Newsletter for December 2019 and January 2020

NW REGIONAL NEWSLETTER HIGHLIGHTS FOR THE MONTHS OF DECEMBER 2019 AND JANUARY 2020 December was a busy month for the NW Region, we managed to close 50M even with the all the distraction and the wonder of the Christmas season, that was up from 44M the previous year. We ended the year with 707M funded, nice increase over 2018’s 569M. As one of the Top Regions in the country we averaged 2.23 loans closed per employee and 6.9 per producer. It was a record year for the region, our branches, and many of our sales team. Great job everyone! We closed 48M in January, compared with 34M January 2019. Much better way to start the year off and keeping up with the company goal of a 12.5% increase in 2020. The mild winter so far in most of our markets, along with a continued strong demand for new and existing homes, along with low rates and still a few refi’s to be had will give us the opportunity to make new records this year. Our sales team had an amazing 2019 with 45% of our Mgrs. /LO’s qualifying for either President’s or Executive Club. We had 30% alone to reach President’s Club where most will be heading out the end of February for the beautiful beaches of Thailand. Please check out all of our qualifiers in the newsletter, and the exciting trips that can be earned this year. No records are broken or trips taken without the selfless hard work and dedication to their careers as exemplified by our wonderful Operations Team. To all of our rock stars that processed, underwrote, closed, and funded 2,842 loans last year along with those that support your efforts you are THE BEST! Shout out to Ev for helping pave the way to providing excellent service to our clients and customers, thanks everyone for all you do! Please review the information from Academy’s January Summit at the end of the newsletter. The theme this year was “What’s Your Story?” By printing the forms for your Personal and Academy story you can have fun in a mad libs way of creating your own story’s. This is not just for our sales team but for everyone to enjoy. Much better to tell your own story then have others tell their rendition of you, so What’s Your Story? -Dave Schile

EVELYN COX December was a blur! It was a very busy month; then coming into January, we were anticipating some slow down; which we saw I think 2 days of, but we are back and gearing up for full steam ahead. I have to say that it was a great time at Summit, great speakers, good motivation and the best part of all, telling your story. We learned the importance of telling our OWN story and not letting someone else tell our story. “There is a surrendering to your story and then a knowing that you don’t have to stay in your story.” (Colette Baron Reid) We often think that telling our story is based on dates of things that have been accomplished, but we learned that our story is based on feelings and emotions that help us to grow and be a better person. “It’s like everyone tells a story about themselves inside their own head. Always. All the time. That story makes you what you are. We build ourselves out of that story.” – Patrick Rothfuss “The purpose of a storyteller is not to tell you how to think, but to give you questions to think upon.” – Brandon Sanderson “A story has no beginning or end: arbitrarily one chooses that moment of experience from which to look back or from which to look ahead.” – Graham Greene “Tough times don’t last – tough people do.” “Courage, is one step ahead of fear.” Did you know? When working on a VA loan, started prior to January 1, 2020 you need to select the “get MI button” to get the correct Funding fee. One of our biggest stips on files is not having the 92900A fully executed and page 3 of the 1003 not signed by the loan officer. (Month of December we had 41 application stips) Shout Out!!!!! Defected loans – None in the last 6 months available: Carol Martin, Karen Ulibarri, Melanie Baldwin, Tak Imanishi, Tina Helm *** GREAT JOB TEAM *** Post Close Defects – None in the last 6 months available. ***AWESOME JOB TEAM***

CHOOSE YOUR ATTITUDE: Laugh a little!!

