With flour-dust sprinkled in her greying hair and a
beaming smile [she] runs, all alone, the centuries-old watermill of Thunderbridge” was theheadlineofDailyMail,fromthe21stOctober1938. TheheadlineemphasizedtheworkofMrs.H.Dickinson, whohadtakenovertherunningofhermillafterthedeath ofherhusbandin1936.Shewasoneoftheonlyfemale millersinthecountryatthattime.Evenattimeslikewhen genderdisparityinmendominatedsectorwasatitsheight, Mrs.H.Dickinsonprovedthatwithpassionandsheer dedicationwomencanleadanysectordespiteitssize. Inthismoderneraoftechnologicaladvancements,thereis merelyanyindustryorbusinesssectorwhichdoesnothave womanleadership.FromHealth,Education,Recruitmentto IT,Banking,andRealEstate,womenentrepreneurshave beenabletoendureeconomicandbusinesspressurestobe thebest.
Inthisedition “Leading Women Entrepreneurs Who Established Business in Emerging Industry” Insights Successlistswomenentrepreneursspanmanyindustries.It includeswomenentrepreneurswhohavemadeasignificant markinrecentdecades.Thefeaturingisinnoparticular order,andbynomeansextensive,butstrivesto acknowledgewomenwhohavebuiltaworld-renowned brandthroughtheirowneffortandcommitment.
ThecoverfeaturedLauraBrandao,presidentof AmericanFinancialResources.Herjourneystartedwith thetelemarketingjobwhereshedemonstratedequalled skillsofmarketingandrealisedhercompetencyinthe sector.
Lauraisapassionateleaderaswellasaninspirational individual.Shebelievescontinuouslearningisimportant forleaders.“Books,podcasts,webinars,listeningtoothers
withinandoutsideyourindustryisinvaluable,”she says.
LauraservesasChairoftheNationalAssociationof MinorityMortgageBankersofAmerica's (NAMMBA)Visionaryprogram,recruiting corporatepartnersforMission2025,launchedto introduce,develop,andconnectcollegetalenttothe industry.ShealsoinvitesmembersoftheWomen's MortgageNetworktoparticipateininterviewsand weekly“GrowthSeries”challenges.
Let’sunveilmorealikeandinspiringstoriesofsuch extraordinarywomanbusinessleadersandspreadthe wordabouttheircontributioninmakingthisworlda betterplace.
Lastly,youmightcomeacrossthearticleswrittenby ourin-houseeditorialteamandCXOstandpointsof someoftheleadingindustryexpertstohavethe know-howabouttheindustry.Makesuretoscroll throughthem,whileflippingthroughthepages.
Let’sstartReading!
rohit.chaturvedi@insightssuccess.com
Wheredoyouturnforleadershipadvice?
Iturntorespectedleadersinourindustryforadvice.Why reinventthewheel?Ifsomeonehassucceededbeforeme,I wouldmuchrathercopywhattheydothanfigureitout myself.Ialsoreadleadershipbooksincluding Good to Great byJamesC.Collins), Extreme Ownership byJocko Willinkandmostimportantly,booksbyDaleCarnegie.
Whatisyourbusinessphilosophy?
Owner,
Sales Manager and Senior Mortgage Banker, Clear MortgageAnentrepreneurialspirithasalwaysbeenwith AdrianaBatesandhasfueledherforover10years inthemortgageindustry Twoyearsago,she decidedtotakethebravejourneyintobusinessownership andjoinedthebrokerchannelsoshecouldputherskillsto thetest.Inashorttime,shehasquicklyestablishedherself atClearMortgageasoneofUnitedWholesaleMortgage’s Top20PurchaseLoanOfficersinMissouriandKansasand aScotsman’sGuideTopProducer
Whatinterestedyouinstartingacareerinthemortgage industry?
Themortgageindustryinterestedmebecauseofmypassion forbuildingsystemsandattentivenesstotheloanprocess.
What’sacareerhighlightyou’remostproudof?
I’mproudtobeanationalspeakerinthemortgageindustry andapublishedauthorformentorshipinloanoriginators. Recently,Ihavealsoreceivedmyownsegmentonthe CNBCshow,TheAmericanDream.
What'suniqueaboutyourbusiness?
AtClearMortgage,wearenotjustaboutgettinga transactioncompleted,butaboutthewholeexperience.We wantourclientstoberavingfans.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
It’simportanttoeducateclientstounderstandtheloan processandforloanofficerstounderstandeachclient's uniquesituation.
What’sthebiggestobstacleyou’vefacedinyourcareer?
OneofthereasonsIstartedClearMortgagewastoget aroundbig-boxlending.Ourtransparentlendingand passiontoadviseclientsoftheimpactoftheirmortgage decisionshaveproventhatwecanachieveour"why"even whenitmeansgoingagainstthegrain.
Ibelieveintreatingconsumersthewaywewanttobe treated.Also,havingaprocessandsysteminplaceto ensurethateveryclientreceivesthesamehighlevelof serviceeverytime.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem?
Oneofthebiggestchallengesmortgagebrokersfaceis feelinglikeyou'reonanislandandnothavingacorporate headquarterstogotoforsales,motivationoroperational training.BututilizingAIMEasacoregroupofindustry professionalstomastermindandnetworkwithcanreally help.Also,beingpulledin90differentdirectionscantake quiteatollonbrokers,butwecanovercomethatby havingagreatmanagementteam.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
ThepeoplethatgetyoufrompointAtopointBarenot thesamepeoplewhowillgetyoufrompointBto pointC.Also,don'tgrowtoofast!
Loan Officer Delaware Financial Mortgage
Injustunder5years,AngelaCaputohasbecomeoneof thetop20mostsuccessfulloanofficersinthestateof Delawarewithanintensedesiretocontinueherupward trajectoryintheindustry.Sheinitiallyjoinedthewholesale channelin2015basedonherloveofcommunityandher desiretofindprospectivehomeownersthehouseoftheir dreams.Shehasaccomplishedthatandthensome,making hersomeonetowatchasthewholesalechannelcontinuesto growinmarketshareacrossthecountry.
Whatinterestedyouinstartingacareerinthemortgage industry?
IlovefinanceandIwantedacareerthathelpedpeoplein mycommunitysinceIhavealwaysbeeninvolvedin communityserviceandgivingback.
What’sacareerhighlightyou’remostproudof?
IammostproudthatinthethreeshortyearsI'vebeen licensed,I'vehadtheopportunitytohelphundredsof people.
What'suniqueaboutyourbusiness?
Imakeanefforttobecomefriendsanddevelop relationshipswithmyborrowers.Thisisarelationshipdrivenbusiness;Ilovehearingaboutmyclients’majorlife events,howwelltheirkidsaredoingwithvirtuallearning, andofcoursehowmuchtheirpetslovetheirnewhomes andyards.Buildingarelationshipwithmyclientsmakesall ofthelatenightsandstressfuldaysworthit,plusitkeeps
megroundedandhelpsmenotlosesight ofmyultimategoaltohelppeopleinmycommunity
Howhaveyoubeenabletomakeanimpactsoquickly inthemortgageindustry?
Mybosshasbeeninthebusinessfor20yearsandshe'sthe hardestworkingmortgagebrokerIknow.I'vemadeapoint tosurroundmyselfwiththebestbrokersacrossthecountry andstrivetobeasamazingastheyare.WhereIamtodayis adirectreflectionofmypeers,andespeciallythe friendshipsI'vedevelopedbecauseofAIMEandthe BrokersareBetterFacebookgroup.
What’sthebiggestobstacleyou’vefacedinyourcareer? Work/lifebalanceisachallengeforme.Iwouldwork24 hoursadayifIcould–evenontheweekendsIam checkingandrespondingtomyemailseveryhour. SometimesIneedaremindertostepawayfrommydeskor takeadayoff.
Whatisyourbusinessphilosophy? Ibelieveinlearningasmuchfromyourfailuresasyoudo fromyoursuccess.
Whatskillsarethemostimportantfornewloanofficers orbrokerownersinordertobesuccessful?
Organizationisahugefactorinbeingsuccessful,and buildingadatabaseofpotentialclientsandstayinginfront ofthem.
Howhastechnologyplayedaroleinyourearlysuccess? WhenIfirststartedprocessingin2015,wewerestillusing paperapplicationsandfiles.Inafewshortyears, technologyhasmadememuchmoreefficientandallowed metofocusonbringinginmorebusiness. Howdoyouprioritizetasksthroughoutthedayinorder toensuremaximumproduction?
Ihaveonerule:Inevergotobedwithemailsinmyinbox.I starteachdaywithacleanslate.Mentally,itfeelsgreatto openmyemaileachmorningandknowIamonlyfocusing onworkthatneedsmyattentionthatdayandnotconstantly playingcatch-up.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem?
Thebiggestchallengefacingmortgagebrokersisthelack ofunderstandingofthevalueamortgagebrokerprovidesto aconsumer.Mostpeopledonotunderstandthedifference betweenaretailordirectlenderandamortgagebrokerso theydonotrealizethevaluethey'remissingbynotusingan independentmortgagebroker
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Don'tspendtimeprocessingfortwoyears–startstudyingto becomealoanofficerassoonaspossible.
ArliciaJonesjoinedthebrokerchannelin2017,
believingthatherabilitytoconnectwithboth buyersandrealestateagentswouldimmediatelyset herupforsuccess.Turnsout,shecouldn'thavebeenmore rightasJoneshasquicklybecomeoneofthemost impressiverisingstarsintheindustry
Whatinterestedyouinstartingacareerinthemortgage industry?
Iactuallystartedinthemortgageindustryafterbeinga licensedrealestateagent,becausemyclientatthetimehad ahorribleexperiencewithamortgageprofessional.I decidedtogetmylicensetochangethenarrative.
What'suniqueaboutyourbusiness?
Ibelievemyabilitytorelatetomybuyersandrealestate partnersfromamortgageandrealtorbackgroundmakesme unique.Istartedinthisprofessionasalicensedrealestate agentwhichallowsmetounderstandwhatabuyerneeds andwantsinthetransaction.Iusethisbackground informationtostreamlinemyentireloanprocessbyusing technologytomaketheinitialcontact,pre-approval,loan applicationandclosingsmoothforallpartiesinvolved.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
TheonethingIwouldchangeaboutthemortgageindustry isthefaceofit.I'mgladthismagazineisshowcasing femaleentrepreneursinmortgage,astheindustryhaslong beenamale-dominatedindustry
What'sthebiggestobstacleyou'vefacedinyourcareer?
ThebiggestobstacleIhavefacedpriortojoiningAIMEand theWomen'sMortgageNetworkwassupport.Beinganew brokerandlearningasyoubuildabusinesscanbedifficult withoutasupportsystem.Loanoriginationisoneaspectof
beingabrokerownerandstructureforgrowthisanother aspect.
Wheredoyouturnforleadershipadvice? AIMEandtheWomen'sMortgageNetwork!
Whatisyourbusinessphilosophy?
Lifeisfullofchangesbothforthegoodandthebad,but thereisalwaysalightattheendofthetunnel.
Whatarethebiggestchallengesfacingmortgage brokersandwhat'syouradviceforovercomingthem?
Ibelieveinkeepingupwiththedemandoftheconsumer Strategiesandsystemswork,sosticktothemtomanagethe increaseinbusiness.
Howdoyouseethemortgageindustryevolvinginthe future?
Ithinkwewillcontinuetoseegrowthandtechnology implementedtomaketheprocessfortheconsumereasier, butIdon'tbelievethattechnologywilleverbeabletotake theplaceofthebroker.Itwillbeusedtoassistand facilitate.
Whydoyoubelievethatbrokersarebetterfor consumers?
Thebrokerwillalwaysbeabletoprovidemoreoptions, moreresourcesandbetterservicetoconsumers.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Don'tstartatabrickandmortarbank.
Asa2020WomenWithVisionAwardWinnerAshley
Millerisconstantlysoughtafterforadviceonhow womencanthriveinthebrokerchannel.After12 yearsinthemortgageindustryandreturningtothe wholesalechannelin2018,Ashleyhaspridedherselfin beingachampionforbrokersuccessacrossthecountry
Whatinterestedyouinstartingacareerinthemortgage industry?
Therealestateandmortgageindustryalwaysfascinatedme duetothecomplexitiesofthetransactionsandIwould oftenaskmyselfwhythe"AmericanDream"wassucha confusingprocess.Idoveintolearnmoreabouthowitall workedandrealizeditwasadreamthatwastooscaryfor manytoembarkon.Iwantedtosoftenthebarrierbetween mortgageprofessionalsandconsumerstohelpfamiliesfeel morecomfortableintakingtheplungetomakethelargest purchaseoftheirlife.
What'suniqueaboutyourbusiness?
Communication!Inourloanprocess,wetakean educationalapproachwhenexplainingloanoptions,any feesassociatedwiththetransactionandtheloanprocess itself,toourclients.Ourpre-approvalprocessisvery comprehensive,andwewanteverysingleclientto understandtheprocessfromallangles.Itissimplynotjust atransaction,thisisarelationshipwevalue.
What'sthebiggestriskyou'vefacedinyourcareer?
ThebiggestriskItookwastakingaleaptojoinanew brokeragethathadbeeninexistenceforlessthanayear.I wassousedtoworkingforwellestablishedcorporate companiesandallofthequestionsof"whatifthiscompany fails,whatifwedon'tgetenoughbusiness,whatifIfail THEM?"crossedmymindwhenjoining.Theybelievedin me,andIbelievedinthem,andthroughmanytransparent conversations,thefearswereeased.Itwasnotanoptionfor anyofustofail,soweformeda1,3,5-yearplanand startedworkingondevelopingsystems,teamsandaligning ourselveswiththerightstafftocontinuecultivatingthe growthwewantedinordertosucceed.Afteryearone,we morethandoubledourproduction!Iknewthen,wewere notevergoingtofail.
Whatisyourbusinessphilosophy?
Createandnurturepositiveemployeeandcustomer relationships.Culture,environment,andenergyequals success.
Whatarethebiggestchallengesfacingmortgage brokersandwhat'syouradviceforovercomingthem?
Youarenotincompetitionwithanyonebutyourself.Inour industry,weareexposedtosomanydifferentlevelsof producersanditiseasytocompareyourbusinessandget wrappedupinwhoisdoingwhat,buttherearemanyways todeliversomethinggreat.Writedownyourshorttermand longtermgoals,howyouplantogetthereandworkyour businessplan-notsomeoneelse's.
Howdoyouseethemortgageindustryevolvinginthe future?
Technologyhasbeenadvancingrapidly,butIseethe mortgageindustryfullyembracingallaspectsoftechand consolidatingtheloanprocesswithoutsacrificingthe customer'sexperience.Themortgageindustrywillbeable toincreasecapacity,improvetime-to-closeandhelpto increasecashflowforinstitutionswhichinturn,allowusto providemoreimprovedresourcesforourclients.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Youdonotneedtobendoverbackwardtopleaseeveryone ordobusinesswitheveryone.Honoryourself,your boundaries,andyourbusinessmodel.
Throughoutthepast20yearsintheindustryCarrie
GusmusofAslanHomeLendingCorphasreceived accoladessuchas2019HousingWireWomenof Influenceandmultiplecelebrationsasa5StarMortgage Professional.Inthelastyearshehasbecomeahighly respectedpartnerofthewholesalecommunityandhas pursuedanaggressivegrowthstrategyaimedatcontinued focusonbrokerdevelopment.
What’sacareerhighlightyou’remostproudof?
StartingAslanisbyfarmygreatestcareerhighlight. Leavingtheretaillendingenvironmentafterover18years andjoiningthebrokercommunitytookmefromcaptiveto collaborator.We'vegrownto34employeesandaffiliatesin ayearandplanongrowingto60loanofficersin2021.Iam soproudofourcompany,ouroriginationteam,andthe brokercommunitywearepartof.
What’suniqueaboutyourbusiness? WhatmakesAslandifferentisourdeliberately developmentalculture.Everyemployeeisimportant.Every employeehasapersonalplan,notjustaprofessionalplan. Wecelebratetheideasandvictoriesofouremployees, implementingnewideasfrequentlythatwillimproveour clients’experience.
Whataretheadvantagesofworkingwithanallfemale team?
Researchshowsthatwomenarenaturallymorerelational, collaborative,kind,andsupportive.Characteristicsthat usedtobethoughtofasweaknessesareactuallywhatmake ourallfemaleownershipincrediblystrong.Wethinkof ourselvesasaprideandweworkcollaborativelywith everyonecooperatingtosupportthepride.Sometimesyou arethehunter,sometimesyou'rethecaregiver,sometimes you'retheprotector,buteveryoneiscrucial.Andifyou messwithourpride,whichweextendtoallemployees, clients,andpartners,wejustmighthavetoeatyou.
Howhaveyouusedyourpositionaspartofanall femalefirmtobetterserveyourclients?
Firstofall,wehavemenwhoworkwithAslan.Every genderisimportantandnooneshouldbediminished. Everyonebenefitstheirclientsthroughourallfemale ownershipandleadership.Themortgageprocessisfullof perilandstress.Wearehighlydetailednaturally,are constantlylookingatalloptions,andstaycalmunder pressure.Womenhavegrownaccustomedtoworking, beingtheprimaryparent,wife,mealmaker,housekeeper, petcareprovider,andmanyotherrolessimultaneously We arebetterequippedtohandlewhateverthemortgage industrythrowsusandtorepresentourclientswithgrace throughitall.
Doyoufindthatfemalehomebuyersprefertowork withfemalebrokers?Ifso,why?
Thereisastatisticthat91%ofwomendon'tthink advertisersunderstandthem.Wearewomen.Weunderstand women.Womenmakeorinfluencethedecision85%ofthe timeonhomebuying.Ibelievethatafemalehomebuyer prefersafemalebrokerinmanycasesbecausewe understand.Weevenfeelthatthemeninourcompanyare betterpositionedtoworkwithwomenbecauseofthe approachourentirecompanytakeswithfemaleleadership.
Arethereanytrendsyou’venoticedamongfemalehome buyers?
40%ofwomennowoutearntheirhusbands.ThetrendI noticeismorewomenwhoarethebreadwinnersandmore openlymakingthedecisionsaboutnotjustthehouseitself butthehomefinancingaswell.I'malsoseeingmoresingle womenandsinglemomssteppingouttomake homeownershiphappenforthemselvesandtheirfamilies. Womenarefeelingmoreempoweredtomakebetter decisionsfinanciallyfortheirfamilies.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Focusonpurchasefirst.Turnrefinancesawaythataren't financiallyprudentfortheclientevenattheriskofyour ownpaycheck.Giveyouralltoeveryoneyouencounterand setupprofessionalsystemsdayone.Makeyourselfa business,notaloanofficer
Overthecourseofher37-yearcareerandpreviously namedoneofAtlanta’s5thMostInfluential FemaleBusinessOwners,CaseyCunninghamhas definedandrefinedhercraftthroughaninsatiablepassion forlearningthatshebelievesisembodiedinallgreat leaders.That’swhyshefoundedtheindustryleading knowledgeacademy,XINNIX,inordertohelpbusiness ownershire,trainandeffectivelyscaletheirbusinesses.
What'suniqueaboutyourbusiness? Whatmakesourcompanyuniqueistheformulareferredto asTheXINNIXSysteminwhichwecombinetraining, accountabilityandcoachingtoensurepowerfuloutcomes.
Whyareyoupassionateabouthelpingbrokers? Wearepassionateabouthelpingbrokersbecauseour missionisaboutimpactingtheirlivesandassistingthemin deliveringworld-classservicetotheircustomers.
Whatthe#1mistakeabusinessownercanmakewhen hiringandtraininganewemployee?
