NP, Inc. June 2020 Newsletter

NP

INK

TONY TALK

June is going to be a month for re-introducing and re-inventing ourselves.

We are re-inventing the Non QM division this month and hope to bring you products and add products as we can. We have a few details to work out with warehouses and investors but stay tuned.

We are lowering our credit score requirements and will continuing doing so as the market, investors, and warehouses support us.

It would seem we are on our way out of the COVID hibernation and our sites are set on growth.

June 2020

Jedi Junction Despite popular belief there is more than one way to get your answer. The NEW intranet with search feature is NOW available. While branch relations is a great way to get answers, there are other tools at your disposal to help you learn as well. Intranet is available with an improved search feature. USMTG.INFO All Regs for all guidelines FHA, VA, USDA, Conventional and Jumbo. Google for easy Fannie/Freddie/FHA questions) a simple google search generally provides a link to the correct website for the agency and takes you directly to your question/answer. And as always branch relations/ loan help/ scenario desks are always available.

As the old saying goes. “Give a man a fish and you feed him for a day; teach a man to fish and you feed him for a lifetime.”

“Help me, Obi-Wan Kenobi. You’re my only hope.”

— Leia Organa

Joey

Running with IT All – There are a lot of exciting things happing in IT from streamlining reporting to actioning and measuring IT helpdesk submissions. Below are just a couple of new initiatives to look for in the near future.

Helpdesk Ticketing System • We recently partnered with Vivantio as our Helpdesk ticketing solution. Vivantio will help to streamline our current ticketing process by using custom workflows, optical character recognition, escalation, and analytics. Measuring and analyzing this data will allow us to identify gaps, highlight areas for improvement, and streamline processes.

• We are targeting the end of July for go-live. Our initial focus will be IT and Encompass help. Once these areas are up and stable, we will turn our attention to other functional departments. You will see more communications on this topic in the following weeks.

Darktrace Cyber Security • We recently partnered with Darktrace to enhance our current cyber security strategy. Darktrace is an intrusion detection platform that uses artificial intelligence and machine learning to detect anomalies on our network and in our emails. Having this technology allows us to combat hackers by using the same tools they are. As users you won’t really notice anything different in your experience, but you can be confident that we are using the latest technology to protect your information and our customers.

Chris

COMPLIANCE MATTERS The dog days of summer mean something different in the Compliance Department; it means time to remind everyone about annual training requirements.

Later this month, every team member of NP, Inc. will receive an invitation and instructions for this year’s annual training process.

We have many new employees since last year’s edition; here are a few reasons why we require every NP, Inc. employee to complete this training: • It fulfills our federal and state licensing requirements.

• Our investors, both current and potential require the training as a part of our contract to do business with them.

• It emphasizes that we’re a team and knowing the rules and regulations of the mortgage industry is important to everyone.

Please note these classes do not replace the CE courses licensed MLOs are required to take to maintain active status for all state licenses.

Watch your usmtg inbox for details on “2020 Annual Training”.

We recommend you complete the courses sooner rather than later.

HR ZONE HR Tip of the Month!

Our HR Department is continuously working on ideas to develop employee reward programs to ensure that we as a company never miss a moment in recognizing and celebrating our employees no matter where they are.

Holidays:

Mortgage Marketing How to Have a Successful Virtual Meeting The lending environment, like so many other businesses, has changed. There are so many innovations that technology has created, that embracing it now, puts you ahead of your competition. One of those being virtual meetings.

No matter what format you look at, Zoom, GoToMeeting, Teams, Google Hangouts (now called Google Meet), Whatsapp or FaceTime, your clients are getting used to communicating this way so you need to learn how to use as many as possible.

One of the largest segments of the mortgage market are Millennial’s. Have you ever come across one that didn’t know how to have a virtual meeting? You might find a few but most Millennials use it on a daily basis. You want to finance their homes? You better step up your digital game.

“But many of my clients are older.” If you don’t think that Grandparents around the world are using some type of virtual meeting to see how their Grandkids are, you’re wrong. Nothing can stop a Grandparent from seeing their Grandkids, not even technology. Granted, they’re not ready to build their own PC but they know how to FaceTime.

With the refinance boon we are experiencing today, homeowners are going to be bombarded with offers. Do the other Loan Officers that are trying to take your business have programs that you don’t?

In most cases, no. Are their rates dramatically different? No again. Taking those answers into consideration, what is the most unique factor here? You. Consumers are buying from people they “connect” with. The Loan Officer that takes the extra time to really connect with their client will win most of the time and nothing helps you do that more than a virtual meeting.

Virtual Meetings are not difficult. If you can understand the ever-changing guidelines in this industry, you can certainly learn how to use a virtual meeting.

First and foremost, practice. Pick a format (Zoom, Teams, etc.) and set up calls with friends and family.

In most cases, you are already doing some form of this now. Make 2 or 3 very short Virtual Meetings a day. Invest 15 minutes a day for 2 weeks and you’ll have really turned up your virtual expertise.

