when you know it is important to do so. Surround yourself with good people who support you and give you the confidence to step out of your comfort zone. Take the risk of speaking up and find the courage to make your opinion heard. You must find the ability to believe in yourself enough to take that leap. Once you have done that, every other time will seem easier until you begin to feel assured in your capacity to share your thoughts with confidence.

I recently met up with a great friend, and we spent a lot of time talking about our lives and careers. We literally wrote on a napkin all the things we wanted to achieve. This friend had just taken a huge career leap and accepted an executive position she aspired for. It was a massive success for her, and I gained confidence by listening to her story.

It is important to understand your own value and worth when you negotiate. Speaking with my friend reminded me of this. And it is the advice I would give to anyone who is struggling to speak up and be heard. Understand your value by talking to those who have taken their own leap of faith. It will inspire you and make finding your courage that much easier.

TRICIA WAS THE KEYNOTE SPEAKER AT THE 2022 LADIES IN LENDING LUNCHEON, PICTURED WITH INDUSTRY COLLEAGUE THERESA SPRAGUE, NATIONAL DIRECTOR, GROWTH AND DEVELOPMENT, SUCCESS MORTGAGE PARTNERS.

Where is your happy place outside of work?

TM: The place I go to recharge is the beach. It is the place where I feel peace and happiness.

When I was a child, we spent time on the beach at Marco Island. Those fond memories come back to me now whenever I am sitting in the warm sand, feeling the salty breeze in my face and listening to the waves. At the beach I let go of everything and I am present in the moment.

How do we propel more women into leadership roles within our industry?

TM: Mentoring and being intentional about fostering women with skills, and the qualities that we need in our industry leadership, will be key to promoting more women into those roles in the coming years.

The goal must be clear, and our actions must be decisive in this matter. We need to create spaces for women that offer them the path forward to their seats in the boardroom. And along with offering the opportunities, we must also give them the support, educational tools, and mentoring they need to move upwards with confidence.

Women’s voices are vital to the continued growth and success of the mortgage industry. By assuring the pathway is there to be taken should a woman have the passion, commitment, and drive to walk it, we will give them the chance, not only to attain their goals, but to shine!

Thank you for sharing your insights, Tricia. Is there anything else you would like to share with our readers?

TM: I have been in the mortgage industry for many years. Beginning my career with a mortgage lender helped to foster my passion for, and the importance of membership advocacy in, the association and cooperative sector.

I will never forget the importance of the service we provide to our members at Lenders One. One of the greatest joys for me is helping members attain their business goals. I am grateful for the opportunity to work in this industry, and I am committed to working every

day to help our team be successful and providing value to our membership.

I am also devoted to empowering women in all roles in this respected industry and supporting this vital industry initiative in any way I can. Women play a great role in the future of mortgage banking, using their strength, diversity, and drive

to further grow the ultimate mission of our industry: helping Americans achieve and maintain the dream of homeownership. Let’s work together to help them shine! n

Laura J. Brandao is chief growth officer & partner at EPM and CEO of Lighthouse Lending Capital.

You need to learn to listen to your own instincts and to be confident in the decisions you make every day that move you and your organization forward.

TRICIA

AT L1 SUMMIT 2022 WITH JOEL KAN, MBA VICE PRESIDENT AND DEPUTY CHIEF ECONOMIST; JUSTIN DEMOLA, CMB, PRESIDENT OF LENDERS ONE; AND DOUG DUNCAN, SVP & CHIEF ECONOMIST AT FANNIE MAE.

FICO Increases 400% For Tier 3 Lenders

FINDING SOLUTIONS IN SOFT PULL CREDIT REPORTS

By: CHRISSY BROWN, CMB, AMP, CRU, Contributor, Mortgage Women Magazine

As lenders reached the final stretch of a very challenging 2022, they were met with the news of yet another obstacle. One that adds an additional layer of financial strain to an already struggling industry. Obviously, any financial increase for our industry adversely impacts the American homebuyer.

Especially when there is very little to zero margin that allows the lenders to absorb the increase. As most everyone knows at this point, FICO has increased their fees by 400% for Tier 3 Lenders.

What is a Tier 3 Lender? Long and short, most of all lenders. There are 46 lenders in Tier 1 and 6 lenders in Tier 2. They state the tiers are based off volume.

Up until this point, FICO has charged a $.60 royalty to all lenders, regardless of size. As of 2023, the playing field will be uneven based on your tier.

Why is this concerning the affordable housing issue that is affecting our industry? As with any industry, when the cost to produce increases, the end user feels the impact. Historically, data proves that the IMB sector originates most of the affordable housing loans. Most of the IMBs fall into the Tier 3 sector.

Therefore, the lenders that are not as adversely impacted can charge less. However, they are not the lenders originating for this demographic. Isn’t this counterintuitive to everything we continue to hear? As a lender, we are constantly getting pressure from the government agencies to solve this crisis in our Nation. It is frustrating to be the ones delivering on this issue and then receive more adverse pricing. At the end of the day, it is unfair to the borrowers wishing to obtain the dream

of homeownership.

The affordable housing crisis in America is real and got progressively worse throughout 2022. Affordability (as quoted by Yahoo Money via Black Knight data, September 2022) has hit the worst level in 37 years. As of September 2022, the income-topayment was 35.51%. As stated in that article, it is the highest incometo-payment ratio since October 1985, which was 36.01%. Not an ideal environment to increase cost to produce. Why is FICO doing this? “Beginning in December 2022, consistent with other markets such as auto loans, credit cards and personal loans, and based on changes in pricing from our third-party supplier, FICO scores will be priced at a tier-based pricing structure for mortgage,” a statement from an Equifax spokesperson said. “As a result of this change, Equifax recently informed customers that on Jan. 1, 2023, Equifax will move mortgage industry pricing to this tier-level structure. The new tiered pricing structure to the bureaus is tied to the entire mortgage industry.”

To be fair to this situation, a peer of mine made a very solid observation. Most likely the rise in SoftQual/SoftPull technology is going to hurt the overall bottom line for the large bureaus. What is SoftQual/SoftPull? It’s the ability to run up to a three-bureau credit report without having any impact on the score.

This technology is a game changer when working with folks that have credit challenges they are trying to overcome. They can work on their credit without having that constant impact to their score. The cost is substantially less than a full tri-merge report. You still must obtain a tri-merge in order to close. However, the pull through rate of credit pulled to close would shock you. To lower that amount is a win for lenders/ borrowers and a loss for the bureaus.

The industry has some strong feelings about this not being fair and/or the right time to add an additional cost to an already strained industry. As this change probably “is what it is,” our hope is that we can continue to leverage the SoftQual/ SoftPulltechnology to provide a better and cheaper solution for our clients.

Chrissy Brown is chief operations officer for Atlantic Bay Mortgage.

The affordable housing crisis in America is real and progressively got worse throughout 2022. Affordability … has hit the worst level in 37 years.

Job Transition: When Is The ‘Honeymoon’ Over?

HOW LONG DOES THE LOVEFEST LAST FOR YOU OR YOUR NEW BOSS WHEN YOU LAND THE POSITION OF YOUR DREAMS?

By TINA ASHER , Contributor, Mortgage Women Magazine

Those initial days are critical for both you and your company or department to feel confident about the decision they made to hire you. So how do you transition successfully? Read on …

Congratulations! After great effort and focused energy, you’ve finally landed a fabulous new position — one that is sure to advance your career and meet your work and personal goals in a way your old position never could.

But don’t stop there. Getting hired or promoted is just the first step.

You’ll need to spend as much effort and energy — and maybe more — preparing for and making the transition. And this is where it really counts, for the first three to six months in any new position is a period of extreme vulnerability.

During this transitional period, everyone in your new company or department — boss, direct-reports, other employees — and even suppliers and customers are all forming initial impressions that will shape their expectations and actions. This dynamic is exacerbated when people in your new company or department expect you to bring about change within the organization.

This transitional period might even be riskier today than in years past. Shrunken budgets have meant less training, reduced staff support, increased workloads and, perhaps most of all, increased expectations for newly hired managers and executives. Should you end up leaving after a short stint, doing so can leave a black mark on your resume, raising questions for future employers about your judgment and ability to assess opportunities before making a career commitment.

SEEKING SMOOTHNESS

So, what can you do to assure that your transition is smooth and productive? Here are a few suggestions:

and set them and the company up for success with their new hire.

• Use the period before you start in your new role to learn as much as you can about the company or department, its vision, its strategies, and the industry.

• Examine the challenges and opportunities and identify the barriers to success.

