The following guest sits down with host Justin White:

• Evan Kaufman – Military Loan Originator, WeVett Home Loans


Determining a Loan Product or Demographic to Focus on as a Strategy for Mortgage Brokers

The beauty of the wholesale channel is that mortgage brokers can offer a variety of loan products to fit their borrowers’ needs. That said, some brokers choose to narrow their focus to a specific loan type or demographic. How can brokers determine their niche and dominate it? Listen to Episode #78 of Good. Better. Broker. as we talk with a real estate agent turned broker whose “super niche” is serving active-duty military members.

In this episode of the Good. Better. Broker. podcast, you’ll learn why finding a niche loan product or demographic can be a driver of success.


In this episode, we discuss ...

• 1:29 – how Evan went from real estate broker to mortgage broker
• 2:46 – why Evan chose the broker channel when he became an LO
• 4:00 – why Evan chose to focus on helping active-duty military members
• 4:56 – how Evan decided a niche was going to be the majority of his business
• 6:03 – Evan’s approach to working with borrowers
• 7:33 – what’s required to help military families going through the loan process
• 8:37 – timing recommendations on buying and selling
• 11:17 – Evan’s goal for all his clients
• 13:15 – why Evan focuses on direct-to-consumer business
• 16:24 – Evan’s marketing content strategy
• 18:26 – targeting a demographic niche vs. a geographic niche
• 21:19 – how loan originators can identify their niche


Show Contributor:

Evan Kaufman
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Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

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