Mortgage Women Magazine 2023 Issue 2

Beautythe Basis Point

ALEXANDRA RIVERA BERRIOS

NEVER STOPS SELLING

INSIDE:

GET READY TO TAKE A RISK > PAGE 5

DON’T FORGET TO RENEW YOUR NMLS LICENSE — OR ELSE!

OBSTACLES INTO OPPORTUNITIES: STACKING TECH WITH EMPATHY’S A WINNING COMBO

HHHHH

SPECIAL SECTION:

>PAGE35

3 WAYS TO MAKE MONEY ON THAT LOAN > PAGE 14

SELF-CARE MAKES FOR BETTER MORTGAGE MOMS > PAGE 28

RISE ABOVE THE REST

Successful women are constantly looking to hone their skills, build relationships and better understand how to use and improve their abilities and talents. They want to be able to share their experiences and questions with colleagues who understand, and do it in an environment that helps build connections that last a lifetime. That’s why there’s the Mortgage Star Conference for women in the mortgage profession, a specially-designed hands-on immersion event centered around superior results.

Beautythe Basis Point

ALEXANDRA RIVERA BERRIOS

NEVER STOPS SELLING

INSIDE:

GET READY TO TAKE A RISK > PAGE 5

DON’T FORGET TO RENEW YOUR NMLS LICENSE — OR ELSE!

OBSTACLES INTO OPPORTUNITIES: STACKING TECH WITH EMPATHY’S A WINNING COMBO

HHHHH

SPECIAL SECTION:

>PAGE35

3 WAYS TO MAKE MONEY ON THAT LOAN > PAGE 14

SELF-CARE MAKES FOR BETTER MORTGAGE MOMS > PAGE 28

Discover Where Your Competitors Stand In The Mortgage Market

Adapting to today’s dynamic mortgage market has changed the way we analyze trends and track competitors. Luckily, we have the tools you need to determine your competitors’ market share and see how individual loan originators are performing in their market.

Mortgage MarketShare Module

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Our Loan Originator Module provides you with access to the largest and most comprehensive loan originator database in the country. Take advantage of this access to identify top-producing loan officers, verify production, and monitor competitors.

GET A FREE MORTGAGE COMPETITOR ANALYSIS

To show you just how powerful our modules are, we’re offering a free customized mortgage competitor analysis. Simply visit www.thewarrengroup.com/competitor-analysis and provide us with a few details. You’ll receive an updated 2021 vs. 2022 Quarterly Mortgage MarketShare Report at the company level paired with a Loan Originator Report highlighting top LOs and individual performance.

Visit www.thewarrengroup.com to learn more today!

Questions? Call 617.896.5331 or email datasolutions@thewarrengroup.com.

BENEFITS

• Monitor Residential and Commercial Lending

• Measure Sales Performance and Market Activity

• Identify High-Performing Competitors

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• Pinpoint Top Loan Officers for Recruitment

• Identify and Verify Loan Originator Performance

• Measure Loan Activity Against Competition

• Highlight Success for Market Positioning

NEED MORE DATA?

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, Sarah Wolak

STAFF WRITERS

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

Women Are Adapting And Thriving W

omen’s History Month is celebrated annually in March to recognize the significant contributions that women have made throughout history. This month-long celebration shines a spotlight on the many achievements of women across various fields, including business, politics, science, and education. In the mortgage industry, women have been breaking barriers and making significant strides in recent years. From mortgage brokers to loan officers and underwriters, women have been carving out a place for themselves in a traditionally male-dominated industry. They have brought new perspectives, innovative ideas, and fresh approaches to an industry that has been slow to change.

Despite the challenges posed by the COVID-19 pandemic and the resulting economic downturn, women in the mortgage industry are navigating through these uncertain times with resilience and positivity. The pandemic has affected the housing market, leading to changes in underwriting and appraisal practices, as well as an increase in demand for refinancing and mortgage forbearance.

Women in the mortgage industry are staying positive and finding ways to adapt and thrive. They are leveraging technology, embracing new processes and procedures, and working collaboratively to serve their clients and communities. Women in the mortgage industry are leading the way, and their contributions are helping to shape the future of the industry.

Submit your news to editorial@ambizmedia.com

If you would like additional copies of Mortgage Women Magazine Call (860) 719-1991 or email subscriptions@ambizmedia.com www.ambizmedia.com

© 2023 American Business Media LLC. All rights reserved. Mortgage Women Magazine is a trademark of American Business Media LLC. No part of this publication may be reproduced in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without written permission from the publisher. Advertising, editorial and production inquiries should be directed to:

American Business Media LLC

88 Hopmeadow St. Simsbury, CT 06089 Phone: (860) 719-1991

info@ambizmedia.com

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

Mortgage Women Magazine welcomes your feedback. If you have comments, questions, criticisms, praise, or information to share with us and our readers, please write us at 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

BE BRAVE! TRY NEW THINGS

Every year I say to myself it’s time to try new things and then it doesn’t happen.

I fall back into the same patterns and routines. Wake up, COFFEE, work, workout (sometimes), dinner, chores, TV and sleep.

Occasionally a friend will ask me to go to a new restaurant or check out a new store and that is pretty much the extent of what I do outside of the norm.

I mean trying new things is scary and uncomfortable. What if I hate it, what if I am terrible at it? All the negative thoughts circle around your mind that talk you out of it before you even step foot outside of your door!

After overthinking A LOT, on a whim I decided to join a dance class. Being a dancer was a dream of mine at a young age, and I never followed through for many reasons. The main one being a young Mom, which obviously took priority of being a backup dancer … right? LOL!

SO when I finally decided to start my “try new things chapter,” dance was the first thing I wanted to check off. I was so nervous walking in that first class, but I did it. It was a ton of fun and awkward, but the good outweighed the bad. All the sudden “trying new things” wasn’t so scary. Next I joined a TAI CHI class (highly recommend), then a YOGA class

By ASHLEY GRAVANO, Contributor, Mortgage Women Magazine

and then a meditation class, and now I am obsessed with trying new things!

Why all the sudden you ask? Am I no longer afraid? Oh, I am. … afraid of all the things I mentioned above still as I walk in these classes. BUT the fear didn’t stop me, it is now driving me. I want to experience something different and prove to myself that I am capable. Even If I hate it, I did it. I want to live, not just go through the motions. It took one step to change my thoughts of fear to thoughts of excitement for the next “new thing.”

Here are some tips to get started:

1. Face the Fear. I did it!

2. Be Realistic. It is OK to dream big but be realistic in your choices.

3 Make it a Priority. Put it on your calendar, pay in advance, and schedule it out.

Here are some ideas you can try:

1. Eat a new food

2. Listen to a new genre of music

3. Try a new physical activity

4. Learn a new language

“Be fearless in trying new things, whether they are physical, mental, or emotional, since being afraid can challenge you to go to the next level.”

—Rita Wilson n

Ashley Gravano is vice president of product solutions at Mortgage Cadence.

“You can only grow if you’re willing to feel awkward and uncomfortable when you try something new.”

—Brian Tracy

Acting on a whim can have satisfying results (honest)

Fighting For Empathy And Technology

ANDRIA LIGHTFOOT IS A ‘FORCE TO BE RECKONED WITH’

By LAURA BRANDAO, Contributor, Mortgage Women Magazine

This month I have the pleasure of speaking with Andria Lightfoot. Andria is the chief customer officer (CCO) of SimpleNexus, an nCino company. As of April 10, she will be the president/chief operating officer of SocialCoach. She is based in Fairfax, Virginia.

Andria was in grad school studying to be a therapist despite having always had a strong facility for math and computer science. She took a job as a loan officer assistant (LOA) because her sister was in the mortgage business. She quickly realized she had a talent and a passion for the financial sector and that has become the path of her impressive career.

How did you get your start in the mortgage industry?

AL: I was working between semesters at grad school as an LOA for a prolific producer who also happened to be one of the owners of the firm. I realized early on that I really loved the mortgage business and learned the dual roles of LOA and processor.

I loved the experience of learning the mortgage process from start to finish and how a mortgage company works. I feel privileged to have been the first female [chief operating officer] of a 40-yearold mortgage company and the first-ever CCO for a financial technology startup company.