The#1mistakeabusinessownercanmakeisnothavinga formalizedprocessdocumentedandstructuredinbuilding thethreecriticalelementsofknowledge,skillsand disciplines.
Whyistrainingcrucialtoabusinesses’success? Ultimatelythesuccessofabusinessishowwelltheteamis trainedtoexecutetheentirebusinessmodel.Whenall
thingsareequal,rate,products,etc.,thedifferentiatorfora companyorteamishowwelltheyaretrainedtodeliver world-classservice.Trainingiscrucialindeliveringa scalableandsuccessfulbusiness.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe? Iwouldincreasethefinancialacumenofhelpingconsumers prudentlybuildtheirnetworth.
What’sthebiggestobstacleyou’vefacedinyourcareer? ThebiggestobstacleIhavefacedwasconvincingcorporate leaderstoprioritizeperformancetrainingandcritical accountability.Iwasabletoovercomethisobstacleby providingindisputableevidencelinkingprofessional developmenttoperformanceoutcomes.
Who(orwhat)hasshapedyourleadershipstyle? Myleadershipstylehasbeenshapedbythemultipleleaders Ihaveexperiencedinmycareerandmyinsatiablepassion forlearningwhatgreatleadersembody.
Wheredoyouturnforleadershipadvice?
IturntomyAdvisoryBoard,otherindustryleadersandmy executiveteam.
Whatisyourbusinessphilosophy? Throughexcellence,thereareinfinitepossibilities.The mostpowerfulwordsforsuccessare"Iamresponsible."
Howdoyouhandleobstacles?
Iviewallobstaclesasopportunitiesforgrowing,learning andachievingsuccess.Everyobstacleallowsyoutosee whatyouarecapableof.
Whatisonethingthatwouldsurpriseyour coworkers/clientstoknowaboutyou?
IamnotsurethiswouldsurpriseeveryonebutIdon'twatch televisionatall.
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem?
Thebiggestchallengesfacingmortgagebrokersare developingthemselvesintogreatleadersandcreatingscale intheirbusiness.Myadvicetoallbrokersistoformalize yourbusinessmodelwithaverydetailedbusinessplan, becomeastudentofleadershipandsurroundyourselfwith anamazingteamthatfitsyourmodel.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself? Seekwisdomimmediately.Findthemostsuccessfulperson inyourroleandinterviewthem.Accomplished professionalswillgladlyprovideadviceandinsight.Show upwithpredeterminedquestionsandrespecttheirtime.
Women face many of the same challenges that men do in working long hours and withstanding the upor-out pressures of high ranking careers in the mortgage industry. At the same time women face many challenges of their own such as societal expectations of what women can and cannot achieve in the workplace, which is still a highly debated topic that has a pronounced impact on women’s lives in the workplace. Thankfully, Ashley Miller and Michelle Dugan have set themselves on a course to dene their careers on no one’s terms but their own with their podcast Blondes Have More Funds.
WhenandwhydidyoustartBlondesHaveMore Funds?
AshleyMiller:MichelleDuganandIstartedBlondesHave MoreFundsinMarchof2020.Webothwantedtoopenup thereal,vulnerable,imperfectsidestousthataccompany ourprofessionalandparentalsidethatonlythosewho followusonsocialmediagettosee.Webelieveyoucando itall.Youcanbeprofessional,youcanbeamom,youcan play,youcandresshowyouwanttodress,youcanwear yourhairhowyouwanttowearyourhair– youcanbe YOUandownitandnothavetoconformtotheversionof whateveryoneelsethinksyouareorshouldbe.Thepodcast wasborntoempowerwomenonalllevelsandtoshinea lightontherealitiesofthefemalejourney.
MichelleDugan:BlondesHaveMoreFundswasofficially launchedin2020aftercomingupwiththeideain2019.My bestfriend,AshleyMiller,andIwantedaplatformtobe abletosharethehighsandlowsofthefemalejourney We usedBlondesinournamesinceweareblondebutwelove allwomenandallofourmanyhaircolors!Throughthe podcastwehavebeenabletonormalizemanylifeevents thatsomewomenhaveadifficulttimetalkingabout. Womenhavesomanyvitalrolesinlifeandwewantthem alltoknowthatwearealwaysherecheeringthemonand supportingthemnomatterwhatstageoflifetheyarein.We laugh,wecry,wejoke,andpassalongwisdomallinhopes ofshiningalittlebitoflightonallthatweexperienceas women.
WhydidyouseeaneedforBlondesHaveMoreFunds inthemortgageindustry?
AshleyMiller:Wewantedtobringareallifestyleessence tothemortgageindustry.Let'stalkabouthowwemomand mortgageatthesametime.Let'stalkabouthowwetooka fewhourstoourselvestogetamassage.Let'stalkabout skincare,fitness,divorce,breakups,travel,kids misbehaving-reallifeissuesthathappenbetween mortgageapplications!
MichelleDugan:Manyofthepodcaststhatexistinthe mortgageindustryareprimarilybusinessbased.Whilethere isatimeandplaceforthat,wewantedtobringalittlemore funandfiretothepodcastscene.Wewantedtocreatea showthatwomencouldresonatewithandthatmencould learnfrom.Wewantedtocreateapodcastthatmakesyou laughandalsomakesyoucry.Mortgagesaren'talwaysfun butthatdoesn'tmeanwecan'thavesomefunwhiledoing them.Perhapsmorethananythingelsethough,wewanteda platformthatcouldhelpbreakdownsomeofthe stereotypesthatexistinourindustry Themortgageindustry hashistoricallybeendominatedbymiddleagedmenbut timesarechanging!Youngorold,womanorman,singleor married,parents,evenblondes-weallhaveaplaceinthe industry.So,weshareourstoriesandadmitour imperfections.Wetalkaboutourownstrugglesbutwealso shareourwins.Attheendofthedaywehopeitwillhelp someone,evenifjustoneperson,torealizethatitisokay nottobeperfectortofitastereotype.Youcanstillbe successfulinbusinessandlifewhilehavingfunalongthe wayaswell.
WhatimpacthasBlondesHaveMoreFundshadon yourbusiness?
AshleyMiller:Theexposureandunconditionalsupportwe havereceivedhasbeenmorethaneitherofuscouldhave everpredicted.Womenandmenreachoutalmostweeklyto mentionthepodcast.Wehaveconnectedwithfriends, strangers,acquaintancesallacrosstheUnitedStates,who feeltheyfoundcommongroundwithusandinturn,trustus withtheirhomeloanneeds.
MichelleDugan:Whenwestartedthepodcastwedidn't reallyknowwhatimpactitwouldhaveonourbusiness.We thoughtthepodcastmayhelpgrowournamesandmaybe helpgrowbusinesstoobutwhatactuallyhappenedwas quitedifferent.Peoplestartedreachingouttous.Theywere listeningtoourshowandmessagingustotelluswhatit meanttothem.Ourpodcastswereimpactingtheirlivesand normalizingtabootopicsthatmanypeoplemaynotfeel comfortabletalkingabout.Divorce,dating,botox,creditsomanytopics.Itgavethemasenseofpermissiontoshare theirownstoriesandstandintheirowntruthsaswell.So, hasitimpactedbusiness?Itabsolutelyhas.Butnotinthe waythatweinitiallythoughtitmight.Whenapodcast listenerreachesoutaboutbuyingahomeorrefinancing, theyfeelliketheyalreadyknowalittlebitaboutus.They knowwearereallygreatatmortgagesandlendingbutthey alsoknowthatweareimperfecthumanswithmoretous thanjustmortgagelending.Andmostimportantly,they knowthatwewon'tjudgethemforbeingimperfect,too.
HowdidyoudeveloptheBlondesHaveMoreFunds brand?
AshleyMiller:UsingInstagramandFacebookasour platformsforexposure–wearegenuineineverysingle topicwediscuss,everycaptionwepost,andthetoneofour messageinourpodcastsisalwaysconsistent.Our
personalityandourpromisetoouraudiencetodeliveronly authenticpiecesofourselves,helpedtodevelopourbrand identity.
MichelleDugan:Westartedsharingourideaofthe conceptforthepodcastwithothersintheindustryandthe responsewasoverwhelminglyencouraging.Developingthe brandcameverynaturalforus.Weshowedupasourselves. Wewerehonestandrawandperfectlyimperfect.Thebrand isstillcontinuingtogrowandIthinkthatourauthenticityis ahugereasonwhy.
Howhassocialmediaplayedaroleinyoursuccess?
AshleyMiller:Ithasplayedthebiggestroleinmysuccess. Thereisnootheraudienceasfar-reaching,oravailableat myconvenience,associalmedia.
MichelleDugan:AshleyandIhavebothbeenvery involvedinsocialmediaforyears.EvenbeforeAIME,we wereconnectingwithlendersacrossthecountryviasocial media.Wewereusingsocialmediadayinanddayoutin ourbusinesssoitonlymadesensethatwewouldcontinue toexpandonourexistingconnectionstohelpgrowthe reachforthepodcast.Now,weareconnectingwithmany outsideofthemortgageindustryaswell.Socialmediahas beenahugecontributortoourgrowthandsuccess.
Whatisonethingthatwouldsurpriseyour coworkers/clientstoknowaboutyou?
AshleyMiller:Haha!I'manopenbook.Idon'tthink anythingaboutmesurprisesanyone:)
MichelleDugan:Don'tlettheblondehairfoolya!Iama hugenerdatheart–Ilovetoreadandlearn.Igeekoutover guidelinesandnumbers.
Managing Director of Compliance, Strategic Compliance Partners
Asatrainedlawyer,CassieSchmalzhasusedher legalknowledgeandexperiencetohelpestablish StrategicCompliancePartnersasthego-to compliancesupportformortgagebrokersacrossthe country.Overthecourseofher10yearsinthemortgage industry,Schmalzhasmadeitherprioritytoensurethat StrategicCompliancePartnersprovidesthemost comprehensiveapproachtocomplianceforbrokershopsof allsizes.
What’sacareerhighlightyou’remostproudof? I’mproudtobuildrelationshipsandhelpmyclientsachieve theirgoalscompliantly
Howhastechnologyevolvedandimprovedinthe mortgageindustryoverthepastdecade?
Thefactthatthemortgageindustryhasthrivedduringthe pandemicisproofwe'vemadedramaticimprovementsin technologyoverthepastdecade.Theprocessisbecoming muchmorestreamlined,whichbenefitstheindustry,aswell astheconsumer.
Whatisyourprocessfordevelopingnewservicesthat canbemostusefultothemortgageindustry?
ThenewserviceswedevelopatSCParebasedonthe feedbackprovidedbyourbrokerclients.Ourgoalistobea one-stopshopforallthingscompliancebystreamlining theircomplianceprocessandmakingregulatory informationaccessibleandeasytounderstand.
Whatdoyouthinkisthenextbigstepintechnologyand servicesformortgageprofessionals?
Ibelievethatthenextbigstepintechnologyandservices formortgageprofessionalshingesonintegration.Thereare somanyserviceplatformsavailable,theabilitytointegrate theseplatformswouldsignificantlystreamlinethebrokers' processfrombeginningtoend.
What’sthebiggestobstacleyou’vefacedinyourcareer? Complianceisnotalwaysthemostpopulardepartmentin themortgageindustry,soI'vefacedanumberofobstacles andchallengesthroughoutmycareer.Iovercamethese obstaclesbyprioritizinggrowth,honesty,andintegrity.
Who(orwhat)hasshapedyourleadershipstyle?
Myleadershipstylehasevolvedovertime.Ihavelearned somethingfromeveryleaderI'veworkedwithinthepast; eitherintheformofbehaviorIwishtoemulateorbehavior
Istrivetoavoid.AriKaren,CEOofSCP,providesashining exampleofsomeoneIstrivetoemulate.Ari’strustinhis employeesyieldsahappymarriagebetweenautonomyand support,allowingpeopletocontributeinalessrestricted, moreorganicway
Whatisyourpersonal/businessphilosophy?
Myphilosophyis"ifyou'renotgrowing,you'redying."I strivetoimprovepersonallyandprofessionallyeachday.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem?
Oneofthebiggestchallengesfacingmortgagebrokersis thattheirlicensedoesn'tcomewithaninstructionmanual. Theyarehandedalicensewithoutsufficienttangible, tactical,compliancetraining.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
IfIcouldgobacktomyfirstdayinthemortgageindustry,I wouldtellmyselfthattheonlyconstantinthisindustry,is change.
Reversemortgageshavelongbeenasourceof confusionandfearwithmanyconsumersand brokersfacedwithmisinformationandalackof education.Reversemortgageexpert,ChristinaHarmes,sees reversemortgageloansbecominganincreasingly commonplacetypeofloanthatcanbeutilizedmorefullyas theretirementtoolit'smeanttobe.Thereisnodoubtin Harmes’mindthatbrokersaremorethanreadyforthe challenge.
Whatinterestedyouinstartingacareerinthemortgage industry?
Iwantedtohelppeoplebytranslatingthecomplexintothe simpleandguidingpeopletogoodfinancialdecision makingwiththeirhomeequityandmortgages.
What’sacareerhighlightyou’remostproudof?
From2016to2020,IhelpedbuildtheReverseMortgage DivisionfromthegroundupatC2Financial,thelargest mortgagebrokerageinthenation.
Whataresomechallengesuniquetoreversemortgages? Manyclientsdonotusetechnology,andsincetheloan processitselfcanbeverycomplex,youneedanexpertlevel ofknowledgetoreallydorightbytheclientandtheirentire financialsituation.Seniorshavemorelifeeventsthataffect creditandincome,sothere'smorecriticalthinkingneeded tobeabletohelppeople.
What'suniqueaboutyourbusiness?
IamaleaderintheReverseMortgagespace–Ionlydo reversemortgagesandhavebuiltateamofexpertcaring womenwhohelpseniorsthroughthisprocessassmoothly aspossible.
Howhastheperceptionofreversemortgageschanged overthecourseofyourcareer?
Itisstilltransformingbeforemyowneyes,butingeneral, peopleandprofessionalsarerealizingthisisareally versatilefinancialretirementtool.Peopleareseeingthata reversemortgageshouldnotbethelastoptionbutinstead
incorporatedintotheretirementplanearlyontohelpall assetslastlonger.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
Theconceptthatyoucanpushabuttonandgetamortgage. Thisideaskipsalargepartofthefinancialplanningaspect atruemortgageadvisorcanbringtothetable.Amortgage advisorcanhelpsomeoneaccumulatewealthandusethe besttoolpossiblefortheirsituation.Ihaveseenfirsthand howamortgageadvisorcanreallyhelpsomeonecreatethe rightstrategytogetaheadandstayahead.
Whatisyourpersonal/businessphilosophy?
Treateveryclientasiftheywereyourownparentor grandparent.Neverputsomeoneinamortgageyou wouldn'twantforyourselfifyouwereintheirshoes.
Whatisonethingthatwouldsurpriseyourcoworkers orclientstoknowaboutyou?
Iamheavilyinvolvedinanentrepreneurcoaching mastermindgroup.IbringwhatIlearntheretothereverse mortgagespaceandbuildingmybusiness.Theoutside perspectiveshavegivenmehugegrowthinhowIapproach mybusinessandmyclients.Iamconstantlystrivingto bringthebestcustomerservicepracticesfromother industriestomyreversemortgageclients.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Passionatelypromotewhatyoulovewithoutfearsooner thanyouthinkyouarereadyto.
Asaseasonedveteranintheindustry
for30years andlaudedwithvariousindustryawards,Christine Beckwithhasbroughtheruniqueleadershipskills tothewholesalemortgageindustrythroughhercoaching andconsultingprogram.Asaleadingentrepreneurinthe mortgageindustry,Beckwithusesherownmotivationto improvethebrokerchannelandtoemphasizeemotional awarenessthrougheducation.
What'sacareerhighlightyou'remostproudof? ThephilanthropicworkandlegacyworkIamcurrently performingtohelpadvancethemortgageindustryand womeninourfield.
What'suniqueaboutyourbusiness? Wearethelargestmortgagebankingandrealestate businessschoolinAmerica.Thereisnoothercoachingfirm thatofferstheincrediblyrobustandextensiveeducational supportorexecutivelevelresourcecentersforuseunder oneroof.
Whyareyoupassionateabouthelpingbrokers?
Thebrokerisexactlytheperfectclientforus.Whilewe servicetrainingandsupportforlargebanksandlenders incrediblywell,weprovideresourcesforbrokersin hundredsofwaysthathelpsthemlikenooneelsetosortall aspectsoftheirjobstobecomethetrueCEOswhowill sticklongterm,scaleandthriveinhappyliveswithsecurity theyarelookingfor
Whyismotivationcrucialtoabusinesses'success? Tacticaleducationisnecessarytoperformourjobsbestin classandmotivationisthefuel.Thatfuelisourlifelineand ourpurpose.
Whatthe#1mistakeabusinessownercanmake? Thinktheyknoweverything.
Whatarethebiggestmythsormisconceptions surroundingsalescoaching?
Thatit'sfulloffluffwithoutmeaningfulcontent.True consultingdebunksallthosemyths.Yes,weloveto celebratesuccesses,butwealsoputtherealworkintoget therefirst.
Howdoyouhandleobstacles?
Ihandleobstaclesoneatatime,prescribetheproper diagnosisandgivecarefulconsiderationbeforetaking action.
Whatisonethingthatwouldsurpriseyourcoworkers orclientstoknowaboutyou? Nothingwouldsurprisethemprobably,Iamamotorcycle drivingwomanleaderthathasreachedthetop4%of executiveleadershipinthecountryinthepast30years.I alreadyamlivingoutsidethelines.Ithinktheycometo expectmyauthenticityandthatcomeswithdaily amazementofmanythingsIamcertain.
Whatarethebiggestchallengesfacingmortgage brokers&what'syouradviceforovercomingthem? Runningtheirbusinessessovereignlyandhavingthe pliabilitytoexpandandcontractwiththemarket.
Whatisyourbusinessphilosophy?
Emotionalawarenessthrougheducation.Showup,deliver resultsanddon'taskforexceptions.Earnthebusinessyou wantandkeepthebusinessyouearn.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Iwouldn'tchangeathing.Myhardestlessonshavetaught methegreatestthings.Ifoundmywaybytakingrisks, tryingthingsandlisteningtootherswhowerewillingto mentorme.IwishedIaskedquestionsmore,though, becauseIalwayshadtolearnthehardway!
ClaireMahoneyinheritedthebrokerownergene
fromherfatherandasharedpassionforthehousing industry Theabilitytocontrolherowndestinyand futurewasalsosomethingthathasgreatlycontributedto Mahoney'sinterestinjoiningthewholesalemortgage channel.Thepasteightyearshaveproventhatshemadethe rightdecisioninbecomingamortgagebrokerandwiththe MortgageFirstCorporationcontinuingtoprovidetopofthe lineservicetoconsumers,thefutureisalmostcertainly bright.
Whatinterestedyouinstartingacareerinthemortgage industry?
I'masecond-generationbroker,soIwatchedmydadinthe industrysinceIwasalittlegirl.AfewyearsafterI graduatedfromcollege,Isteppedbackandrealizedhow mydad'scareergavehimsomuchmorecontroloverhis lifeandhisfinancialfuturethanthepaththatIwason.I primarilywantedmorecontrolovermyscheduleandwas intriguedbyhigherearningpotential.IalsoknewthatIwas similarenoughtomydad,thatIfiguredifhecouldsucceed atit,Icouldtoo!
What'sacareerhighlightyou'remostproudof?
