June 2025
Meet NAMB’s People 4
Mike DeSantis, Massachusetts
Nontraditional Financing for Homebuyers 6
by Dan Catinella
Referrals Are a Strategy 8
by Darrell Weekes
Pride & Homeownership 10
NAMB Viaja a España 12
H.R. 1815 Passes 13
by Josh Steinfeld
President’s Letter
JIM NABORS, CMC, CVLS, CREV, CFMP
Dear Members,
June marks National Homeowners Month, a time to celebrate the American dream of homeownership and the role mortgage brokers have played in making this dream a reality. It’s also a time to reflect on the important role that mortgage brokers have played, and continue to play, in helping homeowners who have had some problems keeping that dream alive. Homeownership has always been the best way for Americans to accomplish generational wealth. For the last 51 years, NAMB has been proud to provide advice & help in any way we can to help families continue to grow.
The National Association of Mortgage Brokers is the voice of the mortgage industry, representing the interests of mortgage professionals and homebuyers since 1973.
IN THIS ISSUE
Arive 13
AT&T 11
Firstline Compliance 11
MMI-Bonzo 6
Mortgage Advisory Partners 9
PowerTPO 4
Rocket Pro 7
Windsor Mortgage 5
Direct all inquiries to NM editor & publisher Jilly MacDowell: magazine@namb.org
Cover photo by Eric Mclean/Unsplash. ©2025 NAMB All rights reserved.
Today many homeowners are looking for lower interest rates; in reality, they’re looking for lower monthly payments. Mortgage brokers explain the numerous options they have; be it refinancing as part of a bill consolidation, purchasing a new car or even paying college tuition.
Another option to refinancing an existing mortgage may include taking advantage of either a fixed rate home equity loan or a HELOC Both have advantages. A mortgage broker gives the homeowner the information needed to make the best choice.
NAMB has worked hard to make sure that its members, and the industry, have access to the required licensing, pre-license education, exams & required yearly continuing education to become the best educated & most professional originators in the country.
CCS CLASS IS
UPCOMING CVLS CLASSES ON WED, JULY 16, IN CITY, CALIFORNIA AND MON, OCT 20, IN LAS VEGAS.
Brokers looking to expand their knowledge can choose NAMB certifications in Mortgage Consulting, Residential Mortgage Specialization, and VA, FHA and Reverse Mortgage Lending. They can now also choose to become certified as a Credit Specialist. NAMB is proud to o er these certification opportunities to members and non-members. Visit namb.org/education for complete details & upcoming classes.
When a homeowner knows they’re dealing with a professional who lives in their area, represents more than just one lending program, and has gone the extra mile to become certified in the specific loan they are interested in, they can take comfort in knowing they are getting the best advice about the single largest wealth growth investment they’ll ever make.
Stay healthy, Jim Nabors
NEXT
MON, OCTOBER 20, AT NAMB NATIONAL IN LAS VEGAS.
Meet NAMB’s People
MIKE DeSANTIS, CRMS
MASSACHUSETTS
President, American Mortgage Resource Inc Belmont, MA
NAMB member since 2010; NAMB Vice President;
NAMBPAC, LAF & Awards committees chair
What was your first paying job? At 11, I was a paperboy with morning & afternoon routes. I was making $20 tips. Made $1000 around Christmas.
If you could have a career doing anything else, what would it be? Top 3: baseball pitcher, boxer, race car driver.
Why did you choose mortgage? I started out in a law firm – next thing you know, I’m handling workers comp claims for self-
insured clients. I did that for 16 years, winding up at AIG during the Big Dig era (2002-03). But they relocated to Georgia & I wasn’t about to leave Mass. I bought some real estate and the broker I was working with said I’d be good at it.
The rest is history.
How does NAMB membership help you? Making connections with wholesale lenders, support tools, the LO, the broker-owner. For instance, I just linked up with wemlo through NAMB’s Industry Partner program, and I think they’re going to be a great processor for our company when we start getting busy.
What else could NAMB o er its membership? A platform for benefits such as reduced costs on o ce tools & lead generation. Continue to branch out to state a liates. A lot of states don’t even have an
association! Step up our PAC e orts. Maybe we need to explain what it is better. We’re making strides this year but we’ve got to step it up. I’m headed to DC with Jim this month to meet with Congressional leaders, a huge opportunity for us to get our message across.
