Monthly Newsletter Publication for Aug and Sept 2019

NW REGIONAL NEWSLETTER HIGHLIGHTS FOR THE MONTH OF AUGUST & SEPTEMBER Holy Moly! August and September provided some mind boggling numbers as some branches and LO’s posted personal records in production. The region recorded its highest volume in August at 72M and then blew it out of the water in September closing 80M. Great way to end the summer! We originated 398 applications in August, another record but dropped to 332 in September. While we expect to see volume inching down during the 4th quarter all indicators show us that the market for new and existing homes in most of our markets is still robust. Stay focused! Our region typically runs about 12% refinance volume. We were at 26% in August and 32% in September. Our purchase business remains strong but it is the refinance number that is pushing us to record setting months. Many of our sales team have been working their data base and taking advantage of home office solicitation to your customers. Remember a loan is a loan is a loan, if you haven’t tapped your data base it’s time to send a mailer, broadcast email, or make 5 calls a day, which turns into 25 per week, and over 100 in a month. What if you had a 5% return, 5 extra loans, LO’s please do the commission math? By now our wonderful operations team who have barely kept their heads above water are saying, Dave STOP, no more loans, let us at least take a breath! Some of our processors also had record units the last two months, our underwriters put in extra time on the weekends to keep us from falling to far behind, our closers and funders were ball and chained to their desks. You don’t hit all-time highs without some long stressful days. Look at it as if we were farmers, we still have more pumpkins in the field, not time yet to start making pie, take your vitamins, get some rest, there is still work to be done before the snow flies. You are the BEST! I am so proud of our team mates who journeyed to Ecuador, Heather McLean, Kris Link, and for a second time as a Choice volunteer Tressa Anderson. Please take time to read in the newsletter about their amazing life changing experiences. “If you wait until you can do everything for every- body, instead of something for somebody, you’ll end up doing nothing for nobody.” – Malcom Bane -Dave Schile

EVELYN COX Did you know? To have accurate AUS findings on a VA loan using Military income – you must list it on page 2 under base pay in the other income section. When figuring residual income, use the State with-holdings from the State the Veteran claims on the LES. On active-duty military borrowers, a Leave and Earnings Statement (LES) is required instead of a VOE. On VA manual underwrites a 24 month VOR is required. On FHA Automobile Allowances must be received for the previous 2 years. On FHA new construction; Well water (private wells) testing is required. Inspiration “You know all those things you’ve always wanted to do? You should go do them.” “Children must be taught how to think, not what to think.” “You never know what I have up my sleeve. Today, for example, it was a dryer sheet.” “Don’t let yesterday take up too much of today.” “The only way to do great work is to love what you do. If you haven’t found it yet, keep looking. Don’t settle.” “There are no limits to what you can accomplish, except the limits you place on your own thinking.” “People who are crazy enough to think they can change the world, are the ones who do.”

CHOOSE YOUR ATTITUDE: Laugh a little!!

HUGE shout out to MonaSue and Danielle from Scott, Marty, and Anne. We hit an all-time high for CDA in September We couldn’t have done this without you!!!!!!!! ~Scott Petersen Shout out to Tanya Eagans and Kris Link! I’m thankful to you both for all of your extra help recently. I’m blessed to have co-workers who work hard for our clients and our team. I appreciate you. ~Dena Perkes I would like to give a huge shout out to my whole Walla Walla team. Kelsey for taking a chance earlier this year and joining our craziness. You have been a HUGE asset and we could not do what we do without you. And I love that you just smile every time I ask if you’ve considered running for the door yet! Mo for ALWAYS killing it. I have no better words to describe your consistency, dependability and drive. Even though all our communication is done from afar, you never miss a beat and we appreciate that. Heather for putting yourself out there and going to Ecuador to give back. You earned every second of that experience and I know overcame many fears to make it happen. I love hearing the of the difference you made and the fact you already have your bags packed for the next opportunity! Carter I’ve seen a lot of growth in you this last few months and I see a bright future for you. You add value to each of us by your continued support and your ability to make us laugh keeps this some days ‘tough’ business fun…. (nope you don’t have to water that fake plant. That one will take care of itself ) - Tera Davis A year and a half ago I had a girl take a leap and help me open a new office in a town I had sought after for years. Not only has this girl WAY exceeded my expectations in regards to production but she has a kind and giving heart that far trumps all. I am so proud of your start up group “Women of Influence” and your continued dedication to make a difference in your community. Jamie Nettles you are amazing and I’m so grateful to have you in my life! -Tera Davis

