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:

• 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:

• 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.

The following guests sit down with host Justin White:

• Michael Saleh and Henri Houmani, Zoom Home Lending


Knowledge and an Ability to Present Options Are Key When Discussing Points With Borrowers

In an elevated rate environment, one of the most important skills a mortgage loan originator can have is being able to discuss discount points with borrowers. How can mortgage brokers educate their clients on whether they should buy points? Listen to Episode #86 of Good. Better. Broker. as we talk with two former top-producing retail LOs who are bringing their wisdom on discount points to the wholesale channel.

In this episode of the Good. Better. Broker. podcast, you’ll learn various strategies on how to sell discount points.


In this episode, we discuss

• 1:44 – the importance of being able to sell discount points
• 3:21 – educating clients on discount points
• 4:28 – how Henri and Michael learned selling discount points in retail
• 6:16 – sales skills that help most when having conversations about points
• 7:31 – the approach an LO should take when discussing discount points
• 10:49 – the importance of being educated on the topic of discount points
• 11:41 – the impact of home equity on discount points
• 13:34 – providing options to borrowers
• 14:49 – how to talk borrowers through paying for points
• 16:31 – showing the borrower a visual of their options
• 19:44 – how to approach borrowers differently based on how they learn
• 22:41 – how to figure out how much savings makes sense to buy discount points
• 24:13 – Henri and Michael’s advice for other LOs on discount points


Show Contributors:

Michael Saleh
Connect on LinkedIn
Connect on Instagram

Henri Houmani
Connect on LinkedIn
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

• Lauren DuVall – Brokerowner, Guardian Core Mortgage


How Being Unapologetically Yourself Wins Borrowers Over and Sets You Up for Referrals

Mixing business with your personal life isn’t for everybody, but it can be a differentiator in earning a client’s trust. What can mortgage brokers do to personalize every interaction with a borrower? Listen to Episode #85 of Good. Better. Broker. as we talk with a mortgage broker who builds relationships by getting to know her clients and, just as importantly, letting her clients get to know her.

In this episode of the Good. Better. Broker. podcast, you’ll learn why being authentic and transparent with borrowers leads to repeat business and referrals.


In this episode, we discuss

• 1:28 – how Lauren personalizes interactions with her borrowers
• 2:09 – how this approach helped Lauren to not have to pay for leads
• 3:37 – Lauren’s closing gift baskets
• 4:29 – the point in the loan process when Lauren gets to know clients personally
• 5:36 – how Lauren keeps track of her clients’ personal details
• 6:12 – handwritten notes
• 6:51 – personalized Christmas ornaments
• 8:29 – reaction from clients to a personalized gift
• 9:06 – why Lauren allows clients to get to know her on a personal level
• 10:37 – how transparency allows Lauren to set expectations with clients
• 12:32 – Lauren’s approach to social media content
• 15:00 – how social media opens doors with real estate agents
• 16:42 – how Lauren’s approach helps her grow organically
• 18:23 – advice for other mortgage brokers on social media content


Resources mentioned in this episode:

CapCut


Show Contributor:

Lauren DuVall
Connect on LinkedIn
Connect on Facebook


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:

• Brett Moon – Vice President of Growth & Operations, FAM Realty


What Real Estate Agents Look for in Lending Partners and How Brokers Can Deliver for Them

If you’re trying to work with a top real estate company in your market, it’s essential to offer them something different. How can mortgage brokers provide a unique value proposition to agents? Listen to Episode #84 of Good. Better. Broker. as we sit down with one of eXp® Realty’s mega teams to understand how being in lockstep with their preferred lender fuels their business.

In this episode of the Good. Better. Broker. podcast, you’ll learn what top real estate companies want from their mortgage lenders.


In this episode, we discuss ...

• 1:42 – how FAM Realty has transitioned from buying leads to relying on technology
• 3:33 – social media outreach tactics
• 4:53 – the role inside sales agents play for Brett’s company
• 6:17 – how FAM Realty became a mega-team with eXp
• 7:24 – focusing on what’s best for clients vs. the bottom line
• 8:40 – what lenders can do to add value to real estate agents
• 10:34 – how Brett and his preferred lender stay in constant communication
• 11:17 – why Brett’s company works with wholesale lenders
• 12:50 – how lenders can offer something unique to their real estate partners
• 14:13 – how Brett’s relationship with his preferred lender began
• 15:55 – the importance of having similar values as your business partners
• 18:08 – how other mortgage loan originators can attract top real estate companies


Resources mentioned in this episode:

FAM Realty Group
Slack


Show Contributor:

Brett Moon
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.

The following guest sits down with host Justin White:

• Kelly Belcher – Mortgage Loan Officer, Key Mortgage Ink


Everything Mortgage Loan Originators Need to Know About Getting Positive Reviews

For any business or product, positive reviews can be a big boost to business. The opposite can also be true for negative reviews. How can mortgage brokers earn good reviews and avoid the bad ones? Listen to Episode #83 of Good. Better. Broker. as we talk with a 20+ year industry veteran who explains what she does to receive five-star reviews.

In this episode of the Good. Better. Broker. podcast, you’ll learn the how, why and when of asking borrowers for reviews.


In this episode, we discuss ...

• 2:13 – how Kelly goes about getting online reviews
• 2:53 – how Kelly gets calls from borrowers who find her on Google®
• 3:56 – Kelly’s brand as the “Michigan Mortgage Mom”
• 5:03 – how the Review Me tool helps Kelly
• 6:07 – when to ask for a review
• 7:03 – why it’s ok to ask for reviews at the beginning of the process
• 8:08 – why reviews from first-time homebuyers are so valuable
• 9:27 – using QR codes for reviews
• 10:24 – quality over quantity when it comes to reviews
• 11:50 – focusing on education to earn reviews
• 15:29 – elements of Kelly’s loan process that help earn good reviews
• 17:03 – Kelly’s strategy to be a resource for her real estate agents
• 19:20 – why providing value leads to good reviews
• 21:01 – attending open houses to help real estate agents


Resources mentioned in this episode:

homebot
House Canary


Show Contributor:

Kelly Belcher
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.

The following guest sits down with host Justin White:

• Darren Copeland – President and CEO, Summit Lending


Removing All Barriers So Loan Originators Can Do What They Do Best - Sell

There’s a saying that goes “either you control your day, or your day controls you.” This rings true for mortgage brokers, who are constantly trying to determine how to effectively manage their daily responsibilities. How can LOs spend more time on activities that bring in revenue? Listen to Episode #82 of Good. Better. Broker. as we sit down with a broker who dedicates time to sales and marketing every single day and coaches his LOs to do the same.

In this episode of the Good. Better. Broker. podcast, you’ll learn how time blocking can help grow your network and business.


In this episode, we discuss ...

• 1:40 – what it means to live in your green zone
• 2:56 – the importance of having a business plan
• 4:16 – why time blocking matters to mortgage loan originators
• 6:04 – being proactive to drive business
• 7:09 – figuring out your real estate agent targets
• 8:28 – why success is measured by quality conversations
• 10:08 – how to determine how many referral partners you need
• 11:47 – making online reviews and social media about your referral partners
• 13:30 – Darren’s tracker for living in your green zone
• 15:29 – how living in the green zone has impacted Darren’s LOs


Resources mentioned in this episode:

MMI
RETR
Model Match


Show Contributor:

Darren Copeland
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.