Where do you see yourself in 5 years? Still working, believe it or not. I always said I’d retire by 55 but I’m 59 now so… I think I could keep busy — wake up, do 9 holes in the morning, go boating in the afternoon — but I’m afraid I’ll get bored.
Your favorite hobby? Boating, since 1988. Favorite vacation spot? Aruba.
What advice do you have for today’s up & coming brokers? It’s a dogfight out there. You’ve got to get back to basics. Put yourself out there, meet with realtors, continue to work existing connections & forge new ones. The fittest will survive, because where there’s change there’s opportunity. NM
Visit namb.org/advocacy to learn about NAMB’s legislative & regulatory initiatives, such as the VA Home Loan Program Reform Act (see page 14). Email mike.desantis@namb.org to attend a NAMBPAC committee meeting!
Educating Borrowers
Even in rising or stagnant rate environments (like the ’80s), homebuyers still choose to absorb significantly higher costs rather than delay their lives any longer. After reaching record lows in 2021, current mortgage rates are as high as the early 2000s. Once again, buyers are proving that purchasing a home isn’t just about numbers. Major life milestones also drive decisions. Those non-financial variables are beginning to overcome rate anxiety, pushing more people to look for creative ways to finance their futures.
Mortgage pros can’t a ord to wait for demand to come to them; passive ordertakers won’t see a bump in business. Here’s how you can show up as a trusted advisor to establish your unique expertise & help
prospects navigate nontraditional paths to finance homeownership at any stage.
1. Empower with education: Demystify mortgage financing options
The typical American will buy three homes in their lifetime — i.e., it’s not just first-time homebuyers who need help. Brokers & originators should proactively o er education on such financing topics as:
· MORTGAGE READINESS: Share qualification resources on minimum down payment requirements, credit requirements & how to improve credit scores.
· AFFORDABILITY CALCULATORS: Help buyers assess purchasing power based on income, debt & expenses.
· LOAN GUIDES: Clarify benefits & risks of
BY DAN CATINELLA
adjustable-rate mortgages (ARMs) & Federal Housing Administration (FHA) loans.
· EQUITY UTILIZATION STRATEGIES: Show how HELOCs & similar tools can support broader financial goals.
Mortgage professionals who share resources early & often become the kind of trusted partners who can cut through the noise.
2. Get creative: Tailor financing solutions
Homebuyers may have an overly deflated sense of what’s possible, given the barrage of limitations over the last few years. Standing out means helping each borrower make the most of their unique circumstances by o ering:
· DOWN PAYMENT ASSISTANCE PROGRAMS: Alleviate the burden of upfront costs.
CONTINUED ON PAGE 14
The Referral Revolution
In today's competitive mortgage market, referrals remain the most talked-about marketing strategy. Yet paradoxically, they're also the most misunderstood & underutilized resource for sustainable business growth.
Let's face it: most mortgage professionals claim referrals drive their business, but when pressed for details, few can demonstrate consistent, predictable referral generation. There's a good reason for this — they lack a system.
Without a reliable process, referrals become random events rather than predictable business drivers. This "hope and pray" approach leaves your income stream vulnerable to market fluctuations & competitive pressures.
The traditional belief that “doing a good job” naturally generates referrals represents our industry's most dangerous myth. When you deliver excellent service, you're simply meeting the expectations that prompted clients to choose you in the first place. Meeting expectations doesn't automatically earn you referrals — it merely confirms clients made the right choice.
Clients engage you expecting competence. When you deliver it, you've simply fulfilled your end of the bargain. This doesn't create the exceptional experience that motivates clients to become enthusiastic advocates for your business.
The brutal truth is that exceptional service isn't defined by the result, i.e., the loan closing, but by the experience clients have
BY DARRELL WEEKES
throughout the process. A successfully closed loan with poor communication during the application process won't generate referrals.
Conversely, an organized, communicative approach that keeps clients informed can turn even challenging loan situations into referral opportunities.
Consider this scenario: An LO takes a loan application on a Monday evening. The client thinks to themselves, “Great, approval by Tuesday, document signing Wednesday, closing Thursday.” This is typical of what I call the “unrealistic expectation syndrome.”
This tends to happen when the LO casually promises to “call them in a couple of days with an update,” rather than set a specific time frame for the process.
The problem here is that "a couple of days" means Tuesday to the client but Wednesday afternoon to the broker. Disappointment ensues despite the broker technically keeping their word. This "unrealistic expectation syndrome" destroys any referral potential.
Top performers understand that referrals operate on psychology & systems. They recognize that a single client has the potential to generate dozens of referrals over the life of the relationship.