• Talk to people at the organization. What is the culture, and what are the processes? What kind of a team will you have to work with, and on whom will you be able to depend?

• Assess your own strengths and weaknesses and identify personal vulnerabilities that could come into play in your new position.

(To learn more about your strengths and weaknesses, ask me about my assessments that measure behaviors and motivators for reducing stress and creating powerful relationships at work and home).

“Leaders, regardless of their level, are most vulnerable in their first few months in a new position because they lack detailed knowledge of the challenges they will face and what it will take to succeed in meeting them,” writes

Michael Watkins, author of The

First 90 Days: Critical Success Strategies for New Leaders at All Levels.

• Ask your new company or department if it will commit to transition support by hiring a coach to work with you. Be bold in your request; you may even choose to make it a point of negotiation. The need for transition support is so important, I offer this as a bonus with my clients so they can get small wins quickly

You’re given a short window of opportunity to keep the honeymoon alive when you begin in a new role. You’ll want to create momentum quickly with small wins and build credibility, so you’ll enjoy long-term success. n

Tina Asher is a coach and founder of Build U Up Consulting.

Tina Asher

During this transitional period, everyone in your new company or department — boss, directreports, other employees — and even suppliers and customers are all forming initial impressions that will shape their expectations and actions.

Complex Algorithms Causing Complex Compliance Issues

COMPLYING WITH REG B AND ECOA ON ADVERSE ACTION

By TYNA-MINET ANDERSON , Contributor, Mortgage Women Magazine

Algorithms are part of our everyday life. For example, when you Google a question, it is an algorithm that brings up the most popular sites. Using a proprietary computation, Google ranks the websites based upon the number of keywords or combination of words and the relevance to the question being asked. Then Google provides the top results and ranks them based on the user’s profile. This is a great example of a “complex algorithm” because the results can be different for every user.

Algorithm: a process or set of rules to be followed in calculations or other problem-solving operations, especially by a computer — Oxford Dictionary

Complex algorithms aid in many

mortgage-related decisions, and sometimes they can actually make the decision. Software developers have built programs for the mortgage industry based on specific parameters such as credit ratings, creditor guidelines, appraisal values, as well as other loan dynamics.

Some regulators have recently started expressing concern that the input might have built-in bias or discrimination. Many creditors rely on the software and current algorithms to make the lending decision for a loan approval or denial. However, the creditor is ultimately responsible for ensuring that fair lending laws are adhered to and all clients are being treated equally. Creditors must be able to clearly demonstrate how the lending decision was derived.

The mission of the Consumer Financial Protection Bureau (CFPB) is to hold creditors accountable for all lending decisions regardless of the technology used in the decisionmaking process.

Some creditors may make credit decisions based on certain complex algorithms,

Tyna-Minet Anderson is vice president of Mortgage Educators and Compliance.

sometimes referred to as uninterpretable or “black-box” models, that make it difficult — if not impossible — to accurately identify the specific reasons for denying credit or taking other adverse actions. The adverse action notice requirements of ECOA and Regulation B, however, apply equally to all credit decisions, regardless of the technology used to make them. Thus, ECOA (Equal Credit Opportunity Act) and Regulation B do not permit creditors to use complex algorithms when doing so means they cannot provide the specific and accurate reasons for adverse actions. CFPB Circular

2022-03 May 26, 2022

ECOA Regulation B specifies that the loan decision can only be made based on the creditworthiness of the applicant. It prohibits discrimination based on race, color, religion, national origin, sex, marital status, age, or public assistance programs.

If the mortgage company cannot identify the proper reason, it becomes nearly impossible to defend the decision to decline the loan based solely on the credit of the applicant.

When a creditor enters into the computer the borrower’s personal information such as race, color, national origin, sex, marital status, age, and any income derived from public assistance, it will be important to know if a decision made by a complex algorithm was influenced by any one of these factors as that could be considered discrimination.

ECOA requires a creditor to provide an adverse action to all clients that have been declined with specific details on the reasons for the adverse action. Additionally, the creditor must be able to defend each reason for the denial as listed.

Creditors must be able to provide applicants against whom adverse action is taken with an accurate statement of reasons. The statement of reasons “must be specific and indicate the principal reason(s) for the adverse action.” — CFPB

ECOA is intended to give consumers who experience a declined request for credit the ability to understand the reasons why they were declined. It also gives the consumer the opportunity to correct the issues. If the primary reason is not clearly identified on the adverse action, it makes it difficult for the consumer to take action to help themselves with appropriate steps to

correct the reasons for denial.

Creditors cannot justify noncompliance with ECOA and Regulation B’s requirements based on the mere fact that the technology it employs to evaluate applications is too complicated or opaque to understand. A creditor’s lack of understanding of its own methods is therefore not a cognizable defense against liability for violating ECOA and Regulation B’s requirements. CFPB Digital redlining using complex algorithms in lending, including advertising and creditworthiness decisions, will be an ongoing compliance issue.

We need a fair housing market that is free from old forms of redlining, as well as new digital and algorithmic redlining … we should never assume that algorithms will be free of bias. If we want to move

toward a society where each of us has equal opportunities, we need to investigate whether discriminatory black box models are undermining that goal. I am pleased that the CFPB will continue to contribute to the allof-government mission to root out all forms of redlining, including algorithmic redlining.

— CFPB Director Rohit Chopra

As a creditor, it is essential that you understand the information used to make any lending decisions internally by the software program’s algorithms. As a mortgage professional, you will be held responsible, not the software application or the software developer when it comes to bias and discrimination. n

Tyna-Minet Anderson is an attorney and co-owner of Mortgage Educators and Compliance.

Some creditors may make credit decisions based on certain complex algorithms, sometimes referred to as uninterpretable or “black-box” models, that make it difficult — if not impossible — to accurately identify the specific reasons for denying credit or taking other adverse actions

The Trade Show Must Go On

MAKE LASTING BUSINESS CONNECTIONS ON THE ROAD

By MARY MARGARET HOGAN , Special To Mortgage Women Magazine

As we enter the New Year, it’s a great time to consider the question: How can I capture new audiences and expand my business? If you’re struggling to increase engagement and sales from your existing marketing database, the answer probably lies beyond the four walls of the office. It’s time to add mortgage shows to your 2023 calendar.

Despite its profitability, the pace of a traveling salesperson may not be a natural fit for everyone. Traveling can be arduous, the schedule of the trade show itself can be overwhelming and being away from the office sometimes may even feel counterintuitive. To make the most of traveling, one must step out of their comfort zone and be prepared to network as they’ve never networked before.

Whether you’re a regular trade show pro or just starting to iron out the details of your first trip, there are quite a few small adjustments one

can make to gain the business and attention of tradeshow attendees. Let’s explore the best way to build connections on the floor and make the trade show worth your while.

BODY LANGUAGE ADJUSTMENT

You’ve registered for the show, checked into your hotel, and now find yourself in the middle of a jam-packed conference floor; what’s next?

It starts with an adjustment as simple as body language. Though it may sound trite, you will often see people hiding behind their devices, sitting down, and avoiding eye contact with the general audience passing through the trade show floor. Sure, it is not frowned upon, but it isn’t the most efficient way to start a conversation. Depending on if you’re a vendor at a booth or the average attendee, these adjustments in body language will look a bit different but are crucial to catching the eyes of potential leads. As a vendor, the key to driving traffic your way lies in the art of making your booth a welcoming space. Experiment with moving your table and booth features to the side and taking a few

Mary Margaret Hogan is a marketing associate at RCN Capital

steps forward; apply the open-concept design trend to your booth setup. Not only will this give the team more room to breathe and display their swag and paper materials, but it will encourage attendees to break the fourth wall physically and conversationally.

Without the full set up and materials behind you, how can you embody the most welcoming, ready-to-chat version of yourself? Take the time to walk through the center of the conference and see what works for you. As an attendee, you too should follow the open-concept approach. This can range from adjusting your posture and walking with intention, putting

to go at any given moment. However, the best way to make a lasting business relationship doesn’t have to do with business at all. In fact, a hard sales pitch right off the bat can steer people away. Many of these guests spend their days answering emails and calls between informative speaking sessions and crave a moment of levity rather than another course about the industry. That’s where you come in.

How can you be that source of levity and get their business? It’s all about paying attention to details and finding commonalities.

Finding something in common with a stranger beyond the known fact that

as you continue to travel, you’ll learn more landmarks to reference. From speakeasies in Vegas to the terrific restaurants in Miami, keeping these notable places in mind are perfect conversation pieces for the fellow traveling salesperson.

