Maximizing Your Referral Database: Strategies to Boost Business and Build Stronger Connections
By Eric Winblad, Executive Vice President
Introduction:
In the competitive world of mortgage lending, effectively leveraging your referral database can be a game-changer. Your referral network is a goldmine of potential leads, trusted relationships, and growth opportunities. However, turning this valuable asset into tangible results requires a strategic approach. Here is a step-by-step strategy for mortgage loan originators to harness their referral database to drive success and build lasting connections.
1. Segment Your Database for Targeted Outreach. Not all referrals are created equal. Start by sorting your database by criteria such as past interactions, referral sources, and client needs. This allows you to tailor communication and offers to specific groups, increasing the relevance and effectiveness of your outreach efforts. For example, create segments for real estate agents, past clients, financial advisors, and other key partners.
2. Nurture Relationships Through Consistent Communication. Maintaining regular contact with your referral sources is crucial. Develop a communication plan that includes periodic updates, valuable content, and personalized messages, whether through monthly newsletters, tailored emails, or even handwritten notes. By staying top-of-mind, you ensure that your contacts think of you first when a referral opportunity arises.
3. Provide Value with Educational Content. Position yourself as a knowledgeable resource by sharing educational content with your referral network. Offer insights on market trends, mortgage products, and financial planning. Host webinars, create blog posts, or send out informative newsletters. Providing value helps build trust and reinforces your expertise, making your referral sources more likely to recommend you.
4. Show Appreciation and Recognition. Acknowledge and appreciate your referral sources for their support. Implement a recognition program that includes thank-you notes, small gifts, or even special events. Recognizing their efforts not only strengthens your relationships but also encourages continued referrals. Consider hosting an annual appreciation event or providing exclusive updates and offers to your top referrers.
5. Leverage Technology and CRM Systems. Utilize a Customer Relationship Management (CRM) system to track interactions, manage referrals, and streamline communication. A well-organized CRM can help you set reminders for follow-ups, track referral sources, and analyze the effectiveness of your strategies. Automate certain processes to ensure no opportunity slips through the cracks.
6. Collaborate on Joint Marketing Efforts. Partner with your referral sources for joint marketing initiatives. Co-host webinars or workshops, create co-branded content, or collaborate on community events. These efforts not only strengthen your relationships but also expand your reach and visibility. Joint marketing can be a powerful tool to attract new clients and build credibility in your market.
7. Solicit Feedback and Adjust Your Approach. Regularly seek feedback from your referral sources about their experience working with you. This can provide valuable insights into what’s working well and where improvements are needed. Use this feedback to refine your approach, address any concerns, and enhance your overall referral strategy.
8. Track and Measure Your Results. Monitor the performance of your referral strategies to determine their effectiveness. Track key metrics such as the number of referrals received, conversion rates, and the quality of leads. Analyzing these results helps you identify successful tactics and areas for improvement, allowing you to continuously refine your approach.
Effectively utilizing your referral database requires a combination of strategic planning, consistent communication, and relationship-building. By sorting your database, nurturing relationships, providing value, and leveraging technology, you can turn your referral network into a powerful engine for growth. Show appreciation, collaborate on marketing efforts, and continuously seek feedback to ensure your referral strategy remains effective and impactful.
Ready for you. We have a fantastic marketing department with many free and low-cost tools and resources. Keep a look out for emails from Ashlee Buckley for upcoming training. You can also visit: https://afncenter.com/ hotmarketing/ for some of our latest and greatest marketing content. Just a reminder that ALL forms of marketingblogs, emails, podcasts, print materials, radio spots, social media, etc.- require prior approval from the AFN Compliance and Legal Department.
Coming Soon: We are thrilled to announce the upcoming launch of our interactive debt consolidation campaign, designed specifically to enhance your connection with borrowers and empower them to take charge of their financial futures. This innovative campaign will offer clients an engaging experience through tools, personalized assessments, and educational resources that clearly demonstrate the benefits of debt consolidation. Get ready to leverage this campaign to deepen client relationships, showcase your expertise, and drive more conversions. Stay tuned for more details on how you can actively participate in and benefit from this exciting new initiative!
Take Action: Pick up your phone! Start implementing these strategies today to enhance your referral efforts and drive your business forward. Your referral database is a valuable asset—treat it as such, and watch your success soar.
A warm welcome to those who joined Team AFN in July, August & September 2024.
Aaron Pelarske
Branch Manager/LOA
Acaia Mayfield
Branch Marketing Manager
Akia Shaw
Chantell Lunford
Charlestine Webb
Cheryl Rubenzer
Giovanni Evangelista
Gip Gipson
Gregory Pugh
Al Sadler
Loan Officer Loan Officer
Alex Alpe
Loan Officer Assistant
Alex Flores
Allyson Miller
Andrew Smith
Angela Atkinson
Angelica Catacutan
Angelique Brown
Angelito Cleofe Moreno
Aras Bademci
Ariel Harmon
Austin Hood
Transitional
Bear Stoll
Brian Slodki
Brooke Stoetzel
Bryan Duarte
Bryan Miltenberger
Branch Manager/LOA
Chris White
Christopher Frier
Cindy Martin
Connie Cliche
Danny Terry
David Jenkins
Daymara Flores
Deryll Diaz
Dian Vanderwell
Drew Massey
Dustin Geiger
Dylan Slayton
Ella Biag Bodoso
Eric Otfinoski
Estylin Harrison
Fred Elflein
Gerson Hernandez Landford
Hailey Castillo
Haley Marti
Heather Albright
Howard York
Indalia Chaidez
Irma Zuluaga
Jackie Dose
James Chambers
James Earley
James Sommers
Jared Packard
Javier Mozca
Jessica Hassell
JJ Peterson
John Shirvani
John Titone
Jorge Vazquez
Trailing Docs Scanner
A warm welcome to those who joined Team AFN in July, August & September 2024.
