The following guest sits down with host Justin White:

• Mitch Hamilton – CEO, Sr. Mortgage Broker – Three Point Mortgage


Delivering Consistent Value for Past Clients Makes Them Answer Your Phone Calls

Staying in front of clients is essential for mortgage loan originators, but that doesn’t mean they should call to just ‘check in.’ How can LOs add value by calling with a purpose? Listen to Episode #105 of Good. Better. Broker. to hear strategies for building lead flow and loyalty from a mortgage broker who has an answer rate that exceeds 90 percent.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to provide meaningful resources for borrowers throughout the calendar year.


In this episode, we discuss ...

• 1:22 – how Mitch is succeeding with a people-first approach
• 1:55 – why Mitch’s clients always answer his calls
• 2:51 – why LOs shouldn’t call to just ‘check in’ with past clients
• 4:40 – when Mitch realized he couldn’t rely solely on real estate agents for business
• 6:06 – the tax appeal strategy that has helped Mitch build loyalty with clients
• 10:01 – how Mitch leverages data
• 13:20 – why LOs shouldn’t just expect referrals
• 14:28 – how to make people feel like they’re not just a number
• 16:55 – how Mitch stays in front of his clients
• 18:49 – Mitch’s advice on finding value-adds


Resources mentioned in this episode:

Homebot


Show Contributors:

Mitch Hamilton
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

• Pam Marron – Loan Originator, Innovative Mortgage


Finding Solutions for Aspiring Homeowners Who Are Struggling With Student Loan Debt

Of the more than 42 million student loan holders in the U.S., it’s estimated that only 10 million are current on their payments. That means there’s lots of opportunities for mortgage professionals to help. How can LOs help those who are struggling with student loan payments so they can qualify for a home loan? Listen to Episode #104 of Good. Better. Broker. to hear from one of the industry’s foremost advocates on consumer credit reform and long-time independent mortgage broker on how her fellow mortgage brokers can be part of the solution.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to help potential borrowers overcome student loan debt struggles so they can become eligible for mortgage financing.


In this episode, we discuss ...

• 1:37 – how student loan debt became a focus for Pam
• 4:07 – how student loan delinquency impacts a borrower’s ability to get a mortgage
• 5:53 – Pam’s efforts to spur positive change for borrowers
• 8:47 – how to help those with student loan debt get on repayment plans
• 9:53 – the path for a potential borrower who is past due on their student loans
• 11:31 – the impact of credit damage on being able to obtain mortgage financing
• 13:22 – how to boost credit enough to obtain down payment assistance
• 14:49 – how mortgage loan originators can help borrowers with student loan debt issues
• 15:43 – why independent mortgage brokers are in a great spot to help these borrowers
• 16:43 – why this cause is so meaningful for Pam
• 19:24 – advice for loan originators on how they can help
• 20:49 – why loan originators should provide solutions for those struggling with student loan debt struggles


Resources mentioned in this episode:

Clients 2 Homeowners


Show Contributors:

Pam Marron
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

• Joey Roquet – Vice President, Secure Choice Lending


Make Listing Agents Look More Professional to Sellers by Doing Cross Qualifications

Targeting listing agents isn’t something a lot of mortgage loan originators do, but it can be a very effective long-term play for earning business. How do cross qualifications help LOs build brand capital with agents? Listen to Episode #103 of Good. Better. Broker. to hear from a broker who strengthens his relationships by providing value to referral partners without expecting anything in return.

In this episode of the Good. Better. Broker. podcast, you’ll learn why cross quals are a successful strategy for impressing real estate agents.


In this episode, we discuss ...

• 1:32 – why Joey takes a long-term approach to business
• 3:33 – alternative ways of boosting reputation
• 5:37 – why Joey targets listing agents
• 8:56 – what a cross qual is
• 10:30 – how this strategy aligns with Joey’s business philosophy
• 11:57 – impact of cross quals on Joey’s business
• 13:38 – how cross quals weed out LOs that aren’t thorough enough
• 15:23 – how the cross qual strategy helps with recruiting
• 20:00 – why Joey doesn’t use a CRM


Show Contributors:

Joey Roquet
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of the daily news video, UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

• Kym Mason – Mortgage Broker, The Mason Group/Summit Lending


Mortgage loan originators are always looking for reasons to reach out to past clients, especially those who already have a low interest rate. How can LOs convince clients to pick up the phone? Listen to episode #102 of Good. Better. Broker. to hear about a strategic approach for getting clients on the phone and the right questions to ask them.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to conduct an annual review campaign to see if borrowers can benefit from a refinance.


In this episode, we discuss ...

• 1:27 – why Kym’s business depends on staying in touch with past clients
• 3:13 – Kym’s annual review campaign
• 4:05 – different methods for reaching out to past clients
• 6:12 – intentionally sending calls to voicemail
• 7:22 – the questions Kym asks when she gets a past client on the phone
• 8:40 – how Kym found out one of her clients had $40K in debt
• 10:13 – an example of why it’s important to stay on top of past clients
• 11:27 – how Kym loops in her real estate agents on her clients’ status
• 12:02 – how affirming your clients influences the tone of a conversation
• 13:15 – how Kym was able to turn around a conversation that went sideways
• 15:35 – determining how much equity past clients have
• 18:06 – the impact of the annual review campaign on Kym’s business
• 19:40 – how to get in touch with Kym


Resources mentioned in this episode:

Homebot


Show Contributors:

Kym Mason
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

• Roy Meshel – Founder, Local Mortgage


Deepening Connections in the Community by Sharing Your Borrowers’ Best Stories

Roy Meshel isn’t just in the mortgage business – he’s also in the memory-making business. For Roy, a mortgage is more than a commodity – it’s a gateway to the best moments in people’s lives. How can mortgage brokers leverage these moments to help their business? Listen to episode #101 of Good. Better. Broker. to find out why sharing your borrowers’ best stories deepens your connections in the community.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to turn a mortgage into a memory for borrowers.


