Monthly Newsletter for May 2017

NW REGIONAL NEWSLETTER HIGHLIGHTS FOR THE MONTH OF MAY May kicked off with our NW Region Sales Rally which gave us the opportunityto hear from Academy’s Top Executives. With a NASCAR theme the event was full ofhorse power and provided a great deal of information and take a ways that will helpyou to find more success in your chosen career path.Applications and locked pipeline in May were the best in 9 months. Our closings werethe best in 8 months and up 36% over April. This means that June is going to be abusy month as we go into our last days of Spring with every indication that we aregoing to have a red hot Summer!While our Sales Team continues to attract new clients our Operation Team has kept usflowing at a high level. We continue to have the lowest Tolerance Cures in thecompany. Lowest number of conditions per file and second in app to fund forpurchase loans, stips per funded loan, and funded at first release. We also have 8 ofour underwriters, closers or funders in the top 10 of the entire company. OurOperation including processors and support truly ROCK!You may remember the children’s book “the little engine that could” well we have ourown version, “the little region that could.” I am pleased to announce that 6 of oursales team are tracking for President’s Club and a trip to Barcelona Spain.Congratulations to Jason Oswald, Dave Perry, Leon McKean, Tera Davis, WhittneyCurran, and Kelly Beebe.We continue to offer our thoughts and prayers to Ev, Bill, and their family. Bill’sstroke last week is a harsh wakeup call just how precious life is. “Life is short, breakthe rules. Forgive quickly, kiss slowly. Love truly. Laugh uncontrollably and neverregret anything that makes you smile.” – Mark Twain-Dave Schile

EVELYN COXRegarding the email I sent to everyone on Monday, June 5th.Thank you all for the support and prayers. I thank everyone on the team for steppingup and covering for us during this time and as it continues. I can't say it enough, youall are amazing people.http://www.strokeassociation.org/STROKEORG/WarningSigns/Stroke-Warning-Signs-and-Symptoms_UCM_308528_SubHomePage.jspStroke Warning Signs and Symptoms:www.strokeassociation.orgLearn the stroke warning signs and symptoms today. Time lost isbrain lost.

CHOOSE YOUR ATTITUDE: Laugh a little!!

Brandi Albers is amazing! I can’t believe the volume that she chewsthrough every month and still comes back for more. Thank you Brandi!YOU ARE APPRECIATED!!~Laurie FunstonJenna Provost for the continued support of Tera Davis and Melissa Buck-ley of the Davis Team in Walla Walla to hit an all- time monthly high of closingsin the month of May. Jenna has also taken on learning to process loans and isgetting rave reviews for her quality of work and on time closings for the loans thatshe has been working on. Way to go Jenna!~Lynn Hergenreder A HUGE thank you to Laura Alexander who is always so thoughtful and helpful. Every morning she greets me at the door and helps me bring in all the my bags filled with all Sophia’s baby must haves every morning. It is a gesture that is so very appreci- ated each and every day. Thank you Laura! ~Jennifer Bender I would like to take a minute to thank the following people who put up with me daily: Craig Ballhagen, Dave Baldwin, Maureen Miller, Stephanie Johnson, Susie Manweller, Terry and Tressa Anderson OSeTHFaHFOsiAUEeNVTr.EKORYUYYoTOOuTNUaOEr,e’DfSoaACrlVlAaEaRllpSSypCDorHuUeIcRLdiaIEoNt,FeGadOnARmdSCofNLorOEreAWhthReDalIpNnAiGnYygoumkankoewm!!y! job I am lucky to work with such amazing people!!! ~Paulette Martinez

I’d like to give a shout out to BRANDI ALBERS!!!You girl are beyond amazing and we’d never look as great as we dowithout you! Your work ethic and teamwork is unsurpassable!There are no words that express my gratitude for you!!Thank you for being so freaking RAD!!~Lacie ZacharyI want to congratulate Becky Godina on her move toUnderwriting. It has been a pleasure having you as my processor andI am so happy for you to take on this new adventure.CONGRATULATIONS!I want to congratulate Bonnie Maxwell on her recentpromotion to PARTNER on the Bender team. I have been so blessedto have Bonnie on my team for the last few years and I am so excitedto have Bonnie now as a partner and “work wife”.Congratulations Jeanne Armstrong on your recent promotionto Processing! I know you will do great and be keeping us LO’s in linein no time. I am looking forward to working with you in your newrole. Congratulations!~Jennifer Bender