Joseph Wishnick
Joshua Grimmer
Joshua Moore
Karen Gowin
Karl Armbruster
Ken Dupan
Kenneth Levengood
Kevin Small
Koreena Cucalon
Lakeisha Braxton
Latoya Dotson
Lisa Eilers
Liz Rivera
Lloyd Grant
Logan Kidwell
Luis Ruffinelli
Marcus Hills
Marilyn Camp
Mark Gaeta
Mark Hingle
Marlon Brooks
Mary Gale
Melissa Leonardini
Melissa Suarez
Melissa Van Nest
Michael Jacobs
Michael Lebrun
Michele Krumpos
Minaaz Bibi
MJ Benner
Mobin Hossain
Nicole St Marie
Nicole Ulicny
Nodia Haskins
Peggy Hines
Qiana Weaver
Quan Johnson
Rachel Carmichael
Raymond Beamesderfer
Rhonda Gailey
RJ Vora
Sarah Cook
Underwriting Manager Branch Manager/LOA
Sarah Edwards
Sarah Power
Shawnae Baker
Shenaya Blades
Steck Steckel
Stephanie Aggazzotti
Taylor Olbrantz
Tejaswini Pharande
Telisa Orr
Teresa Vaughn
Tiffany Brown
Tina Mulligan
Tommy Carter
Treena David-Chirico
Trina Curry
William Pulido
William Smith
Ydelis Santana
July 2024 Production
1,217 Units for $454,203,963 Total Banked & Brokered
Retail Banked 647 units for $220,450,301
Wholesale Orion Lending finished at 497 units for $201,741,115
Total Banked for all: 1,114 units for $422,191,416
Retail Brokered Out Another 73 units for $32,012,547
Top 10 Branches In-House by Volume LendPro 17 units for $10,728,583
Burlington 42 units for $10,702,026
Landmark Mortgage Planners 29 units for $8,395,952
The Monroe Group 33 units for $7,719,838
New Millennium 29 units for $7,164,575
The Irvine Branch 15 units for $5,923,000
Top 5 Retail Divisions
Northeast Division
443 units for $139,721,369 AC Division 17 units for $10,728,583
Southwest Division 29 units for $10,340,679 Patriot Division 63 units for $23,303,752
Winblad Division 17 units for $6,347,877
Camelback - Phoenix 15 units for $5,834,993
TruLoan - Charlotte 12 units for $5,729,751 Plano 15 units for $5,849,161
Mortgage Insiders 9 units for $5,582,381
Top 10 Branches In-House by Volume
Claudia Spaulding
Retail
Retail
Retail Joseph Lose/John Bruno
Retail
Turner
Fritz Reichardt/Rob Ziebart
Cynthia Urbano/Jennifer Jurs
Retail
Sam Rumi
Direct
Daniel Munoz/Jacob Emmel
Damian Feller Traditional Retail
Christopher Wise Traditional Retail
Brian Cushing/Shane Mcgraw
Traditional Retail
1,171 Units for $425,123,248
Total Banked & Brokered
Top 10 Branches In-House by Volume
Burlington 48 units for $14,235,752
New Millennium 39 units for $9,523,335
The Monroe Group 16 units for $8,118,564
Landmark Mortgage Planners 28 units for $8,094,973
Retail Banked 581 units for $194,950,759
Wholesale Orion Lending finished at 498 units for $198,778,013
Total Banked for all: 1,079 units for $393,728,772
LendPro 12 units for $7,037,762
Pinellas 14 units for $5,714,960
TruLoan - Charlotte 13 units for $5,527,966
Downey 9 units for $4,913,953
Eagle Branch 14 units for $4,364,060
Plano 9 units for $4,328,431
Top 5 Retail Divisions
Northeast Division
426 units for $134,297,107
Top 10 Branches In-House by Volume
Urbano/Jennifer Jurs
Joseph Lose/John Bruno Traditional Retail Jason Turner
Southwest Division 18 units for $7,852,936
AC Division 12 units for $7,037,762
Patriot Division 46 units for $14,461,659 SE Division 18 units for $6,153,012
Fritz Reichardt/Rob Ziebart
Claudia Spaulding
Cory Jeffries
Christopher Wise
Andrew Ascencio
Courtney Lalonde
Daniel Munoz/Jacob Emmel
2024 Production
919 Units for $381,548,816
Total Banked & Brokered
Top 10 Branches In-House by Volume
Burlington 39 units for $10,706,726
The Monroe Group 33 units for $10,144,957
Plano 20 units for $8,316,813
Landmark Mortgage Planners 26 units for $6,812,111
Retail Banked 515 units for $174,324,106
Wholesale Orion Lending finished at 418 units for $182,503,354
Total Banked for all: 933 units for $357,827,460
The Irvine Branch 16 units for $6,588,251
New Millennium 24 units for $5,781,675
Northern Arizona 13 units for $5,387,325
Downey 9 units for $5,352,139
Team U Mortgage 7 units for $4,957,481
Smiley Region 11 units for $4,427,452
Top 5 Retail Divisions
Northeast Division
378 units for $124,093,473
Patriot Division
38 units for $13,883,989
Southwest Division
33 units for $11,810,549
Ascencio Division
9 units for $5,352,139
Utah Division
12 units for $4,381,252
Top 10 Branch Managers In-House by Volume
Joseph Lose/John Bruno
Traditional Retail
Jason Turner Traditional Retail
Daniel Munoz/Jacob Emmel
Traditional Retail
Fritz Reichardt/Rob Ziebart
Traditional Retail
Sam Rumi
Consumer Direct
Cynthia Urbano/Jennifer Jurs
Traditional Retail
Travis Bredeson
Traditional Retail
Hector Estrada
Traditional Retail
Hirsch Unger/David Ungar
Traditional Retail
Sean Smiley
Traditional Retail
Top Loan Officers by Volume
Brett Labadie
Jacob Emmel
Travis Bredeson
John Bruno
John Moore
Juliet Ford
Zachary Prairie
Hector Estrada
Sam Rumi
Jennifer Jurs
President’s Club 2024 Standings
as of September
Top Loan Officers by Units
Sarah Ellis
Amna Quraishi
Joseph Lose
Anthony Cerulli
Sue Albritton
Patty Seagrave
Jesus Cruz
Tim Prindle
Eric Remy
Benjamin Gheliuc
Casey Phillips
Kylie Queen
Brian Cushing
Top Processors by Scorecard
Canella Kumke
Jessica Phongsymay
Top Underwriters by Scorecard
Kristi Suarez
Richard Wood
Top Closers/Funders by Scorecard
Brenda D'Andrea
Sarah Maine
Top Division Manager
John D'Onofrio
Matthew Schultz Northeast Division 1
Top Branch Managers by Volume
Joseph Lose / John Bruno
Consumer Direct
Cynthia Urbano / Jennifer Jurs
Traditional Retail
Jason Turner
Traditional Retail
Fritz Reichardt / Robert Ziebart
Traditional Retail
Andrew Ascencio
Traditional Retail
Top Branch Managers by Units
Tommy Carter
Traditional Retail
Sarah Ellis
Traditional Retail
Courtney Lalonde
Traditional Retail
4
Patricia Seagrave
Traditional Retail
Cory Jeffries
Traditional Retail
Top Regional
Brian Eller / Ryan Sloper
Brian Eller / Ryan Sloper Region
LOAN OFFICERS:
Limiting factor: Experience.com scores at or above 4.9 average
•Retail: Top 10 Loan Officers by Volume (must be individual, not teams)
•Retail: Top 10 by Units (must be individual, not teams)
Referral Desk excluded. | Do not include duplicates.
