NAMB Central Digital Magazine Spring Edition 2021

CENTRAL

The Digital Magazine for the National Association of Mortgage Brokers

Where Do We Go From Here?

NAMB Committee Update

Waiting On Your Pants

page 7

page 19

page 09 SPRING 2021 | NAMB.ORG 1

NAMB BOARD OF DIRECTORS President: Kimber White, CRMS RE Financial Services, Inc.

President-Elect: Linda McCoy, CRMS Mortgage Team 1, Inc. Vice President: Michelle Velez, CMC Loan Depot Treasurer: Wayne King, CMC, CRMS Encompass Lending Group Past President: Rocke Andrews, CMC, CRMS Lending Arizona Director: Arthur Carrasco Creative Lending Corp.

Director: Michael Desantis American Mortgage Resource Director: Damion Hughes Amerifirst Home Loans, LLC Director: Ernest Jones, Jr., CRMS Lend Smart Mortgage, LLC Director: Paul Marsh, CMC, CRMS Encompass Lending Group Director: James Nabors, CMC, CRMS Civista Bank

NAMB STAFF

Executive Director: Roy DeLoach Education and Events: Valerie Saunders Communications & Digital Magazine: Kelly Coggins Membership: Meghan Shiner 2 NAMB.ORG | SPRING 2021

Our Commitment to Safety 2020 was a challenging year as COVID-19 impacted all of us, personally and professionally. Despite the challenges, The National Association of Mortgage Brokers (NAMB) had an outstanding virtual NAMB National. We appreciate everyone who participated in that first-of-its-kind event.

The nationwide pandemic, while difficult, has taught us all about resilience, flexibility, and compassion.

Now, as we are months into 2021, we acknowledge and understand that COVID-19 is still with us. It continues to affect many decisions regarding travel and event attendance; however, NAMB is optimistic that vaccines will be widely available for our industry well before October and NAMB National 2021 is perfectly timed for everyone to get back out and be together. We are looking forward to a LIVE event!

NAMB is monitoring the CDC requirements for personal safety and compliance and will take all necessary steps to protect our attendees and exhibitors. The venue, Caesars Palace, is also taking special precautions with sanitizing stations, distancing, mask requirements, and more. I encourage you to read all about their safety protocols at www.caesars.com/health-and-safety.

We appreciate your continued support and look forward to seeing everyone in Las Vegas, Nevada, in October.

Please send all questions or comments regarding NAMB National to support@namb.org.

Kimber White

Kimber White NAMB President

contents 5

7

09

NAMB CENTRAL MAGAZINE | Spring 2021

Advertiser Index

02 Message from the President Kimber White

13 AmeriHome

05 Creating Powerful Partnerships Ginger Bell

15 PRMG

07 Where Do We Go From Here? Frank Garay

16 Finance of America

09 Waiting for Your Pants Carl White

21 Scotsman Guide

12 Addition by Subtraction Ski Swiatkowski

24 Plaza Home Mortgage

14 The Drum Major Instinct Ralph LoVuolo Sr. 19 NAMB Committee Update 22 Board Spotlight with Kimber White Kelly Coggins 24 Upcoming Training

About the Cover: The cover is a look at the cityscape view from the location of our upcoming Certified Veterans Lending Course in Mobile, Alabama. This class will take place at The Battle House Renaissance Mobile Hotel & Spa. It is a beautiful location to relax, unwind, and gain skills to help you grow as a mortgage professional.

SPRING 2021 | NAMB.ORG 3

Education

A NAMB membership means FREE continuing education from industry leaders across the country. NAMB also offers a variety of certification opportunities.

Advocacy

When you become a member of NAMB, you have an organization dedicated to protecting and advancing your needs as a mortgage professional.

Networking

NAMB offers invaluable industry networking through events offered around the country.

Discounts By joining NAMB, you'll be able to take advantage of partnerships through the NAMB+ Endorsed Provider Program.

Learn more @ www.NAMB.org 4 NAMB.ORG | SPRING 2021

Creating Powerful Partnerships in 2021

By Ginger Bell, Founder & CEO, Edumarketing

I

t’s important to take the time to create your 2021 plan.