These small but impactful instances of paying attention will not only get the conversation flowing but will display that you are thoughtful and attentive — two qualities that are invaluable in a business connection. No matter what the subject, it should feel organic coming from you. If you’re enjoying the banter, chances are they’re enjoying it as well.

ATTENDANCE INTENTIONS

the devices away to make eye contact, and going out of your way to start a conversation. As more people gravitate towards you, it’s important to take note; these are the modifications that need to be made.

COMMON MISCONCEPTION

Although these are elementary solutions, they can be intimidating adjustments. Now, in clear view of the audience traffic, you will have no choice but to be a social butterfly and at that, a social butterfly who really knows their stuff. At first, it’s a vulnerable position; however, taking the leap forward is crucial to cultivating connections.

You’ve opened yourself up, and people are coming your way, ready to chat, so now what?

A common misconception about creating conversation with people on the trade show floor derives from what may seem to be the most second-nature element; how to start it. Beyond the quick “Hello, my name is … ” introduction, how does one draw in the interest and attention of the average attendee? Many folks will have their elevator pitch and numbers ready

you’re in the same industry can be quite a challenge, so paying attention to the minute details about the person before you is imperative. For example, it’s extremely common for folks to highlight their hobbies and interests on objects as obvious as a lapel, a design on their bag, or even their phone case.

A Longhorns lapel: “I see your lapel. Are you from Texas?”

A Mickey Mouse tote: “I love that bag. Do you go to Disney World often?”

A dog on their phone case: “Now, that’s a cute dog. Are they yours?”

If the person before you shows no telltale signs of their interests, it’s time to break out the golden question: “Where are you from?” This question opens a whole new level of conversational possibilities because it can tell you so much about the person in front of you: their sports teams, their weather, and the major monuments around them. Or, if you don’t know much about that area — ask them about it! What would they recommend you do the next time to visit? Where can you get a good burger? Not to mention,

Paying attention can also be a method of stepping into another person’s shoes (which can be quite painful, especially if you’ve been on the trade show floor all day). As you’re navigating the conversation, it’s important to ultimately arrive at their intention for attending the conference. How can we, two people who have formed this new and exciting connection, help each other out in this industry? Even if it is discovered that there’s not much either of you could do to help each other at this moment, there’s always potential for the future; even if it’s just being a friendly, familiar face at the next show you both attend.

If handled properly, attending trade shows can be transformed into some of your business’s most valuable work hours. Meeting potential clients face-to-face has a proven history of cultivating and retaining long-term professional relationships and should be made a priority. The more shows you attend, the more comfortable you will become meeting people at this uniquely sporadic trade show rate. No two people are exactly alike, but as you navigate the world of networking at trade shows, you will only get better at identifying the perfect opening line and converting conversations into business. People may not always remember your products and pitches, but they will certainly remember that you went out of your way to make a connection with them. n

Mary Margaret Hogan is a marketing associate at RCN Capital.

If handled properly, attending trade shows can be transformed into some of your business’s most valuable work hours.

In 2022, we had a record turnout for our best event … yet. Let’s just say, you won’t want to miss this year’s Originator Connect and these exclusive programs: Free NMLS Renewal * Build-A-Broker Non-QM Summit Private Lender Forum & so much more!

See the full lineup of events and reserve your spot for free using our code MWMFREE at originatorconnect.com.

The State Of Remote Work In Mortgage

REGULATIONS ARE CATCHING UP WITH REMOTE WORK, ARE YOU PREPARED?

By VANESSA BODNAR , Special To Mortgage Women Magazine

State regulators are starting to catch up to how the industry has been conducting business. With new regulations already in place and more on the horizon, we must be prepared for a new season of regulatory compliance.

The COVID-19 pandemic taught us many things, but one of the main lessons learned is that our employees not only can work from home, but many are thriving while providing companies with additional nationwide resources. The mortgage industry has been pushing for the freedom to work from alternate nonlicensed locations for many years.

During the pandemic most state regulators took a “no-action taken” stance for those who were forced to work remotely. Now that COVID-19 guidance is ending, state regulators have started to pass regulations allowing for originators to continue to work from home or an alternate unlicensed location.

According to LinkedIn, the percentage of remote positions posted to its site increased 1.9% at the start of the pandemic to 15.3% in August 2021. In an industry experiencing turmoil, it will be important for a lot of lenders to offer remote work to loan originators.

In recent guidance, issued by The American Association of Residential Mortgage Regulators (AARMR) named Best Practices for Permitting Employees to Work Remotely, AARMR asked state agencies and business owners to take another look at pandemic policies, saying, “… the lack of consumer complaints and the ability to conduct examinations indicate that loan originators and others can work at home safely and effectively if a company is able to provide systems that protect consumer privacy and ensure regulatory compliance.”

2023 REMOTE WORK MORTGAGE LICENSING OUTLOOK

Over the course of 2022, many states have added provisions into their regulations that will allow remote work from home or an alternate unlicensed location. However, some have either remained silent on this issue or rescinded their no-action-

taken guidance. For instance, South Carolina of Consumer Affairs has indicated that as of Jan. 1, 2023, it will rescind its guidance allowing mortgage originators to work remotely to now requiring them to work from a licensed location. However, we expect most state regulators to make their previous COVID-19 guidance permanent. My question to you would be, are you ready for the requirements

mortgage loan originators are licensed, we are assuming that most of them work from their residences if not at a licensed location.

REMOTE WORK POLICIES AND PROCEDURES

As with any business practice, you must have clear and concise policies and procedures (P&P). These P&Ps not only need to be available to the regulators during examinations but also uploaded to the Nationwide Multistate Licensing System (NMLS). Your remote work P&P should include the following:

• A residence cannot be held out as a branch office. This includes printing a residential address on marketing materials, loan documents, or social media

• Employees should not meet consumers at their residences but rather a licensed location

• Physical records should be kept at a licensed location

• Loan documents should only be submitted through a secure delivery method

• Electronic records should be encrypted and maintained by the corporate office

in many remote-work regulations? Let’s take some time to understand what will be required to allow our employees, specifically originators, to continue to work from home.

Of note: It’s important that you check your state regulations and guidance and consult with your legal department. For the purposes of this article, depending on where

• Workspaces need to be kept private from other home occupants and visitors. Remember your clean desk policies apply to working from home as well!

• Employees must be aware of the company’s safeguards for data privacy and security

• Employees business activities must be monitored; for instance, you

One of the most elusive yet important components of these requirements that are now part of many state regulations is a need for an annual remote work training program and policy agreement.

Vanessa

Bodnar, licensing manager, Homespire Mortgage

will need to track who is doing licensable activities and where those are happening

REMOTE WORK TRAINING PROGRAM

One of the most elusive yet important components of these requirements that are now part of many state regulations is a need for an annual remote work training program and policy agreement.

The training program will need to include information regarding security and data systems, how to submit loan documents, your company’s clean desk policy, what constitutes as licensable activity, monitoring business activities and more.

Unfortunately, compliance training companies have yet to put anything out that would fully cover this requirement. To meet this requirement, you may have to develop your own in-house training video or webinar.

ANNUAL REVIEW AND EXAMINATION

After you have put your remote work policy and training in place, you will want to have an annual review to ensure all remote workers are accounted for and everyone is compliant with the rules of working from home. This annual review will also need to include any regulatory updates.

In addition, you will want to be sure this is part of your onboarding program and integrated into your compliance training program. You will also want to retain annual acknowledgement of the policy and training program.

ADDITIONAL CONSIDERATIONS

While regulations may not require other provisions to be put into your P&Ps, I encourage you to partner with your human resources (HR) department to add the remote work P&P into the company handbook. The handbook should also include creating clear working hours, communication and responsiveness expectations, a designated work area (away from other residents), security requirements, office supplies, a clear policy regarding obtaining a printer and if it’s required specific to the employee’s role, and whether a shredder

or shredder service is needed.

As we navigate full-time or hybrid remote work, we also want to acknowledge that no P&P or training program will be beneficial to our employees if we aren’t engaged with them and providing leadership. It’s important to consider how your employees will continue to feel engaged and supported without the traditional face-to-face approach.

You can accomplish this by instituting a solid one-on-one program and perhaps a daily or biweekly huddle to catch up and find out what’s going on with your teammates. Whichever you decide, you will never go wrong investing your time and energy into your employees. n

Vanessa Bodnar is the licensing manager for Homespire Mortgage.

I am more than who I am on paper.

Samantha, Practice CoordinatorMedical Administrative Assistant, STAR

It’s time to let your skills shine. Find resources for breaking through barriers like degree screens and stereotypes. It’s time to tear the paper ceiling limiting STARs: workers Skilled Through Alternative Routes rather than a bachelor’s degree.

