November 2018 Newsletter

NW REGIONAL NEWSLETTER HIGHLIGHTS FOR THE MONTH OF NOVEMBER Tis the season to be jolly but with so many crazy things going in the world, the stock market, and the mortgage business it is all we can do to keep the Grinch from taking our holiday spirit. They say that “90% of success is just showing up.” That is partially true, the key is to show up and be focused. Going into winter there are fewer homes for sales, depending on the area of the country building will slow down, and buyers are not as abundant. Bears can hibernate all winter, we need to eat every day. Is your egg nog half empty or half full? Homes will still be sold between now and New Years and beginning again on January 2 . Time to steal market share, let the nd competition start the holiday season early, show up and stay focused! While our sales team fights for new loans it is critical that our processors, underwriters, and closers stay in high gear. With volume seeing a seasonal drop we need to make sure we move files from application to approval as fast as possible. If you only have one file, don’t stretch it out like an all-day sucker, finish it as soon as you can. The goal is 10 days from app to approval, perfect time to hone our skills. Speed Wins! Included in this month’s newsletter is the One Page Business Plan, please use for your personal and professional goals for 2019. Pilots won’t take off without a flight plan, every football coach has a plan for each game, financial plans, diet and exercise plans, if we don’t plan then success or failure becomes a random event. “Planning is bringing the future into the present so that you can do something about it now.” –Alan Lakein. As we approach Christmas and the New Year I want to thank you all for your hard work this year and my hope is that your holidays be merry and bright and the time with your family and friends be full of joy! -Dave Schile

EVELYN COX It’s that time of the year, when people tend to lose sight of the real meaning of Christmas. It’s not about what “I got”; but more about giving. There are so many struggling people that deserve a helping hand – “it’s better to give than receive.” During this time of the year it was always a family tradition that we would get together and help less fortunate families; it taught our kids what acts of kindness were and how good it would make us feel to know we had helped someone. Unfortunately, it’s these acts of kindness that happen more frequently this time of year, when it would be a great thing to “pay it forward” all year. Through the past year, I’ve had the wonderful experience of having those helping hands and I have been extremely thankful for them and am appreciative of each kind gesture, act or just words to let me know that they care. Did ya know? LP has changed their view on student loans? Per FHMLC Bulletin 2018-13 In Bulletin 2018-13 regarding rental income; new guidelines take effect on 3/1/19. When running your AUS findings; your seller credit can never be higher than the actual amount of closing costs/ prepaids. Even if backing out large deposits, they still need to be addressed; either sourced or a letter from the borrower explaining what they are. I know not all that may be coming, but be it what it will, I’ll go to it laughing. – Herman Melville Oh yes, the past can hurt. But you can either run from it, or learn from it. –Rafiki Intelligence is the ability to adapt to change. – Stephen Hawking When we strive to become better than we are, everything around us becomes better too. – Paulo Coelho Don’t judge each day by the harvest you reap but by the seeds that you plant. –Robert Louis Stevenson The world you desire can be won. It exists.. it is real.. it is possible.. it’s yours. – Ayn Rand Very often, a change of self is needed more than a change of scene. – A.C. Benson

SMILE A LITTLE

“A HUGE thank you to Laura LaHorgue, Angela Bowden and Laura Alexander, who helped get the Christmas mailings out in a timely manner! I know this was a big team effort and it took a lot of time, I SO appreciate you ladies!” ~Jennifer Bender I want to thank Tak for always being available and helpful no matter how difficult the loan. He is fast and efficient and wonder- ful to work with. ~Lynn Hergenreder Without Janessa Goodson and Heather McClean we wouldn’t be rallying like we have been. I give a HUGE thanks to both of them for being there with me thru the thick and thin of it all and keeping the days fun and worth the hard work! ~Tera Davis Christy Milliren and Jaycee Crow: I wanted to say welcome to the Nampa/Melba office. It has truly been wonderful to get to know you two better! We love having you part of the little group out here and truly enjoy the time we get to work together. ~Jonathan Michalski I am beyond grateful for the amazing group of people I work directly with. Whittney Curran and Vicki Leavitt are kind, generous and smart ladies that I admire tremendously. They make me smile and keep me SHOUT OUT TO DAVE SCHILE FOR CLEARING on my toes! Andrew Tschida has a heart of gold and works hard for our OFF EVERYONE’S CARS DURING A SNOW DAY team. Both Lori Karau and Casja Weatherbie are experts at anticipating what each file needs and work hard keep us on track. I am truly blessed! ~Pearl Smith