Here are some ideas to get you started:

3. Create your plan

The devils are in the details. Planning means writing out your marketing plan. What are you going to talk about 1. Figure out what you want to each week? Who is going to write your video scripts, who accomplish in 2021 are recording, editing, producing, and posting your videos?

It’s the HOW to WHAT you are going to accomplish. Most This is not about goals. This is what you want to people spend more time planning their vacation than they ‘accomplish’. This may include things like creating an do planning their lives. Take this time at home to write out educational video marketing plan, or record weekly videos your plan. The past year has had most of us in reactionary for a YouTube channel. It could be developing new partners mode. If you want to continue to grow next year, you have or learning about new loan programs that you can educate to make a plan. on. This could also be developing your branding and social media plan. This is your big picture stuff. Who are you, Here’s what your plan should where do you want to be and how do you want to be seen, include: remembered, and making a difference?

2. Write down your goals Once you have an idea about what you want to accomplish, then you can move on to writing out your goals. Begin with your annual goals and then break them down into your monthly, weekly, and daily goals. Things like your fundings, how many real estate partners you want, etc.

• How will you serve your customers and deliver an experience that matters?

•What does success look like?

•What strategies or practices will you continue?

•What strategies or practices will you discontinue?

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•Events that could throw you off track?

•What time-blocking schedule will you commit to working each day, week, month?

•What will be your habits to achieve your plan?

Remember to include your team in your planning. This means your internal team and your partners. Want to have an impact on your partners? Think about holding planning meetings with your existing partners. They would probably LOVE to have help creating a plan.

and non-intrusive way. Create your brand! Remember to leverage technology with services like Zoom, Gotowebinar, Skype for webinars and Webinar Jam or Ever Webinar for automated webinars.

Make 2021 the year you create powerful partnerships!

Ginger Bell is a 3-time Best-Selling Author, Speaker and Training Specialist with Edumarketing Agency, a full-service training, marketing and video production agency focused on utilizing the power of education, new technologies, media, and personality-driven marketing to position individuals and companies as experts in their field.

Ginger helps companies and entrepreneurs create 4. Create a Power Partner educational marketing campaigns and strategies to increase Program their customer base and grow their business. Her clients hire her to develop training and marketing programs, design Yes, we know, every real estate professional has an “In- online education programs and create video marketing and house” lender, but that doesn’t matter if you are focused on branding strategies. long-term relationship building. You have to think LONGTERM when you are creating a Power Partner Program. So, Her client list includes Arch MI, Total Expert, Finance what is a Power Partner Program? It begins with education. of America, First American Title, FirstFunding, Re/Max, Engage with your partners. Spend some time researching Motto Mortgage, Tovuti, Windermere and countless who you want to do business with. Don’t just go for the entrepreneurs and small-business owners across the US. spray method of marketing. Be strategic. Spend some A sought-after speaker and published author to audiences time searching the type of agents you and your teamwork nationwide, Ginger has been named as one of Mortgage best with. Then, add value. We all need to drop the sales Banking’s Most Powerful Women, 50 Most Connected perspective. Everyone is sick to death of it. Instead, make Professionals and Elite Women of Lending. Ginger has it about them. Plant referral seeds by building value. Give also been awarded the “Professional Woman of the Year” them things that they can share. For example, create videos award by the National Association of Professional Women that they can use to share with their buyers and sellers. You for her commitment to training and education. can go the extra step by inviting them to be a part of your video and interview them.

You can connect with Ginger at: www.edumarketing.com or Start a video podcast where you invite one realtor a week www.linkedin.com/in/gingerbell/ in to do a video with you. Produce the video with their branding and send it to them so that they can share it with their network. Want to see results from this? Stick with it.

One of the biggest reasons your referral partner programs are not working is because you stop doing them. So, in 2021, make it a goal to stick with it.

5. Educate, Educate, Educate Education is the best way to provide value to real estate professionals and financial planners. Showcase your expertise and demonstrate your expertise in an organic 6 NAMB.ORG | SPRING 2021

Where do we go from here?

