The following guest sits down with host Justin White:

• Craig Snell – VP of Sales, Milestone Mortgage Solutions


Using an Education-Based Approach to Build Loyalty With Borrowers and Agents

Spending 45 minutes to an hour on an initial client call is a commitment, but if done properly, the return can be well worth the time. Why should mortgage brokers take an education-based approach with clients and referral partners? Listen to Episode #95 of Good. Better. Broker. to find out how the top-brokered LO in Massachusetts has won over borrowers and referral partners by advising instead of selling.

In this episode of the Good. Better. Broker. podcast, you’ll learn why taking the time to educate clients is a surefire way to not lose deals.


In this episode, we discuss ...

• 1:32 – why education became Craig’s strategy
• 3:14 – why Craig tells clients how he gets paid
• 4:10 – how Craig avoids sounding like a salesperson
• 5:34 – how Craig educates clients without overwhelming them
• 7:27 – asking questions and explaining why you’re asking them
• 9:31 – telling clients about all their options and the best option
• 10:29 – how to stop problems before they pop up
• 11:29 – the impact of spending more time with clients on a first call
• 15:26 – how relationships have helped Craig’s production
• 17:51 – how Craig’s experience as a firefighter and paramedic helps him now


Show Contributors:

Craig Snell
Connect on LinkedIn
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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 guests sit down with host Justin White:

• Jalen Scott – Mortgage Broker, Belong Lending
• Grace Mulcahy – Realtor®, @Properties


Teaming Up With a Real Estate Agent to Become Top of Funnel With Clients

Instead of asking a real estate agent for referrals, imagine going to initial client meetings with them. How can mortgage loan originators partner with agents to build stronger relationships with borrowers and do more loans? Listen to Episode #94 of Good. Better. Broker. as we sit down with a mortgage broker and a Realtor® to find out how they complement each other and why they present themselves as a package deal.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to win over real estate agents and get more face time with borrowers.


In this episode, we discuss ...

• 1:51 – the partnership between Jalen and Grace
• 2:40 – what most lenders do when they approach Grace for business
• 4:43 – how Jalen determines which real estate agents he wants to work with
• 5:33 – what Grace looks for in her lending partners
• 6:33 – educating clients
• 7:34 – why Jalen and Grace started going to initial client meetings together
• 9:10 – the importance of synergy between a broker and an agent with client interactions
• 11:29 – how being a package deal helps Jalen and Grace work with more clients
• 13:47 – bringing ideas to agents to help them get more business
• 15:55 – why real estate agents prioritize availability from their lenders
• 17:35 – how Jalen came through for Grace on a weekend
• 19:00 – how Grace has helped Jalen become a better LO
• 21:15 – why an agent-broker partnership helps with beating other offers


Show Contributors:

Jalen Scott
Connect with Jalen on LinkedIn
Connect with Jalen on Facebook
Connect with Jalen on Instagram

Grace Mulcahy
Connect with Grace on Facebook
Connect with Grace on Instagram
Connect with Grace on TikTok


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:

• Keith Richardson – President, Coast 2 Coast Mortgage Lending


Loan Originators are Looking for Tech, Leads, and Retention Tools – but That’s Not All

As mortgage brokerages look to hire and retain talented loan originators, broker-owners are asking themselves an important question: what do LOs want from the company where they hang their license? Listen to episode #93 of Good. Better. Broker. as we sit down with the president of a mortgage company that closed over $1B in loan volume in 2024. He’ll explain how their support-focused approach has fueled production and retention.

In this episode of the Good. Better. Broker. podcast, you’ll find out why prioritizing LO support helps mortgage brokers keep talented loan originators.


In this episode, we discuss ...

• 1:41 – how Keith keeps talented loan originators
• 2:15 – how Keith’s experience outside mortgage helped shape his leadership style
• 2:47 – what Keith does to help his LOs solve the revenue riddle
• 3:23 – what Keith does to make sure his LOs feel taken care of
• 4:01 – the biggest needs of LOs in today’s mortgage landscape
• 4:46 – how Keith provides happiness through operations
• 5:50 – why a faster and easier process matters for LOs
• 6:29 – why Keith gets back to all of his LOs within an hour
• 7:21 – how Keith has come to have an empathetic approach
• 8:28 – supporting LOs while also holding people accountable
• 9:51 – why Keith tells recruits their best reference is current LOs at the company
• 10:35 – feedback from Keith’s LOs on why they stay with the company
• 11:47 – Keith’s advice for other brokers on keeping top talent


