The Most Influential Women Leaders in Mortgage Industry- 2023

www.insightssuccess.com VOL-11 | ISSUE-08 | 2023

The Most

Influential

Women

Leader in Mortgage

Industry2023 Kelly Zitlow

A ributes of Innovators Understanding the Effec ve Leadership Strategies for the Mortgage Industry

Skills and Traits Developing Leadership Skills in the Mortgage Industry

Executive Vice President of Sales & Marketing

Key Zitlow

Breaking Barriers and Empowering Women

Exploring a Diversity of

E xceptional Qualities

T

he 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.

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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 Leaders 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.

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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.

Breaking Barriers and Empowering Women

Articles Attributes of Innovators Understanding the Effective Leadership Strategies for the Mortgage Industry

Skills and Traits Developing Leadership Skills in the Mortgage Industry

Contents

08 Key Zitlow

16 20

Editor-in-Chief Merry D'Souza Deputy Editor Henry Thomson

Executive Editor Jenny Fernandes

Assistant Editors Lusy Jameson

Visualizer

Art & Design Director

Associate Designer

David King

Rosy Scott

Angela Ruskin

Senior Sales Managers

Business Development Manager

Bruno Alves, Damian Mathew

Joe Adams

Marketing Manager

Sales Executives

Bruno Alves

Luke A.

Technical Head

Business Development Executives

Jacob Smile

Simon, Tom

Technical Specialist Irvin Wilson

Digital Marketing Manager Dominique T.

SME-SMO Executive Steve Rodrigues

Research Analyst Frank Adams

Circulation Manager Robert Brown

Database Management Stella Andrew

Technology Consultant David Stokes

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The Most

Influential

Women

Leader in Mortgage

Industry2023 Featuring

Company

Brief

Kelly Zitlow Executive Vice President of Sales and Marketing

Cornerstone Home Lending houseloan.com

Kelly has built her award-winning, highly respected career as a Sr. Mortgage Advisor by earning the trust of her clients and partners by providing honest, well-communicated, and knowledge-based lending experiences with on-time results!

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.

Bay Equity, LLC bayequityhomeloans.com

Mona is passionate in bringing meaning and create lasting impact for her clients.

Virgin Money uk.virginmoney.com

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

Wintrust Mortgage Corporation wintrustmortgage.com

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.

Lindsey Goins Sr. Loan Officer

Mona Edick Area Sales Manager

Nicola Goldie Head of National Accounts

Tammy McNeany Senior Mortgage Loan Officer

Key Zitlow

Breaking Barriers and Empowering Women

Our company mission statement is: "We honor God by using our talents to make a positive difference in the lives of our Team Members, Clients, Shareholders, Communities, and the People who provide services to us.

Kelly Zitlow

Executive Vice President of Sales and Marketing

Cornerstone Home Lending

Cover Story

The Most Influential Women Leader in Mortgage Industry- 2023

passion for education. If there’s one thing you need to know about Kelly Zitlow, it’s that she has a true passion for education. Breaking down barriers as relates to the home loan process and empowering not only women but all people to make educated decisions about the home loan process is what fuels her passion.

A

Overnight, lending became an issue. Credit became an issue. And while there were all these challenges, I still believed in home ownership and realized I had an opportunity. Despite all that was happening around me-- I could bring education to my community. I could get them the valuable information they needed during this crisis.

For over 27 years she has developed a reputation for being a strategic thinker and an innovative problem solver. Not only is she a top 1% mortgage originator in the country but she has also become a standout in the digital marketing space. Video marketing has provided her a vehicle to reach people all across the country with the good news about mortgages.

There were still people buying houses. There were still people that needed guidance on short sells, foreclosures, etc. Some people needed a trusted resource, and I realized I could be that for them. That was when I started to think bigger about my impact, not just as a loan originator but honestly as a leader in our community. That was also when I began leveraging video to expand my reach and bring more information to more people.

This has led her to take her career to new heights as the Executive Vice President of Sales and Marketing for Cornerstone Home Lending a division of Cornerstone Capital Bank. We caught up with Kelly to learn more about her professional journey and how she has become a trailblazer and inspiration for women in the mortgage industry.

Below are the highlights of the interview: Kelly, please briefly describe for our audience your professional journey up until now.

My professional journey in the mortgage industry started in 1996. I was on my way to law school when a friend talked me into giving the mortgage industry a try. So, I took a detour that lasted 27 years. I have been a mortgage loan originator the entire time, in addition to serving in various leadership capacities. I am currently an Executive Vice President of Sales & Marketing for Cornerstone Home Lending as well as running my loan origination team.

What challenges did you face along the way?

Mortgage lending is fluid in that the ups and downs are cyclical based on what's going on in the economy, what's going on in the real estate industry, and what's happening around the globe. Along the way, there are challenges that come up and impact people. When people have challenges, it affects our industry. For example, one of the biggest challenges I experienced was in 2008 when the housing market crashed. It was not easy in the sense that overnight the faucet turned off. Overnight, liquidity became an issue.