BRANCH MANAGERS:
Limiting factor: of positive branch cumulative and YTD PNL
•Retail: Top 5 branches by Units and Volume
Referral Desk excluded. | Do not include duplicates.
DIVISION MANAGER:
•Over $600 Million per year OR 1 most profitable YTD
- No exclusions for recruited branches, closed branches, etc.- straight front end PNL combination
OPERATIONS PERSONNEL:
•Top 2 Underwriters by Score Card
•Top 2 Processors by Score Card
•Top 2 Closers by Score Card
• Top 2 Discretionary for other departments
Introducing the Rate Alert Tool
Boost your business with the Rate Alert Tool. Keep clients engaged and drive more deals with automated rate alerts. Offer timely refinancing and debt consolidation opportunities while saving time on manual tracking. Stay ahead, close more, and grow your pipeline effortlessly!
Why Use the Rate Alert Tool?
Proactive Client Engagement
Automated Client Outreach
The tool can automatically notify clients when rates reach certain levels, enabling LOs to offer timely advice on refinancing, purchasing, or locking in rates.
Improves Client Retention
By providing proactive updates, LOs can strengthen relationships with clients, keeping them engaged over the long term.
Helps with Debt Consolidation and Refinancing
Targeted Refinancing Options
By setting alerts for rates that support better refinancing or debt consolidation, LOs can present clients with opportunities to lower monthly payments or pay off debts faster.
Builds Refinancing Pipelines
The tool helps LOs identify when clients are eligible for better terms, leading to a steady flow of refinancing opportunities.
Enhanced Productivity
Automated Monitoring
Instead of manually tracking rates, the tool automatically handles this task, freeing up the LO’s time to focus on client consultations and closing more deals.
Efficient Lead Generation
By setting rate targets, LOs can automatically identify new opportunities for refinancing or debt consolidation, making their workflow more efficient.
Learn How to Set Up a Rate Alert
This tool is available in Optimal Blue to automatically notify you when rates reach key levels for refinancing, purchasing or locking in rates.
Introducing the Rate Alert Tool
There are several Optimal Blue enhancements set to be released the first week of November. Due to these upcoming changes, any Optimal Blue Rate Alert created now through November 1st, 2024 will need to be recreated once the updates have been released.
Boost your business with the Rate Alert Tool Keep clients engaged and drive more deals with automated rate alerts. Offer timely refinancing and debt consolidation opportunities while saving time on manual tracking. Stay ahead, close more, and grow your pipeline effortlessly!
How to Set Up a Rate Alert
Login to Optimal Blue. Then go to the Pipeline tab at the top.
Click the Rate Alert icon for the desired loan. To add a Rate Alert, the loan must be in Prospect (or Registered) status. It cannot be in Locked or Lock pending status.
Complete the Rate Alert Configuration settings, including the Email Signature/Salutation section. The system copies the email signature into subsequent alerts.
If the alert target rate and price becomes available, the system sends an email to you and to the consumer (if you entered the Borrower Email in the Rate Alert Configuration section).
Monitoring IL Anti-Predatory Lending Registration
Loan Officer | Encompass Newsflash #522
To ensure that we remain in compliance with IL Anti-Predatory Lending registration requirements, the Branch Relations Department will begin to monitor loans that have not been registered on the IL Anti-Predatory Lending Database after the 7th business day from Application Date.
As a friendly reminder, Illinois loans originated in Cook, Will, Peoria, or Kane county must be registered on the IL AntiPredatory Lending Database within 10 business days of the initial application date.
The assigned Loan Officer on file is the only person who is allowed to register the loan on the IL APLD website. For logins to the IL APLD website, please contact helpdesk@afncorp.com.
The BRCs will begin to reach out to Loan Officers via email starting on the 7th business day from Application Date reminding them to register the loan on the IL APLD website. Follow up emails will be sent until the 10th business day from Application Date.
Once registered, Loan Officers are required to upload the IL APLD Registration to the “Disclosures – IL APLD Registration” placeholder in the eFolder. Once the document is uploaded, the loan will fall off the BRC’s report.
Loans that are not registered within the 10 business day time frame, may be subject to re-origination or affect branch P&L due to secondary market scratch and dent selling.
A personalized presentation tool to enhance your borrower experience and streamline your debt consolidation presentations
• Custom Presentations: Create quick, personalized Debt Consolidation presentations for your borrowers in just a few clicks.
• Interactive & Real-Time: Make any edits—add or remove debt, update LTV, or include cash-in-hand— and see real-time calculations instantly!
• Analyze Borrower Benefit: Easily determine if a borrower would benefit from debt consolidation.
• Easy to Share: LOs can send the interactive presentation directly to borrowers via email through SNAP LO.
• Borrower Access: Borrowers can easily view the interactive presentation through the SNAP Borrower Portal, or access a PDF version attached to the email.