Enter the R.E.F.E.R. System, a proven framework that transformed my own mortgage business & has since helped countless mortgage professionals build sustainable referral engines:
• R - Referrals Part of the Deal: Making referrals an upfront agreement
• E - Equip with Tools: Providing the means and knowledge to refer e ectively
• F - Fulfill Service Promise: Earning the right through exceptional service delivery
• E - Execute the Ask: Prompting for action at the right time
• R - Reward Unexpectedly: Leveraging the power of unexpected appreciation
This system works because it aligns with the Reticular Activating System (RAS), the part of the brain that filters information & highlights what's relevant. When clients experience a major life event, like buying a home, their RAS naturally connects them with others in similar situations. The R.E.F.E.R. System harnesses this natural phenomenon, turning casual connections into valuable referrals.
The di erence between sporadic referrals & a consistent referral stream isn't luck — it's systematic implementation of proven strategies. In upcoming issues of NAMB Magazine, we'll explore each component of the R.E.F.E.R. System, providing actionable steps to transform your business from transaction-based to relationship-driven. NM
Darrell Weekes is a marketing strategist & coach for mortgage professionals. His book "How to Get Your Funnel Filled," details the complete R.E.F.E.R. System & is available as a free download at purplethread.com.au
Leading with Heart, Advocacy & Purpose
June marks two powerful observances: National Homeownership Month & Pride Month. For Kimber White, NAMB’s President-Elect, both themes converge in a single, unwavering belief — everyone deserves a seat at the table.
“I believe in equality for all,” Kimber says with conviction. “We have to keep that at the forefront of everything we do.”
Kimber doesn’t just speak about inclusivity — he lives it. As a proud member of the LGBTQIA+ community, he brings personal experience, passion & deep understanding to his leadership. From his earliest days in mortgage, he has championed underserved populations & fought to open doors that were too often kept closed.
As National Homeownership Month highlights the enduring dream of owning a
home, Kimber’s focus is on those still shut out. "The greatest wealth builder in America is homeownership,” he says. “It’s often a person’s biggest accomplishment. It gives people a sense of place — and pride.”
And yet, for many LGBTQIA+ individuals, the dream remains out of reach. According to a 2024 study by the Center for American Progress, just 54% of LGBTQIA+ adults are homeowners, compared to 70% of non-LGBTQIA+ adults. Discrimination, financial barriers & lack of representation in the housing industry are still common. Some report being actively discouraged or denied the opportunity to buy a home. Kimber is keenly aware of these realities. “Whether it’s because a person doesn’t have family support, isn’t aware of their financing options, or just doesn’t feel welcome, these are barriers we can & must break down.”
Kimber is not one to wear labels. “It’s not who I am,” he says. “It’s a part of who I am. I’m someone who wants to help this industry help people.”
That humility & humanity have made Kimber not just a leader, but an inspiration. He sees Pride as more than a celebration — it’s a reminder. “Pride is about being proud of who you are, no matter who you are,” he says. And in his eyes, the mortgage industry has a unique role to play in advancing equality — by expanding access to homeownership & empowering people with knowledge, support & community.
As he prepares to step into the presidency at NAMB, Kimber’s vision is clear: an industry that uplifts all voices, protects all dreams & ensures that the path to homeownership is wide open for everyone.
“Equality isn’t a side conversation,” Kimber says. “It’s the main event. And I’m here to make sure we never forget that.” NM Kimber White, CRMS, is Branch Partner of RE Financial Services, Fort Lauderdale. He recently became Chair of the Central City Redevelopment Advisory Board there, to help develop moderate income housing. He has served on NAMB’s board since 2016 & is current chair of the Industry Partners Committee.
Representing U.S. Mortgage in Europe
Last month, NAMB’s Chief Executive Strategist Valerie Saunders represented U.S. mortgage professionals at Inmociónate 25, Spain’s premier real estate & mortgage conference, held in Málaga. This event brought together industry leaders from across Europe & beyond to discuss the future of housing finance, innovation & global collaboration.
"I was proud to represent U.S. loan originators on an international stage,” Saunders reflected. “Sharing insights and learning from our global counterparts is invaluable as we navigate the evolving landscape of mortgage lending."
Spain's mortgage market has experienced significant growth & transformation in recent years. According to the National Statistics Institute (INE), in March 2025, the number of mortgages on dwellings significantly increased year over year with the average loan amount reaching €156,698 ($179,579).