“A HUGE shout out to Heidi Williamson! She’s not only an amazing team member at Academy, but she’s one of the best humans ever… period! No matter what she has on her plate, she brings a positive attitude, and best of all – she loves and serves others unconditionally. She’s a true example to each of us who have the privilege of working with her!” A big shout out to Darla Austin for being an outstanding processor. She’s frequently in or near the top 10 at Academy for production, and I consistently get feedback from underwriters who say ‘I LOVE IT WHEN I SEE A FILE FROM DARLA!’ Nice work Darla, you’re awesome!” I’d like to recognize Ami Browen for her amazing attitude & dedication to do whatever is needed to get the job done. She brings her “A” game every day, and has demonstrated an outstanding ability to structure loans, learn guidelines, etc. in a short period of time. She truly is a great asset to our team!” Recognition to EVERYONE at The Legacy Group for being the #2 producing branch in the entire country for Q3 2018! This is no small feat to do in a company as large as Academy, especially with as many other top producing branches both locally and nationally. It truly is a team effort, and takes everyone understanding their role, and how it fits into the overall goal of delivering a FANomenal experience to each and every person that we work with. Nice work everyone, congrats!” ~Dave Perry Shout out to everyone in the CDA office---our first $40,000,000 year ever!!!!!! Great job Danielle, Michelle, Anne, Angie and MonaSue. ~Scott Petersen

WELCOME OUR NEWEST EMPLOYEE MAX EDLUND MAX EDLUND AND HIS MOTHER CAROLE MARVEL WHO IS A REALTOR IN ANCHORAGE My name is Max Edlund. I graduated from South Anchorage High School in 2011. I have a twin brother and an older brother who is 3 years older than us. I enjoy being in nature—hiking, running, walking my dogs, anything that involves being outside. The thing I have found an extreme amount of joy in is basketball. Although I don’t physically play as much anymore, I still thoroughly enjoy watching it. I am incredibility thankful for the opportunity I have been given here at Academy Mortgage and hope to help the company in any way possible.

Charity and Service Projects “Junior Achievement of Washington Southeastern Region kicked off it's first \"JA in a Day\" th for this school year, November 16 at Washington Elementary. Thank you to our volunteers Tera Davis, Heather McLean, Jamie Nettles, and Denise Var- gas and thank you to our company partners Academy Mortgage - Walla Walla, NMLS #3113, Academy Mortgage - Tri Cities, NMLS #3113 Our volunteers taught the 5th grade classes \"JA Our Nation\", a program that teaches kids about the US free market system and how it serves as an economic engine for businesses and careers. It was such a pleasure volunteering in the classrooms at Washington Elementary and teaching them a little about Our Nation. “Thanks to Janessa Goodson for always stepping in to help out in any way she can! She does an amazing job with our clients and they love her. We couldn’t have a better person as client communications!

