Conference Recap for Loan Officers

$1,000,000,000

$900,000,000

$800,000,000

$700,000,000

$600,000,000

$500,000,000

$400,000,000

$300,000,000

$200,000,000

$100,000,000

$0

2019-10Oct2019-11Nov2019-12Dec2020-01Jan2020-02Feb2020-03Mar2020-04Apr2020-05May2020-06Jun2020-07Jul2020-08Aug2020-09Sep2020-10Oct2020-11Nov2020-12Dec2021-01Jan2021-02Feb2021-03Mar2021-04Apr2021-05May2021-06Jun2021-07Jul2021-08Aug2021-09Sep2021-10Oct2021-11Nov2021-12Dec2022-01Jan2022-02Feb2022-03Mar2022-04Apr2022-05May2022-06Jun2022-07Jul2022-08Aug

0.000 0.250 0.500 0.750 1.000 1.250 1.500 1.750 2.000 2.250 2.500 2.750 3.000 3.250 3.500 3.750 4.000 4.250 4.500 4.750 5.000 5.250 5.500 5.750 6.000

Hard Times Strong Men

Initiatives

Scalability

Task Based Workflow

OLD

Processor sees pipeline of loans, figures out which ones need work and what to do

Processor sees a pipeline of exactly what tasks are ready to be performed on all files

Task Based Workflow

Initiatives

Speed/ Efficiency

Closing/Funding

Hybrid eClosing

Restrictions

• Construction to Perm

• Down Payment Assistance (DPA

• Power of Attorney (POAs)

• TX 50 (a)(6)

• Loans closed in a Trust

eNote Closings

Restrictions

• Construction to Perm

• Down Payment Assistance (DPA

• Power of Attorney (POAs)

• TX 50 (a)(6)

• Loan in NY or ME

• Co-Ops

• Loans closed in a Trust

COMING SOON

Preferred Title and Settlement Provider

Experienced team to help with:

Closing in multiple languages

Ability

Assist with:

Refinance &

Reverse Mortgages

Button on Processing Screen

Coverage Area for Title and Settlement Services

New CRM

Everyone benefits when we function as a team, especially one that is well informed and supported. Our goal today is to bring you up to speed on upcoming changes as well as help you better understand the resources available to you and your employees through your Human Resources department.

What’s New In AFN HR?

Live Orientations & Assigned Learning

While we have always strived to keep our team members connected, as the

workplace becomes increasingly remote, we feel now more than ever that face-toface onboarding is integral our onboarding process.

Coming Soon: Command Center Bots

Questions and unsure of who to go to for help? Need quick guidance or links?

Perhaps you are curious about internal positions and career path planning? Our new Command Center Bots will soon be able to provide rapid responses to your questions with the click of a button.

The First Impression

AFN Onboarding

You've got a branch to run, let us handle the rest!

Each month all new and returning employees are invited to live orientation where we go over such key topics as:

• Benefits Review: What's available to you and your employees?

• Paycom Review: Enhance employee comprehension, streamline the onboarding process for managers.

• Wellness & CSR: Engage new hires to promote culture and connection.

• Helpful Contacts: More resources for your employees= fewer questions for you!

Anyone unable to attend is assigned an orientation video to ensure all team members are well informed and connected.

Coming Soon: Command Center Bots

most frequently asked questions conveniently answered in one central place.

•

Quick Facts

• AFN’s female leaders are on the rise! Within the last five years our female leadership has grown by 22%

• Average age of the AFN team member is 44 years

1,601

Yearly Timeline

2,172

Live Onboarding Meetings

New hires and returning employees are required to attend this online meeting where we discuss important Human Resource items such as Benefits, Wellness, CSR, Paycom and address any questions.

FOR MORE INFORMATION, PLEASE REACH OUT TO YOUR HUMAN RESOURCES TEAM.