Becoming InterestTheRate Expert

UNDERSTAND THE FIVE MAIN VARIABLE COMPONENTS OF RATE-SHEET PRICING AND INTEREST RATES

into rate-sheet pricing and interest rates. The bond price, servicing value, lenders’ cost to manufacture, loan originator compensation, and the borrowers’ risk profile.

For this segment we will focus on the bond price. We don’t have much control over the bond price and that’s why we hedge. Hedging protects against interest rate risk, i.e. the change in bond price from the time a loan is locked to the time a loan is closed and sold on the secondary market. If a loan is locked at a 7.000% interest rate today that pays the lender 300 basis points or 3 percent, and the bond price goes

will make the lender whole, paying them the 200 basis points change in the market. Conversely, if the market improves by 200 basis points, the lender will pay the broker dealer the difference. In this scenario, the lender would be paid 500 basis points when they sell the loan, netting the original 300 they were hoping to make. Hedging is like insurance.

Hedging is important because bond prices move every day and intraday. Which is why we see re-prices to the rate sheet from time to time. Trader speculation, economic releases, the

Victoria DeLuce, senior vice president of business development, Delmar Mortgage

current state of the economy, and most of all supply and demand play into fluctuating bond prices. This past year the biggest driver for interest rate or bond price movement has been

inflation and how the Federal Reserve has struggled to rein it in.

EMPLOYMENT & STABILITY

The Federal Reserve, or the Fed, has two congressional mandates that date back to the 1970s: maximum employment and price stability. If we have runaway inflation, the Fed is not living up to the latter mandate. For

most of 2022, inflation was running three to four times higher than what it should be. In order to regain price stability, the Fed started to increase the Fed Funds Rate. This is the rate at which banks borrow from each other overnight.

The thought process is if it costs more for banks to borrow from each other, that cost will find its way into consumer

recession bond prices would go up and interest rates would come down. A great way to stay in the know is to follow economic releases such as the nonfarm payroll number and unemployment, which are typically released on the first Friday for each month. Consumer price index (CPI) is another hot release as of late. And, of course, follow the Fed announcements. For more information on how to become an interest rate expert for your referral partners, please contact me. n

Victoria DeLuce is the senior vice president of business development for Delmar Mortgage.

typically released on the first Friday for each month.

LEADING

“[I want to] create this culture where employees feel valued and included, [and] that’s gonna permeate in every customer discussion that we have.”

Authentically

KRISTY FERCHO IS TAKING OVER WELLS FARGO’S DIVERSITY INITIATIVE, AND SHE’S LEADING AS HER MOST AUTHENTIC SELF

By SARAH WOLAK , Staff Writer, Mortgage Women Magazine

If you were to ask Kristy Fercho during her college years where she pictured herself working, her answer would have been Wall Street. The former finance major dreamed of leaving her West Coast roots and working amidst New York’s bustling stock exchange.

However, Fercho has taken a path different from her original Wall Street aspirations. Most recently, Fercho’s been named Wells Fargo’s new head of Diverse Segments, Representation and Inclusion, which seems light years away from her business school beginnings.

Fercho’s been at Wells Fargo as its head of home lending since August 2020, leading a team of over 25,000 professionals. In her new role, her job will entail extending outreach to underserved customers and taking charge of projects designed to enrich a more diverse customer experience.

“Although I’m only a few weeks into this new role, I know that [this role] is about understanding how we drive representation and make sure that we look like the communities in which we serve,” Fercho said. “If we are showing up to work at Wells Fargo as our full selves and who we are, and every employee has permission to do that when we serve customers, [customers] will feel that.”

Fercho says that diversity, equity, and inclusion (DEI) has always

been important to her, especially as a black woman who grew up in a predominantly white area. Fercho grew up in Compton, Calif. — a predominantly black area known for its hip hop and rap scene — but relocated to Tucson, Ariz. after her father became a track coach for the University of Arizona. “We went from a 99.9% black environment in south central Los Angeles to a 99.9% white environment,” Fercho said. “My upbringing was really spent traversing both of those worlds.”

AN UNCOMMON START

As soon as she graduated high school in Tucson, Fercho returned to California to study at the University of Southern California. During her senior year amidst a flurry of interviews with top-flight firms on Wall Street, Fercho’s plans came to a halt as she watched the stock market crash on a day notoriously known as Black Monday. Fercho panicked and worried immediately about her post-college job opportunities, and began seeking out job leads. “I ended up running into a friend over Christmas break who told me about a job opening at Baxter Healthcare. I didn’t want to interview, but he encouraged me to apply for a sales position,” Fercho said. Despite Baxter being out of her comfort zone and far away from her

finance background, Fercho says that she immediately felt aligned with the company and its values during her interview. Fercho wound up working for Baxter for six years, first embarking in a sales role and then shifting into HR as a manager. Following an exit from Baxter, Fercho worked at Pepsico in a similar human resources role, but says that she often wished for a job that was more analytical, business-oriented and aligned with the rigorous work ethic that she put to good use back in finance school. She started researching companies that could connect her finance major background with her newfound love for HR. One company that stood out was Fannie Mae. “What was really compelling to me about Fannie Mae is it was this very mission-oriented [business] of putting people in homes and [they had a] mission-oriented perspective,” she said. She started in October 2001, holding several roles like the vice president of human resources, SVP of customer engagement, and the SVP of single-family business in the West. In Fercho’s time at Fannie Mae, she also served as an interim DEI officer.

After serving on the GSE side of

mortgage lending, Fercho landed a major career move in 2017 after becoming president of mortgage at Flagstar Bank. Three short years later, Fercho moved to her current position at Wells Fargo.

DIVERSITY THROUGH THE DECADES

Fercho’s diversity ties are nothing new to her. During her career at Pepsico, Fercho recalled that thenCEO Steve Reinemund had a “bullish” take on diversity efforts. “We had

hiring targets and the leadership team was compensated based on this,” Fercho said. “[Steve] wanted X amount of our workforce to be diverse. And there was a lot of conversation at the time like, how is that different from affirmative action? And Steve was like, ‘I don’t care. That’s how you’re getting paid.’ He was way before his time.”

However, Fercho says that while conversations and diversity initiatives that she’s seen within her jobs have alluded to progress, it’s still not enough. “We’re still having these conversations [about inclusivity] at Wells Fargo today. However, one thing is different: It’s OK to discuss race at work.”

Fercho recalled a time after George Floyd was murdered when Wells Fargo hosted an open forum where workers were encouraged to share their feelings. The meeting occurred on a day when involved officers were convicted, Fercho recalled that the room was filled with anxiety and heavy emotions. “My boss asked if I wanted to share my thoughts, But I was literally unable to speak and all I could get out was that during my entire life and my entire career, I have been told not to talk about race at work. It was astonishing to me that we

GEORGE FLOYD MURAL ARTWORK IN MINNEAPOLIS, MINNESOTA, AFTER THE BLACK LIVES MATTER PROTESTS AND RIOTS. KRISTY FERCHO HAD AN EMOTIONAL RESPONSE WHEN HER EMPLOYER, WELLS FARGO, HOSTED AN OPEN FORUM TO DISCUSS THE GEORGE FLOYD MURDER, WHEN, AFTER YEARS OF BEING TOLD NOT TO TALK ABOUT RACE AT WORK, THIS MOMENT PROVIDED THE OPPORTUNITY TO ADDRESS JUST THAT.

“I didn’t grow up as a mortgage banker, but I’ve been in it for the last 20-plus years. And I love everything about it.”

were having this conversation at work.”

Although Fercho is only a couple months into her new role, she’s carrying her experiences with diversity efforts into creating a more inclusive culture at Wells Fargo. “[I want to] create this culture where employees feel valued and included, [and] that’s gonna permeate in every customer discussion that we have,” Fercho said. “And people will start to say, ‘Wells Fargo’s different than the other banks.’”

THE HEART OF THE INDUSTRY

Fercho says that throughout every job she’s held — including her first job at Wendy’s — that she has an incredible work ethic. “Work has always been my hallmark,” Fercho said. “For every one of the boards that I have joined, it’s something that I am personally passionate about. There’s this whole notion of leaving things better than you found them, which is what I try to do.”

Fercho alluded to the several board positions she holds; she’s on the board of the Mortgage Bankers Association (MBA) as Immediate Past Chairwoman and is a member of its Residential Board of Governors —

prestigious, peer-nominated positions. Bob Broeksmit, president and CEO of the MBA, worked closely with Fercho during her three-year MBA board service. Broeksmit says that Fercho worked on reducing the minority homeownership gap and had a mission to provide affordable housing initiatives. Fercho also campaigned for the “home for all” pledge, which aimed to provide racial equity and inclusion in housing. “Kristy is a real force of nature. She has such enthusiasm and dedication to the job,” Broeksmit said. “She has a rare combination of being able to hone in on details but keeping an eye on the horizon and the bigger picture. Not many leaders can do both.”

