Page 1

MPAMAG.COM ISSUE 11.02

MPA spotlights some of the mortgage industry’s highest-grossing originators


Proudly brought to you by the Business Publishing Company of the Year Print

Digital

Events

2018

FIND OUT MORE ABOUT US AT WWW.KEYMEDIA.COM

MPAS

PUBLISH AWARDS

TABBIES

azbees

The BIG 95

COPA

APEX

MAGGIES

EXCELLENCE AWARDS

BELL AWARDS

Sydney | Auckland | Bangalore | Denver | London | Manila | Singapore | Toronto


SPECIAL REPORT

150 MILLION DOLLAR CLUB

Representing the top tier of mortgage originators in the country, these 22 men and women collectively closed nearly $5 billion worth of loans last year

IT’S THAT time again – MPA is celebrating the industry professionals who originated $150 million or more in loans over the past year. These outstanding originators come from all walks of life and hail from across the country. This year’s list contains both fresh faces and some repeat winners, but what they all have in common is a passion to help Americans find the best financing for their every need.

METHODOLOGY Originators had to have produced $150 million or more in loan volume in 2017 to qualify for the 150 Million Dollar Club. Each nominated originator was required to provide specific details about his or her production to be eligible.

www.mpamag.com

1


SPECIAL REPORT

150 MILLION DOLLAR CLUB INDEX BY TOTAL LOAN VOLUME

CRUNCHING THE NUMBERS

NAME

COMPANY

LOAN VOLUME, 2017

PAGE

Shant Banosian

Guaranteed Rate

$457,664,391

5

Entire 150 Million Dollar Club

Brian Minkow

HomeBridge Financial Services

$325,301,274

8

2016

$226.79 million

Max Leaman

New American Funding

$286,038,106

13

2017

$232.18 million

Andrew Marquis

Guaranteed Rate

$276,059,618

3

Ben Cohen

Guaranteed Rate

$270,720,739

6

Top 5

Risha Kilaru

Guaranteed Rate

$268,046,607

12

2016

Michael D. Rodriguez

Platinum Capital Mortgage

$249,204,220

10

2017

Ramon Walker

Mount Diablo Lending

$243,191,511

8

Baret Kechian

loanDepot

$226, 352, 854

4

Top 10

Paul Volpe

NOVA Home Loans

$220,572,506

12

2016

Chris Furie

Insignia Mortgages Inc.

$210,302,117

12

2017

Damon Germanides

Insignia Mortgages Inc.

$204,219,150

6

Brian Decker

loanDepot

$203,451,651

11

Average loan volume

Average loan volume

$323.16 million $446.32 million

Average loan volume

$282.32 million $370.72 million

THE TOP 5 TOP 5 BY TOTAL LOANS CLOSED

Jason Gosser

2

Guild Mortgage

$202,696,488

14

Matt Andre

FBC Mortgage LLC

$194,000,000

8

Joe Caltabiano

bemortgage

$180,324,574

6

Sam Sharp

Guaranteed Rate

$178,190,600

10

Michael Borodinsky

Caliber Home Loans

$169,270,000

7

Diane Clark

PrimeLending

$163,667,666

9

Oleg Tkach

Guild Mortgage Company

$156,667,534

4

Rick Elmendorf

Caliber Home Loans

$152,534,242

4

Shashank Shekhar

Arcus Lending Inc.

$150,938,095

10

www.mpamag.com

NAME

COMPANY

UNITS CLOSED

Shant Banosian

Guaranteed Rate

1,129

Max Leaman

New American Funding

1,029

Paul Volpe

NOVA Home Loans

1,019

Matt Andre

FBC Mortgage

784

Brian Minkow

HomeBridge Financial Services

760

TOP 5 BY AVERAGE LOAN VOLUME NAME

COMPANY

AVERAGE LOAN VOLUME

Damon Germanides

Insignia Mortgage

$1,963,646

Chris Furie

Insignia Mortgage

$1,911,837

Risha Kilaru

Guaranteed Rate

$630,698

Shashank Shekhar

Arcus Lending

$515,147

Michael D. Rodriguez

Platinum Capital Mortgage

$482,020


150

ANDREW MARQUIS Senior loan officer GUARANTEED RATE Loan volume: $276.06 million Total loans closed: 646