I would like to say how in awe of Ev, our processors, underwriters, closers and funders that I am. We had the biggest month ever in fundings and they worked all hours to make this happen for our customers and for the sales team. We need to take time to celebrate this achievement! Thank you to One and ALL! ~Lynn Hergenreder Heidi Williamson Transaction Coordinator for Dave Perry, Meridian #553 Miss Heidi is our office Mom! Not only does she ALWAYS help when someone has a question (me lately, because I am new) but she has a reputation around here for celebrating milestones. If it’s your work anniversary, birthday or holiday, Heidi brings the fun! I had never heard of Fall Bake Week until last week when Heidi brought in a homemade baked treat EVERY DAY of the work week! Cream cheese frosted pumpkin cookies adorned with her favorite “Pioneer Woman” serving dishes and decorative chalk board sign announcing what yummy treat awaits us each morning. I am so grateful for her warm generous nature. Team members and clients adore her and en- joy working with her. She puts the “P” in Purpose and People at our branch creating culture that serves people. ~Lori Williams Shout out to Kelly Beebe and Leon Baker. If it were not for them I would not have been able to go to Ecuador!!! ~Kris Link Pearl and Casja Thank you for a kick butt month!!! I couldn’t have done it without you two!!! THANK YOU!!! ~Vicki Leavitt Shout out to my funding team, Mike Larsh and Gabi Rhoades for covering me on the Friday before month end while I was out. Thank you guys ♥ ~Jaycee Crow

Shout Out to Laura Alexander! Thank you for helping me organize my messy ol’ office so I could walk to my desk again. You ROCK!! ~Ang Bowden I think I could create a shout out for every single member of the Legacy branch. Honestly, we have such a special group of folks that work over here. Every individual puts the team before self, has committed to the “Raving Fans” mentality, and adds value to the whole. Truly in their case 1 + 1 = 10!! I’m grateful for each one of them. Specifically, however, our branch has had two back-to-back record breaking months which could not have been done without the tireless and unbelievably hard working operations staff. Tara, Ami, Mardee, Heidi, Natalie, Lori, Terri, Darla, Lacie, Carole, Chealee, Brandi, Maggie, Jaycee, Tina and Ev. Everyone of you were instrumental in making these last two months not only tolerable…but actually enjoyable amidst the stress! Tak…I didn’t forget about you. I wanted to single you out. You came in at a time where we were all a little on edge when Laurie transitioned out. Truthfully, everyone was a little nervous about how it was all going to work out. You’ve been unbelievably helpful, given us extra efforts to make sure we made our timelines, and have been a true team player. I can’t thank you enough. ~Jason Oswald “Thank you so much for the wonderful team effort these last couple months. It has been so busy and everyone has worked so well together. I wish you all could see and hear how happy our clients are when they close. I know it is a huge group effort from the front desk to the LO team, processing team, Underwriting and the Closing Team. Please know that you are all so very appreciated!” ~Jen Bender I personally want to thank the underwriters and closers for getting through all the files that needed to be completed in September. We so appreciate all of you and I know we don’t say it enough! You are all ROCKSTARS!!! Ann---Spokane ☺

I want to say great job to our Closing Team – amongst the entire com- pany Year to date they are ranked 2nd, 3rd, 4th and 5th – company wide. Great Job! Kudo’s to our Funding Team – Year to date – they are 1st 3rd and 4th company wide. Thank you guys for working so diligently to get loans funded. What a great Underwriting Team we have in our Region – on average 6.90 conditions per loan based on Year to Date numbers. Great job! The entire operations teams have work diligently to try and keep up with new files, re-submissions, CD requests and docs! I know that they are all breathing a sigh of relief for now. Thank you all for being such great Team Members! Thank you Jono for jumping in and assisting the team; and making them laugh when you could. You all are so very AWESOME! Can’t say enough on how PROUD I am of the NORTHWEST REGION Team!!! ~Ev Shout out to Laura A for making me a bomb A salad. She’s always so giving and perceptive. Shoutout to Ev for being an “E” and making it easier to find her name as the ROM:) And to pearl smith for teaching me how to speak “Vicki”. Love my team(s)! ~Casja Weatherbie

