NMP National Mortgage Professional March 2021 by ambizmedia

MARCH 2021

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Volume 13, Issue 3

RETHINKING FANNIE & FREDDIE

> SPECIAL SECTION: TOP ORIGINATORS DIRECTORY

SUCCESS ISN’T ABOUT THE HOW. IT’S ABOUT THE WHY.

MAKE MORE MONEY! THE BIG PROBLEM WAITING FOR CONSUMER CREDIT

OSCAR SEASON FOR MORTGAGE VIDEOS

BACK COVER

PARTNER WITH THE LEADER IN NON-QM MORTGAGE LENDING MORE EXPERTISE | MORE SERVICE | MORE TECHNOLOGY

Visit AngelOakMS.com | 877.926.3073 ©Angel Oak Mortgage Solutions LLC NMLS #1160240, Corporate office, 980 Hammond Drive, Suite 850, Atlanta, GA, 30328. This communication is sent only by Angel Oak Mortgage Solutions LLC and is not intended to imply that any of our loan products will be offered by or in conjunction with HUD, FHA, VA, the U.S. government or any federal, state or local governmental body. This is a business-tobusiness communication and is intended for licensed mortgage professionals only and is not intended to be distributed to the consumer or the general public. Each application is reviewed independently for approval and not all applicants will qualify for the program. Angel Oak Mortgage Solutions LLC is an Equal Opportunity Lender and does not discriminate against individuals on the basis of race, gender, color, religion, national origin, age, disability, other classifications protected under Fair Housing Act of 1968. MS_A252_1220

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MARCH 2021

FRONT COVER

Volume 13, Issue 3

RETHINKING FANNIE & FREDDIE

> SPECIAL SECTION: TOP ORIGINATORS DIRECTORY

SUCCESS ISN’T ABOUT THE HOW. IT’S ABOUT THE WHY.

MAKE MORE MONEY! THE BIG PROBLEM WAITING FOR CONSUMER CREDIT

OSCAR SEASON FOR MORTGAGE VIDEOS

9 9 9 1 e c in s m q n o n of

PRESENTED BY

| NATIONAL MORTGAGE PROFESSIONAL MAGAZINE

INDUSTRY PARTNER MEMBER

MARCH 2021

Volume 13 Number 3

CONTENTS

nationalmortgageprofessional.com

4 Tops In The Nation When you’re the best in the business, keeping it together can be a neverending story. 6 All In The Family When you bring family members into your business, you should lay down a few ground rules first. 8 The Stars Didn’t Get Smaller. The Movies Did. Video is increasingly becoming a critical marketing medium for mortgage pros. Here’s how to get the most out of your investment on the small screen. 10 Utilitarian Idea: GSEs As Public Utilities A new research paper by leading experts suggests an unusual future for Fannie Mae and Freddie Mac: Turn them into public utilities, and regulate them that way. 12 Score! When consumers try to get credit, especially a mortgage, it’s all about the credit score. But measures put in place to help those affected economically by Covid-19 may end up being a big drag on traditional credit scoring algorithms. 16 People On The Move See who the movers and shakers are in the mortgage industry.

17 Build-A-Broker: The Game Of The Name Naming your new brokerage isn’t as easy as it seems. Beware trademarks, DBA registratations, domain names and more that can trip up your plans. 18 Character Study The measure of your character is worth much more than the measure of your bank account. 20 Networking In Cyberspace With face-to-face meeting opportunities still scarce, here are some helpful tips on how to make the right connections even when you’re not in person.

COVER STORY PAGE 32

MAKE MORE MONEY!

22 Heard by NMP 22 SPECIAL ADVERTISING SECTION TOP ORIGINATORS 2020 Coming off a record year for mortgage originations, here are some of the top originators in the nation. 32 COVER STORY It’s Not Who, What, Where or How. It’s All About The Why. The top 1% of sales pros don’t just work hard, and they don’t just succeed. They know exactly why they are driven to be the best, and why they need to be on top. Top industry executive Eric Mitchell does a deepdive in this excerpt from his new book, “The Why Of Money.”

37 My Best Deal: Doctoring A Disastrous Situation Norma Nelson-Wiberg, Rancho Santa Fe, California. 38 NMP DATABANK Find quick economic info to give you insight into what’s happening that’s affecting the market. 40 SPECIAL ADVERTISING SECTION OriginatorTech Guide 43 Making Sense Of Millennials Still wondering how to categorize Millennial habits and wants? Check out our handy infographic.

44 Prospective Borrowers Shun Aid Credit counseling, and down payment assistance programs, can be a huge boost to potential borrowers. Why do so many refuse to accept help? 51 NMP Calendar of Events 52 New To Market 54 Facebook Thoughts: AKA, ‘Things That Annoy Nick.”

nationalmortgageprofessional.com

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

MARCH 2021

nmp

MARCH 2021

Volume 13, Issue 3

> SPECIAL SECTION: TOP ORIGINATORS DIRECTORY

RETHINKING FANNIE & FREDDIE

SUCCESS ISN’T ABOUT THE HOW. IT’S ABOUT THE WHY.

MAKE MORE MONEY! THE BIG PROBLEM WAITING FOR CONSUMER CREDIT

LETTER FROM THE PUBLISHER

Tops, Spinning

eing in sales means being permanently on a roller coaster of emotion. Close a deal and there’s a rush of joy. Lose a deal and there’s a sinking of the stomach. Over time, you learn to cope, to balance the highs and lows

and figure out how to stay motivated. It’s not easy. At a networking cocktail event

one night, there were a few of us sales reps from several companies commiserating. One fellow, close to retirement, was dispensing sage wisdom. One that stuck with me was when he said, “I think everyone here knows the peril of counting a sale too soon. There’s nothing worse than thinking the deal is done, and counting on it being closed, only to have it fall apart. Just remember: a deal is never done until it’s done.” That’s certainly true for individual deals. But it’s even more true for an entire career in sales. Sometimes we hit a hot streak. But rather than recognizing it for the temporary boon it is, we confuse it for an ongoing likelihood. We count a whole bunch of future deals before they’re done. It’s a problem a whole lot of mortgage originators are suddenly facing.

STAYING AT THE SUMMIT We’ve just come off not just a bright-and-shiny year for mortgage originations, but a supernova one. Many originators have never seen a year this good (or this non-stop busy). The commissions are rolling the door. And the consensus is that most, if not all,

OSCAR SEASON FOR MORTGAGE VIDEOS

Volume 13, Number 3

STAFF CEO, PUBLISHER & EDITOR Vincent M. Valvo ASSOCIATE PUBLISHER Beverly Bolnick SENIOR CONTRIBUTING EDITOR Keith Griffin CONTRIBUTING WRITERS Lew Sichelman, Erica LaCentra, Harvey Mackay, Pam Marron, Nick Roberson, Mary Kay Scully, James Potter Charlet GRAPHIC DESIGN MANAGER Stacy Murray INTERACTIVE DESIGN DIRECTOR Alison Valvo USER EXPERIENCE DESIGNER Billy Valvo ONLINE CONTENT DIRECTOR Navindra Persaud MARKETING & EVENTS ASSOCIATE Melissa Pianin HEAD OF ENGAGEMENT AND OUTREACH Andrew Berman FOUNDING PUBLISHER Joel Berman

of 2021 is going to be a smorgasbord of money all over again. But, caught up in head-spinning success, wise originators should always remember that this is not a typical market. And that means that, if they’d like to see their incomes stay up in the stratosphere, they need to start planning now how they’re going to do that. In the Broadway musical Evita, based on the stratospheric political popularity of Argentina’s Eva Peron, there is a song titled “High Flying Adored.” It’s all about

Submit your news to editorial@ambizmedia.com If you would like additional copies of National Mortage Professional Call (860) 719-1991 or email info@ambizmedia.com

how she found success so fast, and so young, that she had little to look forward to. “So famous so easily / So soon / It’s not the wisest thing to be,” it warns, before admonishing that “All the young who’ve / Made it / Would agree.” Veteran originators may recognize the temporal nature of the mortgage marketplace. Newer brokers may not. So let’s be clear: a fortunate market helps, but it does take skill and smarts to get to the top of the heap. It just takes a lot more to stay there.

VIN CE N T M. VALVO Publisher, Editor & CEO

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www.ambizmedia.com

© 2021 American Business Media LLC All rights reserved. National Mortgage Professional magazine is a trademark of American Business Media LLC. No part of this publication may be reproduced in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without written permission from the publisher. Advertising, editorial and production inquiries should be directed to: American Business Media LLC 345 North Main St., Suite 313 West Hartford, CT 06117 Phone: (860) 719-1991 info@ambizmedia.com

Howdy, San Antonio! Get excited about live events! Join your community of mortgage professionals at the Lone Star State’s largest mortgage event, The Texas Mortgage Roundup. Don’t miss out on our lineup of engaging events centered around networking, skill-building, and having a great time with your peers at our early year edition in San Antonio. Tuesday, May 18th, 2021

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NATIONAL PROFESSIONAL MAGAZINE | 5 Safety is our top priority. Learn about the safety precautions we take at each of our events to earn us 100% safety satisfaction from ourMORTGAGE attendees at originatorconnectnetwork.com/covid19. Complimentary registration available to NMLS-licensed active LOs and their support staff. Show producers resereve the right to determine ﬁnal eligibility.

AVE HERSHMAN

RECRUITING, TRAINING AND MENTORING CORNER

Strained Relationships Are Likely When Family Members Work Together Hiring family members brings a lot of ethical baggage. BY DAVE HERSHMAN | CONTRIBUTING WRITER, NATIONAL MORTGAGE PROFESSIONAL

any managers in the mortgage business are running small businesses. Others work for large mega-corporations. In either case, there will be situations in which you will be considering the hiring of family members. There are two major considerations with regard to the employment of family and it is important to fully understand both. First, what are the legalities of supervising family? If you are working for a larger corporation, it is likely that the company will have rules regarding the hiring and/ or supervision of family. There are ethical and logistical considerations that come into play and therefore are good reasons for these restrictions. For example: An underwriter may be underwriting files that are originated by a family member. A branch manager may have to decide

who is going to get certain leads and be accused of favoritism. The branch manager may have to take disciplinary action against a family member—perhaps because their performance is not up-to-par. Secondly, even if there are not personnel rules regulating the hiring or supervision of family, the same considerations will come into play if you are running your own business. There is no doubt that living together and working together can put special pressures on the relationship. It is important for each family member to have clearly defined roles—whether you are running a business together or one of you is supervising the other.

MARITAL BLISS? Though less frequently than the real estate industry, it is not unusual for there to be a “husband and wife” team of loan officers. Or perhaps a loan officer is supported by a spouse as a processor or assistant. Again, company rules may vary regarding the ability to accommodate these situations. It is also imperative that the family members do their job

well. If the family member is a loan officer and excels, there is no need for disciplinary action. The real problem starts if they are not doing their job well and you need to hold them just as accountable as any other loan officer. As a matter of fact, you may need to hold them “more” accountable so you will not be accused of favoritism. The mortgage business brings great opportunities to those who develop careers within the industry. There is no reason not to bring these opportunities to family members who are both qualified and will take advantage of the situations presented. If they do not fit this description, you must pass on the opportunity to hire them. And be careful how you conduct yourself if there are other employees involved. If you supervise them directly, consider appointing a third-party to make decisions that will affect your relative directly.

Dave Hershman, senior vice-president of sales for Weichert Financial Services.

You may need to hold family members more accountable so you will not be accused of favoritism.

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

RICA LACENTRA

THE XX FACTOR

Humor Me

People don’t love video. They love videos that are fun. BY ERICA LACENTRA | CONTRIBUTING WRITER, NATIONAL MORTGAGE PROFESSIONAL

have a confession. I have a love/hate relationship with video marketing. While I know just how successful video can be and acknowledge that every good marketer should include video as part of their strategy, video is probably one of the most challenging types of content to create regularly. Now, I don’t mean that from a technical standpoint since pretty much anyone with an iPhone can create decent quality videos these days. What I mean is that it is very challenging to come up with engaging topics that, one, will translate into a good video, and two, that people will want to want to watch. With the sheer amount of video content that we are bombarded with on a daily basis, on websites, as popup ads, on social media, it’s no wonder that it seems like there are very few new and exciting videos to consume. So how do you

successfully create video content that audiences actually want to see rather than just creating videos because you feel like you have to? It turns out most people want to view videos purely as a way to entertain themselves. In a study conducted by Accenture Interactive, 67% of participants said they “choose to engage with videos for entertainment.” This means that a stiff corporate pitch video probably isn’t going to be your best bet for hooking viewers.

POINT IN THE RIGHT DIRECTION As you’re developing content, think about it from the perspective of your future audience and what style of video would they most like to watch. It could be a fast-paced video with a lot of personality and pizzazz, it could tell a wellcrafted story that resonates with the viewer, it could be something short and funny that sticks in the audiences’ mind. Regardless of what you choose, know that it’s often more important to think about how to get your point across rather than what the point is that you’re trying to make. In addition to wanting to entertain themselves, viewers also are mainly focused on their own interests and needs when it comes to what video content will grab

their attention. According to the same Accenture Interactive study, “54% of consumers are relying on video to learn how to use a product” before making any major decisions to buy. So, using video to focus on the customer, and the major points of what they need to know about your product or using your product, is a great way to ensure you get some eyes on your content.

ATTENTION GRABBER Another thing to consider is where customers are most likely to want to view your video content. The current winner? Social media. Platforms like YouTube, Facebook, LinkedIn and Instagram are clear front runners when it comes to where consumers are viewing videos. So as your potential customers are mindlessly scrolling through their preferred feed, its important to consider what will get them to stop scrolling through pictures of colleagues or family, industry news, cute animals, and everything else that is vying for their attention. Also, videos are not a one size fits all across social media platforms. People have a very different mind set as they browse through LinkedIn than they do when they go on Instagram. Tailor your videos’ length, tone, and topic based on where it is being displayed.

Believe it or not, a whopping 85% of video is viewed with sound off.

STAR OF THE SMALL SCREEN Finally think about how consumers are viewing your video. It probably

It is now about creating consistent, meaningful and engaging content.

comes as no surprise that more and more people are shifting to viewing videos on their phones rather than on their computers, but this means that unless your videos are optimized for mobile viewing, you could be missing out on a huge segment of the market.

can’t get their point across with

engaging content. Whatever path

visuals alone. Otherwise, your

you decide to take with your video

content is quite literally falling on

marketing efforts, treat it as you

deaf ears.

would any other marketing channel

As video marketing is still a relatively new way to address

and build from there. And as I’ve heard for nearly the

the masses, it is important to set

last decade or more, video is the

whopping “85% of video is viewed

measurable goals and be willing to

future of marketing, so there is no

with sound off.” Turns out a lot

adjust your strategy as necessary.

time like the present to start.

of folks don’t like intrusive or

Long gone are the days of creating

unexpected noise as their scrolling.

something with the hopes of going

This is why it is critical to include

viral. It is now about creating

Erica LaCentra is director of marketing

subtitles for wordier videos that

consistent, meaningful and

for RCN Capital.

