Batting 1,000 with Dale Vermillion

Website → dalevermillion.com

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.

What top lenders are doing differently in today’s market with Peter Benjamin

Mon, 10 Mar 2025 12:00:00 -0600

In an industry where profitability and production often take center stage, credit unions have a unique edge: a service-first mindset that puts members ahead of margins.

No one understands this better than Peter Benjamin, President of ACUMA and a seasoned leader in the lending industry. A Certified Mortgage Banker and Six Sigma Black Belt, Peter has spent nearly two decades helping credit unions navigate the complexities of mortgage lending while staying true to their mission.

In this episode, Peter and Dale dive into:

‣ Why credit unions are uniquely positioned to thrive in today’s market

‣ The key habits of top-performing lenders that set them apart

‣ The “S-word” credit unions need to embrace to remain competitive

‣ How technology, social media, and proactive marketing can drive real growth

If you’re in the mortgage industry—whether at a credit union, bank, or IMB—this conversation will challenge the way you think about customer relationships, mortgage marketing, and long-term borrower retention.

About ACUMA

The American Credit Union Mortgage Association (ACUMA) is a non-profit trade association dedicated to supporting and advancing credit unions in the mortgage lending industry. Exclusively composed of credit union professionals and their primary suppliers, ACUMA serves as a vital resource for networking, education, and advocacy in home finance.

🔗 Become a member

🔗 Explore upcoming events

🔗 Get involved in ACUMA's community

About Peter Benjamin

Peter Benjamin is the President of ACUMA and a seasoned leader with nearly two decades in the lending industry. A Certified Mortgage Banker and Six Sigma Black Belt, he has a proven track record of leading high-performing teams, driving growth, and streamlining processes for efficiency and profitability.

A graduate of the MBA’s Future Leaders Program, Peter brings deep expertise in lending, finance, product development, and strategic planning—all with a people-first, service-driven approach. He also serves as a board member of the Bollinger Foundation, reflecting his commitment to making a lasting impact beyond the industry.

Connect with Peter

LinkedIn → https://www.linkedin.com/in/peterjbenjamin/

About Dale Vermillion

Dale Vermillion, an industry icon, has trained over 1,000,000 lending professionals and worked with more than 600 organizations. He is a three-time HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the author of Navigating the Mortgage Maze. Dale is also the founder of Mortgage Professionals Providing Hope.

Connect with Dale

LinkedIn → linkedin.com/in/dalevermillion

YouTube → youtube.com/@dalevermillion

Website → dalevermillion.com

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.

How Shant Banosian has funded $9 Billion in loans

Thu, 09 Jan 2025 05:00:00 -0600

In this episode of Batting 1,000 with Dale Vermillion, Dale sits down with Shant Banosian, America’s #1 loan officer with over $9 billion in funded loans, to break down what it takes to build a thriving mortgage business—even in challenging markets. Shant shares 10 powerful lessons on how loan officers can level up by mastering the fundamentals, controlling conversations, and building high-impact teams.

Shant doesn’t just talk about success—he lives it. From cultivating lifelong client relationships to staying ahead of market shifts, this conversation is packed with actionable insights for mortgage professionals, sales leaders, and anyone in the lending space looking to hit their own home run.

Key Takeaways:

Relationships > Transactions — Build trust and focus on long-term partnerships, not just quick deals.
Control Your Calls — A structured call approach is essential to guide clients and differentiate yourself.
Become an Expert — You can’t fake it. Stay informed on products, market trends, and processes.
Educate Your Clients — Help clients understand what matters beyond just rates to build lasting trust.
Build a Strong Team — Scale by surrounding yourself with talented people in clearly defined roles.
Know Your Numbers — Track key metrics weekly and make quick adjustments to stay on target.
Work Smart, Stay Balanced — Build systems that allow you to focus during work hours and unplug at home.
Never Stop Learning — Seek mentorship, coaching, and continuous improvement to stay ahead.
See Hard Markets as Opportunities — Difficult times are when you can gain market share and loyalty.
Stay Ahead of Changes — Anticipate future trends and be ready to adapt before the market shifts.

Links & Resources:

Connect with Dale Vermillion on LinkedIn: Dale Vermillion LinkedIn
Learn more about Shant Banosian: Shant Banosian LinkedIn
Follow Batting 1,000 with Dale Vermillion for more episodes.

If you enjoyed this episode, don’t forget to leave us a review and share it with your network. Every rating helps us reach more people with practical strategies to grow their businesses and lead with excellence.

Creating the next generation of homebuyers with Kristin Messerli and FirstHome IQ

Mon, 16 Dec 2024 12:00:00 -0600

The average age of a first-time homebuyer in 2024 was 38—nearly a decade older than it was just 10 years ago. For too many Americans, the dream of homeownership feels increasingly out of reach, causing their overall wealth to lag behind that of their parents at the same age.

While headlines focus on the housing affordability crisis, another critical issue is unfolding—one that rarely makes the news: the widespread lack of financial literacy among American consumers.

As an industry, we have a vested interest in ensuring future generations of homeowners not only understand how homeownership builds financial security but also develop the financial disciplines needed to qualify sooner rather than later.

It's a challenge that FirstHome IQ, a nonprofit founded and supported by mortgage professionals, is working to solve. Leading this effort is Kristin Messerli, a home finance educator and advocate who has dedicated her career to making homeownership more attainable.

Don’t miss this timely conversation about one of the most pressing challenges—and greatest opportunities—facing the mortgage industry today.

About FirstHome IQ

FirstHome IQ is a nonprofit organization dedicated to providing homeownership education, inspiration, and resources to ensure equal opportunities for the next generation to build wealth through homeownership. Their approach includes online education featuring engaging content on financial literacy, a curated selection of tools such as payment calculators and budgeting apps, and outreach efforts in collaboration with schools and community organizations to deliver on-site education. By enhancing financial literacy, they aim to help individuals avoid costly mistakes, reduce financial stress, and plan effectively for the future.

🔗 Learn more about FirstHome IQ

🔗 Sponsor a student or class

🔗 Become a FirstHome IQ Ambassador

About Kristin Messerli

Kristin is a speaker and researcher on nextgen homeownership and financial wellness. Her background includes social work with unhoused youth, homebuyer education, and developing outreach programs. She founded and sold the digital marketing agency, Cultural Outreach, and authors the NextGen Homebuyer Reports, surveying over 4,000 millennial and gen z homebuyers.

Connect with Kristin

LinkedIn → https://www.linkedin.com/in/kristinmesserli/

About Dale Vermillion

Dale Vermillion, an industry icon, has trained over 1,000,000 lending professionals and worked with more than 600 organizations. He is a three-time HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the author of Navigating the Mortgage Maze. Dale is also the founder of Mortgage Professionals Providing Hope.

Connect with Dale

LinkedIn → linkedin.com/in/dalevermillion

YouTube → youtube.com/@dalevermillion

Website → dalevermillion.com

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.

The VA loan, NAR Settlement, and shifting mortgage landscape with Nathan Knottingham

Wed, 09 Oct 2024 17:00:00 -0600

Endeared to history as the last great Philosopher King, Marcus Aurelius's legacy is shaped more by his stoic writings than by his imperial conquests.

Similarly, I believe Nathan Knottingham—Chief of Staff at Vetted VA and Co-Founder of MLO Force—will be remembered more for his insights into leadership, the heart of service, and the centrality of purpose than for his daily impact in reshaping our industry.

As an advocate for housing for veterans and an expert in continuing education training, Nathan is a wealth of knowledge for lenders and loan officers. But throughout this dynamic conversation, it became clear that he has a challenge for every originator, branch manager, and mortgage executive willing to listen: to be better and do better—not just for ourselves, but for our industry, our teams, and the borrowers we ultimately serve.

This conversation will leave you reflecting on how you lead your team, serve your clients, and, ultimately, live out your purpose in business and life.

About MLO Force

Mortgage loan originators and brokers wield great power in the lives and dreams of American homeowners. With that power comes (you guessed it) great responsibility. MLO Force believes the mortgage journey should transcend the transactional and become transformational for the aspiring and existing homeowners we interact with. Our CE aims to bring out the best in every MLO—to be a mortgage hero to your borrowers; ethical, people-first, and ready to do what it takes to make a difference in their lives.

🔗 *Learn more:* https://www.mloforce.com/

🔗 *Explore courses:* https://www.mloforce.com/courses

🔗 *Read the blog:* https://www.mloforce.com/blog-1

About Nathan Knottingham

Nathan Knottingham is transforming online education in the mortgage sector. As the CEO of MLO Force, Nathan leverages his experience as both a leader and originator to make NMLS Continuing Education as affordable and painless as possible.

A frequent speaker on the mortgage conference circuit, Nathan often sheds light on the best and highest use of the VA Home Loan. Since 2019, he has served as the COO of Vetted VA, which not only provides trusted information for the industry but also fosters a supportive community for lenders and originators serving veterans through homeownership.

Nathan also serves as Chief of Staff for Be My Neighbor Mortgage, where he plays a key role in supporting borrowers on their homeownership journey.

Connect with Nathan

LinkedIn → https://www.linkedin.com/in/nathanknottingham/

About Dale Vermillion

Dale Vermillion, an industry icon, has trained over 1,000,000 lending professionals and worked with more than 600 organizations. He is a three-time HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the author of Navigating the Mortgage Maze. Dale is also the founder of Mortgage Professionals Providing Hope.

Connect with Dale

Connect with @DaleVermillion

LinkedIn → https://linkedin.com/company/dalevermillion

Facebook → https://facebook.com/dalevermillionofficial

X → https://x.com/dalevermillion

Website → https://dalevermillion.com

Email → listen@dalevermillion.com

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.