Big shout out to Darla Austin for closing 34+ files in September! Thank you for sharing your knowledge and helping me with my questions. You made it happen☺ Big shout out to Lori Williams. She just started with our family and she has been willing to help fill in wherever needed. She is such a sweet gal and always has a beautiful smile and warm greeting for all. Big shout out to Natalie Svaty for setting up our team events and yummy lunch events. She is doing a fabulous job in her new marketing role. I admire your creativity and willingness to jump in and do anything. I appreciate your positive attitude and approachability when needing assistance. You have a gift for putting people at ease and I love your “I CAN DO IT” attitude. Big shout out to Chealee Carstensen for covering the front desk and still doing her regular job during two record breaking months. I appreciated the help. Big shout out to all the Legacy Office for two record breaking months. It takes all of us working together to pull off the numbers we produced. Thanks to Dave Perry and Jason Oswald for the tokens of appreciation you showed me and for making me feel valued. Great job to all the loan officers for stepping up and knocking it out of the park. ☺ ~ Heidi Williamson Nicole Abraham is leaving Academy for a new opportunity, she will be sorely missed. Earlier in her career with Academy Nicole was the Regional Operations Manager for our Northwest Region, she moved to a higher calling with the company but always remained a good friend to our group. We wish her the very best! ~From EVERYONE in the Northwest Region

Rob, Lynn, and Dave toured Eastern Washington and Northern Idaho in August. First stop was in Kennewick with Jamie, Ramon, and V, then off to Walla Walla. The next day we had lunch in Spokane with Ann, Kristi, and Mo then off to Coeur d’Alene to visit Scott and Teresa’s teams. Great trip, great employee’s!

MEET OUR NEW EMPLOYEES FOR AUGUST / SEPTEMBER WELCOME TERESA THOMAS, OUR NEWEST LOAN OFFICER IN ALASKA! My name is Teresa Thomas, I am returning to Academy from Guild Mortgage after a year away. I came back to Academy because the culture and commitment to our clients just fit me better. I am married with three boys who are 14, 12, and 8 years old. We keep busy in the summer time here in Alaska by camping and exploring the great out- doors. In the winter the boys keep me busy with their hockey schedules. We also have two rescue pups from the villages of AK that help to keep us on our toes. I’m excited to be back with Academy and looking forward to the future. WELCOME TERRI SMITH, OUR TRANSACTION COORDINATOR WITH LEGACY MERIDIAN, IDAHO I enjoy spending time with my family and friends. I have a daughter who is 27 and has grown into a beautiful young woman. I keep myself busy with outdoor activities, Idaho is a perfect setting for that. Some of the things I love to do is paddle board, camp, take road trips, travel and take photos. I am new to the mortgage industry and really l enjoy the people I work with here at the Legacy Group. Everyone here has made me feel most welcome. Every day is a new adventure for me and I welcome it’s challenges! WELCOME LORI WILLIAMS, OUR NEWEST TRANSACTION COORDINATOR WITH LEGACY BRANCH, MERIDIAN, IDAHO Lori was first licensed in real estate in 2006 and brings a wealth of experience to our team. She is well versed in many faucets of real estate; ranging from working with Buyers and Sellers to Operations. Lori’s primary work experience has been providing outstanding administrative support in a Real Estate environment; including office management, transaction coordinating, executive assistant, both residential and commercial property management, home staging, and interior design. Lori is passionate about providing exceptional customer service to clients; making sure all transactions process smoothly. It is her priority to operate with the high standards of professionalism and integrity that Academy Mortgage has built our reputation on. With strong attention to detail and utilizing her exceptional organizational skills Lori takes pride in her important position as Transaction Coordinator. Lori is a native Idahoan who loves Boise. When she is not assisting clients, you will find her involved in the community. From the thriving art and music culture to the up and coming foodie scene you’ll find in Boise, Lori will be there. She proudly embraces the diversity in our community, and is actively engaged in advocacy and support of these causes. When she is at home, she enjoys the company of her calico cat Penny while watching Dateline and dreaming of building a community of tiny homes.

