The Larger the Group, the Louder the Voice

BY ALDEN KNOWLTON

As the associate vice president of Political Affairs for the Mortgage Bankers Association (MBA), I oversee the PAC (MORPAC) and Grassroots Advocacy (Mortgage Action Alliance) programs of the association. I also lead the development and execution of an over $2 million per cycle fundraising and federal disbursement plan, direction of all grassroots activities of the 22,500-member network, including industry “Calls to Action,” and management of the annual National Advocacy Conference in Washington, D.C.

That’s just my job description. My most significant duty is to engage more real estate finance industry professionals in the legislative and political processes and grow the industry’s voice in Washington, D.C. and state capitals nationwide.

I got my start in political advocacy almost by accident. I took a quiz in high school, assuming my dad and I were of the same political ideology and could not have been more skewed. My initial assumption and the actual results fascinated me, and as a history major, I have often found it far more interesting to study and learn why and how peoples’ views on certain issues change over time, rather than a simple recitation of dates/events to connect. Politics, then, for me was a natural fit.

I came to Washington, D.C. in the summer of 2008 with an unpaid political internship at a firm that specialized in fundraising and strategy for members of the House of Representatives. Given their two-year election cycles, it became quickly apparent to me just how often these members had to spend fundraising because of how frequently they came over for “call time,” where they “dial for dollars” in never-ending lists of potential donors, PAC and individual.

This internship transitioned into a full-time job for the next five years and 4 election cycles, providing me with a unique understanding of the perpetual balancing act required for elected officials to serve constituents, shape and deliver the message, raise the funds necessary to win the campaign to stay in office, and govern effectively. I left there to work in a more non-partisan role at the National Rural Electric Cooperative Association, where I managed the PAC fundraising efforts on behalf of 35,000 individual contributors giving an average of $59 per year, with over 11,000 donors opting to contribute via their electric bill every month. When the opportunity at the MBA came up, I jumped at the chance to represent those entities that are financing the dream of homeownership for millions of Americans.

Political advocacy has long been a passion of mine. I’m THAT friend and family member who sends reminders about upcoming election dates and details, such as registration information, polling location/times, etc. While I certainly advocate for specific candidates, my goal is always increased participation in the process, regardless of political affiliation. It is often frustrating to observe a “high turnout” election barely skirt above 60 percent of the eligible voting population. It reminds me of an oft-cited quotation credited, though not confirmed, by Thomas Jefferson, "We in America do not have government by the majority. We have government by the majority who participate." That sentiment undergirds everything I do at the MBA on behalf of the industry. And, it’s why we need more women to engage with broader advocacy efforts that benefit the entire real estate finance industry.

Representation is important and can have profound political and policy implications. Women still make up the majority of our electorate, and the 2018 midterm elections brought us a now-record number of women serving in the 116th Congress with nearly 130 women serving in the House and Senate. Voters in that “year of the woman” brought us many firsts in Congress: • Senators Marsha Blackburn (R-TN) and Kyrsten

Sinema (D-AZ) are the first female Senators to represent their respective states in the U.S.

Senate. • The Federal Election Commission (FEC) ruled that campaign funds could be used for childcare to accommodate an influx of moms running for office.

• The Senate changed its rules to allow Senator

Tammy Duckworth (D-IL), who became the first

Senator to give birth while in office, to bring her infant with her on the floor during votes.

As professionals in the real estate industry, we all operate in the political arena, whether it be by choice or by default. From GSE reform or statewide rent control, what happens in Washington, D.C. or your state capital affects us all in some way.

Unfortunately, for many of our peers and colleagues, political advocacy is often an afterthought. After all, the MBA already has government relations staff working to represent the real estate finance industry. Isn’t that enough, you ask?

No! What many do not realize is that we need to be our own advocates, too.

I appreciate that the time hard-working real estate finance professionals have available is limited, and taking the time to advocate might seem like time you don’t have to spend. I completely understand. In an ideal world, our elected officials would embrace the fundamental mission of our industry and lead, not stymie efforts to streamline regulations and expand access to affordable mortgages for all Americans.

Unfortunately, as you know all too well, that is not the world we live in. The reality of the political landscape is that doing your job to the highest ethical and professional standards is not enough. In a vibrant representative democracy like the one in which we live, your voice is what matters to the elected officials whom we need to reach and speaking up is the only way we can truly influence action by decisionmakers.

The good news is that the MBA has multiple programs to help you become an industry advocate.

The Mortgage Action Alliance (MAA) is a free, non-partisan and the only national grassroots advocacy network that represents the entire real estate finance industry. MAA has nearly 23,000 active members nationwide but only 48 percent of them are women.

Even with a small fraction of industry professionals behind us, we can combat harmful legislation before most of our colleagues are even aware that a threat existed. Imagine what we could do with an even bigger voice.

Members of Congress and your local officials are inundated by competing voices in Washington and in your state capital every day. However, the people they really want to hear from are you, their constituents, and in an important election year, potential voters.

It’s so important for policymakers to know what you do locally to help families buy their first homes or refinance their mortgages, how you create rental housing or help finance the buildings where your neighbors work or shop.

Active member engagement in the MBA Advocacy programs is the lifeblood of our lobbying efforts, as you add a name, face, and personal story to complex issues, making them relatable to elected officials with little background or education in our industry.