Where housing's headed with Diego Sanchez, President of HousingWire

Mon, 09 Sep 2024 05:00:00 -0600

If you had to rate your confidence in the mortgage industry in 2024 on a scale of 1 to 10, what number would you choose? For HousingWire president Diego Sanchez, it’s a solid 10—and for good reason.

As someone who interacts daily with lenders, vendors, and a best-in-class reporting and editorial team, Diego has his finger firmly on the pulse of the mortgage industry. Despite high rates, low inventory, and persistent inflation, he sees a wealth of opportunities on the horizon for originators and shares his top insights on how to capitalize on them.

Don’t miss this dynamic conversation between the industry’s most decorated sales expert and the president of one of the most influential (and fastest-growing) media companies in mortgage and real estate.

Dale and Diego cover a wide range of topics, from key data trends to the impact of technology and information on modern originations, the downstream effects of the NAR settlement, and the ongoing transformation of the valuation and title insurance industries.

Subscribe to Batting 1,000

YouTube → youtube.com/c/dalevermillion

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

In This Episode

▸ How are lenders finding success in today's market? (starts at 4 mins 15 secs)

As president of a leading industry publication—and notably, one that hosts some of the fastest-growing industry events—Diego Sanchez has his finger on the pulse of which lenders are succeeding and which are falling behind. Hear his perspective on how the best lenders are navigating today’s market: containing costs, targeting niche growth opportunities, and leveraging data more effectively.

▸ The flight to quality (starts at 10 mins 10 secs)

The post-COVID market has, perhaps more than any other, separated the best from the rest in mortgage and real estate. Diego argues that this separation has enabled growing lenders to attract and retain top talent while avoiding—or, in some cases, shedding—underperforming employees.

▸ The role of information in modern originations (starts at 14 mins 17 secs)

The mortgage industry has an information problem. Why? In part because loan officers are failing to use the information at their fingertips to help clients make informed lending decisions. But more significantly, borrowers now have more access to information than ever before—yet much of it is preventing them from making the right decisions at the right time. That’s why HousingWire is committed to breaking down silos and providing our industry—and, through it, the American homeowner—with the full picture.

▸ Consequences of the NAR Settlement (starts at 23 mins 47 secs)

Are we living in a new world following the official implementation of the NAR settlement? Diego breaks down what he sees as the most significant downstream effects of the settlement, including a reduction in buyer’s agent compensation and a subsequent downsizing of buyer’s agents nationwide.

▸ Innovation in home valuations and title insurance (starts at 31 mins 12 secs)

The post-COVID housing market stress-tested every facet of the home loan origination process, including appraisals and title insurance, both of which were shown to be ripe for innovation. Diego shares his concerns about an aging appraisal workforce, the limited applicability of AVMs, and the mounting expense of title insurance. He also discusses opportunities to streamline those costs through regulatory changes and title insurance alternatives, including attorney opinion letters.

▸ The threat of servicers to non-portfolio originators (starts at 34 mins 50 secs)

With the Fed expected to cut interest rates within weeks of this episode’s release, the industry is poised for a refinance boom. However, many lenders have begun to worry about losing business to major servicers, who have strategically built up their database marketing capabilities and in-house origination teams over the past several years to capitalize on rising consumer demand. Diego shares his thoughts on the threat servicers pose to originators and how originators can prevent churn from their books of business.

▸ Where Diego believes the industry is headed (starts at 42 mins 48 secs)

Diego believes the industry is heading into calmer waters. As inventory normalizes, home value increases plateau, the likelihood of near-term rate cuts remains high, and inflation dips below 3%, he anticipates borrower demand will recover and, with shifting demographics, begin to grow. Additionally, a small refinance boom for late-cycle borrowers is on the horizon, which should provide lenders with a modest boost to reinvest in serving the next generations of American homebuyers over the next 15 to 20 years.

About HousingWire

HousingWire's mission is to break down silos and provide industry leaders with the full picture to move markets forward. They combine original data, analytics, technology, media, and events to support informed leaders.

🔗 Subscribe for free: housingwire.com/newsletter

🔗 Explore HW+ membership: housingwire.com/membership

About Diego Sanchez

Diego Sanchez is a digital media veteran with over a decade in executive management. He has held senior leadership roles at Travelzoo, Rodale, Adtelligent, and now serves as President of HW Media. Diego holds a Bachelor of Arts in Governmental Studies from Harvard and an MBA from Columbia Business School. Prior to entering media, Diego worked in both nonprofit and for-profit education. He lives in Brooklyn, NY, with his wife and two sons.

Connect with Diego

LinkedIn → linkedin.com/in/diegoesanchez

About Dale Vermillion

Dale Vermillion, an industry icon, has trained over 1,000,000 lending professionals and worked with more than 600 organizations. He is a three-time HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the author of Navigating the Mortgage Maze. Dale is also the founder of Mortgage Professionals Providing Hope.

Connect with Dale

LinkedIn → linkedin.com/company/dalevermillion

Website → dalevermillion.com

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.

The unsung path back from today's housing affordability crisis with Mike Simonsen

Fri, 02 Aug 2024 05:00:00 -0600

Where is the mortgage market headed? Mike Simonsen and the team at Altos Research can you tell you sooner than anyone. Since before the meltdown in 2008, Mike has been collecting, analyzing, and interpreting the most real-time real estate data available. And in this episode of Batting 1,000 with Dale Vermillion, he shares exactly what the data is indicating for future housing inventory levels, home prices, and more.

Know exactly what to expect in today's mortgage market, and what you need to prepare for as the FED works to restore inventory from it's anemic levels.

Subscribe to Batting 1,000

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

Google Podcasts → https://bit.ly/3VjQxEl

In This Episode

▸ How Mike's data "saved" Goldman Sachs (starts at 1 min 25 secs)

Enjoy Mike's tongue-in-cheek story about how 6 months after Goldman Sach's became Mike's first enterprise data licensing client, they shorted the housing market one quarter faster than the rest of Wall Street.

▸ The actual state of housing inventory (starts at 8 mins 39 secs)

While there's 39% more unsold housing inventory in the United States today than there was a year ago and every state has more inventory today than this time last year, only 5 of 50 states have more inventory than they did in 2019. And if the data holds, YoY inventory gains will be closer to 20% by EOY.

▸ Contextualizing new construction in the inventory calculation (starts at 19 mins 15 secs)

When calculating. the actual supply of available homes for sale, understanding where in the construction process new construction listings are is absolutely critical. Mike explains why, and how the Altos Research team factors for currently unsellable new construction in their inventory calculations.

▸ The impact of the NAR settlement on listings data (starts at 21 mins 48 secs)

In short, the impact of the NAR settlement has drastically altered listings data. Inventory, while growing, remains below normal market targets, buyer demand remains low as rates hover above 6%, and price reductions have continued to accelerate modestly as we approach the offseason.

▸ Proving value with Altos Market Reports (starts at 27 mins)

In the aftermath of the NAR Settlement, buyers are demanding proof than ever of the value their real estate agents provide. Having access to white-labeled Altos Research market reports is just another way to prove the value of your representation, or to help your partners prove the value of their representation.

▸ Where home prices are headed in America (starts at 28 mins 38 secs)

There are so many factors that drive home prices, incl. rates, demand, inventory and equity just to name a few. Based on his decades pf experience (and best-in-class data), Mike sees home prices continuing to grow modestly, with select markets experiencing temporary drawbacks that will mostly affect late-cycle borrowers. But nowhere in the data does Mike see indications of a crash in home prices—not even in the most reduced markets, like Austin, TX.

▸ Bullish and bearish indicators for mortgage (starts at 41 mins)

If there's one reason for a bullish attitude toward today's mortgage market, it's LTVs. According to CoreLogic, the median equity in America right now is an astonishing $305,000. However, for late-cycle borrowers and current buyers, DTI ratios are becoming a serious concern. At 40%, the national median debt-to-income ratio is troubling, a potential reason to temper bullishness towards the current mortgage market.

About Altos Research

Altos Research is the premier resource for real-time real estate data. We provide weekly market statistics, analysis and reporting for 99% of the zip codes in the U.S., helping real estate professionals, investors, financial institutions, and their clients make better-informed decisions.

🔗 Subscribe on YouTube: https://youtube.com/@altosresearch

🔗 Request a demo: https://altosresearch.com/

About Mike Simonsen

A true data geek, Mike founded Altos Research in 2006 to bring data and insight on the U.S. housing market to those who need it most. Altos provides national and local real estate data to financial institutions, real estate professionals, and investors across the country. In 2022 the company was acquired by HW Media, publisher of HousingWire and RealTrends. Mike uses Altos data to identify trends in the real estate market well before the headlines, and his work has been featured in the New York Times, The Atlantic, Fortune, Bloomberg and other publications.

Connect with Mike

LinkedIn → https://www.linkedin.com/in/simonsen/

Twitter → https://twitter.com/mikesimonsen

About Dale Vermillion

Dale Vermillion, an industry icon, has trained over 1,000,000 lending professionals and worked with over 600 organizations. He is a three-time HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the author of "Navigating the Mortgage Maze." Dale is also the founder of Mortgage Professionals Providing Hope.

Connect with Dale

LinkedIn → https://linkedin.com/company/dalevermillion

Facebook → https://facebook.com/dalevermillionofficial

X → https://x.com/dalevermillion

Website → https://dalevermillion.com

Buy Barry's book, Money in the Streets

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.

