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.