Also, believe it or not, a

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

LEW SICHELMAN

THE MORTGAGE SCENE

Plugging Into The Idea Of Fannie, Freddie As Utility Companies Stalled reform, never-ending conservatorship. There’s really only one path to get the GSEs out fromunder the government. BY LEW SICHELMAN | CONTRIBUTING WRITER, NATIONAL MORTGAGE PROFESSIONAL

rior to the housing meltdown and subsequent recession of 2008, it was hard to find anyone outside the real estate business who knew who Fannie Mae was. Most thought it was the popular (at the time) Illinois candy company, Fannie May. But with the housing debacle, the semi-private secondary mortgage market reached the public consciousness. You knew that was the case when she became the butt of jokes by the late night comedy hosts. And soon, Fannie and cousin Freddie Mac were placed into conservatorship, lest they take the entire economy down with them. Today, the two government sponsored enterprises, known affectionately within the business as “the agencies,” are thriving, earning millions upon millions. They’ve more than paid back what Uncle Sam put up to keep them afloat. Yet, though they are now extremely profitable, they remain under the government’s wing.

The hope once was that the Trump Administration would take the steps necessary to end the GSEs’ fiefdom. But that opportunity has come and gone. Apparently, the fact that the agencies’ profits were being swept into America’s general fund with hardly a blink or a wink was too much of a temptation for the White House to ignore. But in the waning days of DJT’s rain – I know the word is spelled reign, but to me, it feels more like rain, a heavy rain – The Treasury Department and Fannie and Freddie’s regulator, the Federal Housing Finance Agency, decided GSEs could retain more of their earnings as important capital rather than passing them on to the Nation’s coffers. The move, of course, denies the new Biden Administration the same privilege that DJT enjoyed, using the agencies’ earnings as it sees fit. And now it is left to the new President and his team to decide how to write an end -- the final chapter, if you will -- to an economic disruption that occurred a dozen years ago. Yep, that’s how long the GSEs have been in conservatorship.

REALTORS REAR UP It’s anyone’s guess at this writing what Biden has in mind, if anything. Any number of ideas have been

advanced. But one of the most intriguing – to turn Fannie Mae and Freddie Mac into public utilities – has been floated by the National Association of Realtors. Now, you might ask, why does NAR has anything to say about this vital topic? For starters, its 1.4 million members have just as much interest in the mortgage market as lenders, mortgage brokers, title companies and the like. If not more so. After all, without the sales they generate, there would be no need for financing. For another thing, NAR is the nation’s largest trade organization and one of the most powerful lobbies in Washington. So what it has to say is worthy of at least a look-see, if nothing else. And in a new, deeper dive that “fine tunes” the group’s on-going proposal to transform the agencies once and for all, Susan Wachter and Richard Cooperstein, argue that as utilities, Fannie and Freddie can continue their dual roles of utilizing private capital to protect taxpayers and fulfilling their charter mission to maintain mortgage market liquidity at all times and throughout the country, not just when the housing is strong and not just where it is strong. The proposal, says Wachter, a professor of finance and real estate at the Wharton School, and

As utilities, Fannie and Freddie can continue their dual roles of utilizing private capital to protect taxpayers and fulfilling their charter mission.

Cooperstein, director of Alliances and Policy at Andrews Davidson & Co., is “the simplest and most durable way to lock down Fannie Mae and Freddie Mac in their current form as systematically important” to the mortgage sector. “The subtle importance” of the utility idea is that it is not arguing for a new system, the authors maintain. Rather, they say the current system of utility-style market support which has been enjoyed for the last decade is tenable outside conservatorship if the right preconditions are met. “The best means to continue (their) critical roles, while protecting taxpayers, is to canonize their current role,” they maintain.

NO OTHER ROAD One fan of the public utility model is Don Layton, the former Freddie Mac CEO who is now a senior fellow at the Joint Center for Housing Studies at Harvard University. “I’m definitely a utility model supporter,” Layton says. “I’m not seeing any other way.” Anything else is “too political,” he says, noting that “many alternative proposals” have been put forth but “none have come close, not even close, to happening.” Wachter and Cooperstein’s bonafides are unimpeachable as Layton’s. She also is Director for the Wharton GeoSpatial Initiative and Lab, and the co-director of the Penn Institute for Urban Research. The economist also co-directs the Spatial Integration Laboratory for Urban Systems at the University of Pennsylvania. She has served on multiple for-profit and not-for-profit boards and currently serves on Fannie’s Affordable Housing Advisory Committee and the Treasury

Department’s Office of Financial Research Advisory Committee. From 1998 to 2001 under now New York Gov. Andrew Cuomo, she served as Assistant Secretary for Policy Development and Research at the Department of Housing and Urban Development, and was the senior urban policy official and Principal Advisor to the Secretary. Cooperstein has worked at the Office of Management and Budget, where he applied option pricing theory to value the financial guarantees of the federal government and was one of the architects of credit reform. He also spent a decade at Freddie Mac, where he rebuilt mortgage default and prepayment models and managed the bulk acquisition and subprime principal finance guarantee business. Also an economist, he has worked at Ocwen Financial and spent a year with Lew Ranieri, famously known as the father of mortgage securitization. Together, they maintain that the agencies should operate like other public utilities. Much like power companies and water authorities, they say, the GSEs already compete for investors at a lower return than investors can land elsewhere while supporting the mortgage market during the good times and the bad, anywhere and everywhere in the country.

INVESTOR FAITH Wachter and Cooperstein point out that not all investors seek growth stocks and the highest possible returns. Some, such as insurance companies and large retirement funds, want stability, above all else. They have a long-term view that matches up well

to Fannie and Freddie’s secondary mortgage market mission of providing market support. At the same time, the two semiprivate companies have a duty to protect taxpayers like you and me. And as the authors note, since the Great Recession, they have been reformed under FHFA’s guardianship to be safer and operate more like utilities. “They could not have helped the country out of the recession or during the pandemic if they were not structured this way,” Wachter and Cooperstein write. “Without them, rates would be higher in normal times, access would decline and the 30-year fixedrate mortgage would not be widely available.” In their report, Wachter and Cooperstein also note that the enterprises are “extremely efficient, dealing in massive volumes, which makes their securities and credit risk transfers among the most liquid investments in the world.” Liquidity, of course, is something else mortgage investors cherish. So much so, the authors maintain, that they’ll accept lower returns, which, in turn, lowers borrowers’ costs. There’s no question that the agencies have a wide footprint. But while they often are depicted as a duopoly, they have but a 50 percent share of the market, the two economists point out. There is plenty of competition for the other half from others which insure, guarantee or originate loans for their own portfolios or to sell investors. But for the GSE share, the barriers to entry are high, limiting the number of true competitors. As Wachter and Cooperstein maintain, “utilities are a time-tested way to provide economic services in markets where pure competition does not work.”

Lew Sichelman has been covering the housing and mortgage sectors for 52 years. His syndicated column appears in major newspapers throughout the country. He also has been the real estate editor at two major Washington, D.C., dailies and spent 30 years on the staff of National Mortgage News, formerly National Thrift News.

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

UNCONVENTIONAL

When Will Americans Know The Score?

As payments are delayed and reporting restricted, credit scoring is looking at an unstable future.

JAMES CHARLET

BY JAMES POTTER CHARLET | CONTRIBUTING WRITER, NATIONAL MORTGAGE PROFESSIONAL

veryone who’s appraising 2020 is looking at things like the presidential election, the Covid-19 outbreak, and the lack of sustainable outdoor seating at restaurants. We’re all focused on things like Zoom kindergarten classes and whether racial justice will ever come to our country. So it’s no wonder that we’ve collectively missed seeing the big bomb that may be ticking away. Credit scoring, for many, many consumers, is really screwed up now. This is critical, because whether people can afford to buy new clothing, upgrade their wheels or, more importantly, qualify for a home mortgage, all depends on their credit score. And almost every factor that’s used to predict the way we borrow, earn, spend, invest, and save money left 2020 looking far different than the way it arrived on January first.

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THE REAL ON REAL ESTATE We’re not even talking about basic economic upheavals, such as unemployment. We’re talking about the national credit rating agencies’ ability to predict the creditworthiness of borrowers, based on past indicators. If those underlying facts actually become facts that lie, the ability to adequately score a consumer’s credit becomes exponentially more difficult. Let’s look, for example, at what’s happening with housing. Housing has, rightfully, been at the forefront of many economic discussions during the pandemic with the focus on the immediate peril of those facing imminent evictions and foreclosures. As this was being written, President Biden was extending housing relief rules at least through June. I don’t know how we will overcome this looming crisis, but I know there will be yet another predicament waiting for us when we are forced to address it. Currently, there are millions of mortgagors that have paused delinquency and foreclosure by moving payments they could not make to a future date through an agreement with their lender, a process called forbearance.

This increases the total amount of interest paid as well as the amount owed. It can also negatively impact several numbers that constitute credit scores, such as consumer debt ratios. Right now, to their credit, most mortgage loan servicers haven’t reported these COVIDimpacted loans as delinquent to credit reporting agencies. When will the reporting of past due payments resume? Will 2020 payments ever be recorded? Do forbearance accounts need additional documentation? What will Freddie and Fannie change for underwriting purposes? How will FICO calculations adjust to accommodate for these changes? These are only a small sample of the inevitable queries.

STUDENT STATS Counterintuitively, both Experian and Fair Isaac released studies to the public in December 2020 reflecting a surprising decrease in delinquency rates, as well as increase in average credit score during the year. How did that happen? Because we’re turning a blind eye, that’s how. We all witnessed unprecedented increases in unemployment and devastating reductions in consumer retail spending, so many forecasters had grim expectations for the

No American has had a missed student loan payment recorded on their credit report now for twelve reported months.

average American credit report. In truth, doomsday may still be correct despite the recent, unexpected increases. According to the U.S. Dept. of Education, 54 percent of all higher education students in 2019 required financial assistance that averaged $37,000 of student debt per individual. Prior to March 2020, about 20 percent those student loans had some potentially detrimental payment history. Although that number has surely increased, there has been no record of it on credit reports as the repayment of most student debt has been suspended and will continue to be until at least September 2021. Concurrently, the pursuit and escalated collection activity of already derogatory student debt has been suspended. As a consequence, no American has had a missed student loan payment recorded on their credit report now for twelve reported months. How we will reinstitute reporting of millions of past due payments and debt simultaneously at some vague time in a completely unknowable future is a disconcerting wild card in a surprisingly delicate credit system.

UNSTABLE ALGORITHM? Finally, and perhaps most unpredictably, Fair Isaac Corp., the

purveyor of the ubiquitous FICO scores, has fundamentally changed its core scoring algorithm nine times between 1970 and 2020. After living through the entirety of the last year with its burning koalas, Oklahoma tiger men, and murder hornets, many of you probably already guessed that the tenth iteration made its debut in the midst of our global disaster. By now, FICO and lenders would normally have months of real world data and feedback after millions of credit reports generated scores. Obviously, with the current data variations and omissions and, more importantly, with the uncertainty regarding how the data will exist post national emergency, the continued predictive efficacy of the newest FICO scores is shrouded in doubt. A healthy American economy relies on average consumers to consistently spend what they earn – and then some – on goods and services in the domestic market. To do that (especially the “then some” part), requires credit. It’s the foundations of how to approve and provide appropriate levels of credit that elevates these hyper specific microeconomic predicaments into much larger potential problems. Mix credit worthiness with credit strategy, then blend with political policy, and it’s preordained that this isn’t going to be an easy

problem to address. That doesn’t mean we should wait to start figuring this out. There is a song titled “Everybody’s Free (To Wear Sunscreen)” that was popular in the late 1990s by Baz Luhrmann. In it, a graduation speech is juxtaposed against a techno/trance groove, but it is the content of the speech that I am thinking about now. The narrator gives lots of advice (“Be thankful for your knees. You’ll miss them when they’re gone”), but the only absolute, uncontestable advice he insists on is simple: Wear sunscreen. Why? Because even then it was pretty clear that if you don’t follow the advice, you are going to pay for it later in life. Agree or not, the science is going to win. And that’s the scenario here, too. Agree or not, we’re going to get burned on measuring credit worthiness if we don’t start applying some science to it right now.

James Charlet is a former executive at Experian and owner of CRE Credit Repair. He is a frequent speaker in the mortgage industry, and serves as a consultant to multiple organizations. James is also a connoisseur of rap and hip hop from the 1985-2005 golden era; an appreciation he is desperately trying to pass on to his teenage son, Aidan.

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HOW NMP’S MONTHLY SECTION OF HANDS-ON PRACTICAL ADVICE

BUILD-A-BROKER How To Protect Your Brokerage’s Name YOUR FIRST MILLION DOLLARS Why You Need To Keep Your Character In Mind How To Manage Networking When The World Is Virtual CAREER TICKER: People On The Move

PEOPLE ON THE MOVE //

> Freddie

Mac appointed Pamela Perry as vice president of single-family equitable housing.

> Atlantic Home Mortgage hired Morgan Jones as a mortgage loan officer for the company’s Alpharetta, GA branch.

> Freddie

Mac appointed Amanda Nunnink as vice president of equity in multifamily housing.

> Sprout

Mortgage promoted Michael Strauss to chief executive officer of the company.

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

Get revved up, Detroit! Join us this spring for The Motor City Mortgage Expo! This event includes a lineup of educational sessions, business opportunities and networking events curated speciﬁcally for the entrepreneurial men and women of the Michigan mortgage industry. Workshops and sessions will include detailing today’s reverse mortgage opportunities, producing proﬁts with private lenders and much more. Tuesday, May 11th, 2021

Detroit, MI

+ Free NMLS Renewal Class May 12th

www.motorcitymortgageexpo.com

Enjoy free registration using our code OCNFREE .

PRESENTING SPONSOR

NONNQM SPONSOR

REVERSE SPONSOR

SHOW PRODUCER

Safety is our top priority. Learn about the safety precautions we take at each of our events to earn us 100% safety satisfaction from our attendees at originatorconnectnetwork.com/covid19.

| NATIONAL MORTGAGE PROFESSIONAL MAGAZINE

Complimentary registration available to NMLS-licensed active LOs and their support staff. Show producers resereve the right to determine ﬁnal eligibility.

BUILD-A-BROKER

Protect Your Brokerage’s Name

ou can find the right name for your brokerage with creativity and market research. But once you’ve picked your name, you should protect it by registering it with the right agencies. Once you settle on a name you like, you need to protect it. There are four different ways to register your business name. Each way of registering your name serves a different purpose, and some may be legally required depending on your business structure and location. Each of these name registrations are legally independent. Most small businesses try to use the same name for each kind of registration, but you’re not normally required to.

pertaining to state and business structure. Check with your state for rules about how to register your business name.