You just don't know how lucky you are with Barry Habib

Mon, 24 Jun 2024 12:00:00 -0600

In this episode of Batting 1,000 with Dale Vermillion, Dale is joined by Barry Habib, CEO of MBS Highway, for an inspiring and heartfelt conversation. Barry shares his journey of battling cancer while continuing to make significant contributions to the mortgage industry. He discusses his experiences, the importance of gratitude, and the power of maintaining a positive mindset during challenging times. Barry also emphasizes the value of knowledge, vulnerability, and trust in building successful relationships, both personally and professionally.

Subscribe to Batting 1,000

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

Google Podcasts → https://bit.ly/3VjQxEl

In This Episode

Barry's battle with cancer (starts at 3 mins 29 secs)

Barry talks about his diagnosis, treatment, and the challenges he faces. He shares insights on maintaining a positive outlook and the importance of gratitude during tough times.

The importance of gratitude (starts at 8 mins 20 secs)

Dale and Barry discuss how practicing gratitude can transform your mindset and improve both personal and professional relationships.

Building trust through vulnerability (starts at 16 mins 27 secs)

Barry explains how being open about your weaknesses can strengthen trust and foster deeper connections with others.

Knowledge as a key to success (starts at 22 mins 45 secs)

The conversation shifts to the critical role of knowledge in the mortgage industry and how understanding the market can help professionals better serve their clients.

Barry's market insights (starts at 39 mins 09 secs)

Barry provides his expert analysis on the current state of the mortgage market and shares his predictions for the future.

Resources

Susbcribe to MBS Highway

Schedule a Call with Dale’s Team

Soundbites

"You just don't know how lucky you are." — Barry Habib
"It's the journey that's important, not just the goal." — Barry Habib
"The greatest feeling in the world is helping others achieve financial freedom." — Barry Habib
"Gratitude transforms your mindset and improves relationships." — Dale Vermillion

About Barry Habib

Barry Habib, CEO of MBS Highway, is a renowned entrepreneur and media resource for mortgage and housing expertise. He is the author of the Amazon #1 bestseller Money in the Streets and played a crucial role in stabilizing the mortgage industry during the 2020 financial crisis. Barry is a three-time Crystal Ball Award winner for accurate real estate forecasts, the 2019 Mortgage Professional of the Year, and has been recognized in multiple prestigious industry lists. Besides his impressive mortgage career, Barry has produced the Broadway show Rock of Ages and Cris Angel’s Mindfreak. He is also a highly rated speaker and trainer with over 25 years of experience.

Connect with Barry

LinkedIn → linkedin.com/in/barryhabib

Subscribe to MBS Highway → highway.ai

About Dale Vermillion

Connect with Dale

LinkedIn → linkedin.com/company/dalevermillion

Facebook → facebook.com/dalevermillionofficial

Schedule a call with Dale's team

Website → dalevermillion.com

Email → listen@dalevermillion.com

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions. The show is produced and edited by Jake Vermillion. Music by Envato Elements.

Closing 40+ loans per month with Hunter Strong

Tue, 21 May 2024 05:00:00 -0600

To kick off Season 3 of Batting 1,000 with Dale Vermillion, Dale sits down with Hunter Strong, a top-performing Mortgage Loan Officer at FirstTrust Home Loans. During the conversation, Hunter shares his journey from aspiring pharmacist to professional baseball player, and finally to a mortgage industry leader closing over 40 loans per month. With a unique approach combining hard work, dedication, and strategic relationship-building, Hunter offers invaluable insights for anyone in the mortgage industry.

Subscribe to Batting 1,000

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

Google Podcasts → https://bit.ly/3VjQxEl

In This Episode

From aspiring pharmacist to top-producer (starts at 1 min)

Hunter discusses his initial career aspirations and how he transitioned into the mortgage industry.

Learning from the lock desk (starts at 4 mins)

Hunter explains how starting on the lock desk set the foundation for his success as a Loan Officer.

Building a high-volume business online and off (starts at 15 mins)

Dale and Hunter discuss the strategies Hunter uses to drive so many units per month, including landing a huge referral source through Tik Tok and driving 5 hours in a day to meet with a single broker.

Building a highly specialized team (starts at 24 mins)

Hunter breaks down how he's structured his team to ensure each member fills a specialized role.

Learning it's not about rate (starts at 28 mins)

Dale and Hunter discuss how Hunter addresses clients' concerns about interest rates and why he's learned to focus on payment, not rate, when selling loans.

Hunter's top tips for closing more loans (starts at 32 mins)

Hunter unpacks his top advice for closing more loans, including the importance of playing to your strengths, treating clients with respect, and building trust with your customers and partners.

When failure's not an option (starts at 36 mins)

Hunter shares some of the lessons he's learned from his dad and mentor that have helped to drive his professional and personal success.

Resources

Soundbites

"You have to be the smartest person in the transaction to take control and build trust."
"It’s not about the interest rate; it’s about what you can afford per month."
"Treat every single person in the transaction like you treat your family."

About Hunter Strong

With five years of dedicated service in the mortgage industry, Hunter Strong is a seasoned professional who has successfully guided hundreds of customers through the complex process of home purchases and refinances. He is committed to ensuring his clients are well-informed and confident at every step. Beyond his mortgage career, Hunter enjoys spending time with his wife, Jordyn, and daughter, Elyse, watching NFL football, and reading a good book.

Connect with Hunter

LinkedIn → Hunter Strong

About Dale Vermillion

Having trained over 1,000,000 lending professionals and worked with over 600 organizations, Dale Vermillion has compiled the best practices of the nation’s top producers into a practical and proven system. Dale is a 3x HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the proud author of "Navigating the Mortgage Maze."

Connect with Dale

LinkedIn → Dale Vermillion

Facebook → Dale Vermillion Official

Twitter → @dalevermillion

Website → dalevermillion.com

Schedule a call with Dale's Team

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions, a VCI company. Produced and edited by Jake Vermillion. Music by Envato Elements. Copyright 2024 © Vermillion Consulting, Inc., All Rights Reserved.

Becoming the lender of tomorrow with TMC President, Melissa Langdale

Mon, 08 Jan 2024 12:00:00 -0600

In the final episode of Season 2 of Batting 1,000, Dale Vermillion chats with Melissa Langdale, the new President of The Mortgage Collaborative (TMC). With over 20 years in the mortgage industry, Melissa brings a wealth of knowledge and experience. She discusses the key challenges faced by lenders in 2023 and the strategies they are employing to overcome them. Melissa also shares insights into what 2024 holds for the mortgage industry and highlights the importance of leveraging technology and building strong relationships.

Subscribe to Batting 1,000

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

Google Podcasts → https://bit.ly/3VjQxEl

In This Episode

About The Mortgage Collaborative (starts at 3 mins)

Melissa shares about TMC's collaborative approach and the benefits it offers to its members.

Key challenges of 2023 (starts at 6 mins)

Dale and Melissa discuss the rising costs of origination, operational capacity, and growing market share.

Solutions for reducing origination costs (starts at 10 mins)

Dale and Melissa discuss strategies for reducing origination costs, improving operational efficiency, and leveraging technology.

Looking ahead to 2024 (starts at 24 mins)

Dale and Melissa discuss their predictions for the mortgage market in 2024 and the opportunities they anticipate.

The impact of mortgage technology and AI (starts at 32 mins)

Dale and Melissa explore the role of AI in the mortgage industry and its potential impact.

The centrality of servant leadership (starts at 42 mins)

Dale and Melissa discuss the key traits of great leaders and the significance of maintaining strong relationships in the industry.

Melissa’s 2024 outlook (starts at 50 mins)

Melissa's final thoughts on what lenders should focus on to thrive in the coming year.

Resources

Become a TMC Member

Attend a TMC Event

Soundbites

"Success happens with relationships and local markets that you serve."
"You need a balance of high touch and high tech."
"Leverage technology to scale your business without the swings of headcount."

About Melissa Langdale

Melissa Langdale is the President of The Mortgage Collaborative (TMC), bringing over 20 years of experience in the mortgage industry. She focuses on engaging with lender members and preferred partners, overseeing TMC's daily operations, financial management, events, team processes, and strategy. Melissa's extensive background spans business operations, sales, recruiting, marketing, capital markets, servicing, quality control, compliance, and risk management.

Connect with Melissa Langdale

LinkedIn → Melissa Langdale

Website → The Mortgage Collaborative

About Dale Vermillion

Having trained over 1,000,000 lending professionals and worked with over 600 organizations, Dale Vermillion has compiled the best practices of the nation’s top producers into a practical and proven system. Dale is a 3x HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and the proud author of "Navigating the Mortgage Maze."

Connect with Dale

LinkedIn → Dale Vermillion

Facebook → Dale Vermillion Official

Twitter → @dalevermillion

Website → dalevermillion.com

About Batting 1,000

Social media is not a sales tool with Coach Kyle Draper

Fri, 08 Dec 2023 12:00:00 -0600

In this episode of Batting 1,000 with Dale Vermillion, Dale hosts Kyle Draper, the CEO of Content Compounding and author of Rethink Everything: You Think You Know About Social Media. Kyle shares his extensive experience in video marketing and social media, offering insights on how to effectively leverage these tools for personal and professional growth. Kyle and Dale discuss the importance of authenticity in social media, the power of video content, and strategies for building genuine relationships online.

This conversation is a must-listen for anyone looking to enhance their social media presence and connect more deeply with their audience.

Subscribe to Batting 1,000

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

Google Podcasts → https://bit.ly/3VjQxEl

In This Episode

The power of video (starts at 5 mins 11 secs)

Kyle explains why video is crucial for modern marketing strategies.

Being authentic on social (starts at 12 mins 5 secs)

Dale and Kyle discuss the importance of being authentic and genuine in online interactions.

