The Most Influential Woman in Mortgage Industry- 2023​

The mortgage industry has long been a predominantly male-dominated field. However, over the years, numerous remarkable women have broken barriers and made significant contributions to the industry's growth and development. These exceptional women have not only shattered glass ceilings but have also revolutionized the way the mortgage industry operates, inspiring countless others along the way.

Train skill.

The mortgage industry is undergoing rapid transformation, driven by technological advancements, changing customer preferences, and evolving regulatory landscapes. Within this dynamic environment, the most influential women in the mortgage industry have demonstrated exceptional leadership, innovation, and a commitment to driving positive change. They have championed diversity and inclusion, fostering a more inclusive industry that embraces the talents and perspectives of women.

These women have held influential positions in various sectors of the mortgage industry, including mortgage lending, banking, technology, compliance, and regulatory affairs. Their expertise, knowledge, and strategic vision have shaped the industry's trajectory and propelled it into new frontiers. From implementing groundbreaking digital mortgage solutions to advocating for fair lending practices, these women have left an indelible mark on the mortgage industry and have become role models for aspiring professionals.

Insights Success highlights the qualities of leadership, resilience, and innovation of the leaders who have demonstrated exceptional skills in navigating the complexities of the industry, adapting to change, and driving transformative initiatives. Their accomplishments have earned her recognition and respect from her peers, industry experts, and stakeholders.

Through this edition, “ The Most Influential Women in Mortgage Industry- 2023 ,” we will delve into the achievements, leadership strategies, and contributions of adept women leaders in the mortgage industry. Through their inspiring journey, we will gain insights into the qualities and characteristics that have propelled her to the pinnacle of success in the industry. Their stories serve as a testament to the incredible talent and potential that women leaders bring to the mortgage industry and pave the way for a more inclusive and diverse future.

As we explore the achievements, we celebrate accomplishments and acknowledge the significant strides women are towards shaping the industry's landscape. Their leadership, vision, and dedication serve as an inspiration to current and future professionals in the mortgage industry, illustrating the possibilities that can be achieved through perseverance, innovation, and a commitment to excellence.

Abhishek Joshi

Cover Story

08

imberly Hartsough K

Committed to Establishing Strong and Prosperous Relationships with Sales Partners, Leadership, and Team Members

Featured Person

Austin Lampson Branch Manager, Licensed Mortgage Professional

Jennifer White Mortgage Loan Officer

Brief Company Name

Homeowners Financial Group homeownersfg.com

1st City Mortgage Group city1st.com

Austin aims to make her clients’ mortgage processes as streamlined and smooth as possible.

As a customer service oriented loan officer, Jennifer offers diverse and value-added services to her clients.

Jindra Faulkner Sr. Loan Consultant

Bay Equity Home Loans bayequityhomeloans.com

Jindra is an experienced, knowledgeable, thorough and customer service oriented mortgage professional.

Kimberly Hartsough SVP National Production Operations

Prime Lending primelending.com

Kimberly focuses on providing excellent communication, consistent stellar performance with active inter-personal skills, self motivation, and team player attitude.

Laura Triplett SVP, Area Manage

Atlantic Coast Mortgage atlanticcoastmortgage.com

Linda Davidson Area/Branch Manager/Sr. Residential Mortgage Originator

Fairway Independent Mortgage Corporation fairwayindependentmc.com

Laura takes a team-driven approach to her work and strives to ensure that she not only meet but exceed the expectations of her clients each and every day.

Linda’s proven systems of creating an Excellent Customer Experience and the mentoring of others has increased her and the branch Loan Officers’ production year after year and it is exciting for her to facilitate an environment of growth.

Lindsey Goins Sr. Loan Officer

Movement Mortgage movement.com

Lindsey has the knowledge and experience to help her clients explore financing options in a way that’s simple and straightforward.

Mona Edick Area Sales Manager

Nicola Goldie Head of National Accounts

Tammy McNeany Senior Mortgage Loan Officer

Mona is passionate in bringing meaning and create lasting impact for her clients. Bay Equity, LLC bayequityhomeloans.com

Virgin Money uk.virginmoney.com

Wintrust Mortgage Corporation wintrustmortgage.com

Nicola is a multiple award winning Leader and Mentor who is passionate about driving the best customer, colleague and shareholder outcomes.

As a loan officer with Wintrust Mortgage, Tammy has the expertise and experience to get you the right mortgage and to handle your transaction professionally.