ENTITY NAME

DOING BUSINESS AS (DBA) NAME

An entity name can protect the name of your business at a state level. Depending on your business structure and location, the state may require you to register a legal entity name. Your entity name is how the state identifies your business. Each state may have different rules about what your entity name can be and usage of company suffixes. Most states don’t allow you to register a name that’s already been registered by someone else, and some states require your entity name to reflect the kind of business it represents. In most cases, your entity name registration protects your business and prevents anyone else in the state from operating under the same entity name. However, there are exceptions

TRADEMARK A trademark can protect the name of your business, goods, and services at a national level. Trademarks prevent others in the same (or similar) industry in the U.S. from using your trademarked names. Businesses in every state are subject to trademark infringement lawsuits, which can prove costly. That’s why you should check your prospective business, product, and service names against the official trademark database, maintained by the United States Patent and Trademark Office.

You might need to register your DBA — also known as a trade name, fictitious name, or assumed name — with the state, county, or city your business is located in. Registering your DBA name doesn’t provide legal protection by itself, but most states require you to register your DBA if you use one. Some business structures require you to use a DBA. Even if you’re not required to register a DBA, you might want to anyway. A DBA lets you conduct business under a different identity from your own personal name or your formal business entity name. As an added bonus, getting a DBA and federal tax ID number (EIN) allows you to open a business bank account.

Multiple businesses can go by the same DBA in one state, so you’re less restricted in what you can choose. There’s also more leeway in the clarity of business function. For example, a small business owner could use Springfield Mortgage Associates for their entity name but use MortgageKing for their DBA. Just remember that trademark infringement laws will still apply. Determine your DBA requirements based on your specific location. Requirements vary by business structure as well as by state, county, and municipality, so check with local government offices and websites.

DOMAIN NAME If you want an online presence for your business, start by registering a domain name — also known as your website address, or URL. Once you register your domain name, no one else can use it for as long as you continue to own it. It’s a good way to protect your brand presence online. If someone else has already registered the domain you wanted to use, that’s okay. Your domain name doesn’t actually need to be the same as your legal business name, trademark, or DBA. You’ll register your domain name through a registrar service. Consult a directory of accredited registrars to determine which ones are safe to use, and then pick one that offers you the best combination of price and customer service. You’ll need to renew your domain registration on a regular basis.

PEOPLE ON THE MOVE //

> Residential

mortgage lender Acopia, LLC named Joey Davidson as the company’s president.

> Sprout

Mortgage promoted Shea Pallante to president of the company.

> Total Expert

hired Ilene Vogt as chief revenue officer.

> SLK Global

Solutions hired property tax servicing veteran Shane Jones as vice president for tax outsourcing operations.

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

LEADERSHIP LESSONS

Don’t Be A Character – Have It! What you do every day will inform what you do tomorrow. BY HARVEY MACKAY | SPECIAL TO NATIONAL MORTGAGE PROFESSIONAL

hat gift can we all possess that costs nothing but is worth everything? That we can demonstrate daily, but lose in seconds if we don’t guard it carefully? That determines the quality of our relationships and directs our choices in life? That great treasure is good character. President Ronald Reagan focused on character in his 1993 commencement speech to the graduates at Citadel Military College in South Carolina. “The character that takes command in moments of crucial choices has already been determined,” Reagan said. “It has been determined by a thousand other choices made earlier in seemingly unimportant moments. “It has been determined by all the little choices of years past -- by, all those times when the voice of conscience was at war with the voice of temptation, whispering the lie that it really doesn’t matter. “It has been determined by all the day-to-day decisions made when life seemed easy and crises seemed far away – the decisions that piece by piece, bit by bit, developed habits of discipline or of laziness, habits of selfsacrifice or self-indulgence, habits of duty and honor and integrity – or dishonor and shame. “Because, when life does get tough,

and the crisis is undeniably at hand – when we must, in an instant, look inward for strength of character to see us through – we will find nothing inside ourselves that we have not already put there.”

BUILD YOUR BASE A solid character foundation includes honesty, loyalty, respect and unselfishness. Let’s take them one at a time. HONESTY. Telling the truth at all times builds character. Your word has to be your bond. Complete honesty in little things is not a little thing at all. Honesty, ethics, integrity, values, morals – all mean the same thing. In my estimation, you can interchange them, because they all convey the single attribute that determines whether a person or an organization can be trusted. If truth ever stands in your way, you are headed in the wrong direction. LOYALTY IS ROYALTY. The first quality I look for in employees or friends is loyalty. I would rather

have a terrific employee work for us for a few years and be true to our company values than someone who still shows up every day, punches the clock and hangs around just to collect a paycheck. RESPECT. You must respect other people and their property. You don’t have to fear your competition, but respect their abilities. Showing respect is not a sign of weakness – it’s a show of strength. As baseball great Jackie Robinson said, “I’m not concerned with your liking or disliking me ... All I ask is that you respect me as a human being.” UNSELFISHNESS. The reason I love team sports is that players learn the power of teamwork and how to be unselfish, regardless of their individual abilities. Basketball superstar Michael Jordan won six NBA championships with the Chicago Bulls. His personal accomplishments on the court give him bragging rights beyond compare. Yet he wrote in his book, “I Can’t Accept Not Trying”: “There are plenty of teams in every sport that have great players and never win championships. Most of the time, those players aren’t willing to sacrifice for the greater good of the team. The funny thing is, in the end, their unwillingness to sacrifice only

You don’t have to fear your competition, but respect their abilities.

PEOPLE ON THE MOVE //

> Total Expert

hired Rebecca Martin as chief marketing officer.

| NATIONAL MORTGAGE PROFESSIONAL MAGAZINE

> MAXEX hired

Maloch Spivey as managing director of loan operations and transaction management.

> Roostify hired

Freddie Mac veteran Randy Jones as its new vice president of sales and business development.

MAXEX hired Steven R. Valladares as the company’s managing director and head of sales.

makes individual goals more difficult to achieve.” Character is revealed when pressure is applied. You’ve probably heard the saying that sports do not build character. They reveal it. How a person plays the game shows something of their character; how they lose shows all of it. The same is true for business. QUESTIONABLE CHARACTER Hall of Fame College Football Coach Lou Holtz describes character this way: “The answers to three questions will determine your success or failure: 1. Can people trust me to do my best? 2. Am I committed to the task at hand? 3. Do I care about other people and show it? “If the answers to these questions are yes, there is no way you can fail,” Holtz said. Helen Keller was born perfectly healthy but was left completely blind

and deaf when she suffered an illness at 18 months. For five years she was isolated from the world until a special teacher named Anne Sullivan helped her fight back against her challenges. Helen Keller said: “Character cannot be developed in ease and

Depend on Us. Deliver for Your Clients. As a trusted local wholesale lender, we’re committed to providing great service for you and great results for your clients – each and every time. No FICO score (unless PMI loan) Cash-outs* up to $2.5M (no seasoning) Loan amounts up to $3.5M with CLTVs to 90%** Bijan Farassat (917) 731-4870 bfarassat@ridgewoodbank.com NMLS ID# 646654

Joseph Noviello (718) 240-4780 jnoviello@ridgewoodbank.com NMLS ID# 625762

*On primary residences. (LTVs apply). | **1–2 family and condo purchases and rate and term refinances – primary residences. | Terms and conditions subject to change without notice. Loans subject to credit approval. © 2021 Ridgewood Savings Bank. All rights reserved.

quiet. Only through experiences of trial and suffering can the soul be strengthened, vision cleared, ambition inspired and success achieved.” Mackay’s Moral: Character is what you are when no one is watching.

“I cannot express how grateful I am to have a broker relationship with Ridgewood. Time and time again, you’re the lender I count on for personal attention and unparalleled service.” Mary Ann Scaggs Sr. Mortgage Loan Originator Purchase, NY

www.ridgewoodbank.com

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

MARY KAY SCULLY

BENCHMARKS & BEST PRACTICES

Plug In To Remote Networking

You don’t have to be in person to make the right connections. BY MARY KAY SCULLY | CONTRIBUTING WRITER, NATIONAL MORTGAGE PROFESSIONAL

etworking is defined as the action or process of interacting with others and exchanging information, usually in an informal setting. Often, when people think of networking, they think of conferences or cocktail hours, but over the past year, these traditional connection points simply have not been possible. Even though the networking events we’re used to are virtually non-existent, the act of networking remains a critical component of relationship building. Due to our new normal, the way networking works has changed rapidly over the last year.

WHY NETWORK? On its face, networking is all about growing the network of people you know. Maybe you met an important business contact at a virtual conference or connected with someone who may make a great mentor. Regardless of how you expand your network, the objective should be the same. Networking is more than just adding to the people you know, it’s about meeting people and forming genuine relationships. These relationships should be with people that grow to like you and, most importantly, trust you.

Once trust has been established, both parties are able to add value. Keep in mind that it’s important to share information and knowledge with them that they can use or find helpful.

HOW DO I NETWORK IN A VIRTUAL ENVIRONMENT? Getting started with virtual networking can feel intimidating. It looks and feels different than what most of us are used to. However, virtual networking opens a unique opportunity to connect with professionals regardless of geographical location. Networking online can lead you to connections you never would have met at a conference. There are three steps to remote networking – and networking in general. The first one is prep. Start by finding the right connections. Instead of reaching out to anyone and everyone on LinkedIn, ensure you are finding contacts that can create a mutually beneficial relationship. Find a common element that helps connect you with the other person. After you have chosen the right contacts, it is time for step two: execution. How do you build a relationship with them virtually? Video calls are a great way to get face time with someone, even when you cannot connect in person. When video chatting, do your best to eliminate any distractions so that your attention isn’t compromised. In an effort to remain respectful of the other person’s time, use the time they have given you to the fullest. Be creative with how you reach out to your connections. You may not be able to meet for lunch, but sending them a lunch or delivery service gift card is a great way to connect and provide a little extra value. Pay attention to their areas of special interest like pets or sports activities use those as creative touchpoints to express interest in their interests. By noting if someone is a foodie

or has gone Keto it will not only assist you in your selection of a lunch gift card offering, it is a fantastic opportunity to support a local business and create another connection. Social Media is another great way to connect with people and build relationships. If you take the social media route, take some time evaluating your profile and becoming familiar with how you look online. What are you saying about you? People will do their homework, so be mindful of how you’ve crafted your profile. If it’s the wrong message, there’s a possibility that you could risk an important connection. The final step is the follow-up. Don’t let networking be a one-off, check-thebox agenda item. Be genuine and keep up with your connections. Some of your connections are likely juggling many responsibilities and may only need or have time to touch base quarterly. Other connections, depending on the nature of the relationship, may work better with monthly or weekly contact, to keep the relationship top of mind. Keep in mind that you don’t have to e-touch base all of the time; a handwritten note can even be more powerful. The open rate of a handwritten envelope is 99.2%! So, let’s mix up our correspondence.

GET PLUGGED IN Networking without face-to-face interaction can be difficult, but it is possible – and it can bring about new opportunities. Having a clear plan for virtual networking keeps you organized and ensures your relationship will start strong and continue to grow. Don’t let virtual networking hold you back – start connecting.

Mary Kay Scully is the director of customer education at Genworth Mortgage Insurance.

How to Help Real Estate Pros in a Post-Refi World Webinar March 18

10AM PT | 1PM ET Matt Coles

Regional Vice President Plaza Home Mortgage

Melissa Merriman

REALTOR ® The Melissa Merriman Team Keller Williams Realty, Inc.

• What do real estate professionals look for in a mortgage broker when referring a borrower? • How do mortgage brokers stay in front of real estate pros with new ideas – work from home moves; growing family; downsizing; reverse mortgages? • Can brokers use renovation loans to move some “hard to sell” properties?

Door prize drawing:

© 2021 Plaza Home Mortgage, Inc. Plaza Home Mortgage and the Plaza Home Mortgage logo are registered trademarks of Plaza Home Mortgage, Inc. All other trademarks are the property of their respective owners. REALTOR is a registered trademark of the NATIONAL ASSOCATION OF REALTORS® Plaza NMLS 2113

Win a Oculus Quest 2 Virtual Reality Headset! NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

heard by In our daily email newsletter, our weekly NMPTV showcases, or our monthly publication, NMP magazine brings you the strategies and observations of the top executives in the mortgage world. The industry’s best share their views. Here are some of their observations from the past few weeks, as heard by NMP.

“One thing we can do immediately is focus our supervision and enforcement tools on overseeing the companies responsible for COVID relief. I am concerned about the findings … that companies are failing to properly administer relief through the crisis.” —Dave Uejio, CFPB

“The virtual home tour is here to stay.” —Daryl Fairweather, Redfin

“It’s going to be a pretty fun next couple of years in Non QM. Come on in. The water is just right.”

“Competition to buy is strong given the low inventory that exists across the country. The fact that there are not enough homes to meet demand is going to be an ongoing issue for the foreseeable future.” —Sam Khater, Freddie Mac

“With [Janet] Yellen in charge and with an economy that needs a shot in the arm, I think we can expect massive spending combined with continued ultra-low interest rates for years. This will act as a catalyst for stock markets.” —Nigel Green, DeVere Group

—William B. Fisher, Mega Capital Funding

Daryl Fairweather Sam Khater Nigel Green Dave Uejio William B. Fisher 22

| NATIONAL MORTGAGE PROFESSIONAL MAGAZINE

By If you give an investor a real estate loan. Then they will ask for competitive terms. When you give the investor competitive terms. They will ask for top-tier customer service. The investor will remember they have diverse scenarios and ask for nationwide funding. With these potential opportunities, they will want a real estate loan.

If you want a real estate investment loan, contact us today! Visit RCNCapital.com \ Email Info@RCNCapital.com \ Call 860.432.5858 RCN Capital, LLC is licensed as a California Finance Lender under Department of Business Oversight license number 60DBO-46258. Arizona Mortgage Banker License BK-0932325. Oregon Mortgage Lending License: ML-5571; NMLS Company ID: 1045656.

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

TOP ORIGINATORS BY TOTAL DOLLAR VOLUME

Must have funded at least $50 million in total volume in 2020 Photo

Refi Dollar Volume Volume By Total Number of Units

Originator’s Name

Last

Originator’s Title

Originator’s Company

City

State / Province / Region

Purchase Volume By Dollar Amount

Purchase Volume By Number of Units

Refi Volume By Dollar Amount

Unit Volume Total

States Licensed in

Thuan

Nguyen

President - Loan Originator

Loan Factory, Inc.

San Jose

California

75,961,577

172

1,931,477,858

5044

2,007,439,435

5216

CA, CO, DC, FL, GA, IL, KS, LA, MD, MN, NH, NJ, NC, OH, PA, SC, TN, TX, UT, VA, WA

Brian

Minkow

Divisional Vice President

Homebridge Financial Services, Inc.

Westlake Village

California

233353250

478

412219436

965

645,572,686

1443

AZ, CA, CO, NV, TX

Umar

Gebril

Branch Manager

Academy Mortgage Corporation

Seattle

172,103,124

291

212,578,767

415

384,681,891

706

NV, ID, HI, OR, IL, CA, WA, AZ, CO, FL

Michael

Borodinsky

Producing Branch Manager

Caliber Home Loans

Edison

209,006,809

558

140,068,759

388

349,075,568

946

United States

Matt

Oliver

Sr Loan Officer

Lund Mortgage Team, Inc.