By Frank Garay, The National Real Estate Post

I

So the thought of just sliding back into the purchase game when refinances drop off a cliff isn’t a very secure strategy. Okay, so you’re probably thinking “geez Frank, thanks for the doom and gloom article” right? I’m sure some of you are hoping that here’s the part where I give you some light at the end of the tunnel and point you in some unthought-of direction that’s going to make it all better. Uh, sorry, but nope. These are just the facts, and I’m just pointing them out. I will say With one eye shut, I’d say the average originator out there has a purchase There are no inventory guys. Real this though if there ever was a time to to refi ratio of about 80% right now. estate agents have buckets full of start doing your best to get like 20 real To be clear, that’s an 80% refinance. buyers, they just don’t have any estate agents to work with you instead You’d be amazed at how many are houses to sell them. When a house of the 4 you’ve been working with much higher than that. I’ve got a comes on the market, in most areas, over the past 10 years, it is now. broker right next door to me who’s there are 10, 15, 20 offers on it. What feeling pretty confident about his are the chances of your pre-approved The only thing that I think is practical is company these days. I took a look buyer getting the home? Pretty slim. to start looking at commercial lending. at his numbers, he’s more like 95% Pretty slim indeed, especially if your 2021 is going to be gangbusters for refi. Not sure where this confidence buyer is a first-time homebuyer with the commercial lending space. We’ve is coming from. It just doesn’t make little to no down payment. These days, started NREPBizLending.com which unless a borrower can buy a home not is designed to help facilitate loan sense to me. only above the asking price but above officers with this idea so you may want That alone is surely a concern to me, but appraised value, they’re not getting an to take a look at that. But if that’s not something you’d be interested in, I there’s an even bigger concern. What accepted offer. feel compelled to get this down in writing. If you’re not familiar with who I am, I’ll just say this, I talk to originators of every level of production across the country all the time. I also have access to see the production of every originator in the NMLS. Needless to say, I’ve been looking at a lot of numbers lately and I can’t tell you how concerned I am.

Here’s why.

might that be? Let’s consider what typically happens when a refinance market dries up. You already know what it is right? I’ll tell you anyway.

When refinances dry up, loan officers run to the streets calling on real estate agents for purchase referrals. There’s certainly nothing wrong with that, in fact, I strongly encourage it. But there’s an issue with this strategy right now. It’s a little something called “inventory”.

SPRING 2021 | NAMB.ORG 7

don’t know what to tell you, but you need to start making a plan right now as to what you’re going to do to replace the 30% to 70% of the business that’s going to erode from you over the next year or so.

Guys don’t mess this up. Now is the time to get rid of debt, get rid of overhead, scale down operations, save as much money as possible and start exploring other ways to get business.

It’s time to start being a deal chaser instead of an order taker.

I mean, what are your thoughts? Am I off here? Let me know.

Frank@FrankGaray.com

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Waiting for your pants

By Carl White, The Mortgage Marketing Animals

S

ome time ago I was chatting with a guy who wanted to pick my brain for loan officer tips. “What’s the biggest reason loan officers fail to reach their full potential?” he wanted to know.

You don’t want to fill out that paperwork, so you clean out your desk instead. You’ve been there, right?

It can also be called procrastination, stalling, delay tactics.

Sometimes we try to make it sound better and say we’re This was only the 200th time I’d been asked that question, “getting ready” or “making sure we’re prepared.” But we should call it what it is. so I had a ready answer.

“That’s easy,” I said. “They’re waiting for their pants.”

I’ll be honest. I enjoy the shock and confusion on people’s faces when I use this line. But what I like even better is when the light bulb goes on in their brains after I explain what I mean.

We’re All Masters of Task Avoidance.

Just Do the Thing Already.

Let me share a personal example. I was talking to a new loan officer who wanted some expert advice. I gave him some scripts to get referrals from real estate agents. These scripts are foolproof. One hundred percent of loan officers who use them get referrals. They flat out work.

A week or so later, I asked him how things were going with How many of us know what we need to be doing, yet we the scripts. just don’t do it? We do anything but the thing we should be doing. The fancy term for it is “task avoidance behavior,” “Oh,” he said, “well, I haven’t started yet. I’m waiting for and it’s not just for loan officers. Every human does it. Kids, my pants.” teenagers, adults—all of us.