Fercho also leads the Affordable Housing working group for the Office

of the Comptroller of the Currency’s Project REACH (Roundtable for Economic Access and Change), which aims to remove financial barriers for underserved communities. Fercho continues to prove herself as a champion for underserved borrowers, as she also sits on the boards of the National Urban League, the MBA Opens Doors Foundation, and City Year. “[These groups] are what I’m passionate about,” she said. “It really is all about identifying where there is a need or some segment of the population that is not being served and leaning in and serving that in a substantial way. I didn’t grow up as a mortgage banker, but I’ve been in it for the last 20-plus years. And I love everything about it. I love the heart of the industry.” n

KRISTY SHARED THE STAGE WITH U.S. SEN. RAFAEL WARNOCK (D-GA) AT THE HOPE GLOBAL FORUM WITH JOHN HOPE BRYANT.

POSING IN FRONT OF A POSTER SPOTLIGHTING WELLS FARGO COLLEAGUES MARY MACK, KARA MCSHANE, LAURA HOWE, AT THE AMERICAN BANKER’S MOST POWERFUL WOMEN IN BANKING GALA.

Mortgage Moms

Staying Positive & Never Giving Up Hope

JEN PEACHMAN ACTIVELY BELIEVES WHEN IT RAINS, SEARCH FOR THE RAINBOW

By ASHLEY GRAVANO, Contributor, Mortgage Women Magazine

We have an extra-special Mortgage Mom’s interview for this edition. An industry friend faced what all mothers fear the worst, their baby being sick. I got to ask Jen Peachman, manager of strategic partnerships at Capacity, a few questions that will touch all of your hearts and give you hope for any challenges that you face! Moms (and dads) are superheroes with such strength!

What’s helped to keep you positive dealing with your daughter’s lifelong health issues?

Ashley Gravano

That’s simple, my daughter is my inspiration to keep going, to keep pushing forward, and to never give up hope. She’s 15 years old and has been through more in her years than most should have to endure in an entire lifetime. Despite a diagnosis of a ultra-rare genetic disease that affects only 500 people in the US, five surgeries in the last five years, including a kidney transplant during the beginning of a global pandemic, she always tries her hardest, always fights against the odds and proves others wrong, and always has a smile on her face. If

she can smile through all she faces on a daily basis, it’s my obligation to stay positive and be strong so that beautiful smile of hers doesn’t fade along the way.

How do you keep your hope?

One day when we were in the midst of a long hospital stay and I was at one of my lowest points, I went outside for a walk to clear my head while my daughter was sleeping. On my way back, it started to rain and I was caught outside without an umbrella. I ran back to the hospital and as I approached the entrance a new sign hanging in the windows caught my eye. It read, “When it rains, look for the rainbow.”

In that minute I realized, that’s what me and my kiddo have always done along the way. Through the storms, we always looked for what would be on the other side of it. We’ve been dealing with a disease most doctors have never heard of for years. It’s complicated, it gets progressively worse over time, and it’s hard to watch. But not one case is the same as another, and we’ve learned to focus on the positives in life because it really could be worse. We’ve learned to appreciate the small victories, to celebrate our milestones, and to always keep searching for the rainbow.

How have you supported others affected by your daughter’s disease?

A few years after my daughter’s diagnosis, we started getting involved with nonprofit associations benefiting cystinosis research. After connecting with other families and attending and supporting other fundraisers all over the country for a few years, we started our own Mulligans Fore Morgan charity golf outing in 2015, and have raised and donated over $120,000 for research.

After my daughter’s kidney transplant in 2020, her nephrologist asked her to mentor another teenage girl who was preparing for her first kidney transplant. My daughter, after struggling for so many years, was finally living her best life and was able to give back by connecting with someone else in need. We’ve celebrated their “tranplantanniversaries” together ever since, and they’ve become the best of friends. Despite different diseases affecting their bodies, they share so many similarities that they can lean on one another for support, and have a friend for life that understands the challenges one another faces.

There is something to be said about strength in numbers and connecting with others on a human level. When facing medical issues, it’s something you crave, something you need, and I encourage others to be open to making themselves vulnerable and connecting with others who may be going through something similar. My family has deep connections with folks that were once strangers from all over the country just because we were willing to share our story, be a part of something bigger. and network within our small but mighty community.

How important is it to connect with others when you’re being affected by health issues, whether a family member’s or your own?

For many years it was hard for me to even talk about my daughter’s disease without crying. As she got older, it was more evident that something was different about her after sharing pictures of her and her younger sister with my colleagues, clients, and coworkers. As her disease progressed, we had to start planning for future surgeries and balance multiple specialists and appointments and her story became a part of my story. I’ve worked for many companies that have supported the foundations we were supporting, and some have even helped raise money or have donated to our cause.

Along the way, I started speaking publicly about our journey and publishing updates in articles to show the impact of our fundraising efforts. I’ve cried on stage in front of hundreds of people, sharing my personal story with all the raw emotion involved. I’ve gotten standing ovations and have brought audiences to their knees. And I wanted to throw up before I went on stage every time, but coming out of each speech I’ve been able to connect with so many people, empathize with their stories, inspire them to make a difference, or just offered my listening ear or shoulder to cry on. By making myself vulnerable and truly opening up and sharing our story, I know I’ve helped so many people. I hear it from them firsthand, and it’s super rewarding. n

Jen Peachmen

We’ve learned to appreciate the small victories, to celebrate our milestones, and to always keep searching for the rainbow.

SAGENT APPOINTS FINTECH INNOVATOR AS COO

Sagent Lending Technologies, a fintech company offering mortgage servicing software, has appointed Marianne Sullivan as its chief operating officer.

Sullivan, who has led some of the biggest innovation milestones in mortgage and consumer finance — including at Fannie Mae — has been appointed “to accelerate development of the industry’s first and only cloud-native software that powers home ownership and loan servicing lifecycles for servicers, consumers, investors, and regulators,” the company said in a news release.

Sullivan will remain on Sagent’s board as she assumes an active operational role, the company added.

At Fannie Mae, Sullivan led the creation and launch of two transformational initiatives: Collateral Underwriter, which enables instant verification of home valuations; and Day 1 Certainty, which enables the modern mortgage era with digitalnative loan origination infrastructure and lender risk relief.

ZITLOW REJOINS CORNERSTONE HOME LENDING

After a brief departure from Cornerstone Home Lending Inc. (CHL) in early 2022, Kelly Zitlow returns as executive vice president of sales & engagement, the brokerage announced Friday.

A mortgage industry veteran, Zitlow has nearly 27 years in residential home finance. She was a top-producing loan originator at CHL from 2017 to March 2022, when she departed as vice president, certified mortgage planning specialist

to accept a position with Keller Mortgage, where she served as senior mortgage adviser and head of elite branch network.

Cornerstone Home Lending’s acquisition of The Roscoe State Bank, resulting in the formation of Cornerstone Capital Bank SSB, was the impetus for Zitlow’s return.

“The bank acquisition provides an expanded product line and the ability to lend across state lines in 37 states plus the District of Columbia (with more states to come), which is a game changer for our loan officers, clients, and real estate partners,” Zitlow said.

In addition to continuing to originate loans, Zitlow will bring innovative strategies for an everevolving industry to CHL’s mortgage sales team in her new role, the company said.

FLYHOMES EXPANDS LEADERSHIP TEAM WITH ADDITION OF COLLINS

Flyhomes has announced the appointment of Andrea Collins as chief marketing officer.

Collins will lead a crossfunctional marketing team responsible for driving demand for Flyhomes services and products. She will also lead all efforts related to brand amplification, communications, and go-to-market strategy. Collins joins Flyhomes after spending over four years as the vice president of marketing at home insurance startup Hippo, taking the company public in 2021.

“It’s exciting to be joining at such a pivotal moment in the Flyhomes

journey and to be working for a company that has such an impact on their customers’ lives,” said Collins. “The strength of the leadership team and the way in which they draw inspiration by empathizing with their customers is what really attracted me to the role. I feel this unique approach has Flyhomes positioned to become the first true brand in residential real estate.”

NCONTRACTS PROMOTES GUTHRIE TO CHIEF HUMAN RESOURCE OFFICER

Ncontracts, a provider of integrated compliance and risk management solutions to the financial industry, promoted Cathy Guthrie to chief human resource officer. Guthrie has served as the executive vice president of human resources at Ncontracts since 2021.