My technology “aha” moment was at a processor training seminar with the focus on hole-punching. It sounds strange, but there was a specific procedure to organizing a loan file and we were being taught how to stack the file in the correct order. I knew there had to be a better way to do this, and I knew with my background in .net programming I could be the change agent our company needed to introduce new technology solutions.

I began to encourage the use of technology rather than paper and physical files to make jobs easier, faster and more efficient. Through that experience, I found my calling to drive digital transformation in our industry.

What does being a trailblazer mean to you?

AL: First off, let me say that I am grateful to all the trailblazers who came before me in this industry. My focus is on creating an environment that is ready for both evolutionary and revolutionary change. There has always been some resistance to change in our industry, especially in large corporations, and I want to be the catalyst for new ideas and new ways

of approaching things. Inspiring others to see obstacles as opportunities is key in cultivating investment to adopt in new technologies that will quite literally change the way we do business.

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

AL: My hope is to see more women in STEM [science, technology, engineering, mathematics] leadership in that time frame. We need to aim for more than just the C-suite or the boardroom. How we build technology solutions and drive growth is based on who controls the code. Ultimately, our companies are driven by the tech stacks we choose and therefore by the individuals who build the software that will move our industry forward and keep us at the forefront of the industry technologically.

My wish is to see more women in the driver’s seat when it comes to developing and championing technological solutions that will push our industry to be better and serve our clients more efficiently with each passing year.

What is your professional superpower?

AL: I have been called a “force to be reckoned with” since preschool. I was raised with a mother and grandmother who had real grit, so I think strong women run in my family.

In third grade I started a super fun and

“ We’re in the business of tech. We’re in the business of turning obstacles into opportunities.”

inclusive club for all the kids in the class. From that experience I learned what it was to be a force for good. My teacher that year was a huge supporter and helped me to understand that, even at that young age, I had leadership skills.

If I had to put my professional superpower into words, I would choose tenacity and fortitude driven by a real desire to help and facilitate positive change for all those in within my sphere of influence. Where others may see obstacles, I see opportunities. I push hard for change and growth and am true to the vision I have in front of me.

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

AL: Almost 15 years ago I met an amazing delivery manager for a software company who gave me the confidence I needed to lean into my passion for technology.

I was in dual roles in operations and information systems at that time, but I realized I needed to focus on technology because that was where I wanted to be and how I needed to contribute.

Transforming organizations with a combined focus on empathy and technology delivery has made all the difference for me in my career. I have turned my energy and efforts to aligning companies who are ready for change with the technological solutions that will benefit them and their clients in the best possible way.

As I began to narrow my focus, I also discarded the self-censoring I had been practicing regarding my advocacy for underrepresented populations. I reached a point where I could no longer justify being silent at the rampant misogyny and lack of female representation I was seeing. I started using my change management tools to drive larger organizational shifts in culture and DEI [diversity, equity, and inclusion] initiatives and have never looked back.

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

AL: I have a motto that goes like this: “You get a seat at the table when you have something to bring to the table.”

Developing competency through education, certification and expertise through experience is the first step toward levelling up. The second

part of the equation is learning to speak up and be confident in the value you are offering. When you have confidence in your ability to contribute, you can shift the critical conversations toward scaling up and success.

Our industry is constantly in a state of change. Learning to adapt, be nimble and move with the changes in technology and process is vital to a successful career in the mortgage business. Developing the mindset that you are the commodity you are selling and constantly learning, growing, and indicating that you are capable of absorbing new procedures and acting on them makes you valuable and will give you opportunities to advance.

What does success mean to you?

AL: This is a tough question for me to answer because I am of the firm belief that we should each view success through our own lens and not based on the opinions of others.

For me, personally, success is measured by the legacy you leave behind.

I want to leave this industry better, stronger, and more compassionate and competitive than when I joined it. I want the contributions I make toward advancing the use of technology to benefit employees and clients

What do you enjoy doing outside of work?

AL: I love cooking with my husband, playing the piano and games with the family. We support our local church basketball league and school theater programs.

I volunteer with Girls Who Code working with girls to encourage them into technology fields. I love this organization as it works to close the gender gap in the computer field and change ideas about what a programmer should look like.

I also try to run the children’s reading group at my youngest son’s school when my schedule permits and I was the children’s choir director at the church for a while. I love working with children. I think I have a Mary Poppins gene!

How do you recommend navigating change in an industry that is always changing and growing?

AL: A growth mindset is the most critical part of adapting to change. Focusing on the problem is only one part of the puzzle. Sometimes the definition of the problem is the problem. Solutions come when we are willing to listen to alternatives and be creative and innovative

in our approach to resolving an issue. Having a willingness to let our minds be agile and open is key to embracing change and breaking down resistance to moving forward.

Do you think having a mentor is important?

AL: I feel it is important to have both a mentor and a sponsor. The difference being that a mentor will provide an outside perspective and advise you about your larger career goals and growth.

A sponsor can help advocate for you in rooms you may not yet be invited into. A sponsor can advise you on leveling up in your organization and showing you what is possible.

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

AL: I am passionate about ending the use of paper products in our industry. I believe we can deliver an excellent customer experience that is intuitive and easy in a completely digital form.

I want to be remembered for bringing the mortgage industry into the forefront of the digital era by helping staff and clients alike to embrace the future of lending and making their job simpler and more efficient.

SimpleNexus Leasership Team — MBA Annual in Nashville, TN at the Grand Ole Opry.

How do you find your voice?

AL: I think we all have our voice innately. Learning to use it is a matter of understanding when and where that voice is appropriate and where it is originating from.

I feel like women often try to censor themselves and soften their approach because they are afraid of being labelled unlikeable or shrill. It is so vital that we do not focus on being likeable, but on the message we are trying to convey.

Brene Brown, an American professor, lecturer, author, and podcast host, said, “I’m not here to be right. I’m here to get it right.” I love this statement. It encompasses my belief that being right isn’t nearly as important as making good decisions and getting it right.

The intent behind using your voice must be to make things better. Good leadership leaves the ego at the door and focuses on resolving problems rather than being the one to solve them.

I found my voice particularly by advocating for women and DEI. I learned that there is more value in the intent behind my words than the tone of my voice. And that I should not be concerned about someone taking issue with me when I have full confidence in the message I am sharing.

What is your biggest fear and why?

AL: My greatest fear is that my drive to perfect will result in me missing important moments in my life. I am proud of my drive and ambition but also keenly aware that it can take away from other parts of my life and leave regret in its wake.

Oprah Winfrey’s advice about failure is a good guidepost. She said it was simply feedback about where to go next. I don’t fear feedback, but I do fear regret.

I try to temper my drive with remembering to be present in my life when I am with friends and family. Those moments are precious and should

be valued and not squandered.

What is your favorite book or podcast that you would recommend and why?

AL: I love Brene Brown’s “Dare to Lead.” Toxic cultures of shame are the biggest barrier to growth and courageous leadership. She also has a podcast titled “Unlocking Us” in which she shares specific concepts from her research on shame and empathy and asks leaders from across different industries to share their ideas and perspective on courageous leadership.

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

AL: The drive for more inclusive and diverse workplace culture starts with the executive leadership. Leaders need to be committed to a vision of setting goals, finding new recruitment channels, promoting leadership programs, mentoring opportunities, and keeping the organization moving forward.

Marian Wright Elderman of the Children’s Defense Fund famously said, “You can’t be what you can’t see!”

I work to show up and advocate for women in any leadership role I undertake. The key to getting women to aspire to leadership is to provide a healthy workplace environment, support them in their goals and be vocal about giving them the opportunities they have earned to level up to success.

Would you like to share anything else?

AL: I want to reiterate the importance of getting it right, not just being right. Getting it right means being a force for good wherever you are and being a decisive, pragmatic and present leader. n

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

Andria Lightfoot with her husband Mike, oldest son Dustin, and youngest son Jackson.

Broker business is built here.

In California, brokers, originators, and support staff love the California Mortgage Expo. The show, which is available in Irvine, San Diego, Oakland, and Pasadena, offers educational sessions, product showcases, networking opportunities, and more (we can’t forget to mention the hors d’oeuvres, open bar, and networking parties). Attendees also have the chance to renew their NMLS license with the class the following day. Plus, the show is free for NMLS licensees* with our code MWMFREE.

No brainer? We think so.