“Waiting for your pants?” I said, eyebrows raised. “I’m not You don’t want to clean up your Legos, so you start playing sure I understand.” with your trucks instead. You don’t want to study for your math homework, so you watch a YouTube video instead. “Well,” he said, “I want to make a good impression during SPRING 2021 | NAMB.ORG 9

the face-to-face meetings, so I need to look the part. I bought some slacks, but they were a little long, so I’m waiting for them to be hemmed before I head out to get the referrals from the agents.”

Can you say delay tactic? He was spending all this time “getting ready” to meet with the agents and no time at all making actual calls. All he had to do was pick up the phone and call the agents, using the proven script. That’s it. Remember, 100% of loan officers get referrals this way, even from people they don’t know.

But he was scared to make the calls, and he was stalling. It’s far less intimidating to buy new pants than it is to just pick up the phone.

It’s easier to “get ready” to do the hard thing than it is to do the hard thing. At least that’s what we tell ourselves.

Are You Waiting on Your Pants Right Now? How many things on your to-do List are you waiting to start until you “get your pants?” Things that could: • Improve your life financially • Make your business more successful • Bring you more happiness in life

every single “getting ready” stall tactic.

3. Work backward from the end goal, and find the first thing you can do right now. Even if it feels hard or it’s outside your comfort zone.

Follow this system, and you will be amazed at how your achievement cadence quickens. You’ll catch yourself when you start to fall for delays or distractions or task avoidance behavior. You’re going to feel that adrenaline rush of actually taking action.

No more “getting ready.” You were born ready. Take that step.

Move your feet, and move that needle. You don’t have to wait for your pants until you can dance.

Just dance!

If you’re ready to dance, let’s chat! Click here for a FREE Loan Officer Strategy Call. You bring me up to speed on what you have going on, and I’ll help you take action in the right direction. I’ll also GIVE you one of my proven loan officer scripts with no strings attached. Don’t wait for your pants—call TODAY!

Carl White is a Mortgage Branch Manager of one of the top branches in America today. His podcast, Loan Officer Why are you still “getting ready” instead of taking the Freedom, is the #1 podcast for loan officers in North critical action steps to make those things happen? Why are America, has the most recommendations in LinkedIn of you waiting for your pants before you dance? anybody else in the entire mortgage industry, all while running one of the most successful mortgage marketing Three Simple Steps to Taking Action training programs in the US for top-producing loan officers that teach the strategies that loan Here’s a simple (but powerful) 3-step process that will help officers in his mortgage branch increase your productivity: use today.

1. Identify the end goal you want to achieve. Then make a numbered list of every step required to achieve it.

2. Go through that list and eliminate every step that is not essential to achieving your goal. Be ruthless in deleting 10 NAMB.ORG | SPRING 2021

Podcast: www.LoanOfficerFreedom.com

SPRING 2021 | NAMB.ORG 11

Addition by Subtraction

By Ski Swiatkowski

I

’m going to bring up an idea that might not be very popular with mortgage company management in the current environment. And it won’t be the first time people have thought that I’m crazy. But, that doesn’t mean it shouldn’t be carefully considered as a viable people strategy within the mortgage industry.

Despite health, social, political, and economic upheaval, the mortgage world recently experienced a record-setting year for revenue and profit. This was true for the vast majority of individual loan officers as well. I believe we know this was a major windfall and had little to do with good management or good origination strategy, but that is a separate discussion.

In the process of achieving this record volume, companies were falling all over themselves to find additional operational staff and loan officers, loading up to handle the massive demand and maximize the opportunity. Seems to make good sense, right?

Warning: If you are a company owner, corporate executive, or manager who is only focused on origination volume and doesn’t give much value to company culture, the remainder of this article is probably not going to resonate with you.

Several years ago, I had read about an idea Jeff Bezos introduced in the annual letter to the Amazon shareholders. His insights described an approach they were adopting which would offer employees between $2,000 and $5,000 to leave the company if they didn’t want to work there anymore. He also restated his belief in long-term market leadership and developing the right culture rather than short-term profitability.