Cover Story

K

imberly Hartsough

Committed to Establishing Strong and Prosperous Relationships with Sales Partners, Leadership, and Team Members

Senior Vice President of National Production Operations

Kimberly Hartsough

As someone with over 20 years of experience in the

mortgage industry, Kimberly Hartsough , Senior Vice President of National Production Operations at PrimeLending , has been actively contributing to the mortgage niche through her expertise and innovative approach. Being aware of the ever-evolving mortgage industry, Kimberly has learned to adapt and pivot to stay ahead of the curve. She believes in incorporating technology to create a more cost-effective lending process, and has been actively embracing artificial intelligence (AI) to achieve this goal.

As a millennial, Kimberly brings a unique perspective to the mortgage experience by incorporating her day-to-day life experiences as a heavy user of technology. Rather than simply coming up with new ideas, she focuses on the implementation of technology to streamline various processes.

During her 11 years with PrimeLending, Kimberly has played an active role in advancing the use of technology to simplify sales, operations, and other key processes. Her passion lies in finding creative and systematic ways to simplify the mortgage origination process and deliver an exceptional user experience for customers, business partners, and employees alike.

By embracing digital transformation and implementing innovative technology, Kimberly has helped PrimeLending deliver a more efficient and user-friendly mortgage origination process. By making the process more accessible, reliable, and transparent, PrimeLending is able to offer a superior customer experience that aligns with modern consumer’s expectations. The integration of industryleading technologies, such as Blue Sage for the loan origination system (LOS), PointServ for digital documentation, and D1CEdge for data verification, shows that PrimeLending is dedicated to staying ahead of the curve in the mortgage industry.

Journey to Success

Kimberly has experienced both highs and lows in her 23year career in the industry. However, it was not until she joined PrimeLending 11 years ago that she found her true calling as a leader. Prior to that, she was a dedicated individual contributor, always striving to excel in her job. Nonetheless, she felt like something was missing, and it

took getting fired for her to realize that she needed to reassess her career and life goals.

Being let go from her job forced her to examine herself and acknowledge her strengths and weaknesses. Though it was a difficult experience, it helped her understand that being good at her job was not enough. She wanted to be a person of integrity, compassion, and excellence. She discovered that she could achieve more as part of a team than by trying to work independently.

Upon joining PrimeLending, Kimberly realized that it was not just about doing a good job, but about genuinely caring for the people she worked with and the customers they served. She learned that to be truly successful, she needed to understand the "why" behind her job, and make a meaningful difference in the lives of others.

To achieve this, Kimberly made it her top priority to get to know her colleagues, understand the company culture, and learn from others. By caring for the people around her, she became part of a team that was aligned and working towards the same goals. It was no longer just about completing big projects; it was about working together as a cohesive unit.

PrimeLending provided Kimberly with the environment and support she needed to thrive as a leader. She found joy in her work and saw the impact they were making in the lives of their customers, which fueled her drive to do more and be better.

Through her experience, Kimberly learned that success was not just about achieving individual goals, but about building meaningful relationships, understanding the "why" behind what they do, and genuinely caring for the people they work with and serve. She is grateful for the opportunity to be part of such a supportive and compassionate organization and is excited to continue making a positive impact in the mortgage industry with PrimeLending by her side.

Transforming the Home Buying Experience

PrimeLending places a strong emphasis on prioritizing people and creating a stress-free mortgage process, which has been honed over its 35 years of experience in the industry.

Kimberly strives to lead by example, advocate for the company's culture, and encourage others to do the same.

The company views mortgages not only as transactions but also as essential components of people's lives and financial well-being.

The team is dedicated to surpassing customer expectations and supporting their dreams of homeownership. This commitment to customer service is a hallmark of the organization, and it stems from the team's shared values and beliefs. PrimeLending's people are one of its most significant strengths, and the company operates like a family, with a strong sense of community and care that permeates the organization. The team recognizes that their success is dependent on each other's strengths, and they invest in their growth and development to ensure they provide the best possible experience to customers.

PrimeLending is poised to remain a leading mortgage lender in the future by embracing technology, staying ahead of industry changes, and maintaining its people-centric approach. The company is driven by its passion for excellence and commitment to customers, business partners, and each other.

Driving Innovation

Kimberly's role in driving innovation and championing new technologies and processes among employees is pivotal at PrimeLending. She leads by example and is the first to embrace and implement changes, driving adoption through training, sharing success stories, and explaining the "why" behind our innovations. Witnessing the excitement and realization in employees' eyes when they buy into the company’s vision for the future is what makes her job truly rewarding. Her expertise in the mortgage industry has been instrumental in driving innovation and positively impacting the mortgage niche.