Thursday, May 4, 2023

04 05

California Mortgage Expo

Friday, May 5

NMLS Renewal Class

Curiosity Gets Results

IT IS ONE OF THE MOST VITAL AND LIFE-AFFIRMING QUALITIES YOU CAN BRING TO YOUR LIFE

By TINA ASHER , Contributing Writer, Mortgage Women Magazine

Remember your first day of school? Your first date?

What about your first day on a new job?

What’s the common theme?

Hopefully you’ve said, “It’s the unknown.” In each scenario, walking into something unknown creates curiosity.

Curiosity poses questions, questions result in answers, and answers give us confidence to take the next step to move forward. I love to coach clients on taking a “first-day” approach to something. I’ve found that most people lose their sense of wonder in exchange for assumptions.

In the “honeymoon” stage of these “first events,” there’s excitement, a curiosity, and a fresh outlook at what’s ahead. Remember those first days? The relationship is new, the excitement to learn more entices us to ask questions. The thirst for knowledge is quenched when we get answers to our questions, leading us to our next phase in life, whether it be a second date leading to marriage

or a career path leading to another promotion or a new line of study. The questions that we continue to ask shape our future.

TIME TO RESHAPE

So why do we stop asking questions? Why does the spark of curiosity fade? Relationships grow old, work becomes

unsatisfying and sometimes leads to despair.

Here’s the good news. Our despair doesn’t need to end in divorce, an affair, or jumping ship to find another job. It simply requires us to think about a first-day approach again.

Be curious to get results.

If your boss is uptight, ask him or her, “Hey, I noticed you seem a bit on edge, is there something I can do to help you out?” Or if you’re struggling with a relationship at work or home, you might ask, “Is there something I can do to help ease the tension between us? Have I done something that is causing you stress? I’d love to know.”

When we know, we grow

Reinvigorate your sense of curiosity. It shows you care. You’ll learn something new and you’ll be able to pave the path for the next phase in life.

WHAT’S THE CONNECTION?

Curiosity has been given a bad rap. Perhaps we grew up hearing that

Tina Asher

asking questions was rude or conveyed ignorance, or that we’d get into trouble if we were like Curious George. We might even have been warned that “curiosity killed the cat!”

The truth is that curiosity is one of the most vital and life-affirming qualities you can bring to your life and your relationships.

It is so easy to blame others when things go wrong. Consider being curious about your experience rather than critical. For example, instead of beating yourself up for not reaching sales goals — again — try asking yourself what was going on for you that you kept performing below your expectations? With an attitude of “how fascinating that I’ve created this,” you are much more likely to help yourself find new solutions to attaining your goals.

CURIOSITY IN LIFE

Helen Keller said, “Life is a daring adventure or nothing at all!” When you cultivate an attitude of curiosity, doors open, and adventures begin. Questions lead to new possibilities. For example, asking yourself, “What do I want to learn now and where might that lead me?” can set you on a journey of exciting exploration that moves you forward. If, instead, you come from the place of “I already know what I need to know,” you shut off the

possibility of discovering something new that could rock your world. How often we assume we know what someone else is thinking or experiencing. What if we came from a place of not knowing and

without hidden agendas and to clarify understanding.

PRACTICAL TIPS TO CULTIVATING CURIOSITY

Here are some ways to cultivate a more curious life.

1. Questions. Practice asking questions with openness and neutrality. Practice with strangers in stores and with people close to you. Stop thinking you know all the answers … be open to being surprised!

2. Inquiries. An inquiry is an openended question designed to broaden your perspective. For example: “What would make life a daring adventure for me?” “Where in my life do I assume I already know?”

offered others an invitation to speak? According to Sharon Ellison, creator of Powerful Non-Defensive Communication, “A non-defensive question is innocently curious, reflecting the purity of the child who asks how a flower grows or what makes an airplane fly.” We invite others to share their true experience when we ask questions

3. Assumptions. These impact how we treat strangers as well as loved ones. Challenge your assumptions by asking, “What if that’s not true?” What other choices might you make then?

If you truly want to expand your excitement, joy and fulfillment in your career and relationships, sprinkle liberal doses of curiosity and watch your life become the fabulous adventure it can be! n

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

The thirst for knowledge is quenched when we get answers to our questions, leading us to our next phase in life.

Where The Money Comes From

PROS, CONS OF THE THREE WAYS MORTGAGE COMPANIES GET PAID

By VICTORIA DELUCE , Special To Mortgage Women Magazine

In my last article we discussed what affects the bond price and gave a crash course in hedging. To continue our journey on becoming the interest rate expert, we are going to focus on servicing values and servicing rights.

Again, the five main variable components that go into rate-sheet pricing and interest rates are the bond price, servicing value, lenders’ cost to manufacture, loan originator compensation, and the borrowers’ risk profile.

all mortgage companies service loans.

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

Each mortgage loan has two components of value: The interest rate attached to the actual loan and the value to service that loan.

All mortgage companies lend, unless they are going out of business, but not

Servicing loans is a completely different business than lending. There are companies whose sole purpose is to service the loan. Servicing companies or servicing divisions handle all payments after the mortgage loan closes. They collect the mortgage payment from the borrower and pay all interested parties. They pay the bondholders, the homeowners’ insurance company, municipalities for taxes, etc. Mortgage servicers also handle all borrower communication and loss mitigation in the event of default.

This is a lot of work, and those companies want to be compensated for it. The longer a mortgage is going to be around, the higher the servicing value will be and vice versa. The length of

time a mortgage will be around is primarily tied to the interest rate on the loan and what markets and traders expect to happen in the economy in the short- and long-term future.

There are three ways mortgage companies are paid for the servicing value. They either service the loan themselves and are paid over time as the

borrowers make their payments. They service the loan for a while, then sell a pool of servicing to a third party. We refer to this as MSR value: the value of mortgage servicing rights. Or they sell the servicing up front right after the loan closes and the mortgage company is paid a SRP or servicing release premium.

There are pros and cons to all three

scenarios, but one of the main reasons mortgage companies sell servicing up front in the form of an SRP is to receive money today vs. receiving incremental payments over the life of the loan. If a mortgage company does enough volume, it could make sense to service mortgage loans as it becomes an additional cash flow and servicing is typically a natural hedge against interest rate changes. There also is the benefit of retaining the client as a lifelong consumer for future refinances.

The next time you see fluctuations in a rate sheet that don’t track exactly to the market or change in bond price, changes in servicing value is often the culprit. n

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

The next time you see fluctuations in a rate sheet that don’t track exactly to the market or change in bond price, changes in servicing value is often the culprit.

ASK THE EXPERTS

WITH Rosalie Berg

AI: A GREAT TOOL (WITH LIMITATIONS)

IF COMPANIES AREN’T EMBRACING IT, THEY NEED TO ASAP

The recent launch of ChatGPT has brought artificial intelligence (AI) into the spotlight, and it’s clear that this innovative technology is transforming the mortgage industry. From mortgage lenders to tech companies and service providers, AI is changing the way businesses approach their work.

As the president of a PR, marketing, content and social media agency focused on the mortgage industry, I have seen the impact of AI firsthand. AI is providing valuable data analysis and predictive insights to help companies make informed decisions, and is automating repetitive tasks such as

social media posting and customer communications, freeing up time for marketing executives to focus on strategy, planning and execution.

In my test of countless AI marketing tools including Chat GPT, it is clear to me that AI is a great aid to marketing executives in their work. But AI still has its limitations. It is up to human marketers to guide the technology, refine the messaging to accurately reflect the brand’s voice and message, and to create and implement campaigns that truly make sense.

The impact of AI on the mortgage industry is undeniable and it will be fascinating to see how it continues to evolve the sector in the coming years. That’s why I’ve asked three mortgage industry experts to share their thoughts and insights on the current state and future of AI in the sector. Check out their valuable perspectives on this exciting topic.

Senior Director Lender Toolkit

AI is truly transforming the mortgage industry and forever changing the homebuying process. AI technology provides a wealth of benefits by quickly processing and analyzing large amounts of data. Automating tasks like verifying documentation, comparing financial factors, and analyzing collateral data not only saves time but also improves the accuracy of information communicated. AI-powered systems can provide informed decisions about creditworthiness, collateral

TAMMI ALEXANDER

TAMMI ALEXANDER

value, and risk assessment, reducing the time to funding, improving loan delivery quality and minimizing risks.