The future of our industry will be directly impacted by the outcome of the upcoming 2020 elections, and it has never been more critical that we collectively remain engaged on all fronts.

Lend your voice to our efforts. Bring your expertise and experiences to the table. Make an industry impact today: • Join MAA • Run a MAA enrollment campaign at your company • Identify yourself as a grasstops advocate • Register for NAC

The larger the group, the louder the voice!

Alden Knowlton currently serves as the associate vice president of political affairs at the Mortgage Bankers Association (MBA) where she oversees the PAC (MORPAC) and Grassroots Advocacy (Mortgage Action Alliance) programs of the association, direction of all grassroots activities of the 27,000 member network, including industry “Calls to Action,” and management of the annual National Advocacy Conference in Washington, D.C. She currently resides in Washington, DC, and can be contacted at aknowlton@mba.org.

MOVERSShakers& MOVERS

Wells Fargo Names Jana Ledbetter Joins Muneera Carr as Controller MutualBank as Mortgage Lender Wells Fargo announced that Muneera in Michigan and Indiana Carr joined the company as controller, effective January 6, 2020. “Muneera brings to our Controllers team deep knowledge and expertise that will help drive our continued transformation,” said John Shrewsberry, CFO. “She will be a tremendous and valued addition to Wells Fargo.” As controller, she will manage corporate tax, accounting and reporting, as well as controllership “Helping people obtain the American dream has always been my passion. Financial education is key, giving my clients the tools to succeed in their financial life,” says mortgage lending veteran, Jana Ledbetter. Given her 20year tenure in the lending industry, Jana is familiar with all segments of the loan process – from application to closing and beyond. Educating her clients ensures they are prepared and informed to make the best housing decisions. She says, “I grew up in this business, driven by helping people obtain their dream of purchasing a home or to financially better themselves. I get to do what I love; I am very passionate about my work.” Jana joined the MutualBank lending team in the summer of 2019, working at the New Buffalo, Michigan office. She also assists clients in Beverly Shores, LaPorte, Michigan City, and Valparaiso in Indiana. activities such as financial controls and oversight policies and processes for the company’s business groups and enterprise functions. LBA Ware Taps Silicon Valley Prior to joining Wells Fargo, Muneera was chief financial officer for Comerica., which Talent Veronica Mahler to Roll Out she joined in 2010. She has also worked in the Office of LimeGear BI Platform the Chief Accountant at the United States Securities LBA Ware has brought on Silicon Valley talent Veronica Mahler as business analyst. and Exchange Commission She was hired to support the spring release of LBA Ware’s turnkey business intelligence and for Bank of America, platform, LimeGear, by supporting post-implementation client experience in partnership SunTrust, and Pricewater- with LBA Ware’s client success team. houseCoopers. She holds “I am passionate about helping customers accomplish their business goals and maxia Bachelor of Business mize the value they obtain from the tools and services in which they have invested,” said Administration from the Veronica. “LBA Ware’s commitment to driving lender performance is highly compatible University of Texas and with my professional values.” is a certified public accountant.

Columbia Bank Expands Executive Team Following Appointment Of New CEO Rhona Kaninau

Nicole Sherman has been appointed to the Operating Committee as Retires after 34 years Executive Vice President, Director of Retail Banking and Digital Integration. In her new role, Nicole will lead Columbia’s nearly 150-branch retail organization at Columbia Bank. Her responsibilities include overat Guild Mortgage sight of retail branches as well as the utilization of new digital services introduced to meet the needs of businesses and families throughout the After 34 years at Guild Mortgage, Rhona Northwest. She will also be responsible for extending the NeighborHub Kaninau, Senior Vice President, Loan Adbranch concept introduced in 2018, which blends technology and digital ministration, Partner retired in December tools with knowledgeable bankers, across the branch network. She joined 2019. Columbia in 2011, and brings more than 25 years of experience in banking Rhona joined the company in 1985 and to her new role. She has also served on the faculty of Pacific Coast Bank- most recently was responsible for the ing School since 2003. Prior to her appointment, she served as Senior Vice overall operations of loan administration, President, Greater Puget Sound Market Region Manager. managing bulk acquisition and sale of servicing, as well as portfolio retention strategies. Rhona was the project coorMid America Mortgage Bolsters Servicing dinator in the design and implementa tion of an interactive voice response Department with the hiring of Wendy Strawn system and streamlined refinance program to increase portfolio retenWendy Strawn has joined the servicing department of Mid America Mortgage. Wendy will lead the department as Executive Managing Director of Servicing. tion levels. She was able to adjust to the needs of an ever-changing portfolio

Since bringing our servicing in-house in late 2019, we’ve worked continuously and maintain high service levels to strengthen the department,” said Mid America Owner and Chief Executive Of- and low costs per loan. Her ability ficer, Jeff Bode. to organize, problem-solve, and ef-

Wendy has over 25 years of experience in customer service and cash opera- fectively execute company objections, including 12 years at Saxon Mortgage. She has proven success in process tives were vital to Guild. Prior to cost reduction, payment processing and configuration, customer service and coming to Guild, she worked for financial reporting. Bank of America in retail branch operations for 12 years. She is a member of the Mortgage BankDeephaven Mortgage Hires Kris-Ann Carduff ers Association Loan Administration Committee and the as VP of Business Development for Wholesale Diversity Task Force. She deserves recognition for her mentoring of many

Kris-Ann Carduff has joined Deephaven Mortgage, a full service, multi-channel, long- women over the 34 years of term investor in the non-QM space, as wholesale – vice president of business develop- employment. ment.

