The following guest sits down with host Justin White:

• Mike Miklaus – Broker-owner, Integrity Mortgage


Conversations are the Lifeblood of Business for Mortgage Loan Originators

Local mortgage brokers are winning market share, in part, because they are focused on relationships instead of transactions. To form those relationships, they need to have meaningful conversations with the people in their community. How can LOs form connections that lead to closings? Listen to Episode #115 of Good. Better. Broker. to find out why phone conversations need to be a staple of every originator’s daily activity.

In this episode of the Good. Better. Broker. podcast, you’ll learn what questions to ask to build strong relationships with clients.


In this episode, we discuss ...

• 2:19 – why conversations are the lifeblood of a mortgage loan originator
• 3:12 – why mortgage brokers are uniquely positioned to leverage relationships
• 4:03 – Mike’s love of helping people
• 5:49 – doing self-assessments of your relationships
• 7:12 – having an attitude of curiosity in conversations
• 9:26 – how to be relational instead of transactional
• 10:01 – how to not get caught up in ‘shiny object syndrome’
• 12:37 – holding yourself accountable to have conversations
• 14:37 – borrower needs and how to determine them
• 15:47 – why making outbound calls makes business happen
• 17:23 – why having more conversations leads to more loans


Show Contributors:

Mike Miklaus
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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


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

The following guest sits down with host Justin White:

• Courtney Crowder - Broker-owner, Phoenix Lending Group


When Your Social Circle is Mostly Real Estate Agents, Business Comes Naturally

Every mortgage loan originator has a different strategy for how they get referrals from real estate agents. For Courtney Crowder, it happens naturally because most of the agents she works with are her friends. How does blending business with personal help mortgage loan originators bring in more loans? Listen to episode #114 of Good. Better. Broker. to find out how Courtney has become the preferred lender for multiple real estate brokerages in her area.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to be a champion and a cheerleader for your real estate agents.

In this episode, we discuss ...

• 1:36 – going from working the front desk to being a broker-owner
• 2:15 – pairing real estate agents with the right LOs
• 2:39 – why Courtney treats her business like a real estate agent
• 3:20 – how Courtney has accumulated 80+ agents who send her business
• 3:51 – being a champion for your real estate agents
• 4:31 – using social media to cultivate agent relationships
• 6:30 – relating to single women who are homebuyers
• 7:48 – networking through women’s groups
• 9:01 – staying connected to real estate agents
• 11:04 – when it’s ok to say no to a real estate agent
• 12:04 – becoming the preferred lender for multiple real estate brokerages
• 13:32 – how other LOs can work with more real estate agents


Show Contributors:

Courtney Crowder
Connect on LinkedIn
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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:

• Tammy Saul - Broker-owner, Federal Hill Mortgage


How to Surround Yourself with Real Estate Agents Who Lift You and Your Business

Tammy Saul has more than one hundred real estate agents who send her referrals, but it’s the agents she doesn’t work with who have elevated her production. How should mortgage loan originators determine who they should surround themselves with? Listen to Episode #113 of Good. Better. Broker. to find out why healthy relationships are key to a healthy business.

In this episode of the Good. Better. Broker. podcast, you’ll learn why it pays to be selective about the referral partners you invest your time and energy into.


In this episode, we discuss ...

• 1:47 – why every LO needs to ask themselves about who they want to work with
• 2:33 – how Tammy figured out which referral partners she didn’t want to work with
• 6:26 – treating real estate agents like clients
• 7:53 – Tammy’s background as an attorney
• 9:14 – pain points experienced by real estate agents
• 11:45 – eliminating toxic relationships
• 13:34 – managing relationships with real estate agents
• 16:08 – providing actual value for real estate agents
• 16:59 – why Tammy doesn’t talk with agents who have loans in process
• 18:40 – how a personal experience gave Tammy new perspective on the people she surrounds herself with


Resources mentioned in this episode:

Darren Hardy


Show Contributors:

Tammy Saul
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 UWM Daily. 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.