Monthly HR Employee Meetings

401(k) Broker Session

Have questions regarding your 401(k)? Attend the online monthly 401(k) meeting hosted by Equitable and have your questions answered by leading industry professionals.

Healthcare Broker Meetings

Take advantage of the live broker meetings geared to help employees navigate and successfully utilize Trustmark to get the most of their coverage.

FOR MORE INFORMATION, VISIT EQUITABLE.COM OR VIEW YOUR AFN BENEFIT & WELLNESS EMAILS.

FOR MORE INFORMATION, VISIT THE AFN BENEFITS WEBSITE FOR EAP INFORMATION OR WELLNESS CLASSES.

Reference Based Pricing

The Future of Healthcare

RBP is specifically designed to reduce the cost and care at inpatient facilities. RBP enables AFN to help reduce the plans spending on inpatient care, which in turn helps reduce benefit plan costs for both branches and employees. This plan also allows you the flexibility to

Understanding the Switch

Understanding the Switch

According to the American Enterprise Institute, the cost of hospital services has increased by more than 200% in the last 20 years. Because they have a monopoly in many markets, most hospitals can effectively name their price, which results in billable fees that are often as much as seven times what Medicare pays for the same services.

AFN Health & Wellness

Are you taking full advantage of your employee benefits?

AFN Wellness offers free monthly classes and challenges on a variety of topics to prioritize you and your employees physical, emotional, financial and mental health.

Importance of Health & Wellness

Employee

employee wellness program is dedicated to offering employees a chance to reset & recharge as well as promote healthy work-life- balance.

U.S. Employees who said they would stay at a job because it offers robust mental health benefits

Employee Age

Ages 25-34 Ages 35-44 Ages 45-54 Ages 55-64 Ages 65+

45%

Employee Mental Health

According to a 2022 Sate of Workforce Mental Health report, nearly 31% of workers surveyed said their mental health has declined over the past year-up from 24% at the end of 2020.

Prioritizing Workplace Health & Wellness

Younger generations of employees face more mental health struggles and are more likely to stay with employers that offer robust mental health support.

Monthly Challenge

Challenge focusing on a new health & wellness achievement each month (Fitness, Mental Health, WorkLife Balance, Health).

Monthly Classes

Monthly Wellness Wednesday classes that focusing on a variety of topics and are hosted online and on-site in our corporate office.

Yearly Challenge

Monthly drawing of three $50 gift cards.

Miss a class? View recorded class material online.

Our 2021 2022 Challenge asked employees to participate in any (4) challenges and attend any (8) classes of their choice to be included in a raffle where one lucky employee will win $500. Join us in 2023 for this exciting challenge again with more ways to win!

Getting Your Branch

Involved

Keep employees engaged, connected and supported this this free company wide program. Follow along each month, watch recorded sessions on our AFN Benefits website, or view

upcoming wellness activities in the Branch Manager Resource Folder.

Monthly Challenge

Monthly Classes

Make it an office challenge and encourage your employees to participate!

Prize Raffles

Set time aside to watch these as a team and encourage your employees to attend. Help avoid employee burnout and let them know it’s okay to take a break for their health and wellbeing.

Yearly Challenge

Provide an incentive for your employees to join the challenge or encourage their participation.

Team Building

Participate to join the raffle drawing or host your own for employees who join challenges.

Wellness Topics

Have a topic you would like to see? Let us know by emailing wellness@afncorp.com

Wellness challenges are team building opportunities, make it your own!

CSR

Grow your presence in your community, bond with your team, and promote a culture of inclusion and connection.