Kris-Ann has more than 20 years of mortgage experience and has played a central role in ABN AMRO’s Six Sigma process improvement initiative, showcasing industry best practices.

Non-QM lenders have realized tremendous growth over the last 24 months, but education challenges remain, the company says. Kris-Ann will continue to dispel the myths surrounding non-QM lending so that more creditworthy borrowers can obtain financing.

Vanessa Montañez

I basically love lending and real estate because, by using this vehicle of investing, one can build generational wealth by acquiring assets. I started my career right out of college and have never looked back or left the industry of lending.

I have had the privilege of helping many individuals and families obtain financing for mostly first time home buyers (FTHB) in Southern California while I was an originator. I did so well that I moved up the management ladder within a few years of successfully closing several thousands of loans. I was one of the youngest managers while working at Countrywide. My office was known for doing bond, FTHB programs, down payment assistance loans, and many others. I since then have moved up the corporate ladder. I also owned and operated my own broker shop for seven years until the mortgage meltdown happened in 2008. Lending is my passion because I am able to make a difference by building or implementing programs that are sound, safe, and offer great benefits to the consumer. I ensure we are representing all communities we serve including diverse and low- to moderate-income neighborhoods. The diverse segments are extremely important on so many levels. Additionally, I have the opportunity to travel in the U.S. and share my knowledge, representing U.S. Bank and the organizations I belong to, by speaking to and educating lenders, realtors, affiliates, or consumers.

I am also an avid reader and learner. I never stop learning in our industry to see what is currently happening:. Trends, demographics, rates, programs, and industry related topics. I decided to go back to school and earn my doctoral degree in executive leadership because I felt it was a calling after the economic recession of 2008. It stemmed from unethical leadership at the core. So, I am at the end of my journey working on my dissertation. It is a gender study focusing on “How do executive women in the finance industry reflect on the role of social capital in their career advancement?” I am planning to graduate May 2, 2020 with honors. I am active in my community and industry because I am a firm believer of paying it forward for others. I am here to empower and educate others on finances, lending, leadership, real estate, investing, and many other topics. I have been active and engaged in several trade organizations locally and nationally throughout the years. I started the Minority Mortgage Bankers of America (NAMMBA) Los Angeles Chapter because I wanted to bring other like minded professionals to engage in the community and have more women and minorities in the industry. I love the mission statement of the organization and the founder, who has a heart of gold. I also am part of the Women in the Housing and Real Estate Ecosystem (NAWRB) nationally and am an advisory board member to a non-profit called the Missouri Housing Development Commission (MHDC).

When I was approached by Leora Ruzin to be in Mortgage Women Magazine, she posed one simple question to me. “Why? What is the single driving force behind everything you do?”

This instantly made me think of the book by Simon Sinek called “Start with Why” because I am an avid reader who continually loves to learn and grow. And I resonate with author’s quote, “Knowing your WHY is not only the way to be successful, but is the only way to maintain a lasting success and have a greater blend of innovation and flexibility.”

I completely agree with the message of the book. My “why” is deeply held in the belief of the American dream of homeownership. Being a homeowner creates generational wealth andcommunities and provides a sense of safety and belonging. Our children are able to thrive with stability. I grew up with a sense of stability when my parents purchased our first home when I was twelve years old. My father then bought more homes throughout my youth by buying the diamond in the rough and converting the home into a gem. I grew to love real estate. Once I graduated from Pepperdine University, I was recruited in residential lending and thrived. My why was clear: Assisting others with the American Dream of Homeownership.

I leave you with this quote from Michelle Obama’s book, Becoming, which also is part of my why, “For me becoming isn’t about arriving somewhere or achieving a certain aim. I see it instead as forward motion, a means of evolving a want to reach continuously toward a better self. The journey doesn’t end.” My why is about assisting others' dreams as I continuously evolve and grow in my journey.

Vanessa has been in residential lending for over 24 years. She is a vice president in sales and business development for the national strategic markets at US Bank for the West and Midwest markets. Vanessa currently serves as a Board of Director for NAWRB (National Association of Women in Real Estate Businesses), Advisory Board Member to Montebello Housing Development Corporation and is President for NAMMBA LA Chapter (National Association of Minorities in Mortgage Business of America). She also serves as advisory board member for VAREP LA and WIP Nonprofit. Vanessa can be reached at vanessa@vanessamontanez.com.

TRAILBLAZERS: BLAZING A PATH ... RAISING THE BAR BLAZING A PATH...Trailblazers RAISING THE BAR

BY ANNEMARIA ALLEN

As an empty nester, I look forward to many new opportunities. For starters, I just discovered RV-ing and plan to get out there more with my jeep in tow. Personal success, as I define it, is based on who I have become, not where I am. I can take that anywhere. It has been a long road of personal growth to become who I am today. It’s a continual journey. Just like in our businesses, we try to keep getting better every day. There is always more to do and learn. I am thankful that I’ve learned so much over the years, and that it is the point from which I can grow going forward.