Glendale

39,443,491

133

266,756,788

1036

306,200,279

1169

Ryan

Grant

Producing Division President

NEO Home Loans

Irvine

$153,965,776.00

287

$122,832,027.00

245

276,797,803

532

CA, WA, TX, NV, OR, AZ, MT, FL, CO, ID, NM, IL, TN, AR, MT

Carey Ann

Cyr

Area Sales Manager

CMG Financial

Franklin

222926882

853

51628213

195

274,555,095

1048

Catherine

Haddad

Loan Officer

Atlantic Home Loans

Parsippany

125,849,080

276

117,266,997

295

243,116,077

571

Peter

Galvez

Broker/Owner

United Wholesale Lending

Sacramento

76,745,981

167

144,291,248

414

221,037,229

581

CALIFORNIA

Gregg

Harris

President

LenderCity, Inc.

11,480,000

208,040,000

743

219,520,000

784

MO, TX, CO, FL

Ryan

Jones

Sr Loan Officer

Lund Mortgage Team, Inc.

Glendale

Arizona

18,717,966

162,863,869

680

181,581,835

744

Jason

Loan Originator

Loan Factory, Inc.

San Jose

California

14,774,200

165,296,228

361

180,070,428

387

California, Colorado, Florida, Texas, Washington

Rodney

Anderson

Producing Branch Manager

Supreme Lending

Plano

34198408

145777386

484

179,975,794

583

Texas

Jerilyn

Shaw

Sr. Loan Officer

C2 Financial Corporation

San Diego

$52,106,066

$126,580,880

252

178,686,946

344

California

Dominic

Pomilia

Loan Officer

Supreme Lending

Mill Valley

52827033

122764710

242

175,591,743

319

Arizona, California, and Nevada

Arman

Ghamami

Sr. Loan Officer

C2 Financial Corporation

San Diego

$192,000

$172,452,121

383

172,644,121

384

California

Rick

Scherer

CEO

OnTo Mortgage

Framingham

Massachusetts

$69,163,752

153

$103,412,747

273

172,576,499

426

United States

Laura

Witte

Vice President of Production Truth and Lending Team

Northpointe Bank

Atlanta

Georgia

72,062,270

209

95,135,573

300

167,197,843

509

All 50 states

Joseph

Chacko

Sr. Loan Officer

C2 Financial Corporation

San Diego

$28,014,695

$138,547,119

297

166,561,814

353

Arizona, Florida, California, Nevada, Texas, and Washington

| NATIONAL MORTGAGE PROFESSIONAL MAGAZINE

SPECIAL DIRECTORY

TOP ORIGINATORS BY TOTAL DOLLAR VOLUME (CON'T) Must have funded at least $50 million in total volume in 2020 Photo

Refi Dollar Volume Volume By Total Number of Units

Originator’s Name

Last

Originator’s Title

Originator’s Company

City

State / Province / Region

Purchase Volume By Dollar Amount

Purchase Volume By Number of Units

Refi Volume By Dollar Amount

Unit Volume Total

States Licensed in

Sherman

Dryden

Loan Officer

FitzGerald Financial Group

White Plains

$67,864,530.00

200

$92,336,648.00

295

160,201,178

495

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Matt

Garcia

Loan Officer

Supreme Lending

Alpharetta

123953180

423

35866644

126

159,819,824

549

Georgia

Jodi

Ryder

Sr. Loan Officer

C2 Financial Corporation

San Diego

$33,578,743

$123,317,490

299

156,896,233

371

California & Oregon

Ray

Shanahan

VP/ Senior Mortgage Loan Officer

TowneBank Mortgage

Charlotte

$122,696,692.00

382

$34,104,515.00

156,801,207

478

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Cody

Reid

Branch Manager

NRL Mortgage

Austin

Texas

$72,935,561

235

$81,050,525

269

153,986,086

504

Alabama

Billy

Nguyen

Loan Originator

Loan Factory, Inc.

Grand Prairie

Texas

53,044,554

205

96,031,274

355

149,075,828

560

Texas

Keith

McKay

CEO & Senior Loan Officer

Prime Choice Funding, Inc.

Tustin

California

6491552

138512763

347

145,004,315

362

Rich

Clayton

COO

OnTo Mortgage

Framingham

Massachusetts

$43,466,147

$98,028,305

239

141,494,452

330

United States

Arthur Chungtaek

Ohr

Senior Loan Officer

FitzGerald Financial Group

Rockville

Maryland

$57,815,229.00

156

$73,651,548.00

207

131,466,777

363

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Michael

Bovaird

Branch Manager

NJ Lenders Corp

Hoboken

58631391

129

70404171

174

129,035,562

303

NJ & NY

Jerad

Burke

Sales Manager

Mountain West Financial, Inc.

Redlands

43107591

136

83334381

256

126,441,972

392

Daniel

Bayla

Loan Originator

Loan Factory, Inc.

Lynnwood

Washington

22,235,585

102,578,764

258

124,814,349

309

Washington

Phil

Jawny

Senior Loan Officer

TowneBank Mortgage

Raleigh

$109,935,252.00

395

$12,836,599.00

122,771,851

437

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Joshua

Rubin

Vice President Originations

First Securities Mortgage Inc.

36145803

131

86244447

320

122,390,250

451

Jeff

LaDue

Senior Loan Originator

WA first Mortgage

Kirkland

1,219,000

120,292,317

269

121,511,317

272

David

Hosterman

Regional Manager

Citywide Home Loans

Greenwood Village

Colorado

$68,064,758.00

267

$50,883,785.00

168

118,948,543

435

Colorado

Jason

Dupree

Sales Manager

Sun West Mortgage Company, Inc.

Charlotte

$6,512,543.00

$110,365,900.00

332

116,878,443

355

AL, AR, AZ, CA, CT, DC, DE, FL, IA, ID, IL, IN, MI, MN, NC, NE, NH, NJ, OH, OR, RI, SC, TN, TX, VA, VT, WA and WI

Jerry

DeMaio

Mortgage Loan Originator

Family First Funding

Sayreville

63150394

196

53000000

154

116,150,394

350

United States

Sean

Wohland

Branch Manager

Sun West Mortgage Company, Inc.

Scottsdale

$58,246,626.00

178

$53,351,415.00

187

111,598,041

365

Debi

Zentner

Loan Officer

Diversified Mortgage Group

Pleasanton

20546800

90585278

185

111,132,078

220

Dan

Hutzelman

CEO

River City Mortgage, LLC

Cincinnati

4268745

106,705,043

268

110,973,788

279

AL, CA, CO, CT, DE, District of Columbia, FL, GA, IL, IN, IO, KY, ME, MD, MI, NJ, NC, OH, PA, SC, TN, TX, VA, WA

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

TOP ORIGINATORS BY TOTAL DOLLAR VOLUME (CON'T) Must have funded at least $50 million in total volume in 2020 Photo

Refi Volume By Dollar Amount

Refi Volume By Number of Units

Dollar Volume Total

Unit Volume Total

States Licensed in

12531654

Purchase Volume By Number of Units 32

97986893

302

110,518,547

334

Arizona

11,357,485

94,887,710

313

106,245,195

342

Carlsbad

$30,327,942.00

$73,781,416.00

172

104,109,358

239

San Diego

$14,700,104

$88,382,499

206

103,082,603

237

Colorado, California, Washington, and Oregon

20175155

82104477

193

102,279,632

237

NJ , NY, CT, CA, FL

$40,923,764.00

$60,309,851.00

135

101,233,615

211

AZ, CA, FL, NV, OR, TX and WA

59,785,360

171

40,888,365

128

100,673,725

299

NJ, PA & FL.

$47,968,601

173

$46,431,118

163

94,399,719

336

FL, MD, NC, PA, SC, VA, WV

Rapid City

60349159

236

33721491

139

94,070,650

375

Direct Mortgage Loans

St. John

$76,705,845

400

$15,278,479

91,984,324

478

IL, IN

Area Manager

CMG Financial

San Antonio

64453887

297

27222915

119

91,676,802

416

Fisher

LOAN OFFICER

FitzGerald Financial Group

Annapolis

Maryland

$52,325,075.00

155

$36,559,431.00

105

88,884,506

260

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

A.J.

Kozlak

Area Sales Manager

CMG Financial

Woodbury

35976464

152

48299157

198

84,275,621

350

Don

Blaize

Loan Officer

CMG Financial

Biloxi

80111290

495

3922501

84,033,791

515

Skip

Templeton

VP/ MORTGAGE LOAN OFFICER

NewTowne Mortgage

Virginia Beach

Virginia

$52,340,103.00

146

$31,032,920.00

83,373,023

235

VA, NC, FL, TN, PA

Chad

Curtin

Branch Manager

46,776,768

217

34476900

169

81,253,668

386

Indiana

Christian

Newberry

Branch Manager

Michigan Mutual, Inc.

Birmingham

19,472,763

59,780,778

228

79,253,541

296

Lisa

Mathews

Mortgage Sales Manager

Gateway Mortgage

Cranford

$47,979,477.00

149

$31,037,542.00

100

79,017,019

249

United States

Scott

Haney

LOAN OFFICER

FitzGerald Financial Group

Annapolis

$43,625,093.00

134

$35,272,712.00

112

78,897,805

246

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Sam

Leach

BRANCH MANAGER

FitzGerald Financial Group

White Plains

$32,763,589.00

$45,168,152.00

130

77,931,741

222

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Sosimo

Avila Jr

Loan Originator

Celebrity Home Loans DBA Neo Home Loans

Irvine

55,462,585

109

22,246,796

77,709,381

155

Jill

Sheldon

Senior Loan Officer

CMG Financial

Tempe

31965712

118

44652584

158

76,618,296

276

Originator’s Name

Last

Originator’s Title

Originator’s Company

City

State / Province / Region

Purchase Volume By Dollar Amount

Dave

Timmerman

Senior Loan Officer

American Financial Lending, Inc.

Phoenix

Kenneth

Rosenthal

Senior Mortgage Banker

USA Mortgage

St. Louis

Brendan

Kolesar

Regional Director

Sun West Mortgage Company, Inc.

Viral

Joshi

Sr. Loan Officer

C2 Financial Corporation

Jason

Berg

Regional Sales Manager

Family First Funding, LLC

Jason

Gill

Mortgage Loan Originator

Sun West Mortgage Company, Inc.

Anthony

Marone

Mortgage Banker

NJ Lenders Corp.

Amy

Wolff

Mortgage Banker

Direct Mortgage Loans

Frederick

Joshua

Campbell

Branch Manager

CMG Financial

Michelle

Jacinto

Mortgage Banker

Carlo

Colantonio

Ann W.

Costa Mesa

NRL Mortgage Cincinnati

| NATIONAL MORTGAGE PROFESSIONAL MAGAZINE

SPECIAL DIRECTORY

TOP ORIGINATORS BY TOTAL DOLLAR VOLUME (CON'T) Must have funded at least $50 million in total volume in 2020 Photo

Refi Volume By Dollar Amount

Refi Volume By Number of Units

Dollar Volume Total

Unit Volume Total

States Licensed in

30,274,460

Purchase Volume By Number of Units 114

46,190,664

151

76,465,124

265

CA, CO, FL, IL, KY, MO, WI

48668483

126

27682439

76,350,922

201

NY, NJ, FL

44,289,898

201

27,856,838

126

72,146,736

327

$51,954,905.00

180

$19,495,903.00

71,450,808

245

VA, NC

33,469,986

36,612,824

100

70,082,810

170

AZ, WA

49,210,301

161

20,528,950

69,739,251

222

United States

Fremont

12363403

55330126

114

67,693,529

136

Gateway Mortgage

Marlton

New Jersey

40,158,445.00

201

27,398,734.00

111

67,557,179

312

FDIC

BRANCH LOAN OFFICER

FitzGerald Financial Group

Arlington

Virginia

$26,148,964.00

$40,543,075.00

66,692,039

139

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Rock

Branch Manager

NRL Mortgage

Dallas

Texas

$55,717,245

245

$9,794,435

65,511,680

335

Oklahoma

Scott

Mangus

Senior Mortgage Banker

USA Mortgage

St. Louis

21,227,122

38,759,720

115

59,986,842

182

Thomas

Rosenthal

Senior Mortgage Banker

USA Mortgage

St. Louis

10,807,855

48,963,635

160

59,771,490

189

AR, CA, CO, Fl, IL, MO, OH, TX

Ramesh

Bodhireddy

Mortgage Loan Officer

SLR Mortgage, Inc.

Alpharetta

1,909,971

56,019,458

178

57,929,429

184

Georgia

Ami

Desai

Branch Manager

Sun West Mortgage Company, Inc.

Baltimore

$41,943,142.00

174

$15,239,200.00

57,182,342

227

AL, CO, DC, DE, FL, MD, NC, NJ, OH, PA, TN and VA

Mackenzie

Dadyan

Mortgage Sales Manager

Gateway Mortgage

Cherry Hill

New Jersey

$41,728,625.00

208

$12,514,537.00

54,243,162

273

FDIC

Rebecca

Alley

Vice President Mortgage Banker

Capital Mortgage Funding

Southfield

$16,835,635

$35,263,198

160

52,098,833

243

FL, GA, IN, MI, MO, OH, TN, TX, CO

Corey

Glowacki

Mortgage Banker

Direct Mortgage Loans

Bel Air

$27,482,787

100

$22,615,416

50,098,203

185

Originator’s Name

Last

Originator’s Title

Originator’s Company

City

State / Province / Region

Purchase Volume By Dollar Amount

Daniel

Krummel

Senior Mortgage Banker

USA Mortgage

St. Louis

Renee

Short

Loan Originator

Hudson United Mortgage

Nanuet

New York

Richard

Lytle

Sr. Mortgage Consultant

On Q Financial

Nick

Russo

SENIOR LOAN OFFICER

Towne Mortgage

Martin

Metzdorf

Manager - Branch Producing

USA Mortgage

Ryan

Proffitt

Mortgage Brokers

Future Home Loans

Neptune Beach

Amy

Gatchalian

Loan Officer

Diversifed Mortgage

Christofer

Wilhelm

RVP

Christopher

Donavin

Cynthia

Virginia Beach

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

TOP ORIGINATORS BY TOTAL UNITS FUNDED Must have funded at least 50 total units in 2020 Photo

Originator’s Name

Last

Originator’s Title

Originator’s Company

City

State / Province / Region

Purchase Volume By Dollar Amount

Purchase Volume By Number of Units

Refi Volume By Dollar Amount

Refi Volume By Number of Units

Dollar Volume Total

Unit Volume Total

States Licensed in

Thuan

Nguyen

President - Loan Originator

Loan Factory, Inc.

San Jose

California

75,961,577

172

1,931,477,858

5044

2,007,439,435

5,216.00

CA, CO, DC, FL, GA, IL, KS, LA, MD, MN, NH, NJ, NC, OH, PA, SC, TN, TX, UT, VA, WA

Brian

Minkow

Divisional Vice President

Homebridge Financial Services, Inc.