Shout out to Jen Ploetz and Tanya Eagans for being such incredible team members, great processors and so much fun to work with! I really appreciate all they do! Shout out to Gabi Rhoades for ALL her hard work, extra time and attention to detail as a closer on my files! She really makes Academy Look Good! Shout out to Angela Bowden, our incredible marketing coordinator who does such a great job of keeping us in the loop, bringing up promotions and providing what we need to continue to be successful and bring new business into Academy Mortgage! ~Jonathan Michalski Shout out to Pearl Smith & Lori Karau for being a couple of the hardest working ladies I know. I appreciate everything you do to help keep this team running smoothly!! ~Whittney Curran I’d like to send a shout out to Brittany Jones for closing my rescue file in 9 business day! Thank you for doing an amazing Job and making me look so good! ~Teresa Thomas Big Shout out to Carole Bateman for helping us with some challenging files and helping our team! You are such a great team player. ~Heidi Williamson

To our fearless leader Tera Davis, THANK YOU for always being gracious, available, tenacious and willing to pitch in no matter what. I’m so honored to be a part of Team Walla Walla and I’m thrilled to see what the next chapters unfold for us as a team. I think 2020 is going to be a banner year for us and I can’t wait to celebrate with my girls!!! ~Mo Castro Thank you so much to Bonnie, Laura L, Casja and Jeanne. I feel so lucky you ladies on part of the team, I couldn’t do it without you! Thank you to Tressa for always being willing to help me problem solve or look up CP rules, I appreciate all your help! ~Jennifer Bender “Thank you all so much for making Sophie feel so loved on her Birthday (and every day for that matter). She talked about her birthday party at Mommy’s office all weekend and she always wants to come to work with me and see all her friends. It truly warms my heart to see her love and be loved by all of you. Thank you all SO very much! We really are a family here!” ~Jen Bender Shout out to Natalie Svaty and all the ladies at Legacy for putting together the local Christmas Party this year! Nice job Ladies! ~Dave Schile

I would like to give a SHOUT OUT to 2 Team Leads: • James MacPherson – and his amazing team for putting together insightful and valuable content for another difference- making Summit 2020. His calm demeanor and capable leadership are inspiring and confidence building. Thank you for providing a place to give back with meal packs! Wonderful content, great location, generous gifts, and great food! Thank you for making Academy Mortgage a great place to be! Kimber Ernstsen – your team was Fabulous as always! Your crew of Blue Shirts is always on point, organized, and the technology always works! Surely, the massive amount of work I THINK you all put in to make it happen is dwarfed by the ACTUAL amount of preparation you and your team made for us…Thank You! Special Shout to Dave Schile, Kelly Beebe, and Evelyn Cox…super people making Greatness look easy! For these and many others, I’m grateful to be part of the Academy Mortgage Family. God Bless the USA, and God Bless You! ~Leon Baker (who is aspiring to be more like the Leon from Alaska… nice work, Sir!) Congratulations to the top lending partners and loan originators for IDAHO HOUSING LOANS YEAR-END 2019!

I’d like to shout out to my entire team for making 2019 our best year ever! It took full effort from everyone to make it happen… Heidi, Darla, Ami, Chealee, Natalie, Tak, Brandie, etc. Everyone played a part, did their absolute best, and made it happen. Cheers to an even better 2020! Big congrats to John Spiker & his amazing team for having the best production year of his caeer! Mardee Rosencrance is 100% amazing, and it’s been fun to watch them work together towards a common goal. Bring on 2020! Congrats to our entire branch for contributing to combined volume of just over $205 million! Nice work! ~Dave Perry Garrit McGuire recently transferred from Academy’s Manteca CA Branch to the Legacy Branch in Meridian ID. Garrit for many years has been a President’s Club producer with his primary focus on builder business. It is for those past efforts that he won the use in a drawing of loan officers with high builder volume to drive a new GMC pickup truck. The truck was delivered by Chad Melin, Vice President of our Builder Division, Garrit will have use of the truck for 6 months, it then will go to the Loan Officer in the region (excluding Alaska and Milwaukee) who signs up the most Novi Accounts by August 1. If you would like more information on Novi please contact Dave Schile. Left to right: Jason Oswald, Dave Perry, Chad Melin, Garrit McGuire, Rob Shockley