Formyself,Idoubledmypersonalproductiontwoyearsin arowin2019and2020whilerunningmybrokerageand beingawifeandmomtosixkids.Formybusiness,in
2020,Icompletelyrevampedourloanprocessingtoan assemblylinestyleinordertopositionourselvestoscale. It'sbeenalearningcurvebutithasallowedustohandle significantvolumegrowth,closeloansfaster,and positionedourselvestocontinueonatrajectoryofgrowth.
What'suniqueaboutyourbusiness?
Iownthebrokeragewithmydadandamgraduallytaking overashemovestowardretirement.Ourbusinesshasbeen aroundsince1989andfiveofouremployeeshavebeen withusfor20yearsormore.Ihaveaddedpeopletoour teamwhoweregreentothemortgageindustry.Whilethat cancertainlybringatensionofworkingstyles,ithas ultimatelycreatedanincredibleblendofoldandnew, whereironsharpensiron.Thereisalwaysanexperienced personaroundtohelpwithtoughscenarios.Alternatively, therearealsofreshsetsofeyeswhoarehungrytofind betterwaystowowourclientstoupholdthereputationthat we'veearnedoverthelast32years.
Wheredoyouturnforleadershipadvice?
IstartedcoachingwithKhaiMcBridein2020,andithas beenincrediblyhelpfulforfocusingmytimeandresources, bouncingaroundideas,gettingmotivated,andhearingfrom otherhighproducerswhohavetriedandtruestrategiesfor everyissueunderthesun.
Whatisyourbusinessphilosophy?
Havecleargoalsformyselfandmybusinessintheshorttermandthelongterm.Makesureallofmydecisionsaim towardthosegoals.Evenifittakesbabystepstogetto thoselong-termgoals,Iamplayingthelonggame—Ihave toconsiderthefutureevenwiththeshort-termsolutionsto issuesinthehereandnow.
Whatarethebiggestchallengesfacingmortgage brokersandwhat'syouradviceforovercomingthem?
Oneofthebiggestchallengesthatbrokersfaceishoweasy itistofeellikeanisland.Thereisnobuilt-incorporate support,trainingprogram,orblueprintforhowtoruna brokerage,orevenforhowtobeasuccessfulnewloan officer.Itiscriticaltoplugintobrokercommunitieslike AIMEandtheBrokersAreBetterFacebookgrouptofind otherbrokersthathavebusinesseslikeyours,aswellas brokersthathavebusinessesthatyouwantyoursto somedaygrowtobe.Surroundyourselfwithpositive voices,veteranbrokers,andevennewbrokers.My brokeragewouldnotbewhatitistodaywithoutthewealth ofknowledgeI'vegainedfromconnectingwithother brokersandbrokerownersoverthelastfewyears.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Trackeverything—dialinwheretheROIisandgoafter thosethingshard.Createandinvestinsystemsforyourself soonerratherthanlater
President and CEO, CMS Mortgage Solutions Inc.
CorrinaCarterhasspentalmost25yearsasa memberofthewholesalechannelincluding15of thoseyearsasthePresidentandCEOofherown brokerage.Throughitall,Carterhasperhapsbeenmost successfulattakingchargeofherowndestinyand determiningherpathtowardsbuildingaprofitablebusiness.
Whatinterestedyouinstartingacareerinthemortgage industry?
IjoinedthemortgageindustrybecauseIwantedtostartmy ownbusinessandbuildacareerthatIcouldcontrol.
What’sacareerhighlightyou’remostproudof? I’mmostproudofhittingmy15-yearmilestoneofowning myownbrokerage.
What'suniqueaboutyourbusiness?
MybusinessisuniquebecausethewholeteamhereatCMS ishearddaily–Iliketothinkthatweallhaveasmuch inputastheother.Buildingateamtogetherishardbut continuingasateamcreatesafamily.
Howdoyouapproachmentorshipwithmembersof yourteam?
Everypersononmyteamhastomentorsomeoneeachyear. WithCOVID-19,Zoomhasmadethissomewhateasierfor thosewhostrugglewithmentoring,astheyinteractmore withdailycallsanyway We’veseen100%participationin thisprogramandeveryonelooksforwardtoit.Ilikeit becauseitcreatesaccountabilityandbuildsthementor relationshipaswell.
What’sthebiggestobstacleyou’vefacedinyourcareer? ThebiggestobstaclesI’vefacedwerestrugglingtokeepmy doorsopenin2008and2011.–havingmyincomecutby 90%butnotsellingoutorshuttingdown.Also,having enoughdrivetohanginthereandrebuild.
Whathasbeenthemostimpactfulchangeyou'vemade overthecourseofyourcareer? Changingfromnotdoingitalone,tohavetrustedpeople youcandelegateyourbusinesstoandknowtheycareas muchasyoudo.Toalsomakeconsumereducationafocal pointofthevision.
Whatisyourbusinessphilosophy?
Alwaystreatothersasyouwanttobetreated.
Whatisthemostvaluablethingyou'velearnedduring yourtimeinthemortgageindustry? Youcanneverhavetoomanytoolsinyourtoolbox,learnas
manyprograms,nicheprograms,anddonothandicapyour businessbytryingtodoeverythingaloneorallatonetime.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem? Thebiggestchallengeiscreatingyourprocessand identifyingwhatthatlookslikedowntothelastdetail.Not relyingonsomeoneelse’sprocessbuttrulycreatingyour own.
Whyhaveyoustayedinthemortgageindustryaslong asyouhave?
Ilovetakingpeoplethroughtheprocessforthemtocreate HappyMemoriesforyearstocome.Nodayiseverthe sameinthebusiness.Ithriveonchances,changeand challenges.
Howdoyouseethemortgageindustryevolvinginthe future?
Iseetheindustryevolvingtohelpbrokersmaintainthe personaltouchusingnewtechnology.Theconsumerwill playahugeroleinwherewegofromhere,asthelasttwo yearswithlowrateswehavetaughtthemhowtoshop aroundformortgages.Theindustrywillfocusmoreon cateringtotheconsumerthanbyjustrelyingonwhat servicestheylike.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Buildyourdatabase.Istillhaveclientsfrom20yearsago, butnotmany.IfIwouldhaveutilizedadatabasefromthe beginning,Icouldhaveusedittostayinfrontofevery personI’vemeteachquarterevenifIdidn’tprocessaloan forthem.
Asatopproducerforthepastthreeyearswith WholesaleMortgageServices,ElenaBolandknows whatittakestostandoutinacrowdedmarketplace. Herstoryisoneoffamily,hardworkandtherelentless pursuitofherdreams.Bolandisaprimebelieverthat brokersbringagreatersenseofconnectiontotheir communityaslocalmortgageexpertsandareinherentparts ofthecommunitiestheyserve.
Whatinterestedyouinstartingacareerinthemortgage industry?
IfirstjoinedthewholesalemortgageindustrybecauseIwas interestedintheopportunitytoworkforafamilyfirst company.ItrulygottoseehowWholesaleMortgage changedlivesandjumpedatthechancetojointheindustry
What’sacareerhighlightyou’remostproudof? I’mproudofbringingmorewomenfrommylocal communityintotheindustryyearafteryearandwatching theirgrowth.
What'suniqueaboutyourbusiness? Mybusinessisuniquebecausewetakealookatevery client'slifeplans,notjustthenumbers.Eachclientis
treatedlikeamemberofthefamilyandtheystaythatway throughouttheentireloanprocess.
What’sthebiggestobstacleyou’vefacedinyourcareer? Work&homelifebalanceisabigchallengeandobstacle forme.I'mexpectedinsocietytobehome24/7forallof mychildren'sactivities,conferencesandsportingevents whileearningthemoneytoraisethemandkeepingmy careeronanacceleratedpath.
Whatisyourbusinessphilosophy?
Myphilosophyistotreatallclientsasiftheylivenextdoor toyou.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem? Oneofthebiggestchallengeswithbeinginthemortgage industryistheformerstigmathatcamewiththeword "Broker",thoughitshouldbegone!Brokersbringagreater connectiontotheircommunityandshouldfeelcomfortable reinforcingthatwelivehere,ourkidsgotoschoolhereand ourworldrevolvesaroundtheplacewelive.Beproudtobe apartofthecommunityyouserve.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
IfIcouldchangeanything,itwouldbetheperceptionofVA offerstosellers.Theyviewtheiroffersasinferior,beingthe mostdisruptiveuntruthI'vewitnessedinmycareer
Howdoyouseethemortgageindustryevolvinginthe future?
Iseesavvybuyersreadingintotheoldbankingsystem, doingresearchandfindingoutthatthebrokerisabetter modelfortheconsumer
Whydoyoubelievethatbrokersarebetterfor consumers?
Ibelievethatbrokersarebetterbecausewehavethe opportunitytopivot,keepcontrolandprovidemoreloan productstoconsumers.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Beyou.Thephonerangbecauseofyou,soshowup.
The broker community is blessed with not just a number of great female leaders serving as brokers and loan officers but also a bevy of vendor and lender partners who make their jobs just a bit easier each and every day. Together they have built a community whose mantra “brokers are better” isn't just a slogan but a clarion call to the mortgage industry that is truly the best option for consumers when it comes to pricing, processing and the client experience. This mission statement is one that independent mortgage brokers and their partners pride themselves on and work diligently to put into action when working with their clients.
“Brokers are nimble. We operate lean which means less overhead costs passed down to our clients and many of us are family-owned small businesses without big bank dollars behind us. We live in the communi es we work for and we always put the consumer first!”
- Ashley Miller, Business Development Manager of GTG Financial Inc.
“We are capable of embracing more product, be er process, be er pricing, and up to date technology. We can move quickly within the industry to allow access to pricing and technological advances that make life be er for the consumer and the broker's partners. We were forced to run leaner and as a result, we provide be er service for typically a lower cost. We advocate for the client as their representa ve as our number one priority and are not cap ve to one company”
- Carrie Gusmus, Chief Execu ve Officer of Aslan Home Lending Corp
“We have more op ons, we're local and involved in our communi es, we have low overhead and can provide the best op ons at the lowest cost.” - Angela Caputo, Senior Loan Officer of Delaware Financial Mortgage
“Op ons, op ons, op ons. I can priori ze price, speed, or specific programs/overlays when placing a file. When lenders don’t deliver on these things, I am not stuck — I can pivot to keep my business going and to ensure my clients close in the best mortgage op on for their situa on.” - Claire Mahoney, Broker Co-Owner, Mortgage First Corpora on
“I created my mortgage company on the values of affordable mortgages in fees and rates, and I believe the broker community has always and will con nue to provide this.” - Corrina Carter, President and CEO of CMS Mortgage Solu ons Inc.
“Brokers are be er for consumers because they listen to people's goals and really help create a strategy, then search out the best solu on at the best rate and costs for their client. With a mortgage broker, the client isn't just a number”
- Chris na Harmes Hika, Cer fied Reverse Mortgage Professional of C2 Reverse Mortgage
“Brokers are be er for homebuyers because we have the ability to find them the best op ons based on their needs and not ours. Plus, we are knowledgeable and more resourceful.” - Isabel Williams, Broker Owner of We Save Loans
“The true access to op ons available in the marketplace.”Jackie Dunlap, Broker Owner and President of Next Genera on Home Loans & The Mortgage Calculator
“We're not gouging somebody for a big corpora on's profit margins, we're providing excellent service with amazing rates and doing it with our hearts.” - Jessica Ehler, Chief Opera ng Officer and Loan Officer for Ehler Lending Team of Price Mortgage
“We give consumers the most op ons, great customer service, compe ve wholesale rates and we are very local to our clients.” - Joanne Johansen, Broker Owner of Pla num Mortgage Solu ons Inc
“Op ons. Brokers have long been known for being able to "shop" for the best terms for their customers. Having the ability to search 40+ lenders and find the right fit for a consumer will always be the right thing to do.” - Lauren Boland, CEO of LBL Mortgage
“Brokers are be er for consumers because we have more op ons than banks. We also provide be er customer service, lower interest rates and lower closing costs. By cu ng out the middle man at a retail bank everyone wins.”Melinda Payan, President of The Truth About Lending
“Brokers are be er because they have op ons for the consumer regarding pricing, experience and product. They also are local to the community and will in turn reinvest their hard-earned money back into the community. We are there to educate and support.”Melissa Mueller, Loan Officer of Keystone Alliance Mortgage
“We are available to educate the borrower and make their home buying process more exci ng.” - Nike Ojo, Broker Owner of Discovered Homes Investment Inc
Senior Vice President of Sales, Verse.io
HillaryAnneandtheteamatVerse.iohavelong soughttohelpbusinessesengage,qualifyand nurturetheirprospectsthroughauthentic conversationspoweredbyrealpeopleandpowerfultech. Thepastsixyearsinthemortgageindustryhaveshownthat HillaryAnneismorethanreadyforthischallengeandthe wholesalechannelhasreapingthebenefitsofherteam’s hardwork.
What’sacareerhighlightyou’remostproudof? Honestly,leadingthesalesdepartmentatVerse.iohasbeen mygreatestjoy.
Howhastechnologyevolvedandimprovedinthe mortgageindustryoverthepastdecade?
Technologyhasimprovedprocessesallowingthemortgage industrytotaketheirdestinyintotheirownhandswhenit comestoleadgeneration,opportunitydevelopment,and ultimately,closingmoreloans.
Whatisyourprocessfordevelopingnewservicesthat canbemostusefultothemortgageindustry?
AtVerse,wearecontinuouslyoptimizingourcadencesand surveyingourcustomerstofindbetterwaystoimprovelead engagementandqualificationforthisspace.Wechooseto tacklethemostpainfulproblemsfirstandworkourway throughsolutionsthatsolvethem.
What’sthebiggestobstacleyou’vefacedinyourcareer? Growingbusinessesischallengingworkandcomeswitha fairamountofobstacles.Thatsaid,theobstacleisnormally thewayforward–solvingthechallengebringsyoumore thanthesolutionitself.
Who(orwhat)hasshapedyourleadershipstyle?
I'vebeenincrediblyluckyandhavehadfirsthand experiencewithsomeincredibleleadersovermycareer.I focusonempoweringteamsandmakingsurethateveryone haswhattheyneedtobesuccessfulintheirroles–thatwas whatIappreciatedthemostandIwanttogiveitbackto thosewhoworkwithme.
Whatisyourpersonal/businessphilosophy?
"Youcanhaveeverythinginlifethatyouwantifyouwill
justhelpenoughotherpeoplegetwhattheywant."-Z. Zigler
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem?
Ithinkformostmortgagebrokersit'sthesameasformost businessowners-delegation.Therecomesapointinevery businessjourneywhereyouhavetoinvestinhelpinorder togrow Thiscanbechallengingtosingleoperatorswho aren'tusedtotrustingothers,orwhofeelliketheycando thingsbetter Thelessonislearningwhatthingsyouliketo do,andwhatthingsarebestat–getridoftherest (outsourceorhire)andwatchyourbusinessgrow(andgive themroomtofailabitwhiletheylearn!).
Whatdoyouthinkisthenextbigstepin technology/servicesformortgageprofessionals?
Notexactlyatechnology,butIthinkthereneedstobemore publicawarenesstowardsmortgagebrokersandtheir functioninthemarketplace.I'msuremoreconsumers wouldchooseabroker(andstopgoingtotheirbank)ifthey hadmoreknowledgeoftheprocess.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Startadatabaseofindustrycontactsimmediately.You neverknowwhoyouwillmeetandwhoyoumaywantto re-meetatalatertime.It'seasytohaveaCRMofleadsor prospects,buthavinganetworkthatyoucanrelyonis priceless.
IsabelWilliamshasquicklytranslatedhermilitary trainingtomakehercompany,WeSaveLoans,oneof thetopbrokeragesinthestateofFloridawithunlimited growthpotential.Herdedicationtohercommunityand beliefthathomeownershipisagoalthatshouldbe attainableforallAmericansiswhatmakesheroneofthe bestinthewholesalechannel.
Whatinterestedyouinstartingacareerinthemortgage industry?
IwasinterestedinjoiningthemortgageindustrybecauseI wantedtheabilitytohelpmycommunity.
What’sacareerhighlightyou’remostproudof? Helpingafirst-generationhomebuyerwasamomentinmy careerthatmademeproud–knowingIamchangingnot justonelifebutgenerationstocome.
What'suniqueaboutyourbusiness?
Webelievethateveryoneshouldhavetheopportunityto ownahomeandourgoalistomakethathappen.
WhyareyoupartoftheVettedVAprogram? IamamilitaryveteranmyselfandIknowthe misconceptionsthatareoutthereaboutVAloansand veteranbuyers.AsaVettedVAprofessional,mygoalisto helpdebunkthosemyths.
Howdoesyourpastmilitarytrainingbenefityouinthe mortgageindustry?
Iamdisciplined,selfless,andaction-oriented,whichis everythingthatIbelievemakesmegreatatwhatIdo.
WhyisitimportantthatloanoriginatorsarewellversedinVAloans?
Ourjobistoeducatetheconsumerandrealestateagents.If wedon’tunderstandtheVAloanprocess,howcanwe explainitorservethemenandwomenthathavegivenso muchtousandourcountry?
Whatisthemostcommonmisconceptionthatloan originatorshaveaboutVAloans?
ManyloanoriginatorsassumethatVAloansarehardand requiretoomuchwork,butthisisamisconception.
WhydoyouwanttohelpVeteransbecome homeowners?
Iamaveteranandmovedaroundalot,soIunderstandthat theretrulyisnoplacelikehome.
What’sthebiggestobstacleyou’vefacedinyourcareer? OneofthemainobstaclesI’vefacedisthelackofaccessto training.ThefactthatIamawoman,andaminority woman,hasprovenchallengingthroughoutmycareeras well,althoughfacingtheseobstacleshascausedmeto becomeamasterofmycraft.
Whatisyourbusinessphilosophy? Dountoothersasyouwouldlikedoneuntoyou.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem? Unity,educationandaccesstothebesttechnologyarebig challengesfacingindependentmortgagebrokers.But,there isstrengthinnumbersandwhenweunderstandwhatweare doingwewillbecomeunstoppable.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself? Don'tbescared.Learntotrusttheprocessandsurround yourselfwithlike-heartedpeople. Thereisacommunity thatwantstosupportandseeyougrow.Ispentsomuch timeinthebeginningquestioningmyvalueandwondering whyintheworldwouldsomerandompersonwouldwantto helpme.Buttheywerenotrandompeople,theyweremy tribe!TheyhadbeenthroughwhatIwasaboutto experienceandtheywantedtoseemesucceed.Theywere willingtoguidemeifIwaswillingtocarrymyweightand followtheirinstructiontogettotheotherside. Iwasa willingstudentandtheteachershowedup! Mybusiness hasflourishedwiththehelpofsomany.IlovetheBrokers AreBettergroupandthecommunitythatexists–ifit wasn'tforthisgroupIreallyhavenoideawhereorwhatI wouldbedoing.Now,I'mheretoteachthenextgeneration thewayiftheyarewillingtoputinthework.
Likesomanyworkingprofessionalsintoday’s
moderntimes,JackieDunlaphappenedtogether startinmortgageafterfillingoutanonline application.Shequicklyfellinlovewiththeindustryonce shefoundthatitallowedforthebestamountoffinancial potentialandindependenceasjuggledlifeasasingle mother.Littledidsheknowthat11yearsintohercareershe wouldbecomemuchmorethanyoureverydaymortgage broker.
What’sacareerhighlightyou’remostproudof? Trainingover300peopleinprocessingduringthe pandemic.Thishasbeenanincrediblydifficulttimefor peopleacrossthecountryinsomanydifferentways.Oneof thosedifficultieshasbeenhowtheworkplacehasbeenso drasticallychangedoverthecourseofthepastyear.It’s beenanhonorandaprivilegetobridgethegapbetween workandhomesowecanhaveasmanyopportunitiesfor highlyskilledprocessorsaspossible.