What significant impact have you brought to the mortgage industry?

The impact I have brought to the mortgage industry is that individual loan officers can genuinely influence and educate their community by leveraging social media. We have the ability to chunk down financing information as well as create the narrative around homeownership. This allows us to help people in a much more powerful way. The way I did it was by incorporating video in 2014 into my business.

That has allowed me to build my brand and reach more people. I've been able to break down barriers that keep people from purchasing homes and help keep that dream of home ownership alive by educating people on how to use homeownership to build wealth.

Tell us about Cornerstone Home Lending and its foundation pillar.

Cornerstone home lending has been in business since 1988.

Marc Laird and Judy Blanchard started it with the purpose of wanting to do something better. They wanted to create a culture of people that were focused on serving their respective communities.

Our company mission statement is: "We exist to use and improve upon our God-given talents to make a positive difference in the lives of our team members, customers, shareholders, and the people who provide services to us."

Marc and Judy always cared about doing the right thing.

That's important because doing the right thing is helpful as a loan originator working with Cornerstone.

Cornerstone home lending has been in business since 1988.

Marc Laird and Judy Blanchard started it with the purpose of wanting to do something better.

We know that their head and heart are in a suitable space.

If something happens out there- they've got our back, and we have their back, making it a great collaboration. We are all here to please do the right thing and serve those on their path to homeownership.

How does Cornerstone Home Lending promote workforce flexibility, and what is your role in it?

Even prior to COVID, Cornerstone has been forward-thinking when it comes to remote workers. We are over 1500 employees that work in-office and remotely across the nation. When COVID came along, we did not skip a beat because the investment in technology was already in place to allow

people to work from home. Still, to this day, we continue to support hybrid schedules.

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

I'm a big believer in high-tech, high-touch. Technology doesn't rule the roost, nor does the relationship. It's a

Mortgage lending is fluid in that the ups and downs are cyclical based on what's going on in the economy, what's going on in the real estate industry, and what's happening around the globe. combination of both of those things. That's where the magic happens. While I've always been a relationship-based leader and relationship-based loan originator, I still only have so many hours in the day. As a result, technology is paramount in helping us be more efficient. Therefore, we are constantly re-evaluating our technology platforms, improving them, and investing money in them to create efficiency in both the client experience, the referral partner experience, and our loan officers' experience.

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

The advancement of technology and AI, such as ChatGPT, etc., are going to create additional tools, resources, and noise in the industry. Anyone who wants to remain in the mortgage must stay connected to what people want and need while helping to lead them through the process. This is where we've got to stay focused while still leveraging all the fantastic technology.

Our industry right now is going through a massive change. We are going to continue to see inventory at limited levels across the country for a while. When interest rates drop back down if they do, and when they do,

we'll potentially see another resurgence of that entry-level buyer being bid out because they can't compete. So understanding what's happening on the street is essential for leadership in the mortgage industry, and bringing solutions to whatever real estate cycle is occurring is the key. We are very focused on affordability and bringing financing options to the market that help achieve affordability, especially for entry-level and moderate-income first-time homebuyers.

What are your goals in the upcoming future?

As the EVP of Sales & Engagement, my primary goal is to evolve Cornerstone's story and bring it to the masses via social media platforms. I'm looking forward to helping people better understand what we are about, why we are here, and the mission at hand. Outside of that, I would say the additional goal is to help our loan officers continue to build their brand and be relevant in this market cycle.

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

Be bold, be courageous, and align yourself with really great people. When you collaborate and tap into the superpower and skill set of those around you, that, combined with a leader's vision, is where businesses are going. Those business leaders who are bold enough to think differently, have the courage to go after something that's never been created and do things more streamlined will succeed. It's the current wave of the future and inspiring to me.

Choose Excellent Choose Insights.

Attributes of Innovators

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Underst a nding Effective Leadership the

Strategies for the

Mortgage Industry

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I

n the fast-paced and competitive mortgage industry, effective leadership is crucial for driving success and ensuring organizational growth. Leaders in this field must possess a unique set of skills and strategies to navigate the complexities of the industry, inspire their teams, and achieve exceptional results. This article explores key principles and strategies that contribute to effective leadership in the mortgage industry, providing insights and guidance for professionals looking to excel in their roles.

Visionary Leadership: Effective leaders in the mortgage industry have a clear vision of where they want their organization to go. They develop a compelling vision statement that aligns with the company's values and long-term goals. By effectively communicating this vision to their team, leaders create a sense of purpose and inspire commitment. A visionary leader motivates their team to work towards a common goal and adapts their strategies to meet the ever-evolving needs of the industry.

Adaptability and Agility: Leaders in the mortgage industry must be adaptable and agile in response to changing market conditions, regulatory requirements, and customer demands. They stay informed about industry trends, technology advancements, and policy changes to proactively adjust their strategies. By fostering a culture of flexibility and encouraging innovative thinking, leaders can navigate challenges and seize opportunities as they arise.