A mortgage professional for 14 years, Andrew Marquis worked as an investment advisor and originated conventional, jumbo, renovation, FHA and VA home loans before joining Guaranteed Rate. Marquis prides himself on outstanding

customer service by way of constant communication. He relies on his financial planning background to analyze each borrower’s overall financial picture, time horizon and income level, which allows him to recommend the most suitable mortgage

product. Marquis attributes his success to identifying opportunities and being a student of all lending guidelines. In many instances, his knowledge and experience have allowed him to close a loan that another lender couldn’t.

www.mpamag.com

3


SPECIAL REPORT

150 MILLION DOLLAR CLUB

RICK ELMENDORF Producing branch manager CALIBER HOME LOANS Loan volume: $152.53 million Total loans closed: 387

With 25 years of experience and growth rates that consistently place him among the most successful loan officers in the nation, Rick Elmendorf has built his business on a systematic approach to building strong relationships with the right people who can add value to his business. He is known for helping other industry professionals thrive by using the same model. In his book, Ready, Set, Connect, Elmendorf offers a solution to the “broken” relationship between loan officers and Realtors by outlining a system that allows them to create and add value to partnerships that will accelerate business growth. In 2016, Elmendorf increased his business volume by more than 30%, and in 2017, he closed over $152 million in loans. His expertise has made him a sought-after speaker, and he has presented at several top industry events over the last few years. As a mentor and coach, Elmendorf’s ultimate goal is to provide the highest-quality training and help his colleagues create businesses – and lives – rich with joy and success.

4

www.mpamag.com

BARET KECHIAN Branch manager LOANDEPOT Loan volume: $226.35 million Total loans closed: 487

Baret Kechian has been in the mortgage lending industry for more than 20 years; during that time, he has helped more than 7,000 clients close on their home loans. His extensive condo expertise and local market knowledge enable him to assist potential clients in finding financing options throughout New Jersey, New York and Pennsylvania. He is also devoted to providing real estate professionals with up-to-date information and dependable service. “My own experience as a prospective buyer/seller puts me in the unique position of appreciating what my clients are going through, both emotionally and financially,” Kechian says. “I also know that the key to the fast-paced New Jersey real estate market is listening to my clients and Realtors, understanding their needs, and delivering quality service every time.”

OLEG TKACH Branch manager and senior loan officer GUILD MORTGAGE Loan volume: $156.67 million Total loans closed: 509

Oleg Tkach began his career as a loan officer in 2005, and today he serves as a branch manager and senior loan officer on The Tkach Lending Group at Guild Mortgage. Tkach is also a business development coach at The Core Training, where he coaches some of the country’s top mortgage lenders and Realtors. Highly sought after by real estate agents, investors, clients and colleagues for his expertise on mortgage financing, Tkach credits his success to his operating philosophy of delivering expectation-exceeding results well before the deadline.


150

SHANT BANOSIAN Branch manager GUARANTEED RATE Loan volume: $457.66 million Total loans closed: 1,129

Guaranteed Rate’s number-one loan officer for three years running, Shant Banosian closed more than $450 million worth of loans in 2017. With an impressive career volume of more than $1.5 billion in funded loans, Banosian prides himself on being one of the best in the business. Banosian credits his success in the mortgage industry to many factors, but primarily his drive to always put the customer first, which has resulted in an impressive 98% client retention rate that allows him to continue to grow his business via word-of-mouth referrals. Banosian’s goal is to simplify the mortgage process for his customers and make the home loan process easy to navigate. He and his team thoroughly educate borrowers throughout the mortgage transaction so they fully understand their options and feel comfortable with their chosen loan program. He also strives to get loans closed in record time. Making his second consecutive appearance on MPA’s 150 Million Dollar Club, Banosian has also been recognized as an MPA Young Gun and was named to Guaranteed Rate’s prestigious Chairman’s Circle in 2015, 2016 and 2017.