Building relationships online (starts at 19 mins 23 secs)

Kyle shares his top strategies for creating meaningful connections through social media.

Adding value to your audience (starts at 25 mins 34 secs)

Kyle unpacks how to use social media to educate and provide value to your audience.

Avoiding common mistakes online (starts at 32 mins 48 secs)

Kyle addresses common pitfalls Loan Officers make online and how to avoid them.

Creating more content in less time (starts at 41 mins 7 secs)

Dale and Kyle talk about how to repurpose your content to maximize its reach and impact.

Soundbites

"Social media isn't just about marketing; it's about building relationships and being real."

"Authenticity is the secret ingredient to a powerful social media presence."

"Video content works for you even when you're not working."

"People make time for what they value—make your social media presence valuable."

About Kyle Draper

Kyle Draper is a seasoned speaker, author, and entrepreneur with over twenty years of experience in helping brands and individuals shine online through video marketing. He is the CEO of Content Compounding, a company dedicated to helping businesses create and repurpose video content across multiple platforms. As the author of "Rethink Everything You Know About Social Media," Kyle challenges and inspires readers to leverage social media for personal and professional growth. His passion for simplifying complex industry trends and his commitment to leaving people better than he found them drives his work. Kyle lives to be a positive influence and a reflection of his faith in Jesus.

Connect with Kyle

LinkedIn → linkedin.com/in/coachkyledraper

Facebook → facebook.com/kyle.r.draper.3

YouTube → youtube.com/@CoachKyleDraper

TikTok → tiktok.com/@coachkyledraper

Website → contentcompounding.com

Book → amazon.com/rethink-everything...

About Dale Vermillion

Having trained over 1,000,000 lending professionals and worked with over 600 organizations, Dale Vermillion has compiled the best practices of the nation’s top producers into a practical and proven system that has helped countless individuals build lasting relationships with their borrowers, strengthen and expand their referral partnerships, and achieve greater personal and professional success than they thought possible. Dale is a 3x HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and a 2021 Mortgage Professional America Housing Industry Icon. He’s also the proud author of "Navigating the Mortgage Maze" (Moody Publishing) and the founder of Mortgage Professionals Providing Hope.

Connect with Dale

LinkedIn → linkedin.com/company/dalevermillion

Twitter → twitter.com/dalevermillion

Website → dalevermillion.com

Schedule a call with Todd's team

Production Information

Embracing faith over fear with Todd Duncan

Mon, 06 Nov 2023 12:00:00 -0600

In this episode of Batting 1,000, Dale Vermillion sits down with Todd Duncan, the CEO and Founder of High Trust Selling. Todd, a two-time New York Times bestselling author and renowned speaker, shares his insights on thriving in the mortgage industry by embracing faith over fear. With over 5 million professionals trained and a wealth of experience from speaking engagements worldwide, Todd offers invaluable strategies for overcoming current market challenges.

Dale and Todd discuss the importance of mindset, relationship-building, and actionable strategies to succeed in today’s high-rate environment. Tune in for a motivating and practical conversation that’s bound to inspire and equip mortgage professionals to elevate their game.

Subscribe to Batting 1,000

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

Google Podcasts → https://bit.ly/3VjQxEl

In This Episode

Embracing faith over fear (starts at 3 mins 53 secs)

Todd discusses the significance of choosing faith over fear and how it can positively influence your mindset and business approach in challenging times.

Succeeding in high-rate markets (starts at 15 mins 46 secs)

Dale and Todd delve into effective strategies for expanding your network, leveraging existing relationships, and increasing your conversion rates without resorting to cold calls.

Building high-trust relationships (starts at 27 mins)

Dale and Todd discuss how to foster meaningful relationships with clients and real estate agents by focusing on their needs and providing genuine value.

Combining positivity with practice (starts at 37 mins 9 secs)

Dale and Todd discuss the importance of maintaining a positive mindset, continuous practice, and role-playing to enhance your skills and confidence in the mortgage business.

Resources

Schedule a call with Dale’s team

Soundbites

"Thought without action is useless. Action without thought is dangerous." — Todd Duncan

"Faith tells us that it’s the assurance of things hoped for and the conviction of things not yet seen." — Todd Duncan

"If you want to widen your net, you need to call your existing partners and ask for referrals. That’s how you expand your reach without cold calls." — Todd Duncan

"You can’t control the market, but you can control your actions and mindset within it." — Todd Duncan

About Todd Duncan

Todd Duncan has spent his life teaching and equipping professionals with the power of HIGH TRUST as the key catalyst in achieving their personal and professional dreams. As the leading Authority on Trust, he helps business professionals accelerate emotional connection with clients, increasing conversion and setting the client up for a lifetime of loyalty.

Todd is the author of 17 books including the New York Times Best-sellers, Time Traps: Proven Strategies for Swamped Sales People and his game-changing book High Trust Selling: Make More Money in Less Time with Less Stress. Todd has been featured in The New York Times, Wall Street Journal, Sydney Morning Herald, The Los Angeles Times, The Daily Telegraph, The Seattle Times, Entrepreneur Magazine, SUCCESS Magazine, FOX and CNN amongst other media sites and publications.

Connect with Todd

Website → toddduncan.com

LinkedIn → linkedin.com/in/toddduncanofficial/

Facebook → facebook.com/ToddDuncanOfficial

YouTube → youtube.com/@ToddDuncanTV

About Dale Vermillion

Having trained over 1,000,000 lending professionals and worked with over 600 organizations, Dale has compiled the best practices of the nation’s top producers into a practical and proven system that has helped countless individuals build lasting relationships with their borrowers, strengthen and expand their referral partnerships, and achieve greater personal and professional success than they thought possible.

Dale is a 3x HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and 2021 Mortgage Professional America Housing Industry Icon. He’s also the proud author Navigating the Mortgage Maze (Moody Publishing) and the Founder of Mortgage Professionals Providing Hope.

Connect with Dale

LinkedIn → linkedin.com/in/dalevermillion

Facebook → facebook.com/dalevermillionofffical

Twitter → twitter.com/dalevermillion

Website → dalevermillion.com

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions, a VCI company. Produced and edited by Jake Vermillion. Music by Envato Elements. Copyright 2023 © Vermillion Consulting, Inc., All Rights Reserved.

Taking control of your results with PRMG's Chief Lending Officer, Kevin Peranio

Tue, 05 Sep 2023 12:00:00 -0600

In this episode of Batting 1,000, Dale Vermillion sits down with Kevin Peranio ("KP"), the Chief Lending Officer at Paramount Residential Mortgage Group (PRMG). KP shares his insights on thriving in the mortgage industry despite the challenges of a high-rate environment. He emphasizes the importance of a better, faster, and more competitive approach, underlining the significance of personal value propositions, technological integration, and responsive customer service.

KP also discusses the strategies that successful loan originators are employing, such as using multiple marketing technologies and focusing on debt consolidation opportunities. This conversation is packed with practical advice and industry wisdom, making it a must-listen for mortgage professionals aiming to excel in today’s market.

Subscribe to Batting 1,000

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

Google Podcasts → https://bit.ly/3VjQxEl

In This Episode

Better, faster, competitive

KP introduces the principle of prioritizing better service, followed by faster and competitive approaches in the mortgage industry.

The relevance of UVPs (starts at 5 mins 45 secs)

Discussing how individual originators can stand out through their unique value propositions beyond their company's tech stack or pricing.

The art of integrating tech stacks (starts at 11 mins)

KP talks about the crucial role of integrating various technologies, including CRMs and digital marketing tools, to enhance efficiency and client relationships.

Traits that win in any market (starts at 18 mins)

The conversation delves into the necessity of being intentional, proactive, and responsive to clients’ needs, emphasizing that these traits can significantly impact success rates.

Cracking the CODE on high-rates (starts at 27 mins)

Dale and KP discuss opportunities for refinancing and consolidating debt in high-rate markets, highlighting how originators can still close significant volumes by addressing consumer debt.

Soundbites

"You have to say better first because, as an originator, that's the one thing that you control." — Kevin Peranio

"Responsiveness is critical. It shows you care and it impacts your success rate." — Kevin Peranio

"Tech allows you to compress your time and reduce friction, making your business scalable." — Kevin Peranio

"The key to success is high tech, high touch. Use technology for efficiency but build personal relationships for trust." — Kevin Peranio

"In today's market, you need to quadruple your efforts to achieve the same results as in lower rate environments." — Kevin Peranio

About Kevin Peranio

The Chief Lending Officer for PRMG (Paramount Residential Mortgage Group), Kevin Peranio oversees every facet of PRMG’s loan process, with a focus on customer satisfaction and quality control. Prior to this role, KP served as a Regional Manager at First Magnus Financial from 2001 to 2007, and then as the Chief Operating Officer at North Star Lending from 2007 to 2010. KP received a Bachelor’s of Science in Advertising Business from the University of Texas at Austin.

Connect with KP

LinkedIn → linkedin.com/in/kevin-peranio-6a56801/

About Dale Vermillion

Connect with Dale

LinkedIn → linkedin.com/in/dalevermillion

Facebook → facebook.com/dalevermillionofffical

Twitter → twitter.com/dalevermillion

Website → dalevermillion.com

About Batting 1,000

Mid-year market update with Fannie Mae's Chief Economist, Doug Duncan

Mon, 19 Jun 2023 12:00:00 -0600

In this episode of Batting 1,000, Dale Vermillion speaks with Doug Duncan, Senior Vice President and Chief Economist at Fannie Mae. Doug brings his extensive expertise to discuss the current economic climate, the housing market, and future trends. He provides a comprehensive overview of market dynamics, interest rate fluctuations, and the impact of demographic shifts on housing demand.