MEET OUR NEWEST EMPLOYEE JON PECKHAM LOAN OFFICER FOR KALISPELL, MONTANA I am loan officer operating out of Kalispell, Montana. My wife, Leah, and I are raising two daughters named Maeple and Ruby. We share our home with our rescue dog named Roxy. Who also share’s in our outdoor adventures. We have lived in the Flathead Valley for the past 15 years. Moving from Colorado. We love the outdoors and the lifestyle that being this close to Glacier National Park gives us. We love to spend time rafting, hiking, and camping. My background is in management within various industries including manufacturing and more recently micro-distillery operations. Over the past decade I have developed my skills in customer service, networking, and managing amazing teams of individuals. I am thrilled to be teaming up with Academy Mortgage on my journey as a loan officer. CONGRATULATIONS TO TERRY ANDERSON ON HIS RETIREMENT IN JANUARY AFTER 17 YEARS WITH ACADEMY MORTGAGE CORPORATION! We wish Terry and his wife Gail all the best for their new chapter that lies ahead! Have fun and don’t get too restless! We already miss your smiling face, Wit and humor, but we still have your Daughter Tressa to take care of that for you.

Christmas Cheer 2019



Salt Lake City—Summit 2020

December 2019 TOP FIVE BRANCHES IN THE NORTHWEST REGION LEGACY MERIDIAN 19,098,635 MERIDIAN 13,846,667 COEUR D’ALENE 4,617,951 WALLA WALLA II 4,343,235 ALASKA 3,313,739 TOP TEN IN VOLUME TOP TEN IN PURCHASE VOLUME David Perry 7,784,693 David Perry 5,020,194 Jason Oswald 4,891,436 Tera Davis 3,949,123 Tera Davis 4,343,235 Jason Oswald 3,289,321 Jennifer Bender 4,254,222 Ryan Shelby 2,767,143 Scott Petersen 3,762,001 Leon McKean 2,575,014 John Spiker 3,391,615 Jennifer Bender 1,934,031 Ryan Shelby 3,240,680 Leon Baker 1,887,289 Leon McKean 3,158,539 Alicia Chaves 1,476,180 Leon Baker 2,820,289 John Spiker 1,327,769 Alicia Chaves 2,091,430 Scott Petersen 1,322,084 “The biggest risk is not taking any risk... In a world that changing really quickly, the only strategy that is guaranteed to fail is not taking risks” ~Mark Zuckerberg “Write it on your heart that every day is the best day in the year ” ~ Ralph Waldo Emerson

NORTHWEST LOAN OFFICERS DECEMBER 2019 David Perry $7,784,693 Monica Barton $1,111,438 Jason Oswald $4,891,436 Cheryl Lipp $1,090,464 Tera Davis $4,343,235 Michael Julius $992,411 Jennifer Bender $4,254,222 Brenda Heller $900,000 Scott Petersen $3,762,001 Lynn Hergenreder $880,875 John Spiker $3,391,615 Charles Stevenson $798,558 Ryan Shelby $3,240,680 Terry Anderson $703,845 Leon McKean $3,158,539 Marty Fortier $603,950 Leon Baker $2,820,289 Craig Ballhagen $593,225 Alicia Chaves $2,091,430 Alice Thomas $518,415 Nichole Thueson $2,032,333 Tina Ellis $343,000 Whittney Curran $1,724,815 Andrew Tschida $280,127 Vicki Leavitt $1,565,548 Anne Erickson $252,000 Maureen Miller $1,484,205 Jonathan Michalski $226,950 Mike Lipinski $1,344,054 Mike McLean $200,000 Jamie Nettles $1,206,197 Teresa Thomas $155,200 Austyn Shuman $1,156,041 Carolyn Summerton $129,000 Teresa Dean $1,122,311 $61,153,102 Total Volume