The potential for AI to dramatically enhance the efficiency and accuracy of mortgage lending while reducing costs and minimizing risks is significant. Companies like Lender Toolkit are at the forefront of implementing these innovative AI solutions to improve the customer experience and drive business growth. If companies aren’t embracing AI, they need to.

permissioned data, such as bank statements, tax returns, employment and income status at the time of application. You have most of the important information process and underwrite the loan. Pre- and postfunding data audits can support this approach.

FAITH

SCHWARTZ CEO HousingFinanceStrategies.com

Data-driven insights will start to streamline the mortgage efforts, and the Federal Housing Finance Agency’s new office of technology should help spur movement. Given some of the leadership through the GSEs, [government sponsored entities] we have nimble tech, source data, and driving front-end solutions that have been traditionally paper intensive. Source data can drive some great results. Think about having access to borrower

With 3-D scanning, hybrid appraisals and acceptable AVMs [automated valuation models] for collateral, you also have datadriven solutions to help determine collateral risk. The challenge is accessing legacy systems, workflow, and the data, and ensuring all the systems and compliance to the laws are in place. A very exciting time in mortgage that is filled with promise.

MAYA GARDNER Director, Program Management Blue Sage Solutions

With the rising interest rate environment and overall contraction in the market, lenders are looking for any number of technologies and process improvements to provide increases in productivity at lower costs. Just as rules engines and automated underwriting engines

have been used in the past to assist with approvals and closing loans faster, AI and machine learning (ML) also have had a significant impact on the industry in a number of ways. Automated document classification and data extraction are both AIenabled functions that have already transformed the mortgage process, especially in the correspondent purchase and QC review process to eliminate “stare and compare” processes. Chatbots also have provided enhanced customer service capabilities, allowing lenders to provide responses to questions and expertise 24/7.

This year, lenders will be leveraging AI even more and more in underwriting and other tasks, such as fraud detection. Using a vast amount of historical data, sometimes over many years, AI and ML tools can generate algorithms which can provide an automated decision and a series of why the decision was made using a number of supporting factors, reducing the dependency on manual processes. These models are continuously updated as more loans are originated, approved, and closed, becoming faster and smarter over time. Other key aspects of the mortgage process such as managing risk, reducing fraud, and reducing default rates all benefit from AI models. n

Rosalie Berg is the president of Strategic Vantage, a leading marketing, PR, content, and social media agency in the mortgage industry. With a proven track record, her company has served over 100 companies in the industry.

FAITH SCHWARTZ

MAYA GARDNER

“Data-driven insights will start to streamline the mortgage efforts, and the Federal Housing Finance Agency’s new office of technology should help spur movement.”

> Faith Schwartz, CEO, HousingFinanceStrategies.com

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.

A License Renewal Program That Works

YOUR RENEWAL SEASON WILL BE HERE BEFORE YOU KNOW IT. DO YOU HAVE A PROGRAM IN PLACE?

By VANESSA BODNAR , Special To Mortgage Women Magazine

The Mortgage License renewal season starts Nov. 1 in the Nationwide Mortgage Licensing System (NMLS) and ends Jan. 31. Let’s talk about what your renewal program needs to include to ensure a successful season.

According to a press release by The Conference of State Bank Supervisors (CSBS) on Oct. 20, 2022, “More than 261,000 mortgage loan originators (MLOs) and companies are licensed to conduct business, accounting for nearly 1.1 million state licenses to be renewed. There are nearly 21,000 more MLOs eligible to renew their licenses than this time last year. In addition, the number of individual state licenses eligible for renewal is 13% higher than the same time last year, while the number of company licenses eligible for renewal is up 16 percent compared to this time last year.“

It is imperative that you start preparing for next year’s renewals right away to avoid delays due to the ever-increasing number of licenses in NMLS. Having a robust and solid renewal program in place will make sure all your renewals are processed in a timely manner and approved with fewer issues. The following components will help you structure your program:

RESEARCH

Each state your company is licensed in has a renewal checklist located in NMLS. Some state checklists are more inclusive than others. Review each renewal checklist and create a spreadsheet of renewal requirements for loan officer, branch, and company licenses. You can find these checklists on the Annual Renewal Information page in the resource center of NMLS. I recommend you check back often as the states will announce any changes to their renewal checklists. Some of the items to consider are continuing education requirements, any documents needing to be executed, and any additional requirements unique to the state.

CONTINUING EDUCATION PROGRAM

Depending on your leadership and what they desire in terms of providing continuing education (CE) to loan officers or if they require them to enroll themselves in CE, it would be a good idea to understand how everyone will be completing their CE. If you need to choose a CE provider, you may choose any CE provider you like, if they are NMLS approved. You can find a list of NMLS-approved CE providers on the NMLS Approved Course Provider List.

There is a little-known requirement in NMLS that when you attest to company renewals on November 1st, as a company, you are saying that to the best of your knowledge all CE has been completed by your employees.

Either your company will want to enroll your loan officers or ensure they are enrolled by early summer. If your company is licensed in many states, you will want to set a deadline for CE completion early enough to make sure your renewals can start being processed by Nov. 1. It is my opinion that a solid CE deadline should be mid-October. There is a little-known requirement in NMLS that when you attest to company renewals on Nov. 1, as a company, you are saying that to the best of your knowledge all CE has been completed by your employees.

In the past few years, I have instituted incentive programs for CE completion. The most successful one I have put into place was a raffle. Each loan officer was entered into the raffle as they completed their CE. We would draw names for prizes each week. The prizes were gift cards and company swag. It’s amazing how loan officers respond to a fun incentive.

COMMUNICATIONS

Working closely with your marketing department (or if you are a company without one, you can do this on your own) to develop a plan to communicate renewal expectations for the upcoming season. This plan can include sending emails to loan officers prior to renewals on how to prepare including if their NMLS profiles are updated, where to go to complete CE, tips on how to make time for CE, a complete step-by-step instructional guide on how to process renewals, and any company-imposed deadlines.

Vanessa Bodnar, licensing manager, Homespire Mortgage

If your company has an intranet or a hub online to speak to employees, you may want to consider posting this information there as well. Making these emails or postings as light-hearted and concise as possible will likely entice your loan officers to read and act more easily. Remember Loan Officers work through email all day, and you will want to grab their attention.

TRACKING

Another component of your renewal program will be tracking. It needs to include your licenses at all levels: loan officer, branch, and company renewals. Items you can track include but are not limited to:

• Continuing Education

- CE enrollment

- CE providers used by loan officers

- Completed CE — with completion percentages

• Renewals

- Renewal submissions by date

- License approvals by state

This will make sure no renewal is left behind, and you can communicate effectively to leadership what is happening with your renewals.

POST RENEWAL CLEANUP

You finally get the last loan officer, branch, and company license renewal across the finish line, but now is not the time to go on that long-awaited winter vacation. There are several things to think about as you wrap up your renewal program for the year.

Reinstatements and Approvals

There is a reinstatement period in NMLS from Jan. 2 to Feb. 28. If you intend to reinstate an expired license, you will need to consult the Annual Renewal Information page in the NMLS Resource Center to ensure the state you wish to reinstate allows you to do so. If you want to reinstate a loan officer license, and the state requires CE, you will make sure CE has been completed or late CE will need to be completed prior to reinstating your license.

Access to Originate

As soon as a license status becomes terminated/ expired or in the case a license renewal hasn’t been approved but the state requires approval in NMLS, you must be sure you remove access from that state in your Loan Maintenance System (LMS) to originate. Even if a loan officer intends to reinstate their license, you will want to be sure they are not able to originate in that state. Note: You

will need to be sure you are aware of any licenses in which a state hasn’t approved a renewal. Some states will not allow you to originate if a license renewal is not approved by Jan. 1.

Pipeline Reports

For loan officers whose licenses have terminated or expired you will want to run pipeline reports to make sure any loans in progress are assigned to a licensed originator. Oftentimes this requires consulting your policies and procedures as well as speaking with leadership on how to communicate these changes with borrowers and to ensure the loans are reassigned to the correct person. These reports need to be executed as soon as possible after the new year. The last thing you need is a loan that cannot make it to closing due to licensing issues.

Marketing

You will want to communicate to your marketing department any licenses that have been terminated. This is to make sure that all social media, websites, and marketing materials reflect your current licensing.