Westlake Village

California

233353250

478

412219436

965

645,572,686

1,443.00

AZ, CA, CO, NV, TX

Matt

Oliver

Sr Loan Officer

Lund Mortgage Team, Inc.

Glendale

39,443,491

133

266,756,788

1036

306,200,279

1,169.00

Carey Ann

Cyr

Area Sales Manager

CMG Financial

Franklin

222926882

853

51628213

195

274,555,095

1,048.00

Michael

Borodinsky

Producing Branch Manager

Caliber Home Loans

Edison

209,006,809

558

140,068,759

388

349,075,568

946

United States

Gregg

Harris

President

LenderCity, Inc.

11,480,000

208,040,000

743

219,520,000

784

MO, TX, CO, FL

Ryan

Jones

Sr Loan Officer

Lund Mortgage Team, Inc.

Glendale

Arizona

18,717,966

162,863,869

680

181,581,835

744

Umar

Gebril

Branch Manager

Academy Mortgage Corporation

Seattle

172,103,124

291

212,578,767

415

384,681,891

706

NV, ID, HI, OR, IL, CA, WA, AZ, CO, FL

Rodney

Anderson

Producing Branch Manager

Supreme Lending

Plano

34198408

145777386

484

179,975,794

583

Texas

Peter

Galvez

Broker/Owner

United Wholesale Lending

Sacramento

76,745,981

167

144,291,248

414

221,037,229

581

CALIFORNIA

Catherine

Haddad

Loan Officer

Atlantic Home Loans

Parsippany

125,849,080

276

117,266,997

295

243,116,077

571

Billy

Nguyen

Loan Originator

Loan Factory, Inc.

Grand Prairie

Texas

53,044,554

205

96,031,274

355

149,075,828

560

Texas

Matt

Garcia

Loan Officer

Supreme Lending

Alpharetta

123953180

423

35866644

126

159,819,824

549

Georgia

Ryan

Grant

Producing Division President

NEO Home Loans

Irvine

$153,965,776.00

287

$122,832,027.00

245

276,797,803

532

CA, WA, TX, NV, OR, AZ, MT, FL, CO, ID, NM, IL, TN, AR, MT

Don

Blaize

Loan Officer

CMG Financial

Biloxi

80111290

495

3922501

84,033,791

515

Laura

Witte

Vice President of Production Truth and Lending Team

Northpointe Bank

Atlanta

Georgia

72,062,270

209

95,135,573

300

167,197,843

509

All 50 states

Cody

Reid

Branch Manager

NRL Mortgage

Austin

Texas

$72,935,561

235

$81,050,525

269

153,986,086

504

Alabama

Sherman

Dryden

LOAN OFFICER

FitzGerald Financial Group

White Plains

$67,864,530.00

200

$92,336,648.00

295

160,201,178

495

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Michelle

Jacinto

Mortgage Banker

Direct Mortgage Loans

St. John

$76,705,845

400

$15,278,479

91,984,324

478

IL, IN

Ray

Shanahan

VP/ SENIOR MORTGAGE LOAN OFFICER

TowneBank Mortgage

Charlotte

$122,696,692.00

382

$34,104,515.00

156,801,207

478

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Joshua

Rubin

Vice President Originations

First Securities Mortgage Inc.

36145803

131

86244447

320

122,390,250

451

Phil

Jawny

SENIOR LOAN OFFICER

TowneBank Mortgage

$109,935,252.00

395

$12,836,599.00

122,771,851

437

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

| NATIONAL MORTGAGE PROFESSIONAL MAGAZINE

Raleigh

SPECIAL DIRECTORY

TOP ORIGINATORS BY TOTAL UNITS FUNDED (CON'T) Must have funded at least 50 total units in 2020 Photo

Originator’s Name

Last

Originator’s Title

Originator’s Company

City

State / Province / Region

Purchase Volume By Dollar Amount

Purchase Volume By Number of Units

Refi Volume By Dollar Amount

Refi Volume By Number of Units

Dollar Volume Total

Unit Volume Total

States Licensed in

David

Hosterman

Regional Manager

Citywide Home Loans

Greenwood Village

Colorado

$68,064,758.00

267

$50,883,785.00

168

118,948,543

435

Colorado

Rick

Scherer

CEO

OnTo Mortgage

Framingham

Massachusetts

$69,163,752

153

$103,412,747

273

172,576,499

426

United States

Carlo

Colantonio

Area Manager

CMG Financial

San Antonio

64453887

297

27222915

119

91,676,802

416

Jerad

Burke

Sales Manager

Mountain West Financial, Inc.

Redlands

43107591

136

83334381

256

126,441,972

392

Jason

Loan Originator

Loan Factory, Inc.

San Jose

California

14,774,200

165,296,228

361

180,070,428

387

California, Colorado, Florida, Texas, Washington

Chad

Curtin

Branch Manager

NRL Mortgage

Cincinnati

46,776,768

217

34476900

169

81,253,668

386

Indiana

Arman

Ghamami

Sr. Loan Officer

C2 Financial Corporation

San Diego

$192,000

$172,452,121

383

172,644,121

384

California

Joshua

Campbell

Branch Manager

CMG Financial

Rapid City

60349159

236

33721491

139

94,070,650

375

Jodi

Ryder

Sr. Loan Officer

C2 Financial Corporation

San Diego

$33,578,743

$123,317,490

299

156,896,233

371

California & Oregon

Sean

Wohland

Branch Manager

Sun West Mortgage Company, Inc.

Scottsdale

$58,246,626.00

178

$53,351,415.00

187

111,598,041

365

Arthur Chungtaek

Ohr

SENIOR LOAN OFFICER

FitzGerald Financial Group

Rockville

Maryland

$57,815,229.00

156

$73,651,548.00

207

131,466,777

363

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Keith

McKay

CEO & Senior Loan Officer

Prime Choice Funding, Inc.

Tustin

California

6491552

138512763

347

145,004,315

362

Jason

Dupree

Sales Manager

Sun West Mortgage Company, Inc.

Charlotte

$6,512,543.00

$110,365,900.00

332

116,878,443

355

AL, AR, AZ, CA, CT, DC, DE, FL, IA, ID, IL, IN, MI, MN, NC, NE, NH, NJ, OH, OR, RI, SC, TN, TX, VA, VT, WA and WI

Joseph

Chacko

Sr. Loan Officer

C2 Financial Corporation

San Diego

$28,014,695

$138,547,119

297

166,561,814

353

Arizona, Florida, California, Nevada, Texas, and Washington

A.J.

Kozlak

Area Sales Manager

CMG Financial

Woodbury

35976464

152

48299157

198

84,275,621

350

Jerry

DeMaio

Mortgage Loan Originator

Family First Funding

Sayreville

63150394

196

53000000

154

116,150,394

350

United States

Jerilyn

Shaw

Sr. Loan Officer

C2 Financial Corporation

San Diego

$52,106,066

$126,580,880

252

178,686,946

344

California

Kenneth

Rosenthal

Senior Mortgage Banker

USA Mortgage

St. Louis

11,357,485

94,887,710

313

106,245,195

342

Amy

Wolff

Mortgage Banker

Direct Mortgage Loans

Frederick

$47,968,601

173

$46,431,118

163

94,399,719

336

FL, MD, NC, PA, SC, VA, WV

Cynthia

Rock

Branch Manager

NRL Mortgage

Dallas

Texas

$55,717,245

245

$9,794,435

65,511,680

335

Oklahoma

Dave

Timmerman

Senior Loan Officer

American Financial Lending, Inc.

Phoenix

12531654

97986893

302

110,518,547

334

Arizona

Rich

Clayton

COO

OnTo Mortgage

Framingham

Massachusetts

$43,466,147

$98,028,305

239

141,494,452

330

United States

Richard

Lytle

Sr. Mortgage Consultant

On Q Financial

44,289,898

201

27,856,838

126

72,146,736

327

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

TOP ORIGINATORS BY TOTAL UNITS FUNDED (CON'T) Must have funded at least 50 total units in 2020 Photo

Originator’s Name

Last

Originator’s Title

Originator’s Company

City

State / Province / Region

Purchase Volume By Dollar Amount

Purchase Volume By Number of Units

Refi Volume By Dollar Amount

Refi Volume By Number of Units

Dollar Volume Total

Unit Volume Total

States Licensed in

Dominic

Pomilia

Loan Officer

Supreme Lending

Mill Valley

52827033

122764710

242

175,591,743

319

Arizona, California, and Nevada

Christofer

Wilhelm

RVP

Gateway Mortgage

Marlton

New Jersey

40,158,445.00

201

27,398,734.00

111

67,557,179

312

FDIC

Daniel

Bayla

Loan Originator

Loan Factory, Inc.

Lynnwood

Washington

22,235,585

102,578,764

258

124,814,349

309

Washington

Michael

Bovaird

Branch Manager

NJ Lenders Corp

Hoboken

58631391

129

70404171

174

129,035,562

303

NJ & NY

Anthony

Marone

Mortgage Banker

NJ Lenders Corp.

59,785,360

171

40,888,365

128

100,673,725

299

NJ, PA & FL.

Kathy

Nau

Mortgage Consultant

Colorado Professionals Mortgage

$47,000

122

$63,000

176

110,000

298

Colorado

Christian

Newberry

Branch Manager

Michigan Mutual, Inc.

Birmingham

19,472,763

59,780,778

228

79,253,541

296

Dan

Hutzelman

CEO

River City Mortgage, LLC

Cincinnati

4268745

106,705,043

268

110,973,788

279

AL, CA, CO, CT, DE, District of Columbia, FL, GA, IL, IN, IA, KY, ME, MD, MI, NJ, NC, OH, PA, SC, TN, TX, VA, WA

Jill

Sheldon

Senior Loan Officer

CMG Financial

Tempe

31965712

118

44652584

158

76,618,296

276

Mackenzie

Dadyan

Mortgage Sales Manager

Gateway Mortgage

Cherry Hill

New Jersey

$41,728,625.00

208

$12,514,537.00

54,243,162

273

FDIC

Jeff

LaDue

Sr. Loan Originator

WA first Mortgage

Kirkland

1,219,000

120,292,317

269

121,511,317

272

Daniel

Krummel

Senior Mortgage Banker

USA Mortgage

St. Louis

30,274,460

114

46,190,664

151

76,465,124

265

CA, CO, FL, IL, KY, MO, WI

Ann W.

Fisher

LOAN OFFICER

FitzGerald Financial Group

Annapolis

Maryland

$52,325,075.00

155

$36,559,431.00

105

88,884,506

260

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Lisa

Mathews

Mortgage Sales Manager

Gateway Mortgage

Cranford

$47,979,477.00

149

$31,037,542.00

100

79,017,019

249

United States

Scott

Haney

LOAN OFFICER

FitzGerald Financial Group

Annapolis

$43,625,093.00

134

$35,272,712.00

112

78,897,805

246

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Nick

Russo

SENIOR LOAN OFFICER

Towne Mortgage

Virginia Beach

$51,954,905.00

180

$19,495,903.00

71,450,808

245

VA, NC

Rebecca

Alley

Vice President Mortgage Banker

Capital Mortgage Funding

Southfield

$16,835,635

$35,263,198

160

52,098,833

243

FL, GA, IN, MI, MO, OH, TN, TX, CO

Brendan

Kolesar

Regional Director

Sun West Mortgage Company, Inc.

Carlsbad

$30,327,942.00

$73,781,416.00

172

104,109,358

239

Jason

Berg

Regional Sales Manager

Family First Funding, LLC

20175155

82104477

193

102,279,632

237

NJ , NY, CT, CA, FL

Viral

Joshi

Sr. Loan Officer

C2 Financial Corporation

San Diego

$14,700,104

$88,382,499

206

103,082,603

237

Colorado, California, Washington, and Oregon

Skip

Templeton

VP/ MORTGAGE LOAN OFFICER

NewTowne Mortgage

Virginia Beach

Virginia

$52,340,103.00

146

$31,032,920.00

83,373,023

235

VA, NC, FL, TN, PA

Ami

Desai

Branch Manager

Sun West Mortgage Company, Inc.

Baltimore

$41,943,142.00

174

$15,239,200.00

57,182,342

227

AL, CO, DC, DE, FL, MD, NC, NJ, OH, PA, TN and VA

Ryan

Proffitt

Mortgage Brokers

Future Home Loans

Neptune Beach

49,210,301

161

20,528,950

69,739,251

222

United States

Sam

Leach

BRANCH MANAGER

FitzGerald Financial Group

White Plains

$32,763,589.00

$45,168,152.00

130

77,931,741

222

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Debi

Zentner

Loan Officer

Diversified Mortgage Group

Pleasanton

20546800

90585278

185

111,132,078

220

SPECIAL DIRECTORY TOP ORIGINATORS BY TOTAL UNITS FUNDED (CON'T) Must have funded at least 50 total units in 2020 Photo

Originator’s Name

Last

Originator’s Title

Originator’s Company

City

State / Province / Region

Purchase Volume By Dollar Amount

Purchase Volume By Number of Units

Refi Volume By Dollar Amount

Refi Volume By Number of Units

Dollar Volume Total

Unit Volume Total

States Licensed in

Jason

Gill

Mortgage Loan Originator

Sun West Mortgage Company, Inc.

Costa Mesa

$40,923,764.00

$60,309,851.00

135

101,233,615

211

AZ, CA, FL, NV, OR, TX and WA

Aaron

Hulett

Loan Officer

MiMutual Mortgage

Port Huron

Michigan

13381038

106

18166446

104

31,547,484

210

Kenneth

Dunneback

Loan Officer

Michigan Mutual, Inc.

Livonia

$17,658,771.00

$27,066,358.00

122

44,725,129

209

Renee

Short

Loan Originator

Hudson United Mortgage

Nanuet

New York

48668483

126

27682439

76,350,922

201

NY, NJ, FL

Thomas

Rosenthal

Senior Mortgage Banker

USA Mortgage

St. Louis

10,807,855

48,963,635

160

59,771,490

189

AR, CA, CO, Fl, IL, MO, OH, TX

Corey

Glowacki

Mortgage Banker

Direct Mortgage Loans

Bel Air

$27,482,787

100

$22,615,416

50,098,203

185

Ramesh

Bodhireddy

Mortgage Loan Officer

SLR Mortgage, Inc.

