Warehouse lines aren't just financing—they’re a foundation.

In this compelling episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau sit down with Chris Avery, Vice President and Relationship Manager at First Horizon Bank, to unpack the crucial intersection of warehouse lines of credit and strategic industry relationships in today’s mortgage banking environment.

Chris brings over 30 years of sales and leadership expertise to the conversation—along with a deep understanding of what it means to build and sustain high-performing teams, partnerships, and lending operations. Whether you're a seasoned independent mortgage banker or a rising loan officer dreaming of launching your own shop, Chris delivers practical, transparent advice on how to position your company for long-term success.

• Why a warehouse line is your lifeline—not just a line of credit

• The “fishing line” philosophy for networking and relationship-building

• How to get noticed when you walk into a room or industry event

• The difference between transactional and relational lending partnerships

• Why great lenders think like leaders—and how leadership shows up in every meeting

• The value of legacy in a fast-changing industry: what 161 years of First Horizon experience means for clients

• How to navigate today’s competitive landscape of “walled gardens” from Rocket, Zillow, UWM, and more

• Tips for originators wanting to start an IMB—what it takes and how to find the right partners

Chris doesn’t just talk about lines of credit—he talks about lineage, legacy, and the long game. With humor, humility, and insight, he shares stories that will leave you thinking differently about how you negotiate, network, and grow your career.

Whether you’re building your team or evaluating your capital stack, this episode will have something to teach you about how relationships fuel resilience in mortgage lending.

Tune in now and learn why relationships and warehouse lines may just be the most important lines you'll draw in your business.

Sponsor Links
Brought to you by our partners:
Mortgage Connect – www.mortgageconnectlp.com
Aidium CRM – www.thinkaidium.com

In today's fast-changing mortgage world, opportunity is shifting—and smart lenders are paying attention. On this episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau are joined by Ben Fertig, President of Constructive Loans, to explore the rise of residential real estate investment products and what they mean for the future of lending.

Ben brings nearly three decades of experience across capital markets, credit, and lending leadership. Having helped scale multiple successful platforms—including Jordan Capital Finance and Finance of America Commercial—Ben knows exactly how the game is changing for loan officers, mortgage companies, and real estate investors alike.

✅ Why Residential Investment Loans Are Booming
Rental properties and fix-and-flip projects aren’t just niches—they’re a major force in today's housing market, creating steady demand even when rates rise.

✅ RTL, DCSR, and Bridge Loans—Made Simple
Ben explains why Residential Transition Loans (RTL) and Debt-Service Coverage Ratio (DSCR) loans are gaining popularity—and why they’re not just for big investors anymore.

✅ Diversification Is No Longer Optional
Learn how smart lenders are expanding beyond traditional purchase and refinance products to reach new customers and stabilize their pipelines.

✅ Lower Origination Costs, Higher Repeat Business
Investment borrowers often finance multiple properties, creating long-term, recurring opportunities for loan officers who build strong relationships.

✅ Fix and Flip Is Here to Stay
Ben shares how Constructive Loans helps lenders tap into the growing market for property rehab, bridge financing, and small-balance real estate investments.

✅ Culture Matters: Building With Trust
Ben also gives a behind-the-scenes look at Constructive Loans' employee-first culture, transparency, and why flexibility matters in today’s mortgage environment.

"The riches are in the niches. And today, residential real estate investors are one of the fastest-growing borrower segments in America."

Whether you're a loan officer, branch manager, or executive, this episode is a must-listen if you want to stay relevant and profitable in today’s evolving market.

Mortgage Connect – Revolutionizing mortgage services with cutting-edge solutions.
Aidium – The intelligent CRM powering mortgage growth through smarter marketing and better data.

What does it really take to launch a mortgage company in today’s market? In this episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau sit down with Jim Carroll, a seasoned mortgage professional and builder of operations from the ground up. With over two decades of experience across every major role in mortgage—from top-producing loan officer to DE underwriter, recruiter, and executive—Jim brings clarity, candor, and perspective to the high-stakes world of mortgage startups.

Jim’s journey began at the family business, The Carroll Mortgage Group, where he started as his father’s assistant and climbed his way through the ranks—eventually leading the company through 23 years of successful growth and multiple HUD audits without a single indemnification. After CMG’s successful merger with Reliant Bank, Jim took on his next challenge: launching an entire mortgage division from scratch at Partners Bank in Alabama in 2024.

Whether you’re dreaming of founding your own mortgage company or curious about how the next generation of lenders is navigating 2025, this conversation delivers everything from startup wisdom to operational truths.

✅ The DNA of a Mortgage Startup
Why starting a mortgage company in 2025 requires more than great products—it requires resilience, leadership, and institutional clarity.

✅ Lessons from the Ground Up
Jim shares the wins, challenges, and key decisions that shaped The Carroll Mortgage Group and how those lessons apply to today’s tech-forward world.

✅ The Importance of Versatility
From underwriting to compliance, recruiting to marketing—Jim’s well-rounded experience reveals why founders must wear many hats, especially early on.

✅ Bank vs. IMB: Strategic Differences
Having operated in both Independent Mortgage Banking and depository environments, Jim explains the key pros and cons of building inside a bank in today’s market.

✅ Building Culture That Lasts
It’s not just about launching—it’s about sustaining. Hear how Jim focuses on hiring right, leading with values, and setting the tone for long-term success.

✅ Startups in a Tech Era
With AI, automation, and new platforms changing everything, Jim discusses how startups must stay nimble while staying compliant.

Mortgage Connect – End-to-end mortgage solutions trusted by lenders nationwide.
Aidium – Smart CRM built to help mortgage professionals grow their pipeline and their business.