Doug also shares valuable insights on the importance of strategic decision-making in uncertain times and the role of technology in transforming the mortgage industry. This episode is packed with expert analysis and actionable advice for professionals navigating the complexities of the housing and mortgage markets.

Subscribe to Batting 1,000

Apple Podcasts → bit.ly/3GTqzDb

Spotify → bit.ly/3AZ7P1b

Amazon Music → bit.ly/3u9xssu

Google Podcasts → bit.ly/3VjQxEl

In This Episode

Current economic climate and interest rates

Doug Duncan explains the factors influencing the current state of the economy and why mortgage rates have not behaved as expected in recent months. He delves into the impact of the Federal Reserve's policies and external economic pressures.

Demographic shifts and housing demand (starts at 7:34)

A discussion on how demographic trends, particularly the aging baby boomers and the rising millennials, are shaping the housing market. Doug highlights the challenges and opportunities presented by these shifts.

Supply constraints and the role of builders (starts at 15:23)

Doug discusses the critical role of builders in addressing the housing shortage and the obstacles they face, including skilled labor shortages and supply chain issues.

Making strategic decisions in uncertain times (starts at 20:14)

Doug shares his perspective on the importance of understanding trends and momentum in the market to make informed strategic decisions, even amidst uncertainty.

Technology's impact on the industry (starts at 30:58)

Insights into how technological advancements are reshaping the mortgage industry, enhancing efficiency, and altering traditional business models.

Doug's rate and market forecast (starts at 38:16)

Doug provides his forecast for interest rates and housing market trends over the next few years, offering a realistic outlook for industry professionals.

Soundbites

"Every human being on the planet puts their head down every night on a piece of real estate somewhere. It's part of the human condition." — Doug Duncan

"Understanding trends and momentum in the market is crucial for making strategic decisions." — Doug Duncan

"It's not about predicting the future perfectly, but about being prepared and making informed decisions." — Doug Duncan

About Doug Duncan

Doug Duncan is Senior Vice President and Chief Economist at Fannie Mae where he is responsible for forecasts and analyses of the economy and the housing and mortgage markets. Doug also oversees strategic research regarding the potential impact of external factors on the housing industry.

Named one of Bloomberg/BusinessWeek's 50 Most Powerful People in Real Estate and Inman News’ 100 Most Influential People in Real Estate, Doug is Fannie Mae's source for information and analyses on demographics and the external business and economic environment; the implications of changes in economic activity on the company's strategy and execution; and for forecasting overall housing, economic, and mortgage market activity.

Doug is a Hoyt Professional Fellow at the Homer Hoyt Institute. He was chosen as the North Dakota State University College of Agriculture Alumni of the Year in 2018. He was also elected as a Trustee of North Dakota State University in 2022.

Doug received his Ph.D. in Agricultural Economics from Texas A&M University and his B.S. and M.S. in Agricultural Economics from North Dakota State University.

Connect with Doug

LinkedIn → linkedin.com/in/doug-duncan-4b02124

About Dale Vermillion

Dale Vermillion, a renowned sales strategist and industry icon, has trained over 1,000,000 lending professionals and worked with over 600 organizations. He’s a 3x HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and 2021 Mortgage Professional America Housing Industry Icon. Dale is the author of Navigating the Mortgage Maze and the founder of Mortgage Professionals Providing Hope.

Connect with Dale

LinkedIn → linkedin.com/in/dalevermillion

Website → dalevermillion.com

About Batting 1,000

Creating superfans with author and sought-after consultant, Brittany Hodak

Mon, 15 May 2023 12:00:00 -0600

In this episode of Batting 1,000, Dale Vermillion is joined by Brittany Hodak, an award-winning entrepreneur, customer experience speaker, and author of Creating Superfans: How To Turn Your Customers Into Lifelong Advocates.

Brittany shares her journey from founding and scaling an entertainment startup to becoming a leading voice in customer experience. She discusses the key principles from her book, offering valuable insights on how to turn customers into superfans. The conversation covers strategies for creating memorable customer experiences, building authentic connections, and leveraging the power of storytelling in business.

Subscribe to Batting 1,000

Apple Podcasts → bit.ly/3GTqzDb

Spotify → bit.ly/3AZ7P1b

Amazon Music → bit.ly/3u9xssu

Google Podcasts → bit.ly/3VjQxEl

In This Episode

Creating Superfans

Brittany introduces the concept of superfans and why they are vital for business success, emphasizing the need to go beyond customer satisfaction to create loyal advocates.

The power of storytelling (starts at 8:12)

Brittany discusses the importance of storytelling in building strong customer relationships and shares techniques for effectively incorporating storytelling into business practices.

Authenticity in customer experience (starts at 15:34)

The conversation explores how authenticity can transform customer interactions and lead to lasting loyalty, with Brittany providing practical tips for businesses to implement.

Lessons from big brands (starts at 22:46)

Brittany shares insights and lessons learned from working with some of the world's biggest brands, including Walmart, Disney, and entertainers like Katy Perry and Dolly Parton.

Scaling customer experience (starts at 30:58)

Strategies for scaling customer experience initiatives in growing businesses, ensuring that the personal touch isn't lost as the company expands.

Soundbites

"If you want customers for life, you need to create superfans." — Brittany Hodak

"Authenticity unlocks the door to transformational customer experiences." — Brittany Hodak

"Storytelling is the bridge that connects your brand to your customers’ hearts." — Brittany Hodak

About Brittany Hodak

Brittany Hodak is an award-winning entrepreneur, author, and customer experience speaker who has delivered keynotes across the globe to organizations including American Express and the United Nations.

She has worked with some of the world’s biggest brands and entertainers, including Walmart, Disney, Katy Perry, and Dolly Parton. She founded and scaled an entertainment startup to eight figures before exiting, and she is the former Chief Experience Officer of Experience.com.

Forbes said of her debut book, Creating SUPER Fans, “If you have customers, you need this book. Period.”

Connect with Brittany

Buy Brittany's book → amazon.com/dp/1774580780...

Hire Brittany to speak → brittanyhodak.com/speaking/

Listen to Brittany's podcast → brittanyhodak.com/podcast/

Read the superfans blog → brittanyhodak.com/blog/

About Dale Vermillion

Connect with Dale

LinkedIn → linkedin.com/in/dalevermillion

Website → dalevermillion.com

Find this conversation valuable?

Consider leaving a 5-star review on Apple Podcasts or Spotify. Every review helps us reach more professionals like you.

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions, a VCI company. The show is produced and edited by Jake Vermillion. Music is by Envato Elements. Copyright 2024 © Vermillion Consulting, Inc., All Rights Reserved.

Secrets of a Scotsman's Guide Top Originator with Kara Whitman

Tue, 21 Mar 2023 12:00:00 -0600

What does it take to close nearly 700 loans in a single year without buying leads? Scotsman Guide Top Originator and Mortgage Champions advocate Kara Whitman shares her replicable formula on this episode of Batting 1,000 with her former coach, Dale Vermillion.

Kara and Dale share a common commitment to putting others first, and to going the extra mile—in all things. It’s that shared commitment that has propelled both of them to not only becoming elite performers in heir respective roles, but helped them to live fulfilled lives dedicated to more than just business success.

Don’t miss this uplifting, inspiring, and thought provoking conversation.

Subscribe to Batting 1,000

Apple Podcasts → bit.ly/3GTqzDb

Spotify → bit.ly/3AZ7P1b

Amazon Music → bit.ly/3u9xssu

Google Podcasts → bit.ly/3VjQxEl

In This Episode

The power of listening to understand

Kara highlights the critical skill of listening to understand rather than just responding, which helps in forming solid connections and ensuring clients feel heard and valued.

Maintaining a positive mindset (starts at 7:12)

Kara shares her strategies for staying optimistic and energetic, even in challenging markets, emphasizing the importance of focusing on the positives and not getting bogged down by uncontrollable factors.

Building a team for high-volume (starts at 14:09)

Kara explains how she relies on a strong, collaborative team to handle high volumes efficiently while maintaining high standards and exceptional client service.

Prioritization and time management (starts at 20:52)

Kara offers insights into her approach to time management, emphasizing the importance of setting priorities and establishing routines to manage a demanding workload effectively.

Creating long-term relationships (starts at 28:37)

Kara discusses her focus on building long-term relationships rather than just completing transactions, ensuring clients have a positive experience and return for future needs.

Nurturing client relationships (starts at 36:11)

Kara details her approach to staying in touch with clients post-closing through regular, meaningful contact, which helps maintain strong relationships and encourages repeat business and referrals.

Soundbites

"People are trusting you with one of the largest financial decisions. Proving that you care through actions is crucial." — Kara Whitman

"Listening to understand, not just to respond, is so important in building connections." — Kara Whitman

"You have to prioritize, set boundaries, and be present both in your work and personal life." — Kara Whitman

"Execution is key in today's competitive market; you can't afford to be lazy." — Kara Whitman

About Kara Whitman

Kara was born and raised in Maryland, right outside of DC and moved to Charlotte upon graduation to start a career as a Mortgage Banker. Kara has been with Wyndham Capital for over 10 years and is a constant overachiever. Kara is recognized as a Scotsman’s Guide top .01% originator leading the company with 658 loans in 2021 for $217,300,000 in volume. Kara graduated from Coastal Carolina University where she earned her degree in Business Finance and International Business Studies. When Kara is not in the office, she enjoys spending time with her husband, Joey and their two children Brayden and Emiliana.

