Churchill Mortgage - Guide for Prospective Loan Officers

GUIDE FOR PROSPECTIVE LOAN OFFICERS

churchillmortgage.com | 503-307-4453

WHY C HURC HILL? WHAT WE BELIEVE We believe it is our mission to help our clients make great financial decisions and guide them toward a mortgage that gives them more. So, whether they’re purchasing a new home or refinancing a current mortgage our goal is to provide more power, more clarity, and more

WE SERVED OVER

19,000

FAMILIES IN 2021

peace to each person we serve.

CHURCHILL IS DIFFERENT We treat customers like family, not a file. A good conversation is never a waste of time. By investing in our client relationships and our communities, our

WE OPERATE IN

47

STATES ACROSS THE U.S.

goal is to leave people better for the encounter and to guide them with the heart of a teacher (not a salesperson).

WHY WE DO THIS We’ve found when we empower our clients with smarter options, they see their future in a new light and are

OVER

$5.1B

LOAN VOLUME IN 2021

inspired to do more good for their family and community. They also see we are genuinely on their side which, in turn, generates trust and referrals for our Home Loan Specialists.

KEVIN J. HANNA

PRESIDENT, NORTHWEST REGION

When Kevin J. Hanna opened the Lake Oswego Churchill Mortgage Northwest office in 2019, it was an operation with only four employees. Now in less than two years he has expanded the region, opening over 15 branches throughout Oregon, Washington, Idaho, Alaska, Utah, and Nevada and now employs over 100 team members.

The Northwest Region is one of the most competitive markets in the nation, continuing to see high demand. With a strong management background in retail and wholesale sales and operations, Hanna has grown his operation by placing an unending commitment to aligning Operations with Sales to ensure a united team for serving families.

Through Kevin’s stewardship, Churchill Mortgage has partnered with Sackcloth & Ashes, a nationwide charity that provides blankets for local homeless shelters. Through this partnership, as a gift for working with Churchill, every client will receive a beautiful wool blanket, in addition a blanket will be donated to a local homeless shelter, on their behalf. Although started as a regional initiative, the Sackcloth & Ashes partnership has been embraced and expanded to an exclusive nationwide outreach.

Kevin and the team at Churchill bring over 50+ years of experience in the mortgage industry. As heard on personal finance expert and author Dave Ramsey’s nationally syndicated radio show, our mission is to help borrowers achieve debt-free homeownership and build wealth through a smarter mortgage plan, regardless of their starting point.

REVIEWS Kevin is the type of guy you want helping you with such a big

This was our first time going through a refinance and we were

purchase. He made the process very smooth and easy. If you need

learning along the way. They kepy me informed of the progress

a smart, knowledgeable, personable guy, Kevin is your go to every

and answered all of our questions quickly and in a way we

time! Thanks for all your hard work to make my dreams come true.

could understand.

- Christopher K.

- James A.

JEFF MILLER

VICE PRESIDENT, NORTHWEST REGION

As Vice President of the Northwest Region, Jeff Miller’s belief system is simple: “If you genuinely care about the success of those around you physically, mentally, and emotionally, we can never lose. We are all better off. So do the work of making things better.”

Raised in the Pacific Northwest, Jeff has brought his belief system of making things better to both his personal and professional life. Playing sports through high school and college and majoring in Music and Education, Jeff learned early on how teamwork is imperative to leading a successful life.

Jeff began his career in the mortgage industry in 1998 as a Loan Officer. From there he went on to own and manage his own brokerage firm for 12 years. In 2010 he transitioned into working for the USDA as an underwriter and financial auditor for large banks working with the USDA. After his time working with the Federal Government, Jeff began running the Mortgage and Commercial Lending divisions of two of the largest Credit Unions in Oregon and Washington state. This led him into leadership positions within privately owned mortgage banking and consulting for Ellie Mae Enterprise’s customers on a national level. Eventually Jeff found a home in Churchill Mortgage where he leads regional expansion.