Howimportanthaspropertrainingbeentoyoursuccess asabroker?
Traininghasbeenvitaltooursuccessinallareas.Idon’t thinkmanypeopleoutsideofthemortgageindustryknow howdifficultitistobeatrulysuccessfulmortgagebroker. Manypeoplethinkitjustinvolvesalotofpaperworkand negotiatingoveracertainamountofmoneyorrate.That’s whyIworkedsohardtodispelthosemisconceptionsand ensurethatanynewentrantsintothisprofessiontruly understandwhattheyaregettingintoandarereadyto succeedondayone!
Whydidyoudecidetocreateaprocessortraining program?
Idecidedtocreatemytrainingprogrambecauseit’swhatI
neededformyowncompany Andalotofotherpeoplein thecommunityhadquestionsabouttrainingprocessors,soI wantedtohelpthembycreatingaprogramtohelpallofus.
Howhascontinuededucationandtrainingbeenvitalto yoursuccess?
Educationandtrainingareimportanttoincreaseour efficiencieswhichallowsustogrowinvolumeandclient experience.
Whatisonethingthatwouldsurpriseyour coworkers/clientstoknowaboutyou?
Ihave7kids,atrainingcompanyandamortgage brokerage.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
It’scrucialformortgageprofessionalstoconsiderhiring employeesthathavetransferableskillsfromotherjobs–mortgageexperiencemaynotbethemostvaluableassetor skillsetwhenhiring.Thereisanentiregenerationequipped withuniqueengagementintechnologythatcanbethemost impactfuladditionstoanyteam.
Howdoyouseethemortgageindustryevolvinginthe future?
Asanindustry,wearegoingtoseeachangeinhowwe processandexecuteloans.Thepandemichasforcedusto pushtechnologyforward.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Iwouldjustsay,‘Girl,don'tbesoinyourhead.Getonthat phoneandjustdoit!’
Growingupwithhermominthehousingindustryas arealestateagentinstilledtheideaofafuture assistingindividualsinthedreamofowningtheir ownhomeforCaliforniabrokerJamieCavanaugh.She spentmanyweekendsatopenhouseswithherandalmost instantlyshenoticeditwasincrediblyrewardingtobea partofthehomeownershipjourney.
Whatinterestedyouinstartingacareerinthemortgage industry?
IgrewupintherealestateIndustry.MyMomwasareal estateagentandIspentmanyweekendsatopenhouses withher,helpinghercreateflyersandworkingwithBuyers. Itisincrediblyrewardingtobeapartofthehome ownershipjourneywithmyclients.
What’sacareerhighlightyou’remostproudof? Oneofthehighlightsofmycareerhasbeengetting involvedinAIMEandbeingabletoparticipateinpanels whereIcancollaboratewithotherindustryleadersand offerguidancetonewermembers.
What'suniqueaboutyourbusiness? Wehavebuiltourbusinessonserviceandhaven'twavered onstayingintouchwithourclientdatabaseovertheyears. Thatinandofitselfhassustainedusthrougheverymarket fluctuation.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
IbelievesostronglyintheIndependentMortgageBroker andourabilitytoofferconsumersexceptionalguidancefor whatisoftenthelargestfinancialdecisionthatthey'llmake. Wehaveawidevarietyofloanoptionsandsomeofthe moststringentlicensingrequirementsinourindustry With thatinmind,ifIcouldchangeonethingitwouldbeto spreadawarenessthatusingalocal,independentbrokeris anexcellentoptionforjustabouteverysituation.
What’sthebiggestobstacleyou’vefacedinyourcareer?
Overthecourseofmycareer-especiallyintheearlydaysI hadtolearntofindmyvoice.Iamfortunatetoworkwitha partnerwhohasalwayschampionedmypersonalsuccess andmadesurethattherewasaseatatthetableforme. TodayIamthrilledtobeinvolvedinourindustryatatime whenitisevolvingintoaplacewhereeveryvoiceisvalued andheard.
Whatisyourbusinessphilosophy? Ifyouarethesmartestpersonintheroom,youareinthe wrongroom!
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem? Itisatrulyamazingtimetobeanindependentmortgage broker AIMEhasgrowntoover9,000membersinour Facebookgroupwherewecollaborateandshareideasand thesenseofcommunityisstrongerthanithaseverbeen. TruepartnersinwholesalelendinglikeUnitedWholesale Mortgage,EPM,HomepointandCardinalFinancialhave steppeduptosupportBrokersmorethaneverbefore.We mustcontinuetopartnerwiththeseLenderswhosupport us.
Whydoyoubelievethatbrokersarebetterfor consumers?
Simplyput,weofferthewidestvarietyofloanoptions,we havesomeofthemoststringentlicensingrequirementsin theindustryandwecanshopourclientsloanstomultiple lendinginstitutionstofindthemtheverybestwholesale interestratesinthemarket.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself? Believeinyourselfandspeakup.Thereareotherswalking alongthissamepathandifyouuseyourvoice,itcouldhelp someoneelse.
VP of Brand Strategy, Association of Independent Mortgage Experts (AIME)
JenniferLeonard'sexperienceasaseasonedmarketing professionalhasallowedhertoraiseAIME’sbrand strategytonewheightssincebecominganintegral playerinthemortgageindustry.Sincejoiningthechannel, shehasimmersedherselfinallthingsmortgageandinthe processbecamehighlyawareoftheneedforeffective marketingtoaidinhelpingthewholesaleindustryto continuegrowingbrokermarketshare.
Whatinterestedyouinstartingacareerinthemortgage industry?
Iwasdrawntohelpingreal,everydaypeoplewhostruggled withattaininghomeownershipbywayofsupporting brokers.Iaminaweoftheentrepreneurialspiritthat brokershaveandthedrivethatcompelsthemtoservetheir communities.It'sincrediblyadmirableandIwantedtouse myyearsinmarketingleadershiptosupportbrokersby workingatAIME.
What’sacareerhighlightyou’remostproudof?
Ipreviouslyledinternationalmarketingeffortsfora corporateretailbrandforajointventureinBeijing,China.I trainedourteamsfortelevisionmarketing,on-air spokespersonpresentations,andsocialmediastrategy.It wasatrulyeye-openingmomentinmycareerthatbridged cultures,digitalplatformsandexpandedmyskillsin connectingwithconsumersofallbackgrounds.
AtAIME,weareall-inonthesupportofindependent mortgagebrokers.Wehaveatruepassionforhelpingto inform&educateourmembers,problem-solvetheirissues andbringtogetheranationwidecommunityofmortgage professionalsthat,inturn,servetheirlocalcommunities withdedicationandcare.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
Allacrosstheworldrightnow,thereisahighlevelof divisiveness.I'dliketoseemoreexpansionofthewholesale movementandmoreinclusionandrecognitionofthehard workthatbrokersdofortheentireindustry.Oftentimes,the industrycanfocusonthestatusquoandI'dliketoseethat challengedbybringingmorevoicesintotheconversation.
I'mluckytohaveaccesstoindustryleaders,likeLaura Brandao,KatieSweeneyandcountlessamazingmembers intheAIMEcommunity.Previousmentorsthroughoutmy careerarestillimportantadvice-giverswhenIneeda strategysessionandfollowingmarketingguruslikeGuy KawasakiandSethGodinalwaysgivemeafresh perspective.
Whatisyourbusinessphilosophy? Progress,notperfection.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem? Legacy.Justbecausethingshavealwaysbeendonea certainway,doesn'tmeanthattherearen'tmoreefficient waystodothem.Theindustryisinanexcitingphaseof digitalinnovationrightnowandwe'reseeingwidespread changesinprocessesandmentalshiftsthathavenever beforebeenviableoptions.Theadaptabilitythatcanbring, notjustformortgagebrokers,butforbusinessesofallkinds istrulyinspiringandcompellingtobepartof.
Whydoyoubelievethatbrokersarebetterfor consumers?
Becausetheyhavetheconsumer'sbestinterestinmind. Always.Yoursuccessistheirsuccessandtheycareabout gettingaroofoveryourheadandtheywanttohelpyou achievetheAmericandream.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Completelyimmerseyourselfinallthingsmortgage–eat, sleepandbreatheit.Itseemsdauntingatfirstbut knowledgeispowerandthereisanincredibleamountof informationavailableifyoutakethetimetofinditand absorbit.
Overthepast2years,JessicaEhlerhasestablished herselfasoneofthebestclosersinthewholesale channelwhoneverquitsfightingforherborrowers. Shehasfurthersetastandardasoneofthemostprolific socialmediaprofessionalsintheindustryknownforher engagingvideocontentasamemberoftheEhlerLending TeamofPriceMortgage.
What’sacareerhighlightyou’remostproudof?
Thereareseveral,butbeingaskedtospeakattheWomen's MortgageNetworkconferenceatAIMEActivateand becomingacontributorforMortgageWomenMagazine reallysetmysoulonfire.
What'suniqueaboutyourbusiness?
Mybusinessisverypersonaltomeandwiththatcomesa levelofservicethatIdon'tthinkmanypeopleexperience
veryoftenthesedays.MyborrowersknowthatIcareabout themandwillfighttothedeathtowinintoughsituations.I alsotellithowitisandwillneversugarcoatandhopeto figureitoutalongthewaytomakeasale.
What’sthebiggestobstacleyou’vefacedinyourcareer?
Iamanaturalintrovertalthoughnobodywouldknowit.I forcemyselftogetinfrontofthecameraforvideoandto networkwithpeopleeventhoughitstressesmeout.Iused tocryeverysingletimeIgotinfrontofacamera(for years!),butonceIstartedactinglikeIwastalkingtoa frienditgoteasierandnowthatiswhatI'mknownfor
Wheredoyouturnforleadershipadvice?
IhavemademanyfriendsthroughAIMEandVettedVA.I turntothe"family"wheneverIhaveaquestionandtheyare theretohelp.It'samazingtoknowsomeonealwayshasmy back,eveniftheyaretechnicallymycompetition.Ialso haveanamazingbrokerownerwhoisoneofthesmartest peopleIhaveevermet(shoutstoAndyPrice).
Whatisyourbusinessphilosophy?
Doyourbestandbeyourbest.Eachdaythatmaylook different,butI'malwaysgoingtogiveeverythingallthat I'vegotandifonedayIdon'thavethefire,that'sokay. Maybeitwillbetheretomorrow-I'llkeeptrying.Either way,neverhaveanyregrets.
Howdoyouseethemortgageindustryevolvinginthe future?
Itwilldefinitelybecomemoreautomated,butthat'swhereI thinkbusinesseslikeminewillhaveanextrachanceto shine.Sure,somepeoplewillbedrawninbyacrazylow rate,pushbuttonsanda90-dayturntime,buttherewillbe plentyofconsumerswhowantmyexperienceandpersonal touch.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Youaren'tgoingtoknoweverythingondayoneandthatis okay.Surroundyourselfwiththebestandsoonenough you'llbecomethebest.
AFR President Laura Brandao is a mortgage executive, speaker, mentor and author of “Say Yes Everyday!”
By - Sheri Wachenheim
The Mortgage Industry's Effervescent Servant Leader
“Helping others succeed, and highlighting their value feels like success to me,” Laura beams.
AspresidentofAmericanFinancialResources,
LauraBrandaoisthemagneticleaderwhohelped launchaneedednetworkingorganizationfor womeninthemortgageindustry,whilecementingAFRas oneofthenation'sleadingspecialtylenders.Askilled executive,Lauraseamlesslyrollsoutnewproductsbased onmarketdemand,andisawell-regardedchampionfor brokers,buildersandotherpartners,frequentlyaskedto shareherinfectiouspassionforbringingmorefamilies home.
“Nobody gets into the mortgage business on purpose,” jests Laura. It's an inside joke in the industry, that happens to be totally true! Everyone has a story. “The industry pulls you in, or, you accidentally fall in,” shesays.
“Regardless of your particular path, each work experience, each position, each lesson learned can prepare you for leadership.”
PhoneSkillsthatLaunchedaCareer
Laura'sstorystartswhenshewasayoungmom.She wantedtowork,butshealsowantedtostayhomewithher youngson.Lookingforsomethingthatshecoulddointhe eveningsonceherhusbandgothomefromwork,Laura foundatelemarketingjob.Shestartedoutconducting surveys,andquicklyprovedtohersupervisorsthatshe couldsellanything.Workingthephoneseverynightafter
dinner,LaurasoldeverythingfromFunk&Wagnalls encyclopediastoProdigysubscriptionsandTonyRobbins' books.SheevenfoundsuccessraisingfundsforConsumer Reports.ButtheaccountthatputLauraonapathtoacareer inthemortgageindustrywasChampionMortgage.You mayrecalltheirslogan,“whenyourbanksaysno, Championsaysyes.”
Laurarelishedtheopportunitytoprovidevalueto homeownerseverytimeshepickedupthephone,andin mostcases,savethemalotofmoney!Turnsoutshehada knackforexplainingthebenefitsofrefinancing,duringa timewhenhomeownerscarryinginterestratesashighas 15%whereabletobringthemdowntoabout6%witha simplerefi.Lauraquicklymoveduptomanagement,where shewassosuccessfulhiringandteachingothersabout mortgagesthatbythetimeshehadhersecondson,shewas runningtheentirecallcenter.Sherecallsfondlyhowshe ledherteamfromthetrenches,onthefloorracingamong herrowsoftelemarketerstoanswerquestions.Laura managed200peopleonthephoneeverynightfrom6-9pm, sellingREFIs.
Afterafewyearsrunningthecallcenter,herboyswereout ofdiapersandLaurawasreadytomaketheleaptoworking fulltime,duringdaytimehours.Naturally,shewenttowork foramortgagecompany.Shequicklyrecognizedthatthe companydidnothaveastrongoperationsteam,soshetook ituponherselftolearneverythingshecouldabouthowto
Laura Brandao recently captivated audiences during a virtual conference with her “Out of change comes community” presentation.
processloans.LaurabecameChiefOperatingOfficerof th People'sMortgageafewyearsshyofher30 birthday.
Althoughshehadachievedspectacularsuccessatayoung age,Laurahadagoalofbecominganentrepreneur “I knew I wanted to run my own business, but I had no idea what type of business or in what industry,” sheadmits.
Whileshewastryingtofigureitout,Laurajumpedoutof themortgagebusinessentirely,andwenttoworkfora wire/cablecompanytoruntheirsalesdepartment. “I did well, but it was boring; there was no challenge,” she recalls.
OneSunday,Laurawascompelledtolookinthewantads. Shesawthatamortgagecompanyshehadappliedto previously,andturneddowntheirjoboffer,waslookingfor atelemarketingsupervisor.Shehadnointerestinthe position,butwantedtocalltheownertoreconnect.
“I was not available, and had no idea why I wanted to talk to him, but when I get a feeling in my gut, I have learned to listen!” Laurashares.
So,Laurascheduledameeting.Sheenteredtheowner's office,notreallysurewhyshewasthere,andthendecided onthespotwhatkindofcompanyshewantedtorun. “I just started a marketing consulting company,” sheheardherself say, “I can set up your telemarketing department for you, train them, and leave you with a playbook.”
Laurawasbacktotrainingtelemarketersatnightasa marketingconsultant.AfterimplementinganewCRMat thecablecompany,herdayjob,shewashiredbytheCRM ownerstodotheirmarketing,aswell.
“Sometimes, you have to build your own doors to be able to walk through them,” quipsLaura.
In2007,Laurawasofferedapositiontolaunchawholesale divisionatAmericanFinancialResources(AFR).Given nothingmorethanaphone,acomputerandadesk,Laura tookonthechallengetobuildamortgagebusinesswhile thehousingmarketwascrashing.Thereputationoflenders wassuffering,peoplewerelosingtheirjobs,yetLaura decidedtoseizetheopportunitytoworkwithtrustworthy mortgagebrokerstohelpprovidehomefinancingto families.LaurarantowardthefireandAFRWholesalewas born.
LaurabecameanAFRpartnerin2009,followedbyher ascensiontoExecutiveVicePresident,thenChief OperationsOfficer,andshenowservesthecompanyas President.LauraisproudthatAFRhasgrownintoa nationalleaderinspecializedprogramsduringhertenure, andevenmoreproudofhowtheindustryworkedtogether tomeetthechallengesofanunprecedentedyear,and continuestoworktobecomemoreinclusiveandcommitted totrainingthenextgenerationofmortgageprofessionals.
Throughouthercareer,Laurahasfacednumerous challengesthateitherrequiredhertopivotorsimplyfigure outhowtogetthrough.Buildingthewholesalebusinessat AFRwascertainlyamonghergreatestchallenges.
“We had to decide who we were going to become,” she recalls.AFRWholesaleinitiallyonlyofferedFHAloans, andgrewintothespecialtylenderitistoday,aftersome trialanderror “We learned that you can't be everything to everyone.”
AFRtriedaddingvariousprogramsasitgrewinitsearly years. “You have to go through the journey, and sometimes you have to make mistakes to learn.” By2012,AFRfinetuneditsfocusonrenovation,manufacturedhousing,onetimecloseconstructionandgovernmentlending. “We
“Essentially, my goal is to train and empower the next generation of leaders in the mortgage business,” she says. “I want to leave the industry behind me better than when I arrived.”
learned who we were and what we wanted to be the best at,” Laurarecalls. “We succeeded by specializing in specialized lending.”
“At AFR we have always been single-mindedly focused on helping our customers achieve their goals, while we never lose sight of ours…bringing families home.”
AchallengeLaurafacedmorerecentlywasaddressinga downturninprofitabilityduetomargincompression.The financialenvironmentforcedhertofigureouthowtogather moreclientsandmorebusiness,toachievethesamelevel ofprofit.Fortunately,Laurahadtheforesighttosupportthe AssociationofIndependentMortgageExperts(AIME)in theorganization'sinfancy.Thenumberofindependent mortgagebrokerswasgrowing,andgobblingupmarket sharefromtraditionalbanklenders.AFRwasableto
significantlygrowitscommunityofclientpartners,thanks toconnectionsmadethroughAIME'sgrowingnetwork.
Infact,afterpresentingatanAIMEevent,andhearingfrom anumberofattendeesabouthowgreatitwastoseea womaninaleadershipposition,Laurarecognizedtheneed foranaffinitygroupforwomenandapproachedAIME.The organizationfullysupportedtheidea,anddedicated resourcestobringtheconcepttofruition,andtheWomen's MortgageNetworkwasborn.WMNgrewfrom50women invitedtoasummitinMarchtoathrivinggroupofmore than2,300members…injustninemonths…duringa pandemic.
Connecting,educating,andempoweringwomenacrossthe industry,Laurahasbecomeabeaconofwhatispossible andaninspirationalleader,evidencedbyamyriadof industryawardsandhonors.
Lauraiswellknownforhereffervescentpositivity.Soit comesasnosurprisethatshedoesnotliketothinkof mistakesasfailures.“You win or you learn,” shesays. “Our lives are filled with learning opportunities which contribute to our success.”
Whenaskedifshehadanylessonslearnedthatshewould imparttoheryoungerself,Lauraespoused, “Everything you go through will teach you something. If things don't go exactly as you planned, you will learn a lesson. So pay attention!”
Shebelievescontinuouslearningisimportantforleaders. “Books, podcasts, webinars, listening to others within and outside your industry is invaluable,” shesays. “As a leader, you also need to trust your instincts, which are empowered by your experience.”
Lauraadvisesothersto “Just do it! Don't allow yourself to be paralyzed by fear, or over-evaluate every decision, or internalize any negativity. Only you can limit yourself.”