Congratulations to our July winner: Kristi Suarez
Congratulations to our August winner: Aimee Tubbs
Congratulations to our September winner: Debra Sweatt
Awarded to: Reese Adams, Encompass Administrator
I want to give a special thanks to Reese, who went the extra mile to help with the technical situation. Reese even stayed on after hours at the end of the day, showing true dedication when most might have waited until the next day.
GIVEN BY: STEVE RODGERS, BRANCH MANAGER
Awarded to: Sara Thompson, Product Manager
The team was having a bit of a hard time understanding the difference between non-QM and investor cash flow products and I suggested that we add a quick guide to command center, and Sara jumped all over it having a completed and added to command center before the end of the day! Great Job!
GIVEN BY: ALBERTO CRUZ, DIVISION MANAGER
Awarded to: Frank Colosa, Assistant Production Manager
Frank always responds to my TEAM'S product questions in the most timely manner and directs them to where questions can be answered. Frank is a solid asset and we are very thankful for having him as a trustworthy outlet.
GIVEN BY: SEAN PATRICK, REGIONAL BRANCH MANAGER
Awarded to: Kristyn Downey, Closer
Kristyn is wonderful! She is professional, knowledgeable, communicative and prompt. We are so lucky to have her as our closer and appreciate all that she does for us as branch to help with a seamless ending to the loan process for our borrowers! :)
GIVEN BY: AMY HART, LOAN PROCESSOR
Awarded to: Kaz Kogawa, Sr. Developer
When I work on a project that I know Kaz will support, I'm always pleased. Kaz is very gracious with the ever-changing requirements. Kaz always has good questions about the requirements and offers great suggestions. He has created helpful tools for testing his code and is in the process of doing that once again for our current project. Kaz understands complex scenarios and quickly can get to the issues and resolves items with ease. We have a lot of great people at AFN, but Kaz really is an example of excellence in all that he does. Props to Kaz for being a great addition to our IT team!
GIVEN BY: JENNIFER LOPEZ, LEAD BUSINESS SYSTEM ANALYST
AFN PROPS
Give Props Now!
Thank you for participating and sharing your appreciation for your fellow Team AFN members. We encourage you to keep submitting props for your co-workers! Below are just a few that were submitted in July, August and September.
Awarded to: Amanda Mcferon, Underwriter
Amanda is wonderful to work with. Her knowledge and communication are most helpful in completing loans smoothly. She is a wonderful addition to AFN - we are so glad to have you on our team Amanda!
GIVEN BY: AMY HART, LOAN PROCESSOR
Awarded to: Aimee Tubbs, Underwriter
Aimee is a rockstar! Thank you for going above and beyond to get a condition cleared up with an investor, it made everyone's day and saved the deal!
GIVEN BY: NASIM TOURIGNY, VP OF UNDERWRITING
Awarded to: Raul Esparza, Branch Relations Manager
Raul can't get enough props. Raul is always quick on my tasks and communicates clearly. It's been countless times that I should have given props before.
GIVEN BY: STEVE RODGERS, BRANCH MANAGER
Awarded to: Hanz Lucero, Sr Graphic Designer
Hanz assisted me with a new social media post. He did a great job and his work is much appreciated!
GIVEN BY: CHRISTOPHER FRIER, LOAN OFFICER
Awarded to: Laiza Estrada, Disclosure Desk
Laiza is amazing, she is always willing to assist especially when the requests are wrong on my end.
GIVEN BY: BLANCA OLIVA, PROCESSOR
I have worked with Tommy for years, and he continues to provide exceptional service! Tommy guides me through the ever-evolving, highly complex, and stressful mortgage approval process with his calm, supportive directions, suggestions, and answers. I trust Tommy implicitly and will always recommend him to friends who are seeking a new or refinanced mortgage!
Sonia and everyone was so nice went above and beyond to make sure we got what we wanted, provided all the details and left the door open for questions
Our family would like to say huge huge Thanks to our loan Officer Samuel He is really very professional and knows his stuff. I highly recommend Samuel. Thanks again for your support, help and another guarantee of a dream come true
Theresa was very professional. Always answered the phone and always had an answer. Took care of making the whole loan process easy and painless. Already have recommended her to anyone I have bumped into that might be looking to buy a house in the near future. Amazing job. Thank you
Vicki is a hands-on partner during the whole process. Available for questions and advice. I’ve partnered with Vicki twice and look forward to many more transactions together.
SONIA GUTIERREZ NEW MILLENNIUM MORTGAGE
THERESA SWIFT GROVE OK
VICKIE LASHER BOOST MORTGAGE GROUP
TOMMY THOMPKINS ATHENS VIRTUAL
SAMUEL ARY NEW CHAPTER MORTGAGE
Experience.com Leaderboards
Zachary Prairie
New Millennium Mortgage Avg Score: 5 | Reviews: 7
Brett Labadie
The Monroe Group
Avg Score: 4.91 | Reviews: 11
Kylie Queen
Camelback-Phoenix
Avg Score: 5 | Reviews: 6
Casey Phillips Phillips Home Loans Avg Score: 5 | Reviews: 6
Julie Waldron
Skokie
Avg Score: 5 | Reviews: 5
Brett Labadie
The Monroe Group
Avg Score: 4.98 | Reviews: 11
Samuel Ary
New Chapter Mortgage
Avg Score: 5.00 | Reviews: 7
Edward Walkowiak
New Era
Avg Score: 5.00 | Reviews: 5
Patricia Seagrave
Seagrave Mortgage
Avg Score: 4.96 | Reviews: 8
Sue Albritton
Landmark Mortgage Planners
Avg Score: 4.89 | Reviews: 9
Juliet Ford
Virginia Mortgage
Score: 5.00 | Reviews: 5
Brett Labadie The Monroe Group
Score: 5.00 | Reviews: 12
Zachary Prairie
5 |
Samuel Ary
New Chapter Mortgage
Score: 5.00 | Reviews: 8
Tim Prindle
MGM Cedar City Avg Score: 5 | Reviews: 7
Ben Gheliuc
Boost Mortgage Group
Avg Score: 5 | Reviews: 5
Angela Dulla
New Millennium Mortgage
Avg Score: 5 | Reviews: 5
Matthew Williams
LendPro
Avg Score: 4.87 | Reviews: 8
Tim Prindle
MGM Cedar City
Avg Score: 5 | Reviews: 5
Tyler Moore
Moore Lending
Avg Score: 4.90 | Reviews: 5
Jennifer Jurs
New Millennium
Score: 4.90 | Reviews: 8
Sam Rumi
The Irvine Branch
Avg Score: 4.88 | Reviews: 7
John Bruno
Burlington
Avg Score: 4.94 | Reviews: 6
Courtney McCarthy
Concord Virtual
Avg Score: 4.00 | Reviews: 5
Joseph Savino
Lockport
Avg Score: 4.00 | Reviews: 5
Jennifer Jurs
New Millennium Avg Score: 4.98 | Reviews: 7
Brittney Wood
Hillsborough
Avg Score: 5.00 | Reviews: 5
Travis Bredeson
Northern Arizona
Avg Score: 4.95 | Reviews: 7
John Bruno
Burlington
Avg Score: 5.00 | Reviews: 5
Enrique Fonseca
GWC
Avg Score: 5.00 | Reviews: 5
The Fed Cut Rates by 0.50%
The Fed has announced a 0.50% rate cut. To help your borrowers take advantage, we've created a marketing package to quickly inform clients about the potential savings and benefits.