Ultimately your company’s renewal season will be as successful as you are organized. Taking the time to plan and execute now will make all the difference in ensuring that your renewals are approved, and your company can continue to serve their community by providing home ownership opportunities. Remember communication is key, so do the work early and you will not be disappointed in the results. n

Vanessa Bodnar is the senior compliance officer — licensing & exams at Aqua Finance Inc.

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.

Nomination Deadline: April 14

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 10, 2023. You can see more at www.mortgage-star.net.

nmplink.com/MortgageStar20 23

MORTGAGE

Not Just a Pretty Face

BEAUTY PAGEANT CONTESTANT AND MLO KEEPS ON SELLING, EVEN BACKSTAGE

By STEVE GOODE , Staff Writer, Mortgage Women Magazine

lexandra Rivera Berrios isn’t just a pretty face.

AOk, she is a pretty face, pretty enough to compete in the Miss Universe Puerto Rico 2022 Pageant. But she’s also a college graduate with a bachelor’s degree in business administration with a minor in accounting, a certified public accountant, and a working mortgage loan officer with about 100 loans closed in Puerto Rico since she became an MLO at the age of 21. Pageants are her hobby. The mortgage industry is her passion. She’s nicknamed Mortgage Barbie for combing both.

SMILE FOR THE CAMERA

Rivera Berrios, 24, got her start in the business of being pretty as a toddler in Guayama, Puerto Rico, where she was born.

“I started modeling at the age of 3 as a distraction from my parents’ divorce. Ever since, I’ve done photoshoots and fashion shows for different campaigns,” she said, mentioning clothing stores like Kress Kids and Hecho a Mano. “At the age of 10, I did my first pageant, from which I got the opportunity to represent Puerto Rico internationally. [The pageant was called the Beauty International Festival. She won the international title for Puerto Rico.] After this, I’ve been on and off on modeling because I’ve been focusing on my studies and my work.”

Rivera Berrios, who works as an MLO for SunWest Mortgage in Puerto Rico, said she started

thinking about adding some spice to her working life and lit on competing in a pageant again. She went to her supervisors and they supported the idea, saying they would provide her with the tools she needed to compete and keep up with her client list.

The main tool they had in mind was “Morgan,” SunWest’s artificial intelligence platform that enables its MLOs to convert pre-approved, property-specific loans to non-fungible tokens backed by real dollars guaranteed by the company.

Rivera Berrios said she texted Morgan from the pageant and never got behind, including soliciting fellow contestants and others associated with the pageant as clients to the point where one of her competitors dubbed her “Mortgage Barbie.” Dubbing someone a fill-in-the-blank “Barbie” is a common practice among the contestants who take physical or other characteristics to come up with a nickname.

Fellow competitor Araiana Paola created the moniker for Rivera Berrios because she was very “pro-work and it mattered to her personally.”

Paola said that as she and others learned about what Rivera Berrios did for a living they would go to her with questions about the steps to qualify for a mortgage.

“Something I took away was the importance of budgeting and the things you need to do to get approved,” said Paolo, who is planning to buy a home sometime in the next few years. “She was very helpful with mapping it out.”

Aside from Rivera Berrios’s mortgage advice, Paola said she was struck by several things about her fellow competitor, saying that she was a loving, caring independent woman who could do anything she wanted “I wasn’t expecting that,” said Paola, who added that when she is ready to buy she has one person in mind to help her find a home.

“I’ll be calling Mortgage Barbie,” she said.

HERE SHE COMES …

Rivera Berrios said the decision to compete in the pageant came with several motivational aspects.

“With my professional background as CPA/MLO and with my knowledge on beauty pageants, as I started in the modeling industry at a young age, I was motivated to compete at the Miss Universe contest because I knew that I would’ve been making history and giving an empowering statement to younger generations as the first MLO to be crowned as Miss Universe Puerto Rico,” she said. There was also the aforementioned access to more possible clients, as well as more visibility among her coworkers. And finally, there was the opportunity to compete to

represent her adopted hometown of Arroyo, where she moved after her parents’ divorce.

“I have always said that Arroyo adopted me,” Rivera Berrios said. “I’m Arroyo’s daughter.”

Rivera Berrios won the title of Miss Arroyo Universe and got to the top 15 in Puerto Rico. She was eventually eliminated before the top 10 round, but did win “The Best Interview” award, which she said was a glimpse of how she does her job and interviews potential clients

Rivera Berrios also came away with some impressions from the pageant, including how some people viewed her for competing in it.

“Most people have indeed questioned my abilities, not

I have always been very confident and proven that being intelligent, pretty and successful is definitely possible.

only because of my looks, but also because of my age, but that has never stopped me from being,” she said “I have always been very confident and proven that being intelligent, pretty, and successful is definitely possible. I have gained my coworker’s respect and admiration.”

HOW SHE GOT HERE

As far back as she can remember Rivera Berrios has been in love with math and numbers, so it’s not surprising that she found her way into the mortgage business. But a SunWest scholarship program also had something to do with it. The program is the brainchild of Luis Raul Padilla, the company’s executive vice president and head of retail for the U.S. and Puerto Rico. In the aftermath of the devastation of category 5 Hurricane Maria in 2017, Padilla said he realized that there were a lot of skilled college students and graduates who couldn’t find jobs on the island.

“We decided to create a scholarship program for students who had finished various business programs,” Padilla said. “We provided stability and work to a generation that was essentially stranded.”

Interested students needed to be bilingual, have the drive to succeed, and pass the interview process in order to be accepted into the program, which provides on-the-job training, the cost of

the SAFE MLO national test and any other fees. Students who successfully completed the program, which cost SunWest about $7,000 per student, were hired in a variety of positions, from MLOs to engineers, some of whom helped create and launch Morgan. To date, SunWest has awarded 75 scholarships and has 23 recipients working for the company.

“These young people would otherwise have left the island for the states because they didn’t have any prospects staying home,” said Padilla, who encourages other companies based on the island to develop their own scholarship programs. “We want to plant the seeds for the future of the island.”

Rivera Berrios said she started the program with no knowledge of the mortgage process and found success that she plans to build upon by getting her doctorate degree and having a positive impact on as many communities as possible with mortgages and education.

“I will forever be thankful to Luis Raul and Sun West Mortgage for giving me this life-changing opportunity,” she said.

Padilla said Rivera Berrios has earned everything she has achieved.

“She’s gone from being a college student to being a mortgage professional,” he said. “She’s doing an outstanding job and we have great hopes for her and the others.” n

Alexandra K. Rivera, Summa Cum Laude

From left: Raul Padilla, VP of Sun West PR; Maraliz Alvarez, Loan Support Manager; Edwin Alicea, MLO; Jorge Muñoz, MLO; and, Alexandra Rivera, MLO; and, Paul Nuñez, SW employee, at a MLOAN and MBA golf tournament last November.

Mortgage Moms

Health & Wellness, Confused Yet?

PRACTICE SELF-CARE SO YOU DON’T END UP RUNNING ON EMPTY

By ASHLEY GRAVANO, Contributor, Mortgage Women Magazine

When you think of health and wellness, things such as diet, exercise, and self-care come rushing to your mind, am I right? Then you add in how to apply health and wellness to your children’s lives, and your mind explodes (for some of us).

I mean I can’t get my 15-year-old to put his phone down and eat three balanced meals a day to save my life … can’t imagine how you get the tiny ones (i.e., the toddler who only wants mac and cheese and will not try broccoli). Frustrating! We all know that we need to incorporate healthy habits to live a balanced life. How do we get our kids to understand the same?

Ashley Gravano

Let’s dive into how some of our mortgage moms define and exercise (pun intended) health and wellness and, most importantly, how they practice self-care because we all know you cannot pour from an empty cup!

ASHLEY PUCKETT Senior Capital Markets Analyst Vellum Mortgage

How do you practice health and wellness in your home?

I make sure everyone gets outside as much as we can, weather permitting. My family loves to go on walks around the neighborhood, nature trails and go to the park/ playground. I also love cooking, so I make sure we eat healthy, balanced meals during the week.

Are your kids stubborn about healthy eating habits and, if so, what tips do you have?

My boys have always been great with food. I started them off at 4 months old with homemade purees and at 6 months old with dinner table food they could eat. I think if they see you eating it and not make a big deal of “eat your vegetables, fruit, etc.,” they won’t be stubborn about it. I also think having a variety of foods and cuisines for them to try is crucial. I grew up only really eating the same “southern” food every week and was super picky. Once I was on my own and able to try different cuisines, my palate really picked up, and I began to truly enjoy food.