Laura'scareerexemplifiesoneofherfavoritequotes: “The only person who can limit your possibilities is you.” A mantrafrombest-sellingauthorJonGordon,whichshe echoestonextgenerationmentees,regularly
Whenaskedifshehasanyguiltypleasuressheusesto unwind,Lauraadmits, “I binge watch TED Talks!” If I have an extra hour in my day, I love to feed myself with inspiration from others.”
Laura Brandao, as seen speaking with Shred Show host Josh Pitts, is a thought leader in the mortgage industry, frequently requested as a presenter or moderator by event organizers, and an interviewee by media.Lauraalsoclaimstobeveryregimentedinherworkhours. Herteamknowssheunplugsat9pm,andyouwillnotbe abletoreachheruntilmorning. “It is important to keep certain hours and set boundaries, whatever they are,” she says.
Laurasharesthathermostcherishedwaytounwindis hikingwithherhusband. “We talk about everything – our family, business, our dreams and goals; and we take time to stop and enjoy nature. He takes pictures and I journal. The whole thing is an experience. It keeps us connected and grounded.”
Withherhusband'ssupport,Laurarecentlyrealizeda decade-longpersonalgoalofwritingabook.Developed fromherblogofthesametitle,herinaugural “Say Yes Everyday” releasewasjustpublishedearlierthisyear,and servesasaguidepostforanyonelookingtochallenge themselvestoliveamorepositivelife,opentonew experiences.
ThebiggestthingthatsurprisedLauraaboutbeinga businessownerwashownothingsurprisedher “Nothing I faced as a business owner was something that I wouldn't have expected to deal with,” shesays. “I never got caught up in titles, but when I became president, I learned that some people want to see that title in order to be taken seriously.”
“Now that I'm at a point in my career that I have a voice that people want to hear, and they are listening to me, I want to amplify others in the industry who may have never been asked to step into the spotlight,” saysLaura.
Forexample,shecreatedaSurvive&Thrivegroupon Facebookatthebeginningofthepandemic,andfeatured differentmortgageprofessionalseachweektoimpart advice.Theinitiativehasgrownintoaweekly“Thrive Thursday”powerhour,andbranchedoutfarbeyondthe mortgageindustry.Lauraenjoysconnectingguests,hearing themhelpeachotherwiththeirbusinesses,andsharing theirsuperpowers.
LauraservesasChairoftheNationalAssociationof MinorityMortgageBankersofAmerica's(NAMMBA) Visionaryprogram,recruitingcorporatepartnersfor Mission2025,launchedtointroduce,develop,andconnect collegetalenttotheindustry.Shealsoinvitesmembersof theWomen'sMortgageNetworktoparticipateininterviews andweekly “Growth Series” challenges.
“Helping others succeed, and highlighting their value feels like success to me,” Laurabeams.
“Essentially, my goal is to train and empower the next generation of leaders in the mortgage business,” shesays. “I want to leave the industry behind me better than when I arrived.”
Laura'sgrowinglegionsoffansmightarguethatshe alreadyhas.
Resources, Inc. is an Equal
Lender: Lender NMLS 2826 at www.nmlsconsumeraccess.org. For more information, visit www.afrwholesale.com.
Laura Brandao has been instrumental in the growth of the Women's Mortgage Network. American Financial Housing
Broker Owner, Platinum Mortgage Solutions Inc
JoanneJohansenenteredthemortgageindustry27 yearsagoknowingfullwellthatitwouldtakeallshe hadintermsofgritanddeterminationtosucceedina male-dominatedindustry.Herdedicationtocustomer serviceandcommitmenttoalwaysputtingherclientsfirst hasallowedhertolaunchanimpressivebrandinthe wholesalechannelasabrokerowner
Whatinterestedyouinstartingacareerinthemortgage industry?
Ilovetotalktoclientsandputtingtogetherpiecesof clients'financialpuzzles.TheharderIwork,thegreaterthe reward.
What’sacareerhighlightyou’remostproudof? I’mmostproudofstartingmyownbrokershopand teachingtwoyoungadultsacareerinthemortgage business.
What'suniqueaboutyourbusiness?
Istrivetoalwaysgivemyclientexceptionalcustomer service,makingsurethatmyclientcompletelyunderstands themortgageprocessfromstarttofinish. Whathasbeenthemostimpactfulchangeyou'vemade overthecourseofyourcareer?
Beingveryinvolvedinmycommunityhasbeenthemost impactfulthingformycareerandithascomebacktomein averypositiveway.Also,hiringandwatchingmy employeesgrowintoexceptionalprofessionalsinthe industryhasbeenahighlightofmycareer.
Whatisthemostvaluablethingyou'velearnedduring yourtimeinthemortgageindustry?
Yourreputation,Integrity,andyourwordiseverythingin thisbusiness.
Howdoyouapproachmentorshipwithmembersof yourteam?
Everythingwedo,wedoitasateam–whetheritisa communityeventora“lunchandlearn”sessionwith agents.Iaskeveryoneonmyteamtofollowmylead.We haveanopen-doorpolicy,soanyquestions,comments,or concernsthatcomeup,wedonotletthemsitandfester We dealwithithead-on.
Whatisyourbusinessgoalforthefuture?
Tobeabletomaintainthesamelevelofgreatcustomer
service,compliance,andvolumeallwhilegrowingmy staff.
What’sthebiggestobstacleyou’vefacedinyourcareer? Startingoverafter2008wasabigobstacleinmycareer, whichIovercamewithhardworkanddetermination.I focusedongettingmybusinessbackandworkinghardand givingbacktomycommunity.
Whatisyourbusinessphilosophy? Alwaysdowhatisright,evenwhenit'shard.
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem? Ever-changingguidelines.ThewayIhaveovercomethat challengeisbyworkingwithlendersthatareyourtrue partnersandaccountexecutivesthatknowtheirproduct insideandout.
Whyhaveyoustayedinthemortgageindustryaslong asyouhave?
Thisiseasy–IlovewhatIdo,Ilovethecustomersand owningmyownbrokershop.
Howdoyouseethemortgageindustryevolvinginthe future?
Technologywillmaketheloanprocesseasier,butIdonot believethatbrokerswillevernotbeneeded.Clientslike dealingwitharealpersononthebiggestpurchaseintheir livesandthepersonaltouchgoesalongway.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Keepagreatdatabase–itisthemostvaluableinformation youwilleverpossess.
KatieSweeneyisatirelessadvocateforindependent
mortgagebrokersacrossthecountryastheCEOof AIME.Sheoverseestheallocationofresources andtechnology,allaimedatgrowingthewholesale channel.Asamillennialleaderinthemortgageindustry, Katiehasleveragedhermodernassetmanagementand traditionalindustryknowledgetopositionbrokersfora moresubstantialmarketshareinacompetitivehousing environment.
Asamortgageindustryleader,whattrendsdoyouthink willdeterminewheretheindustrygoesfromhere?
Millennialsandsinglewomenbuyinghomesareextremely impactfulintheindustryrightnow Thismeansthat blendingdigitalandscalablebusinessmodelswith increasedpersonalizedcommunicationandproviding community-basedexperienceswillbecrucialformortgage professionalstomaster
Whichsupportingskillsdoyouthinkaremost importantwhenitcomestoleadership?
It’scrucialforleaderstoinvokecuriositytofindproblems beforetheyexistandtousecreativitytosolvethem.Above all,leadersneedtoprovidedirectiontoteachothershowto dobothofthosethingsthemselves.
Whatstepsdoyoutaketoensurethatprojectsare completedontime,onbudget,andtotheproper standard?
Itstartswithsettingexpectationsfortheteamupfrontby talkingthroughthecompanygoals,customerexperience expectations,andexplainingwhytheymatter.Fromthere, eachinitiativeshoulddrivetowardsoneofthoseoverall goalsorobjectives,withclearexpectedoutcomesand objectivesforthatspecificinitiative.
Tellmeaboutyourapproachtodelegation.
Startbyidentifyingitemsthatarelowrisktoyourbusiness butprovideamplelearningopportunitiesforyourteam member.Astheirperformanceandcomfortlevelincrease, movetowardsmid-riskandeventuallyhigh-riskitemsto entrusttothem.
Ifamemberoftheteamisunder-performing,what stepsdoyoutaketoimprovetheirperformance?
Challengewhatwasdonebyaskingquestionsthatallowa teammembertoidentifywherethingscouldhave(or shouldhave)beencompletedatahigherstandard.Ithink teammembersmustunderstandwhysomethingisn't
meetingexpectationsbyevaluatingthemselvesinsteadof memerelystatingit.
Whataspectsofthemortgageindustrydoyouhopeto seeAIMEmakinganimpactfulcontributiononnext?
AIMEislaser-focusedonincreasingbrokerchannelgrowth throughconsumereducation,advancedaccessto technology,andencouragingtheindustrytoinvestinthe channel.Wedothisbyspreadingthewordaboutcareer opportunitieswithournewlylaunchedSpark,asmall businessgrant,andIgnite,themortgagecareertraining programsalongwithspotlightingthebenefitsaconsumer gainsbyworkingwithanindependentmortgagebroker
Howhavewomenreshapedwhatitmeanstobea mortgageprofessional?
Womenhavebeenonthecuttingedgeofdevelopingnew partnerships,initiatives,andtrainingtomakeamore sustainablebrokerchannel.Thishasmadetheprocessof obtainingamortgagelesscomplicatedtoaprospective homebuyerandallowedourindustrytobuildadiverseset ofstakeholders.Championedbywomen,thesecore improvementswillservethewholesalechannelwellaswe seektotransformourindustryandexceeda25percent marketshare.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Iwouldtellmyselftoconsiderthesourceofanycriticism orpraisethatcomesyourway.It'seasytoallowyourselfto getdistractedordiscouragedbypositiveornegative critiques,butthesourceofthatfeedbackisjustas,ifnot more,importantthanthefeedbackitself.Positivefeedback feelsgreat,butitcaninflateafalsesenseofcomfortif you’renotcareful.
KerryColeisthetruedefinitionofaleaderwhohas
successfullyclimbedthecorporateladderever sincejoiningthemortgageindustryasaprocessor over20yearsago.AsthefirstfemaleChiefWholesale OfficeratEquityPrimeMortgage,Colehasseenfirsthand whatitmeanstobealeaderduringtimesofgreatshiftsin technologyandconsumerexpectations.
Whatinterestedyouinstartingacareerinthemortgage industry?
WhenIstartedinthemortgageindustry,IhadnoideathatI wouldbestartingacareerthathaslasted20+years.I acceptedanentry-levelpositionasamortgageprocessorin 1999.IquicklyfoundthatIhadapassionforhelpingothers achievehomeownershipandhelpingfamiliessave Money
What'sthecareerhighlightyou'remostproudof?
IamveryproudofbeingpromotedtoChiefWholesale OfficerinJuly2020.Itmeansalottometobethefirst womantobepromotedtoChieflevelhereatEPM.That humblesme,andIalsotakeitasaveryserious responsibilityasIknowthishelpspavethewayforother womeninLeadership.
What'sthebiggestriskyou'vefacedinyourcareer?
IwasabigriskwhenImovedfrombeingaMortgageLoan OriginatortostartthewholesaledivisionhereatEPM.I wasasuccessfulMLOandhadzeroexperiencein wholesale.Iwasencouragedbyleadershiptotakethe chanceandgivewholesaleashot.Fortunately,manyof myskillsmademeasuccessfulMLOtransferredtobeinga successfulaccountexecutive.IhadaplanthatIexecuted, buildingthedivisionuponebrokeratatime.BeforeItook onmyroleofCWO,Ihadbuiltupmybrokerbasetoover 300brokerpartners.Thishasbeenaveryrewardingrisk thatItookasIhavebeenabletohelpmorefamiliesthanI couldhaveinmypriorRole.
Whatisyourbusinessphilosophy?
Yougetwhatyouputintoit.Theharderyouwork,themore rewardsyouwillreceive.Youhave tobringiteverydayandgiveityourall.Youhavetoshow upeachandeveryday!
Howdoyouhandleobstacles?
Ileanintothem.Obstaclespresentthebiggestopportunity
forgrowthandforwardprogress.Overtheyears,ourbroker partnershavegivenusfeedbackaboutobstaclesandhave helpedusgetbetter
Whatarethebiggestchallengesfacingmortgage brokers&what'syouradviceforovercomingthem? Withmanylenders'choicestoworkwith,oneofthebiggest challengesthatbrokersfaceisfindingoutwhichlendersto partnerwith.Myadvicewouldbetofindalenderthatyou canbuildarelationshipandpartnerwith.
Broker Owner, Mindful Mortgage Group
Twoyearsintohercareerasamemberofthe wholesalechannel,KimClancyhasbuilther reputationandbrandbybecominganexpertinher localcommunity’suniquehousingneeds.Clancyhasalso beenonthecuttingedgeofmaintainingastrongbusiness structureduringthepandemicthroughefficientuseof moderntechnologyandaneffectivehiringprocessthat focusedonfindingtherightpeopleforthejob.
Whatinterestedyouinstartingacareerinthemortgage industry?
Iwasinterestedinthemortgageindustryprimarilybecause mymomwasinandlovedit.
What’sacareerhighlightyou’remostproudof?
OneofthecareerhighlightsthatI’mmostproudofwas becomingmycompany’stoploanoriginator(withover50 LO'sinthecompany)afteronlythreeyearsofbeinginthe business.I’malsoextremelyproudofstartingmyown companyandhiringsixemployeesduringtheCOVID-19 pandemic.
What'suniqueaboutyourbusiness?
Mybusinessistrulybellytobellyand"kissingbabies".My businessisuniquebecauseIhavebuiltasolidreputationin mytownandlocalareabybeingtrulyimmersedinthe community.Ihavedonatedalotofmytimeandmoney backtomyneighbors.
What’sthebiggestriskyou’vefacedinyourcareer?
Goingoutonmyownbystartingmyownmortgage companywastheriskiestthingI’vefacedinmycareerso far.
Whatisyourbusinessphilosophy?
Ibelieveintreatingpeoplefairlyandwithkindness.My philosophyisgivebackmorethanyouexpectandyouwill getbackmorethanyougive.
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem?
Oneofthebiggestchallengesthatmortgagebrokersfaceis buildingrelationshipsfromthegroundup.Itishardtodo
andittakesalotoftimebutyouneedtoinvestinthattime inordertobesuccessful.Mortgagebrokerscanovercome thisbyconsistentlyshowingupforyourrealestateagents andhelpingthemtobuildtheirbusiness.
Howdoyouseethemortgageindustryevolvinginthe future?
Ibelievethatifyouhelppeople,theywillalwayscometo you.It'snotaboutmakingallthemoney,it'saboutbeing presentforpeople.Inthefuture,mortgageprofessionals willneedtobethefamilyconfidanttotheirrealestate agentsandclientsinordertocontinuebeingsuccessful.
Whydoyoubelievethatbrokersarebetterfor consumers?
Ibelievethatbrokersarebetterforconsumersbecausewe canfindthebestloanforapersonthatmeetstheirspecific needs.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
I’dgivemyselftheadvicetosavemoremoneyandhavean amazingdatabasesetupfromdayone.
LaurenBolanddecidedtoforegoheroriginally
charteredpathforalegalcareerandthemortgage industryhasbeenallthebetterforit.Her18years inmortgageand5yearswiththebrokerchannelhasputon fulldisplayhertenacityandreadinesstosolveclient problemsinanincrediblydynamicenvironment.
Whatinterestedyouinstartingacareerinthemortgage industry?
Likethreegenerationsbeforeme,Iwasexpectedtogoto lawschool.Atthesametime,afewofmyfriendswere makingreallygoodmoneyworkingatamortgage company,Ameriquest.NoexperiencewasrequiredandI knewthatifmyfriendscoulddothejob,socouldI.Ijoined andmycareerinthemortgageindustrywassetinmotion.
What’sacareerhighlightyou’remostproudof?
StartingLBLMortgageistheachievementI'mmostproud ofinmylife.Therearealways“doubters”inlifethattell youinonewayoranother,forwhateverreasonthatthey doubtyourabilitytosucceed.Ihadthosetoo.Ithinkfor anyonethatitmakesthefeelingofsuccessjustthatmuch sweeter
What'suniqueaboutyourbusiness?
Iseetrendsinthemortgageindustrythatenablesmeto betterserveourcustomers.Thiscouldbeprocesses,time framestoclosingsoraccesstobetterratesandfees.Our industryisalwaysmovingandIbelievemyabilitytosee pastthebusinessmodelinthepresentmakesLBL Mortgagebetterthanlendersinourarea.Therearebig
changescomingtoourindustrythatIbelievewillcontinue ourupwardmomentuminloanvolume,butyoubetterbe readyforchangeoryouwon’tmakeit.
What’sthebiggestobstacleyou’vefacedinyourcareer? Thebiggestobstaclehasbeentrainingnewemployees. Thereisalackofqualifiedpeopletohirewhocanstepin anddothejob.Wehavebeensuccessfulwithhiring "green".Insteadofhiringsomeonewhofluffedtheirresume anddoesn'tknowanything,wehavetriedcompletelygreen peoplewhohaveabackgroundinaccountingorfinancial servicing.Thereisawaveofstaffthatare,quitefrankly, goingtoretireafterthisrefinancewave,andweneedtofind themosteffectivewaytorecruitandtrain"green" employeestofillthatgap.
IhaveamentorwhoIhaveknownfor12years.Sheisthe reasonIamtheleaderandrisk-takerthatIamtoday.She hastaughtmesomanythingsbutmostofallhowtobea "BigBossLady".Whentopushandwhentoletgo.When totakeariskandtrustyourselfandwhentopullbackand letsomeoneelsetaketherisk.IwouldnotbewhereIam todaywithoutherguidance,compassionandexperience.
Whatisyourbusinessphilosophy? Dowhatyousayyouaregoingtodo.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself? Startyourownmortgagecompanysooner!
LindsaySillshasspent20yearsinthemortgage industryallwhileraisingafamilyofherownwitha littleoneontheway.Herpassionforassisting consumerswithsolvingtheirfinancialobstaclesto homeownershipanddesiretoactasarolemodelforher growingfamilyserveasprimeexamplesofwhywomenare leadersinboththemortgageindustryandthecommunity
Whatinterestedyouinstartingacareerinthemortgage industry?
Iwasalwayspassionateaboutrealestate.Mygrandmother instilledthisinmeataveryyoungagethroughfinance.So afterIboughtmyfirsthome(aduplex)atage18,Iwas hookedandknewIhadtogetintothemortgageindustry.
What’sacareerhighlightyou’remostproudof? Therearesomany,onestoryreallytouchesmyheartevery timeIthinkaboutit.Afewyearsagowehelpedahomeless veteranbuyhisfirsthome.Thestoryislong,comically entertainingandheartwarmingatthesametime.Tothisday hestilltagsmeonFacebookeverytimehetalksabouthis home.
What'suniqueaboutyourbusiness?
Ieducateclients.Ibreakeverystepdownintosimpleto understandstepswithoutmakingtheclientsfeeldumb. Empoweringthemtoreally“know”whatamortgageisand whyweaskforeachthingwedo.Imakezeroassumptions thatpeopleshouldknowwhatwedo.Duetothisstyleof teaching,wehelpalotoffirst-timehomebuyersand businessownersbuyhomes.
Howhasbeingamothermadeyouastrongerbusiness professional?
I’vealwaysfeltlikeIhadsomethingtoprove,nottoothers buttomyselfandmykids.Iwantedtomakeitcleartomy kidsthatrunningabusinessandbeingamomispossibleno matterwhatanyonesays.Mydaughters,nowyoungadults,
aregrowingintostrongwomen.IcanonlyhopethatI’ve helpedturnthemintothosewomen.
Asaparent,whatskillsdoyoufeelaremost transferabletoyourroleasamortgageprofessional? Jugglingathousandthingsatatimeandnotgettingupsetat thelittlethings.