Available in Social Coach Library under Mortgage News. Find flyers and emails in iConnect with keyword "Rate Drop 2024."
Download Social Posts AFN iConnect
Max Seller Concession Cheat Sheet for Realtors
Share this seller concession chart with your real estate agents to help them understand the maximum seller concessions for each loan type.
Find flyers and emails in iConnect with keyword "Seller Concessions 2024."
A free and easy to use social media platform is available to AFN Loan Officers to help you manage your social media pages. Gain access to AFN content that automatically posts to your pages and keeps your social feeds full!
Don't miss this opportunity to stand out on your social feeds.
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The weekly content email no longer includes content suggestions as all content will be accessible in the Social Coach library and campaigns. If you do not have a Social Coach account or need help connecting your social media profiles, please reach out to marketing@afncorp.com Explore our training page for comprehensive details on how Social Coach will seamlessly deliver all the familiar content you've come to expect directly to you. Social Coach Trainings
Taxes 2025: What to Expect
By Leonard Kupersmith, Divisional Controller, NE Division | October 2024
Adapting and Overcoming:
BUILDING RESILIENCE IN TOUGH ECONOMIC TIMES
By Lenny Kupersmith, Divisional Controller | September 2023
The landscape of personal taxation in the United States is poised for significant changes in 2025, primarily due to the expiration of key provisions from the Tax Cuts and Jobs Act (TCJA) enacted in 2017. As these provisions sunset, taxpayers will need to prepare for potential increases in their tax liabilities and adjustments in their financial planning strategies.
Overview of the TCJA and Its Expiration
The mortgage industry can be a fickle business, with fluctuating interest rates, changing regulations, and unpredictable economic conditions. However, one thing that has remained constant over the years is the need for resilience in the face of adversity. In times of economic downturn, the mortgage industry has proven time and time again that it can weather the storm and emerge stronger on the other side.
The TCJA introduced substantial changes to the federal tax code, including reductions in individual income tax rates, an increase in the standard deduction, and modifications to various tax credits and deductions. These changes were designed to stimulate economic growth but are set to expire at the end of 2025 unless Congress takes action to extend or modify them.
Key Provisions Set to Expire
One of the key factors that contributes to resilience in the mortgage industry is a focus on risk management. Lenders who can identify and mitigate risks early on are better positioned to weather economic downturns. This means conducting thorough due diligence on potential borrowers, carefully evaluating the value of collateral, and maintaining a diversified portfolio of loans.
1. Individual Income Tax Rates: The TCJA lowered tax rates across several brackets, with rates set at 10%, 12%, 22%, 24%, 32%, 35%, and 37%. After 2025, these rates will revert to pre-TCJA levels, which could result in higher tax bills for many individuals and families.
Another important aspect of resilience in the mortgage industry is a commitment to customer service. During an economic downturn, borrowers may be struggling to make their mortgage payments, and lenders who are able to work with them to find solutions are more likely to retain their business in the long run. This may involve offering forbearance or loan modifications, or simply being responsive and communicative with borrowers who are experiencing financial difficulties.
2. Standard Deduction: The standard deduction was significantly increased under the TCJA, allowing taxpayers to deduct $12,550 for single filers and $25,100 for married couples filing jointly in 2021. This deduction is also set to revert to lower levels, which could affect the taxable income of many households.
Finally, a willingness to adapt and innovate is critical for resilience in the mortgage industry. As economic conditions change, lenders must be able to pivot their strategies and offerings to meet the evolving needs of borrowers. This may involve developing new loan products, leveraging technology to streamline processes and improve efficiency, or exploring alternative sources of funding.
3. Child Tax Credit: The enhanced Child Tax Credit, which provided up to $2,000 per qualifying child, is also scheduled to revert to its previous form, potentially reducing the financial support for families with children.
Overall, resilience in the mortgage industry during an economic downturn requires a combination of risk management, customer service, and adaptability. Lenders who can embody these qualities are more likely to emerge from challenging economic conditions with their businesses intact and their customers satisfied.
4. Other Deductions and Credits: Various other tax benefits, including those related to mortgage interest and state and local tax deductions, may also see changes that could impact taxpayers differently based on their financial situations.
Implications for Taxpayers
The expiration of these provisions will have several implications for taxpayers:
Increased Tax Liabilities
Many taxpayers will likely face increased tax liabilities as rates rise and deductions decrease. This could lead to a higher effective tax rate for middle-income earners, who benefited significantly from the TCJA's provisions.
Financial Planning Adjustments
Taxpayers will need to reassess their financial planning strategies in light of these changes. This may include:
• Adjusting Withholding: Individuals may need to adjust their tax withholding to account for potential increases in tax liabilities.