How do you prioritize self-care for yourself?

I plan and schedule if I am going out to do a form of selfcare like a facial, massage, hair/ nail salon, etc. I am the type that needs my alone time (decompressing from the day), so once the boys are in bed, I will watch a little bit of TV or read. One of my 2023 goals is to be more intentional with my friendships, so having more ladies nights, which is good for my soul.

JEN PEACHMAN Manager of Strategic Partnerships Capacity

How do you practice health and wellness in your home?

Last year I upped my health and wellness game by leveling up from practicing yoga at a local studio and at home to joining Wotworx and practicing hot yoga, barre, Pilates and HIIT, and it’s been a game changer for me personally! My husband and I are avid hikers and

hit the trails for sunrise hikes regularly and my kiddos are both active in sports with practices and games 3-5 times per week. Our house is busy, to ensure we’re healthy and active.

Do you have a daily routine of wellness practices for them/you?

As a busy working mom, I’ve committed myself to spending an hour a day, five times per week focusing on my personal health and wellness. I schedule time for my hikes and workouts early in the mornings or in the evenings to accommodate my work schedule. and change my workout classes regularly to keep a variety in my exercise routine.

How do you prioritize self-care for yourself?

When my daughter was very sick a few years ago, I saw a quote that I still have hanging by my desk. It was super impactful and made me realize that in order to be the best mom to her and her sister, especially during some of our darkest days, I had to take care of myself first. “Your kids don’t need a perfect mom. They need a happy one.” More moms need to hear this, it’s in theirs and their kids’ best interest.

VICTORIA DELUCE SVP, Business Development Delmar Mortgage

How do you practice health and wellness in your home?

We are just a normal family that tries to be a better version of ourselves today than we were yesterday. I think many people automatically go to eating healthy and exercise, but mental health is where it starts for me and my children. If you are taking care of your mind and what

ASHLEY PUCKETT JEN PEACHMAN

“ Your kids don’t need a perfect mom. They need a happy one.”

> Jen Peachman, Manager of Strategic Partnerships, Capacity

Mortgage Moms

you allow into it, it’s easier to execute on the rest.

Are your kids stubborn about healthy eating habits, and, if so, what tips do you have?

My kids still love some chicken nuggets and French fries, but the biggest thing we focus on is listening to our bodies. It starts with not eating when we’re not hungry. When I was growing up there were specific mealtimes, food was slapped on a plate, and you had to eat it all. Very much so ‘the waste not, want not’ mentality. I was also told that it was rude to the cook if you didn’t eat everything on your plate. With American portion size, this isn’t conducive to healthy eating habits or body weight. The second thing we do is ask how our bodies feel after we eat. They know they feel good after a

homemade smoothie and not so great after a bag of Doritos, and I remind them of those feelings when making future food choices.

How do you prioritize self-care for yourself?

This is something I struggle with to this day. As many of you can identify, society has told us we must be selfless, putting our families before our own needs, including self-care. One thing I will not compromise on is sleep and weekly “me” time.

CASEY HUGHES WADE Strategic Partnerships Director Clever Real Estate

How do you practice health and wellness in your home?

I think the key word here is PRACTICE, because that is exactly what it is. We practice taking deep breaths, getting fresh air, laughing together over silly things, taking walks as a family and finding time to be present.

Are your kids stubborn about healthy eating habits and, if so, what tips do you have?

My children are very stubborn with eating. We have started cooking healthy meals as a family, and it’s helping them expand their eating habits.

How do you prioritize self-care for yourself?

Yoga checks all the boxes for me! Blocking time off on our busy calendar for my personal yoga practice helps me prioritize my personal self-care time.

So grateful for all the Mortgage Moms who contributed. It takes a village as they say, and we can always use tips and tricks.

I will end with this quote.

“Wellness is the complete integration of body, mind, and spirit — the realization that everything we do, think, feel, and believe has an effect on our state of well-being.”

– Greg Anderson

n

CASEY HUGHES WADE

VICTORIA DELUCE

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.

I am more than who I am on paper.

FORMER ROCKET MORTGAGE EXEC NAMED CEO OF QC ALLY

QC Ally, a Boston-based provider of web-based loan quality control and audit solutions, announced the appointment of a new CEO.

Nicole Booth , a former Rocket Mortgage executive, was named to the role after previously serving as chief marketing officer.

Booth has extensive background in regulatory affairs, business strategy, and the mortgage industry, the company said in a news release, adding that her unique skills “will help drive the fast-growing company’s core pillars of partnership, excellence, and quality.”

She joined QC Ally in July 2022 after previously leading efforts on digital closing acceptance as executive vice president of public affairs at Notarize, and as vice president of public policy at Rocket Mortgage.

“I’ve spent the past seven months diving head-first into understanding the importance and opportunity for innovation in loan quality certainty from the unique perspective of industry leaders, GSEs, and the QC Ally team,” Booth said. “I am humbled to be surrounded by industry veterans that are collectively championing enterprise loan quality. Heading into the new year, I look forward to leading QC Ally as we help our client partners realize true loan quality certainty.”

Marcia Davies, chief operating officer of the Mortgage Bankers Association (MBA) and founder of mPower, said she is “thrilled” for Booth.

BRYAND JOINS TEXAS BANK & TRUST AS VP

Hillary Bryand has joined the staff of Texas Bank and Trust as vice president and mortgage loan originator in the bank’s Tyler Grande location.

Bryand was most recently a senior mortgage lender and branch manager for Cardinal Financial. She holds a bachelor of business administration degree with an emphasis in finance from South University. She has been involved in the financial services industry for 20 years with experience in customer service, management, bank operations, and the last 10 years as a top mortgage lender in the industry.

TEXAS BANK & TRUST HIRES BORRELLI AS VP

Kim Borrelli has joined the staff of Texas Bank and Trust as vice president and mortgage loan originator in the bank’s residential mortgage lending division in its Tyler market.

Beginning as a mortgage loan assistant, Borrelli has worked in the mortgage lending industry in East Texas for over 26 years, building upon her lending skills while developing strong business relationships. She has also served as a member of the Greater Tyler Association of Realtors as well as the Tyler Area Builders Association.

Texas Bank and Trust Company operates 21 full-service branches throughout East Texas and the DFW Metroplex.

CMG HOME LOANS NAMES LANDIS BRANCH MANAGER

CMG Home Loans, a subsidiary of CMG Financial, announced the opening of new branches in York and Hanover, Pa.

CMG said the branches continue its expansion in the Mid-Atlantic region, and that both locations will be led by Wendy Landis as branch manager.

With over 20 years in the mortgage industry, Landis brings an impressive knowledge of the mortgage industry and a reputation for prioritizing communication and putting her clients first, CMG said. She also has extensive leadership experience, which will be critical for the new branches with 11 mortgage professionals, the company said.

“My team and I are grateful to have joined a company that provides the products and programs needed to deliver topnotch service to every borrower whether they are buying, building, or refinancing a home,” Landis said. “South-central PA is my home, and I am excited to bring these local and national resources to help my community make its financial and homeownership dreams come true.”

SHARE CAREER NEWS WITH MORTGAGE WOMAN MAGAZINE™

Wendy Landis

Kim Borrelli

Nicole Booth

Hillary Bryand

PRIMELENDING PROMOTES DYBVAD TO VP AREA MANAGER, MID-AMERICA

National home lender

PrimeLending, a PlainsCapital Co., has announced the promotion of Kim Dybvad to vice president, area manager for Mid-America, with responsibility for loan origination production in Ohio, Indiana, Illinois, Michigan, Wisconsin, and Kentucky.

Since joining PrimeLending in 2013, Dybvad has been a top-performing branch manager in the Dayton, Ohio, area and beyond, the company said.

“Kim exhibits the very best attributes of a PrimeLending servant leader — passion, drive, tremendous industry knowledge, and empathy,” said Karen Blakeslee, executive vice president, Eastern divisional manager, for PrimeLending.

“She brings her high energy and optimism to work every day, inspiring all around her to achieve their very best.”

Dybvad brings more than 30 years of experience in the mortgage industry to her new role. She began her career as an originator in 1988 at Savings of America, and held a range of leadership production roles at National City Bank, PNC Bank, and Union Savings before joining PrimeLending.