If I had to pinpoint one of my most important lessons, it would be that external “things” don’t make you happy; happiness comes from within. I also practice balance. For many years, I worked non-stop building TCG and neglected my personal and family needs. Too often, I wasn’t completely present for my kids. It was all work: Get through one very long workday and then wake up the next day and do it all over again. It was unsustainable long term, and it started to take a toll on my health and happiness. I have learned to take things slower, breathe and reflect, be present and kind to others, and take time for myself. I work on stopping and smelling the roses along the way.

Why did I start The Compliance Group? I’ve always had an entrepreneurial spirit, even as a child, probably going back to 3rd grade. Even though we started with very little, entrepreneurship ran in my family. We have several entrepreneurs on my mom’s side, and my dad developed a knack for making money. I always dreamed of having my own business. I didn’t know what it would be. After about ten years in mortgage lending operations and then moving to compliance, I finally found where I truly belonged, and I was fascinated by figuring out “the whys” around regulations and risk in mortgage lending. Starting TCG was an accident. I was working as chief compliance officer for PSB Lending Corp. They decided to move to Texas. They offered me a chance to move, but I wanted to stay in Southern California. I decided to take a severance package and seek my dream compliance job.

While working for PSB Lending Corp., I noticed that so many lenders that were selling their loans to us had challenges with compliance; and, that is where I found the opportunity. While waiting for that “perfect” job, I did some consulting. I contacted the lenders that I knew, maintained my trade association memberships, and networked. The demand for my services was overwhelming. The phones never stopped ringing and I was flooded with e-mails seeking my services. After 12 months of running my consultancy (TCG) as a sole proprietor, I incorporated and hired two full-time employees.

I discovered that forming a new company was like having a baby: There was no playbook. I learned by making mistakes. While I started TCG officially in 2001, the most trying time was from 2007 to 2009. My children were young, and I lost both of my parents, as the housing crisis hit. Most of our clients closed their doors overnight. I knew that I had to take drastic measures to survive. Clients left me with hefty bills when they went out of business, and I had to lay off staff and repay loans I had taken out to build the company. Looking back, I’m not sure how I got through it. Much of that time was a blur. I worked day and night to bring in business. I pioneered new compliance services and resolved daily that failure was NOT an option. My family depended on me, and I wasn’t about to file bankruptcy and walk away. I believed in my business and the services we offered. I knew that I had to be patient and weather the storm.

There is a saying that I love. It’s so funny, “You don’t know what you don’t know until you know it.” It’s so true. I have learned so much over the past 20 years about running a company. TCG never sought outside capital, so our growth was slower than if we had investors. I never again wanted to experience the losses I felt during the housing crisis. I realized that I didn’t have to be the smartest person in the room, but I needed to surround myself with intelligent people. I hired the best people I could, people that were WAY smarter than me. I tapped into my SAGE group and the WPO organization for CEO growth and guidance. That’s when the company began to grow more rapidly.

In the past five years, TCG has grown by 30 – 50 percent year over year. We have more than

tripled in size. I credit that growth to the fantastic people that work for TCG. They share my dream and make it real. To them, I am forever grateful.

Our goal over the next five years is to continue our growth. TCG will adapt to market changes. In some ways, changing market conditions, including the results of elections, make TCG even more valuable. We plan to add products and services and continue to hire great people. Every member of our team believes in creating partnerships with customers rather than just being a vendor. It’s been our motto since TCG’s inception. Acquisitions may also be a play over the next several years. Moreover, technology is playing an important role, especially with new product offerings, we will be adding to our menu of services.

What will the future bring? Once an entrepreneur, always an entrepreneur. You can’t just have one company when you are a dreamer and creator. One realization I made over the past two decades is how hard it is for a woman to start and run a company. Of course, men work hard too; but I see this from my perspective as a woman. I see the demands of starting a company, caring for children while building the company, being a wife, and trying to find time to take care of yourself. Mortgage lending is male-dominated, but when building TCG I never thought to myself, “I’m a woman so it will be harder for me.” How could I know for sure? I do know that I never considered myself a minority in the workforce. I found challenges in having a career while raising a family and being a wife. I still found myself in the more traditional roles of marriage.

After getting the opportunity to travel extensively, I realized the importance of work-life balance. After my 20-year marriage ended, I started traveling to heal and find myself. My friend from high school suffered the loss of a child and went with me to heal in her way. We realized that many women, especially those in corporate leadership roles, don’t take the time to get away and breathe. The two of us formed a company, High Mountain Journeys, as a place for women to go for travel. Since many women don’t like traveling by themselves, we created High Mountain Journeys as a destination for executive women to experience adventure, decompress, and breathe. It’s also a place for them to be with likeminded women. During these journeys women will experience team building, healthy eating, and traveling to amazing destinations all over the world. We are still building the company and hope to have our first destination journey by November 2020 in Sedona, Arizona.

I have a ‘million’ ideas for solutions for the mortgage industry, but not enough time. For the past ten years, I have been working on technology to assist companies with tracking licensing in the financial services industry. This technology will eventually expand outside of the financial services industry. I formed a company with a business partner called License Management Systems (LMS) where we developed a technology platform, “LicenseTracker.” It has taken a long time to develop, and we are excited that it will add tremendous value to the industry. LicenseTracker is a CRM for licensing. For the first ten years of TCG, we performed nationwide licensing services. The licensing process is daunting, and for many years it was mostly manual. We developed the technology to make this process much easier for a company’s licensing department. Our challenge has been to find programmers that understand what you need a system to do. After several attempts and trials with programmers, we found the perfect marriage. We are very excited to launch LicenseTracker in March of 2020.