Why CSR Matters

Purpose

50% of millennials say they would take a pay cut to find work that matches their values The Deloitte Millennial Survey

Employee Engagement

Employees who have a chance to give to charities through their workplace are happier than those who do not. Harvard Business School

Customers & Marketing

71% of US millennials hope companies will take the lead on the social issues they find important. - Cone Communications CSR Study

Community Presence & Marketing Internships

Interested in hosting an internship program through United Way? Take the stress out of planning and reach out to Kristin@afncorp.com

Community Presence

Donation Drives

Give Back

Do you have a charity or community center you would like to get involved with? Are you interested in hosting a donation drive for school supplies, clothing or children’s toys? Contact Kristin@afncorp.com

Supply Building Kit Building

Have the desire to give back but unsure what to donate? Try kit building! Kit building includes purchasing specific items requested from your selected charities and building kits. Common themes include:

• Hygiene supplies

• School supplies

• Meal kits

Team Bonding

United Team

Whether it’s a beach clean up, sending supplies to a children’s hospital, or hosting a donation driveall CSR events are opportunities to bond with your team and your community!

Internships Kit Building

Donation Drives Team Bonding

Phased rollout to

Features Coming Soon!

Strategy, Sales & Recrutiing

President’s Club Qualifications

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

Ops 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

2021 President’s Club Winners

Loan Officers

Daniel Alvarez

Sean Tate

Alex Ascencio

Joshua Ulmer

Neil Anders

Jacob Emmel

Michael Vetri Sr

Gary Miller

Ruchika Sindhu Digiovanni

Hector Estrada

Sue Albritton

Areli Arteaga Jennifer Jurs

Joe Stefani

Gregory Godin

Travis Bredeson

Joseph Lose

Kevin McRae Shana Enriquez

Matthew Shtatman

Branch Managers

Sean Tate (Consumer Direct)

Saeed Atef (Traditional Retail)

Wilson Enriquez (Traditional Retail)

Daniel Munoz / Jacob Emmel (Traditional Retail)

Alex Ascencio (Traditional Retail)

Robert Ziebart / Frederic Reichardt (Traditional Retail)

Michael Brigagliano (Consumer Direct)

Cynthia Ubrano / Jennifer Jurs (Traditional Retail)

Joseph Lose / John Bruno (Consumer Direct)

Sam Rumi (Consumer Direct)

Matthew Campbell (Consumer Direct)

Division Managers

John D’Onofrio / Matthew Schultz (Northeast Division) Eric Winblad (Winblad Division)

Michael Matalka (Midwest Division)

Regional Managers

Brian Eller

Ryan Sloper

Chris Uldricks

Operations Team Members

April Hong Nasim Tourigny Stephanie Esparza

Lindauer

Amy Hart

Renee Brazton

Terry Rodriguez

Jamie Ingram

How Do We Improve?

We have to WORK as a TEAM.

WE HAVE TO WANT To Win.

We have to get Back to the Basics.

Looking Forward

New NonQM

Rico Outlets

Commercial Outlet

Accountability

With Tony Casillas

Will you hold your team accountable?

1

• Centers of Influence

• Find 1 COI Introduction each day

• Sales Tasks Broken Down to business days, hours, seconds per month

• Find 1 prospect opportunity per day Be Consistent (3 years -2700 referral sources)

Will you share resources?

• Consolidate teams, operations, branches to WIN 2

Will you recruit/reach out to 1 LO per day?

3

Legal

Regulatory Audits

AFN has been examined by 15 state regulators over the past 12 months

All our audits over the last year (and well beyond) have resulted in ZERO material findings.

This is a testament to AFN’s compliance program – including AFN’s 100% compliance review of all active files.

TCPA Litigation

-

-

-

TCPA covers telemarketing calls, auto-dialed calls, prerecorded calls, text messages and unsolicited faxes.

Text Messages and automated marketing calls:

express written consent must be obtained from a consumer prior to engaging in any text messaging or automated marketing campaigns. This consent cannot be given during a call or via text.

To avoid legal issues, branches should contact marketing prior to engaging in any telemarketing campaigns

When it comes to Social

Media Marketing…

for this for years!

Introducing…

Social Coach

Set it & forget it!

Marketing can automate content right onto your feeds!

Tested Content That drives engagement. With no action from you!

Power Users

Curate, create & build using robust tools.