A 10-year member of the Ohio Mortgage Bankers Association, Dybvad served as president in 2020 and completed the MBA’s Future Leaders course in 2015.

AAMC HIRING NEW COO FOR ITS ALTERNATIVE LENDING GROUP

Altisource Asset Management Corp. (AAMC) hired industry veteran Danya Sawyer as chief operating officer for its Alternative Lending Group (ALG).

As COO, Sawyer will build and oversee operations across all product lines to support ALG’s growing market share, the company said. Sawyer will lead the company in helping real estate investors and developers by providing a more modern, equitable, and helpful path to capital than traditional lenders, it said.

Sawyer has more than 20 years of strategic leadership in operations, capital markets, product management, and compliance across multiple origination channels, AAMC said.

Most recently, she served as senior vice president, client solutions, at Consolidated Analytics, overseeing originator assessments and enterprise-wide due diligence on behalf of institutional investors offering warehouse financing solutions, whole loan acquisitions, and securitization options within agency, non-agency, Non-QM, and business purpose lending.

Sawyer built her career at Countrywide, initially operating in various pricing and operational roles before developing a brokerto-banker channel, AAMC said. After growing that channel to over $1 billion in monthly production, she was promoted to various senior management positions at Countrywide/Bank of America.

She holds a degree in International Economics from the University of California at Berkeley, where she was selected as an NCAA Academic All-American.

PRIMELENDING PROMOTES MCGUINNESS TO NORTHEAST REGIONAL MANAGER

National home lender PrimeLending, a PlainsCapital Co., announced Kelly McGuinness has been promoted to senior vice president, regional manager with responsibility for loan origination production in the Northeast Region, including New York, New Jersey, and New England.

McGuinness joined PrimeLending in 2013 as the Milford, Conn., branch manager. Under her leadership, the branch became a perennial topperforming location. During her tenure, McGuinness distinguished herself as an excellent servant leader, producer, industry educator and mentor.

“Kelly is experienced and talented in all facets of the mortgage business,” said Karen Blakeslee, executive vice president, Eastern divisional manager for PrimeLending. “Kelly is an energetic and highly motivated leader who will partner with our team to reach new heights of success. We couldn’t be more excited to have her at the helm in the Northeast and a part of our senior leadership team.”

McGuinness has more than 30 years of experience in the mortgage industry. Before joining PrimeLending, McGuinness owned her own mortgage company for 26 years. n

Kim Dybvad

Danya Sawyer

Kelly McGuinness

Taking The Lead

Join Mortgage Women Magazine in celebrating the diversity and success of women in the mortgage industry. They were the top-producing female loan originators and brokers in 2022.

In a tough year for the mortgage industry, these Leading LOs found success in 2022 and stayed at the top of their fields.

The following pages highlight 11 women who exceed $50 million in total origination volume between purchase and refinance volume. We also recognize 17 women who turned out a high volume of at least 50 units of originations proving success can come to those who pursue a high quantity of small-volume originations.

Nicole Rueth SVP, OneTrust Home Loans San Diego, CA

Purchase Vol. By Dollar Amount: $234,604,782.00

Purchase Vol. by No. Of Units: 569

Refi Vol. By Dollar Amount: $39,391,030.00

Refi Vol. By No. Of Units: 116

Dollar Vol. Total: $273,995,812.00

Unit Vol. Total: 685

States licensed: AL, AZ, AR, CA, CO, FL, GA, ID, IL, IN KS, KY, MA, MI, MN, , MO, NJ, NM, NC, OH, OK, OR, PA, TN, TX, UT, VA, WA

Nicole Rueth is personally committed to each client’s success story. As an owner of 24 investment properties, an avid educator, and with over 21 years of experience in the mortgage industry, Nicole has the highest level of expertise and passion for helping clients start down the path to financial security. The Rueth Team is dedicated to building multigenerational wealth through real estate and finding creative loan solutions. This driven focus on client success has earned Nicole and her team the distinction of being the #1 Lender in Colorado, listed in the top one percent of National Producers in Mortgage Executive Magazine, as well as being named a multi-year 5280 Magazine’s Five Star Professional.

What qualities make you a top originator?

First, constantly learn and relearn my craft. Two, caring deeply for the success of each client. Three, educate, educate, educate.

How do you balance career, personal life and passions? Is there such a thing as balance?

Education, creating content, and supporting others becomes the passion. I don’t pretend I am balanced. I’d prefer to say I’m in a flow.

What advice do you have for women looking to grow either their own business or within the company they work for?

Don’t fight the man’s game, play your own. I’m playing my game: empathy, education, strategy, and sheer will.

Name a bold move or risk that you took in an effort to advance your career. What worked and what did not work?

I spoke my truth about the circumstances around me, the direction of the company I loved, and the need for refocused leadership.

Melissa Cohn

Regional Vice President, William Raveis Mortgage, LLC. Shelton, CT

Purchase Vol. By Dollar Amount: $154,543,031.00

Purchase Vol. by No. Of Units: 156

Refi Vol. By Dollar Amount: $66,221,030.00

Refi Vol. By No. Of Units: 65

Dollar Vol. Total: $220,764,061.00

Unit Vol. Total: 221

States licensed: CT, FL MA, NJ, NY

A pioneer in the mortgage industry for more than 35 years, Melissa Cohn began her career with CitiMortgage before launching her own successful mortgage company, The Manhattan Mortgage Company, in 1985. As one of the very first independent mortgage brokers, Ms. Cohn was able to exponentially grow her business into the #1 residential mortgage broker on the East Coast with more than $5 billion in annual volume. In 2020, she joined William Raveis Mortgage, where she is currently a top originator in the company. Her expertise and insights are regularly featured in press, including The Wall Street Journal, Forbes, Bloomberg, CNBC/ Acorns and Mansion Global.

What qualities make you a top originator?

I have spent the past 40 years reminding myself that I am only as good as my last mortgage.

How do you balance career, personal life and passions? Is there such a thing as balance?

I try to start each day with an hour for myselfyou can usually find me on a tennis court at 7.30 each morning.

What advice do you have for women looking to grow either their own business or within the company they work for?

Be the best at what you do with each borrower. Never over-promise!

How are you approaching your business in 2023 given the changes in the market?

2023 is the year to excel. Clients remember a job well done more than the rate they received.

What advice would you give to originators looking to grow their production?

Become an expert that the press will want to seek out for articles and interviews.

Name a bold move or risk that you took in an effort to advance your career.

Thirty-eight years ago I walked away from my job at a small mortgage firm to start my own business.

Brandi Schaefer Senior Mortgage Officer, SAFE Credit Union Lincoln, CA

Purchase Vol. By Dollar Amount: $197,430,837.00

Purchase Vol. by No. Of Units: 281

Refi Vol. By Dollar Amount: $3,035,050.00

Refi Vol. By No. Of Units: 5

Dollar Vol. Total: $200,465,887.00

Unit Vol. Total: 286

States Licensed: CA

Brandi brings more than 20 years of award-winning experience as a mortgage professional to SAFE members. Honors she’s earned include 2019 BIA Mortgage Professional of the Year, 2019 Top Producer through National Mortgage News (rank 43), and the No. 1 producing loan officer for SAFE for eight years. Since 2011, Brandi has worked closely with SAFE members, guiding them through the home loan process. She understands that owning a home is the single largest investment that many people will ever make, so her goal is to make it as easy and painless as possible for members using wit, honesty, and thoroughness. She is an expert in home loans and has extensive knowledge in purchase and refinance transactions, second homes, investment property financing alternatives and new home builders.

What qualities make you a top originator?

During a changing market the ability to listen to a borrower, overcome their fears, while making them feel heard.

How do you balance career, personal life and passions? Is there such a thing as balance?

When you are not working, make the best of the time. Never take anything for granted as tomorrow it can change.

What advice would you give to originators looking to grow their production?

Return phone calls.

What advice do you have for women looking to grow either their own business or within the company they work for?

Be honest, take ownership when needed. The clients you service today will be the clients who refer you tomorrow.

How are you approaching your business in 2023 given the changes in the market?

Being honest about the current market. Making clients feel comfortable in their decisions.