Kara's Mission Statement

My ultimate goal is to truly help people achieve both financial and personal goals they never dreamed possible. I do this through my strong work ethic, dedication and bubbly personality. I believe in providing exceptional customer service while making the process as simple and easy as possible. I also believe it is extremely important to establish a trusting relationship with all my clients. We will put together the right mortgage strategy tailored to each individual situation. The greatest feeling in the world is helping others achieve financial freedom and luckily, I am able to accomplish this everyday here at Wyndham Capital.

Connect with Kara

LinkedIn → linkedin.com/in/kara-whitman

About Dale Vermillion

Connect with Dale

LinkedIn → linkedin.com/in/dalevermillion

Website → dalevermillion.com

Find this conversation valuable?

Consider leaving a 5-star review on Apple Podcasts or Spotify. Every review helps us reach more professionals like you.

About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions, a VCI company. The show is produced and edited by Jake Vermillion. Music by Envato Elements. Copyright 2024 © Vermillion Consulting, Inc., All Rights Reserved.

What's your game plan for adversity? Featuring Harry Wilson, CEO of Limitless Minds

Wed, 08 Feb 2023 09:45:00 -0600

On this episode of Batting 1,000 with Dale Vermillion, Dale is joined by a multi-sport, Division 1 athlete who's gone on to Cofound a cutting edge mental conditioning consultancy that is changing the way professionals think.

Harry Wilson, big brother to NFL quarterback Russell Wilson, and CEO of Limitless Minds makes the case for every professional needs a game plan for adversity, and how learning to think neutrally is an indispensable tool not just for athletes, but every professional, partner, parent, and friend.

Subscribe to Batting 1,000

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

Google Podcasts → https://bit.ly/3VjQxEl

In This Episode

Preparing for adversity (starts at 0:00)

Harry emphasizes the necessity of being prepared for challenges before they arise, drawing on his personal experiences and professional insights.

The essence of Neutral Thinking (starts at 7:34)

Harry explains the concept of neutral thinking, developed by the late Trevor Moad, and how it can help individuals manage negativity and improve performance.

Leveraging the power of language (starts at 12:57)

Discussion on how the language we use affects our mindset and those around us, with practical advice on implementing a "negativity diet."

Trending toward conscious competence (starts at 15:23)

Harry outlines the framework of conscious competence and its relevance in achieving sustained success in any industry.

Applying mindset training to mortgage (starts at 20:14)

Real-world examples of how mindset training has impacted individuals and organizations, particularly in the context of the mortgage industry.

The legacy of Trevor Moad (starts at 38:16)

Harry reflects on the mentorship and lasting impact of his late co-founder, Trevor Moad, and the principles he imparted to Limitless Minds.

Soundbites

"You don't have to be sick to get better." — Harry Wilson

"Adversity is not an if thing, it's a when." — Harry Wilson

"The verbalization of negativity is what weaponizes it against you." — Harry Wilson

About Harry Wilson

After 12+ successful years as a leader, innovator, and visionary in the Biotech and Life Sciences industries and four years as a two-sport Division 1 athlete, Harry Wilson founded Limitless Minds in 2018 and currently guides the company as CEO. Speaking and facilitating for some of the world’s most impactful organizations, he shares a battle-tested formula where authenticity unlocks the door to transformational leadership.

Connect with Harry

LinkedIn → https://www.linkedin.com/in/harry-b-w...

Instagram → https://www.instagram.com/hbproductio...

About Limitless Minds

Limitless Minds unites world-class coaches and behavioral science-backed technology to make mental conditioning and wellness more effective and accessible than ever before. Visit https://limitlessminds.com or join Limitless Live weekdays at 12:30 pm EST to learn more.

Download Club Limitless on the App Store

http://bit.ly/3HqsKNg

About Dale Vermillion

Dale is a 3x HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and 2021 Mortgage Professional America Housing Industry Icon. He’s also the proud author of Navigating the Mortgage Maze (Moody Publishing) and the Founder of Mortgage Professionals Providing Hope.

Connect with Dale

LinkedIn → linkedin.com/in/dalevermillion

Website → dalevermillion.com

Find this conversation valuable?

Consider leaving a 5-star review on Apple Podcasts or Spotify. Every review helps us reach more professionals like you.

About Batting 1,000

Pretending to be human with the O.G. of digital mortgages, Garth Graham

Wed, 14 Dec 2022 12:00:00 -0600

In this episode of Batting 1,000, Dale Vermillion hosts Garth Graham, Senior Partner at STRATMOR Group, to discuss the evolving landscape of the mortgage industry. With over 30 years of experience, Garth shares his insights on strategic investments, acquisition strategies, and the significance of the digital mortgage experience. They dive into the challenges and opportunities in today’s market, highlighting the importance of empathy, building relationships, and adapting to new trends.

Subscribe to Batting 1,000

Apple Podcasts → https://bit.ly/3GTqzDb

Spotify → https://bit.ly/3AZ7P1b

Amazon Music → https://bit.ly/3u9xssu

Google Podcasts → https://bit.ly/3VjQxEl

In This Episode

The evolution of digital mortgages (starts at 1:06)

Garth discusses the inception of digital mortgages, recounting his pioneering work with mortgage.com and its lasting impact on the industry.

Navigating a purchase-heavy market (starts at 3:45)

Strategies for mortgage lenders to succeed in a market dominated by purchase transactions, focusing on understanding and addressing customer needs.

The importance of empathy in lending (starts at 12:49)

Garth emphasizes the role of empathy in building client relationships and enhancing customer satisfaction, particularly in a challenging market.

Future trends in the mortgage industry (starts at 20:14)

Insight into upcoming trends and the importance of staying ahead with technology and strategic thinking.

Rethinking LO compensation (starts at 28:10)

Discussion on how adjusting compensation models can better align with desired behaviors and outcomes in the mortgage industry.

Resources

Garth Graham’s article on HousingWire

Soundbites

"Purchase is about life, not about loans." — Garth Graham

"Empathy is crucial in today’s purchase-heavy market." — Garth Graham

"Focus on relationships, not transactions, to truly succeed." — Garth Graham

About Garth Graham

Garth Graham is a Senior Partner at STRATMOR Group, providing strategic advice to some of the largest independent and bank-owned mortgage lenders. With over 30 years of experience, Garth has managed two of the most successful e-commerce platforms and advised over 200 mortgage companies. He was a founder of mortgage.com, which pioneered the digital mortgage experience, and has been recognized by HousingWire as a “Tech Trendsetter.” Garth is an avid Michigan fan and a dedicated dog rescuer living in Fort Lauderdale, Florida.

Connect with Garth

Linkedin → linkedin.com/in/garthgraham

Learn more about STRATMOR → stratmorgroup.com

About Dale Vermillion

Connect with Dale

LinkedIn → linkedin.com/company/dalevermillion

Website → dalevermillion.com

Connect with Alex on LinkedIn

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Consider leaving a 5-star review on Apple Podcasts or Spotify. Every review helps us reach more professionals like you.

About Batting 1,000

The best moments from Season 1 of Batting 1,000

Wed, 30 Nov 2022 12:00:00 -0600

Join Dale and Jake as they relive the best moments from Season 1 of Batting 1,000, including highlights from Dale's conversations with:

S1 E01 Scott Payne, CEO & Founder of SDP Solutions

Listen on Apple Podcasts | Spotify | Amazon Music

S1 E02 Kirstin Messerli, VP Financial Services at Experience.com

Listen on Apple Podcasts | Spotify | Amazon Music

S1 E03 Clayton Collins, CEO at HousingWire

Listen on Apple Podcasts | Spotify | Amazon Music

S1 E04 Rob West, Host of MoneyWise

Listen on Apple Podcasts | Spotify | Amazon Music

S1 E05 Logan Mohtashami, Lead Analyst at HousingWire

Listen on Apple Podcasts | Spotify | Amazon Music

S1 E06 Will Adams, Head of Sales at LendingTree

Listen on Apple Podcasts | Spotify | Amazon Music

S1 E07 Katie Sweeney, CEO at AIME

Listen on Apple Podcasts | Spotify | Amazon Music

S1 E08 Barry Habib, CEO at MBS Highway

Listen on Apple Podcasts | Spotify | Amazon Music

S1 E09 (Part I) Dave Savage, Chief Innovation Officer at Mortgage Coach; and

Listen on Apple Podcasts | Spotify | Amazon Music

S1 E09 (Part II) Alex Kutsishin, Chief Visionary Officer at Sales Boomerang

Listen on Apple Podcasts | Spotify | Amazon Music

If you missed any of Dale's convos with these industry icons, get their best advice in one action-packed episode before Season 2 launches in December 2022.

Dale named to 2022 Global Mortgage 100

Mon, 28 Nov 2022 12:00:00 -0600

It's official, Dale has been named one of the top 100 mortgage professionals in the world by Mortgage Professional America!

This year's list features the best-of-the-best in our industry worldwide, having been limited to just former Global Mortgage 100 List members and the select crop of Housing Industry Icons—including Dale—recognized by MPA in 2021.

So, we're taking just a minute to celebrate this incredible recognition for Dale and our team before turning our sights 100% onto producing another incredible season of content featuring exceptional guests like Garth Graham, Kara Whitman, and other heavy hitters.

If you'd like to help us celebrate, consider sending Dale a message on social about how he's impacted your life or business.

Message Dale on LinkedIn

Message Dale on Facebook

Tweet Dale

Talk tracks that win customers and partners with Alex Kutsishin

Mon, 31 Oct 2022 05:00:00 -0600

In the era of Fintech disruption, it's no longer unusual to see non-mortgage tech gurus parachute into the space with a vision to revolutionize mortgage lending. What is increasingly unusual though is for one of those gurus to build something that actually works.