When Jeff isn’t busy helping clients and growing the Churchill team, he enjoys making memories with his wife (who happens to be his high school sweetheart) and their five children. He also enjoys spending quality time playing in a band with friends.

REVIEWS Our initial homebuying process did not start out smooth as we went with a different lender at first, however once we switched over to James we couldn’t have been more happy. He addressed all of our concerns and kept us in the loop 100% of the time. We switched to him midway and he was able to keep our closing date within a week of the original which I think is unheard of. He was very friendly and turned our homebuying experience from negative to positive. Highly recommend!

- Lesley S.

KELLY LEE

SVP PRODUCTION, NORTHWEST REGION

A highly effective leader with a winning track record of continual market growth, Kelly Lee joined Churchill Mortgage in 2022 as SVP of Production for the Pacific Northwest. Under his leadership, he has fostered top performing branches in key development areas in Oregon, Washington and Idaho, and established a strong foothold in new markets throughout the western United States. During his tenure, Lee has distinguished himself as an excellent recruiter and talent developer.

“Known for his keen strategic mind, collaborative problem-solving and promoting a people-centric culture, Kelly not only brings out the best in his team, but he inspires them to aim higher,” said Kevin J. Hanna, President, Northwest Region.

Lee has more than 20 years of experience in the mortgage industry. Before joining Churchill, Kelly served as a Regional SVP, a Vice President of Sales, and an Executive Vice President for a regional mortgage company, where he managed operations including warehouse lines and investor relationships. Kelly lives outside of Lake Oswego, Oregon.

REVIEWS Our initial homebuying process did not start out smooth as we went with a different lender at first, however once we switched over to James we couldn’t have been more happy. He addressed all of our concerns and kept us in the loop 100% of the time. We switched to him midway and he was able to keep our closing date within a week of the original which I think is unheard of. He was very friendly and turned our homebuying experience from negative to positive. Highly recommend!

- Lesley S.

OUR CULTURE IS OUR MOST IMPORTANT ASSET One of our core convictions is “people over profits.”

We’ve built a culture where people come first. We’ve learned when our people are happy, they provide great service to our clients, and as a result, Churchill thrives.

Our Guiding Principles Provide honest and accurate advice to our customers, allowing them to make sound financial decisions that are in their best interest Engage in value-based, purposeful and personal contact during and after the sale Adapt in order to continuously deliver high quality products and services to our customers and communities

IT’S AMAZING WHAT CAN BE DONE WHEN YOU SURROUND YOURSELF WITH GOOD, DECENT, HARDWORKING, LOVING, CARING, GIVING PEOPLE WHO JUST GO TO WORK EVERY DAY AND “KEEP CHOPPING WOOD.” MIKE HARDWICK

Founder/President & CEO

INDUSTRY TOOLS TO SET YOU APART FROM YOUR COMPETITION At Churchill, you will provide your clients more purchase power, more clarity, and more peace knowing they are getting the smartest loan for their situation.

Churchill Mortgage Mobile App • Best-in-class loan comparison tools • Educational home buying experience to increase sales • Video narration from your computer or mobile device

• Get expert market insights with daily coaching videos • Stay up-to-date with rate alerts • Utilize key real estate data, like forecasted appreciation and local property taxes.

• Full loan application for clients • Clients can upload documents directly in-app • Connect with clients directly via smartphone

NEXT-LEVEL TECHNOLOGY PARTNERS Technology is radically transforming our industry, and Churchill has partnered with Infosys to create Churchill NEXT, our next generation mortgage platform.

By constantly improving our core technology, utilizing innovative AI-learning, and automating key processes we’re able to keep up with the rising industry costs and stay competitive with Churchill NEXT expands & streamlines our operations team’s ability to quickly process loans and get you to the closing table faster, and with less hassle.

DEDICATED OPERATIONS TEAM TO SUPPORT SALES

At Churchill, we understand that a fast and smooth closing process is our best marketing tool with both customers and business partners.