By leveraging AI, embracing technology, and fostering a culture of innovation, PrimeLending has streamlined processes, created a superior user experience, and moved towards a more efficient and customer-centric future.

Creating a Supportive and Inclusive Environment

As a leader, Kimberly believes that it is everyone's responsibility to embody the company's values of integrity, respect, compassion, service, and excellence in everything they do. A positive culture has a ripple effect, creating a supportive and inclusive environment that fosters

collaboration, innovation, growth, and better outcomes for clients and the team. Conversely, a negative culture can erode morale, hinder productivity, and impact overall performance.

Kimberly strives to lead by example, advocate for the company's culture, and encourage others to do the same. Together, they can create a culture that inspires, motivates, and brings out the best in each team member, making PrimeLending a place where they thrive and make a meaningful impact. To learn more about the company's core convictions, one can explore its commitment to honesty and integrity, a people-centric culture, agility, service beyond expectations, and one team, one purpose.

Customizing Tech to Enhance Customer Experience

PrimeLending's focus on leveraging technology and AI to enhance the customer experience in the mortgage process has been successful, particularly with the integration of third-party vendors and the automation of the collection of consumer assets. This approach has reduced manual-entry processes, streamlining the consumer experience, and resulting in a significant reduction of loans with cure tolerances.

However, PrimeLending understands that a human touch is still essential in the mortgage industry, and its LOS system combines technology with personalized service to provide a holistic borrower experience. PrimeLending’s retail loan officers are empowered through the use of technology and AI, increasing purchase volume and improving the overall customer journey.

Moving forward, PrimeLending remains committed to staying at the forefront of technological advancements in the mortgage industry to better serve its customers and provide them with an exceptional experience. The company's use of technology and AI will continue to focus on improving processes, reducing friction, and delivering superior customer service while maintaining its commitment to the human touch in every step of the mortgage journey.

Extracting the Potential of Modern Technologies

Kimberly envisions AI playing a larger role both internally and externally at PrimeLending as it continues to advance.

She sees AI as a tool to optimize the way data is received and perhaps even replacing manual entries altogether. To stay ahead of the curve, PrimeLending is automating and integrating more third-party data collection into the customer experience to gather and verify consumer assets. However, Kimberly emphasizes that embracing AI does not mean sacrificing the personal experience of getting a mortgage. PrimeLending firmly believes that an experienced and knowledgeable mortgage professional will continue to be critical in guiding consumers through the process. Technology will only enhance the relationship between the professional and the consumer, allowing more time to be spent educating customers on their options and what to expect while minimizing time spent chasing down paperwork or on data entry.

More Customer Centric Approaches in Future

In the long run, Kimberly has a grand vision for PrimeLending, aiming to position it as a pioneer in the mortgage industry by continuously innovating and developing tools that anticipate the needs of consumers and partners. Her future goals include transforming PrimeLending into a comprehensive hub for all aspects related to homebuying, ranging from insurance, title, and closing, notary, warranties, and more. PrimeLending intends to leverage cutting-edge technology to provide a seamless, intuitive, and convenient homebuying experience for its customers.

Moreover, Kimberly and her team are actively exploring the potential of blockchain technology and its evolving applications. They are open to incorporating it into PrimeLending's operations to enhance their processes and provide added value to their customers. As a company, PrimeLending is committed to staying ahead of the curve, embracing emerging technologies, and continually striving for excellence in serving the ever-evolving needs of its customers and partners in the dynamic mortgage industry.

Message for Aspiring Leaders

Kimberly advises aspiring entrepreneurs venturing into the mortgage sector to prioritize continuous learning. She believes that embracing various roles within the industry will help them gain a comprehensive understanding of the business, which is necessary for navigating its everevolving landscape.

In the mortgage industry, paying attention to details is crucial. Thus, as entrepreneurs progress on their journey, they should aim to become leaders who truly understand the nuances of their team's and customers' needs. This will help them stay in touch with the pulse of their business and make informed decisions. Kimberly asserts, "Remember, perseverance and adaptability are crucial in the mortgage sector. Embrace opportunities to learn, grow, and expand your knowledge. Surround yourself with mentors and industry experts who can provide guidance on your entrepreneurial path. With determination and a commitment to excellence, you can make a meaningful impact in the mortgage industry and achieve your entrepreneurial aspirations.”

Kimberly also states that entrepreneurs should be prepared for change and navigate the ups and downs that come with the industry. They should define the impact they want to make, understand their "why," and genuinely care about their customers. As mortgage professionals, they are involved in one of the most significant aspects of people's lives, and bringing passion to their work is crucial to making a meaningful impact.

