The following guest sits down with host Justin White:

• Craig Snell – VP of Sales, Milestone Mortgage Solutions


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

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

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


In this episode, we discuss ...

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


Show Contributors:

Craig Snell
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

Connect with Justin on LinkedIn, Instagram or Twitter

Connect with UWM on Social Media:

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

The following guests sit down with host Justin White:

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


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

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

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


In this episode, we discuss ...

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


Show Contributors:

Jalen Scott
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Grace Mulcahy
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

Connect with Justin on LinkedIn, Instagram or Twitter

Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

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

The following guest sits down with host Justin White:

• Keith Richardson – President, Coast 2 Coast Mortgage Lending


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

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

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


In this episode, we discuss ...

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


Show Contributors:

Keith Richardson
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

About the Host:
Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

Connect with Justin on LinkedIn, Instagram, or Twitter

Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

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