As part of a sales team, we know you need the confidence to go out into the marketplace with absolute confidence that your Operations team is focused on your success—which helps everyone succeed!

Bottom line: We win business because we have an outstanding Operations team that’s focused on empowering our Home Loan Specialists with a consistently reliable closing experience for every single home loan.

O P E R A T I O N S I S T H E # 1 S O U R C E OF REFERRALS MAT T CL ARKE

CHIEF OPERATIONS OFFICER

MARKETING TOOLS TO KEEP YOU TOP-OF -MIND Churchill’s in-house marketing team is dedicated to helping you grow your business and connect with prospective home buyers. They assist with email campaigns, weekly content, and provide a library of personalized marketing materials ready to send to your clients and Realtor® partners

WEEKLY EMAIL & DATABASE MARKETING

CHURCHILL MARKETING STUDIO

EXPERIENCE.COM & TESTIMONIALS

• Engage prospects and clients to generate new business and keep you top-of-mind • Share market insights, products, and resources with your Realtor® partners

• Access to hundreds of compliant and customizable marketing materials • Co-branded open house flyers with Optimal Blue integration

• Short high-converting customer surveys • Manage your online reputation • Build trust in communities you serve and share your success

SENT OVER

A LIBRARY OF

FROM 2016-2021

13.1 MILLION CLIENT & REALTOR MKTG EMAILS IN 2021

Custom CRM Campaigns

200+ CUSTOMIZABLE COLLATERAL

Social Media Content Library

30k CUSTOMERS GAVE 5-STAR REVIEWS

Custom Co-Branded Marketing Collateral

WE PRACTICE WHAT WE PREACH! Churchill is a debt-free company. When it comes to promoting the debt-free lifestyle, we practice what we preach, and lead by example.

That’s just one reason why we’re the only mortgage company that Dave Ramsey talks about on his radio show. We work together to help our customer make great financial decisions and guide them towards the Smarter Mortgage.

PRODUCTS & TOOLS TO SUPPORT YOUR CLIENTS’ FINANCIAL GOALS Churchill Mortgage is always on the lookout for opportunities to support our customers’ goals.

That’s why we’ve created products like Certified Home Buyer and Rate Secured, which helps our customers closer faster and put the best offer on the table.

• Fully-underwritten pre-approval • Close in 14 days • Clients can shop with confidence and a clear plan

• Rate cap for up to 90 days • Availability to reset the rate for another 90 days • No cost to your clients

A $5,000 Seller's guarantee to help your clients' offer stand out from the pack and compete with cash!

EMPLOYEES OWN THE COMPANY

YOU BECOME AN OWNER Churchill Mortgage is the first privately-owned mortgage company to offer an Employee Stock Ownership Program (ESOP).

Our ESOP was established by founder, president, and CEO, Mike Hardwick, in 2013. It gives all current and future Churchill Mortgage employees 100% ownership of the company in the form of company stock. It’s designed as a long-term benefit for employee owners (over the age of 21). Under the plan, all ESOP participants earn an annual allocation of parent company shares based on their relative percentage of total eligible compensation.

“Employees have a stronger incentive to work hard as well as take greater pride in their contributions to the company.

In turn, families and individuals seeking loan products will reap the benefits,” explained Mike Hardwick.

The ESOP helps each employee understand how important it is to work together as a team and help our Home Loan Specialists maintain a strong pipeline, close deals fast, and build future business.

ESOP 10-YEAR

PROJECTIONS Our ESOP was established by founder and president, Mike Hardwick, in 2013. It gives all current and future Churchill Mortgage employees 100% ownership of the company in the form of company stock. Under the plan, all ESOP participants earn an annual allocation of parent company shares based on their relative percentage of total eligible compensation.

“Employees have a stronger incentive to work hard as well as take greater pride in their contributions to the company. In turn, families and individuals seeking loan products will reap the benefits,” explained Mike Hardwick. The ESOP helps each employee understand how important it is to work together as a team and help our Home Loan Specialists maintain a strong pipeline, close deals fast, and build future business.