Alpharetta

1,909,971

56,019,458

178

57,929,429

184

Georgia

Scott

Mangus

Senior Mortgage Banker

USA Mortgage

St. Louis

21,227,122

38,759,720

115

59,986,842

182

Martin

Metzdorf

Manager - Branch Producing

USA Mortgage

33,469,986

36,612,824

100

70,082,810

170

AZ, WA

Douglas

Davis

Senior Mortgage Banker

USA Mortgage

St. Louis

10,731,613

23,896,768

115

34,628,381

163

Jerry

Mayo

Senior Mortgage Banker

USA Mortgage

St. Louis

9,846,583

29,727,911

115

39,574,494

157

IL, MO

Sosimo

Avila Jr

Loan Originator

Celebrity Home Loans DBA Neo Home Loans

Irvine

55,462,585

109

22,246,796

77,709,381

155

Vince

Kruse

Processor

USA Mortgage

St. Louis

8,919,337

24,596,374

108

33,515,711

151

AR, IL, KS, MO, TN, TX

John

Hammons

Senior Mortgage Banker

USA Mortgage

St. Louis

4,876,612

37,014,008

131

41,890,620

150

IL, MO

Nancy

Scerine

Senior Mortgage Banker

USA Mortgage

St. Louis

12,387,302

15,717,440

28,104,742

142

AR, IL, KS, MO

Lance

Obermeyer

Senior Mortgage Banker

USA Mortgage

Alton

16,497,616

120

3,297,341

19,794,957

140

IL, MO

Christopher

Donavin

BRANCH LOAN OFFICER

FitzGerald Financial Group

Arlington

Virginia

$26,148,964.00

$40,543,075.00

66,692,039

139

FL, GA, SC, NC, TN, WV, VA, D.C., MD, DE, PA

Amy

Gatchalian

Loan Officer

Diversifed Mortgage

Fremont

12363403

55330126

114

67,693,529

136

Kaitlyn

Williams

Senior Mortgage Banker

USA Mortgage

St. Louis

11,012,658

19,188,984

30,201,642

136

AL, FL, IL, MO

Travis

David

Team Leader/ Mortgage Planner

Family First Funding LLC

Red Bank

21,426,020.00

27,094,442.00

48,520,462

136

NJ, NY, PA

Bobby

Green

Branch Manager

CMG Financial

Daniel Island

25521636

13697340

39,218,976

135

Scott

Barnes

Sales Mortgage Banker

USA Mortgage

Cumming

12,280,340

18,912,069

31,192,409

121

AL, GA

Amy

Wulf

Senior Mortgage Banker

USA Mortgage

St. Louis

9,652,238

12,238,208

21,890,446

118

Victoria

Digregorio

Sales Mortgage Banker

USA Mortgage

St. Louis

6,781,561

19,625,145

26,406,706

114

IL, MO

Mark

Sullivan

Manager - Sales

USA Mortgage

Nashville

22,204,262

7,782,247

29,986,509

113

AL, FL, GA, IL, MO, TN, VA

Corey

White

Sales Mortgage Banker

USA Mortgage

St. Louis

5,757,510

14,533,761

20,291,271

103

Lauree

Leyland

Sales Mortgage Banker

USA Lending

Nashville

10,854,029

12,059,030

22,913,059

AL, GA, TN

Phillip

Barry

Mortgage Broker

Future Home Loans

Jacksonville Beach

Florida

37,744,851

10,558,461

48,303,312

Florida

Kathy

Pan

Broker

Elite Capital Inc

San Francisco

10,931,000.00

30,897.54

10,961,898

Laurie

Cleveland

Sr. Loan Officer

CMG Financial

San Ramon

13415792

26980684

40,396,476

Haydee

Columbie

Branch Sales manager

PRMG

Doral

Florida

15,147,475

3,464,680

18,612,155

Florida

nmp

COVER STORY

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WHY WE WANT MONEY:

Top Originators Know What motivates the best mortgage originators? Helping people buy homes is one answer. But a strong payday tops the list. In this special excerpt from his new book, Eric Mitchell lays out how to start down the road to being at the top of the wealth list. BY ERIC MITCHELL | SPECIAL TO NATIONAL MORTGAGE PROFESSIONAL

veryone who chooses the industry of sales is entering it to make money. I have never met someone who’s in sales for the selling aspect. There are two kinds of people in this industry: the people in the 99 percent who only make enough to pay their bills and have fun occasionally, and the people in the one percent who sell nonstop to make more than is necessary to survive. The people in the one percent go beyond what their needs are and build a large amount of wealth. The goal here is to make clear how you can move from that 99 percent of salespeople to the one percent, and that’s through understanding the why. Why do people want to pursue the path of riches? With a good income, anyone can provide food, shelter, medicine, and basic necessities. That’s good for a modest, simple life and a mediocre living; however, earning over a million dollars a year

is far beyond modest living. It’s enough to pay the expenses for many years. It’s fulfilling your dreams and turning them into the reality that you have the capability to achieve if you open yourself up to your own potential. To understand what it means to chase after affluence, you must begin by comprehending the why. People who earn a modest living, the average paycheck pensioners,

are the ones who do not know why they want more money. The most common responses I hear for people’s whys are security, peace of mind, comfort, breathing room, and so forth. Nevertheless, these answers and reasons will only lead people to a simple, unassuming life that will forever lack a substantial income. Salespeople will experience a single, steep path that leads to wealth that is riddled with obstacles.

CONTINUED ON PAGE 34

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

WHY WE WANT MONEY CONTINUED FROM PAGE 33

That 99 percent can struggle on the road to wealth. Going after wealth does not merely mean getting more money in your bank account, but rather, thinking about “what does money get me?”

MATHEMATICAL AWARENESS The results matter as well. The path of earning more money comes with understanding how to make money and how to put that money to good use (thus the why). However, it is essential to recognize any pitfalls along the way. For example, Barry, a man earning more than a million dollars a year, works hard to acquire his wealth, but he also must factor in things like alimony to his exwife and taxes (local, state, and federal) he must pay. After all these things, he truly keeps a third of his income. So, it is not only important to take those factors into account when considering the pursuit of millions, but also to know the reason for pursuing such wealth. In my time in sales, after speaking with so many salespeople, I have come to understand five primary whys that drive a person to work harder to achieve higher. These five reasons are what make a person fight for everything that they must reach to attain their goal, their why. To begin with, understanding the whys first starts with comprehending that you can easily recognize the methods and systems mentioned by successful salespeople, but that all that knowledge doesn’t matter if you do not put in the effort to implement them. People often have cognitive dissonance when it comes to money and obtaining it. That is, people understand that they want that grand goal at the end, but they don’t see that money can be the way to accomplish it! That’s why 99 percent of salespeople are in the 99 percent as they do not understand their own personal why. The one percent of salespeople got to where they are by having a laser-like focus on their pursuits.

“SHAQ IS RICH. THE GUY WHO SIGNS HIS CHECK IS WEALTHY.” —Chris Rock, Comedian OBJECTIVE ORIENTED In finding your why, you will see where to focus your energy to accomplish your goals. Pursuing a target with no motivation or meaning behind it will leave you with a bewildering experience, and you’ll end up distraught and out of focus. The first step is understanding your why. Why do you want to jump in the car and drive down a steep, winding path? Because in the end, there is something that you need. If you don’t know why you want to pursue wealth, consider the reasons the one percent of salespeople use in their lives. Through my observations and through talking to many people, here are what I believe are the five whys: · enhancing your lifestyle · achieving emotional gratification · caring for your parents · providing better opportunities for your children · ensuring a legacy, that is, something greater than yourself The whys in the list are in no particular order and of equal importance. These motivations and goals are not directly going to make you rich, as you really cannot sell motivation. You need

the motivation to make more money. That’s the critical thing you must understand when reading this chapter and the following chapters. Some people will look at this path and only shake their heads regarding how difficult it will be. People in my industry convince themselves that there’s a plateau in earning, that there’s no way to go beyond a certain point. But these same people do not understand history and business. I can prove this! When was the last time you used a travel agent? Most likely, never in the past two decades because Internet companies have automated the process and made it cheaper than ever before. This is the evolution of an industry where something dies and another better thing is born. My industry, mortgage, is believed to have too many moving parts, but with current developing systems, these things can be automated! In the journey of a hero, he or she must first answer the call of adventure. For you, it’s the same. You must take that very first step to understand the ideas (which I believe are effective and that work for me) in this book and utilize them. I will teach you how to use the beliefs and systems in this book, but it

CONTINUED ON PAGE 37

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all starts with a beginning: the why. The reason why one percent of salespeople succeed in their activities is that their personal why drives them. The why is something of your choice, as I cannot tell you what it is. What I can do is break down the whys so that you may understand them. Choose one or more whys that will motivate you and drive you.

ENHANCING YOUR LIFESTYLE Everybody thinks this is something simple: a more beautiful car, a bigger house, more vacations, and so on. Throughout my lifetime, I have never met anyone—in the one percent of salespeople—who uses these kinds of goals as their why. After all, these things are merely objects and will not drive your activities. A more significant reason must be the why for this kind of motivation. Think about it: if you’re in sales and reading this, you probably already have a nice, newish car or a beautiful, expensive house. Those are things anyone in the 99 percent of salespeople can achieve. This why must be bigger than a new house or car. It must be something far more emotional! It might be something like a dream, something that is only attainable with a large amount of wealth. And no, I don’t mean two nice cars. Imagine this: Roy, a man in sales, always had a knack for closing a deal. He got to his position through hard work, diligence, and drive. This drive stems from his impoverished childhood, a life where he was given nothing and worked for everything. His parents weren’t the cream of the crop: he had an alcoholic father and a bipolar mother. Roy wanted to get away from poverty and escape to a better life. He never wanted to go back to the life he used to have. A dream earned through wealth is a perfect why because it is based on a powerful emotion: fear. People who

live in poverty work to get away from adversity, pain, and fear.

ACHIEVING EMOTIONAL GRATIFICATION Emotional gratification is not something as simple as happiness or joy, but is even more significant than that. Everyone has normal levels of happiness and sadness, as that’s part of life. However, emotional gratification comes from pride. Everyone should have pride in themselves, a sense of self-worth—and you are worth a lot. This manifestation of pride is gained by showing others that you are capable. Emotional gratification is the strongest from people who have something to prove to someone: parent(s), ex-lovers, colleagues, exfriends, ex-business partners, teachers, and the naysayers (probably the most gratifying of all). This may seem selfish—and it may be—but it’s a strong why as far as motivation goes. Having pride is not a bad thing because pride shows that you are worth something. It’s the moment where you tell the others in your life, “I’m not done yet!” To put it in other words, it’s like giving the middle finger to those who doubted you, whether it’s a former teacher or fate itself. This creates a strong motivation, a strong why to keep people moving forward. Think of the Rocky movies: the title character, Rocky, trains, fights, and even destroys himself to get a single second of gratification. His efforts are irrational. Emotional satisfaction is a prime directive that overrides your rational thought and does something to help you grab onto your goal. Personally, this is one of my motivators, and it does push me forward beyond what I or any others could do. Nonetheless, mistakes can and will be made, and that much I’ve learned on my own. For me, I have multiple whys to give me strength, one of which is to prove to my father that I’m worthy, to

show him that I am better, and that I have something to show for it! And, yes, it’s gratifying. Take this example: Steve, a diligent young man, had peers in his high school who looked down on him for whatever reasons. Teens, being as cruel as they are, tend to exclude others for sheer self-gratification. Years later, Steve works hard and earns wealth, so much in fact, that he ends up making more than all of his former peers combined! It’s not only enough to make more than they do, but it’s also what he does with it. Maybe he shares his vacations photos on social media showing an extravagant life, or perhaps he takes the time to earn a position to boss around those who used to ostracize him in school. Now that’s emotional gratification!

CARING FOR YOUR PARENTS From the get-go, you know this is a strong motivation. Any loving, devoted person would work their hands to the bone to care for the ones they cherish the most. Some people are brought up this way through culture or through family, or just have a natural love in their hearts. Have you ever heard a professional football player say he works and trains hard so that he can buy his mother a house? It’s a beautiful motivation and a fantastic why to achieve money. Accomplishing something to help one’s parents is indeed an admirable goal. If you have ever thought about your retirement, you most likely thought about either one or both parents’ retirement as well. Ask yourself: Do they have enough for retirement? What happens if they don’t? That means they might move in with you someday. To retire, you must first understand the Rule of 72: This formula is used to show how many years it takes to double the amount of money needed to have the CONTINUED ON PAGE 36

WHY WE WANT MONEY CONTINUED FROM PAGE 35

same purchasing power. Consider the following example: Susan has a modest income of $100,000 a year, and she plans to retire with at least $250,000 by the age of 65. However, the rate of inflation is at three percent. Using the inflation rate and the Rule of 72, we arrive at 24 years. That’s 24 years in which the $100,000 needs to double to have the same purchasing power because how much a dollar is worth now isn’t going to stay the same forever. Therefore, Susan needs a lot more than $250,000 by age 65 (more like $400,000). Not only that, but she must also consider her health as well. By 2020, there will be over a million Americans over the age of a hundred. Susan doesn’t need to plan for 65; instead, she needs to prepare for 65, 80, 100, and possibly beyond! After considering that scenario, imagine that about your own retirement plus your own parents’ retirement. It’s going to take a lot of money, which makes this why very strong.

BETTER OPPORTUNITIES FOR YOUR CHILDREN A loving parent would do anything for his or her children. A problem arises when these parents do not know what to do to provide for their loved ones. Then, they may begin to move and calculate in the wrong direction. If you have children of your own, what would you do to ensure their best future? This can take many forms beyond obtaining more money. Instead, the money can be used to provide better opportunities for them. What this why comes down to is how much are you, a loving parent, willing to sacrifice for your child? The willingness to sacrifice can be a strong motivator and makes a perfect why when it comes to setting a goal. This is not something that purely benefits you (unless you plan on having your kids take care of you—in that case, look at the previous why again). This is the why where it benefits the child(ren) the most. What are you willing to sacrifice to provide them with the best opportunities? Consider this: a father takes his daughter to gymnastic lessons. One day, the coach pulls the father aside and tells him that the daughter has an extreme amount of talent—the potential to be an Olympian—but only through training 36

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and hard work. Thus, the daughter needs better opportunities. The father has a choice: continue with mundane gymnastic lessons or move closer to an area with reputable gymnasts, training, and opportunities. Yet the father can’t move to another place because of his lucrative job at home. The solution: the father earns twice as much to provide for another home for his wife and daughter. The second home will be near the specific training center, and the father will be able to visit on weekends. To create that kind of opportunity, the parent must wisely manage their time and earn as much as possible. There’s no time for television or mindlessly surfing the Internet, as those things don’t create wealth or opportunities. What I’m saying here is not meant to be advice for parents or instruction on how to become a better parent. It’s up to you to channel this why in an appropriate manner.

LEGACY—SOMETHING GREATER THAN YOURSELF This is the why that leaves a mark upon history, no matter how significant. This can either be a sign of altruism or of narcissism, but in fact, it’s both! If you’re seeking wealth—and I know you are—then you’re already probably a little narcissistic. This is not detrimental to your why, but it does need to be controlled. How someone builds a legacy is up to them, but a legacy is something worth remembering! Money can be made into nearly anything. Wealth can build an orphanage to help forgotten children; money can go to a battered women’s shelter to help those in need; or wealth can even be used for something more personal like a community program to educate disenfranchised youth. Wealth can accomplish all these things and more. When it comes to the difference between donating to a charity and starting your own charity, that is when real money comes into play. As an example, LeBron James, the professional basketball player, has used his own money to establish a school that offers students a chance at free college. That’s a legacy worth remembering! But maybe you’re not that scrupulous in your pursuits—which is fine. So, what can you do with your wealth? Maybe you can build a business of your own. After all, corporations change the world and create a legacy of their own.