Karen Chiu Vice President, Builder Division, New American Funding Pasadena, CA

Purchase Vol. By Dollar Amount: $152,052,094.00

Purchase Vol. by No. Of Units: 267

Refi Vol. By Dollar Amount: $13,658,913.00

Refi Vol. By No. Of Units: 30

Dollar Vol. Total: $165,711,007.00

Unit Vol. Total: 297

States Licensed: AZ CA, CO, FL, GA, TX, WA

I believe that everyone deserves to have a place to come home to. Getting a mortgage today is just plain difficult. But I can make it easier if given the opportunity. I work with borrowers everyday, helping them qualify for the terms that get them low rates, getting a payment they are comfortable with, and help them buy the home that they have their heart set on. I am a hard working, immigrant woman who has made my living in this industry helping others.

What qualities make you a top originator?

My ability to effectively communicate with borrowers from all walks of life.

How do you balance career, personal life and passions? Is there such a thing as balance?

I do not believe that there is a balance. I think there will always be an imbalance between your career, personal life, and passions.

What advice do you have for women looking to grow either their own business or within the company they work for?

It is important to embrace teammates — both inside and outside the company.

How are you approaching your business in 2023 given the changes in the market?

I plan to expand my new construction business into new regions and locations.

What advice would you give to originators looking to grow their production?

Stay with the basics of learning guidelines, make sales calls, ask for the business, and execute efficiently.

Name a bold move or risk that you took in an effort to advance your career.

I started in 2022 to grow my coverage area beyond our local area. I have to work hard to gain the trust of the real estate community.

Nicole Rueth SVP, OneTrust Home Loans San Diego, CA

Purchase Vol. By Dollar Amount: $234,604,782.00

Purchase Vol. by No. Of Units: 569

Refi Vol. By Dollar Amount: $39,391,030.00

Refi Vol. By No. Of Units: 116

Dollar Vol. Total: $273,995,812.00

Unit Vol. Total: 685

States licensed: AL, AZ, AR, CA, CO, FL, GA, ID, IL, IN, KS, KY, MA, MI, MN, MO, NJ, NM, NC, OH, OK, OR, PA, TN, TX, UT, VA, WA

Nicole Rueth, SVP of The Rueth Team powered by OneTrust Home Loans, is personally committed to each client’s success story. As an owner of 24 investment properties, an avid educator, and with over 21 years of experience in the mortgage industry, Nicole has the highest level of expertise and passion for helping clients start down the path to financial security. The Rueth Team is dedicated to building multigenerational wealth through real estate and finding creative loan solutions. This driven focus on client success has earned Nicole and her team the distinction of being the #1 Lender in Colorado, listed in the top one percent of National Producers in Mortgage Executive Magazine, as well as being named a multiyear 5280 Magazine’s Five Star Professional.

What qualities make you a top originator?

First, constantly learn and relearn my craft. Two, caring deeply for the success of each client. Three, educate, educate, educate.

How do you balance career, personal life and passions? Is there such a thing as balance?

Education, creating content, and supporting others becomes the passion. I don’t pretend I am balanced. I’d prefer to say I’m in a flow.

What advice do you have for women looking to grow either their own business or within the company they work for?

Don’t fight the man’s game, play your own. I’m playing my game: empathy, education, strategy, and sheer will.

How are you approaching your business in 2023 given the changes in the market?

I’m rethinking everything. I’ve personally been through a lot of changes in the last six months finding a place where leadership has a servant’s heart, and the courage to be authentic.

Molly Dean

Senior Mortgage Banker, LeaderOne Financial Lees Summit, MO

Purchase Vol. By Dollar Amount: $115,739,696.00

Purchase Vol. by No. Of Units: 482

Refi Vol. By Dollar Amount: $11,443,111.00

Refi Vol. By No. Of Units: 60

Dollar Vol. Total: $127,182,807.00

Unit Vol. Total: 542

States licensed: AR, FL, IL, IA, KS, KY, MO, NE

Molly Dean began her career as a mortgage banker in 2003, shortly after graduating from the University of Kansas. When Molly began her career in mortgage banking, she started in the nonprime market; learning a more out of the box approach at viewing a mortgage application. This is what differentiates her from other lenders because there are simply a lot of lenders that can do what she does, but won’t. Through her 20 year career, Molly has never stopped learning. Her knowledge of products and programs allows her the ability to help her borrowers find the program that best matches their individual needs. No matter how complex or creative she needs to get, she will get the job done for the client and get it done fast. Molly’s passion is to help her clients achieve the goal of homeownership and she loves what she does!

Molly Dean has enjoyed a successful 20-year career.

A key to this success: She has never stopped learning. Her knowledge of the various products and programs gives her the ability to help borrowers find the best matches for their individual needs. No matter how complex or creative she needs to get, her goal is to get the job done for the client and get it done fast. Her passion is to help her clients achieve the goal of homeownership;

it certainly helps that she loves what she does.

Dean, now licensed in eight states, began her career as a mortgage banker in 2003, shortly after graduating from the University of Kansas. She started in the nonprime market; learning a more out-of-thebox approach at viewing a mortgage application.

She believes that this is what differentiates her from other lenders. A lot of lenders can do what she does, but won’t.

Kristi Hardy

SVP, Sales Manager | Sr. Loan Officer, Atlantic Coast Mortgage Ashburn, VA

Purchase Vol. By Dollar Amount: $123,810,373.00

Purchase Vol. by No. Of Units: 275

Refi Vol. By Dollar Amount: $17,196,064.00

Refi Vol. By No. Of Units: 39

Dollar Vol. Total: $141,006,437.00

Unit Vol. Total: 314

States licensed: MD, VA, WV, DC

As a Market Leader with 19+ years of lending experience, Kristi Hardy is known for helping her clients create wealth through the joy of homeownership.

What qualities make you a top originator?

I’m hard working, competitive, and love helping.

How do you balance career, personal life and passions? Is there such a thing as balance?

I am about as balanced as one can be! I have systems in place that help me be efficient. I tend to do everything in spurts.

What advice do you have for women looking to grow either their own business or within the company they work for?

Seek mentors who are already doing what you want to do. Only surround yourself with a great team of people who want you to succeed.

How are you approaching your business in 2023 given the changes in the market?

Doubling down on marketing and working extra hard.

What advice would you give to originators looking to grow their production?

Build a good team and good systems so you aren’t bogged down by loan issues.

Name a bold move or risk that you took in an effort to advance your career. What worked and what did not work?

I hired a second assistant. It paid off as it freed me to originate.

Karen Chiu Vice President, Builder Division, New American Funding Pasadena, CA

Purchase Vol. By Dollar Amount: $152,052,094.00

Purchase Vol. by No. Of Units: 267

Refi Vol. By Dollar Amount: $13,658,913.00

Refi Vol. By No. Of Units: 30

Dollar Vol. Total: $165,711,007.00

Unit Vol. Total: 297

States licensed: AZ, CA, CO, FL, GA, TX, WA

I believe that everyone deserves to have a place to come home to. Getting a mortgage today is just plain difficult. But I can make it easier if given the opportunity. I work with borrowers everyday, helping them qualify for the terms that get them low rates, getting a payment they are comfortable with, and help them buy the home that they have their heart set on. I am a hard working, immigrant woman who has made my living in this industry helping others.

What qualities make you a top originator?

My ability to effectively communicate with borrowers from all walks of life.

How do you balance career, personal life and passions? Is there such a thing as balance?

I do not believe that there is a balance. I think there will always be an imbalance between your career, personal life, and passions.

What advice do you have for women looking to grow either their own business or within the company they work for?

It is important to embrace teammates - both inside and outside the company.

How are you approaching your business in 2023 given the changes in the market?

I plan to expand my new construction business into new regions and locations.

What advice would you give to originators looking to grow their production?

Stay with the basics of learning guidelines, make sales calls, ask for the business, and execute efficiently.

Name a bold move or risk that you took in an effort to advance your career.

I started in 2022 to grow my coverage area beyond our local area. I have to work hard to gain the trust of the real estate community.

RISE ABOVE THE REST

Successful women are constantly looking to hone their skills, build relationships and better understand how to use and improve their abilities and talents. They want to be able to share their experiences and questions with colleagues who understand, and do it in an environment that helps build connections that last a lifetime. That’s why there’s the Mortgage Star Conference for women in the mortgage profession, a specially-designed hands-on immersion event centered around superior results.