The following guest sits down with host Justin White:

• Eric Katz – President, Independence Home Loans

You can’t always win a deal in the first minute and a half of a sales call, but you can certainly lose it. How can mortgage loan originators set themselves up for success on the phone? Listen to episode 89 of Good. Better. Broker. as we sit down with a mortgage broker who reveals a sales philosophy that helped his company bring in almost $1 billion in loans last year.

In this episode of the Good. Better. Broker. podcast, you’ll learn strategies for nailing the first 90 seconds of a sales call.


In this episode, we discuss...

• 1:32 – keys to Eric’s success as a mortgage loan originator
• 2:45 – how Eric trains his sales team
• 3:47 – 3 keys to the beginning of a sales call
• 5:19 – why the first 90 seconds of a sales call are crucial
• 6:45 – starting calls the same way
• 8:46 – building trust and understanding clients’ needs
• 10:14 – having the right mindset before getting on a call
• 11:43 – the importance of having no distractions while on a call
• 12:36 – learning and using sales scripts
• 14:53 – how to disarm and differentiate
• 16:28 – tracking data and call coaching
• 19:21 – Eric’s message to LOs on the first 90 seconds of a call


Show Contributors:

Eric Katz
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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:

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• Twitter
• YouTube

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

The following guest sits down with host Justin White:

• David Kakish – Branch Manager, C2 Financial

David Kakish is part mortgage broker, part mad scientist. He tests out everything and then builds systems and processes around what works best. How did this strategy help David double his business? Listen to Episode 88 of Good. Better. Broker. to find out how he earns business without having to ask for it.

In this episode of the Good. Better. Broker. podcast, you’ll learn how a newer mortgage broker 2X’d his business by creating processes to impress real estate agents and borrowers.


In this episode, we discuss...

• 1:24 – David doubling his business in 2024
• 2:08 – David’s previous career as a pastor
• 3:15 – systems and processes that have helped David succeed
• 7:14 – testing out processes to see what’s most effective
• 8:49 – why David refers to loans as happy accidents
• 12:23 – how David utilizes data and tracking leads
• 14:52 – David’s perspective on real estate agent relationships
• 17:07 – testing out cold calls
• 21:24 – how David attracts new real estate agents
• 23:51 – David’s advice for creating processes with people in mind


Resources mentioned in this episode:

RETR


Show Contributors:

David Kakish
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:

• Andi Numan, Swift Home Loans
• Ian Twaddle, UMortgage
• Ryan Proffitt, Future Home Loans
• Jalen Scott, Belong Lending
• Lauren Fisco, United American Mortgage Corp.


Highlights From Our 5 Most Downloaded Episodes of 2024

How to excel at refinances in any market. Chase relationships, not loans. Pounding the pavement as a sales activity. What it takes to grow as a first-year originator. How to make your past clients remember you. These were the topics we covered in our most popular episodes of the year. You’ll hear something from each of those conversations on Good. Better. Broker’sBest of 2024.

In this episode of the Good. Better. Broker. podcast, you’ll hear interviews from our most downloaded episodes of 2024.


In this episode, we discuss ...

• 0:54 – Refinances with Andi Numan
• 5:29 – Real estate relationships with Ian Twaddle
• 9:35 – Successful sales activities with Ryan Proffitt
• 13:51 – Growing and scaling as a newer LO with Jalen Scott
• 18:13 – Creating a memorable client experience with Lauren Fisco


Show Contributors:

Andi Numan
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Ian Twaddle
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Ryan Proffitt
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Jalen Scott
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Lauren Fisco
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

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.