• Reevaluating Investments: Changes in tax rates could influence investment decisions, particularly for those in higher tax brackets.
• Planning for Deductions: Taxpayers should consider the timing of deductible expenses, such as charitable contributions or medical expenses, to maximize their tax benefits before the changes take effect.
Potential Legislative Changes
While the expiration of the TCJA provisions is set for 2025, there is always the possibility of legislative action to extend or modify these provisions. Taxpayers should stay informed about potential changes and consider how they might impact their financial situations.
Conclusion
As 2025 approaches, the personal tax landscape in the United States is expected to undergo significant changes due to the expiration of key provisions from the TCJA. Taxpayers should prepare for potential increases in their tax liabilities and consider adjusting their financial strategies accordingly. Staying informed about legislative developments will be crucial in navigating the evolving tax environment.
Congratulations to those with an AFN Anniversary in August!
ADAM LEAL
AMARIS COSTA
AMY HESS
ARMANDO RODRIGUEZ
BECKY HERNDON
CLAUDIA SANCHEZ
DON-LAURENTIO DOVINH
EVA CHETTO
GEORGE FRANKLIN
CHARLES SPARKS
CRIS OCLARIT
CRISS WHITE
DEAN DIBASSIE
JEANNE SCHWENCK
GLADYS CAPARRATTO
GULMIRA SHAISLAMOVA
HALEY LASHER
HANH DUONG
HANNAH NELSON
ILIANA PEREZ NEGRON
JILL BARNES
JIM THIEL
JOHN FISCHER
JEANNETTE FUENTES
JOSE BUGARIN
KRISTIN CHRISTIAN
LAKSHMI PRASANNA CHADALA
SARAH ELLIS
JOHN KRAMER
JOHN SMITH
LEANN DE LA CRUZ
LYNN NELSON
MADDALENA SANTINO
MARIO PIERCE
NANCY CONNORS
RYAN PRISCO
SHANNON SMITH-WOOD
SARAH WOOTEN
STEPHANIE SISSON
THERESA SWIFT
TOMASINA TATTERSON
VICKIE LASHER
ALEX ARAOZ
ANNE THIEU
CLAUDIA SPAULDING
COY SARELL
DANIELLE STILLEY
JARED GREAGER
JERALYN MAGTANG
JOSEPH NICOLAS
JUSTINE RICE
KRISSIE CARPENA
SEAN ADAMS
BRITTANY ELEFTHERIOU
CHRISTINA MAINE
DEANNA ASHTON
JAIME INGRAM
JEFF PENNINGTON
JOEL DUARTE
LUANNA LIMA
MICHELE SAVINO
CHARLES BACHMANN
JD TORRES
PATRICIA ARAYA ESTAY
RASHEE KALCK
SARA SERRANO
TAWNIE JONES
VICTOR FLORES
LARAH MANALO MIGUEL FLORES
Six Years
CHRISTOPHER ULDRICKS
KRISTINA HAYES
KRISTYN DOWNEY
TIM MILLER
ANNIE ORTIZ
GARY THOMPKINS
Eight Years
FRANCIS COLOSA HEATHER LARSON
Nine Years
LARRY THOMPSON MITCHELL WEST
STUART FEINBERG
SUSAN DANIELS
Ten Years
ANDREW ASCENCIO CHRISTOPHER JOLLIFF
Fourteen Years
JOSEPH MORGAN
Fifteen Years
DEBRA SHERMAN
Congratulations to those with an AFN Anniversary in September!
ALAN CIPOLLETTI
BLANCA OLIVA
CHRIS DUBOIS
DANA WATTIGNEY
DANIELLE KREAMER
JIM CLICHE
LEXI BIANCHINI
LUCIA LATHAM
MARCIA STEED
MARK RIMENSBERGER
MARLY RAYMONDO
MICHELLE THOMPSON
PAMELA DREW
SANDRA J BURAS
SHYANNE BOLAND-LLOYD
SYDNEY WILLIAMS
TAMIKA MELETTE
VINCENT DELLA VELLA
CHAD WELLS
CHHENG QUACH
JOHNANTHONY BRUNO
ROB RIBAR TORI WILLIAMS
JAN RIVAS
MATHEW ASTENGO
VIVIAN NGUYEN
ANNMARIE DELIA
ASHTON DANESH
CHRISTINA NUGENT
DAVE HECHT
DAVID UNGAR
ELLAI OCLIAZO
EMELLY DE LEON
GARY GOSHERT
HIRSCH UNGAR
JESSICA TARRIELA
JONA TABLAN
JONATHAN THECKSTON
LONPER PALERMO
MAYRA CALDERON
NOEMI PEREZ
PRABHA SETHU
ROSEMARIE FRIGERIO
STEPHEN FREDERICKSEN
TIFFANY ALFARONE
Nine Years
DEBORAH ARMSTRONG
GAIL ISHIKAWA
KATHREN ROSALES
PAIGE GIFFORD
Ten Years
GABRIELA GODINEZ
NAKIA AGUIRRE
Six Years
ANGELINE EMMEL
CECILIA RUIZ
DAVID TYLER
DEBRA SWEATT
MICHELLE BOBBITT
Eleven Years
JOMARI MAMARADLO
JOSHUA MONTANO
Twelve Years
EDWARD CHANG
DAMIAN FELLER
DEBORAH LOVETT
MATTHEW FIELDS
ROBERT DANESH
SCOTT DAVIS
TERESA RIGBY
TIMOTHY HEALEA
Eight Years
AIDA LOPEZ
JOHN DONOFRIO
MATTHEW SCHULTZ
RICHARD WOOD
SARAH MAINE
Fourteen Years
MICHAEL VAVERKA
ALEX ASCENCIO
ALEX ROSALES
JOHN LANE Fifteen Years
ALEX COLE
ARMIN VAZIRI
BRITTANY PALMER
ED VERDEROSE
ERICA HARPER
HOLLIE GRIFFIN
AARON FISHER
JOHN HARDY
JON ERIC DE WINDT
Congratulations to those with an AFN Anniversary in October!