With over 20 years of expansive human resources experience, Guthrie has been instrumental in building a world-class workplace culture. Earlier this year, Ncontracts was nationally recognized by Top Workplaces for its Culture Excellence Award. Ncontracts was also named a Top Workplace by The Tennessean for a second consecutive year and was featured on Inc. Magazine’s Annual Best Workplaces list.

Previously, Guthrie served as the senior vice president of human resources at Unanet, a provider of ERP and ERM solutions. She also held the roles of chief people officer at AlienVault and vice president of people at SpareFoot.

“My ultimate goal at Ncontracts is to help employees achieve their full potential while working with our team to build and scale a worldclass business,” said Guthrie. “I’m

Cathy Guthrie

Andrea Collins

Marianne Sullivan

Kelly Zitlow

thrilled to move into this new role and continue developing a strong workplace culture that positively impacts our team and clients.”

UNION HOME MORTGAGE NAMES STARK REGIONAL MANAGER

Union Home Mortgage (UHM), an independent mortgage banking company based in Ohio, has hired Erin Stark as its new regional manager for Texas.

In her new role, Stark will leverage her more than three decades of mortgage banking experience to help increase UHM’s branch network throughout Texas while simultaneously growing and supporting existing UHM branches in the state, the company said.

“I am excited about joining this people-oriented company that is wholly committed to serving the needs of its customers,” Stark said. “The layers of support the company provides to its partners both makes UHM an attractive place to work and enables the exceptional customer service for which UHM is known.

I believe by helping our people succeed, we can help ensure we are making homeownership accessible for all of Texas.”

Stark is an industry veteran with more than 30 years of mortgage banking experience. Before joining UHM, she served as an area manager for San Antonio and the surrounding region at Gateway Mortgage.

CHURCHILL MORTGAGE WELCOMES WEIR IN KEY SENIOR SALES ROLE

Churchill Mortgage, a provider of conventional, FHA, VA and USDA residential mortgages across 49 states and the District of Columbia,

has hired Kisha Weir as vice president of sales for the Pacific Northwest (PNW) region. Weir will be responsible for the overall sales and business development operations while overseeing the training, mentorship, and development of loan officers across the PNW division.

“In addition to being a natural servant leader with a proven track record of developing profitable branches throughout the West Coast, Kisha has an undeniable desire to invest in people,” said Kevin J. Hanna, president of the Churchill Mortgage Pacific Northwest region. “She will be an incredible asset to the team with her commitment to growth, empowering them to achieve their personal and professional goals. We’re assembling a dream team to create something that hasn’t been seen or done before in the mortgage industry. Our ‘people over profits’ approach, commitment to debtfree homeownership, and creation of a truly revolutionary platform will propel us to the top as we keep our clients and customers at the forefront of everything we do.”

With over 30 years of experience in the mortgage industry, Weir has garnered impressive credentials managing sales teams in key senior roles and improving processes and efficiencies. Prior to joining Churchill Mortgage, Weir led the Western Division at Movement Mortgage, where she personally oversaw $11 billion in loan volume, and acted as senior vice president of the PNW Region at Eagle Home Mortgage, where she grew her area to the highest producing and most profitable region in the country.

“This is a time of upward trajectory for Churchill Mortgage, and I am thrilled to facilitate their continued expansion in the Pacific Northwest

and beyond,” said Weir. “Rather than simply weathering and enduring this turbulent market, the company is staying on the offensive and embracing this as a time of opportunity for growth. Given the strong talent pipeline and Churchill’s sterling reputation in the industry, this felt like a perfect fit and a place I truly belonged.”

HOLLAND JOINS SALES BOOMERANG AND MORTGAGE COACH AS CHIEF PEOPLE OFFICER

Sales Boomerang, an automated borrower intelligence and retention system for the mortgage industry, and Mortgage Coach, a platform empowering mortgage lenders to educate borrowers with interactive home loan presentations, announced the appointment of Shelli Holland to the role of Chief People Officer.

Holland has nearly two decades of experience developing people strategy at leading North American and global SaaS companies and will guide the culture, policies, and people strategy that motivate the Sales Boomerang and Mortgage Coach teams.

As the leader of Sales Boomerang and Mortgage Coach’s human resource functions, Holland will help define and connect the mission and values of the merged company and align the people behind them. Her early priorities lie in fostering a unified, employee-led company culture; driving strategic business objectives through the adoption of technology; defining performance metrics for departments and roles; and developing an improved internal communications strategy that helps employees better understand the business rationale

Erin Stark

Kisha Weir

Shelli Holland

behind resource allocation.

“I was drawn to Sales Boomerang and Mortgage Coach because of its leadership team’s passion for the company mission of helping people build wealth and achieve financial freedom,” said Holland. “I look forward to helping unify a culture that fosters diverse thoughts, inclusion, trust and team ownership for a bright, innovative organization.”

Prior to joining Sales Boomerang and Mortgage Coach, Holland guided the people function of Phone2Action as it acquired two companies, rebranded as Capitol Canary and completed a successful exit through its acquisition by Quorum. Before that, she held leadership positions at Frontpoint, a developer of smart home security systems, and Ellucian, a global higher education technology company.

NOONS TO BE FIRST FEMALE PRESIDENT & COO OF WASHINGTON TRUST

Mark K.W. Gim will retire as president and chief operating of Washington Trust Bancorp during the

corporation’s 2023 annual meeting of shareholders in April. Mary E. Noons, who currently serves as executive vice president and chief retail lending officer, was promoted to senior executive vice president, effective immediately, and will be appointed president and chief operating officer upon Gim’s retirement. Noons will be the first woman in the corporation’s 222-year history to serve as president and COO.

“Mary has played a key role in the Washington Trust’s record mortgage origination, revenue growth and regional expansion, which has contributed significantly to the corporation’s continued growth, profitability and success,” Edward O. “Ned” Handy III, chairman and CEO of Washington Trust, said. “Mary is a proven leader and a strategic thinker with a passion for service excellence,

process improvement, operational efficiency and enhancing the customer experience. I look forward to working alongside her.”

Noons has been an integral part of Washington Trust’s Retail Lending leadership team since joining the Bank in 1992. She has more than 25 years of professional mortgage and consumer origination and operations experience and has played a key role in the expansion of the Bank’s mortgage operations from Rhode Island into the greater New England region.

Noons holds a bachelor’s degree from the University of Rhode Island and graduated with honors from The Connecticut School of Finance and Management. She is also a 2009 graduate of Leadership Rhode Island. Noons serves on various American Bankers Association committees as well as the Rhode Island Bankers Association Mortgage Committee. She served on the Freddie Mac Community Lender Advisory Board for over 12 years. A Rhode Island resident, she is active with the United Way Women’s Leadership Council and serves as a board member for the RI Academic Decathlon. n

Mary E. Noons

Honoring Women Of Mortgage Technology

In this issue, Mortgage Women Magazine honors the women of mortgage technology who are making an impact on the industry. The Women of Tech award recognizes and promotes the achievements and stories of women working within mortgage technology.

It’s important to recognize these women and their accomplishments. They can offer fresh perspectives and different approaches to the mortgage technology field.

Just as important, these women of mortgage technology honorees also encourage more women to become part of the technology world. That improves the diversity of the field and also helps narrow the well-known gender pay gap experienced in other fields.

Jay Arneja VP, eClose Solutions

SimpleNexus

, an nCino company

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

The systems and the problems you are solving are both complex and ever-changing. An undocumented history of existing solutions can add additional layers of difficulty for women in the industry, requiring you to ask many questions. You don’t need to know everything, but it’s essential to know who to talk to and to engage with technology systems to find the answers you need.

What led you down the path of working in technology?

Early in my career, I recognized how automation and technology could help remove complexity from the mortgage process. As technology evolved, I became passionate and driven to remove paper-based dependencies and address other complexities in the mortgage space.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

Stay relentlessly curious by asking questions and then to make informed decisions from the knowledge you gain.

Do you have any mentors or figures who have greatly influenced your success?

I was fortunate to have two mentors during my time at MERSCORP Holdings who had a significant impact on my career. They fostered a culture that included sharing knowledge, recognizing individuals’ contributions in the assembly line, continually assessing the cost of time the team spends on solutions and constant reminders that our end goal is to serve the borrower.

What significant changes would you like to see within the world of mortgage technology?

I would love to see widespread technology adoption, which leads to more growth and product improvements. Proper technology adoption is the key to improving the standardization of process milestones and resolving critical issues within the mortgage industry.