As other Fintechs struggle to make ends meet in a contracting market, Alex Kutsishin and Sales Boomerang remain not just one of the fastest growing companies in the space, but across the entire corporate landscape. Included in lists compiled by the likes of Inc. Magazine, Deloitte, and HousingWire, Sales Boomerang's exponential growth seems poised to reach an astronomical level as they link arms with Mortgage Coach and form a new parent company positioned to steal even greater marketshare.

In this episode of Batting 1,000, Dale and Alex discuss Sales Boomerang's meteoric rise, their latest developments, and the simple but effective talk tracks they and Dale are teaching Sales Boomerang and Mortgage Coach clients to win in this climate.

Connect with Alex Kutsishin

Explore Sales Boomerang's tools

Connect with Dale Vermillion

Connect with Dave on LinkedIn

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Selling value and connecting at scale with Dave Savage

Mon, 24 Oct 2022 05:00:00 -0600

As a former Top 100 Loan Officer and one of the founders of Mortgage Coach, Dave Savage not only has a wealth of knowledge and experience in this business, but has painstakingly cultivated one of the largest, most-engaged communities for mortgage professionals today.

In this episode of Batting 1,000, Dale and Dave combine their 70+ years of industry experience to share what it is they see top lenders and loan officers doing to not only survive, but thrive, even in the most difficult markets.

Don't miss this hard-hitting, timely conversation packed with tips to ensure your success.

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Rates, recession, and the reason to stay positive with Barry Habib

Mon, 17 Oct 2022 05:00:00 -0600

When the market is uncertain, trend lines are scattered, and the industry headlines turn apocalyptic, there's only a select handful of trusted veterans insiders turn to read the tea leaves—and one of those vets is MBS Highway Founder & CEO, Barry Habib.

Barry has a long and storied history in this industry. As a three-time Crystal Ball Award winner (announced by Zillow and Pulsenomics), the best-selling author of Money in the Streets (which was personally endorsed by Tony Robbins), and the head of a leading resource for lenders and loan officers across the country, Barry is a modern-day mortgage titan, and someone Dale has been proud to call a friend and trusted peer for decades.

We released a special market forecast with Barry earlier this year, but as the Fed gears up for consecutive rate hikes, builder confidence continues to lag behind home sales, and the global economic climate continues to weaken, Dale knew it was time to revive the conversation and take a deep dive into navigating this unique market.

In this Episode

Dale and Barry discuss…

The dynamics of the 2022 market, including moves by the Fed to combat inflation and their impact on rates
Whether the U.S. is in (or will enter) a recession and the impact recessions have had on housing historically
The importance of non-QM products and how to position their potential long-term value to borrowers
An updated look at the rent vs buy argument and what's currently best for consumers, even with rates on the rise
The importance of mentors, and the impact mentors have had on Barry's life and career
The central importance of educating your borrowers and being willing to be vulnerable when presenting loan options

Connect with Barry Habib

Connect with Barry on LinkedIn

Connect with Barry on Twitter

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Connect with Dale Vermillion

Connect with Katie on Linkedin

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How to succeed in any market

Wed, 12 Oct 2022 05:00:00 -0600

Now’s the time to learn how to adapt your business strategies to navigate today's market and prepare for future success no matter what comes your way. Join Mortgage Champions, in partnership with ICE Mortgage Technology, for expert advice on how to navigate the mortgage business during times of change.

Tune in to hear from long-time friends and industry leaders, Dale Vermillion, CEO of Mortgage Champions, and Kevin Peranio, Chief Lending Officer, PRMG as they discuss their passion for helping people achieve the dream of homeownership, their top tips to find motivation and achieve success in today’s housing landscape, and expert advice on how to continue growing in 2023.

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Owning the Chair with AIME CEO, Katie Sweeney

Mon, 10 Oct 2022 05:00:00 -0600

As the CEO of the Association of Independent Mortgage Experts (AIME), Katie oversees the day-to-day operations of the AIME team. She spearheads partnership development, membership growth initiatives, and business analytics.

Previously, Katie served as the Senior Vice President at ARIVE where she successfully brought to market a revolutionary portal that provided an all-encompassing technology solution for wholesale brokers.

Katie’s contributions to the growth and success of the wholesale channel have been noted by HousingWire, who presented Katie as one of 2021’s Women of Influence within the mortgage industry. Mortgage Professional America named Katie to the 2021 Mortgage Global 100 list as well as the Elite Women 2021 award.

In this Episode

Dale and Katie discuss…

Katie's meteoric rise to CEO of AIME (the Association for Independent Mortgage Brokers)
How Katie has lead a leadership transformation within AIME and positioned the organization for growth in the decades to come
Katie's battle with doubting her ability to lead and the journey to finding her unique voice style of leadership
The three pillars Katie and her team have implemented at AIME and how they can apply to your business
The future of the industry and the impact rapidly rise rates is having on lenders, wholesales, and the broker channel
The importance of giving back by coming alongside others in the industry struggling to find their place and purpose

Soundbites

“Leveraging [technology] to be able to do more in a more effective manner, or to create a better experience than what you can offer today, doesn't mean that you can't or shouldn't be involved. You have to still be involved. You're the person that they trust. They don't trust the computer. They trust you." — Katie Sweeney

“If you have something to share, or you have the ability to impact the conversation, or there's something powerful that's not being discussed... pipe up! Let somebody know. And speak so confidently, because you wouldn't have been invited and you wouldn't have been included if you weren't supposed to be there." — Katie Sweeney

Connect with Katie Sweeney

Learn more about AIME

Apply for the Women in Mortgage Grant Program

Connect with Dale Vermillion

Connect with Will on Linkedin

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Developing a strategy for your business with LendingTree's Head of Sales, Will Adams

Mon, 03 Oct 2022 05:00:00 -0600

Since joining LendingTree in 2014, Will Adams has quickly become an invaluable asset to their enormous lender network.

As LendingTree's Head of Sales, Will leads their Sales and Customer Success teams' efforts to drive lender success by advocating best practices for working with LendingTree leads, analyzing lender performance and communicating insights across multiple channels, and finding new ways to optimize lenders' use of LendingTree's multifaceted filters.

Everyday, Will investigates what's working and what's not for network lenders, which—when combined with his 25 years of industry experience—makes him one of the most insightful leaders in our industry today.

In this Episode

Dale and Will discuss…

Will's background in origination, how he ended up at LendingTree, and the secret truth he's discovered about best practices
Challenges lenders face 2022 and what LendingTree's data shows about gaining market share in a rising rate market
Why it's critically important to create and execute strategies that are designed for your unique market positioning, target audience, sales process, personnel, etc.
Insights on prevailing consumer trends inferred from LendingTree's expansive customer and lender data
Why many lenders are transitioning heavily to purchase and how they are making that transition successful

Soundbites

“As companies transition from refinance to purchase, they will often have the same experience, the same journey, the same best practices... and that's a different kind of consumer with different goals in mind.” — Will Adams

“When volume was high and competition was low, we saw conversion ratios really cluster together. Certainly some lenders converted better than others, but they were all fairly close. But....we're starting to see some companies—based on their strategy, based on perhaps their technology, based on their loan officers—be able to really thrive in this market and steal share.” — Will Adams

“At LendingTree, we've been able to segment different types of consumers based on their probability of closing so that lenders will have more options in choosing which exchange—which product—that they want, based on expected conversion ratios and a price point that makes sense for them.” — Will Adams

Connect with Will Adams

Explore partnership with LendingTree

Earn or renew your LendingTree Certification

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Connect with Logan on Linkedin

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HousingWire's 2022 Economic Forecast with Logan Mohtashami

Mon, 26 Sep 2022 05:00:00 -0600

A highly-regarded financial analyst, influencer, and the Lead Analyst for HousingWire, Logan Mohtashami is a recurring guest on Bloomberg Financial and has spoken at numerous economic conferences, include Americatlyst and the California Association Of Realtors.

Logan’s astute analysis of economic data and years of direct lending experience allows him to present a unique, informed, and unbiased perspective on the financial markets.

Perhaps best known for his prescient forecasts on the state of the housing market and mortgage rates, Logan's insights are invaluable as the market continues to experience record volatility headed into 2022 and beyond.

In this Episode

Dale and Logan discuss…

Logan's start in finance and real estate, background in mortgage origination, and the story behind his rise to become HousingWire's Lead Analyst
Why the bond market and, specifically, the 10-year Treasury yield are Logan's preferred tools for forecasting mortgage rates
Why Logan believes mortgage rates could end the 2022 below 3%, and what to expect for the rate range throughout the year
Why Logan and Dale agree that while tempered by higher rates, buyer demand will not crash and home values will continue to hold across the nation
Why the American home buyer is stronger today than ever before and what that means for mortgage demand in 2022 and beyond

Soundbites

“Two things I've always said: economics, if it's done right, should be very boring and you always want to be the detective not the troll. ” — Logan Mohtashami

“The consumer is in really good shape. We see it in FICO scores, cashflows, and every single data line. The American homeowner has never looked better on paper.” — Logan Mohtashami

“if you look at economic data currently, we've had the hottest economic growth in decades. We've had the hottest inflationary data in decades. If we were just basing off of that, mortgage rates would be 6.5-7%. Today, right now, the tenure yield would be over 5%, actually over 5.25%. That's not happening. We are still under 2% on the 10 year yield because it respects the downtrend in the bond yield.” — Logan Mohtashami

Connect with Logan Mohtashami

Follow Logan on Twitter

Read Logan's work on HousingWire.com

Subscribe to HousingWire Plus (HW+)

Attend a HousingWire Event (Live & On-Demand)

Connect with Dale Vermillion

Connect with Rob LinkedIn

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Creating margin in your business, finances and life with Rob West

Mon, 19 Sep 2022 05:00:00 -0600

Host of the nationally-syndicated show, MoneyWise and cofounder of the MoneyWise App, Rob West has helped millions take control of their personal finances and invest in a better, sounder future for themselves and their loved ones.