HOOMAN MIRZAEI
JASON AMENDOLIA
KIRK OVERCASH
LERMA CONCHADA
MATT CASON
MEGAN CARRIER
KRISTINA SCHNEIDER
LAUREN MCGILL
NANCY LOPEZ BARRAGAN
MICHAEL BARTON
MICHAEL WOOD
RACHEL LAMBERT
SITNA FELICIANO
SARA ST PIERRE
SAROJ KARKI
ANTHONY SCARPA
ARGENIS CHAVEZ HUERTOS
BRITTNEY WOOD
BROOKE EICHER
CHASE BELTON
CHRIS GREENIDGE
CORNELIUS HAARMANN
CORY JEFFRIES
DAVID RICKETTS
DERRICK STEWART
ELISA GRIFFIN
ELIZABETH PAPARO
ELIZABETH PUTNAM
ERIKA BLOOMER
JEREMY PARKER
JESSICA FALZONE
JOSEPH KOEBERLEIN
JOY PRESCILLA
LISA SAAVEDRA
SABRA STRUTHERS
TROY BORKOWSKI
Eight Years
ALYSON PIERCE
DENNIS FLANAGAN
JESSICA MCRAE
MADISON BOHDANOWICZ
MICHAEL MATALKA
SAMUEL KEMPTER
VANESSA SANCHEZ
BRAD PATTERSON
FERRIS HUNDERTMARK
Nine Years
JULIA AGUILAR
JULIE WALDRON
SHEILA MEYER
AJ BEFUMO
ERIKA BEFUMO
FIL SALAZAR
FRANK PECORARO
Six Years
ADAM HOLT
FRITZ REICHARDT
JAMES ABRAMS
JESSIE SHAY
MICK MCBRIDE
PAULA ALLENSWORTH
Ten Years
BENJAMIN BENAVIDEZ
GREG SHERMAN
KRISTI SUAREZ
NASIM TOURIGNY
SAM RUMI
MACKENZI LUNSFORD
ROBERT ZIEBART
SUE ALBRITTON
Eleven Years
CYNTHIA SANCHEZ
MARIA SWEATT
ALEJANDRA CHANELO
ANGELA MORTON
ANTHONY CATO
DAVID ROSS
GARY MILLER
JOHN RUHA
PHILLIP ELLER
Twelve Years
TAYLOR ALBAUGH
Sixteen Years
MARLOW HOOPER
E rli za Do blu i s
Je re my Alle n
Kristine
Rai n e Bu co
S o a Gan dari o
Shania
S te ph an y Garci a Vladi mi r Ki sli n ge r
arc Padlan Rach e l Pe n as
Bri an C u sh i n g
Chelsea
C h ri sto ph e r M adaski
Jude
C ri s Oclari t
Mary Lou
E ri ca Rami re z
Mei
Ju sti n Jarbo
Theresa
Ki mbe rly He ste r
Ro be rto M e n do za
Vi n ce n t Di me lla
C h ri sty Lo gh ry
C lau di a S an ch e z
Je e rso n Bu tle r
S ydn e y W i lli ams
C h ri sto ph e r M cdo u gall
C lau di a Zambran o Jai me Bo we n T ri sh a M o rri so n W alte r Parke r
i e lle S ti lle y
De smo n d Ree d
Ke vi n T h o mpso n S h ann o n Lan ge n
Li sa M aso n Pre ci o u s Lan to Rad De lan y Davi d
Dong
Efren
Kayla
Sandra
Sarah
Sue
Susan Fricia
Aliyah Kendall
Carrie Andrade
Chantell Lunford
Ferris Hundertmark
Prabha Sethu
Sara Serrano
Mark Carlin
Tim Connolly
Cynthia Brackett Miguel Flores
Brenda Jarvis
Brooke Stoetzel
Caroline Uliani
Zimmermann
Matthew Larson
Akia Shaw
Argenis Chavez
Rudolf Puertollano
Tessa Ford
Vanessa Sanchez
Sergio Molinar
Armando
Aime Paz Armin Vaziri
Mathew Gruber
Gabriela Holman
Klitzner Klizner
Ned Mubarak
Van Nguyen
Chip Hopkins Gloria Connelly
Ermelyn Mando Noel Magararu
Anthony Casillas Bruce Anthony
E rli za Do blu i s
Je re my Alle n
Rai n e Bu co
S o a Gan dari o
S te ph an y Garci a Vladi mi r Ki sli n ge r M arc Padlan Rach e l Pe n as
Audrey Lawrence
Britany Hannaman
Erika Bloomer
George Dalou
Karina Kerr
Bri an C u sh i n g
Mary Nguyen
C h ri sto ph e r M adaski
C ri s Oclari t
Shyanne Boland-Lloyd
E ri ca Rami re z
Ju sti n Jarbo
Ki mbe rly He ste r
Ro be rto M e n do za
Vi n ce n t Di me lla
C h ri sty Lo gh ry
C lau di a S an ch e z
Je e rso n Bu tle r
S ydn e y W i lli ams
C h ri sto ph e r M cdo u gall
C lau di a Zambran o Jai me Bo we n T ri sh a M o rri so n W alte r Parke r
Brian
Erica
Dan i e lle S ti lle y
De smo n d Ree d
Ke vi n T h o mpso n S h ann o n Lan ge n
Troyan
Li sa M aso n
Pre ci o u s Lan to Rad De lan y Davi d
Dalton Adams
Jeffery Harrison
Kevin Mcrae
Vivian Nguyen
Marc Padlan
Rachel Penas
Jaime Bowen
Danielle Stilley
Kevin Thompson
Shannon Langen
Fritz Reichardt
Gellie Librada
Kelly Lamb
Casey Phillips
Christopher Silungan
Courtney Moore
Joshua Grimmer
Kazufumi Kogawa
Mitchell West
Chad Wells
Courtney Mccarthy
Eric Walker
Isabel Barrows
Nicole Ulicny
Amber Piehl
Hanz Lucero
Mark Manalo
Marvin Marcellus
Mike Reber
Drew Massey
Precious Lanto
Irene Castro
River Mitchell
Amna Quraishi
Claudia Vasquez
Irma Zuluaga
Robert Danesh
David Ross
Juanes Paez
Stephen Fredericksen
George Franklin
Jared Packard
Megan Csoka
Mitchell Oliveira
Sean Smiley
Elisa Griffin
Talia Babida
Anthony Iezzi
David Gaffney
Mitch Gatdula
Cat Greenwood
E rli za Do blu i s
Je re my Alle n
Rai n e Bu co
S o a Gan dari o
S te ph an y Garci a Vladi mi r Ki sli n ge r M arc Padlan Rach e l Pe n as
Bri an C u sh i n g