January 2020 TOP FIVE BRANCHES IN THE NORTHWEST REGION LEGACY MERIDIAN 13,665,449 MERIDIAN 8,598,350 WALLA WALLA II 4,892,815 COEUR D’ ALENE 3,054,708 RATHDRUM 2,813,891 TOP TEN IN VOLUME TOP TEN IN PURCHASE VOLUME Tera Davis 4,892,815 Tera Davis 4,458,729 David Perry 4,632,345 David Perry 4,101,345 John Spiker 3,738,818 Jason Oswald 2,737,583 Jason Oswald 3,693,083 John Spiker 2,253,430 Jennifer Bender 3,472,817 Monica Barton 2,113,511 Scott Petersen 2,628,808 Jennifer Bender 1,916,677 Leon Baker 2,291,750 Leon Baker 1,555,550 Monica Barton 2,113,511 Jamie Nettles 1,436,800 Whittney Curran 1,960,754 Whittney Curran 1,339,407 Alicia Chaves 1,895,603 Cheryl Lipp 1,106,603 “A creative man is motivated by the desire to achieve, not by the desire to beat others. ~Ayn Rand “Successful people do what unsuccessful people are not willing to do. Don’t wish it were easier; wish you were better” ~ Jim Rohn

NORTHWEST LOAN OFFICERS JANUARY 2020 Tera Davis $4,892,815 Nichole Thueson $1,251,453 David Perry $4,632,345 Leon McKean $1,228,434 John Spiker $3,738,818 Maureen Miller $1,206,121 Jason Oswald $3,693,083 Cheryl Lipp $1,106,603 Jennifer Bender $3,472,817 Vicki Leavitt $991,116 Scott Petersen $2,628,808 Mike McLean $678,250 Leon Baker $2,291,750 Lynn Hergenreder $606,000 Monica Barton $2,113,511 Tina Ellis $521,805 Whittney Curran $1,960,754 Ryan Shelby $500,537 Alicia Chaves $1,895,603 Teresa Thomas $380,971 Teresa Dean $1,543,611 Brenda Heller $313,125 Jamie Nettles $1,436,800 Marty Fortier $260,400 Mike Lipinski $1,344,690 Tressa Anderson $238,359 Michael Julius $1,295,400 Craig Ballhagen $228,646 Austyn Shuman $1,270,280 $47,722,905 Total Volume

Congratulations to our President’s Club Qualifiers Going to Thailand Dave Schile Kelly Beebe Dave Perry Jason Oswald Whittney Curran Tera Davis Garrit McGuire Congratulations to our Congratulations to our Oahu President’s Club Executive Club Oahu Qualifiers Qualifiers NOT PICTURED Lynn Hergenreder Leon McKean MONICA BARTON JENNIFER BENDER SCOTT PETERSEN RYAN SHELBY JOHN SPIKER