Use your wealth to build a life worth remembering!

CHANGE IS CRITICAL Now that we understand the five different whys of obtaining wealth, I am hopeful that this information is resonating with you. Remember: you don’t need all five whys, just one. These whys must be convincing you to learn more, and if you’re craving that feeling, continue reading. On this path toward becoming that one percent of salespeople, you will face hardships that will push you beyond your limits. You will become uncomfortable, but I ask that you accept what I believe to true! You must change. You must embrace being uneasy with yourself. You must learn. Salespeople must look at their results and ask themselves, “Am I getting the results I want?” But you should think, “How can I improve my results?” We’ll discuss how later in the book. People who ask the first question are forever stuck in the 99 percent of salespeople because they are only focusing on the results and not the why that drives them. When someone is young, bold, and brash, he or she tends to think of the now rather than the later. If you’re the kind of person who plans on marrying someday, don’t you want to have a large sum to pay for the ceremony? Why work for that later when you can work for that now? If you’re planning on having kids, why start working overtime when the kids are born to provide for them instead of working earlier to provide? This is the foresight that 99 percent of salespeople seem to lack. Of course, you want to share your earnings with your loved ones and have a good retirement! But you don’t work for those things when they come up; rather, you work for those things before they come up. After all, you should go to the doctor to prevent disease, not cure it after the damage is already done. A well-known cliché is, “The only constant is change.” It’s a cliché for a reason: it’s true! Examine this trope and do not become numb to it, for it will impact your daily life—as it should.

EXPERIENCE TEACHES I know what it’s like to have a car taken away due to back payments. I’m CONTINUED ON PAGE 48

MY BEST DEAL

This Doctor Needed An Assist When Her Plan Went South Name: Norma Nelson-Wiberg | Job Title: Private Mortgage Banker Business: RPM Mortgage, Rancho Santa Fe, CA How much was your best deal for? $700,000

What made it your best deal? June 28, 2005, Monday morning, a client walked into my office and asked if I could help her. She was a doctor who had thought she had made the deal of a life time when she bought a home as an investment property, at an auction valued at $950,000 for the price of $200,000. What she did not know at the time there was a first mortgage that needed to be paid off in the amount of $500,000. This first trust deed was in the final stages of foreclosure, she received a notice of the foreclosure sale on Saturday, June 26, 2005. She contacted the first TD holder who told her she had until June 30th to pay it off. They did not care about the fact she had paid $200,000. They had done all of their filings correctly over the previous six months. As she told me her story, tears were streaming down her face.

WIN a $100 Amazon gift card

I told her I would try my best to help but would have to ask for a lot of favors and pull together the team who would need to be able to help. I took the application, ordered the appraisal and title work on Monday, received all of her documents the same day. I pulled a 24 hour day and underwrote the loan the same day. (Fortunately, I had credit authority to underwrite my loans up to $1,000,000). I issued loan approval on Tuesday morning, got the appraisal and prelim on Tuesday. By noon on Tuesday we funded the loan, and Escrow confirmed the recording at 3:30 PM. Escrow sent the wire to the First TD holder to arrive on the east coast on Wednesday June 30, 2005. We saved her $200,000, saved her investment opportunity, and earned a client for life.

What else? By the way, all of this occurred during a month where I and one assistant we originated and closed 63 loans for $52,000,000 in 30 days.

Have a great story about your best deal? We’re not talking about your biggest deal. We want to hear about your best deal – the one that resonates with you personally, the one that became the story you’ve told again and again about why you’re in this business. Head over to bit.ly/MyBestDeal and tell us the details. You can win a $100 Amazon gift card if your story is selected for publication.

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DATABANK Consumer Confidence

Financial Vulnerability for Low/Middle Income Share of consumers who said they could cover basic expenses for less than a month if they did not earn a way or receive unemployment insurance

110

Recession

100 90 80 70 60 50

2000

2005

2010

2015

2020

Source: University of Michigan Index of Consumer Sentiment

Source: Morning Consult, January 22, 2021

Conventional 30-Year Mortgage Rate

Home Sales in the U.S. Millions of Units SAAR

15%

12% 6

Existing Homes

2 0 New 2005

Homes

2010

2015

2020

0% 1982

1987

1992

1997

2002

2007

2012

2017

Source: U.S. Census Bureau, National Association of Realtors

Bank Noncurrent Residential Loan Rates

Share of Mortgage Loans in Forbearance 8.6%

10%

First Lien

Second Lien

Home Equity 1996

2001

2006

2011

Source: Federal Deposit Insurance Corporation

5.4%

2% 0% 1991

2020

Source: Federal Reserve

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2016

Mar

Apr

May

Jun

Jul

Source: Mortgage Bankers Association

Aug

Sep

Oct

Nov

Dec

Jan

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Calyx

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Finicity's Mortgage Verification Service is the one-touch, GSEaccepted digital verification of assets, income and employment. MVS leverages Finicity's open banking platform so lenders can use the best data from the best sources in the best way to deliver a winning lending experience for their customers and business stakeholders. Finicity also provides account validation services to mitigate payment risk, as well as the use of transactions, account history and statements direct from FIs that can be used for loan servicing or other needs.

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Greg Gadson

I AM A VETERAN AND THIS IS MY VICTORY.

“My victory is proving that nothing can hold me back.” While serving in Iraq, an explosion took both of Greg’s legs. But it didn’t touch his spirit. Today, Greg is an entrepreneur, photographer and public speaker. DAV helps veterans of every generation get the benefits they’ve earned—helping more than a million veterans each year. Support more victories for veterans®. Go to DAV.org.

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CLIENT SOLUTIONS

Buyers Wishy Washy About Getting Loan Help But originators can get a “win-win” by being persuasive BY PAMELA M. MARRON | CONTRIBUTING WRITER, NATIONAL MORTGAGE PROFESSIONAL

AM MARRON

he four problem areas that commonly prevent prospective homebuyers from purchasing a home… credit, student loan debt relief, need for down payment, and home budgeting help… have HUD Housing Counseling Agency (HCA) resources and other services for prospective homebuyers now listed at Clients2Homeowners. com. For credit, Homebuyercred. org can handle issues that can take three months to five years to resolve. For student loans, Consumer Debt Counselors provides refinancing whether loans are current or in default. And DownPaymentResource.com, a national website for U.S. down payment assistance programs, provides a connection for prospective purchasers to see what DPA programs they might be eligible for. In addition, this site offers another portal, Down Payment Connect, that provides extensive detail and availability of all DPA programs for loan originators, real estate agents, lenders and housing finance agencies to use. And home budgeting, a service especially helpful to millennials, can be provided by all HUD HCA’s.

HOMEBUYER PROSPECTS But do homebuyers want to take advantage of these? Reactions from potential clients vary. Some provide a flat out “No” right up front but most are willing to receive help. HUD housing counseling agencies provide services for free or on a sliding scale basis for Low to Moderate Income (LMI) clients, but many mortgage clients seeking a home are above LMI income levels and a “Fee for Service” is often required. A tip that helps… offer to provide a credit

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towards mortgage closing costs for the upfront HCA fee paid by your client, or sometimes loan originators have the funds to pay for services themselves. The credit towards closing costs on the future mortgage or your agreement to pay upfront can be documented in a Memorandum of Understanding (MOU) that details services and cost.

LOAN ORIGINATORS Here’s how these services provide a win-win for the loan originator. A HUD counselor trained to get your client ready for a mortgage does the tedious work with the client. You are updated by the HUD counselor with the client’s progress and notified when that client is ready for a mortgage. You keep communication open with the referring realtor who sees that you are working to get their prospective homebuyer ready to purchase. What realtor is not going to take your call on the progress of a referred client? Loan originators usually have one of two reactions: 1. On board once options clearly understood 2. Prefer to refer these clients to another loan originator that desires to handle these clients The 2nd option was surprising to me. More than once, I have had loan originators tell me they’d rather give clients who need more time to “get ready” for a mortgage to someone else. But we are now in a market when mortgage activity is increasingly being driven by need rather than desire for a home. Having this tool in your toolbox

can provide consistency in your business in leaner times and keep you connected with realtors.

REAL ESTATE AGENTS Real estate agents are NOT hesitating on checking into these services! Since the May 2020 NMP webinar helped introduce Clients2Homeowners.com as a resource for “not yet ready” clients, most of the email response for these services has come from real estate agents who are highly creative when it comes to assets they can add to cultivate more business.

EXPERIENCE SO FAR DownPaymentResource.com was the first service I linked to my website with a provided icon that invites prospective homebuyers to see what DPA programs they might be eligible for. But the real value of this resource to me as a loan originator is through the Down Payment Connect portal where I can select the DPA programs I can offer and only those programs show up for clients on my personal DownpaymentResource.com landing page connected to my website. Further, wholesaler DPA as well as proprietary DPA Community 2nds have been added. Even when state, city and County SHIP programs are suspended, there are still programs on the wholesaler side available. And recently, my first prospective homebuyer signed up with Homebuyercred.org and I’ve already received a detailed Plan of Action for their path to a mortgage. Two more are signing up. Stay tuned.

Pamela M. Marron is a senior loan originator with Innovative Mortgage Services Inc.

In today’s mortgage banking industry, you have a choice: you can play “follow the leader” or you can be a leader ...

Lykken on Lending

With a 43-year career in mortgage lending, David Lykken is one of the most respected business leaders in the industry. He created Lykken on Lending in 2009 to offer his mortgage industry professionals an insider’s view of the trends, issues and personalities that impact mortgage banking and the wider economy. Created by a mortgage professional for mortgage professionals, Lykken on veteran Lending is a weekly 60-minute radio program hosted by mortgage veteran, David Lykken. Joining the program each week is Joe Farr with a MARKET UPDATE, Alice Alvey providing a LEGISLATIVE UPDATE and Andy Schell (a/k/a "The Proﬁt Doctor") providing tips on FINANCIAL MANAGEMENT along with other regulars and featured guests. Lykken on Lending brings forth the major players in mortgage banking for provocative and insightful conversation. This is the only mortgage banking indust leaders speak directly without being edited or media outlet where industry ﬁltered by agenda-driven third parties.

Covering Topics from Main Street to Wall Street and Capitol Hill

Listen LIVE Coast to Coast Mondays at 1:00pm Eastern/10:00am Paciﬁc, or dial in and listen at (646) 716-4972 or (877) 666-9318 Download the Podcasts of Previous episodes any time at David Lykken

MORTGAGE BROKER AND LENDER COMPLIANCE AUDIT, MLO POLICIES and UPDATES

Our fees are less than the big national firms that don’t call you back. Program includes all Manuals including QC, MLO Policies and Comp Plans, AML, GLB, Social Media and Web audits, on-line training sessions,

Memphis May 5, 2021

+ Free NMLS Renewal May 6th

governance documents, and our audit protection plan. Available in all 50 states. We have hands-on experience with regulators and audits. No theories here; we were Bankers. If you find yourself in federal court, we can handle that as well.

Contact Nelson Locke at

(800) 656-4584

www.midsouthmortgageexpo.com Enjoy free registration using our code OCNFREE

Or you may e-mail us at

nl@lockelaw.us

All inquiries will be kept strictly confidential. This is not an offer for legal services, but rather for his expert review and opinion about your particular compliance situation. All fact patterns are different so the results will vary. No guarantees are expressed or implied. Licensed by California and Federal Bar. NMLS 149450.

Complimentary registration available to NMLS-licensed active LOs and their support staff. Show producers resereve the right to determine ﬁnal eligibility.

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

732.529.7900

Why Choose MBS Highway? MBS Highway will turn you into a true advisor who coverts more opportunities. The Daily coaching videos and rate lock alerts will make you sharper than your competition and someone who cannot be replaced by Fintech.

Proprietary Data Within seconds, you can create a branded real estate report card for any county or zip code and share the levels of forecasted appreciation, job growth, affordability, and inventory so you can help customers see the ﬁnancial opportunity in purchasing a home.

Debt Consolidation Show customers how they can tap into equity in their home, pay off debt, and how they can apply the savings to pay down their mortgage and reduce their loan term and generate wealth.

Calculators and Tools Easily compare different loan options on a purchase or reﬁnance and show your customer which option is best depending on how long they plan on staying in the home.

Shareable Content Be famous in your local market with daily shareable content and Social Studio, which will turn your computer into a teleprompter, provide you with scripts, and allow you to easily generate engaging videos. 46

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Wholesaler Directory

Acra Lending Specialty/ Niche: Non-QM / Jumbo Bio: Acra Lending is the leader in Non-QM Wholesale and Correspondent lending programs. Offering a range of programs and services geared toward helping mortgage professionals and borrowers achieve their purchase and investment goals. We are committed to providing simplicity, consistency and an optimal customer experience. States Licensed in: AL, AZ, AR, CA, CO, CT, DC, DE, FL, GA, ID, IL, IN, KS, KY, LA, ME, MD, MI, MN, MT, NE, NV, NH, NJ, NC, OK, OR, PA, SC, TN, TX, UT, VA, VT, WA, WI, WY

Website: https://acralending.com/

Freedom Mortgage Specialty/ niche: VA and FHA As the #1 VA and FHA lender*, Freedom Mortgage Wholesale is dedicated to serving the needs of brokers, wholesale correspondents, banks and credit unions with a wide variety of products. Our local Account Executives, three Regional Operation Centers, and seasoned underwriters are committed to providing an unparalleled experience *Inside Mortgage Finance, Jan-Jun 2020 States: all 50 states, the District of Columbia, Puerto Rico and the Virgin Islands.

www.freedomwholesale.com

The Money House, INC. Specialty/ niche: DIRECT HECM LENDER - GNMA ISSUER Money House On Demand is the US Division of The Money House, Inc., a Ginnie Mae Forward and Reverse Mortgage Issuer/ Servicer. The US Division combines a complete range of mortgage products with a unique seasoned and professional team of bilingual staff and resources supporting complete Wholesale and Correspondent Partner relationships. States: CA. CO, DC, FL, GA, IL, MD, OR, PR, TN, TX Website: http://WWW.MONEYHOUSEUS.COM

www.angeloakms.com

Towne Mortgage Company Specialty/ niche:Manufactured Homes, Renovation Loans

First National bank of America Specialty/ Niche: Non- QM FNBA is a portfolio lender with over 65 years of experience. We understand that in the Non-QM business, service makes all the difference. That’s why we are committed to providing you with the fastest turn times, exceptional service and loan programs that make growing your business easy!

Towne has nearly 40 years of experience in the industry. When you choose to partner with Towne, you join a team of seasoned industry experts and an unmatched client support team. We offer competitive pricing in a rapidly changing marketplace. Visit our website tpo.townemortgage.com or call us at (925) 727-2516 States: AL AR AZ CA CO CT DE DC FL GA IL IN IA KS KY LA MA MD ME MI MN MO MS MT NE NV NH NJ NC ND OH OK OR PA RI SC SD TN TX UT VA VT WA WV WI WY

tpo.townemortgage.com

States Licensed in: All 50 States

www.fnba.com/mortgage-brokers

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

We Have Mortgage Jobs.