Kimberly's role in driving innovation and championing new technologies and processes among employees is pivotal at PrimeLending.

The Jewel with Resolute Leadership Acumen

The finance function is not what it used to be. In

fact, it has changed considerably over the past five to ten years. Whereas finance professionals were once considered number crunchers, now, and regardless of their seniority, they’re important cogs in the business from a strategic standpoint.

Not only has this meant that the function has developed, but it has also meant that finance leaders have had to cater their skills to a new type of finance professional in order to get the best out of them. Finance leaders are apt at both setting targets and meeting them. Although the best finance leaders are results driven by nature, they understand the importance of the targets being measurable and achievable.

Today’s finance leader always has one eye on the future. They instill this vision into their workers and make sure they always work towards cementing the company’s longterm vision. The finance function is very much embedded within the strategic endeavors of a company, so it’s vital that forecasts are accurate, and that planning is thorough.

Standing out as an apt leader in the dynamic business arena with resolute leadership acumen and an exemplary skillset, Austin Lampson implements immersive strategies while working as a Branch Manager and Licensed Mortgage Professional at Homeowners Financial Group .

In an interview with Insights Success, Austin shares about her professional tenure and shares her journey so far in the finance and mortgage niche.

Following are the excerpts from the interview:

Austin, please briefly describe for our audience your professional journey up until now.

I started in lending when I was 18, with car title loans. They were for a 1-month period, and at 25% interest. It taught me the value of trading future value for today’s needs, people’s relationship with money, and the importance of knowing that you were responsible and that a client understood the opportunity and risk of debt.

It is different if you know you must make the phone call that their property will be repossessed when in default, versus selling something that you don’t have responsibility for down the line.

I moved into mortgage lending at the age of 22, and have been in it ever since -through company take overs, market crashes, and guideline changes that impact the lives of the people we serve. I truly believe that responsible lending is one of the highest forms of community service.

What challenges did you face along the way?

I learned early on that not every originator takes their role in their clients’ financial lives seriously. Many see this as just a job, or a way to pay the bills. I’ve had mentors stab me in the back, buyers be liars, realtors alter documents with my name on them, get used to help fix credit, prep for tax consultations and then be ditched for an internet lender.

Not to mention tumultuous markets – one day in April 2020 there were more than 19 price changes and 5 different investors completely got out of the market! The truth is the reason I get up & do this every day is to help someone else figure out how to have stability in homeownership and build wealth.

We exist to improve the lives we touch.

It’s really about my relationship to my purpose, not just an end result.

What significant impact have you brought to the mortgage industry?

I can tell you I’ve heard people cry when I tell them a challenge is going to work out. I can tell you I lay my head down at night knowing I did my best, and my best is good enough.

What I think I am most proud of is using my position to help others truly gain. Whether it is through the non-profits we contribute to monthly that are nominated by our clients, volunteering as a team or the gratitude journals I print and send out for free – I believe that each one of us has to use our perspective and experience to serve in our unique way.

Tell us about Homeowners Financial Group and its foundation pillar.

When you visit our company website, the “About,” tab starts with: “We exist to improve the lives we touch.” I’ve never worked for another company that truly cares for its people – those we serve and those with whom we work, no matter their role. People are really the reason for everything we do, and you can tell this is the case with everyone with whom we interact.

How does Homeowners Financial Group promote workforce flexibility, and what is your role in it?

The structure of an office place has changed much in the past few years. HFG works to maintain the integrity of the culture and service that folks create by working shoulder to shoulder yet is open to ensuring needs and options are respected and considered for each employee.

My team is across several states. Though we are not always in the same place at the same time, we ensure we continue our culture through a daily gratitude practice, monthly lunches via Zoom, a book club and an annual retreat. If someone needs to leave early to accommodate their child’s baseball game, we all adjust so they get that precious time and set expectations internally & externally for the next steps and service level commitments.

What is your take on technology's importance, and how are you leveraging it?

In my opinion, technology is a tool to be leveraged, not a replacement for human interaction and collaboration. Whether it is via video, text, social media or AI analysis, we need to use technology as a resource to elevate our clients’ experience and options. There is always something new coming, so why not embrace it as an opportunity?

What will be the next significant change in the mortgage industry, and how are you preparing for it?

Oh, that’s a big question! Our country’s inability to produce enough affordable housing for its citizens to me can mean a widening of the gap between the rich and poor. The ability of AI to digest through guidelines, data, and “paperwork” can leverage our time for the better, though it can also create gaps of fraud and connection. Our industry got bloated in the past few years.