“A word about corporate cultures: For better or for worse, they are enduring, stable, hard to change,” he wrote. “They can be a source of advantage or disadvantage. You can write down your corporate culture, but when you do so, you’re discovering it, uncovering it — not creating it. It is created slowly over time by the people and by events — by the stories of past success and failure that become a deep part of the company lore.” Am I suggesting that mortgage companies should pay employees to leave? Well, ....yes.

Unfortunately, by trying to “make hay while the sun shines”, many companies were bringing on anyone and everyone in their mad dash to profits. Worse yet, many of these hires were the wrong people. I don’t just mean people who were Think about it. Right now, companies should be flush not completely qualified for the position. I’m referring with cash. Offering a bonus for unhappy, disgruntled to individuals who were a bad fit for the company culture. employees to leave would provide several benefits.

I know it was difficult to stick to your hiring standards when processing time continued to increase because of volume and your existing staff was overworked and stressed to the max. But this type of decision-making often becomes the foundation for future company problems.

12 NAMB.ORG | SPRING 2021

First, it would do the right thing for the employees. If we brought people on board during our hiring frenzy who were not a good fit and are dissatisfied with us (for whatever reason), we can now incentivize them to take the opportunity to go into the marketplace to find a

company for whom they are better suited. That’s very fair.

Second, it would affirm to those who choose to stay that we expect them to actively participate in becoming part of the culture we want to create or re-shape. If we chose to tolerate those unhappy campers and let them stay, it would send a message to the remaining members of the team that we are not serious about creating the right environment.

Third, if the market situation calls for us to replace those individuals who took the offer, it allows us to go out and find the best people for the position and the culture.

Regardless of the current state of our company culture, today is the best time to start upgrading our teams. Keep in mind, this will go a long way to preparing our companies for the next downturn. (Oh yeah, there’s one coming).

A few final comments. For those in ownership or management who think that their company is too small to be concerned about the culture, I say, please think again.

If you haven’t already experienced it, one wrong person on a small team can have devastating consequences.

And for those individual team members (loan officers or operations staff) who are reading this piece, let me share this thought. The door works both ways. If through the recruiting mania of 2020, you find yourself in a company with a toxic culture, remember, life is too short to tolerate being miserable on the job. There are good companies out there who would love to hire another person with a good attitude. Your job is to make sure you fit the description.

Relationships. Reliability. Results.

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I’d love to hear your thoughts on company culture and this approach to it. Reach out to me at Ski@ RadicalPerformance.net.

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Ski Swiatkowski is the co-author of “Create the Change You Want to See: Key Strategies to Fuel Your Success” and co-host for the “One Idea A Day” video series: OneIdeaADay.com. Leveraging his 37-years of experience in the mortgage industry, he consults and coaches at the intersection of strategic thinking, performance improvement, and profitable leadership.

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Website: correspondent.amerihome.com Email: CLsales@amerihome.com © 2021 AmeriHome Mortgage Company, LLC. Information herein intended solely for mortgage bankers, mortgage brokers, financial institutions and correspondent lenders. Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act, License #4131116. NMLS #135776.

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The Drum Major Instinct

By Ralph LoVuolo Sr., The Mortgage Godfather

“O

h, I see, you want to be first.

You want to be great. You want to be important. You want to be significant. Well, you ought to be. Yes, don’t give up this instinct.

It’s a good instinct if you use it right.

It’s a good instinct if you don’t distort it and pervert it. Don’t give it up. Keep feeling the need for being important.

Keep feeling the need for being first. I want you to be first in moral excellence.

I want you to be first in generosity.

That is what I want you to do. I can’t give you greatness. And really, I can’t make you first. You must earn it. True greatness comes not by favoritism, but by fitness. And the right hand and the left are not mine to give, they belong to those who are prepared (Hamilton).”

Today I was especially inspired by a video message that I watch almost every day from Darren Hardy. This and more was his message on the 14 NAMB.ORG | SPRING 2021

capable of but to help him strive for that destiny. I don’t motivate. I can’t motivate. All I can do is place before people the possibilities of life. And as you’ve heard from many others, life is filled with possibilities.