While I do not envision any other possible business interests at the moment, my mind never stops, so anything is possible. I find brainstorming exhilarating, and I love mentoring and talking with people about their business ideas.

No matter where my business interests take me, I need to leave room for more travel!

Annemaria Allen is the founder and CEO of The Compliance Group, a 19 year-old firm focused on three core services in mortgage banking: Quality control as an outsource solution; compliance, both file level reviews and broader compliance audit work; and, servicing quality control, assuring agency servicing standards are adhered to. She currently sits on the board of directors of the California MBA and is a proud member of the Women Presidents’ Organization. She can be reached at annemaria@thecompliancegroup.net.

COACH'S CORNER

COACH'S CORNER

By Christine Beckwith

THE OTHER MWM: MILLENNIALS WANTING MORTGAGES! THE QUEST FOR MILLENNIAL MARKET SHARE

SO, THE STORY GOES…

The average age of a mortgage loan originator in the mortgage industry remains around 50 years old, which is a reduction from 2018 statistics that report 53 as the average age. This means most professionals serving up mortgages are far from the Millennial mindset. Yes, for “us” to understand what the new generation of homebuyer wants, we first need to examine who they are and how they operate. Mortgage Women Magazine wants to help create some clear insight on how to capture this market share and to do so in a way that will convert leads.

Let’s start from a place of understanding the Millennial. In my online research on this topic, I went out to see what was generally evident, and I found an amazing article by Placester and writer Carolyn Berk. Known for their statistics, they offered a lot of valuable information I will be sharing here for all of us to consider.

THE MILLENNIAL MAKE UP!

34 percent of homebuyers in 2019 are from this generation. So, their time has come, and they are the largest share of any other generation of buyers. Millennials are 36 years or younger in 2020, so that number will continue to grow.

Traditional marketing tactics will not work with this group. They come from a digital world.

66 percent of this youngest group of buyers are buying their very first home. They need and want complete hand holding and as much education as can be offered.

When polled, they say they do want to work with a realtor. So, this bodes well for us helping our referral partners convert this type of buyer.

Single female buyers make up the 2nd highest buying group in this generation, ahead of single men and unmarried couples. So, a great target is women in this category.

THEY WANT EDUCATION! • There has never been a more important time then to plan and place many first time homebuyers classes in your marketing repertoire. • Your empty home buyer workshops are not targeting the right people. • Think about where your Millennial audience is and target that group for your seminars to fill seats. • Traditional marketing for these events will not work. • Affinity marketing plays a strong role here.

Target 20 companies that employ Millennials and offer them in-office workshops. • Go to where the Millennials are! • Due to their digital mindset, you are far more likely to get them to watch a pre-recorded video and/or to attend a webinar that you hold on homebuyer education.

THE CASH CONUNDRUM! • The primary source of Millennial homebuying down payment sources comes from

“saving up over time,” and the second to that is “receiving a gift from a family member” or “obtaining a loan from a family member.” So, what does this part tell us about how we approach these buyers for assisting in the mortgage process? o We should plan to work with people in this category long term while they save. Incubation period will be long, if you catch this buyer as they are starting to think to buy. The great news is they are the largest part of our homebuying pool; so, if you load up these kinds of shoppers, then you are going to have an eventual windfall. o We should help them solve to this problem in our marketing by offering and advertising gift abilities. “We can help you to solve your down payment with guidance and education on how to buy your first home”. For many, this part is so intimidating it stalls the starting process. Your marketing nudge could be the difference.

THEY ARE HELPING US FLIP THE SCRIPT WITH REALTORS!

So, with all these statistics in mind, it’s a great opportunity to also assist them with finding a realtor. We know that grabbing qualified buyers and bringing those leads to realtors can change the entire game for an MLO to realtor relationships by helping mortgage companies be the foundation of incredible sources of business before realtors are even involved. This changes everything in the way of strengthening existing relationships with realtor partners and creating new ones!

IMAGE MATTERS!

Other statistics from Zillow tell us that “appearances matter to Millennials.” In a digital world where pictures and images are so vital to their interaction, they care about how homes look. So, this translates to the following tips: • Staging should be a vital piece in every realtor presentation for homes they want to appeal to this group. • Home improvements for sellers should include curb-side appeal and main living areas like kitchens, bathrooms and family areas. • Homes that have big entertainment spaces like finished basements, media rooms, and bonus features such as wine cellars or finished outdoor living spaces matter.

Homes with the above features are far more appealing to Millennials and those spaces should be featured in the advertisements of these properties sales.

Image and influence will sell these homes and attract Millennial buyers! In fact, in January 2019, I had the pleasure of moderating Gary Vaynerchuk’s “Real Estate Influence” panel at the Miami Garden Stadium. On that panel was John C. Tolbert representing Four Seasons Hotels. He had just overseen the opening of their new Belize hotel, and he explained that their multimillion-dollar campaign was centered on a “lifestyle” campaign. So, realtors and mortgage companies that help feature “lifestyle” ads to this group will attract both buyers and sell more homes with this marketing approach.

SHOP TIL THEY DROP!