I feel a significant segment of the population should truly be able to “swipe right,” and get a loan – however, the importance of a true professional to oversee the individual circumstances of a home purchase or debt restructuring cannot be underscored enough. There is a difference between a professional and a paper-pusher.

What are your goals in the upcoming future?

My passion lies in helping people achieve their goals. I intend to continue to do so through a true team experience. Collaboration is key, and the more we work together, the better balance we can all have. I intend on being a valued, appreciated, community-oriented, and fun confidant to my clients and partners.

What advice would you like to give the next generation of aspiring business leaders?

Ÿ Be yourself only bolder.

Ÿ Do it with passion or not at all.

Ÿ Be curious, not judgmental.

Ÿ Punch fear in the face and take the risk.

Ÿ Bigger is not always better. Better is always best!

Women

Ambition is the spark that Ignites the fire within ambitious

Understanding the

Effective Leadership Strategies for the Mortgage Industry

Leadership is a crucial component of success in the

mortgage industry. Effective leaders in this field possess a unique set of skills and strategies that enable them to guide their teams, make informed decisions, and navigate the challenges of the industry. In this article, we will delve into the essential leadership strategies specifically tailored to the mortgage industry, helping professionals understand what it takes to lead effectively in this dynamic and competitive field.

Visionary Leadership :

Visionary leadership is about setting a clear direction and inspiring others to work towards a common goal. In the mortgage industry, leaders should articulate a compelling vision that aligns with the company's mission and goals. This vision should consider factors such as customer needs, market trends, and regulatory changes. By effectively communicating the vision, leaders can rally their teams and foster a sense of purpose and motivation.

Transformational Leadership :

Transformational leaders in the mortgage industry inspire and motivate their teams to achieve exceptional results. They encourage innovation, embrace change, and empower their employees to think creatively and take ownership of their work. By fostering a culture of continuous improvement and providing opportunities for professional growth, transformational leaders nurture a high-performing and engaged workforce.

Collaborative Leadership :

In the mortgage industry, collaboration is key to success. Leaders should encourage collaboration and teamwork among different departments and individuals involved in the mortgage process. By breaking down silos and fostering effective communication and information sharing, collaborative leaders create an environment that promotes synergy, efficiency, and collective problem-solving.

Data-Driven Decision-Making :

In an industry as data intensive as mortgage, leaders must leverage data to make informed decisions. Effective leaders gather and analyze relevant data, utilizing key performance indicators (KPIs) and metrics to assess team and organizational performance. By basing decisions on objective data, leaders can identify trends, anticipate challenges, and seize opportunities, ultimately driving business growth and success.

Adaptive Leadership :

The mortgage industry is characterized by constant change, including market fluctuations, regulatory updates, and technological advancements. Adaptive leaders possess the ability to navigate uncertainty, embrace change, and proactively respond to evolving circumstances. They keep a pulse on industry trends, stay informed about emerging technologies, and adjust strategies and processes accordingly.

Attributes of Innovators

Strong Communication Skills :

Leadership in the mortgage industry necessitates effective communication at all levels. Leaders should possess excellent verbal and written communication skills to articulate expectations, provide feedback, and convey complex information to diverse audiences. Moreover, active listening skills are essential to understanding the concerns and needs of clients, team members, and stakeholders, fostering stronger relationships and driving success.

Ethical Leadership :

Ethics and integrity are paramount in the mortgage industry, given the fiduciary responsibilities involved. Ethical leaders prioritize transparency, honesty, and compliance with industry regulations. They lead by example, promoting a culture of ethics and accountability throughout the organization. By emphasizing ethical conduct, leaders build trust and credibility, both internally and externally.

Continuous Learning and Development :

Leadership development should be a continuous journey in the mortgage industry. Effective leaders actively seek opportunities for personal and professional growth. They attend industry conferences, engage in relevant training programs, and participate in networking events to stay updated on industry best practices and expand their knowledge base. By investing in their own development, leaders can better support their teams and navigate industry complexities.

Risk Management :

Leaders in the mortgage industry must have a strong focus on risk management. They should be able to identify potential risks and develop strategies to mitigate them. This includes staying updated on regulatory requirements, monitoring market conditions, and implementing sound risk management practices. By effectively managing risks, leaders ensure the stability and sustainability of their organizations.

Relationship Building with Stakeholders :

Building strong relationships with stakeholders is crucial for leaders in the mortgage industry. This includes

developing partnerships with real estate agents, builders, appraisers, and other professionals involved in the mortgage process. Leaders should establish open lines of communication, seek feedback, and actively engage with stakeholders to foster collaboration and enhance business opportunities.