Earning your destiny takes discipline, it takes time, and it takes focus. Ah, there it is…. FOCUS. When you do what I do for a living, you’ll hear the phrase “to be successful, you need to……” such and such and soThe essence is within you, but as is said, on and so-on. I’m sorry, but if the “you must earn it” and the shame is that person writing or saying those few so many of us do everything possible words writes or says anything other to avoid the hard work required to earn than “focus,” they will be giving out that for which our destiny is called. incorrect and incomplete instruction and advice.

This morning I was discussing with a client who was bemoaning the lack of Please feel free to argue the point discipline being exhibited by a young here. Try it first with yourself. Then man in his employ. My client was, in try it with someone whom you trust, effect, pleading with me to help this someone who thinks. If there is young man not only see what he is anything certain, it is that success Anniversary of the passing of Dr. Martin Luther King Jr. If you desire to read or listen to the entire sermon, please see the link at the bottom of this message. The inspiration kindled in me the need to discuss that which I see as my calling, i.e. to help motivate you to become everything you are capable of; to assist you in seeking that spectacular destiny that lies within each one of you.

comes to those who know what they want and then focus on those actions that will get them where they want to be.

anything, not anything. If I could push a button that would motivate people I’d be a billionaire”.

I had my own business as a mortgage brokerage company in the ’80s. It lasted ten years and I am forever grateful to God for the blessings and challenges that came to me during those years. One day two of my salespeople asked if I would join them for lunch. I agreed and we jumped in one car to take advantage of some downtime to discuss whatever was on their minds.

In the time since that car conversation and today, I have been deeply immersed in trying to find the secret of motivation.

There is no secret other than focus. But to find focus in something you love is not an easy task. Motivation comes to most people in waves. It comes and goes. It depends on what we sincerely want as our goal. What we want as our end-of-life accomplishment. Yes, it is that long a process.

The conversation quickly turned to those salespeople who were not pulling their weight and were causing our processing team to be spending too much time on the applications that were being produced by the laggards.

Then the two of them turned on me. “Why can’t you motivate those guys to be better and learn what they need to do instead of taking all the time away from those of us who produce good business?”

There are gaps in our lives where we think we know how we feel and think about what we are doing. During those gaps, we put a lot of effort and focus on accomplishing certain goals. If we lose the focus it is almost always because we lose our “WHY”. Why are we doing this task and the task we need to do next to accomplish our goal. We have those goals because we are inspired and know why we get up every day. We’re not discouraged easily as long as our why is firmly understood by our thinking and feeling brain.

“Motivate them? Look, I spend a lot of time training them, teaching them, and helping them learn our business, but Simon Sinek writes plainly in his bestselling book, “Start what I know for certain is that I cannot motivate them to do with Why” that when WHY diminishes, WHAT we do

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must suffer. Those of us in leadership roles must be sure that our minions understand their core WHY. If the WHY is lost, the WHAT we do must diffuse. Our motivation (our WHY) that we imbued in our core team at the beginning of our quest gets lost unless we stay clear with our followers every day; they have their own WHY. It might even cause us to lose our own central WHY. That is the reason it is so incredibly important that when we start to build a team around our central WHY that we give everyone participating in the WHY of that which we started.

Why therefore is central to Motivation. Let’s look at it again from the point of view of a single practitioner. An MLO if you will. I’m not going to tell you to have a perfect focus on your WHY as someone who doesn’t give a hoot about making money. I’ve seen many very fine people who were and are desirous of earning massive amounts of money as their WHY. Some of them want to be to #1 MLO in their company based on production. This of course usually results in them earning the most in their company. Nothing can make me happier if that is their goal.

Your own WHY is not important to this discussion. What is vitally important is that you have a WHY and a firm grip on it. WHY produces focus. Focus produces success.

I suggest you re-read the first 2 paragraphs of this missive, copy the words, and put them in your pocket to be read every day for thirty days.

Ralph LoVuolo Sr. is known as the Mortgage Godfather. He can be reached by email at ralph@ mortgagegodfather.com.

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Resources: Hamilton, Wallace. “‘The Drum Major Instinct,” Sermon Delivered at Ebenezer Baptist Church.” The Martin Luther King, Jr., Research and Education Institute, 24 Jan. 2019, kinginstitute.stanford.edu/king-papers/ documents/drum-major-instinct-sermon-deliveredebenezer-baptist-church.