Millennials like to shop, so mortgage originators need to add an ongoing sales lecture to assist their realtors in getting loyalty out of these new shoppers. Every mortgage rep should explain the following to a millennial buyer: - Stick with the realtor you start with - They can show you any home despite the advertisement realtor on the flyer, ad, or digital commercial - You stand to have a better experience with a sole realtor representing you - You don’t pay for the realtor, so allow them to bring you to do the heavy lifting on someone else’s dime - The reason another realtor is shown on home ads you want to see is they represent the seller - Your realtor has access to all listed homes

MOBILE MILLENNIALS…

Last but not least: Millennials want a mobile and digital experience.

There has never been a better time to offer digital solutions to buyers than now. Fintech companies are growing and thriving. Many mortgage companies are evolving with digital classrooms and webinar-based education, but where else does mobility intersect with these kinds of buyers? The answers are endless. Companies that help these buyers stay mobile and provide solutions for starting and enduring the process will win market share. I would ask you, is your mortgage company evolving in this area?

A HAPPY ENDING!

The beautiful ending to this story is that for many years this group has been overpredicted as it relates to their contributions to the mortgage and real estate activity; and, as such, they’ve taken a bad rap for their contributions to our economy in this realm. However, this same group was growing up and watching the darkest moments of mortgage history when they were first becoming news reading adults. Their first introductions to our industry where one filled with fear and trust issues followed by an idea that we were not operating in a safe and sound manner. Time has healed these wounds and this perception. They are now overcoming those fears and can see the greatness that is ahead for them with homeownership.

Yes, the bright day has come and will continue by all predictions. For those mortgage companies that put a marketing focus on this, there will be market share to grab for all.

Bring on the Millennials we say, come one come all!

Christine Beckwith is a 30-year mortgage industry veteran who has broken many glass ceilings and blazed a trail for many female professional generations to come. She is a Mortgage News Network anchor and the president & COO of 20/20 Vision for Success Coaching. This year she was featured in the 2018 Mortgage Professional America magazine as one of the top 75 women in the mortgage industry and named one of the “2018 Most connected Mortgage professionals in America” named by NMP magazine.

Seen on a poster in a lender’s office: “Ensuring compliance is as easy as riding a bike. Except the bike is on fire. You are on fire. Everything is on fire. And you are in hell.”

And while most folks can chuckle in appreciation at that sentiment, compliance does often conjure up a sense of negativity: What you cannot do, what you should not do, what you must do. But in truth, any great company will tell you that managing compliance successfully is not only about risk mitigation it also builds trust with employees and customers, and helps the entire company run fast within safe rails, reaching new levels of success and production.

This month, I asked a terrific group of experts about their thoughts on compliance. Their fascinating insights ranged from data privacy to technology to culture. And I suspect their thoughts may have you looking at compliance in your own company just a little bit differently. CHERYL HAYES SVP, marketing director, PrimeLending The entire industry has been impacted by a continuous influx of new and evolving regulations affecting all phases of mortgage origination. To remain competitive, as well as compliant, mortgage companies must be able to adapt quickly and cost-effectively to these wide-ranging changes. At PrimeLending, we’ve invested in and embraced cutting-edge technology, such as Blue Sage, our new loan origination system, that gives us the agility and control to not only respond rapidly to changing requirements, but also to streamline our workflows and improve efficiency. For instance, Blue Sage offers unmatched system flexibility that makes it faster and easier to rollout product updates, new features, or regulatory changes. Now, instead of diverting resources to reconfiguring processes or designing work-around solutions to remain compliant, our team can focus on developing new ways to simplify the mortgage experience for our customers and grow our business.

MARTY ALLRED Chief compliance officer, American Pacific Mortgage Corporation The culture of compliance within our company is strong, largely in part because every employee in every department and location understands that they all play a role in compliance, directly or indirectly. We like to say that we have 2,200 people in compliance, because it does take a village, and compliance is such an integral part of our fabric and our long term success. We also position compliance as a solution-oriented support function, not a hinderance, and we do our best to educate the “why” behind compliance rules. This positive positioning is helpful to getting everyone on the same page of doing the right thing day in and day out. Within the industry, some regulatory changes have been positive for consumers; however, there remains lots of opportunity for clear, consistent compliance guidance, which would help level the playing field for all mortgage companies. COLEEN BOGLE VP of Marketing, Draper and Kramer Mortgage Believe it or not, I love working with compliance teams! Industry reputation is incredibly important, and that’s one reason why I am a big rulefollower. One of the smartest things a marketer can do is to form a trusting relationship with the head of compliance at their organization. I have vast experience at mortgage lenders both large and small, and it’s crucial to work hand-in-hand with compliance to ensure the company is complying with RESPA, the Fair Housing Act, and other regulations that apply to marketing. I speak with our compliance manager daily, and we develop thoughtful strategies to fulfill our loan officers’ needs while remaining compliant. That constant communication and solution-driven mindset are some of the reasons why our loan officers stay here and why we pass our audits with flying colors!

DEIRDRE ROGERS Marketing manager, Axia Home Loans While this industry (and many others) have sales and compliance teams seeing each other in adversarial roles, I have always thought of compliance as the “security blanket” to keep both sales and the company as a whole, safe. Here at Axia we have a compliance dream team, who is not only a real pleasure to work with, but also genuinely interested in helping our sales group succeed … safely.

JELAIRE GRILLO Customer relationship manager, Prosperity Home Mortgage, LLC No one likes compliance; just say the word and people cringe. I think it’s important to flip the script though. I can say from personal experience that I am more likely to go with a loan officer who has their compliance in place than a person who does not. I think we all want that credibility when we are making some of the biggest decisions of our life.