GIVING OF OURSELVES PASSION, PRODUCTIVITY, SELFLESSNESS Sydney will once again be Performing for Kicking for the Cure coming up in November 2, 2019 = Kicking for a Cure Event! This is where the TKO Studio (Yong-In Master Lee’s Tae Kwon Do) takes all the monies that the kids have collected, & donates it to St. Luke’s Hospital! Typically it’s like $10,000.00 or more! She is on the Red Tiger Demo Team (an Acrobatic, board-breaking Team) that performs during this Event. Sydney is also on the Red Crystals (Prep) Cheer Squad with ID Cheer now. She is the “Fly Girl” for this team and will be competing in 3 states as she has a full school schedule with (Gifted Talented Program at her School), TKO – 3 to 4 days a week and 1-2 Cheer days, makes her Mom dizzy and tired to think about it!! Plus, It has been Smokey’s 75th Birthday, so my husband has been busy attending various local Events as the Captain of Garden Valley, ID (USFS Wildland Fire Station), he has been out doing community service on Smokey’s behalf, and is currently rebuilding the River Banks along the Lowman District that were damaged by the high flood waters this Spring! • ARC – I donate at least once every quarter to the ARC (misc. home goods…) and • MES – Meridian Elementary; to Miss Waterman’s 5th Grade Class for October… All the while, I have been helping (navigate the Ship) here at Academy, by keeping things stocked and running so that our company can move forward like a well -oiled machine! ☺ So, like every family… we are slamming busy this month and year! ~Laura Alexander We did our 100 Women Who Care Event last week and it was a great success! Tera Davis started this group in Fall of 2018 and so far, after 3 events, has raised over $40,100 for the local Walla Walla Valley. At last week’s event the group heard from 3 local nonprofits; The Walla Walla Music Organization, The Sustainable Living Center, and Gold Star Family Monument. Each were allotted 15 minutes to present their cause and share their story to over 100 women (and men) whom, at the end, held a simple majority in which the Walla Walla Music Organization won. The Walla Walla Music Organization is a local nonprofit founded by Rodney Outlaw. Rodney works with underserved youth in helping get their life back on track thru utilizing music production and learning about the industry. Last Thursday a student in Rodney’s class presented. He vocalized that after years of being addicted to opiates he was able to turn his life around after meeting Rodney and being introduced to the music industry. He has gained confidence and skills he can use in his future. After all checks were received a grand total of $14,100 went to the Walla Walla Music Organization that evening. The groups goal is to bring awareness to their members about the good that is being done in their community and also to make a large impact in one evening. The concept is simple, 100 women with $100 each in hand. Together they make a difference. It was a night to remember for sure.

GIVING OF OURSELVES PASSION, PRODUCTIVITY, SELFLESSNESS My networking group I started with a realtor (Women of Influence) did a couple fundraisers, one was a paint night that gave back to a local resource center for homeless/low income families and the other was getting candy donations for a trunk or treat we are participating in, I think we have about 20 bags of candy! I also sponsored a cart for a golf tournament I wanted to be in but had prior engagements so I donated ☺ ~Jamie Nettles Kelly Beebe, Ryan Shelby, Jennifer Bender, Becky Godi- na, Pearl Smith and Angela Bowden contributed new school supplies to a local school in Meridian, Idaho. We raised almost $500 for the cause. The principal and staff of Maple Grove Grade School were very apprecia- tive.