NOVEMBER NUMBERS TOP FIVE BRANCHES IN THE NORTHWEST REGION LEGACY MERIDIAN 11,033,747 MERIDIAN 10,097,796 COEUR D’ ALENE 5,414,182 WALLA WALLA II 2,776,543 NAMPA ID CENTER 2,495,427 TOP TEN IN VOLUME TOP TEN IN PURCHASE VOLUME Whittney Curran 3,984,080 Whittney 3,984,080 Jason Oswald 3,977,182 David Perry 3,573,196 David Perry 3,829,196 Jason Oswald 3,548,182 Tera Davis 2,776,543 Tera Davis 2,596,649 Scott Petersen 2,667,249 Scott Petersen 2,451,249 Leon Baker 2,495,427 Leon Baker 1,886,777 Angie Prendergast 2,437,333 John Spiker 1,808,369 John Spiker 1,938,869 Angie Prendergast 1,779,358 Ryan Shelby 1,653,098 Ryan Shelby 1,653,098 Teresa Metz 1,445,857 Teresa Metz 1,445,857 “A dream doesn't become reality through magic; it takes sweat, determination and hard work.” ~Colin Powell

NORTHWEST LOAN OFFICERS 1. Whittney Curran $3,984,080 19. Georgea Lipinski $800,437 2. Jason Oswald $3,977,182 20. Maureen Miller $723,185 3. David Perry $3,829,196 21. Michael Louden $680,686 4. Tera Davis $2,776,543 22. Jamie Nettles $635,000 5. Scott Petersen $2,667,249 23. John Schaff $566,723 6. Leon Baker $2,495,427 24. Eloisa Rawson $549,713 7. Angie Prendergast $2,437,333 25. Carolyn Summerton $479,137 8. John Spiker $1,938,869 26. Mike McLean $469,900 9. Ryan Shelby $1,653,098 27. Tina Ellis $441,215 10. Teresa Metz $1,445,857 28. Lynn Hergenreder $439,900 11. Jennifer Bender $1,321,048 29. Kristi Lacroix $368,000 12. Cheryl Lipp $1,181,748 30. Anne Erickson $309,600 13. Terry Anderson $1,124,148 31. Michael Julius $296,762 14. Vicki Leavitt $1,088,992 32. Dave Baldwin $288,274 15. Karen Wright $1,075,775 33. Stephanie Johnson $224,535 16. Leon McKean $1,048,750 34. Craig Ballhagen $203,245 17. Monica Barton $899,371 35. Alice Thomas $199,875 18. Bob Beisly $818,600 TOTAL $43,439,453



4 Ways a Loan Officer Can Work Better with Real Estate Agents by Bill Gassett LOAN OFFICERS: 4 WAYS TO IMPROVE YOUR INTERACTIONS WITH REAL ESTATE AGENTS Real estate agents may from time to time get a cash buyer, but in most instances buyers are taking out loans. This requires a loan officer’s help. And just as real estate agents need loan officers to sell homes, loan officers need homebuyers to stay in business. Long -term relationships with and referrals from real estate agents help loan officers keep volume up, which means it is important for loan officers to know how to cultivate these relationships. Forming strong business relationships takes time and effort on your part, but these relationships can make a world of difference in your performance and success. Here are 4 tips to help you build a foundation and improve your interactions with real estate agents, as well as help you stand out from the competition. 1. REALIZE YOU ARE ON THE SAME TEAM. Just as it is in any profession, there are real estate agents out there who can be a real pain to work with. They can be overzealous in their approach, and maybe even pushy in their demands on behalf of their clients. You may even run into a few who are just plain unpleasant. But all difficulties aside, ultimately you and the real estate agents you work with are on the same team. There may be some team members you don’t like working with, and maybe some who you even need to kick off the team, but there will also be many who make it easier for you to win. One of the ways a loan officer can work better with real estate agents is to approach them like you are both on the same team. You may be surprised at how many are eager to work with you! Real estate agents ultimately want to make their clients happy, and they will gladly push business your way if they know that you are there to help them do that. PAGE 1 OF 3