WHITNEY BLESSINGTON Chief marketing officer, Churchill Mortgage When I boil it down, I see compliance as a conduit for fairness. Our compliance team at Churchill Mortgage is amazing. They provide value to our company and our customers every day. They constantly make sure that our customers are being treated equally, which we believe is crucial. Our mission is to help customers find the best path to owning a home free and clear, regardless of their starting point. We believe that is the Real American Dream. Making sure that we are treating customers equally on that path is paramount. In the industry at large, compliance demands that all lenders are operating on an even playing ground. Customers can have peace of mind that the industry has a system of checks and balances, which can put their minds at ease while beginning such a meaningful journey. JESSICA MANNA SVP Enterprise Lead Generation, Fairway Independent Mortgage Corporation From ‘Meets’ to ‘Exceeds’. We all win, as people first and businesses second, when data privacy is strengthened. As a brand, the most vital job is to earn trust by “doing the right thing;” the proper use and storage of sensitive information is no exception. To comply, brands often need to redesign systems and integrations. What starts out as a regulatory requirement can become the impetus for data-based initiatives, a valuable store of data for risk, sales, service, and marketing, with innumerable benefits. Each new regulation should be looked as first an opportunity to “do the right thing” for consumers, and then as a way to meet customers’ needs in new and improved ways. KASIA STEPHENSON VP, director of marketing, Sierra Pacific Mortgage Compliance is the key to doing the right thing always, one of our core pillars at Sierra Pacific Mortgage. Our customers expect and trust that we are up-to-date and compliant in all ways, so they feel secure while they are making one of the most important decisions in their lifetime. Compliance keeps our reputation for integrity and therefore our business strong. Monthly calls to inform our loan originators makes them feel confident and supported in what they do, thus increasing their productivity, job satisfaction, and retention. Let's be honest. Compliance may not be a fun topic for anyone in our industry, but when it is engrained in our core philosophy, it's not an unpleasant one either. We accrue measurable benefits in every customer relationship, as well as in the long term because compliance is simply a natural way of doing business for us.

So whether you have seen yourself as an advocate or adversary of some compliance efforts, you surely know the goal is to make the industry a better place. Compliance is about doing what is right for our customers, our teammates, our companies, and our industry. And when we start to understand the “why” behind compliance and all the good it brings, we can more deeply appreciate how compliance enables success each and every day. On that note, take a moment right now and send a quick email to someone on your compliance team, thanking them for the often “thank-less” work that they do to help YOU succeed!

Sue Woodard is the chief customer officer at Total Expert. She can be reached at sue.woodard@totalexpert.com.

CAUSE OF THE MONTH

National Ovarian Cancer Coalition

http://ovarian.org/

WHAT IT IS

A grassroots organization that began in 1991 by a group of women from Boca Raton, FL who were ovarian cancer advocates and survivors. Their initial purpose was to provide support and guidance to those who are diagnosed, while raising awareness through early detection. This is a cause that is very near and dear to the heart of our managing editor, Leora Ruzin, as she herself is an ovarian cancer survivor.

VISION

The mission of the NOCC is to save lives by fighting tirelessly to prevent and cure ovarian cancer and to improve the quality of life for Survivors.

WHAT THEY DO

Through national programs and local NOCC chapter initiatives, the NOCC's goal is to educate communities and increase awareness about the symptoms of ovarian cancer. The NOCC also provides information to assist newly diagnosed patients, hope to Survivors, and support to caregivers. The NOCC is also committed to the advancement of ovarian cancer research.

WHAT YOU CAN DO

• Volunteer at your local chapter, or create a local chapter in your area • Spreading awareness through early detection- distributing early symptom cards at health fairs or posting sharable content on social media • Support community events, such as their signature event, the Run/Walk to Break the Silence on Ovarian Cancer

Spring Cleaning For Your Health

BY CINDY SMITH

Spring cleaning is a thorough cleaning of our house or workspace, but it can also apply to our physical, emotional, and mental space. We all tend to accumulate things we no longer need or use, allowing clutter to creep in on us. It can be little things that don’t seem to make a big difference, like files we never got around to putting away, a pile of jeans that no longer fit, and magazines we meant to read. But it can also include a few extra pounds that crept on over the holidays, a grudge we haven’t moved past, or a story you continue to replay in your memory that no longer serves you well. Over time, these little and big accumulations can have a significant impact on our health.

Home and Workspace Spring Cleaning

Spring cleaning our environment is a form of self-care and has important and surprising health benefits.

CLEANING IMPROVES THE IMMUNE

SYSTEM. According to Marie Kondo, best-selling author of Life-Changing Magic of Tidying Up, many experts claim the pollution inside our homes can be worse than the air pollution outside. Cleaning clears our environment from dust, mildew, mold, and pet dander that can trigger allergies. The much anticipated and beautiful budding of trees and flowers bring enough allergy triggers without adding anything else to the mix.

CLEANING CAN HELP REDUCE

STRESS. Although we might not be aware of it, clutter creates stress. Whether it is piles constantly reminding us of things we need to do or the frustration of digging through drawers trying to find the items we need, de-cluttering reduces the to-do lists and the stress it creates. Cleaning can also be a great opportunity to clear your mind, contemplate a decision, or think through a project. Or, put on headphones and listen to your favorite music or podcast and give yourself a mental time out. Take this time to practice gratitude for each space, item, and memory stirred while cleaning.