Marcy Ash

Director of Strategic Projects Down Payment Resource

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

One of the biggest challenges facing women in tech is not just a lack of representation, but a lack of community as well. It is crucial that women in tech find a community of other women - whether it’s with their company, an industry association or a local womens’ collaborative — to share professional and personal development advice and help grow each others’ careers.

What led you down the path of working in technology?

While working for Huntington Bank’s Secondary Marketing team, I noticed that too many affordable lending opportunities for first-time and low-to-moderate income borrowers were lost due to an insufficient understanding and awareness of down payment assistance programs and products.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

The best advice I can offer to women who are considering a career in tech is to find your passion and pursue opportunities to create or improve existing technology in that area.

Do you have any mentors or figures who have greatly influenced your success?

Early on in my career, I was lucky to have the mentorship of executive leaders and managers at Huntington Bank, who recognized my passion and encouraged me to build my expertise in affordable lending initiatives.

What significant changes would you like to see within the world of mortgage technology?

Education, communication, and relationships founded on trust and respect are pivotal to expanding affordable homeownership accessibility. That is why I’d like to see more borrowers and industry professionals leverage informative solutions to overcome the most common misconceptions about down payment assistance and affordable lending products.

Sydney Bocik

Director of Product Management AppraisalVision

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

The barrier to entry is the single greatest challenge women in tech face. The smartest and most humbling thing you can do is admit that you don’t understand or have the answer. Learn everything you can, and start treating every task like it is worth your time until you’ve mastered it.

What led you down the path of working in technology?

I came to Jim Cutillo, my CEO, through his job posting for an executive assistant, with no experience. But what I did bring to the table was a desire to learn everything. I developed a fascination with the way data and technology can transform an industry.

What is the most important or valuable advice that can you offer to women starting their careers in tech today?

Reflect on where you’ve been and determine where you don’t want to go. There are technological advancements around today that weren’t around even a year ago. Change your career, and change it again.

Do you have any mentors or figures who have greatly influenced your success?

Jim Cutillo was the first person to give me a chance. The way he interprets problems, and inspires those around him to find solutions, is an art that cannot be taught. My greatest influence is my mother. Raising me as a single mom, despite not having much, she made it seem as though we had everything.

What significant changes would you like to see within the world of mortgage technology?

I’d like to see everyone branch out. The white elephant in everyone’s room is that the inefficiencies your organizations face are the same problems your counterparts face, as well.

Amy Braun

Director of Product Strategy Rocket Companies

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

Outside of the implicit gender bias that is still very real in many tech roles, one of the biggest challenges we encounter is having confidence in ourselves. Some of that uncertainty comes from the times when others underestimate our abilities, but it’s vital that we trust ourselves, acknowledge what we bring to the table, and don’t self-impose our own limits.

What led you down the path of working in technology?

I started as an English major in college and originally worked in publishing. Through a series of what I call “mini careers” at a leading ed tech company, I discovered my passion for product development.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

It might be cliché — but I’d recommend finding a mentor. Beyond that, I often give advice to focus on relationships with colleagues. It’s easy in technology to focus on the project or problem you’re working on solving, but success is so often about collaboration.

Do you have any mentors or figures who have greatly influenced your success?

I found myself in the product management space thanks to a strong female product leader who saw in me the ability to make an impact. Thanks to that relationship, I had access to the training and advocacy I needed to set me up for a rewarding and meaningful product management career.

What significant changes would you like to see within the world of mortgage technology?

I hope that the industry continues to develop programs, products, and processes that make it easier for consumers to buy a home.

Maya Gardner

Director Program Management Blue Sage Solutions

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

We often bear more family responsibilities than men, juggling household duties and child care. We are often negatively impacted in the workplace for the time we take off to have children. We must start with acknowledging the challenges women face and providing management training to better support women.

What led you down the path of working in technology?

My education was focused on finance, which led to a corporate position as a finance manager in my first job. I was fortunate and was exposed to the first iterations of corporate banking automation. The company which hired me was a technology partner building a custom platform for cash management.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

I think the most important and valuable advice I could offer other women in technology is to follow your passion. I wasted years being afraid. Women should not be intimidated to enter a field that is predominantly male.

Do you have any mentors or figures who have greatly influenced your success?

Terri Lynn Cardona, who was head of human resources, was a great mentor to me early in my career. She coached me through a number of challenges and helped me develop a strategy for success. Over the years, I have had other managers, colleagues, and executives help me along my path who have become lifelong friends.

What significant changes would you like to see within the world of mortgage technology?

The most significant change I would like to see is more top spots filled by the qualified women in our industry.

Jennifer Henry

Managing

Equifax

Director,

Government Credit, Housing Strategy & Capital Markets

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

One of the biggest challenges is the lack of female role models in senior leadership positions, which equals a lack of mentorship. I am encouraged to see an increasing number of women choosing to build their careers within our industry.

What led you down the path of working in technology?

When I first started in my career, I spent nine years working for a mortgage company. I gained valuable business skills. That experience prepared me for my role selling mortgage technology at Fannie Mae.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

Women leaders bring different skills and qualities to an organization and companies that have more diversity benefit from those differences. Women need to embrace the strengths they bring such as self-awareness, emotional intelligence, empathy and a stronger ability to multitask.

Do you have any mentors or figures who have greatly influenced your success?

My mother was a single parent who modeled hard work and taught me that I could do anything that I put my mind to. I’d have to say that my current boss (male) and the other women on our leadership team have had the most influence on my success.

What significant changes would you like to see within the world of mortgage technology?

The social climate in the country has put more focus on the area of the industry I am most passionate about: providing greater access to homeownership to minority and underserved borrowers. I would like to see continued advancements in technology that further unlock insights that can help underserved borrowers.

Katy Howell

Product Manager Xactus

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

I believe the two greatest challenges are that the industry is still predominantly male and there are not enough mentors to encourage women in professional development. I think these challenges are easily overcome by advancing your career with the support of a great company and surrounding yourself with great mentors to help you grow professionally and personally.

What led you down the path of working in technology?

When our legacy companies merged, I was serving as director of client relations. I was asked to help lead the development of our proprietary technology system. I discovered a passion I never knew I had.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

The most valuable advice I can offer is research whatever field it is that you want to work in and surround yourself with people who want to see you succeed. Find out what it takes to be successful at whatever position interests you by conducting online research, taking courses, and learning what’s required.

Do you have any mentors or figures who have greatly influenced your success?

My success as a product manager can be attributed to the leadership team at Xactus. This includes our President Shelley Leonard and COO Jayne Kelly, who are taking the time to mentor me.

What significant changes would you like to see within the world of mortgage technology?

I would like to see more automation and less hassle. I think as an industry we have accepted the status quo for the last decade and never pushed the envelope in terms of what the mortgage process could be.

Tracie Hunter

Senior

Managing Director, Production Business Technology Pennymac

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

Women are faced with plenty of challenges - whether it be the lack of female role models and mentors, gender bias, and/ or unequal growth opportunities. One critical component to assist with overcoming these challenges includes connecting with role models, mentors, and allies.

What led you down the path of working in technology?

I took several computer science courses in college as I was intrigued with the problems that could be solved with software. I landed a position within the mortgage finance division of a major bank in New York. I eventually began working on crafting business strategies that needed technical solutions to improve workflow, efficiencies, and client engagement.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

First, women shouldn’t be afraid to be themselves. The best innovations and solutions are created by diverse ideas that come together, sometimes in surprising ways and from unexpected sources. Taking risks is also greatly important.

Do you have any mentors or figures who have greatly influenced your success?

My parents have greatly influenced my career. Early on, they instilled a very high level of work ethic, drive, confidence, and most importantly humility. As for professional mentors, my first manager created an impression on me because of her approach, investment of time, and dynamic teaching culture.

What significant changes would you like to see within the world of mortgage technology?

It’s crucial that we continue to drive diversity. We need to support and include women and underrepresented minorities, and continue to seek out individuals with varied backgrounds during the recruiting and hiring process.

Jennifer Johnson

Senior Director of Product Management Sagent

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

The biggest challenge is the lack of women in leadership positions, which would benefit the growth of women in our industry. And the best way to overcome these challenges is to exude confidence in the work that we produce, and how we present ourselves to our employers, employees, customers, etc.

What led you down the path of working in technology?

I’ve been involved in several important campaigns, including the launch of a brand-new website from ideation to market launch. I was given the opportunity to be in the trenches of the project, which really sparked my interest in product management and technology.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

The advice I would offer would be: just do it. Use your voice and be confident, but it’s important to understand that if you are unsure of anything, don’t be afraid to ask questions.