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Register at NAMB.org. Go to the events calendar under the events tab for all the details!

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NAMB Committee Update NAMB offers several different committees that are established for the efficient operation of the association’s business.

The Committee Chair and members of these committees are appointed by the President and confirmed by the Board before serving one-year terms. NAMB is always looking for Members to participate. Here is an update from some of the Committee Chairs on what they are working on so far this year.

The Education Committee The Education Committee is breaking out of the Zoom calls and having live classes again. Its first live CVLS (Certified Veteran Lending Specialist) class is on March 19th at The Battle House Renaissance Mobile Hotel & Spa in beautiful downtown Mobile, Alabama. The hotel has rich history opening first in 1852 on the site of a former military headquarters set up by Andrew Jackson during the War of 1812. It burned in 1905 and was rebuilt in 1908. You will love the Southern Hospitality that Mobile has to offer along with a few Ghost Stories to peak your interests. This all day CVLS Certification class is for anyone that has some experience in VA Originating. The 8-hour class will go into great detail about helping the veteran make the right choices and how to originate a VA loan with many things that the average originator would not know about VA. This class is our most popular class right now, but it is not just a participation class. You really need to absorb the knowledge that day to pass a test at the end of the class. You will then receive your CVLS Certification Certificate and become our newest Certified Veteran Lending Specialist. We welcome new originators but want you to know that this is not just a participation class.

The next CVLS class is in Birmingham, Alabama at the Hoover Country Club on April 14th. This all-day class will be on the same day as the AMPA (Alabama Mortgage Professional Association) Awards Luncheon which is always a well-attended event and you will also be able to attend the luncheon. We are planning the CVLS dates for the near future in Florida and Georgia. You need to call to see if we can put your state on the calendar this year.

NAMB has completed a 16-hour Originator class which is great for new originators, or someone who is in the business and just wants to brush up on all the changes that have occurred in originating. We will be offering it in the next few months online and hopefully live classes as soon as possible. This class gives you a complete overview of what an originator needs to know along with master classes that you can take on specific topics like Self Employed Borrowers, Reverse Mortgages, Social Media, Marketing, the new 1003, Credit and many more. NAMB is trying to carry its Education to a new level exceeding anything we have ever done before. We feel like you as members deserve the best and NAMB is working hard for you!

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The Technology Committee

Click here to play the video.

The Veterans Committee The Veterans Committee has been following the progress from VA on the new law passed on January 5 regarding National Guard Veterans and activation for VA loan Eligibility.

According to VA, they are still considering the full ramifications of this new law and have been processing cases as they come up manually to determine if the Veteran meets the requirements of the new law. They have considered over 100 questions since the new law came into effect. The team is also working to set up classes across the country for the Certified Veterans Lending Specialist (CVLS) training and are standing by with both live and virtual classes. We now have four trainers available to teach the class and look forward to training our broker partners in the industry.

The FHA Committee The NAMB FHA Committee has been meeting monthly to discuss the most recent changes and updates from HUD. At our most recent committee meeting, committee members discussed assembling a “NAMB wish list” to present to HUD for 2021, as suggested by our Committee. One item on the list – reducing the upfront and/or the monthly Mortgage Insurance charged by FHA. The committee is also discussing how recent HUD announcements regarding the Coronavirus will impact NAMB Members. Specifically, it is discussing the extension of re-verification of Employment and the Exterior-Only Appraisal Scope of Work (SOW) Option for the Federal Housing Administration (FHA) Single-Family programs. Also on the committee’s radar: the extension of the End Date for COVID-19 Multisubject: Updated Temporary Guidance for Verification of SelfEmployment, Rental Income, and the 203(k) Rehabilitation Escrow Account.

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The Diversity and Inclusion Committee

NAMB is happy to be able to bring back the Diversity and Inclusion Committee this year with a focus on Fair Lending. The purpose of the committee is to provide knowledge, resources, and understanding to diverse communities to increase empowered homeownership. We have two areas of focus this year. The first is to provide education to our communities and also for our members. The second is to identify and develop resources to partner with other organizations to increase empowered homeownership.

We encourage you to look to the NAMB website as a resource to access information for First Time Home Buyers, Down Payment Assistance programs, and training for you to provide education to your borrowers. This will assist you in being an expert in this field.