CLEANING SUPPORTS HEART HEALTH.

Cleaning to the point of sweating and breathlessness can have the same benefits as light exercise like walking. Thirty minutes of vacuuming can burn up to 94 calories for women. That’s motivation to vacuum!

CLEANING HELPS YOU SLEEP BETTER. Keeping your bedroom free from clutter helps shut down the mind and allows for deeper sleep. The National Sleep Foundation also found that 75 percent of those individuals polled sleep better on clean sheets with a fresh scent. Create a space where you can fully relax and get restful sleep.

CLEANING HELPS INCREASE FOCUS.

Stacks and clutter not only create places for dust to accumulate, they are also a distraction. By creating a cleaner more organized space, it allows your brain to focus better and be more productive.

CLEANING IMPROVES YOUR MOOD.

Let’s admit it, cleaning isn’t top of the list of fun things to do; however, it is extremely satisfying once it is done. A fresh smelling, de-cluttered home or work environment can boost mood and give us the motivation to tackle that project we have been wanting to get done.

Physical Body Spring Cleaning

For our physical body, there are many detox diets available. I covered this more extensively in the September issue, so if you would like to reread that article, click the link here: https://www. mortgagewomenmagazine.com/health-andwellness/10-steps-for-a-fall-detox/. For a quick recap, I recommend a natural, easy to follow cleansing through supporting our own natural detox system with the following:

DRINK WATER – Water is the living element that flushes out toxins and gets rid of them.

EAT WHOLE FOODS – Processed and fast foods leave behind unwanted and undigestible chemicals. By eating whole foods, it allows our body to get rid of the built-up clutter of unhealthy waste.

EXERCISE – The skin and lungs are two of our primary detox organs. When we sweat, we get rid of toxins through the skin. And, breathing deeply during exercise gets rid of toxins through our lungs.

Mental and Emotional Spring Cleaning

Detoxing negative emotions, memories, and thought patterns can be even more important to our health than any other form of detox because our thoughts and emotions give us the desire and determination to take care of our space and body. When we hold on to emotions, fears, experiences, and interactions with people, this tends to accumulate in our bodies and have detrimental effects on our physical and mental health. To get rid of negative emotions try a few of these suggestions: JOURNALING – It is a great outlet to literally empty out your mind and clean out the old matter through which we need to work. If setting aside time to journal each day seems overwhelming, start small with just a couple sentences before you go to bed about what you want to release that day.

GRATITUDE – Focusing on what we are grateful for helps to reprogram our brain as we release the old negative thoughts. After writing a couple of sentences about what you want to release, write three things for which you are grateful. They can be simple things like sleep or clean sheets.

BREATHING – Taking a few deep breaths throughout the day not only helps get rid of physical toxins, but it also helps reduce stress.

MEDITATION – Spend a few minutes just being present in the moment. Notice your breath, notice the sounds around you, notice how you feel, notice your thoughts, and then let them float on by. Practicing mindfulness trains us to stay in the moment instead of focusing on the past.

INTENTIONAL – Before you get out of bed every day, set your intention to stay present in every moment and find joy throughout the day.

Spring is a time of new beginnings, new life, and new adventure. Doing a deep clean of our living and work environments as well as our physical, mental, and emotional space prepares us for the new growth ahead. It is a perfect time to awaken to renewed energy and motivation to complete the goals we set for ourselves at the beginning of the year.

Cindy is a Certified Integrative Wellness Coach and personal trainer for professional women. She has been helping women achieve their health and fitness goals local and abroad for the past 15 years. For a free consultation, contact Cindy at cindy@whollydesigned.com.

BOOK OF THE MONTH

SUCCESSFUL WOMEN SPEAK DIFFERENTLY: 9 Habits that Build Confidence, Courage & Influence

BY VALORIE BURTON

It is well known that the most successful women ooze confidence, poise, conviction and grace, all while maintaining their unique identity

For women, just getting a seat at the table can feel like an uphill battle, so we have to equip ourselves with every tool we can to increase our odds. Once we get that seat, those same tools will ensure we not only keep that seat, but to command the entire room. It is well known that the most successful women ooze confidence, poise, conviction and grace, all while maintaining their unique identity.

Valorie Burton, best-selling author and renowned speaker, has compiled a high-powered list of habits that guide women to speak differently. In this book, you will learn valuable tips on speaking, such as boosting your confidence by making simple tweaks to your every-day speak and increasing your influence by changing what you think and say in critical situations. Valorie draws from her personal faith and experiences without coming across to the reader as preaching, and provides women with actionable tips to find their voice in any situation.

COACH’S CORNERwith Christine Beckwith

• Mindset • Brand • Cadence • Connect • Engage • • Feed and nurture

Women With Vision

Our signature training and coaching experience designed to meet the unique needs of women who teeter daily while balancing life and career. Includes: •Today’s Woman Training (Our signature virtual course for women) •Core Curiculum Virtual Business Training •Core Curiculum Virtual Sales training •Group Coaching Events •Specialty Coaching and Training Events

Will you join us in Paris this fall?

Apply Today to join our sales team part-time. Earn Commission plus enough points to qualify for the trip and we’ll gift you 3 days and 2 nights in Paris, France!

email info@visionyoursucess.net to learn more