Coaching and Mentoring :

Effective leaders in the mortgage industry invest in the development of their team members. They act as coaches and mentors, providing guidance, support, and opportunities for growth. By nurturing talent, leaders create a pipeline of skilled professionals and foster a positive and empowering work environment.

Strategic Planning and Execution :

Leaders in the mortgage industry must possess strong strategic planning and execution skills. They should be able to set clear objectives, develop actionable plans, and monitor progress toward goals. Effective leaders align their strategies with market trends, regulatory changes, and customer demands, ensuring the long-term success of their organizations.

Linda Davidson

Area/Branch Manager/Sr. Residenal

Mortgage Originator

NMLS #226135

Fairway NMLS #2289

Meet Linda Davidson , the expert in FHA,

USDA, VA, and conventional mortgages, who has helped hundreds of families achieve their dream of homeownership. As an Area/Branch Manager/Sr Residential Mortgage Originator with Fairway Mortgage , Linda's knowledge and experience have earned her a well-deserved reputation as a leader in the mortgage industry.

Linda's commitment to excellence is evident in the proven systems she has created to provide an excellent customer experience for her clients. Her dedication to mentoring others has also resulted in increased production year after year for herself and the branch loan officers. Linda is excited to foster an environment of growth and help others achieve their full potential.

Brief our audience about your journey as a business leader until your current position at your company. What challenges have you had to overcome to reach where you are today?

I started in the business in 1997. Mortgage rates were 7-8% at that time. I didn’t know if the rates were high or low, but I did know that I was starting a 100% commission job with no guarantee or sign-on bonus. My "training" consisted of two days with a PMI underwriter on conventional loans and a "here is the 4506 book. You will probably never do FHA loans, but if you do, you can read it". Every night I studied that manual (or anything else that had to do with mortgages) until I fell asleep, and then I went every day to real estate offices during the day to ask for business.

I have been blessed over the years to have so many amazing mentors who originally paved the way and showed me how to "Be Better Daily." I love being able to do this now for others in my branch, the company that I work for, and the industry. In addition to originating and running branches under Fairway, it has been my pleasure and joy to work with The Todd Duncan Group (TDG) on the yearly Sales Mastery event as well as the Elite Mastermind group within TDG over the past 15+ years.

When I get to stand on stage with Todd or share in a smaller setting with TDG, I am often reminded of those early years of getting into the mortgage business and trying to figure it out. Now, I get to help others find their way too. What an amazing opportunity!

During the interview, Linda Davidson shared her unique leadership style and vision for the future of the mortgage sector.

Linda's commitment to excellence is evident in the proven systems she has created to provide an excellent customer experience for her clients.

Tell us something more about your company and its mission and vision; how does your company thrive towards enabling advancements in the dynamic business arena?

One of the most amazing things about the mortgage industry is that there is no glass ceiling for women. Over 50% of our executive team here at Fairway is made up of women who lead their departments well and have a strong voice. In addition, we have amazing women Branch Managers, Loan Officers, and Support Teams who make it happen daily for the families that we serve.

What are the fundamentals that you implement to drive betterments within the work culture of your organization?

In any organization, the leader sets the tone. Whether it is a company, country, organization, or family, the "tone" is set by the leader. Steve Jacobson, the leader of Fairway, sets the tone that our company’s core values are not just sayings on a wall but lived daily. Two of my favorite Fairway Core Values are "speed to respond" and "commitment to serve." From the top down, this is in our company’s DNA in everything we do, regardless of the position or task.

Describe in detail the values and the work culture that drives your organization.

Coming into Fairway five years ago from a small regional company that I had the opportunity to be a part of for over 20 years, the biggest fear was being “just a number" among the over 7,000+ teammates. However, the culture of "family focused" and "consistent, honest communication" is so embedded in the company that we truly feel like part of a family and love getting to be a part of this wonderful tribe.

What, according to you, could be the next significant change in your sector? How is your company preparing to be a part of that change?

The sales and operations sides of Fairway are superior, and they provide an amazing platform on which a branch or an LO can run their business. A foresight I believe Fairway has (that we will see other companies emulate in the future) is the (guideline compliant) autonomy we allow, which gives entrepreneurs the freedom to grow but still has that fantastic support needed to "Never Close Late or Ugly." We see our younger generation craving that ability to be independent, while fully supported. I love that Fairway already embraces this for the street.