Show Contributors:

Keith Richardson
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:

• Haley McGovern – Loan Officer, CMS Mortgage Solutions


Every Borrower and Agent You Interact With Could Be the One That Changes Your Career

There’s no way to know when a major opportunity will present itself – but you can be ready for it. Haley McGovern was, and now she has referrals coming in and people marketing on her behalf. How can loan originators come through for clients and referral partners when they’re most in need? Listen to Episode 92 of Good. Better. Broker. to find out how Haley’s consistent approach to service helped her secure relationships that produce multiple referrals.

In this episode of the Good. Better. Broker. podcast, you’ll find out why every mortgage loan originator is one connection away from a career breakthrough.


In this episode, we discuss ...

• 1:36 – what Haley did to set herself up for a career breakthrough
• 2:26 – how Haley earned one of her biggest referral sources
• 3:53 – how Haley helps real estate agents
• 4:40 – how Haley earns referrals from agents
• 5:15 – real estate agents marketing for Haley
• 6:10 – what Haley does to impress listing agents
• 7:24 – how Haley’s office has contributed to her success
• 8:57 – the importance of real relationships with agents
• 10:09 – being patient when it comes to business referrals
• 12:08 – why Haley feels comfortable being more aggressive to get business
• 14:15 – how to be ready when a breakthrough opportunity arises


Show Contributors:

Haley McGovern
Connect on Facebook
Connect onInstagram


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:

• Michael Cain and Tracy Campagna – Mortgage Brokers, C2 Financial


Build Relationships and Business by Engaging With Real Estate Agents on Social Media

When Michael Cain and Tracy Campagna moved to San Diego from Chicago, they didn’t know anyone. Now, if you look at their social media, it looks like they know everyone. How did Michael and Tracy use Instagram to connect with real estate agents who consistently give them referrals? Listen to Episode #91 of Good. Better. Broker. as we find out the secrets to their successful social strategies.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to build relationships with real estate agents through Instagram.


In this episode, we discuss ...

• 1:51 – the impact social media has had on Michael and Tracy’s business
• 2:41 – why Michael and Tracy chose to use social media as a business strategy
• 4:28 – how Michael and Tracy came up with their Instagram handle
• 6:23 – how Michael and Tracy attract real estate agents through social media
• 7:35 – prospecting for real estate agents you may connect with
• 9:57 – how Michael and Tracy complement each other
• 11:53 – why Instagram is Michael and Tracy’s preferred social platform
• 12:31 – determining content for posts vs. stories
• 14:39 – getting engagement from followers
• 16:16 – why Michael and Tracy decided to hire a social media manager
• 17:02 – getting leads from Instagram
• 18:29 – connecting with people online vs. in-person
• 20:06 – finding common ground with real estate agents
• 21:11 – making social media a priority


Show Contributors:

Michael Cain and Tracy Campagna

Connect with Michael on LinkedIn
Connect with Tracy 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:

• Carrie Gusmus – President and CEO, Aslan Home Lending


There’s a Difference Between Being a Top Producer and a Productive Originator

Carrie Gusmus admits she probably spends more time individually developing her LOs than most mortgage brokers. Its part of her mission to bring out the greatness in everyone. How can brokers develop loan originators who are productive and happy? Listen to Episode 90 of Good. Better. Broker. to find out how Carrie sets her people up to have a fulfilling career and life.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to train and develop originators no matter their level of experience.


In this episode, we discuss ...

• 1:31 – Carrie’s methods for developing productive originators
• 2:28 – hiring people with no previous mortgage experience
• 4:22 – Carrie’s training and coaching model
• 7:07 – authenticity as a salesperson
• 7:55 – loan originators overcomplicating things
• 9:28 – why Carrie tweaks her training program
• 11:05 – recruiting originators who fit the company
• 13:18 – why you don’t have to be a top producer to be productive
• 15:37 – bringing greatness out of originators
• 17:37 – coaching people up or coaching them out
• 19:51 – Carrie’s advice on developing productive LOs


Resources mentioned in this episode:

Success Track


Show Contributors:

Carrie Gusmus
Connect on LinkedIn
Connect on Facebook
Connect onInstagram


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:

• 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
Connect on LinkedIn
Connect on Facebook
Connect onInstagram


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.