www.mpamag.com

5


SPECIAL REPORT

150 MILLION DOLLAR CLUB DAMON GERMANIDES Co-founder INSIGNIA MORTGAGE Loan volume: $204.22 million Total loans closed: 104

For more than a decade, Damon Germanides has been an industry leader in crafting mortgage loan solutions for high-net-worth and high-profile clients. After receiving his MBA from the University of Southern California, Germanides began his career in mortgage banking at Meridias Capital. He then worked at CS Financial until co-founding Insignia Mortgage with Chris Furie in 2012.

BEN COHEN Senior vice president of mortgage lending GUARANTEED RATE Loan volume: $270.72 million Total loans closed: 569

Guaranteed Rate’s highest-producing loan officer in the state of Illinois and fifth in the entire country, Ben Cohen has a passion for making people’s dreams of homeownership come true. A 14-year veteran of the mortgage industry, Cohen is a member of Guaranteed Rate’s prestigious President’s Club and Chairman’s Circle. Cohen credits much of his success to the Chicago Realtor community, which he partners with on a daily basis to assist aspiring homeowners. He has appeared on Chicago Agent’s Who’s Who list and was one of three finalists for the publication’s 2017 Loan Officer of the Year Award. In addition, the Illinois Mortgage Bankers Association recently named him Loan Officer of the Year. Cohen has a passion for giving back to the community and is a supporter of the Jewish United Fund and the Guaranteed Rate Foundation, which helps families in need.

6

www.mpamag.com

JOE CALTABIANO SVP of mortgage banking BEMORTGAGE Loan volume: $180.32 million Total loans closed: 496

In the last 15 years, Joe Caltabiano has closed more than $2.5 billion in loans. Working with everyone from first-time homebuyers to real estate investors, entrepreneurs, independent contractors and the self-employed, Caltabiano helps borrowers make informed decisions by providing them with specific information tailored to their situation. As a new-construction and condo loan expert, Caltabiano has been personally endorsed by hundreds of seasoned Realtors, who rely on him to provide exemplary customer service to get their clients the best loan possible and ensure a successful close. In 2009, Caltabiano, a cancer survivor, was named Man of the Year by the Leukemia and Lymphoma Society. He also serves as a board member for Gateway for Cancer Research.


150

MICHAEL BORODINSKY Vice president, regional builder branch manager CALIBER HOME LOANS Loan volume: $169.27 million Total loans closed: 522

A 34-year mortgage industry veteran, Michael Borodinsky has funded more than $4 billion in residential mortgage loans for more than 12,000 customers over the course of his career. He has been honored as the top-producing loan officer at Bank of America, Wells Fargo, Met Life, Sun Home Loans and Caliber. For the past six years, he has been awarded the Five Star Professional designation, which honors the best mortgage lending officers based on customer service rankings.

Throughout his career, Borodinsky has specialized in supporting the new-home building industry and has been a member of the New Jersey Builders Association [NJBA] for the past 25 years. He has been honored with the NJBA’s prestigious Chairman’s Award for his contributions to its sales, marketing and political action committees, and has been inducted into its Associate Hall of Fame and awarded the Associate of the Year and Sales and Marketing awards. Currently, Borodinsky is

vice president of associate affairs at NJBA and is vice chairman of the state political action committee. He also has served as president of the Metro Builders and Contractors Local Association. Outside of his daily responsibilities, Borodinsky serves as president of the National Kids Construction Club, a nonprofit organization dedicated to educating children. Later this year, he plans to launch a new podcast series focusing on housing and finance market news and trends.

www.mpamag.com

7


SPECIAL REPORT

150 MILLION DOLLAR CLUB

RAMON WALKER Broker and owner

MATT ANDRE

MOUNT DIABLO LENDING Loan volume: $243.19 million Total loans closed: 610

Mortgage loan originator and branch manager FBC MORTGAGE Loan volume: $194 million Total loans closed: 784

Matt Andre has been FBC Mortgage’s top producer since the company’s inception in 2005. He attributes his success to his work ethic and dedication to his clients and partners. In today’s ever-changing mortgage market, he focuses on working with his partners, clients and the communities he serves to provide the right mortgage in the most convenient and professional manner possible. Andre has been recognized by several local and national publications, including Orlando Business Journal, Orlando Home & Leisure, Orlando Magazine and more.