• Branch Manager • Business Development Manager • Client Relationship Manager • Client Relationship Specialist • Collateral Asset Manager • Commercial Loan Officer • Credit Analyst • Licensing Assistant • Loan Officer • Loan Mitigation • Post Closing QC Expert • Loan Administration Manager • Processor • Regional Vice President • REO Closer • Retail Branch Manager • Reverse Mortgage Specialist • Sales Manager • Underwriter • Wholesale Account Exec • And MORE! Resposes are from highly-qualified candidates. Your ad can also be [osted on Indeed and SimplyHired as a FEATURED JOB, on Craigslist in most cities, Googlebase, Oodle, Juju, CareerMetaSearch, TopUSAJobs, Jobalot and MORE! Pay-per-use RESUME BANK.

findmortgagejobs.com

WHY WE WANT MONEY CONTINUED FROM PAGE 36

no stranger to bankruptcy either. I’ve driven to work on two separate occasions with not a single dime in my pocket or a digit in my bank account. These are terrible moments that I suffered through, but I’ve used these moments to drive my activities and motivate myself to achieve. That way, I no longer come home with both an empty belly and fridge. The journey should be enjoyed as it comes along. I’m one who advocates meditation, vacations, and quality family time as these are the small rewards for accomplishments within that journey. There are different phases of the journey throughout life, and achievements are earned in increments on that path. I can work overtime all week and still go to the beach on the weekend. This didn’t happen all at once, as I worked decades to get into a position where I can relax on weekends. If you are trying to reach the one percent of salespeople, then you will come across hurdles at the start: tough and high obstacles that may be the hardest to overcome throughout your career. It is like losing weight. Losing those first few pounds is the hardest thing to do because the body is reacting to something new. In some cases, people start gaining weight after starting an exercise and diet plan. A lot of dieters become discouraged with that first hurdle and decide to give up, but it is the people who don’t give up and keep pushing forward who lose weight in the long run. And that’s what it’s all about: the results in the long term.

PROPER MOTIVATION

Give your customers assurance of your professionalism and integrity. Become a Certified Reverse Mortgage Professional The National Reverse Mortgage Lenders Association developed this rigorous certification for industry professionals who want to give customers the confidence to know they are working with thoroughly knowledgeable and devoted individuals. Earning the CRMP* designation requires validating your experience, continuing your education annually, participating in our ethics workshop and passing an exam.

A man once told me that he hated motivation because it fades, and you need to redo it every day. I responded by saying that he must also hate bathing! Feeling motivated on a daily basis can get tough after a while. That is true enough. On that note, there are two major theories on how to motivate someone: the carrot and the stick. Broke and poor people would advocate for the carrot, as they see only the reward, a grasp at happiness. However, I have found that the stick is far more effective in achieving a goal. Consider these two examples: Roy, a recently married businessman, is living happily with his new wife in their new home. He makes a modest income that affords some luxuries in life now, but he’s hoping to rely on his company’s retirement plan and Social Security to care of him and his wife in old age. He’s content with life. Warren, a recently married salesperson, is also living happily with a new spouse and in a new home. He can afford luxuries like Roy does, but he is afraid that his prospects will dwindle if he doesn’t work harder now to ensure his future. After all, his new family still has room to grow, but only if he is willing to put in the effort to accommodate that growth. If not, he could lose everything. Now, which one of these two men will sell more and earn more? Warren, of course! Ultimately, if you’re like me, you’re not going to spend your golden years in a retirement community! Understanding emotions, understanding why you want wealth, is only the first step to become a real top earner in your field.

For for more information, visit nrmlaonline.org *The CRMP designation is available to members and non-members of NRMLA.

| NATIONAL MORTGAGE PROFESSIONAL MAGAZINE

Eric Mitchell is executive vice president of Gold Star Mortgage in Los Angeles, and is the author of “The Why of Money.”

WE’LL BE THERE. YOU CAN BET ON IT. The wait is almost over. Originator Connect, the nation’s premier mortgage event, returns to Las Vegas this August with a lineup of events sure to prepare you better than ever before for an ever-evolving industry. You won’t want to miss these exclusive programs:

Free NMLS Renewal* Build-A-Broker Your First Million Dollars Most Loved Employers Awards Gala & so much more! See the full lineup of events and reserve your spot for free using our code NMPOCN at www.originatorconnect.com.

AUGUST 20

22, 2021 LAS VEGAS, NV

Join us at Planet Hollywood, located at the heart of the Las Vegas Strip!

PRESENTING SPONSOR

NONNQM SPONSOR

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SHOW PRODUCER

Safety is our top priority. Learn about the safety precautions we take at each of our events to earn us 100% safety satisfaction from our attendees at originatorconnectnetwork.com/covid19.

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

*Complimentary registration available to NMLS-licensed active LOs and their support staff. Show producers resereve the right to determine ﬁnal eligibility.

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NATIONAL MORTGAGE PROFESSIONAL

Calendar of Events

APRIL 2021

JUNE 2021

JULY 2021

Tuesday-Thursday, April 27-29 2021 Mid-Atlantic Regional Conference MBA/MW + MMBBA MGM National Harbor 101 MGM National Ave. Oxon Hill, Maryland MARCMBA.org

Thursday-Friday, June. 10-11 2021 New England Mortgage Expo Mohegan Sun Resort & Casino 1 Mohegan Sun Blvd. Uncasville, Connecticut NEMortgageExpo.com

Tuesday, July 13 2020 Carolinas Connect Mortgage Expo Embassy Suites Hilton Charlotte 4800 South Tryon St. Charlotte, North Carolina CarolinasConnectMortgage.com

Tuesday, June 15, 2021 Great North West Mortgage Expo — Portland Holiday Inn Portland South 25425 SW 95th Ave., Wilsonville, OR 97070 www.greatnorthwestexpo.com

Thursday, July 22 2021 Arizona Mortgage Expo Wild Horse Pass Resort & Casino 5040 Wild Horse Pass Boulevard Chandler, AZ 85226 2021 Arizona Mortgage Expo www.azmortgageexpo.com

Tuesday, June 22 2021 Chicago Mortgage Originators Expo Holiday Inn Chicago SW 6201 Jollet Road Countryside, Illinois ChicagoOriginators.com

AUGUST 2021

Sunday-Thursday, April 11-15 2021 Regional Conference of Mortgage Banker Associations Hard Rock Hotel Casino 1000 Boardwalk Atlantic City, New Jersey mbanj.com

MAY 2021

Tuesday-Thursday, May 4-6 Mortgage Star Conference for Women Sheraton Memphis Downtown 250 N Main St, Memphis, TN 38103 www.mortgage-star.net Wednesday, May 5 Mid-South Mortgage Expo Sheraton Memphis Downtown 250 N Main St, Memphis, TN 38103 www.midsouthmortgageexpo.com

Thursday, June 3 2021 California Mortgage Expo— Irvine Hilton Irvine/Orange County Airport 18800 MacArthur Blvd. Irvine, California CAMortgageExpo.com

Tuesday, July 6 2021 Ultimate Mortgage Expo Hotel Monteleone 214 Royal St New Orleans, LA 70130 www.ultimatemortgageexpo.com

Thursday, August 12 2021 California Mortgage Expo— San Diego Hyatt Regency La Jolla 3777 La Jolla Village Dr. San Diego, California CAMortgageExpo.com

Tuesday, May 11 2021 Motor City Mortgage Expo DoubleTree by Hilton Detroit— Dearborn 5801 Southfield Expressway Dearborn, Michigan MotorCityMortgageExpo.com Tuesday, May 18 Texas Mortgage Roundup – San Antonio Wyndham San Antonio Riverwalk, 111 E Pecan St San Antonio, TX txmortgageroundup.com

See www.mortgageconferences.com for more events. To submit your entry for inclusion in the National Mortgage Professional Calendar of Events, please e-mail the details of your event, along with contact information, to editorial@ambizmedia.com. All events are as of March 1, 2021 and are subject to change.

NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

NEW TO MARKET MARCH 2021

ServiceLink’s EXOS Exasspress P technology is now integrated with Cloudvirga’s Digital Mortgage Platform, giving lenders the ability to receive title complexity decisions within seconds for refinance loans. Black Knight, Inc.’s Loansifter Product, Pricing and Eligibility engine for mortgage brokers has been updated with a number of enhancements to create efficiencies. Black Knight states that the updates should help automate associate broker workflows within the pricing engine itself. loanDepot and Brookfield Residential launched BRP Home Mortgage, a new joint venture created to home streamline the mortgage experience for Brookfield Residential homebuyers. Property technology provider Spruce launched SprucePowered, a white-label title and closing services solution that gives proptech companies the ability to form their own title agencies and control the entire transaction experience end-to-end. Black Knight, Inc. launched its new Seller Digital correspondent lending platform. The new platform gives lenders the ability to track commitment pipelines, manage conditions and validate pricing to register and lock Best Efforts loans and allocate Mandatory loans to commitments. DataTrace Information Services LLC launched TitleIQ Enterprise, an expansion of the company’s automation suite. TitleIQ Enterprise is a full title solution that combines a number of search processes, title plant and title production servicers into one product.

Chicago

June 22, 2021

+ Free NMLS Renewal June 23rd

www.chicagooriginators.com Enjoy free registration* using our code OCNFREE

*Complimentary registration available to NMLS-licensed active LOs and their support staff. Show producers resereve the right to determine ﬁnal eligibility.

Covr Financial Technologies, Americo Life, Inc. and SCOR launched the LoanMatch Protector product. This is a first-ofits-kind life insurance policy that is customized to a consumer’s specific loan amortization schedule Equifax Workforce Solutions unveiled its enhanced suite of Mortgage Complete products, specifically for mortgage originations. These products offer verifications and services, including the digital delivery of verification of income, reverifications of income or employment and IRS Tax Transcript Fulfillment. Vanderbilt Mortgage unveiled its new website to provide an improved digital experience for its current and potential customers. The new site features tools and educational resources for visitors applying for a loan, a payment portal for current customers and ways to learn more about Vanderbilt products.

New To Market column: E-mail: editorial@ambizmedia.com 52

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NATIONAL MORTGAGE PROFESSIONAL MAGAZINE |

FACEBOOK THOUGHTS

NICK ROBERSON

La, La, La … These Are A Few Of My Annoying Things…

Nick Roberson

Nick Roberson is a long-time mortgage industry veteran and a board member of the California Association of Mortgage Professionals. He’s a forthcoming and giving guy, who shares his … unique … perspective on work and life on his Facebook account. Here are some of Nick’s FB thoughts this month:

This week’s list of annoying things: 1. Something flies into your eye while you are eating hot wings. 2. Scissors that require scissors to open the package containing the scissors 3. Selecting option 2 on a “Robo-sales” call to remove yourself from their call list, is the phone equivalent of the “Close Door” button on an elevator and the button you push at a crosswalk for crossing the street. None of them really do anything. 4. Sitting at a stoplight at an intersection where there are no cars coming from any other direction. 5. People that have TSA Pre-check, and still set the metal detector off 10 times before they finally figure out it’s the engineering marvel holding their boobs up (women or men, I don’t judge) causing the problem. 6. That big spider on your ceiling above your bed that jumps when you get ready to kill it, and you have no idea where it went 7. The kid that lives around the corner (if you met him you would understand) 8. Prank Pants – You know the pants you try on because the label indicates they are your size, but in reality are 3 sizes too small and you don’t realize it until you are putting the second leg on, which you get halfway on and then spend 10 minutes hopping around the dressing room on one foot trying to figure out how to get them off. 9. Sales people who check on you in the dressing room while you are trying to get the prank pants off because people in the adjacent dressing room thought you were having sex due to all of the heavy breathing

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and banging on the walls while you stumbled around trying not to fall over. 10. When your daughter tells you at 9:00pm that she needs a binder for science class by tomorrow morning. 11. When the woman in line in front of you thinks you are checking her out, but all you are really doing is trying to figure out what she is going to do with 8 gallons of Crisco and 50 pounds of dry cat food. Sidebar – no, I didn’t have the guts to ask. 12. Long list of annoying things that you keep reading hoping it will get funnier, but it never really does. I just ran up to the grocery store deli to grab a quick sandwich and a few groceries. While I was waiting for my sandwich a lady came up to me and was trying to ask me a question. She did not speak English. So, I channeled what was left in me of my Spanish class from high school and gave it my best. While my Spanish wasn’t horrible, I am pretty sure she was speaking Mandarin. So, it was of little use, and I am fairly certain I managed to confuse her even more. I am not sure what Mandarin is for “crazy idiot”, but I am pretty sure she said it as she was walking away. I just want to say thank you to the extremely attractive woman standing in the produce section next to the kale. I had almost forgotten to pick up weed killer.

Quarantine Lesson #111: When picking up a bag of rice from your kitchen counter, it is important to check which end of the bag has already been opened. If you thought 52 card pick-up was a lot of fun, then pick up the bag of rice by the wrong end and see what a treat that is. Dammit! Got freaking rice stuck between my toes!

To see more by Nick, just go to www.facebook. com/nickroberson.

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BUILT BY ORIGINATORS FOR ORIGINATORS TM

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ADAPTING TO CHANGE

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RETAIL │ WHOLESALE │ CORRESPONDENT

www.PRMG.net © 2021 Paramount Residential Mortgage Group, Inc. NMLS ID # 75243; 1265 Corona Pointe Court, Corona, CA 92879; All Rights Reserved. Licensed by the Department of Financial Protection and Innovation, Finance Lenders Law License #603D903; the Residential Mortgage Lending Act, License #4131268; California Bureau of Real Estate License #1478294; AZ Mortgage Banker License #910387; Georgia Residential Mortgage Licensee #32087; IL Residential Mortgage License # MB.6760962; KS-Licensed Mortgage Company, #MC.0025196; Massachusetts Mortgage Lender License, #ML75243; MS Department of Bank and Consumer Finance; NV Mortgage Broker License #3693; NH Banking Department 17393-MB; Dept. of Banking in the Common Wealth of PA, #37894; RI Licensed Lender, #20112799LL; and is also approved to lend in the following states: AL, AK, AR, CO, CT, DE, DC, FL, HI, ID, IA, KY, LA, ME, MD, MI, MN, MO, MT, NJ, NM, NC, ND, OH, OK, OR, SC, SD, TN, TX, UT, VT, WA, WV, WI.

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PARTNER WITH THE LEADER IN NON-QM MORTGAGE LENDING MORE EXPERTISE | MORE SERVICE | MORE TECHNOLOGY

NMP National Mortgage Professional March 2021

Articles inside

La, La, La … These Are A Few Of My Annoying Things…

Buyers Wishy Washy About Getting Loan Help

Plug In To Remote Networking

Don’t Be A Character – Have It!

Protect Your Brokerage’s Name

When Will Americans Know The Score?

WHY WE WANT MONEY: Top Originators Know

Plugging Into The Idea Of Fannie, Freddie As Utility Companies

Humor Me

Strained Relationships Are Likely When Family Members Work Together

Tops, Spinning