GIVING OF OURSELVES PASSION, PRODUCTIVITY, SELFLESSNESS Heather McLean with the Walla Walla branch had the opportunity to participate in the company’s give back trip in Ecuador. She was able to serve in the rural communities of Ecuador and work hand-in- hand with native villagers. Volunteers of Academy Corps, with the guidance of Choice Humanitarian, just completed their 4th trip where they have been helping to create a vocational school for 70+ surrounding villages. This trip was dedicated to completing work on a drainage ditch, building a concrete roof on the culinary building and starting the stadium seating for their soccer field. Heather took a big leap out of her comfort zone to attend this trip. She is forever grateful for the opportunity and came back a changed woman stating she already has her bags packed for the next trip. We are incredibly proud of her and all she does! ~Tera Davis and Team

GIVING OF OURSELVES PASSION, PRODUCTIVITY, SELFLESSNESS What I would like to say about this trip first and foremost is thank you to Kelly Beebe and Leon Baker. If it were not for them my husband Ron and I would not have been able to go to Ecuador. This was the most amazing, life changing trip we have ever been on. Words cannot express the feelings that I have. We learned so much about sacrifice, poverty and the love of other people. I worked harder, physically, than I ever thought that I could and I came to realize that I am stronger and more adaptive than I ever thought that I was. I made lifelong friends! I have new family! I view myself and others differently now. We all have something to give and we need to make sure that we give it! I want to encourage everyone to look into this opportunity and take one of these expeditions. I guarantee that you will never be the same. ~Kris Link—Nampa Idaho Center Office “I had the opportunity to attend the 2019 Academy Corps trip to the beautiful villages in Ecuador. There really aren’t enough words to describe the experience and my gratitude for everyone that helped me make my dream come true. First I want to thank Adam Kessler for creating this opportunity for us and allowing people like me to fulfill a dream I didn’t know existed. My heart is so full from all the new friendships I’ve gained, the humbling experiences I had living amongst the vil- lagers of Pucara and the joy I got to experience living in simplic- ity with everyone. At the request and directions of the Maestros, for 4-5 hours a day we helped dig and complete a drainage ditch, create a roof on the culinary building and began the stadium seating on their sports field. It was so fun working alongside them and the villagers where we were able to be one with each other. We saw no divide and no differences among us. We were all there with a common goal and that was to further the lives of those impacted by this Vocational Trade School. I look forward to going back next year! If you want to go but something is standing in your way please, please reach out to me. I had so many fears and hesitations about this trip so I can guarantee that whatever you’re feeling I definitely went through it. Don’t let your fears stand in the way of a lifechanging moment. I’ll leave you with a saying that is now my mantra in life and that is “Be Present, Inspire Hope and Always Follow your Heart.”” ~Heather McLean— Walla Walla, Idaho Office

GIVING OF OURSELVES PASSION, PRODUCTIVITY, SELFLESSNESS Ryan Shelby and Team (C-Jay Darling, Adam Shelby and Brittany Price) Supported BSU at their first home game against Marshall with two ladies fromColdwell Banker Tomlinson Group, Jeanne Vogt and Leslie Youra. The girls supplied walking taco’s for everyone and Ryan supplied drinks and cupcakes. We gave away cheek tattoos, cell phone fans, and free tickets to the Meridian Speedway, courtesy of Ryan’s sponsorship this year. Everyone had fun playing games and watching the football game on television (courtesy of Kelly Beebe and her husband, Dennis Beebe who spent quite a bit of time setting up and fixing so we could all watch the game). Fun was to be had by all!!

August 2019 TOP FIVE BRANCHES IN THE NORTHWEST REGION *PR = PERSONAL RECORD LEGACY MERIDIAN 23,632,670 MERIDIAN 14,718,752 COEUR D’ALENE 5,812,830 NAMPA—IDAHO CENTER 3,689,061 NAMPA 3,542,072 TOP TEN IN VOLUME TOP TEN IN PURCHASE VOLUME *PR David Perry 11,178,604 David Perry 6,263,668 Jason Oswald 6,306,906 Jason Oswald 5,070,191 Scott Petersen 4,165,142 Leon Baker 2,893,538 *PR John Spiker 4,092,493 Tera Davis 2,743,106 Leon Baker 3,689,061 Leon McKean 2,660,072 Jennifer Bender 3,640,779 Whittney Curran 2,588,649 Tera Davis 3,369,106 Monica Barton 2,565,625 Whittney Curran 3,130,076 Cheryl Lipp 2,331,894 Leon McKean 2,660,072 Scott Petersen 2,195,200 Monica Barton 2,565,625 John Spiker 1,871,035 “If you don’t like the road you’re walking, start paving another one” ~Dolly Parton “You can’t just sit there and wait for people to give you that golden dream, you’ve got to get out there and make it happen for yourself” ~Diana Ross