Where do you envision yourself to be in the long run, and what are your future goals for your company?

One of the things you will never be in this business is bored. There are always challenges, changes, market swings, and industry shifts. My mom’s favorite saying (and my team hears it a lot from me now) is "This Too Shall Pass". Whether it is the good times or the rougher times, they will pass. We must always lead well, seek wise counsel, "punt" when needed, and practice the discipline of gratitude. What are my goals for the future? It’s to keep doing these things! We are truly blessed to get to assist families in having their American Dream, to get to lead incredible mortgage professionals in their own dreams, and to get to make a difference.

What would be your advice to budding entrepreneurs who aspire to venture into the dynamic business arena?

Seek out powerful mentors who speak in your life. Be humble. You don’t always need to reinvent the wheel. Be willing to listen to those who have gone before you, and then make it your own to improve upon while using your strengths. Invest early, invest often, and invest wisely—this goes for financial, mental, emotional, spiritual, family, and even personal goals. This business can be life-changing in many ways. Embrace it, work hard, work smart, and surround yourself with those whom you want to emulate to make yourself better. What an opportunity we have been given!

Skills and Traits

Developing Leadership Skills Mortgage Industry in the

Leadership plays a crucial role in the mortgage

industry, where professionals are responsible for guiding teams, making strategic decisions, and fostering growth. Developing strong leadership skills is essential for individuals aiming to excel in this dynamic and competitive field. In this article, we will explore key strategies and techniques for enhancing leadership abilities specifically tailored to the mortgage industry.

Emphasize Continuous Learning :

Effective leaders in the mortgage industry recognize the importance of ongoing learning and development. They stay up-to-date with industry trends, regulations, and best practices. Engage in professional development opportunities such as attending industry conferences, workshops, and webinars to expand your knowledge base and sharpen your leadership skills.

Cultivate Effective Communication :

Communication is at the core of successful leadership in any industry, and the mortgage industry is no exception. Develop strong communication skills to effectively convey your vision, goals, and expectations to your team. Foster an environment where open and transparent communication is encouraged, allowing for feedback and collaboration.

Develop Financial Acumen :

A mortgage leader must possess a solid understanding of financial concepts and metrics relevant to the industry. Enhance your financial acumen by familiarizing yourself with mortgage products, interest rates, loan underwriting processes, and financial analysis techniques. This knowledge will enable you to make informed decisions and effectively manage resources.

Foster a customer-centric Mindset :

Exceptional leaders in the mortgage industry prioritize the needs of their customers. Develop a customer-centric mindset by understanding the challenges and concerns faced by borrowers. Empathy, active listening, and a focus on providing exceptional service will help you build strong relationships with clients and establish trust in your leadership.

Encourage Collaboration and Team Building :

Leadership in the mortgage industry involves managing diverse teams and fostering a collaborative work environment. Encourage teamwork, promote diversity and inclusion, and provide opportunities for skill development and career advancement. By nurturing a cohesive team, you can create a positive work culture that drives productivity and success.

Adaptability and Innovation :

The mortgage industry is constantly evolving, driven by technological advancements and changing market conditions. Successful leaders adapt to these changes and embrace innovation. Stay informed about emerging technologies, such as artificial intelligence and automation, that can streamline processes and improve efficiency. Foster a culture of innovation within your organization to encourage creativity and forward-thinking solutions.

Lead by Example :

Leadership is not just about giving instructions; it's about setting an example for others to follow. Demonstrate integrity, accountability, and professionalism in your actions and decisions. Lead with a positive attitude, motivate your team, and maintain a strong work ethic. By embodying the qualities, you expect from your team, you will inspire others to perform at their best.

Enhance Problem-Solving Skills :

Leaders in the mortgage industry often face complex challenges and obstacles. Strengthen your problem-solving skills by developing a systematic approach to identify and analyze issues. Encourage critical thinking within your team and foster a culture of proactive problem-solving. Seek innovative solutions and be open to feedback and suggestions from team members.

Develop Emotional Intelligence :

Emotional intelligence is essential for effective leadership in any industry. In the mortgage industry, where dealing with clients and team members is crucial, understanding and managing emotions is vital. Develop self-awareness, empathy, and the ability to regulate emotions in highpressure situations. This skill will help you build stronger relationships, resolve conflicts, and inspire trust and confidence.

Foster a Culture of Compliance and Ethical Conduct :

Ethics and compliance are paramount in the mortgage industry, given the regulatory environment and the importance of protecting borrowers' interests. As a leader, emphasize ethical conduct and compliance with industry

regulations. Ensure your team is well-trained on compliance requirements and hold regular meetings to reinforce ethical behavior. By fostering a culture of compliance and ethics, you create a foundation of trust and credibility.