I had the privilege of opening the Leadership Summit and introducing this year’s theme: What’s Your Story? Our life is woven together by a tapestry of stories—we are made of stories! Our stories help us make sense of the world and provide us perspective and understanding. They teach us what is real, what is true, and what is possible. Life provides us with these stories or experiences—our successes and failures, triumphs and disappointments—which ultimately define who we are. We are then interconnected with others by our stories. Whether we realize it or not, we are all playing key character roles in other people’s stories, and our own story involves people who have impacted our lives for the better. Our stories can inspire hope and change and motivate others to dream more and become more. I know that my story has been significantly impacted for the better by the individuals I am proud to serve with on the Executive Leadership Team. I asked several of them to share their stories at Leadership Summit so our entire team could get to know them on a more personal level, connect with their experiences, and take away examples and lessons from their lives to become better storytellers and listeners. Each of their presentations emphasized a key principle of the Leadership Summit. Kindra Hall, Strategic Storyteller, President and Chief Strategy Officer at Steller Collective, Author and Award-Winning Columnist Kindra brought her wonderful energy and enthusiasm for storytelling. She provided a unique perspective on why telling your story really works in business and the importance of actually telling your story rather than making the common mistake of simply alluding to it. Our small stories provide a huge opportunity to connect with others, and the strength of your brand is measured by how well your circle of influence can tell your story. My favorite take-away from Kindra was on how to reframe our story structure. Rather than crafting from a beginning, middle, and end, your story should be structured as Normal—Explosion—New Normal. • Normal: The current reality. • Explosion: An explosion happens and disrupts normal. New Normal: A result of the new normal, post explosion. Dave Durocher, The Other Side Academy Dave’s life story was nothing short of inspiring. His drive to completely change the direction of his life after years of addiction and prison time not only saved his life but is now saving the lives of so many others through The Other Side Academy, a facility he co-founded to help the most lost among us. Dave’s motto: “I spent the first half of my life helping people die. I will spend the second half of my life helping them live.” At one point, Dave said something that really stood out to me, “If you send out enough ripples, you can completely change the tide.” And Dave is doing exactly that, changing the tide. When you think through your story, think about where you want to change the tide. Admiral William H. McRaven, Retired Four-Star Admiral, Former Chancellor of the University of Texas System It was quite eye-opening to hear Admiral McRaven’s incredible story. Woven into his accounts of capturing Osama bin Laden and Saddam Hussein, among other extraordinary experiences, he shared valuable lessons he has learned throughout his life: • From his Navy Seal training days: Make your bed every day. By doing so, you start your day with a task completed, giving you a small sense of pride and motivation to move on to accomplishing the next task. • From experiencing the Sugar Cookie (when a Seal trainee is ordered to get in the cold water and then roll in the sand): Life isn’t always fair; get over it and move forward. If you can overcome the failure and get through the circus, you will come out stronger. • From his time navigating Navy Seal obstacles: Assume some risk. Understanding the value of taking a risk helped guide many of his missions. • During Hell Week, when many trainees are at their breaking point: Don’t ever ring the bell; don’t ever give up. This story also showed the power of one person to inspire hope in others, as he described a trainee who broke into song to keep his squad unified and prevent them from giving up.





2021 Sales Conferences Will Add a New Chapter to Your Story When you see the destinations of the 2021 Sales Conference destinations below, inevitably popular images will come to mind when you think of each location. But the itineraries for each trip will definitely include sites and activities that are sure to bring you a new perspective of the place, culture, and life—and add a new chapter to your story. Academy is excited to announce India and Whistler, British Columbia, Canada, as the two destinations for our 2021 Sales Conferences. President’s Club Cultural and Service Expedition New Wonders in India Spring 2021 We’ve scaled the Great Wall of China. We’ve toured the Colosseum in the center of Rome. We’ve explored Machu Picchu in Peru. Now it’s time for our President’s Club qualifiers to check another of the 7 New Wonders of the World off their list: the Taj Mahal in India. A visit to the ivory-white marble mausoleum—described as “one of the universally admired masterpieces of the world’s heritage”—will be just one stop on our journey of this vast, inspiring, and beautiful country, with its incredible sites, history, architecture, shopping, and food! We will also have the opportunity to get to know the amazing people and culture through a service experience. This Sales Conference will change you and your perspective of life. It’s impossible to leave India the same person as when you arrived. President’s Club and Executive Club Sales Conference A New (and Warmer) Look at Whistler in the Summer! Summer 2021 While known as a popular winter ski destination and site of the 2010 Winter Olympics, Whistler’s list of summer activities is as long as its zip lines. Ziplining may top that list for adventure seekers or perhaps white-water rafting, hiking, biking, or ATV tours. When not exploring the mountainside or relaxing lakeside, qualifiers will enjoy the restaurants, shopping, arts, and culture on the pedestrian-friendly streets of Whistler Village, or they may golf 18 on one of four courses. Academy’s Sales Conference in Whistler is sure to include an eclectic mix of activities and events in this family-friendly, ultimate summer destination.