Interest rates in the area have also seen notable changes. The average interest rate on new mortgages for dwellings was 2.97 percent, with the majority being fixed-rate.
Saunders' participation in Inmociónate 25 underscores the importance of international collaboration in the mortgage industry. By engaging with global counterparts, U.S. mortgage professionals can gain valuable insights into emerging trends, regulatory development & innovative practices.
As the mortgage landscape continues to evolve, such cross-border exchanges are crucial for fostering innovation and ensuring that professionals are equipped to meet the needs of a diverse & dynamic market. Through shared knowledge & collaboration, industry leaders can drive progress and better serve borrowers worldwide. NM
VA Loan Bill Passes
BY JOSH STEINFELD
NAMB applauds the House of Representatives for passing H.R. 1815, the VA Home Loan Program Reform Act. The bill will create permanent authority for the Department of Veterans A airs (VA) to o er partial claims, bringing the VA Home Loan program into alignment with the Federal Housing Administration (FHA), Fannie Mae & Freddie Mac’s loss mitigation options for servicers.
This legislation grants the VA ongoing authority to o er partial claims, aligning the VA Home Loan Program’s loss mitigation tools with those available through the FHA & government-sponsored enterprises (GSEs). By doing so, it ensures veterans have equal access to foreclosure prevention options a orded to other borrowers with federally backed mortgages.
“This legislation is a critical step toward housing stability for veterans,” said NAMB President Jim Nabors. “It restores muchneeded tools to help VA borrowers avoid foreclosure & keep their home’s parity, [which] they’ve lacked since the abrupt end of the VASP program.”
NAMB is now urging the Senate to take swift bipartisan action on companion legislation, using the House-passed version as a foundation for final approval.
We advocate for several important provisions, including:
• Maintaining full VA loan guarantee levels
• Eliminating interest accrual on partial claims
• Structuring the program to align with FHA & GSE loss mitigation practice
• Implementing a rolling five-year sunset provision
• Increasing the maximum allowable partial claim to 30 percent of the unpaid principal balance. NM
Josh Steinfeld is NAMB’s media liaison. Visit namb.org/media for our latest press releases & article links
· CO-BORROWING STRATEGIES: Combine resources with family or partners.
· ALTERNATIVE FINANCING OPTIONS: Introduce viable nontraditional financing when appropriate.
Lenders should always encourage responsible borrowing — but many homebuyers need help finding & overcoming perceived obstacles.
3. Nurture for the long term: Incubate non-qualified & out-of-market borrowers
Many prospects aren’t ready to buy today, but could be with the right guidance. That includes non-qualified borrowers & those out of the market for now. Don’t lose sight of these opportunities:
· AUTOMATED ENGAGEMENT: Provide credit tips or future loan insights to stay top-of-mind and track when a lead becomes qualified.
· ENGAGE FIRST-TIME BUYERS: Address
common pain points to gain trust & credibility during a borrower’s first transaction.
· INTENT SIGNALS: Look beyond purchase activity to life events like job changes or family growth which can reveal evolving needs.
· PASSIVE FOLLOW-UPS: Re-engage people who’ve shown interest but lack urgency. Sometimes all they need is a timely nudge.
4. Show up throughout the journey: Win customers for life
The mortgage relationship shouldn’t end at closing. Long-term success requires ongoing engagement throughout the entire homeownership lifecycle. This includes:
· REFINANCE ANALYSIS: Help existing customers optimize their financial position.
· HOME EQUITY STRATEGIES: Continued education on how homeowners can strategically use their equity for various financial goals.
· LEVERAGE DATA & INTELLIGENCE: The best way to serve customers is to continually
identify their needs. Data transparency helps lenders recognize credit inquiries & improvements, refinance & equity opportunities, MLS listings, and life events (getting married, having a child, getting divorced). By consistently “showing up” with relevant, timely information, loan o cers position themselves as trustworthy advisors.
With high rates moving from headline to status quo, prospective homebuyers are recognizing that life won’t wait for rates to drop. But they need a trusted mortgage professional to help them navigate financing. Mortgage originators who embrace this shift — who proactively educate, o er creative solutions & build lasting relationships — will be the ones who stand out. NM
With over 20 years of experience in mortgage technology, Dan Catinella is focused on driving digital transformation through all channels of lending. As chief lending o cer for Total Expert, Dan keeps a constant pulse on innovations that can change the way business is conducted. He also hosts the Tales From the Trenches podcast.