C h ri sto ph e r M adaski
C ri s Oclari t
E ri ca Rami re z
Ju sti n Jarbo
Ki mbe rly He ste r
Ro be rto M e n do za
Vi n ce n t Di me lla
C h ri sty Lo gh ry
C lau di a S an ch e z
Je e rso n Bu tle r
S ydn e y W i lli ams
J
Lon Palermo
Richard Yonis
C h ri sto ph e r M cdo u gall
C lau di a Zambran o Jai me Bo we n T ri sh a M o rri so n W alte r Parke r Dan i e lle S ti lle y
De smo n d Ree d
Ke vi n T h o mpso n S h
Li sa M aso n Pre ci o u s Lan to Rad De lan y Davi d
o n Lan ge n
Basil Leonetti
Eric Otfinoski
Kirstin Rowley
David Tyler
John Reed
Thomas Dellanno
Caroline Hanna
Beatrice Jackson
Brooke Eicher
Keashia Allen
Tejaswini Pharande
Vickie Lasher
Yvette Ticas
Shane Mcgraw
Lionel Chavez
Amielyn Bugtong
Clem Cabiles
Qiana Weaver
Christopher Herrera Abreu
Jocilyn Hopper
Timothy Traywick
Venus Manongdo
Anne Thieu
Daniel Amsler
Ivygail Henderson
Ralph Lopez
Tammy Titus
Cecilia Ruiz
Jennifer Jurs
Matt Cullather
Scarlett Miller
Danniella Cruz
Iliana Aguilar
Sam Rumi
Sara St Pierre
Adam Leal
Jaime Ingram
Jimmy Prehn
Beth Young
Misty Arisohn
Dan Sullivan
Michelle Wolter
Gladys Caparratto
Alex Flores
Dave Henry
Jill Mckay
Jim Cliche
Josh Tullis
Michael Brigagliano
Aminah St Florant
Carol Hasler
Mark Gaeta
Tresmond Murphy
Rachel Lambert
AFN WELLNESS
BREAST CANCER AWARNESS MONTH
Breast Cancer Awareness
P r e v e n t i o n & W a r n i n g S i g n s : W e k n o w
i t i s i m p o r t a n t t o p r i o r i t i z e y o u r h e a l t h
a n d s e l f - c a r e t h r o u g h a n n u a l v i s i t s .
B u t w h a t s h o u l d y o u b e l o o k i n g f o r i f
y o u s u s p e c t y o u m a y h a v e b r e a s t
c a n c e r ? V i e w t h e l i s t h e r e .
M a n a g i n g : W h e t h e r y o u f i n d y o u r s e l f
f e a r f u l o f a d i a g n o s i s , r e c u r r e n c e , o r
l i v i n g w i t h a n a d v a n c e d d i s e a s e , i t c a n
b e h e l p f u l t o f a m i l i a r i z e y o u r s e l f w i t h
t h e s t a g e s o f f e a r , j o i n a c o m m u n i t y
s u p p o r t b o a r d , o r t a l k w i t h a
c o u n s e l o r a b o u t a n y c o n c e r n s o r f e a r s
y o u h a v e . Y o u r e m p l o y e e m e n t a l
h e a l t h s e r v i c e s ( N i v a t i a n d E A P ) a r e
a l w a y s a v a i l a b l e f o r y o u s h o u l d y o u
l i k e t o s p e a k w i t h a l i c e n s e d
p r o f e s s i o n a l .
C o v e r i n g C o s t s : A f t e r a d i a g n o s i s , y o u
m a y l i k e l y h a v e m a n y q u e s t i o n s a b o u t
y o u r h e a l t h i n s u r a n c e p l a n . R e a d t h i s
h e l p f u l a r t i c l e f o r m o r e i n f o r m a t i o n .
All Star HR Team
EBN: Best HR Team Award
W e a r e e x c i t e d t o a n n o u n c e t h a t t h e
A F N H R t e a m h a s b e e n r e c o g n i z e d b y
E m p l o y e e B e n e f i t N e w s a s o n e o f t h e
w i n n e r s o f t h e B e s t H R T e a m s a w a r d .
T h i s h o n o r a n d a c h i e v e m e n t r e f l e c t s
o u r c o m m i t m e n t t o f o s t e r i n g a p o s i t i v e
w o r k p l a c e t h r o u g h o u r c o m p a n y ' s
p o l i c i e s , c o m p r e h e n s i v e b e n e f i t s , a n d
t h e p o s i t i v e f e e d b a c k f r o m e m p l o y e e
s a t i s f a c t i o n s u r v e y s . W e c o u l d n ’ t b e
p r o u d e r o f o u r H R t e a m f o r t h e i r
d e d i c a t i o n i n c r e a t i n g a s u p p o r t i v e
e n v i r o n m e n t f o r a l l o f u s .
Branch Wire
Contributors
Contributors
April Hong
VP of Processing
John Sherman
Chief Executive Officer
Kristin Sensenbach
Social Responsibility Specialist
Lenny Kupersmith
Divisional Controller, NE Division
Nasim Tourigny VP of Underwriting & Credit Policy
Yvette Hildago
Assistant Director of HR
Raul Esparza
Branch Relations Manager
Stephanie Esparza VP of Closing and Funding
Twyla Hankins
Chief Operating Officer
Editor-In-Chief
Lisa Petras
Director of Corporate Communications
Managing Editor
Corey Trujillo VP of Marketing & Events
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Marketing Creative Manager
Hanz Lucero
Graphic Designer