$2,000,000 1,832,693

$1,500,000 $1,309,067

$1,000,000

$981,800

$654,533

$500,000

$0

$327,266

YEAR 1

YEAR 2

YEAR 3

YEAR 4

YEAR 5

YEAR 6

YEAR 7

YEAR 8

YEAR 9 YEAR 10 YEAR 11

TEAM MEMBER 1

TEAM MEMBER 2

TEAM MEMBER 3

TEAM MEMBER 4

TEAM MEMBER 5

ANNUAL SALARY

ANNUAL SALARY

ANNUAL SALARY

ANNUAL SALARY

ANNUAL SALARY

PROJECTED BALANCE - 2032 25% ANNUAL GROWTH

PROJECTED BALANCE 25% ANNUAL GROWTH

PROJECTED BALANCE - 2032 25% ANNUAL GROWTH

PROJECTED BALANCE - 2032 25% ANNUAL GROWTH

PROJECTED BALANCE - 2032 25% ANNUAL GROWTH

PROJECTED BALANCE - 2032 10% ANNUAL GROWTH

PROJECTED BALANCE - 2032 10% ANNUAL GROWTH

PROJECTED BALANCE - 2032 10% ANNUAL GROWTH

PROJECTED BALANCE - 2032 10% ANNUAL GROWTH

PROJECTED BALANCE - 2032 10% ANNUAL GROWTH

$50,000

$327,266 $103,572

$100,000

$654,533 $207,145

$150,000

$981,800 $310,718

$200,000

$1,309,067 $414,291

$280,000+

$1,832,693 $580,007

TRAINING & COACHING

LOAN PRODUC TS

Training and coaching are good for

Churchill Mortgage is a mortgage

clients, partners, and employees. At

banker and servicer with a wide option

Churchill we provide something for

of loan products available, including

everyone. We provide event kits to help

broker options for the situations that

with Realtor® Lunch + Learn events,

require it.

assistance with home buyer workshops for potential clients, and career

STANDARD LOAN PRODUCTS

development for employees.

· Conventional · USDA

LUNCH + LEARNS AND LOCAL WORKSHOPS · Realtor® Lunch + Learn events · Home buyer workshops · Co-branded events with local partners WORLD-CLASS BUSINESS DEVELOPMENT COACHING

· FHA · VA NICHE LOAN PRODUCTS · Certified No Score & No Score · Temporary Buydowns · THDA · Home Ready

· G oal and growth-oriented monthly coaching sessions

· Family Opportunity

· Ongoing

training programs, loan products, and marketing

· High Balance & Super Conforming

· R egularly engage with business experts and thought leaders

· And many more...

TRAINING HUB · B usiness development, marketing, and training hub · A ccess to pre-built presentations, flyers, brochures, event kits, social posts, and swag

· Extended Rate Cap · I-TIN program

COACHING SERIES Our monthly Coaching Series provides professional and personal development to help you set goals and reach a new level of success. Our guest speakers focus on leadership topics such as teamwork, responsibility, purpose, relationships, growth, and perspective.

•National best-selling author, Christy Wright •Founder and CEO, Sackcloth & Ashes, Bob Dalton • P ersonal Finance Expert, National Radio Show Host, Dave Ramsey •Fitness Expert, Bestselling Author, Jonathan Roche •New York Times Bestselling Author, Andy Andrews Through self-discovery and increased awareness, you can set goals and create opportunities.

Churchill also understands the importance of self-discovery and increased awareness as you set goals and create new opportunities. We set you up for success by working with: •TODD DUNCAN, New York Times Bestseller and Coach •CINDY ERTMAN, Success Strategist •DAVE SAVAGE, Cofounder and CEO, Mortgage Coach

“

“I have been in the mortgage and finance business for over 40 years, and have found that it is really a ‘people’ business where there needs to be a relationship of trust. That is what I enjoy most — caring for people.”