Having personally grown a team of wealth advisors to prominence, Rob West was invited to swerve as the President of Kingdom Advisors in 2003, a growing community of like-minded financial planning professionals committed to helping their clients not only become financially independent, but manage their growing wealth in alignment with their deepest-held values.

Well spoken, thoughtful, and generous as they come, it’s no surprise that Rob West has played a significant role in inspiring a new generation of entrepreneurs, investors, and everyday professionals committed to serving their families, communities, and the larger world.

In This Episode

Dale and Rob discuss…

The four big ideas of wealth management: money to live on, money to give, money that’s owed, and money to grow
The importance of having a plan in place for unexpected financial turbulence
The impact finances have on relationships, and the importance of being financially transparent with our loved ones
The benefits of a financial planning approach that prioritizes values-matching
Synergies between mortgage and personal finance professionals in serving consumers
Opportunities for growing your portfolio of referral sources amongst personal finance professionals
Developing healthy life rhythms to balance personal and professional goals
Rob’s closest mentors and the impact Kingdom Advisors founder Ron Blue, has had on his life and career

Soundbites

“In my experience, every financial planner, and this was certainly true for me, needs a trusted mortgage professional that they have confidence in because this is let's be honest, the largest transaction their clients will ever have, and they don't want to hand them off to anybody. And so having that relationship is key.” — Rob West

“focus on only what you can do and where you can add the most value to your business and still be able to win at work and succeed at life. A lot of people will do one and forsake the other. I believe you can do both.” — Rob West

“It can have a tendency to become the end. Right? Money is the aim. It's no longer the tool to accomplish what I believe I'm supposed to accomplish. And when it becomes the end in and of itself, which is not its proper role, it has a grip on our lives that can be really unhealthy. And generosity, the act of holding it loosely, and giving generously to participate in the lives of helping others just brings not only incredible joy but also it loosens the grip of money over your life so you can live with freedom and contentment and joy.” — Rob West

Connect with Rob West

Listen to MoneyWise

Download the MoneyWise App

Join a Kingdom Advisors Study Group

Connect with Dale Vermillion

Connect with Clayton LinkedIn

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Being where your audience is with Clayton Collins

Mon, 12 Sep 2022 05:00:00 -0600

One of the youngest and most-influential leaders in the space, Clayton Collins seized his opportunity to shape the mortgage, real estate, and fintech landscapes as the CEO of HousingWire Media just a few short years ago.

Since assuming his role in 2016, Clayton expanded a team of just 14 reporters in Houston to a 50+ person company spread across the United States that publishes four media brands (HousingWire, RealTrends, Reverse Mortgage Daily, and FinLedger), hosts some of the industry’s most up-and-coming events and conferences, and produces a suite of podcasts and other media.

Clayton is a veritable expert on modern communication, inclusive leadership, and the shifting landscapes of mortgage, real estate, and fintech.

In this Episode

Dale and Clayton discuss…

The importance, as a leader, of becoming a masterful communicator who is capable of cultivating your organization’s environment and managing upstream and downstream relationships
The modern-day water cooler and how leaders can find the right medium and message for every audience they serve
Real estate trends and the impact demographics are having and will continue to have on homebuyer demand
Disruptive forces entering the industry and new players competing for marketshare within mortgage and related spaces
Finding balance between the demands of a career and personal desires for growth, happiness, and purposeful living

Soundbites

“You don't want to stress people out about the things that they don't need to worry about, but understand the things that they need to know—the things they need to know to do their job well.” — Clayton Collins

“It gets difficult to juggle all the different places and styles that we communicate in nowadays, but it's extremely important to be where the audience is.” — Clayton Collins

“If we stay siloed, I'm really concerned about our industry's ability to continue forward with the leaders that are in place today….There are very few markets and very few segments of our economy where the profit potential is as large as housing. That puts a massive bullseye on our industry's back.” — Clayton Collins

“We're at historically low rates! Just because they're not 2.65, because they're three, three and a half, whatever the heck they are—I don't even care. I don't even watch them every day….Money has never been cheaper to buy homes, to buy businesses, whatever the heck you’re buying. Rates are low right now.” — Clayton Collins

Connect with Clayton Collins

Follow Clayton on Twitter

Subscribe to HousingWire Plus (HW+)

Subscribe to Finledger Daily

Subscribe to RealTrends

Subscribe to Reverse Mortgage Daily

Attend a HousingWire Event (Live & On-Demand)

Connect with Dale Vermillion

Connect with Kristin on LinkedIn

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Learning the voice of your customer with Kristin Messerli

Mon, 05 Sep 2022 05:00:00 -0600

Over the past 12 years, Kristin Messerli has become a leading expert on borrower psyche. As the founder of Cultural Outreach, she and her team worked directly with underserved borrowers, brainstorming solutions to bridge the gap between unbanked na underbanked consumers and lenders looking to serve first-time home buyers.

After Cultural Outreach was acquired by NAMMBA in December of 2020, Kristin was invited to join the Experience.com team as a VP of Sales and Financial Services where she continues to spearhead efforts to understand today's borrowers and help lenders map the strongest (and weakest) points of their borrower journey.

In this Episode

Dale and Kristin discuss...

The lack of understanding most lenders and originators have about the typical borrower's needs, wants, and desires
The importance of building touch points into your borrower journey to allow customers to voice their honest opinions
The critical role originators still play as advisors to their borrowers and partners
Why creating personalized loan options is essential to gaining borrower trust and confidence
Presenting yourself as an expert and trusted advisor to borrowers in a post-pandemic world
Setting yourself apart by finding unique ways to celebrate your customers' throughout the lending process

Soundbites

"Safety, transparency, collaboration, choice, and empowerment are great things to keep in mind across the whole [lending] process, just to make sure that you provide the best customer experience." — Kristin Messerli

"If the customer just feels like they have a voice....it gives the customer a sense of empowerment and that they can participate in building a better customer experience for themselves." — Kristin Messerli

"We need to rely on technology a lot for efficiency and effectiveness and you know, all of that. But I think that there still always needs to be someone who is going to be that really trusted advisor to talk through the process." — Kristin Messerli

Connect with Kristin Messerli

Follow Kristin on Twitter

Visit Experience.com

Connect with Dale Vermillion

Connect with Scott on LinkedIn

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Prioritizing your best sales opportunities with Scott Payne

Mon, 29 Aug 2022 12:00:00 -0600

Note: This episode is being re-released in it's full, un-edited format. The original version featured only a 20-minute preview—but you can now enjoy the complete conversation.

Leading off Season 1 of Batting 1,000 with Dale Vermillion is none other than long-time friend and industry insider, Scott Payne. Scott is the Founder & CEO of SDP Solutions, a lead management consulting company that helps lenders and loan officers optimize their lead conversion metrics and automated communications.

Prior to starting his own business Scott served as VP of Originations at NationStar for 10 years before joining the HomeCaptain team as a Vide President. Scott's background in the industry is extensive, making him one of the leading experts on CRM and an invaluable resource for anyone looking automate their tech stack.

In this Episode

In this episode, Dale & Scott discuss...

The importance of prioritizing opportunities on a daily basis for sales and service teams
Leveraging a CRM to automate prioritization and personalized borrower communications
Pairing white glove customer service with technology to deliver an unparalleled customer experience
Key considerations for optimizing conversion rates on internet-based leads and partner referrals
The importance of having trustworthy mentors to guide you toward greater personal and professional success

[00:01 - 02:38] Opening Segment

Introducing Batting 1,000
Introducing Scott Payne, CEO of SDP Solutions

[02:38 - 37:38] Main Segment

Best-in-class lead management
Hitting the reset button
Delivering a great customer experience
Prioritization, leads, and loans
Maximize every hour in the day
Why 'speed to lead' still matters
Calculating a 'Borrower Engagement Score'
Delivering a high-tech, high-touch experience
Avoiding the mistake most lenders make
The best time to contact prospects
Keys to converting internet leads
Keys to converting partner referrals
Why you can't afford to be a 'Link Pusher'
The art of scheduling calls with customers
Adopting and adapting technology
Scott's secret sauce for peak production
Why outbounding matters
The number one thing leaders need to keep in mind

[42:30 - 50:18] Closing Segment

The Key to Scott’s success
Finding trustworthy mentors
Scott's latest and greatest project
Scott's parting thoughts

Soundbites

"You can build good rapport really quickly with a customer, and build that trust so that they can....get through the application.” — Scott Payne

“Everyone has their own calendar, and they're really busy throughout the day, we want to make sure we block people's time.” — Scott Payne

“You have to have some sort of prioritization, even if you don't have that lead management system doing it for you. ” — Scott Payne

CONNECT WITH SCOTT PAYNE

Get a FREE Consult from SDP Solutions

CONNECT WITH DALE VERMILLION

Connect with Barry on LinkedIn

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Breaking down the 2022 market with Barry Habib

Fri, 04 Mar 2022 11:00:00 -0600

Relive Mortgage Champions Founder & CEO, Dale Vermillion, and MBS Highway Founder & CEO, Barry Habib's freewheeling conversation on the 2022 mortgage and real estate markets.

From breaking down the major stories from 2021, to forecasting the trends that will define the 2022 market, Dale and Barry share their personal insights into the challenges—and opportunities—that will make and break producers over the coming year

Connect with Barry Habib

Learn more about MBS Highway

Become a Certified Mortgage Advisor

Connect with Dale Vermillion