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The NAMB Board includes a team of professionals with collective years of experience over many decades. Simply put, we know the industry inside and out and want to help you succeed.

giving back to an industry that gave so much to me. I love it. It is an attitude of giving.

In this NAMB Board Spotlight, we introduce you to our President, Kimber White. Kimber has more than 27 years of experience in the mortgage industry. He has won several awards, including Mortgage Broker of the Year, and the President’s Award for his service as President of the Florida Association of Mortgage Brokers from 2017-2019.

No, my CPA said you should get into the mortgage business.

I told him I hate math. I took the interview and started in West Virginia. I started with mobile homes.

NAMB’s Communications Director, Kelly Coggins, interviewed Kimber recently to find out more about him.

Tell me about your history with NAMB and how you moved up through the ranks to President?

I was Government Affairs Chair for my chapter in Florida and was asked to go to a meeting in 2012 for lobby days in Washington, DC. Linda McCoy, the current President-Elect of NAMB, asked me to be on the Membership Committee.

From there, she asked me to chair membership. I did that, went on to chair the Conference Committee, and when a position on the board became available, I was asked to fill that position too. From there, I moved to the Executive Committee and then became President-Elect.

What do you love about what you do?

I love being able to help people and members, and I love 22 NAMB.ORG | SPRING 2021

Did you always aspire to be in the mortgage industry?

What are you most proud of?

I am most proud of being able to help clients and getting people into their dream homes. Helping people get out of debt and refinance and survive. Nothing excites me more though as someone buying their first home. There is nothing like it.

Tell me about a challenge you were able to overcome.

My challenge is my sexual identity. In the industry, I was told I would never survive. There were a lot of challenges in my life. I was told by one of my mentors that you are a great loan officer but you will never be a great leader because of your lifestyle.

What bit of advice do you have for those who read this?

What others think of you doesn’t matter. You can be what you want to be- don’t let people control you. You can

overcome your events from the past. Take those and turn the go-to place for education, awareness of equality in them into a positive. housing, and the leader in all things housing-related.

Who are some of your mentors or do you have a Anything you would like to add? favorite former NAMB President?

I would like to encourage other mortgage professionals There is a president who mentored me. I met Joe Falk for the first time in DC. Joe said one day you will be the President of Florida. He has helped me move through the ranks. Also, Valerie Saunders trusted me before I was a part of NAMB. She also really put me on the map. I had been shy without much confidence in myself, and they all helped me change that. Carl Noriega, former President of Florida, also invited me to volunteer and helped shape my future.

to become involved. That can be done by volunteering your time, or if you are not able to do that you can join NAMB and a state association. Getting involved has been incredibly rewarding and has helped me grow personally, professionally, mentally, and has made me an overall better person.

NAMB is incredibly lucky to have Kimber’s leadership.

We truly appreciate his dedication and service to the What is the main thing you hope to accomplish industry. You may contact Kimber at kimber.white@ namb.org. during your year as President?

I hope to bring education to NAMB. We have NAMB University now to educate and grow membership. There are a variety of tools to help mortgage professionals fund their business.

I also hope to mentor new leaders and leave NAMB better than I found it. I plan to leave a legacy of NAMB being

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Upcoming Webinars & Events 3/17/21 3/19/21

Freddie Mac Webinar: CHOICERenovation® and Home Possible® Refinances Live Certified Veterans Lending Specialist Class in Mobile, AL

4/6/21 & A Two-Part Webinar: Analyzing Income for the Self-Employed 4/8/21 Borrower - Personal & Business 4/12/21 NAMB Now 4/14/21

Live Certified Veterans Lending Specialist Class in Hoover, AL

5/10/21

NAMB Now

6/14/21

NAMB Now

Register Today: namb.org/events Please note: Editorial and contents of this magazine reflect the records of the National Association of Mortgage Brokers (NAMB). NAMB has done its best to provide useful and accurate information, but please take into account that some information does change. NAMB takes no responsibility for the accuracy of the information printed, inadvertent omissions, printing errors, nor do they endorse products or services. The reader is advised to independently check all information before basing decisions on such information.

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