Howhasyourcareeraffectedthewaythatyouparent? Thisindustrycanbehard.Mykidshavetaughtmethatit’s okaytofeelpulledinamilliondirectionsandit’sokayifI havetoworklatesometimes.TheyknowIlovethemand thateverythingIdoisforthem,soit’snotnecessarily affectedhowIparent,somuchashowweworktogetheras afamily.
Idon’t.Work-lifebalanceisamyth.Youwillalwaysfeel pulledinonedirectionortheother.Thebestthingyoucan doiscommunicatewithyourfamily,don’tmissthebig stuff,andrememberthattheworkwillbetheretomorrow
Servicefirst,moneysecond.AslongasIamprovidingthe servicemyheartcallstoandI’methical,trustworthyand servingmyclients,themoneywillcome.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem? Thismaysoundfunny,butstopchasingshinyobjects!Get asimpledatabase,aphonethatworksandateamifyou havethevolume.Stayinfrontofyourdatabase,callreal estateagentsandmakerelationships.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself? Workforyourselfanddon’tbeafraid,you’vegotthis!
Wholesale mortgage industry advocacy group, the Association of Independent Mortgage Experts (AIME) has assembled a top notch group of vendor experts offering products and services that are vital to the success of the wholesale channel. The Brokers are Better Network leaders all know that the broker channel has a unique ability to connect with the consumers and help them achieve their dream of owning a home. That’s why these companies have brought their technology, lead generation, continuing education and consumer marketing skills all to the table to assist the broker channel in rising to challenge to compete with retail lending.
What's unique about your business?
CassieSchmalz,StrategicCompliancePartners:SCPis uniqueinthatwenotonlyprovideupdatedcompliance policyguides,butwebuildongoingrelationshipswithour brokerstomeetthemwheretheyareintheirbrokerage journeyandgrowwiththemthroughouttheircareer
HillaryAnne,Verse.io:Wearetheleaderinlead engagementandqualificationandweare#1whenitcomes tofindingopportunitiesinyourleads.
RosaRomaine,leadPops:Weknowthemortgage industry!Ourphilosophyistohelpourclientsgrowwith thetools,technologyandtheteam–theclient'sROIisour primaryfocus.Weestablishwhateachindividualbroker needsandtheroadmaptostayontopandconsistentinthe market.
TriciaParker,MyCreditGuy:Ourmottois"giving peoplesecondchances."Mostpeoplejudgeclientsthat havelessthanstellarcredit.AtMyCreditGuy,welookatit asanopportunitytohelpsomeonechangetheirlife.Getting intoahomeloanwhenyou'vehadcreditmistakesinthe pastseemsimpossibletomostpeople.Whatwe'vedone betterthananybodyelseislookatourclientsasrealpeople thatjustneedhelpratherthanjudgingthem.
HillaryAnne:Frommyperspective,themoretechnology canempowerbrokers,thebetterconsumerscanfindandget thehelptheyneed.Toomanypeoplestillendupwitha mortgagefromabigbankorlendinginstitutionwithout everunderstandingwhatabrokercandoforyou.It's heartbreaking.Moretoolsandmoreexposureisbetterfor all.
CassieSchmalz:Brokersareanintegralpartofthe mortgageindustry!SCP'sservicesstreamlinesimpletasks forbrokerssothattheycanstopdatamanagingandstart closingloans.
RosaRomaine:Itistimeforustosupportbrokersto competewiththeBigDogs.The"BigDog"playersinthe mortgageindustryknowtheydon'tstandachanceagainsta brokerbecausetheycan'tpossiblybeattheratesorthe excellentservice.Theyhavetoresorttoothertrickslikethe mortgageleadmillsandusingtheirhugemarketingbudgets tocapturecustomerssearchingtheinternetforbrokers.
Whyisitimportanttocreatetoolsandservicesthathelp mortgagebrokers?
Theythenturnaroundandsellthoseleadsrightbacktoa brokerandthe17otherbrokersinthatsameneighborhood. Wewanttoempowerbrokerstotakebacktheirleads.
TammyButler:Ifyouchoosetogointoacareerwith commissionedsales,youarelikelyanentrepreneuratheart. Thismeansyouwillbedrawntoseguefroma commissionedpersontoabrokerownerinordertocontrol moreofyourdestinyandthecustomerexperience.That said,itisnaturalthatinourindustrybrokerswillexpand whenthemarketgivesthemthatopportunity Astheir marketshareincreases,theyneedtoolsjustlikeanyother business,perhapsmore.Asasmallbusinessowner,theydo nothavethestafftomonitorthebusinessandcompliance metricsasmuchastheyarerequiredtoinordertomeet investororregulatorydemands.Technologycaneasilyfill inthosegapsforthislargemarketsegment.
TriciaParker:Brokersarebeingpulledinmoredirections thaneverbefore.Tocombatthatweneedtocreatefast waystonavigatewhenissuesarise.Wechoosetobethatfor creditrepairissues.We'vetriedtomakereferringaclientas simple,quick,andsecureasitpossiblycantoourbrokers. And,inturn,createdasystemtotransitioncreditturndowns intohomeloanreadyclients.
WhyisitimportanttobepartofAIME'sBrokersAre BetterNetwork?
CassieSchmalz:AIME'sBrokersAreBetterNetwork providesacommunityforbrokerswithdifferent backgrounds,experiencelevels,andknowledgebases.Itis greattoseethesenseofcamaraderiethatthey'vebuilt.
HillaryAnne:AIMEisunlikeanyotherprofessional organization.Thisgroupreallyhassetitselfapartasa membershipgroupthatadvocatesfortheirownandmakes surethatmembersgetthebestdeals,help,andguidance possible.WeservicequiteafewverticalshereatVerse,and AIMEistheonlygroupthatoperateslikethisthatIhave seen.It'samazing.
RosaRomaine:BecomingaBrokersAreBetterNetwork partnerwasamajormilestoneforleadPops.Beingapartof thiscommunityhasallowedustostayintouchwithwhat matterstobrokersandtheindustry.Anotherbenefitisthe cross-sharingofthebestpracticesfromothersinthe network.Thishelpsusimproveconstantlyandfutureproof ourservicesbasedonresults.Finally,Itisincredibleto workwithsuchasmartandsupportiveteam.Ourevents
havebeenahugesuccesswiththeAIMEandBrokersAre BetterNetwork.
TammyButler:Itcangetlonelyoutthere!Havinga networkofindividualsstrivingtoachievethesamedream formsasupportnetwork.Thissupport,alongwith technologysolutions,discountsonproductsyouneed,and forumstobounceideasaroundleadtoagreaterchanceof successfulgrowth.
TriciaParker:Theonethingthatweseeourretailpartners takeprideinistheirtechnologyandprocesses.AIME allowsbrokerstonotonlymatchtheircompetitionbutto haveacompetitiveadvantageinbuildingateamofpartners thataretrulyinterestedinthesuccessofeachbroker
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
CassieSchmalz:IfIcouldchangeonethingaboutthe mortgageindustry,itwouldbetheinconsistenciespresent instateregulations.Thiscausesconfusionandincreased risktobrokersandlendersastheygrowandexpandinto additionalstates.
HillaryAnne:Morebrokersneedtobefocusingonlead generationandgettingthemselvesonline.Therefinance boomisgreat,butitwon'tlastforeversobrokersneedto focusonestablishingrelationshipsnowatthetopofthe funnel.
RosaRomaine:Iwishwecouldchangeanynegative impactsfromthepandemic.
TammyButler:Ahigherprioritywithincompaniesto providethetrainingandresourceslikeMortgageCurrentcy tosupporttheirsalesteams.Thestruggleisrealformany originatorsandtheirclientswhenitcomestoknowledge. WhenIwasheadofproductionforalargemortgagebroker, wefocusedheavilyonweeklytrainingandbuilding resourcesforouroriginators.Thismassivelyincreased production,reducedloanerrors,keptoursalesstafffrom beingrecruitedbyothersandmadeforabettercustomer experience.
TriciaParker:Iwouldchangethatclientswithalow creditscoreshouldbeenteredintoacreditknowledge campaign.Evenifyoucan'thelpthemrightnow, empoweringclientswithknowledgewouldbesomething thatwouldhelpsomanyfolks.
AleaderwithHomepointsinceitwasfoundedin 2015,LisaPattersonplayedakeyroleingrowing thecompany’sthird-partyoriginationbusiness,as Homepointhasgrowntothenation’sthird-largest wholesalelenderand10thlargestnon-banklender. Pattersonhasmorethan25yearsofexperienceinthe mortgageindustry,includingpreviousstintsat CitiMortgage(formerlyABNAMRO)andColeTaylor Mortgage.
Whatinterestedyouinstartingacareerinthemortgage industry?
Likemanypeople,Igotintothemortgageindustryby accident.However,onceIentered,Iquicklyrealizedhow interestingthemortgageindustryisandwhatanamazing opportunityitis.
What’sthecareerhighlightyou’remostproudof? Ihavebeenapartofthreesuccessfulstartupmortgage companies.Earlierinmycareer,Iwasonateamofnine people,andwewereworkingoutofanoldlawnmower shop.Westartedthiscompanyrightafterthefinancial crisis,sothemarketwasinaveryinterestingplace. Additionally,thereweresomebigcompliancechangesthat wereimplementedatthesametime.Webuiltthatcompany completelyfromscratch–wetooktheloanorigination systemoutoftheboxandwentfrom$0to$600 million/monthinthreeyears.
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem?
Mortgagebrokershavetobenimblebecausethey’re dealingwithmultiplecustomersandsometimesitcan difficulttofindconsistencyamongstyourdifferentlending partners.Oneparticularchallengethatmanybrokersface
Patterson
Chief Originations Officer, Homepoint
comesdowntothesmallerbudgets,resourcesand headcountstheyhaveincomparisontotheirretail competitors.Oftentimes,theyjustdon’thavethesamelevel ofsupportinfrastructureinplaceasretaillenders,sothey canbeatadisadvantagewhenitcomestothingslike technology,marketingandbrandawareness.
Myadviceforbrokersistopartnerwiththestrongest wholesalelendersthathaveyourbestinterestsinmind,and thattreatyouasatruepartner–notjustfortheorigination ofaloan,butthroughouttheentirelifeoftheloan.It’s importanttostayconnectedtoyourclient,sowhenthey’re lookingtorefinanceorpurchaseanewhomeinthefuture, you’reeasilytopofmind.Bypartneringwithlendersthat keepyouconnectedtoclientsandprovideyouwithvalueaddingservicesandsupport,brokerswillbebestpositioned togrowandsustaintheirbusiness.
Howdoyouseethemortgageindustryevolvinginthe future?
Ithinkthemortgageindustrywillcontinuetoevolveand becomealotmoredata-driven.Mortgagecompanieswill continuetofindinnovative,usefulwaystoutilizedatato improvetheprocessandexperienceforconsumersandtheir partners.Ithinkmorelenderswillcomearoundtoviewthe mortgageasmorethanasingulartransactionandtreatthe servicingofaloanasanavenuetohelptheircustomersby providinglong-lasting,well-roundedfinancialhealthand support.Becauseofthecomplexityofthemortgageprocess andthemagnitudeoftheinvestment,Ithinkconsumerswill continuetowanttohavethathumanconnectionand guidance–notjustwheninitiallybuyingorrefinancinga home,butoverthecourseoftheirloanaswell.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Iremembermyfirstdaylikeitwasyesterday,thinking therewasnowayIwasgoingtogetthehangofthe mortgageindustry.Thereweresomanyacronymsand thingsthatIhadneverheardof.It’sreallyimportantto learnasmuchasyoupossiblycan.Becurious.Askalotof questions.Don’tbeafraidtosay,“Idon’tknow”.Don’t expecttounderstandeverythingatonce.Thereisalotof informationandit’sconstantlychanging.Takeitin.Absorb it.It’sverychallenging–youlearnsomethingnewevery day.
WhenMelanieWalburgjoinedthebrokerchannel
allshewantedtodowasmakeadecentliving forherfamilyandtosupporthercommunity
Fifteenyearslater,Walburghasaccomplishedthatgoalin spadesandhasprovenherselfasoneofthemostproficient brokerownersinthenation.Herdesiretoprioritizeclient interactionsinordertobuildapositivebrandimagehas proventobeastandardthatmanyotherbrokersinthe industryaspiretoreach.
Whatinterestedyouinstartingacareerinthemortgage industry?
Initially,IjoinedthemortgageindustrybecauseIwantedan occupationthathadadecentincomeinordertohelpme provideformyfamily.
What’sacareerhighlightyou’remostproudof? I’mproudofbeingabletoexpandmymortgagebusiness andprovideasolidincomeformyemployees.
What'suniqueaboutyourbusiness?
MybusinessisuniquebecauseIhaveanearlyimmediate responsetimetoclientemailsandcalls,ensuringthatI alwayskeepthemintheloopwithapersonaltouch.
Whathasbeenthemostimpactfulchangeyou'vemade overthecourseofyourcareer?
Organizing,ateverylevel,tobemoreproficientandableto handlegreaterloanvolume.
Whatisthemostvaluablethingyou'velearnedduring yourtimeinthemortgageindustry? Thatbadthingshappentogoodpeople,andtimeandfocus canfixit.
Howdoyouapproachmentorshipwithmembersof yourteam?
Whenitcomestomentoringmyteam,I'llanswerany questiontheyhaveoncebutIencouragethemtobediligent aboutresearchingtheanswersthemselvesbeforetheyask thesamequestionasecondtime.
Whatisyourbusinessgoalforthefuture?
Myfuturegoalistomakesurethatmybusinesshasa greaterimpactonmylocalcommunitybyprofitsharing
moretotheemployeesthatareonmyteamandto communityorganizations.
What’sthebiggestobstacleyou’vefacedinyourcareer? ThebiggestobstacleI’veeverfacedisfear–andlearning howtoovercomeit.
Whatisyourbusinessphilosophy?
ItrulybelievethatIfyoufocusonhelpingpeopleandyou aredoingrightbyothers,thentheincomejustworksitself out.
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem? Brokersaregreatlychallengedbybig-boxlenderswhohave lotsofadvertisingdollarsandareplanningtotakeoverthe world.Mortgagebrokersneedtoconstantlyremind consumersthatadvertisingcostsmillionsofdollarsandthat thoseadsarefundedbyfeesthatarethenpassedontotheir clients.
Whyhaveyoustayedinthemortgageindustryaslong asyouhave?
BecauseIlovehelpingpeopleandprovidingformyfamily (myhusbandisdisabled).
Whydoyoubelievethatbrokersarebetterfor consumers?
Ibelievethatbrokersarebetterbecauseweareabletooffer moreloanoptions,wehavelowercosts,accesstolower rates,better(andmorepersonalized)communicationand fasterclosings.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Iwouldtellmyselftosavemoremoneyandtospendless. Andtofocusonlearningmoreandtalkingless.
MelindaPayan’sstrongdesiretoassistpeoplewith theirfinancialwell-beingledhertoapproach mortgagefinancinginauniquefashion.Since joiningthebrokerchannelin1999,shehasseenfirsthand thegreatgrowththewholesalechannelhasexperiencedin thepastfewyearsandisexcitedtoshareherinsightsabout thefuture.
Whatinterestedyouinstartingacareerinthemortgage industry?
Iwasafinancialadvisorforseveralyearsandwantedto focusonhelpingpeopleinadifferentkindofway
What’sacareerhighlightyou’remostproudof?
Raisingfourchildrenandgrowingasuccessfulmortgage companyandstillfindingthetimetobeaRoomMomfor onekidortheothereveryyear
Itrulybelievethatahigherpowerworksthroughustobe abletohelppeople.Wereallyareverysuccessfulat structuringloansandknowingourguidelinesinsucha focusedwaythatweseeopportunitiesthatotherloan officersdon'tsee.Wefindthatover80%ofpeoplewho weredeniedqualifyforaconventionalorFHAloanbutthe retailloanofficerdidnotknowhowtostructurethe transaction.
Whatisthemostvaluablethingyou'velearnedduring yourtimeinthemortgageindustry?
ThemostvaluablethingIhavelearnedisthatarelationship witharealestateagentoraconsumerisworthwaymore thananycommission.Doingtherightthingalwayscomes backtoyoutwo-fold.
Howdoyouapproachmentorshipwithmembersof yourteam?
Wehaveweeklyproductknowledgesessions.Wealsohave anamazingsupportteamwhereeachloanofficerhasan opportunitytogooverascenariowitheitherourSales ManagerorProductionManager Thatwayweavoidmajor issueslateronandtheloanofficergainsatremendous amountofknowledge.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
Iwouldchangetheeducationrequirement.Ifeellikemuch morefocusneedstobeonfunctionaltrainingthansalesand compliance.Wehavealotofgreatpeoplewhocansell
mortgagesandbecompliantbuttheycan'texecuteandthe loandoesnotclosebecauseitwasnotstructuredright.
Whyhaveyoustayedinthemortgageindustryaslong asyouhave?
IhavebeenintheindustryaslongasIhavebecauseIlove helpingpeople.IfeellikeIcreatelifelongfriendshipswith myclientsandIamveryblessedtohavethatsamefeeling withmystaff.
Wheredoyouturnforleadershipadvice?
Iliketodiscussmatterswithotherbrokerownersaswellas afewkeypeoplethatIhaverespectedovertheyears. AIMEhasbeenanamazingresourceforthatandIamvery gratefulfortherelationshipsthatIhavemadewithinthe brokercommunity.
Whatisyourbusinessphilosophy? Bethechangeyouwanttoseeinthisworld.
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem? Thebiggestchallengeistimemanagementand organization.Howdoyoubalancekeepingthewheels movingandkeeporiginating?Mybestadviceis:donotself process.Thisisjusttheworstthingyoucandobecauseyou can'tbeeverythingtoallpeople.Youneedtohaveagreat teamsurroundyouifyouwanttotrulyexcelinthis business.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
IwouldtellmyselftohaveabetterCRMfromthe beginning.WhenIstartedIwassobusyIdidn'tdoagood jobofcapturingalltheinfooneveryclientintoaCRMand Ididn'trealizetheimportanceuntilafewyearsintothe business.Workingyourdatabaseisthemostimportant thing.
MeetMelindaWilner.Amomoftwoboys,wife,
unwaveringbrokeradvocateandChief OperatingOfficeratUnitedWholesale Mortgage,apositionshe’sheldsince2015.Inhercurrent role,sheleadsover6,000teammembersinunderwriting, operationsandIT,whereshesetsanewstandardof excellencebyfocusingonefficiency,innovation, accessibilityandclientexperience.Asifthat’snotenough, Melindaisconstantlystrivingtostreamlinethelending processformortgagebrokersandborrowersnationwide.
Melindaisknownforherstrongworkethic,positivity, attentiontodetailandkindness.Withover20yearsof experience,it’snosecretsheisaninfluential,successful anddedicatedleaderinthemortgageindustry.Sowhat advicedoesshehaveforthoselookingtobesuccessfuland growintheircareers?
1.Empoweryourteamandmakeanimpact Asaleader,Melindaunderstandstheimportanceofcaring aboutpeoplemorethanyourself.Fromherperspective, leadersarenotborn,theyaredevelopedovertime.Andshe believesthatyou’reonlyasgreatasyourteam,working everydaytoensurethepeoplearoundherarestrivingtobe thebestversionofthemselves.Shehasauniqueknackfor challengingherteamtothinkthrougheverystepofa processchangeorroll-outtothemostgranularlevel, teachingthemtoseethewholepictureandnotonlythetask athand.