I’d like to send a shout out to our amazing underwriting & closingteam of Laurie Funston & Brandi Albers. This ladies areunreal.com, seriously, their dedication and ability to handle whatcomes their way is truly remarkable. Thank you, thank you, thankyou!A quick shout out to Darla Schoger for filling in and doing agreat job while another processor was out of the office in earlyMay. She stepped up and closed a pile of loans in May! Nicework!Jason and I also wanted to recognize our unbelievable assistants &LOA’s. Tara Haglund & Natalie Svaty are amazing to saythe least. Heidi Williamson is truly one of the finest humanbeings on the planet… period! And Ami Browen has an uncannyability to stay focused on the most important tasks, even in themidst of the craziness that this business throws at her. All of youare 100% awesome, thank you! We would like to thank Jaycee Crow for her accommodating attitude. Thank you for not making us take the kid’s car seats out for the ride to the Northwest Sales Rally. We love you Jaycee.Jaycee Crow ~Modesty Martinez and Christy Milliren Jacked a ride to the Division Rally, who knew I would have to re-visit my childhood. #TeamPlayer #ChildAccidentPrevention #CarSeatsRock

Thank you to James MacPherson, Aaron Nemec, NicoleAbraham, Christina Baker, Britt Christensen, TerryMott, Kriss Bates, John Sway and Abby Hawkins, fortaking the time to offer their useful information at the NorthwestRally in Meridian, Idaho.Below is a picture of some employees hanging out in the wonderfulsunshine at the lunch Break.Left to right (courtesy of Dave Schile)Bonnie Maxwell, Michelle Mireles, Chealee Carstensen,Angie Bowden and Amy HobbingWe at the Legacy Branch need to give a HUGE shout out to Brandi Albersfor juggling our multiple and ever changing priorities. We love her positive at-titude and smile. We wouldn’t be as successful without her willingness to besuch a team player.We love her!And welcome to Miranda Bosely, the newest processor for our branch –great addition to our team!~Darla Austin

Northwest Sales Rally in Meridian, IdahoJames MacPherson Nichole Abraham speaking Speaking at the Rally James MacPherson Aaron NemecPresident ClubPanel:Leon McKeanTera DavisDave PerryJason Oswald

MEET OUR NEW EMPLOYEES FOR MAY LEGACY BRANCH MERIDIAN, IDAHOWe’d like to welcome the following recent hires to the Legacy-Meridian office. LEFT TO RIGHT:CHEALEE CARSTENSEN FRONT DESK /ADMIN ASSISTANTMICHELLE MIRELES LOAN OFFICERMIRANDA BOSELY PROCESSORKIM JASPERSON INSIDE SALESWe’re looking forward to having each of them contribute in their respective roles. ~Dave Perry

COEUR d’ALENE HAPPENINGS FOR MAY Enjoying the 1st day of nice weather out on the lake. Coeur d’Alene, Idaho Left to Right: Carli Daniels Danielle Costa Stacia PageCarli Daniels listed above, will be leaving the Coeurd’Alene office on June 30, 2017 to attend Highline Community College in Des Moines, Washington. ~Scott PetersenGROUP PICTURE WITH THE PAGE FAMILY Left: Aiden Page(Son of Stacia Page) Coaches Aaron and Stacia with Son Aiden and Aaron Page, adult right, (Coach & Husband of Stacia Page) participating in U8 youth Soccer, Post Falls Parks and Recreation.

WALLA WALLA, WASHINTON II OFFICE PARTICIPATES IN DUCKY DERBYOur office is a ticket office for purchasing Derby ducks. All funds go to the prevention ofChild Abuse in our community. Tera Davis Sits on the board as a Child Abuse PreventionSpecialist and on the Exchange Club that holds the Ducky Derby event. Picture of ducksbeing dropped into the creek as they race to the finish and also Jenna Provost’s Son James(in orange shirt) enjoying the festivities.

MAY NUMBERS TOP THREE BRANCHES IN THE NORTHWEST REGION MERIDIAN 12,527,251 LEGACY MERIDIAN 12,031,107 WALLA WALLA II 4,265,261TOP FIVE IN VOLUME TOP FIVE IN PURCHASE VOLUMEDavid Perry 6,342,696 David Perry 5,694,696Tera Davis 4,265,261 Tera Davis 4,265,261Jason Oswald 3,794,244 Jason Oswald 3,678,249Ryan Shelby 3,127,875 Mike Lipinski 3,009,387Mike Lipinski 3,009,387 Ryan Shelby 2,591,225 “Success usually comes to those who are too busy to be looking for it” ~Henry David Thoreau“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 OFFICERS1. David Perry $6,342,696 17. Teresa Metz $797,267 Lynn Hergenreder $759,0132. Tera Davis $4,265,261 18. Dave Baldwin $688,014 Lance Sweet $675,1003. Jason Oswald $3,794,244 19. Anne Erickson $592,627 Dean Gillmore $581,9284. Ryan Shelby $3,127,875 20. Kristi Lacroix $555,423 Mike McLean $553,1425. Georgea Lipinski $3,009,387 21. Tina Clarke $418,760 Dalton Clark $376,8486. Whittney Curran $2,576,614 22. Adam Zachary $311,133 Brenda Heller $270,0007. Maureen Miller $2,230,866 23. Aaron Page $200,000 Joshua Moore $177,5108. Mike McLean $2,111,958 24. Alice Thomas $166,136 Total Volume $44,586,2059. Scott Petersen $1,833,251 25.10. Cheryl Lipp $1,600,552 26.11. Terry Anderson $1,458,844 27.12. Vicki Leavitt $1,371,571 28.13. Jennifer Bender $1,090,015 29.14. Craig Ballhagen $1,030,466 30.15. Sheryl Trembley $1,029,892 31.16. Susie Manweller $948,812