2. BE ACCOUNTABLE. Your work as a loan officer can be complicated and unpredictable. You may not always be able to do what you want to do for the people you are serving, no matter how much you like them or how motivated you are to foster your relationships with them. However, any good real estate agent will understand that you have limitations. As long as you are honest about what is going on, and are accountable for your part in it, you can still develop strong business relationships even when things do not go according to plan. Accountability is a must if you want to attract the best real estate agents — the kind who can make a huge difference in your loan volume. Real estate is a business filled with uncertainties, just like lending. Often what you expect to happen does not happen, forcing you to scramble to find new solutions if you want to accomplish your goals. Any chance to reduce uncertainty is beneficial to the agents you work with. By being accountable and dependable a loan officer can work better with real estate agents. From your first interaction with a real estate agent, be clear about what you can or cannot accomplish. Set realistic expectations for everyone you are working with. You may work hard to get a certain result, but be unsuccessful. Whatever the outcome, remain clear with the real estate agent about what is going on and what you have control over. Any agent worth doing business with will appreciate your honesty and accountability, and will want to work with you in the future because of these qualities. Above all else, do not provide real estate agents unrealistic expectations of your ability to get a loan approved. If it is going to be a very challenging loan, make this clear up front. The last thing any real estate agent wants is a pre-approval letter from you that means nothing. You will quickly be eliminated from a real estate agent’s referral source if you don’t live up to the expectations you have set. A professional real estate agent loves it when you go the extra mile to explain things to buyers, like what not to do so loans aren’t rejected after pre-approval. There isn’t a real estate agent in the world — or a buyer, for that matter — who wants an unpleasant surprise right before a closing. 3. ESTABLISH A SYSTEM FOR COMMUNICATION. Communication is just as important as accountability. Real estate agents and their clients eagerly anticipate news from you, and the longer you go without communicating, the harder the situation becomes for the agent. Your work as a loan officer is fairly mysterious to the borrower, and that makes it easier for you to deflect questions from potentially frustrated buyers who are wondering what is going on with their loans. But the real estate agent is often directly in the line of fire when things take too long, or go badly, during the loan process. It is an unfortunate reality that many loan officers avoid such communication, either because there are no changes to report, or because there is bad news that they would rather not deliver. When the loan officer falls short in communication, the real estate agent is left to pick up the slack. One of the ways a loan officer can work better with real estate agents is to provide relief to the agents you are working with by keeping up regular communication. Just checking in once a week by email with an update on loan status can be helpful. Calling once a week is even better! PAGE 2 OF 3

If you have a system in place for communicating with real estate agents, and you make this system known to the agents you work with (and follow through with what you say), you will stand miles above the majority of loan officers. When you stand out, referrals come to you, and with those referrals an increase in your loan volume. If you run into problems with a particular loan and know the mortgage is going to be rejected, make sure you have some alternatives you can discuss with both the agent and borrower. This shows the agent that you are not just concerned about your own pocketbook, and that you still want to help get to the final goal. 4. USE SOCIAL MEDIA TO HELP EACH OTHER. One of the best things both real estate agents and loan officers can do to communicate more effectively and grow their brands is to have a presence on social media. Today hundreds of thousands of people are using social media to stay in contact with others in their industry. Social media is a great place to grow and nurture relationships with others in your field. Real estate agents and loan officers who engage with each other on social media create opportunities for both parties to be more successful, for example, by mutually sharing content that is beneficial to one another. Let’s say you are a mortgage broker and have just discovered this compelling article on 3 ways to avoid mortgage insurance (and what it will cost you). Some of the real estate agents you work with on a regular basis, who you are also connected with on social media, can share the link in their own social channels. You of course would return the favor when they write something of their own. This is very powerful and a win-win for both parties. The more you can help each other out using social media, the greater chance you both have of seeing business grow. IMPROVE YOUR LOAN VOLUME THROUGH QUALITY RELATIONSHIPS In lending, just as it is in real estate, it is important to treat people as well as you can. Do what you say you are going to do. Avoid promising what you can’t deliver. Maintain communication. Be as helpful as you can. These qualities, like the tips above, will make you a trusted lender in the eyes of the best real estate agents in your area — which will only help increase your loan volume over time! These are the best four ways a loan officer can work better with real estate agents! PAGE 3 OF 3