8

www.mpamag.com

The founder of Mount Diablo Lending, Ramon Walker ventured into the mortgage industry after working as technical analyst for both Oakland Airport and Mervyn’s. Walker leveraged the skills he learned in his previous career to develop Mount Diablo Lending, and he attributes much of his success to having an extremely competitive spirit. Walker puts a heavy emphasis on not just the end result, but also the path it takes to get there.

BRIAN MINKOW Pacific division VP and loan originator HOMEBRIDGE FINANCIAL SERVICES Loan volume: $325.30 million Total loans closed: 760

In 2017, Brian Minkow funded more than $325 million in loans thanks to his impressive network of referral partners. “The majority of my business comes from real estate agents referring their clients to me and word-of-mouth referrals from clients,” he says. “This is really a people-focused industry, and it’s all about creating and maintaining productive relationships with people in a very personal way. The result is word-of-mouth referrals from satisfied agents, clients and other business partners.”


150

DIANE CLARK National relocation director PRIMELENDING Loan volume: $163.67 million Total loans closed: 436

Diane Clark is one of PrimeLending’s top national loan officers and a powerhouse within the mortgage industry. Clark joined the mortgage business in 1985 and has been with PrimeLending since its establishment in 1986, starting as a senior loan officer. Today, as PrimeLending’s national relocation director, Clark specializes in helping clients with corporate relocation. Consistently recognized for her accomplishments, Clark credits her success to the trust she fosters with her clients, ensuring each one receives high-touch service that keeps everyone informed throughout the mortgage origination process.

www.mpamag.com

9


SPECIAL REPORT

150 MILLION DOLLAR CLUB

SAM SHARP Executive vice president GUARANTEED RATE Loan volume: $178.19 million Total loans closed: 587

A seasoned originator who has funded more than a billion dollars in loans during his career, Sam Sharp applies extraordinary customer service, constant communication and a relentless work ethic to the mortgage process. One of his specialties is assisting first-time homebuyers by highlighting various strategies to ensure they secure the best financing options, including down payment assistance programs and other effective incentives. He also boasts an in-depth understanding of the financial intricacies of self-employment income and real estate investment strategies. Sharp’s personal approach to the mortgage process has resulted in lasting relationships, including many referrals from clients and professional partners. He is a regular among the country’s top-producing home loan originators and a member of Guaranteed Rate’s elite Chairman’s Circle.

10

www.mpamag.com

SHASHANK SHEKHAR CEO ARCUS LENDING Loan volume: $150.94 million Total loans closed: 293

The founder and CEO of Silicon Valley-based Arcus Lending, Shashank Shekhar has led it to become one of the fastest-growing mortgage companies in the nation. In 2017, Shekhar’s newest book, My First Home, became an Amazon bestseller; critics praised the book as “the best ever written for first-time homebuyers.” A two-time member of the 150 Million Dollar Club, Shekhar has also been recognized on MPA’s Hot 100 list numerous times. Through his TV show, radio show, blogs, books, seminars and webinars, Shekhar has built an impressive personal brand in the industry. National and international media outlets – including FOX News, the Washington Post and Bankrate.com and more – frequently turn to him for his mortgage expertise.

MICHAEL D. RODRIGUEZ Broker and owner PLATINUM CAPITAL MORTGAGE Loan volume: $249.20 million Total loans closed: 517

A widely recognized top mortgage originator with numerous industry achievements to his credit, Michael Rodriguez has closed more than $4 billion in loans over the course of his career. The owner of Platinum Capital Mortgage in Salinas, California, Rodriguez has been originating loans for more than two decades.