Do you have any mentors or figures who have greatly influenced your success?

At my previous company, one of my managers — who was one of the few women leaders in the tech department — helped me build my confidence and supported me during a highly visible project that I was presenting to a room of upper-level executives. Shelli Girard (Sagent teammate) is an inspiration as she manages a development team (predominantly men) and does it successfully.

What significant changes would you like to see within the world of mortgage technology?

As our industry continues to grow and evolve, I would love to see more women — at all levels — be recognized for their accomplishments, especially in mortgage technology.

Sara Knochel

CEO

of Data & Analytics Candor Technology

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

One of the big challenges I think women face is making themselves indispensable at the expense of their effectiveness. It’s difficult to pass up the short-term gains of always being available, always swooping in to solve problems, becoming endearing to everyone. However, I think there is a need to recognize the difference between what is urgent and what is important.

What led you down the path of working in technology?

I always enjoyed math and science in school. When I got to college, I realized computer science was a discipline that would let me work in any field, and it was a skill I could continue to build on for the rest of my life.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

You can be nice and still succeed. In fact, it’s very difficult to be successful while trying to be something different than who you are.

Do you have any mentors or figures who have greatly influenced your success?

I was fortunate to have many mentors, beginning with my parents who sought to expose me to teachers, coaches, classmates, and peers who would both challenge and nurture me. … I was also blessed with numerous female role models throughout my career.

What significant changes would you like to see within the world of mortgage technology?

The focus on digitizing and automating the mortgage has been constrained by working within the existing siloed and linear mortgage-making process. The most beneficial technologies will disrupt and collapse the existing business processes rather than simply make the existing processes move faster.

Camelia Martin

Vice President, eMortgage Strategy & Industry Affairs

Snapdocs

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

Equal pay is a challenge for women in any industry, and tech is no different. If you want to make a difference here — start with yourself. Start by educating yourself, knowing your worth, and then advocating for yourself.

What led you down the path of working in technology?

I spent most of my career in a mortgage technology company’s legal, risk, and operations roles. Whenever there was an initiative involving tech, I raised my hand because I knew it was an area I needed more exposure to, and I was only going to learn it by doing it. The more I understood the tech, the more interested I became in its power to transform our business.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

Tech is flashy to the point where it can be blinding. Spend as much time, if not more, understanding the industry you serve and the problems you’re trying to solve as you spend on staying sharp on tech.

Do you have any mentors or figures who have greatly influenced your success?

Many individuals have opened doors for me, pointed me in the right direction, or cheered me on along the way. But the most influential figures in my life have been my parents. They taught me the importance of grit and hard work.

What significant changes would you like to see within the world of mortgage technology?

Mortgage processes are already complex. Great mortgage tech implementations start with a deep understanding of processes and an appreciation for that complexity – before they seek to simplify them.

Rhonda McGill Senior Director, Client Solutions PerformLine Inc.

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

Women who were curious about technology careers often struggled to find a female mentor. Now, women are finding one another in social spaces where they can network and share their stories. We have to keep the conversations going and continue to build networks that will encourage women of all ages to explore careers in technology.

What led you down the path of working in technology?

I work in the regulatory technology space by way of several years of working in the housing and mortgage industry, falling in love with marketing compliance. Whereas I don’t build the technology, I do have a huge input in the process as it applies to solving challenges faced by our clients who work in compliance.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

I would beg all women entering into tech careers to rethink everything and challenge others to rethink it from the lens of a woman.

Do you have any mentors or figures who have greatly influenced your success?

I have had several mentors throughout the years … women who have genuinely cared about community and making the world a better place. In the end, I would say my mentor was my late mother who told me that I could do and be anything that I wanted.

What significant changes would you like to see within the world of mortgage technology?

I would love to see the (remote online notarization) process go from origination through closing and beyond with a 100% paperless process to help ensure a sustainable environment for future generations to come.

Stacy Mestayer

Chief Legal Officer, General Counsel Voxtur Analytics

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

Securing a seat at the table is the first hurdle (to entering a traditionally male-dominated industry).

Once you’re in the seat, you often (unjustifiably) have more to prove than your male counterparts. You can use this to your advantage. Let them underestimate you. This allows you to build a bigger moat around your business.

What led you down the path of working in technology?

Technology was not my intended path, but when I caught a glimpse of the impact that technology can have on business, I never looked back. I’ve found the most interesting opportunities to be at the intersection of traditionally manual business processes.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

Listen, learn, and provide value wherever you go. You can learn most of what you need to know in any setting by listening more than you talk.

Do you have any mentors or figures who have greatly influenced your success?

I’ve had the opportunity to work with some of the most intelligent, creative people in the industry. I don’t consider any one person to be my mentor, but I do believe that you can learn something from everyone you encounter, and that is what I aim to do.

What significant changes would you like to see within the world of mortgage technology?

We have the ability to make homeownership a reality for more people, as long as we’re open to creating the change necessary to do it. Incorporating more targeted data analytics to drive automation and digitization creates efficiencies that directly reduce costs.

Maria Moskver

CEO Cloudvirga, Inc.

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

Believing in what you are trying to achieve is the most important aspect of any business. Any industry has its challenges, whether you are a man or woman shouldn’t make a difference. If you have an idea and you know where you want to take it, then don’t overthink it, put it in motion, and take it to the next level!

What led you down the path of working in technology?

I dabbled in DOS programming in the 90s and worked in the computer lab in both undergrad and grad school. I studied economics and business in undergrad. Then. … I went to law and business school. My first executive position during grad school was in tech and in the mortgage industry in 1998.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

Don’t be afraid to take positions that you may not have all of the ‘desired skills’ for - you can always learn and improve along the way. Be a student of what you are doing, keep on learning, and share your knowledge with your supporting team.

Do you have any mentors or figures who have greatly influenced your success?

There have been many along the way. If you seek improvement, you can learn something from everyone you encounter in your life.

What significant changes would you like to see within the world of mortgage technology?

The mortgage process needs to become much more efficient through technology and yet still be a great customer experience. The various players in the mortgage process need to come together and figure out how to share information.

Bridget Taylor

CRM Program Director

Delmar Mortgage

What do you believe are the greatest challenges women in tech are facing today? What are your suggestions on overcoming these challenges?

The greatest challenge for women in tech is the lack of women mentors. With tech being male-dominated, women may be intimidated to enter the tech space. The lack of women mentors in tech continues to keep women from entering and advancing in this space.

What led you down the path of working in technology?

Marketing led me into technology. Having been in marketing for over 15 years, I was given the opportunity to work alongside a platform manager to provide the voice of the loan officer as advancements and integration were taking place. I then had the opportunity to work to define not only the customer journey and how to use tech to enhance that but the loan officer journey as well through the use of technology.

What is the most important or valuable advice that you can offer to women starting their careers in tech today?

Don’t stop speaking up, and don’t stop pushing and believing in yourself. Use that passion and drive in yourself to advance, be heard, and be successful.

Do you have any mentors or figures who have greatly influenced your success?

I’ve been fortunate to have two mentors. Julia Hoffman has taught me to always speak up, to hold my ground, and that it’s OK to say no when a project doesn’t fit the overall company strategy and goal. Scott Cange has taught me to lead with empathy and compassion through this tough time..

What significant changes would you like to see within the world of mortgage technology?

I like to see increased user engagement in the mortgage industry. I think all mortgage companies struggle with this.

Nomination Deadline: April 2

Winners will be included in Issue 4 of Mortgage Women Magazine. Even better, we’ll be recognizing winners at our Mortgage Star Conference for Women, happening LIVE in New Orleans, July 12, 2023. You can see more at www.mortgage-star.net.

nmplink.com/MortgageStar2023

Pioneers, Leaders, Innovators.

If these words come to mind when considering your ideal candidate for our “Mortgage Stars” list, then get your vote in and show your support for today’s female leaders in the mortgage profession.

BIG Something is on the horizon(s).

Texas is one big state, and it takes a big reach to keep its mortgage origination pros in the game. Only Lone Star LO gets the job done. We roundup the data, insight, and products that let Texans win the mortgage rodeo.

Debuting February 2023.

When Sunshine State brokers and lenders need information and opportunity, Florida Originator magazine is there for them. It’s the only mortgage publication that criss-crosses all of Florida, and the only one that lets industry pros from Miami to Jacksonville, from Destin to Key West know it all.

Debuting March 2023.

California is large and in charge. That’s why there’s California Broker magazine. We cover the nation’s biggest mortgage market, and the state with more originators than anywhere else in the country. It’s the industry leader, and so is California Broker magazine.

Debuting April 2023.