Melindaisatrueforceofpositiveenergyanddetermination atUWM,andurgesthoseenteringleadershiprolesto understandthatwhenyoubecomealeader,it’scriticalto haveastrongdesiretomakeatrueimpactonpeople. Leadershiprolesaren’tforthosewithselfishmindsets.
2.
Whilesomepeoplerunfromchange,Melindachoosesto embraceit,andevenenjoysit.Shelovesthechallengeit
brings.Shesaysyoucaneithercomplainanddwellona changeyoudon’tlike,oryoucanadaptandacceptthat therearecertainthingsyoucan’tcontrol,andfigureout howtogetbetterbecauseofit.
MelindabelievesthateverythingshedidpriortoUWM preparedherfortheworkshedoestoday.Shehasextensive industrybackgroundwithexperienceinoriginatingloans, processingloans,HR,andmarketing,andalsoworkedasan independentmortgagebroker.Shelovedallofthe challengeseachrolebrought,andwhiledifficult,theyhave allowedhertotrulybeintheweedsofthebusinesstoday.
Asawomaninleadership,Melindaoftentimesgetsasked aboutwhatadviceshewouldgivetoyoungwomenlooking toonedaybeinherposition.Tothis,sheexpressesthe importanceofconfidenceandbelievinginyourself.More timesthannot,peoplearetheirownroadblocks.Shecredits herconfidenceanddrivetoherfather,whotaughtherthatif youworkhard,youcanbeanythingyouwanttobe.She describesherselfasquietlycompetitiveandismotivatedby theimpactsheknowssheandherteamcanmakeon mortgagebrokersandborrowersaroundthecountry
MelindaisthankfultoworkforUWM,asit’sacompany withnogenderbias.Themortgagelendinggiantisfullof greatleaders,bothmaleandfemale,andshehasbeenable tosurroundherselfwithpeoplewhohavethesamework ethicanddrivethathavegottenhertowheresheistoday
Whetheryou’recurrentlyaleader,orlookingtogrowintoa leadershiprole,therearemanythingsyoucandotoensure success.Melindastressesthatifyouwanttoaccomplish something,figureoutwhatyouneedtodoandgetitdone. Holdyourselfaccountableandfindsomeoneyoutrustto helpholdyouaccountable.Finally,rememberthatthereis alwaysroomforimprovement,nomatterwhatpositionyou hold,orwhatstageoflifeyouareat.
Womenhavelongblazedatrailofinnovationand creativityinthemortgageindustrythathasleft aneverlastingimpactonthewaybusinesses havegrownandprosperedinthewholesalechannel.Unlike theirmalecounterparts,however,femalebrokersand wholesalemortgageprofessionalshaveoftenfacedthe pressuresofsociety’sexpectationsofwhatawoman'srole shouldberegardingworkandfamilycommitments.The mortgageindustry’sfaceisevolvingbeforeourveryeyes, andfemaleprofessionalsarebecomingmorevisiblein leadershiprolesandrefusingtobackdownfromthework ofadvancingtheirfootprintastrailblazersinthebroker channel.
Overthepast20years,cuttingedgetechnologyhas drasticallychangedhowmortgagebrokers,loanofficers, lenders,andotherprofessionalsreachandcommunicate withconsumersintoday’scompetitivemarketplace.
Intheseunprecedentedtimes,nowmorethanever, wholesalemortgageprofessionalsneedtopossessawide arrayofskills,includingmultitasking,criticalthinking,and projectmanagement,whilemaintainingtheknowledgeand caretoaddressclientconcerns.Inmanyways,womenare uniquelyqualifiedforthischallenge,andthat’saprimary reasonwhythefutureofthemortgageindustryis undeniablyfemale.
ArecentstudyproducedbyRealtor.comconcludedthat millennialsandspecificallymillennialwomen,mayvery wellchampionthenextbigwaveofhomebuyinginthe UnitedStates.Thisdrawsmostlyfromthegrowingtrendof Americanwomenseekingfinancialindependenceand careergrowththatwasn’tseeninpreviousgenerations.
Thisnewparadigmofhomebuyers’demographicmakeup givesfemalebrokersandtheirindustrypartnersanessential initialconnectiontoamuchbroaderapplicantpoolwith whomtheycanrelatetoonaninterpersonalbasis.Many femalehomebuyersstruggletofindrepresentationin professionalswhoholdthecharacteristicsandqualitiesthey seeinthemselvesandareturningtomortgageexpertsin theirlocalcommunitiestofindit.
“Youcan’tbewhatyoudon’tsee!Yearsago,youdidn’tsee womeninexecutiverolesorthefrontrepresentingtheir companies,butthathaschanged,”statesLauraBrandao, PresidentofAFRWholesale.Now,mortgageprofessionals ofallbackgroundsprioritizepersonalizedexperiencesfor theirclients.Thisstemsfromthecoreideathatto successfullygrowyourcareerorbusinessinthewholesale mortgagechannel,allindustryleadersmustprioritize buildingrealrelationshipswithrealpeople.It’stheonly waytocutthroughallthenoiseconsumersarebombarded
withdaily,includingthealmostrelentlessmarketing campaignfromthewholesalechannel’scompetitors.
Theongoingdigitalrevolutionhasradicallyshiftedhow mortgagebrokersdobusiness.TheCOVID-19pandemic hasonlyintensifiedthetransformationofbeingapartofthe modernworkforce.Womenofpreviousgenerationshave alwaysbeenexpectedtojugglethedutiesand responsibilitiesoffamilyandwork.Duetothis,theideaof whatitmeanstobeanadaptableprofessionalisalready stronglyingrainedintheirDNA.
“AsthedigitaldisruptioncausedbyCOVID-19continues toreshapetheindustry,femalewholesaleprofessionalsare uniquelypositionedtocapitalizebasedonthe entrepreneurialinstinctstheyhavelongexemplified,”states KatieSweeney,ChiefExecutiveOfficerofAIME.
Sweeneyfurtherexplains,“Femalebrokershavelong soughttoprioritizenewtechnology,socialmedia engagementandawiderangeofvendorandlender relationshipstoshowconsumerswearetrulyreadyto providethefinestserviceswhensomanyofourcompetitors arejustalltalkwithoutanyactiontobackitup.”
Femalebrokersaremorethanready,inboththeshortand longterm,tofocusonenhancedcustomerserviceinorder tostrengthentheircompetitiveadvantageinthe marketplace.Mortgageexperiencesonsocialmedia,online listingsites,andotheremergingplatformsareverymuch likelytobecomeevenmorecommonplaceastheindustry continuestomakelargeinvestmentsindigital infrastructure.
Womenhavebeenkeenlyawareofthebenefitsofadopting theshifttoanincreasinglydigitalmortgagelandscape,from thetimeittakesforaloantogetprocessedandclosedto theverypracticalnatureofloweroperatingcosts.These benefitswillproducemoretransparencyintheindustryand createafutureinwhichfemalebrokerswillleveragetheir reputationasprovidingexcellentservicetotheirclients.
Moreandmorecommonly,borrowersdemandanalmost 24/7availabilitywhenitcomestogettingtheirquestions answered.Femalebrokershavelongdisplayedthe flexibilitytoengagewiththecustomer’sdesire,nottobe limitedtobusinesshours,onlyapproachingthemost significantdecision.That’swhytheindependentnatureof thewholesalemortgagechannelhasbeensosuccessfulin meetingtheeverydayconsumersontheincreasingly interactiveandonlineplatformsoftoday.
Theriseofpredominantlyonlinetransactionsand interactionshasalsoprofoundlyaffectedthemortgage industry’scustomerexperience.Throughoutthismagazine, manyofthebrokersdiscusshowtheyhaveworkedwithin thetrendsofautomationtostreamlineprocessesto reinvigoratetheclientexperience.
Formanyestablishedandtraditionallyrunbrokeragefirms, thisshifthasbeentoughtohandle.Still,wehaveseen firsthandthatthewholesalechannelwomencanadjustto anyobstructionstoprogressandareforthrightineducating themselvesonthetoolstoimprovetheirloanpipeline.The willingnesstolearnontheflyandtakeanopenapproachto theirbusinessoperationshasallowedmanyfemalebrokerownersandmortgageprofessionalstoimprovetheir workflowandincreaseoverallefficiency,allthebetterment oftheirclients.
Womenhavebeenattheforefrontofadoptingnewcrucial technologies,suchasautomatedschedulingservices,social mediamanagementservices,andvideoconferencing softwarethathasallowedthemtoequaltheplayingfield withtheircompetitors.Gonearethedaysofangst-filled womenunabletokeepupwiththeirmalecounterparts;in
manycases,itisthemortgageindustrymenseeking guidanceonhowtoleveragenewtech.
Femalebrokershavetakenadvantageofbuilding relationshipswiththeirclientsthroughthesenewplatforms andhavedrawnastarkcontrastwithalackoftransparency andvisibilityontheirretailcompetitors’behalf.Brokers havealsoexhibitedtheabilitytousetheseplatformsto lessenthemortgageprocess’scomplexity,improving customersatisfaction.
“Today,therearemorewomeninleadershippositionsinthe mortgageindustrythaneverbefore,”saysSweeney.“Part ofmygoalinleadingAIMEistogrowourmembership basebyattractingmillennialsandmoreuniqueperspectives fromallbackgroundstojointhebrokerchannel.Withthe faceofthehomebuyerevolving,it’simportantthatthe peoplehelpingyoupurchaseahomeunderstandyour perspective.We’reprovidingtheresourcesandaccessto technologythatbrokersneedtodigitallyconnectwiththe nextgenerationofborrowers.”
Takingquickactiononharnessingtechnologyforabetter clientexperiencehasallowedfemalebrokerstoprojecta renewedsenseofconfidenceandcapabilitytopotential borrowers.Thisallowsfemalebrokerstoavoidfocusingon anyknowledgetheyperceivethemselvestolackand reframetheirmentalstatewithawin-nowmentality necessarytoexcelinthemortgageindustry
Asthemortgageindustry’sfutureandmorewomenin leadershiprolesarepropelledintothespotlight,therealso comestheneedformoresupportandresourcestohighlight andamplifythesewomen.LauraBrandoexplains,“The AIMEWomen’sMortgageNetworkhasputaspotlighton theamazingwomeninthewholesalechanneltounifythem andshowtheindustrythatwomenarestrongleaderswho cannotonlyrunandbuildtheirbusinesses,theycan developandmaintainlong-standingrelationships.”
Tocontinuetheirtrajectoryofincreasedvisibilityand leadershipinthebrokerchannel,thewomenofthis communityknowthatmorechangeisinevitable.Katie Sweeneystates,“womenmustcontinuetobelaser-focused oncreatingandutilizingthetoolsnecessarytoguide mortgagebusinessestosucceed.Intheprocess,consumers willseeouroptimizedworkflows,engagingclientservice, andnotableprocessingefficiencytosignalthatthefemale brokerismybestbettogetmymortgageattherate possible.”
Womenareclear-eyedaboutthecompetitionbothfrom otherfactionsofthemortgageindustryandunforeseen marketdisruptionsthatcouldonceagainreshapeour everydayliveslikeCOVID-19.Inthefaceofsuchchanges, wehaveseenhowwomencontinuetoovercomeany obstaclesthatareplaceduponthem,andthereislittledoubt thatthewomenofthewholesalechannelaremorethan readytobreakbarriersforyearstocome.
Loan Officer, Keystone Alliance Mortgage
MelissaMuellerhasnotlettheCOVID-19 pandemicdampenherfirstyearasawholesale mortgageprofessionalbuthas,infact,been perhapsoneofthemostimpressiverookiesintheindustry. Herpeople-centricapproachtotheprocessisonethatwill servethechannelwellasmortgagebrokerscontinueto increasinglybecomethego-toresourceforthelowestrates andfees.
What’sacareerhighlightyou’remostproudof? I’mproudofclosing29loansinmyfirstyearthrough Covid-19.
What'suniqueaboutyourbusiness?
Ourownersarealwaysfocusingonpeopleoverprofit.We dotoughdealsthatnooneelsewantstodoandwewantto empowerourborrowerstofeelconfidentintheprocess.We don'ttreatthemlikeanumber
Howhaveyoubeenabletomakeanimpactsoquickly inthemortgageindustry?
Ioftengetborrowerswhohavebeendeniedfromother lenders.IfIcan'tpre-approvethem,Iworkwiththemtoget pre-approvedevenifittakesmonths.Iteachthemabout theircreditandhowtheycanusehomeownershipasaway tobuildwealth.Manyarefirst-timehomebuyersandnever thoughthomeownershipwasevenpossibleforthem.
What’sthebiggestobstacleyou’vefacedinyourcareer? Therearesomanyplayersinvolvedinrealestatethatare uneducatedandinformtheborrowersincorrectly.Itreallyis adisservicetoclientsandcausesatonofconfusion.When thoseindividualsgetinvolved,ittakesatonofeffortto
assuretheborrowerthatyouknowwhatyouaredoingand thattheyweretoldincorrectlyaboutwhatevertopicitis.
Whatisyourbusinessphilosophy?
Iwanttohelppeoplebreakthepovertycycle.Financial literacyisnotsomethingthatisdiscussedinschooland societyteachesusaboutconsumerism.Asaresult,everyone isindebtandmanydon'tknowhowtogetout.Iliketohelp othersbuildconfidencethroughtheprocessofobtaininga home.
Whatskillsarethemostimportantfornewloanofficers orbrokerownersinordertobesuccessful?
Effectivecommunicationwiththeborrowerandsetting expectationswitheveryoneinvolvedinthedealsothatyou canbuildrelationshipswithpartnerslongterm.Being detail-orientedisalsoextremelyhelpful.Learninghowto findananswerthroughtheresourcesthatareaccessibleto youiskeyespeciallywithtoughdeals.
Howhastechnologyplayedaroleinyourearlysuccess? BeingabletouseaCRMtostayinfrontofclientsand partnersiskeyaswellasstayingorganizedbyhavingallof theclient'sinformationinonespot.
Howdoyouhandleobstacles?
Itrytounderstandtheotherperson'sperspectivewhen respondingtoasituationandItrytofocusonthefactsto seehowasolutioncanberesolvedforeveryone.
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem?
Ithinkthebiggestchallengesarethelargercompaniesout therethattakeadvantageofborrower'slackofinformation ontheprocess.CompanieschargeexcessivefeesandI thinktheyshouldn'tbeallowedtodoso.Ithinkit's importanttocreateareputationfordoinganexcellentjob andcommunicatingtheprocesseffectively
Whatisonethingthatwouldsurpriseyourcoworkers orclientstoknowaboutyou?
Ilovetravelingandamcurrentlylearningathirdlanguage. Ido10minutesofFrencheveryday!
Howdoyouseethemortgageindustryevolvinginthe future?
Ihopethatitcontinuestoinvolveforthebetterinthefuture regardingempoweringborrowersandteachingthemthat theydohaveachoice.Consumersshouldtrytoshoplocal forabrokerandthatbychoosingalocalcompanytowork with,itreinvestsmoreintothelocaleconomy
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself? Bemorepatientandforgivingwithmyself.Iwanttobethe expertondayoneandittakesalotoftimeandexperience toknowwhatyouaredoing.
Broker Owner, MS Lending LLC
MichelleDugan’sexpertiseoverthepast15years
hasnotonlyestablishedherasoneofthe premiermortgagebrokersinthecountrybutalso oneoftheleadingbusinesspeopleintheStateof Mississippi.Heraccomplishmentsaretopnumerousbut withsuchaccolades,asbeingrecognizedasoneofYahoo’s FinanceTop20MortgageProfessionalsin2020weknow evengreaterthingsareahead.
Whatinterestedyouinstartingacareerinthemortgage industry?
Istartedoutasarealestateparalegalandwasheadedtolaw schoolwithdreamsofopeningmyownrealestatelaw practice.Alocalmortgagebrokerencouragedmetogetinto themortgageindustryandIfellinlovewithit!
What’sacareerhighlightyou’remostproudof?
Thehighlightofmycareerthusfarhasbeenopeningmy ownmortgagebrokerage.Itisveryempoweringtobea femalebrokerownerundertheageof40.Inowhavetwo officesinthestateandtheskyisthelimitforthefuture!
What'suniqueaboutyourbusiness?
Igoaboveandbeyondtomakeallofmycustomersfeel likefriendsandfamily.Eachborrowerweworkwithis specialandappreciatedandmyentireteamknowsthatI wanteverysingleoneofthemtofeelthisway
What’sthebiggestriskyou’vefacedinyourcareer?
ThebiggestriskIhavefacedwasgoingall-inasasolo, femalebrokerowner.Iwentall-inwithnobackupplan.It wastosinkorswimandfailurewasnotanoption.Ihadto overcomemanystereotypesalongthewaybutIviewed themallasachallenge,notaroadblock.
Whatisyourbusinessphilosophy?
Peopledon'tcarehowmuchyouknowuntiltheyknowhow muchyoucare.
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem?
Historicallymortgagebrokershavebeenonabitofan islandbythemselves.Theyhadtofiguremostthingsouton theirownthroughtrialanderror.Now,withthehelpof organizationslikeAIMEandtheconnectionsthroughsocial media,brokershavemoresupportthanever.Youdon'thave toreinventthewheel.Someonehasbeenwhereyouareor inthesituation,youareinandtheywillhelpyou.Thereare mentorsandpeoplewillingtohelpeverywhere.Allyou havetodoisask!
Ibelievethatbrokersarethebestplaceforconsumers becausewehaveoptions.Wearen'trestrictedtoonelender, onesetofguidelines,oroneratesheet.Brokersarebetter!
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Thestressofthisindustrycaneatyoualiveifyouletit. Giveyourselfgracewhenyoumessupbecauseyouwill. Learnfromyourmistakesbutdon'tdwellonthem.What wedoisveryimportantbutitisn'tlifeordeathandnoone isdying.Whenthingsgettough,takeadeepbreath,step awayforabitifneeded,thengetbacktoitandkeepgoing!
AsthebrokerownerofDiscoveredHome
InvestmentIncwithover18yearsofexperience, NikeOjohaslongknownthatmortgagebrokers arethego-toresourceforconsumersacrossthecountry As aUWMTop20awardrecipient,Ojobelievesthatthe wholesalechannel’sbestdayslayaheadandthereisno tellingwherewecangofromhere.
Whatinterestedyouinstartingacareerinthemortgage industry?
Thepoorservicerenderedtomyhusbandwhoisareal estateagentbyhisloanofficer.Hewouldwaitforseveral weeksforanupdateandhefelthewasreallydoingusa favorbyclosingourloans.ThenIdidmyresearchand decidedtogointothebusinesstoofferbetterservicetoour clients.Istartedoutwithanideatoonlymakeloansforhis clientsbutotheragentsandbuildersalespersonnelthatI workedwithonotherfilesnowsendtheirclientstome.
What’sacareerhighlightyou’remostproudof? Beingabletoeducateclients,especiallymillennials,to achievehomeownershipisthehighlightofthiscareerfor me.
What'suniqueaboutyourbusiness? Beingabletocarrytheclientsalongduringtheprocess, beingreachableandensuringtheclientsfeelthey’re extremelyimportantintheprocess.Ialsoattendallmy closingswithagiftandIrecentlystarteddecorating purchaseclient’syardswithawelcomehomeyardsign.I justloveseeingthesmileontheirfaceswhentheygethome fromclosingtoseetheyardsign.
Ifyoucouldchangeonethingaboutthemortgage industryrightnow,whatwoulditbe?
Providingmoretrainingandresourcesforincomingloan officers.TheAIMEteamhasdoneanincrediblejobandI stillbelievepeopleneedalotmoresupport.
Wheredoyouturnforleadershipadvice?