150

BRIAN DECKER Loan officer LOANDEPOT Loan volume: $203.45 million Total loans closed: 587

Over the course of his decade-long career, Brian Decker has established himself as one of the hardest-working individuals in the industry and has been recognized for his performance by both local and national media. In 1991, Decker moved to California’s Temecula Valley, where he takes great pride in providing his clients with the best loan programs at the lowest rates available. Decker’s experience, 24/7 service and dedication to his clients have led the area’s top Realtors choose him as their trusted lender.

www.mpamag.com

11


SPECIAL REPORT

150 MILLION DOLLAR CLUB

CHRIS FURIE Co-founder INSIGNIA MORTGAGE Loan volume: $210.30 million Number of loans: 110

PAUL VOLPE

With more than 25 years of experience in the mortgage industry, Chris Furie has an impressive track record of successfully securing some of the largest and most complex mortgage loans in the US, while maintaining an unyielding commitment to each of his clients’ needs. His service, expertise and deep market knowledge have become a hallmark for his clients and referral sources alike.

Vice president, senior loan officer NOVA HOME LOANS Loan volume: $220.57 million Total loans closed: 1,019

For NOVA Home Loans’ Paul Volpe, providing the best customer service is more than just a catchphrase. Mentored by his brother, NOVA CEO Jon Volpe, he has achieved his own mark of success in the mortgage industry by specializing in difficult-to-place loans. In addition to his business acumen, Volpe has been described by his peers as “one of the nicest and most engaging financial problem-solvers you will ever meet.” Volpe names integrity as the most essential ingredient in his relationships with clients. Consistently ranked among the top loan officers in the country by both units and volume, Volpe enjoys mentoring other loan officers at NOVA Home Loans so they can experience the same type of success.

12

www.mpamag.com

RISHA KILARU Vice president of mortgage lending GUARANTEED RATE Loan volume: $268.05 million Total loans closed: 425

Earlier this year, Risha Kilaru brought her 11 years of mortgage experience to Guaranteed Rate, where she is now vice president of mortgage lending in California. Kilaru emulates Guaranteed Rate’s core values of living a healthy, balanced and fun life. She works closely with Janyaa, an organization that works to improve the lives of underprivileged children in rural India and helps to promote STEM education in developing countries with a ‘laboratory in a box’ model. Kilaru is also an avid Bollywood movie fan and travels extensively with her two teenaged sons and husband, with whom she visited every continent last year.


150

MAX LEAMAN Branch manager and senior loan officer NEW AMERICAN FUNDING Loan volume: $286.04 million Total loans closed: 1,029

A fourth-generation Texan, Max Leaman has been providing home loans to borrowers in Austin, Dallas, Fort Worth, Houston, Galveston, San Antonio, Midland/Odessa, Corpus Christi and El Paso since 2001. Last year, Leaman was named a Five-Star Professional and recognized as Austin’s number-one mortgage producer by Austin Business Journal. “In 2017, we analyzed our processes for production and operations and made changes to take our customer service to a whole new level,” Leaman says. “The mortgage industry is changing quickly, and Leaman Team is dedicated to constantly innovating and adapting to ensure our customers enjoy the highest level of service and support in lending.”

www.mpamag.com

13


SPECIAL REPORT

150 MILLION DOLLAR CLUB

JASON GOSSER Branch manager GUILD MORTGAGE Loan volume: $202.70 million Total loans closed: 708

For more than 20 years, Jason Gosser has serviced the financing needs of the Seattle metro area. Specializing in loans for first-time homebuyers, government mortgage programs and zero-down loan programs, Gosser and his team are dedicated to providing first-class customer service to everyone they have an opportunity to help. This dedication resulted in Gosser being named a Five Star Mortgage Professional based on overall customer satisfaction.