NORTHWEST LOAN OFFICERS AUGUST 1. David Perry $11,178,604 20. Alicia Chaves $1,325,447 2. Jason Oswald $6,306,906 3. Scott Petersen $4,165,142 21. Maureen Miller $1,305,388 4. John Spiker $4,092,493 5. Leon Baker $3,689,061 22. Austyn Shuman $1,263,340 6. Jennifer Bender $3,640,779 7. Tera Davis $3,369,106 23. Craig Ballhagen $1,101,500 8. Whittney Curran $3,130,076 9. Leon McKean $2,660,072 24. Anne Erickson $991,214 10. Monica Barton $2,565,625 11. Cheryl Lipp $2,439,894 25. Jonathan Michalski $790,550 12. Jamie Nettles $2,376,442 13. Mike Lipinski $2,312,572 26. Teresa Dean $711,006 14. Vicki Leavitt $2,221,332 15. Lynn Hergenreder $1,674,497 27. Marty Fortier $656,474 16. Terry Anderson $1,567,445 17. Ryan Shelby $1,539,409 28. Charles Stevenson $592,286 18. Michael Julius $1,477,753 19. Nichole Thueson $1,462,381 29. Brenda Heller $237,616 30. Carolyn Summerton $233,950 31. Ramon Menchaca $205,600 32. Tina Ellis $205,000 33. Dave Baldwin $160,000 34. Eloisa Rawson $138,322 35. Andrew Tschida $116,161 36. Kelly Beebe $96,662 TOTAL $72,000,105

September 2019 TOP FIVE BRANCHES IN THE NORTHWEST REGION *PR = PERSONAL RECORD *BR LEGACY MERIDIAN 24,435,088 *BR= BRANCH RECORD *BR MERIDIAN 21,053,619 *BR COEUR D’ALENE 6,790,998 *BR WALLA WALLA 4,669,514 3,840,142 ALASKA TOP TEN IN VOLUME TOP TEN IN PURCHASE VOLUME David Perry 9,716,190 Whittney Curran 4,825,005 Jason Oswald 9,297,542 David Perry 4,641,512 *PR Whittney Curran 6,623,912 Tera Davis 3,868,639 *PR Scott Petersen 5,519,730 Leon McKean 3,605,142 *PR Jennifer Bender 5,112,095 Jason Oswald 3,078,904 *PR Tera Davis 4,669,514 Jennifer Bender 2,310,877 Leon McKean 3,840,142 Monica Barton 2,184,243 Leon Baker 3,601,538 Leon Baker 2,121,208 John Spiker 3,008,775 Vicki Leavitt 1,979,989 Vicki Leavitt 2,754,919 Austyn Shuman 1,793,961 “Life doesn’t require that we be the best, only that we try our best” ~H. Jackson Brown Jr. “Change your thoughts and you change your world” ~Norman Vincent Peale

NORTHWEST LOAN OFFICERS SEPTEMBER 1. David Perry $9,716,190 19. Terry Anderson $1,554,694 2. Jason Oswald $9,297,542 20. Cheryl Lipp $1,183,100 3. Whittney Curran $6,623,912 21. Alicia Chaves $1,013,045 4. Scott Petersen $5,519,730 22. Mike McLean $971,777 5. Jennifer Bender $5,112,095 23. Charles Stevenson $885,674 6. Tera Davis $4,669,514 24. Marty Fortier $766,268 7. Leon McKean $3,840,142 25. Michael Julius $703,023 8. Leon Baker $3,601,538 26. Kelly Beebe $601,296 9. John Spiker $3,008,775 27. Carolyn Summerton $599,371 10. Vicki Leavitt $2,754,919 28. Nichole Thueson $555,130 11. Ryan Shelby $2,289,383 29. Anne Erickson $505,000 12. Jamie Nettles $2,198,297 30. Tina Ellis $426,900 13. Monica Barton $2,184,243 31. Eloisa Rawson $323,923 14. Maureen Miller $1,858,620 32. Ramon Menchaca $294,449 15. Mike Lipinski $1,844,899 33. Craig Ballhagen $258,700 16. Austyn Shuman $1,793,961 34. Alice Thomas $177,553 17. Teresa Dean $1,672,095 $80,465,281 18. Lynn Hergenreder $1,659,523 TOTAL