BrokersareBetterFacebookgrouphasbeenanimportant partofmybusinesslifesinceIjoined.Ineverhadany
supportwhenIstartedthebusiness.EverythingIknow today,Ilearnedonmyown.It’ssucharelieftoknowyou canalwaysturntoaparticulargroupofwomenforadvice whowillfreelygiveit.
Whatisyourbusinessphilosophy?
Whenthere’sawill,Godwillalwaysmakeaway.“Icando allthingsthroughChristwhostrengthensme.”Phil4:13
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem?
Thebiggestchallengesaretheneedforadditionaltraining andsupport.Also,brokersneedmorerecognitionofwhat wedoandhelptocreatethisawarenesstohomebuyers.We needtocontinueeducatingthepublicaboutwhatwedo.
Whydoyoubelievethatbrokersarebetterfor consumers?
Wehaveandprovidelotsofoptions.Wedon’tworka typical9-5butwedoworkfromstarttofinish.Wearen’t justheretomakeaprofit,wewanttoensurebuyersare placedinsuitableloansbasedontheiruniqueness.We aren’taoneloanfitsallshop.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Attendallavailabletrainingandgetamentor.
AstheChiefOperationsOfficerofthepremierlead
generationsoftwarecompanyinthewholesale mortgageindustry,RosaRomainehasseenhow techinnovationandconsumermarketinghaveshiftedhow brokersdobusiness.Luckilyforthewholesalechannel, Romaineknowswhatittakestorollwiththepunches.
What’sacareerhighlightyou’remostproudof?
Successfullyshiftingfromatopproducertoamortgage techexpertaftertheLehmanBrotherscrash.
Howhastechnologyevolvedandimprovedinthe mortgageindustryoverthepastdecade?
Reputationtechnologyhasevolvedtofocusonproactive validationwithonlinereviews.Thishasevolvedandhas improvedhowbrokersareperceivedontheinternet.They canearnthetrustofpotentialconsumersbygettingtheir pastclientstoleaveareview.Withoutthem,thereisnoway forborrowerstotelliftheycantrustyou.
Whatisyourprocessfordevelopingnewservicesthat canbemostusefultothemortgageindustry? Wehaveanewtechadvisorycouncilmadeupofpower usersandtopmarketers.Wesharetheproductroadmap, sharetrialdemos,andsoftlaunchwithapilotgroup.This councilalsohelpsnominatefutureenhancementsand functionality.
Whatdoyouthinkisthenextbigstepin technology/servicesformortgageprofessionals?
Fintechwillplayaroleandthenextbigstepwillbebig dataandanalytics.Thisindustrywillbeusingbigdatato analyzeandmanagerisk.Thereareplatformsouttherethat siftthroughdataandfocusondecision-makingtoolsforthe industry.
What’sthebiggestobstacleyou’vefacedinyourcareer? BuildingatechnologycenterinacastleinEasternEurope andovercomingthestigmathatonlymenconductbusiness intech.Tobreakdownthisobstacle,Ilearnedmoreabout thecultureandrespectfullypresentedmycasewith
conviction.Ialsoexplainedhowmygoalwastohelp peopleandprovidethemwithanopportunity,soweended upwith200developersand100helpdeskagents.To managethisproject,IcommutedforthreeyearsfromSan DiegotoBucharest,Romania.
Who(orwhat)hasshapedyourleadershipstyle?
MyloveforsportshasalsohelpedshapewhoIam.I believemyleadershipstyleisamixofdemocraticand coaching.Youneedtoputinthework,practice,watchthe tape,andgetbetter–it’simportanttofutureproofyourself andneverstoplearning.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem?
Iwouldsaytheneedforaninternetpresence(digital footprint)hasevolvedsignificantly.Everyoneneedsto embracedigitalmarketingtostaycompetitivemorethan everbefore.Understandinghowtheinternetworks,lead generation,andsocialmediaisnownon-negotiable. Brokersneedtomakesuretheyarefound,theyhave reviewsthatarecredible,andthattheygenerateandcapture leads.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself? Setasidemoneyformarketingandinvestinyourselfand yourlocalmarket.
AstheChiefOperationsOfficerofthepremierlead
generationsoftwarecompanyinthewholesale mortgageindustry,RosaRomainehasseenhow techinnovationandconsumermarketinghaveshiftedhow brokersdobusiness.Luckilyforthewholesalechannel, Romaineknowswhatittakestorollwiththepunches.
What’sacareerhighlightyou’remostproudof?
Successfullyshiftingfromatopproducertoamortgage techexpertaftertheLehmanBrotherscrash.
Howhastechnologyevolvedandimprovedinthe mortgageindustryoverthepastdecade?
Reputationtechnologyhasevolvedtofocusonproactive validationwithonlinereviews.Thishasevolvedandhas improvedhowbrokersareperceivedontheinternet.They canearnthetrustofpotentialconsumersbygettingtheir pastclientstoleaveareview Withoutthem,thereisnoway forborrowerstotelliftheycantrustyou.
Whatisyourprocessfordevelopingnewservicesthat canbemostusefultothemortgageindustry?
Wehaveanewtechadvisorycouncilmadeupofpower usersandtopmarketers.Wesharetheproductroadmap, sharetrialdemos,andsoftlaunchwithapilotgroup.This councilalsohelpsnominatefutureenhancementsand functionality
Whatdoyouthinkisthenextbigstepin technology/servicesformortgageprofessionals?
Fintechwillplayaroleandthenextbigstepwillbebig dataandanalytics.Thisindustrywillbeusingbigdatato analyzeandmanagerisk.Thereareplatformsouttherethat siftthroughdataandfocusondecision-makingtoolsforthe industry
What’sthebiggestobstacleyou’vefacedinyourcareer?
BuildingatechnologycenterinacastleinEasternEurope andovercomingthestigmathatonlymenconductbusiness intech.Tobreakdownthisobstacle,Ilearnedmoreabout thecultureandrespectfullypresentedmycasewith conviction.Ialsoexplainedhowmygoalwastohelp peopleandprovidethemwithanopportunity,soweended upwith200developersand100helpdeskagents.To
managethisproject,IcommutedforthreeyearsfromSan DiegotoBucharest,Romania.
Who(orwhat)hasshapedyourleadershipstyle?
MyloveforsportshasalsohelpedshapewhoIam.I believemyleadershipstyleisamixofdemocraticand coaching.Youneedtoputinthework,practice,watchthe tape,andgetbetter–it’simportanttofutureproofyourself andneverstoplearning.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem?
Iwouldsaytheneedforaninternetpresence(digital footprint)hasevolvedsignificantly.Everyoneneedsto embracedigitalmarketingtostaycompetitivemorethan everbefore.Understandinghowtheinternetworks,lead generation,andsocialmediaisnownon-negotiable. Brokersneedtomakesuretheyarefound,theyhave reviewsthatarecredible,andthattheygenerateandcapture leads.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself? Setasidemoneyformarketingandinvestinyourselfand yourlocalmarket.
Business Development & Loan Officer, Altius Mortgage
SkylarWelchmadehermarkintheindustryalmost
immediatelyuponjoiningthewholesalechannelten yearsago.Herresumeprovesthiswithaccolades includingScotsmanGuideTopOriginatorandUWMTop 100Originatorforthreeyearsrunning.Shehasusedher placeasawomanofdistinctionwithinthechanneltoshare herexperiencewithherfellowfemalebrokersandhasbeen anactivememberoftheAIMEcommunityintheprocess.
What'suniqueaboutyourbusiness?
Ihelpeverysingleoneofmyclientsfromstarttofinishof theirhomebuyingprocessandIdon’tjustlookattheclient asaone-offtransaction,butfocusonthemasaclientfor life.
Howhaveyoubeenabletomakeandsustainyour impactasatopproducerinthemortgageindustry?
Ihavecontinuedtoevolvewiththemarketbycomingup withnewandinnovativewaystomarketmyself,bothon socialmediaandwithmyagentsandclients.
What’syourbiggestchallengeasatopproducer?
Iwouldsaymybiggestchallengeiscreatingabalancein mylife.Icontinuouslywanttoincreasemyvolumeanddo morebusinessandhelpmoreclients,butIalsoamamom ofthreekids.
Howdoyoubalancehighproductionwithyourfamily life?
Ihaveanextremelysupportivehusbandandweworkwell asateamtogether.Ihavemadeagoaltobehomethree nightsaweektohavedinnerwithmyfamilyandIreally dedicatemyweekendstomykids.Ispendtimewiththem whenIgethome,butthenoftenworkaftertheygotosleep.
Whatadvicewouldyougivetosomeonewhowantsto taketheirproductiontothenextlevel?
Don’talwaystrytochasethenextclientorthenextagent andtrulyfocusontheagentsandclientsthatyoualready have.Nurturethoserelationshipsbecausethosepeoplehave alreadyhadagreatexperiencewithyousoifyoutakecare
ofthem,thebusinesswillsnowball.Ifyoucontinuously treateveryoneasone-offs,youwillbepoundingthe pavementforever.
Whatmotivatesyoutobeatopproducer?
Iamanextremelygoal-drivenperson.Iamvery competitivebutmostlycompetitivewithmyself.Ialways wanttodomorethanIhavedonebeforeandhitthegoalsI setformyself.
Whoisanentrepreneurthatinspiresyou?
Mydadhasalwaysbeenanentrepreneur.Atayoungage, hehelpedmestartbusinessessuchassellingsnowcones andmakingbeachpins.Ilearnedataveryyoungagethat hardworkearnedyouthethingsyouwantedinlifeandI havecarriedthatoverintomyadulthood.
What’sthebiggestriskyou’vefacedinyourcareer?
Istartedoutasaloanoriginatorassistantin2011and remainedanLOAuntil2015.Iwasayoungmomofa toddlerandinfantandIwasextremelyscaredtoleavemy guaranteedpayeveryweektobeafulltime,full commissionedloanofficer.Itwasextremelyscary,asIhad afamilytosupportbutonceIdid,itlitadifferentfireunder
Owner/Publisher, Mortgage Currentcy
TammyButlerknowsthatunderstandingmortgage rulesandregulationscanbedauntingevenforthe mostseasonedofprofessionals.That’swhyeach daysheisleveraginghernearly40yearsofexperience ensuringthatbrokershaveaccesstotheinsandoutsofthe regulatoryframeworkthroughhercompanyMortgage Currentcy.
Howhastechnologyevolvedandimprovedinthe mortgageindustryoverthepastdecade?
Weareslowlygettingthereasanindustry,buttruthfullywe haveaverylongwaytogocomparedtootherindustries. Ourtechnologysolutionsarefragmented,someare outdatedbutweareforcedtousethemforlackofother solutions,andthisforceslenderstopurchasemultiple solutionsorpayforcustomworktogetthetechnologiesto playwelltogether.COVIDhasshownusthatwecan developalternativewaystogetthedocumentationweneed toapproveandclosetheloan.
Whatisyourprocessfordevelopingnewservicesthat canbemostusefultothemortgageindustry?
Wearetrend-watchersthatfollowmanyoriginatorgroups toseewherethepainpointsareintheprocess.Ourstaff collectswhatweseeinthosetrendsandthenwediscussif ourproductcouldbeasolutionforanyofthosetrends.
Whatdoyouthinkisthenextbigstepintechnologyfor mortgageprofessionals?
ManypeopledonotknowthatIdevelopedthefirstpricing andunderwritingenginemanyyearsago.Non-profit lendersusedittoguardtheirclientsagainstpredatory lendersandlargehomeimprovementcompaniestoassist theirclientsinfinancingprojects.Ourgoalistomorph MortgageCurrentcyintoatechnologythatwillalloweven
anoviceoriginatortofindthecorrectsolutionsfortheir clientsquicklyandeasily,therebyreducingleakageand increasingprofits.
Whatisyourbusinessphilosophy?
Ifyoubelieveinit,jumpoffthatcliffwithoutaparachute andfighttosoar!Thismeanstakingacalculatedrisk,being smartaboutbusinessprinciples,andpayingattentiontothe details.Ifyoucancommittothat,andyoubelieveinwhat youareabouttodo,thentaketherisk.
Whatarethebiggestchallengesfacingmortgage brokers&what’syouradviceforovercomingthem? Mostbrokersstartasoriginatorsandthenbecomea broker/owner.Therolesarecompletelydifferent.Ifyou choosetobecomeabroker,youneedtogetsmartabout businessmetrics,regulatoryissues&compliance,andhow toscaleyourbusinesssuccessfully.Itisnotaseasyas originatingloansandrecruitingotherswhooriginateloans.
Ithinkalotofthe"easyloans"suchasstableW-2,great creditscoreborrowerswillbepickedoffbytechnology/call centeroperationsduetotheirabilitytomarketheavilyand reducethecosttotheconsumer Thismeansthatloan originatorswillneedtogetsmartaboutbuildingstrong relationshipswiththeconsumersintheircommunity,not justtherealestateagents.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Findyourownpathtosuccessandunderstandthatitmay notlooklikeothers!Wearealldifferentandthisdifference canhelpyoucreateanichethatyouarepassionateabout.
TriciaParkerfoundedMyCreditGuywiththesole
purposeofhelpingclientsqualifyformortgage, auto,andothertypesoffinancing.Hereffortshave lednotonlytospotlightsinsuchpublicationsastheWomen withVisionMagazinebutmoreimportantlymanyhappy clientsandconsumersthroughoutthecountry.
What’sacareerhighlightyou’remostproudof?
Forme,I'vefoundtruejoyincreatingacultureofgrowth andrespectwithinmyteam.MyCreditGuyisentirely merit-basedintermsofmanagementandpromotions.I'm veryproudtohavecreatedaworkenvironmentformyteam thatanybodywouldbeproudof.
Howhastechnologyevolvedandimprovedinthe mortgageindustryoverthepastdecade?
Forus,theevolutionandimplementationofarobustCRM andsupportingserviceshavemadeitpossibleforusto provideanamazingserviceonalargescaletoboth borrowersandouramazingreferralpartnerswhile maintainingthepersonaltouchesthatwe'vebecomeknown for
Whatisyourprocessfordevelopingnewservicesthat canbemostusefultothemortgageindustry?
Wekeepafingeronthepulseofwhat'snewandhelpfulto brokerssothatwecanconsistentlyfindwaysthatwecan integrateourtechnologywiththeirs.Wealsoareopentoall critiquesandcriticismsfromthecommunity.Beingableto lookatcriticismasawaytocreateimprovementinouruser experiencehasalwaysbeenacornerstoneofourbusiness.
Whatdoyouthinkisthenextbigstepintechnologyfor mortgageprofessionals?
CreatingasuperrobustCRMorcontinuingtobeefupyour CRMusingalltheadvantagesintechnologyavailableto youseemstobeagiftthatwillconsistentlykeepongiving. Itallowsyoutocreatepersonaltouchesbutalsogettime backtofocusonotheraspectsofyourbusiness.
Who(orwhat)hasshapedyourleadershipstyle?
RenéRodriguezandKhaiMcBridebothcoachedmepretty
shortlyafterweopenedthecompanyandhavebeen instrumentalinempoweringustocreatesystems.Theyboth pushedmeoutofmycomfortzonewhichwaskeyin transitioningfromanemployeetoanowner.Morerecently, I'vebeenworkingwithChristineBeckwithandheramazing team.
Whatisyourbusinessphilosophy?
Alwaysdotherightthingnomattertherewardorthecost.
Whatarethebiggestchallengesfacingmortgage brokersandwhat’syouradviceforovercomingthem?
Ithinkthebiggestchallengeformortgagebrokersislosing clientstobigtechcompanies.Mytwocentswouldbeto becomealoudpositivevoiceinyourcommunity There, youcancreateplatformstocontinuallyeducatefuture homeowners.
Ifyoucouldgobacktoyourfirstdayintheindustry, whatadvicewouldyougiveyourself?
Iwouldtellmyselftoenjoytherideabitmore.Iwasvery laser-focusedonsettinggoals,hittingthem,andresetting goals.Iwouldtellmyselfthatit'samarathon,notasprint andtoenjoymoreofthewinsalongtheway
The past year has been filled with a high degree of uncertainty within the mortgage industry in large part because of COVID-19 and its accelerating impact on the digitization of businesses. Many of our highlighted leaders have insights into what the future may look like and what it will take in order to capitalize on these opportunities.
“The industry is going digital and we have to embrace this technology while still providing a personal touch.”
- Adriana Bates, Owner, Sales Manager & Senior Mortgage Banker, Clear Mortgage
“I see the mortgage industry evolving into an integrated, electronic, and remote industry. This could have a real impact on the role of the real estate agent and will also impact how brokers source leads.”
- Cassie Schmalz, Managing Director of Compliance of Strategic Compliance Partners
“I used to be afraid of impending economic markets that caused us to change directions or even worse left us deconstructed and needing massive overhauling, but today I am a war torn veteran and I know no matter what we will be okay –we are resilient and we will find our way. We also have more ways to predict the future than ever and I rely heavily on those resources to help me guide my professionals.”
- Christine Beckwith, President & CEO of 20/20 Vision for Success Coaching and Consulting
“The pandemic forced everyone to rethink how to run their business. There is now a heightened demand for all things digital: content, engagement, and experiences. Brokers will be called to further leverage new marketing strategies and tactics that improve productivity, increase scalability, and provide memorable customer interactions. Brokers have long been at the forefront of overcoming challenges and are more poised than ever to tackle whatever comes next.”
- Katie Sweeney, CEO of AIME
“It is inevitable that rates will increase at some point. When that happens, there will be a natural exodus of many retail and broker loan officers who didn't build their businesses to last. And, as we've seen in the past those left standing will continue to serve consumers just as we always have. I think that technology will evolve further and play an even larger role in the home loan process but that most consumers will still want and need an experienced Loan Officer to guide them through it.”
- Jamie Cavanaugh, CEO of Amerifund Home Loans, Inc.
“Artificial Intelligence and Machine Learning will play a bigger role. It will help sort and evaluate borrower information. You will be able to ask Siri or Alexa for Mortgages via voice search as a common practice. Blockchain will be in this industry in the future. A major benefit is it can help speed up the approval process. Once all parties are working off the blockchain, mortgage approvals would take days instead of weeks.”
- Rosa Romaine, Chief Operations Officer of leadPops
“I think that the mortgage industry is going to become heavily automated, but it is never going to lose the sense of people wanting an actual person to help with the process. So it’s extremely important that we are all evolving with the times by implementing technology, using video and being relevant on social media and building your reputation.”
- Skylar Welch, Branch Manager of Maine Pointe Lending
“Technology will continue to improve the borrower experience and our families will require both a smooth digital process and the ability to communicate how they decide. I think video will continue to grow and a full electronic remote closing will be here in the near future.”
- Laura Brandao, President of AFR Wholesale
“I think that automation, robots, and systems will continue to evolve and improve. I believe personal touches will become more rare. Keeping personal touches as an integral part of business and will be the difference between good loan originators and great loan originators.”
- Michelle Dugan, Broker Owner of MS Lending LLC
“Easy loans will be picked off by technology or call center operations and loan originators will need to get smart about building strong relationships with the consumers in their community.”
- Tammy Butler, Owner/Publisher of Mortgage Currentcy
“I believe it's going to be an evolve or die atmosphere. Those who embrace technology while still maintaining excellent communication and user experience will have great success.”
- Tricia Parker, CoFounder and Chief Operating Officer of My Credit Guy
“In the future, I think the mortgage industry will evolve to have more automation and faster closings.”
- Melanie Walburg, Broker Owner of Destiny Mortgage Lending
“I see it becoming more user friendly and tech savvy. This is why systems are so important in my business. I need to make the process smooth and easy”
- Stacy Catmull, Altius Mortgage
- Hillary Anne, Senior Vice President of Sales of Verse.io
“Hopefully, the rise of the broker is coming. Look out big banks!”