In this episode, we discuss ...

• 1:25 – why the word “local” has a ton of meaning for Roy
• 3:41 – why being invested in your community is a winning strategy
• 5:23 – Roy’s belief that community is about connection
• 6:23 – why Roy started asking clients about the best moments in their home
• 9:15 – the best moment Roy has heard from a client
• 11:13 – how Roy started capturing client moments for videos
• 12:25 – feedback on the videos Roy has captured
• 13:56 – how the videos help Roy’s staff appreciate what they do
• 16:53 – the impact of Roy’s approach to reviews and referrals


Resources mentioned in this episode:
Unreasonable Hospitality


Show Contributors:

Roy Meshel
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

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.

Connect with Justin on LinkedIn, Instagram, or Twitter

Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guests sit down with hosts Justin White and Mat Ishbia:

• Eric Katz – Independence Home Loans
• Andi Numan – Swift Home Loans
• Ann Sullivan – Lending Heights
• Carrie Gusmus – Aslan Home Lending
• Ian Twaddle - UMortgage


Mat Ishbia’s Favorite Moments from the First 99 Episodes of Good. Better. Broker.

It’s time to celebrate as Good. Better. Broker. hits the century mark. In our 100th episode, we’re joined by special guest host Mat Ishbia, who looks back on his favorite moments from our first 99 episodes. Which moments made the list? Tune into episode #100 to find out.
In this episode of the Good. Better. Broker. podcast, you’ll hear Mat Ishbia talk about his favorite segments from our first 99 episodes.


In this episode, we discuss ...

• 1:20 – Eric Katz on nailing the first 90 seconds of a sales call
• 5:23 – Andi Numan on refinance business being available in any rate environment
• 7:55 – Ann Sullivan on using home equity to improve financial well-being
• 11:39 – Carrie Gusmus on the investment she makes in coaching her LOs
• 15:19 – Ian Twaddle on obsessing over real estate agent relationships


Show Contributors:

Eric Katz
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Andi Numan
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Ann Sullivan
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Carrie Gusmus
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Ian Twaddle
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

• Adrian Webb - Sr. Loan Officer, Milestone Mortgage Solutions


How to Leverage Your Time and Build Your Business Through Strong Connections

Adrian Webb is one of the top mortgage loan originators in the country. Even though his loan volume has increased over the years, his sales activities have stayed the same. Why do mortgage brokers have to stay connected to their referral sources regardless of how much business they’re doing? Tune into episode #99 of Good. Better. Broker. to find out how Adrian maximizes his schedule and holds himself accountable.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to leverage your time to build new relationships and further existing ones.


In this episode, we discuss ...

• 1:30 – Adrian’s approach to relationship management
• 3:06 – why Adrian’s activity level never changes
• 4:41 – how Adrian measures his activity
• 6:03 – interacting with clients in person vs. virtually
• 6:48 – the importance of working on the weekend
• 7:52 – making sure people know what you do
• 10:12 – lunch meetings vs. open houses
• 12:51 – using metrics to define success
• 14:20 – Adrian’s definition of a perfect week
• 15:44 – how to not be overly salesy to agents
• 17:43 – getting people in the community to think of you for their home loan


Resources mentioned in this episode:

Real Producers Magazine


Show Contributors:

Adrian Webb
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

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.

Connect with Justin on LinkedIn, Instagram, or Twitter

Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guests sit down with host Justin White:

• Nancy Aguirre - Your Better Mortgage
• Shane Ouimet - Better Rate Mortgage
• Linus Thalman - Golden Mortgage
• Fannie Mae West - Optist, Inc.
• Nathanael Perez - LEN Financial Services
• Frank Coto - Lincoln Lending Group


UWM Live! Attendees Join us to Talk About How They’re Generating Business

For the fourth year in a row, thousands of independent mortgage brokers gathered in Michigan for the biggest mortgage event of the year, UWM LIVE! In part 2 of this special episode, we catch up with mortgage professionals from around the country to find out how they’re leveraging technology, social media and more to bring in business.

In this episode of the Good. Better. Broker. podcast, you’ll hear interviews from the fourth annual UWM LIVE! event in Michigan.


In this episode, we discuss ...

• 0:35 – interview with Nancy Aguirre
• 8:05 – interview with Shane Ouimet
• 19:36 – interview with Linus Thalman
• 31:34 – interview with Fannie Mae West
• 41:53 – interview with Nathanael Perez
• 49:46 – interview with Frank Coto


Show Contributors:

Nancy Aguirre
LinkedIn, Instagram, Facebook

Shane Ouimet
LinkedIn, Instagram, Facebook

Linus Thalman
LinkedIn, Instagram , Facebook

Fannie Mae West
LinkedIn, Instagram, Facebook

Nathanael Perez
LinkedIn, Instagram, Facebook

Frank Coto
LinkedIn, Instagram, Facebook

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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:
• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.