You Must Give to ReceiveAdding value for Realtor partners helps build relationships and referralsBy Bubba Mills, CEO and owner, Corcoran Consulting & Coaching IncAlbert Einstein once offered the following advice: “Try not to become a person of success, but rathertry to become a person of value.”Here is a funny and true story: A scientist who studied ants learned that when ants die, their fellowants carry them away and dump them because of the smell. The scientist tried an experiment and putthat same smell on a live ant. The ant’s buddies didn’t hesitate. They carried that ant away and buriedit — even though it was alive and kicking.The moral of this story is: “Pay attention!”The question for mortgage originators is this: If you’re not getting referrals from Realtors, why is that?If you’re reading this, no doubt, you’re alive. But are you alive to potential life-changing business — thekind of business that lands in your lap because of good relationships with Realtors?If you’re not getting referrals, it is probably not because you have a certain smell. Most originators willagree, however, that if they can get a few more referrals in 2017, their business will grow and theirlives will be that much easier. How do you get more referrals from Realtors? Well, sometimes theanswers are so blatantly obvious — like the smell that leads fellow ants to carry a live ant to its grave —that, frankly, it is ridiculous.Inman, the real estate news giant, recently surveyed Realtors specifically about what they want frommortgage originators — what the survey called “lending partners.” If you’re willing to pay attention tothe survey results and do some work, you can essentially build a rock-solid foundation for futurebusiness through a flood of referrals from Realtors.Inman’s findings came at a perfect time as well. Realtors and mortgage originators need each othermore than ever. Realtors are strapped with dwindling margins and originators need borrowers.Consider the following survey results: Realtors prefer to work with mortgage originators (47 percent)over banks (31 percent) and nonbank lenders (22 percent). Plus, Realtors want to work with partnerswho are a good cultural fit, have a variety of products and a proven track record (someone they cantrust) and who can get loans to closing on time.More telling are the following two results: More than three-fourths of Realtors (77 percent) said theyonly have one lending partner they refer clients to. And, 79 percent of Realtors don’t currently getleads from their lending partners, but 74 percent want leads from originators they know and trust.Let these items percolate as you ponder the following tips that can add value to and increase yourrelationships with Realtors. CONTINUED ON NEXT PAGE

Continued from page 1 - You Must Give to Receive1. Get buyers approved. It was one of the smartest businesspeople ever who saidthese words: “Give customers what they want.” To improve your relationships withRealtors and add value to those relationships, you must view Realtors as customers.And those customers want qualified buyers — it’s as simple as that. Make it yourmission to stick with unqualified borrowers until they become qualified and then handthem off to your favorite Realtors. If that means creating your own credit-repairoperations, by all means do exactly that. Realtors understand the work involved ingetting buyers qualified and, more than that, they will appreciate your work and oftenreturn the favor.2. Think speed, product variety, reputation and ease of communication. What youneed to focus on is no longer a secret. Inman found that Realtors want lending partnerswho are fast, have a variety of products and a good reputation and, finally, who areeasy to reach. These are your talking points with all Realtors laid out for you on a silverplatter. In addition, make sure when anyone calls your 800 number that a real personanswers the phone. This can increase your conversion rate by 50 percent. That is ahuge difference that is worth the cost. You can’t throw money at lead generation andthen make borrowers wade through a frustrating robotic maze.3. Give leads. Remember the final stat listed earlier from Inman: A whopping 79percent of Realtors aren’t getting leads from their lending partners, but 74 percentwould like them. There it is, straight from the horse’s mouth. That means you need toget serious about your own leads, and even think about investing in lead-generationand lead-management services. Both HIBU, a digital advertising company, andTigerLead, a provider of lead-generation products, can help you prioritize, nurture andcultivate leads, which could increase your website clicks five-fold or more.Now it’s up to you. You have to go out and market yourself. Let Realtors know you’realive, or face an ugly demise by getting carried out of the mortgage industry kickingand screaming.