Once you learn the first one, the others will become easier to use. The formats are very similar. It’s no different then when you did your first FHA loan and then did a Conventional loan next. Most of the information is the same, you just have different rules for setting them up. Virtual Meetings are no different and MUCH easier to learn.

The Marketing Team can help you get set up with most all the formats.

Please reach out to us, we are here to help you.

NP, Inc Family - Act of Kindness As the NP, Inc. family navigates through these difficult times together, we want to take a moment to show everyone that we are much more than just a local mortgage company. Going forward, we will be shining a light on those of you that took the time to show others an Act of Kindness. Did you bring food to someone? Donate gloves or PPE to those that need them? Did you foster local animals? It doesn’t matter what you did, how grand or small, it’s the fact that you did something that counts.

This month we would like to take a minute to recognize Omar Sanchez, Branch Manager in the Miami East office, for his outstanding work in showing some love to an ER shift at South Miami Hospital.

Omar and a group of friends and family put their resources together and bought them lunch. He sent in some pictures and said “We delivered 30 lunches and affixed a gift certificate from Starbucks to each lunch. We are so grateful for their sacrifice and wanted to show them in a practical way how much we appreciate them. One of the many things this situation has done is that it’s brought our humanity to the forefront and reminded us about compassion and generosity. Just like everyone else, I hope we all return to our normal lives soon but I also pray that we are forever changed, and that we don’t forget to serve and to be kind to one another.”

Thank you Omar!

Have you or someone in your family shown an act of kindness for a person or group in need? Please let us know and send some pictures. We would love to recognize you for your efforts.

Happy

Birthday Bryan Coombs 06/25 Asa Dicken 06/26

Kurian Njaravelil 06/1

4

Katherine Valentine 06/15

William Harp 06/2

Eric Intihar 06/118

Tina Lizzio 06/3

Phyllis Lee 06/18

Petra Graham-Jones 06/4

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Steven Talvy 06/18

Jerry Ryan 06/5

Jeffrey Baynon 06/19

Joshua Felzer 06/5

Joseph Pimentel 06/19

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Farzaneh Papari 06/6

Sheila Keene-Lund 06/19

Jeffrey Desch 06/11

Shaneza Deendayal 06/21

Jeffrey Smith 06/11 Freida Derrick 06/12

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Pamela Suarez 06/24 Stephanie Sgro 06/24

5

Tina Massetti 06/26

6

Juan Gallego 06/28

12

13

19

20

26

27

1

Happy Anniversary 2

3

9

10

16

17

23

24

30

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Debra Palazzo 06/13/2016 Michael Vick 06/13/2017

7

8

Robert Kasper 06/1/2015

John Ranocchia 06/17/2019

Tina Massetti 06/1/2017

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Stephanie Sgro 06/3/2019

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David Barie 06/4/2018 Amanda Gobble 06/4/2018

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Justine Assal 06/5/2019

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Jeaneth Ortiz 06/10/2019

Michelle Hewitt 06/17/2019 Tracy Mahon 06/17/2019 Nicole Wright 06/17/2019

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Oltin Roshi 06/9/2014 Diana Verdugo Fraser 06/10/2019

Scott Butler 06/13/2018

Gabriella Nicoletta 06/18/2018 Carlos Melgarejo 06/22/2017 Brian Freeman 06/26/2018

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Carolyn Marie Maas 06/28/2019

Tool Time With Tina Being aware of the importance of training employees is essential for every organization.

From improved retention to happier customers.

A training program allows you to strengthen those skills that each LO needs to improve. A development program brings all LO’s to a higher level, so you all have similar skills and knowledge.

Janice has taken the time to provide training guides, tools, and videos to help each one of you apply your skills, knowledge, and expertise. It is extremely important we all sharpen our skills which allows us to be better LO’s with the current changes that will be made to Encompass. It is extremely important we are all on the same page and learn the streamline process that will be put in place to help you efficiently and effectively do your job.

The current changes and up incoming TQL Ordering MI, VA IRRRL Training, Broker Training etc.. Please see the training calendar for upcoming training classes https://usmtg.sharepoint.com/sites/usm_fl/SitePages/Home.aspx and click on the “Training” tab located on the Home Page.

Operations With Theresa As a Management group we will be meeting to develop and utilize Encompass dashboards and enhanced reporting over the next several months.

Dashboards provide instant visibility into real-time loan data and performance trends that can help you monitor your company’s health, and branch and employee performance. You can evaluate loan team members productivity, study partner activities and trends, or view a pipeline and drill down on exact loan data. Please start to think about what you would like to see on your Encompass Dashboard and what type of reporting would better assist you and your team and/or branch.

Kasper’s Corner Previously, we introduced some of the newer members of the D-O Team that recently joined us. You no doubt have noticed that there has been yet another individual working on your files in Opening.

That person is Merle Hecht who is on loan to the Department from the TPO division. Here is a recent chat we had…..

Spotlight on…. Merle Hecht Tell us a little bit about yourself

I recently moved from Georgia to Alabama, but have lived in Indiana, Ohio and Michigan.