Develop Networking and Relationship-Building Skills :

Networking and relationship-building are critical aspects of leadership in the mortgage industry. Attend industry events, join professional associations, and build relationships with industry peers, colleagues, and influential stakeholders. Networking not only expands your knowledge and resources but also opens doors to new opportunities and collaborations.

Invest in Leadership Training and Development Programs :

Consider enrolling in leadership training and development programs specifically tailored to the mortgage industry. These programs can provide you with valuable tools, techniques, and frameworks to enhance your leadership abilities. Additionally, they offer networking opportunities and allow you to learn from industry experts and successful leaders.

Developing leadership skills is vital for professionals in the mortgage industry to navigate the complexities of this everchanging field successfully. By emphasizing continuous learning, effective communication, financial acumen, a customer-centric mindset, collaboration, adaptability, and leading by example, aspiring mortgage leaders can foster growth, drive innovation, and achieve long-term success in their careers. Remember, leadership is a journey, and with dedication and perseverance, you can continue to develop and refine your skills as you progress in the mortgage industry.

Focused on growing her business and creating

excellent experiences for her customers, Tammy

McNeany, Senior Mortgage Loan

Officer at Wintrust Mortgage, is an expert in job sourcing her business, supporting her clients, and responding to enterprise objectives.

The goal of Wintrust Mortgage, which has been in operation since 1981, is to help Americans realize their dream of owning a home. Since then, Wintrust Mortgage has survived the constantly shifting real estate market and is a component of the well-capitalized, multi- billiondollar asset bank holding company Wintrust Financial Corporation. It ranks among the most prominent mortgage bankers in the nation thanks to our capacity to lend in all 50 states.

Wintrust Mortgage is committed to offering consumers a comprehensive selection of mortgage products. It is a fullservice, nationally-chartered lender with locations spread out across the nation. It is positioned to address the needs of the constantly changing mortgage industry in addition to offering the fundamental Conventional FHA/VA Programs and Jumbo Loans.

Wintrust Mortgage aims to be a calm, clear and experienced guide for its clients through the mortgage process.

In an exclusive interview with Insights Success , Tammy McNeany shares her journey, the successes and challenges that she overcame, and the impact she strives to leave on all her clients.

Following are the highlights of the interview:

Tammy, please briefly describe for our audience your professional journey up until now.

I began my banking career right out of high school and had a wonderful mentor thatchallenged me. During a refi boom it led me to Mortgage Origination. It’s been well over 30 years and has been a fulfilling, ever-changing, frustrating and stressful, at times, career. I wouldn’t change it for the world!

What challenges did you face along the way?

When I began, there weren’t many woman mortgage loan originators. Early on, I became the sale manager for the region. I was the only woman Sales Manager in the State for the lender at the time. It is so great to see how it has evolved.

What significant impact have you brought to the mortgage industry?

I believe I have compassion for my clients and try to always do what is right for them. It has been so rewarding to have repeat clients and have them refer their families to me.

Tell us about Wintrust Mortgage and its foundation pillar.

The culture here is top-notch! I made a move here 10 years ago and while there is stress and anxiety at times, we are all a family with the sole purpose of doing what is right for our clients. I have seen many other lenders have a culture of “the client is lucky to do business with us.” Here, we are the ones that are fortunate to help our clients.

Tammy McNeany Senior Mortgage Loan Officer Wintrust Mortgage

How does Wintrust Mortgage promote workforce flexibility, and what is your role in it?

Each loan officer is empowered and encouraged to have a work/life balance.

What is your take on technology’s importance, and how are you leveraging it?

Things have changed dramatically. When I started you wouldn’t have a credit report for a week and there weren’t credit scoresToday’s technology helps us be nimble and . more accessible to our clients.

What will be the next significant change in the mortgage industry, and how are you preparing for it?

Technology is still rapidly changing. It’s important to be up to date, accessible and open to the evolving process.

What are your goals in the upcoming future?

Continue to be caring, communicative and understanding of each client’s individual situation. While technology has evolved, I still believe strongly that building the relationships with the clients and not just being transactional is the long-term key to success.

What advice would you like to give the next generation of aspiring business leaders?

No matter what, treat others the way you want to be treated and success will follow.

“

Continue to be caring, communicative and understanding of each client’s individual situation. While technology has evolved, I still believe strongly that building the relationships with the clients and not just being transactional is the long-term key to success.