5 strategies loan officers use to attract more business As a loan officer, your primary goal is to determine the best mortgage loan program for your customer (and of course, close the loan). You know understanding details like property type, loan amount, credit score etc., is the key to providing your customers great service. But to keep your business healthy, you also need a steady flow of new and repeat customers coming through your door. So how can you attract more business? But first, you need to get the conversation started. 1. SPREAD THE WORD If you want to gain new business, the first step is to know with whom you should connect. Begin by reaching out to other industry professionals to start building relationships and widening your referral network. • Accountants and CPA firms have clients who are buying or selling homes, and can offer referrals. • Appraisers are a good go-to source of local information, like which real estate agents are selling the most homes. • Real estate attorneys and relocation specialists can direct prospects your way. A real estate appraiser or listing agent can team up with you so you can cross-sell each other’s services. 2. SELL YOURSELF Invest in a website that includes your information: the services you provide, testimonials from past clients and resources you find helpful for potential customers. Place a digital ad on real estate agent websites so your contact information is readily available to potential homebuyers who are searching listings. Your name could be the first one they see, meaning you could be their first point-of-contact before they’ve even started the home-buying process. You could also put together a television commercial or radio ad promoting your services. Many homebuyers use social media to share their home-buying experiences with friends and family. Connecting with your clients on social media platforms like Facebook, Twitter and LinkedIn affords you additional opportunities to promote your services as a trusted loan officer to these expansive networks of potential new clients. These are also great places to provide testimonials from satisfied clients, too. PAGE 1 OF 3

Get involved in your community: Spend time at public events where you can have one-on-one conversations with people who are looking to purchase a home. Often first-time homebuyers don’t know how to start the home-buying process, and having an expert available to them in an informal setting can ease the stress that comes along with the unknown. Be sure your business cards are readily available when you network, or provide a flyer or postcard that highlights your key offerings. 3. REFER A FRIEND One of the simplest ways to expand your business is by word of mouth. How many times have you heard someone’s loan officer described as “a friend,” “a person I’ve worked with before” or “a loan officer my co-worker referred”? Word of mouth can be great for recommendations. This is especially helpful in expanding your audience from locals to people who may be relocating to your area and in need someone to help them purchase a new home 4. FIND OUT MORE ABOUT THE CUSTOMER Find out more about your customers by asking open-ended questions. Instead of asking about the property type and loan amount, focus on asking if the customer would like to take cash out of the property, how long the customer intends to stay there, what future plans are etc. Asking questions allows you to provide superior service, and can help you uncover your customer’s true needs and motivation — especially if your customer doesn’t have a firm answer. Sample questions include: • Has anyone ever explained the loan process to you step-by-step? • Do you know what your credit score is and what’s on your credit report? • Have you seen any other rates you like? • What kind of property are you buying? Tell me more about it. • Have you considered rolling other debt into the mortgage in order to lower payments and save money on interest? PAGE 2 OF 3

Asking questions will help you stand out to your customer and begin to build a personal relationship, which is an effective way to sell 5. DRIVE FOR RESULTS Your desired end result for your customers goes without being said: closed loans and new homes. But being able to communicate how you can meet your clients’ needs is just as important as actually getting their loans closed. After all, customers don’t work with you because they understand the end result of the process — they work with you because they feel understood. After doing your research, marketing yourself and networking, don’t forget to maximize all of your hard work by following up with your customers. Stay in contact, but don’t be overwhelming. Simply make yourself available with a phone call, email or via social media to help keep the conversation going. PAGE 3 OF 3