Income calculation has always been one of the biggest friction points in mortgage lending.

Commission income.
Variable income.
Self-employed borrowers.
Rental income.
Part-time and multi-job scenarios.

One miscalculation can derail an approval, delay a closing, or trigger a costly repurchase risk.

In this episode, we sit down with Jim Carroll of Partners Bank to break down everything originators and leaders need to know about Fannie Mae’s new Income Calculator — and why it may fundamentally change how income is calculated, documented, and delivered.

Fannie Mae recently introduced its enhanced Income Calculator tool designed to help lenders:

• Accurately calculate complex borrower income
• Improve consistency across underwriting teams
• Reduce manual errors
• Align income analysis directly with Selling Guide requirements
• Improve loan quality and mitigate repurchase risk

The tool supports multiple income types including:

• Self-employed income
• Rental income
• Variable and commission income
• Overtime and bonus income
• Business ownership structures
• Schedule C and K-1 scenarios

The Income Calculator helps standardize the interpretation of guidelines and ensures calculations align directly with Fannie Mae policy.

Jim walks us through:

• How the new calculator changes workflow
• Where loan officers get income wrong most often
• The biggest mistakes underwriters still see
• How to reduce back-and-forth between sales and ops
• Why this tool improves speed AND compliance
• How leaders should implement it across their teams

We also discuss whether tools like this move the industry closer to automation — and how originators can use technology to strengthen files before submission

TrueWork
Income verification shouldn’t require juggling dozens of vendors. TrueWork consolidates all major VOIE methods into one powerful platform, helping lenders increase completion rates, reduce costs, and close loans faster with verified data.
Learn more:
https://www.truework.com/2026-mikedup?utm_source__c=MikedUp&utm_medium__c=Podcast-Sponsorship&utm_campaign__c=Q1-2026-MikedUp

FundingShield
Wire fraud and cyber risk remain major threats at closing. FundingShield provides real-time transaction-level verification and certified wire fraud protection to safeguard funds and validate the parties and documents involved in every mortgage transaction.
Learn more:
https://www.fundingshield.com

In this episode of The Mike’d Up Show, we sit down with Joseph V. Scorese — nationwide direct private lender, senior account executive at Park Place Finance, real estate investor, educator, and host of the Creative BRRRR Strategies Podcast.

Joe has funded over $100 million in DSCR, fix-and-flip, and asset-based loans — and he’s doing 35–50 units per month in a market where most loan officers are still trying to “figure out” non-QM.

But here’s what makes this conversation different:

This isn’t just about products.
It’s about positioning.
It’s about systems.
It’s about staying in your lane — and dominating it.

Joe breaks down:

• The transition from agency lending to asset-based DSCR
• Why specializing beats being “everything to everyone”
• How he built a nationwide presence while focusing regionally
• The real reason his email marketing gets a 42% open rate
• Guerrilla networking vs. traditional real estate agent prospecting
• Scaling through systems, social media, and invisible support teams
• AI appraisals and the future of non-QM lending
• Why most loan officers quit too early — and how to outlast everyone

Joe’s philosophy is simple:
Stay in your lane. Master it. Outlast the competition.

From forensic accountant at Bank of New York to real estate investor with a 14-building portfolio, Joe has built a machine around content, education, podcasting, and relentless in-person networking. His approach to DSCR lending isn’t transactional — it’s strategic and systemized.

If you’re a loan officer looking to scale in non-QM…
If you’re a broker wondering how to dominate DSCR…
If you’re a leader trying to build production through niche focus…

This episode is your blueprint.

TrueWork
Income verification shouldn’t require 20 vendors and hours of back-and-forth. TrueWork consolidates all major VOIE methods into one platform — helping lenders reduce costs, increase completion rates, and close faster.
Learn more: https://www.truework.com/2026-mikedup?utm_source__c=MikedUp&utm_medium__c=Podcast-Sponsorship&utm_campaign__c=Q1-2026-MikedUp

FundingShield
Wire fraud and cyber risk are real threats in mortgage closings. FundingShield provides real-time transaction-level verification and certified wire fraud protection to safeguard your closings and protect your bottom line.
Learn more: https://www.fundingshield.com

In this episode of Miked Up, we sit down with Adam Mason, President of Gershman Mortgage’s Residential Division, for a powerful conversation on what it really takes to build a mortgage company that lasts.

Titled “Mortgage Across Decades,” this episode explores how a generational independent mortgage bank stays competitive, profitable, and culturally strong in an industry defined by cycles, regulation, and rapid change.

Adam’s journey is anything but typical. Trained as a real estate attorney, he joined Gershman Mortgage during the height of post-Dodd-Frank regulatory overhaul. What began as an in-house legal and compliance role quickly evolved into executive leadership. Within a few years, Adam transitioned from General Counsel to Chief Operating Officer, and ultimately to President—bringing with him a disciplined understanding of compliance, structure, and long-term strategic thinking.

Gershman Mortgage, founded in 1955, has built a reputation as a stable, respected regional lender with deep Midwest roots. In an era where many legacy names have disappeared, Gershman has not only survived—it has thrived. In this conversation, Adam shares how a company with over 70 years of history continues to evolve without losing its identity.

Key themes we explore:

• Why legacy is not a constraint—but a catalyst for growth
• How empowering subject-matter experts creates stronger leadership
• The difference between collecting feedback and taking action
• Why local “zip code dominance” still matters in a digital age
• The balance between data-driven decisions and executive instinct
• How leadership changes when you move from transactional thinking to relationship-driven culture

Adam also discusses the importance of people over product. In his words, success at Gershman has never been about a single program, technology, or marketing tactic. It has always been about investing in talent, protecting culture, and giving employees the professional autonomy to own their roles.

As a former athlete and now father of three, Adam shares how parenting shaped his leadership philosophy—teaching him that communication, empathy, and understanding personality differences are just as important in business as they are at home.

We also examine the evolution of data in mortgage banking. From early business intelligence dashboards to today’s AI-driven analytics, Adam provides insight into how executives must avoid “analysis paralysis” and still trust informed instinct when making decisions.

If you are a mortgage executive, branch manager, loan officer, fintech founder, or simply someone interested in how sustainable leadership is built inside independent mortgage banks, this conversation offers real-world perspective grounded in experience—not hype.

This episode is proudly sponsored by:

TrueWork
Income verification built for modern lenders. TrueWork simplifies VOIE by combining multiple verification methods into a single platform, helping lenders reduce costs and improve completion rates.
https://www.truework.com/2026-mikedup?utm_source__c=MikedUp&utm_medium__c=Podcast-Sponsorship&utm_campaign__c=Q1-2026-MikedUp

FundingShield
Real-time wire fraud prevention and closing risk management. FundingShield protects lenders and investors from cyber fraud and validates closing parties and documents before funds move.
https://www.fundingshield.com