Love to read and knit. Have one dog, one child and one husband and two granddaughters.

I have a brother in Stockholm, Sweden that is head of the Global Initiative. He was an exchange student with my family 50 years ago.

How long have you worked in the Mortgage industry and what are some details you’d like to share about that background?

Have been in the business for about 30 years. And yes, I am crazy.

How did you hear about US Mtg?

From Audrey Williams What made you come interview with us?

I knew several people that worked there.

In the time since you started with us, what positive change(s) have you noticed?

It’s been an interesting year. I was hired for the QM dept but have been put to work in Retail since the Covid-19 issues.

What strikes you most about the changes?

The company has been very generous about keeping us on even though my dept is currently not operational. They have also been extremely generous when we were struck by the Easter tornado.

What would you say to anyone new wishing to join the Company?

It is a wonderful company to work for. They really do care about their employees.

What do you hope to achieve going forward?

I hope to help get the QM dept back and running successfully.

Any parting words on a personal note?

Everyone here has been so kind and helpful. So glad that I came here. Thank you to Tony and everyone else for all you do.

We welcome Merle to our Team and hope you will as well!

Bob

We are excited to announce the monthly leaders in this category moving forward. We are a TEAM and this is the ultimate team award. Kudos@usmtg.com is at everyone’s disposal to give thanks and praise for work over and above one’s normal duties.

Eleanor Balash

John Digges

Renee Mattice

Kathleen Stephens

Karim Belle

Juan Gallego

Janice Minchenberg

Sherry Tucker

Leo Branca

Peter Garcia

Gabby Nicoletta

Lorena Velasquez

Michael Caporale

Deborah Gealy

Joey Pimentel

Katherine Wright

Ruth Casiano

Anthony Giddens

Amy Ream

Tracy Yaeger

Steve Chaney

Tricia Hudson

Carlos Rivera

Kelly Cleckley

Eric Intihar

Carrie Romine

Closing Department

Jennifer Martinez

Oltin Roshi

NP, Inc. Thanks You!

New Hires NP, INC would like to welcome the following team members that joined US in April: 04/20 Chris Savedge 04/1

Christopher Gullace 04/7

Francisco San Agustin JR 04/3

Jodi Brust 04/7

Barbra Weaver

A Pinch of Minch For the Month of May we added the following Training materials: Check it out on the Intranet – Training Module Or use the search engine.

New to Encompass Video and Quick Tip: How to order Credit How to add and/or edit liabilities How to pick a closing Cost Template How to pick a loan program VA IRRRL’s: Power Point on how to enter into encompass Video entering a VA IRRRL in Encompass Quick Tip- Summary of requirements Quick Tip and Video – 26-8923 IRRRL worksheet – Loan amount calculation Quick Tip and Video – Recoupment Other: Liquidity testing, power point, Quick Tip, additional MI Partner forms in Underwriting tab & Video TQL ordering MI – power point, Quick Tip & video Guidelines: A few broker updated guidelines Product matrix continuously updated based on changes announced on Tony’s PodCast.

Follow- Up with Freeman During this unprecedented time, the LOA team is finding success. We have been able to successfully partner and support the Loan Officers, allowing them to spend their time generating new relationships, reaching out to old clients, and establishing new business for USMTG. Additionally, with management bolstering Encompass and it’s functions allows improved functionality and bandwidth for our Loan Officer Assistants. We will continue to be more efficient and strive to take on a larger pipeline to assist!

Mike Caporale

Michael Guthneck

Santa Rosa, CA

Boca West, FL

181

$46,979,190

Prizes will be announced next month!

Ballston Lake, NY

Santa Rosa, CA

$70,572,619

342

Individual Volume

Individual Units

Branch Volume

Branch Units

I need more business! What do I do?

Well, with areas around the country still on lockdown and/or uncomfortable with getting outside, the purchase market may be a bit slower as letting people in to see homes is not a priority.

That business will come back when comfort levels allow, but what to do in the meanwhile?

Rates will be low for a good 18 months to help spur the economy. Your past clients and relationship partners are your best resource for business. Try these 5 tips on how to increase your pipeline.

1.

Send a mailer or phone up past clients in Encompass and get a current mortgage statement. Tell them you are performing a financial performance check on their homes and current situations. Look to refinance them or cash them out depending on their situations.

2.

Utilize Surefire for weekly and monthly and seasonal campaign drops. Contact Marketing@usmtg.com for details and help.

3.

Social media – go phishing. Let all your contacts know what you do and where rates are without quoting more than that info. Keep it compliant but stay in front of your friends and contacts on all social media platforms.

4.

Have virtual weekly online meetings with your relationship partners and ask for their friends and family contact information. Constant touches will strengthen those relationships weekly. A quick phone call or virtual “cup of joe” meeting will keep your name fresh on their list.

5.

Reach out to family and friends and get their neighbors info for email drops, phone calls or just ask them to name drop you when they are in touch.

The common denominator of anyone who has ever been successful in our industry is and will always be, forming the habits of doing the things that failures don’t like to do. Go get them!