14

www.mpamag.com


150

Ones to Watch ALTHOUGH THESE originators didn’t land in this year’s 150 Million Dollar Club, they deserve mention for their impressive volumes – each closed at least $100 million in loans last year. As with the 150 Million Dollar Club, originators on this list were required to provide details on their production in order to be included.

ALLYSON KREYCIK

CHRISTOPHER KEELIN

DIANNE CROSBY

Senior loan officer

Northeast senior vice president

Branch manager and SVP of mortgage lending

GUARANTEED RATE Loan volume: $116,470,269

FAMILY FIRST FUNDING Loan volume: $105,815,141

GUARANTEED RATE Loan volume: $117,020,887

BETH LEWIS

CHRISTOPHER WASHBURN

GREGORY KINGSBURY

Vice president of residential lending

Area sales manager

Sales manager

PERL MORTGAGE COMPANY Loan volume: $105,715,566

CALIBER HOME LOANS Loan volume: $104,887,400

CALIBER HOME LOANS Loan volume: $147,819,400

BRADY THOMAS

CODY TOUCHETTE

JACQUELINE MURPHY

Loan advisor

Branch manager

Team sales manager

LASALLE MORTGAGE SERVICES, A DIVISION OF AMERICAN PACIFIC MORTGAGE Loan volume: $117,028,752

CALIBER HOME LOANS Loan volume: $101,233,800

CALIBER HOME LOANS Loan volume: $104,372,000

BRIAN R. JESSEN

DAN GJELDUM

JAMES POPE

SVP of mortgage lending

Senior mortgage consultant

GUARANTEED RATE Loan volume: $106,104,384

WINTRUST MORTGAGE Loan volume: $103,016,367

SVP of mortgage lending GUARANTEED RATE Loan volume: $100,611,686

www.mpamag.com

15


SPECIAL REPORT

150

150 MILLION DOLLAR CLUB

16

JOHN NOLDAN

MATT WEAVER

EVP, national sales

Vice president of sales

GUARANTEED RATE Loan volume: $143,505,220

CROSSCOUNTRY MORTGAGE Loan volume: $101,278,741

ACADEMY MORTGAGE Loan volume: $120,723,584

JONATHAN OKUN

MICHAEL DEERY

SHIMMY BRAUN

Senior mortgage consultant

Broker and owner

VP of mortgage lending

PROSPERITY HOME MORTGAGE Loan volume: $103,326,636

CITYWIDE FINANCIAL CORP Loan volume: $112,808,450

GUARANTEED RATE Loan volume: $124,358,341

JOSEPH SMITH

ROBERT FORBES PAINTER

TIMOTHY TAYLOR

Branch manager

Loan consultant

Mortgage loan officer

GUARANTEED RATE Loan volume: $121,889,148

NEW AMERICAN FUNDING Loan volume: $143,529,371

HOMEBRIDGE FINANCIAL SERVICES Loan volume: $114,226,999

JULIE JOHNSON

ROGER BRASIL

UMAR GEBRIL

Senior loan officer and branch manager

Senior loan officer

Area manager

GUILD MORTGAGE Loan volume: $134,024,800

GUARANTEED RATE Loan volume: $111,238,508

ACADEMY MORTGAGE Loan volume: $132,009,730

LYSA CATLIN

RYAN MECUM

Loan consultant

Branch manager

CALIBER HOME LOANS Loan volume: $118,478,600

GUARANTEED RATE Loan volume: $134,202,230

www.mpamag.com

SAM ROSENBLATT Mortgage planner


Mortgage Professional America wants to uncover Mortgage's most inspiring and accomplished women who are leading the industry Nominate deserving women to be featured in our annual Elite Women issue coming in July

NOMINATIONS CLOSE MAY 18 Enter online at www.surveymonkey.com/r/MPA-EliteWomen-2018 Or email Heather Turner at heather.turner@keymedia.com

Mortgage Professional America issue 11.02  

The magazine for mortgage professionals in America.

Mortgage Professional America issue 11.02  

The magazine for mortgage professionals in America.