Building High-performing Teams: One of the hallmarks of effective leadership in the mortgage industry is the ability to build and nurture high-performing teams. Leaders should focus on hiring top talent, creating a diverse and inclusive work environment, and providing ongoing training and development opportunities. They empower their team members, delegate responsibilities, and encourage collaboration to maximize individual strengths and create a cohesive unit that delivers exceptional results.

transparent communication channels. Leaders should foster a culture that encourages feedback, addresses concerns, and promotes effective collaboration throughout the organization.

Ethical and Responsible Leadership: Integrity and ethical conduct are critical for effective leadership in the mortgage industry. Leaders must adhere to industry regulations and ethical standards, ensuring fair and transparent practices. By setting an example of ethical behavior and instilling a culture of integrity, leaders build trust and credibility within their organizations and with clients. They make decisions that align with the best interests of their clients, employees, and stakeholders, fostering long-term relationships and sustainable growth.

Continuous Learning and Professional Development: Leadership development is an ongoing process, and effective leaders in the mortgage industry prioritize continuous learning and professional development. They stay informed about industry trends, attend conferences and seminars, and seek out opportunities for personal growth.

By investing in their own development, leaders can stay ahead of the curve, adapt to industry changes, and inspire their teams to embrace a learning mindset.

Effective leadership in the mortgage industry requires a combination of visionary thinking, adaptability, team building, effective communication, ethical conduct, and a commitment to continuous learning. By incorporating these strategies into their leadership approach, professionals can navigate the challenges of the industry, inspire their teams, and drive success for their organizations. Ultimately, effective leadership sets the foundation for sustainable growth and long-term success in the dynamic and everevolving mortgage industry.

Effective Communication: Communication is a fundamental aspect of effective leadership. Mortgage industry leaders must be skilled communicators, capable of conveying complex information clearly and concisely. They actively listen to their team members, clients, and stakeholders, ensuring open and November 2023 | 18 | www.insightssuccess.com

Skills and Traits

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Developing

Leadership Skills

in thMortgage e

Industry

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L

eadership skills play a crucial role in the mortgage industry, where professionals are tasked with guiding clients through the complex process of securing loans for their dream homes. The ability to lead and inspire a team, make strategic decisions, and adapt to the ever-changing market dynamics is paramount for success in this field. This article explores the key aspects of developing leadership skills in the mortgage industry, providing a roadmap to help professionals excel in their roles and navigate the challenges they may encounter.

Embrace Continuous Learning: Leadership development starts with a commitment to lifelong learning. Mortgage industry leaders must stay abreast of the latest trends, regulations, and technological advancements shaping the industry. Attend conferences, seminars, and workshops to expand your knowledge base and encourage your team to do the same. By continuously learning and updating your skills, you'll be better equipped to make informed decisions and lead effectively.

Cultivate Effective Communication: Communication is the bedrock of successful leadership. As a mortgage industry leader, you need to communicate clearly and effectively with clients, team members, and stakeholders. Develop active listening skills, learn to articulate ideas concisely, and foster an open and transparent communication culture within your team.

Regularly provide constructive feedback, actively seek input from others, and ensure everyone understands the vision and goals of the organization.

Foster a Collaborative Culture: In the mortgage industry, teamwork is essential for achieving shared goals. As a leader, it is your responsibility to foster a collaborative environment where individuals can thrive and contribute their best. Encourage teamwork, establish clear roles and responsibilities, and promote a culture of mutual respect and support. By leveraging the strengths of each team member, you can create a cohesive unit that delivers exceptional results.

Anticipate challenges and proactively develop strategies to address them. Foster an environment that encourages innovation and creative problem-solving and empower your team to think critically and propose solutions.

Lead by Example: Leadership is not just about delegating tasks; it is about setting an example for others to follow. Demonstrate integrity, accountability, and professionalism in your work.

Be accessible and approachable and show empathy towards your team members and clients. By embodying the qualities, you expect from others, you inspire trust and loyalty, and your team will be motivated to perform at their best.

Invest in Leadership Development Programs: Take advantage of leadership development programs tailored specifically for the mortgage industry. These programs provide valuable insights, training, and networking opportunities to enhance your leadership skills.

Seek out industry associations, professional development organizations, and reputable training providers that offer programs focused on leadership in the mortgage industry.

By investing in your professional growth, you position yourself for long-term success.

Developing leadership skills in the mortgage industry is a continuous journey that requires a commitment to learning, effective communication, collaboration, strategic thinking, and leading by example.

By embracing these key aspects and investing in your development, you can navigate the challenges of the industry, inspire your team, and drive success in your organization. Remember, leadership is not just about personal achievement but also about empowering others to reach their full potential.

Develop Strategic Thinking: Leaders in the mortgage industry must possess strategic thinking abilities to navigate a rapidly changing landscape.

Stay informed about economic trends, market conditions, and regulatory changes that may impact the industry.

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