The following guest sits down with host Justin White:

• Chris Sbonek – Brokerowner, Mitten Mortgage Lending


Providing Value Before Asking for Loans as a Growth Strategy for Independent Mortgage Brokers

In a society where most things we want are just a click away, it’s tough to choose a longer runway to success – especially for small business owners. Why is slow growth a strategy that pays off for mortgage brokers? Listen to Episode # 79 of Good. Better. Broker. as we sit down with a brokerowner who is intentional about growing his business through organic relationships.

In this episode of the Good. Better. Broker. podcast, you’ll learn why developing organic relationships creates a sustainable business model.


In this episode, we discuss ...

• 1:30 – how Chris has intentionally grown his business slowly
• 2:16 – Chris’ definition of an organic relationship
• 3:26 – why it’s important to find people who truly want to work with you
• 4:43 – why Chris prioritizes consistency and long-term success
• 7:17 – operating as a 100% referral-based business
• 8:05 – how Chris decided to focus on relationships with real estate agents
• 11:22 – the importance of attending open houses and closings
• 13:31 – coaching real estate agents to do things the right way
• 15:56 – solving issues early in the loan process and being proactive
• 20:38 – being attentive to the individual needs of all clients
• 22:41 – Chris’ advice for other brokers on growing slowly and organically


Show Contributor:

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

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.

Connect with Justin on LinkedIn, Instagram or Twitter


Connect with UWM on Social Media:

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

The following guest sits down with host Justin White:

• Craig Good – Chief People Officer, Dovetail Mortgage


Build a Successful Broker Shop by Mentoring, Engaging and Motivating Loan Originators

After nearly 3 decades in the mortgage business, Craig Good is embracing the opportunity to pay all his knowledge forward. In the process, he’s helping build a broker shop that is growing every year. How can mortgage brokers set their originators up for short- and long-term success? Listen to Episode 77 of Good. Better. Broker. as we find out the mindset it takes to succeed in a commission-only job.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to scale your business by being boots on the ground with your originators.


In this episode, we discuss ...

• 1:46 – Craig’s leadership style
• 2:30 – how Craig keeps his company’s originators motivated
• 4:10 – Dovetail’s onboarding process
• 5:10 – how Craig keeps originators engaged
• 6:26 – recruiting younger and inexperienced loan originators
• 7:32 – why having a mix of experienced and inexperienced LOs works well
• 9:22 – how Dovetail’s investment in technology has impacted growth
• 11:40 – navigating tripping points in the loan process
• 13:11 - what it takes to succeed in a commission-only job
• 14:45 – how the company’s values contribute to its production
• 17:08 – the importance of bringing younger people into the business
• 18:51 – Craig’s advice for leaders on scaling successfully


Resources mentioned in this episode:

Brian Buffini Coaching
Success Track
PA+


Show Contributor:

Craig Good
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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.

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.