- Mike Hardwick, Founder/President, CEO

Mike Hardwick founded Churchill Mortgage Corporation in 1992 with the guiding principles of “People Over Profits” and “Leaving People Better for the Encounter.” These core convictions have helped to build a successful team of almost 800 Churchill family members, operating in 47 states.

Mike has been recognized as a top CEO, is a loving father and generous leader who is invested in the lives of his employees – so much so he made Churchill the first private mortgage company to offer an ESOP (Employee Stock Ownership Plan).

“I can honestly say that I hope to never work anywhere else again. Churchill has everything we were looking for- faith, family, and debt-free homeownership.

It also has the leadership that we have always wanted and the support system that any employee can benefit from.”

CHRISTINA McCOLLUM Home Loan Specialist

C H U R C H I L L C O R P O R AT E L E A D E R S H I P

MIKE HARDWICK

MAT T CLARKE

LILIANA NIGRELLI

WHITNEY BLESSINGTON

Founder/President, CEO

Chief Operations Officer

Chief Compliance Officer

Chief Marketing Officer

RANDY STARKWEATHER

DARREN SHAFFER

DAN JONES

TOM GILLEN

Chief Financial Officer

Chief Technology Officer

Chief Information Officer

Senior VP Capital Markets

GRANT MCFARLAND

LAWSON HARDWICK

KATHY COOK

EDDIE GONZALEZ

Senior VP Operations

VP - Onboarding & Expansion

VP - Closing

VP - Underwriting

CHURCHILL REGIONAL LEADERSHIP

KEVIN HANNA

JEFF MILLER

President - Northwest Region

VP - Northwest Region

KELLY LEE SVP Production Northwest Region

Founder of Sackcloth & Ashes, Bob Dalton was inspired to help the homeless population when his mother, a hardworking single mother, found herself living on the streets in 2013.

Because of his mother’s story, Dalton was inspired to call his local homeless shelters to ask what they needed most - they all said blankets. That’s when Dalton founded Sackcloth & Ashes. For every blanket purchased, Sackcloth & Ashes gives a blanket to your local homeless shelter.

Churchill Mortgage has partnered with Sackcloth & Ashes to provide every client of Churchill Mortgage with one of their world-class blankets as a thank you gift! Additionally, because of Sackcloth’s mission to end homelessness, a second blanket will be donated to a local homeless shelter on behalf of our client.

We’re passionate about our community, making an impact, and placing people over profits.

sackclothandashes.com

Here’s a few of the charities and programs that have benefited from the Churchill Foundation: Brightstone Danita’s Children

THE CHURCHILL F O U N DAT I O N The Churchill family has always had a heart and drive to help others. Knowing this, Mike Hardwick (who has a huge passion for serving others) felt that setting up the Churchill Foundation would be a great opportunity to expand our reach even further.

Churchill’s Employee Advisory Committee meets monthly to discuss volunteer opportunities and seeks out charities and organizations that could use assistance.

Department of Child Services Elijah’s Heart Local Neighbor in Need Nashville Diaper Organization On the Dot Ministry Preston Taylor Ministry Redeeming Love California Second Harvest Food Bank Salvation Army - Angel Tree Salvation Army - Center of Hope Samaritan’s Purse Operation Christmas Child Shower the People St. Jude Children’s Research Hospital The Angel Foundation The Bridge Ministry

J O I N T H E FA M I LY !

KEVIN J. HANNA & JEFF MILLER The Pacific Northwest Team NMLS: 1044502 www.nwlendingteam.com Office: 503.917.3000 Mobile: 503.307.4453 kevin.hanna@churchillmortgage.com www.churchillmortgage.com/loan-officers/kevin-hanna Kevin Joseph Hanna NMLS ID: 1044502; Company NMLS ID: 1591 (www.nmlsconsumeraccess.org): Branch ID: 1834648; OR- Mortgage Loan Originator License; WA-MLO-1665305; 135 A Avenue, Lake Oswego, OR 97034-3116; Churchill Mortgage Corporation