Newsletter April 2017

NW REGIONAL NEWSLETTER HIGHLIGHTS FOR THE MONTH OF APRILDid April showers bring May flowers? Yup, our applications in April were the bestsince August of last year and our April funded volume was up over 15% from March.Looks like sunshine is on the horizon and our Spring buying season is off to a goodstart. Please read the article on Dual Markets in the newsletter giving our existingcustomers the opportunity of selling their current home HIGH and buying the homeof their dreams LOW.While we are a purchase centric company we do have the opportunity to help some ofour customers refinance from a conventional loan with MI or out of a government orbond loan using Essent’s lender paid or borrower paid options and using the Essentcalculator to determine the individual savings to our customer. Those on our salesteam who are struggling to find enough time in their day may be able to have theirLoan Officer Assistant take care of contacting the customer or utilizing someone inthe branch that currently has capacity and do a commission split? If the rates go upthe opportunity is lost. Keeping in mind we want to be our customers “lender forlife.”I want to thank our Operations Team in the HUB and in the field for your steadfastwork ethic and ability to make our sales team be competitive in what has been a“roller blade and switch blade” market. As pipelines fill up competitors are goingafter our underwriters, closers, funders, processors, and support team because theyknow we have the best people in the business. Please know how appreciated you areand your sales team is fortunate to be under the same umbrella with all of you!Next week, Thursday May 11 is our NW Region Sales Rally in Meridian. I am lookingforward to having our Treasure Valley sales and operations team along with thosecoming from branches throughout the region. This will be a great opportunity tolisten, learn, and ask questions to the 11 member panel coming from home officeincluding James Mac Pherson Academy President, Aaron Nemec EVP of Production,Mike Jensen EVP of Marketing to name a few.~Dave Schile We are an industry where our cheese is moved frequently. Good to remember, “Change is inevitable, progress is optional.” – Tony Robbins

EVELYN COXHere it is May…. The month that starts off the spring/summer trips, events andthe time that everyone wants to sit on a patio and sip a cool beverage. Maybrings us Cinco de Mayo, Mother’s Day, Armed Forces Day, Victoria Day andMemorial Day (the traditional start of camping). If you haven’t selected a placeto take mom for brunch, probably need to get that selected.May fun facts…. The month of May was named for Maia, the Greek goddess of Fertility. In any given year, no month ever begins or ends on the same day as the week as May does. May’s birthstone is the emerald which is emblematic of love and success. May was once considered a bad luck month to get married. There is a poem that says “Marry in May and you’ll rue the day”. The United Kingdom celebrates May as the National Smile Month. On May 1, 1931, the Empire State Building was officially opened.As we see the volume increasing, we are working diligently to keep our turntimes in Underwriting and Closing at the 24 to 48 hours. Please keepsubmitting clean files.Looking forward to the Sales Rally next week, will be good to see you all and putfaces with the names that I haven’t met face to face.The additional training and calls that have been completed this week havehelped to clear up Day 1 Certainty and re-enforced the ease of using it and howit benefits you, your borrower and Academy. Please keep trying to run allconventional loans thru Day 1 Certainty. From Life’s Little Instruction Book “Never give a loved one a gift that suggests they need improvement” “Understand that happiness is not based on possessions, power, or prestige, but on relationships with people you love and respect”

RACE TO THE FINISHCONTINENTAL BREAKFAST AT 7:30AM MEETING STARTS AT 8:00AM FEATURED DRIVERSJAMES MAC PHERSON Academy PresidentAARON NEMEC EVP ProductionNICOLE ABRAHAM VP Production OperationsMIKE JENSEN EVP MarketingCHRISTINA BAKER EVP OperationsKRISS BATES VP Of National ProductionTERRY MOTT VP Of National ProductionBRITT CHRISTIANSEN ITS ManagerJOHN SWAY National Renovations ManagerTRACK Courtyard Marriott 1789 S. Eagle Road Meridian, ID Sales Team 8:00AM—4:00 PM Operations Team (Treasure Valley) 8:00AM—11:AMGET READY TO START YOUR ENGINES

Eagle and Meridian Idaho Branches help with judging on the Spring Parade of Homes.Susie Manweller KELLY BEEBE VICKI LEAVITTParade of HomesHead chair for STEPHANIEjudging committee JOHNSON WHITTNEY CURRAN DAVE BALDWIN ANDREW TSCHIDA

Staff at Meridian Legacy Branch enjoying Lunch, Pedicures and time off to get them together Courtesy of Jason Oswald and Dave Perry

WALLA WALLA WASHINGTON OFFICE GIVES BACKThey supported Dog Jog as T-shirt sponsor, Exchange Clubs Annual Easter EggHunt with Easter baskets and surprises for the kids and supported the WindermereFoundation Annual Fundraiser costume contest. The Davis Family won 1st as KISSand Melissa and her husband took second as Bret Michaels and rocker guy. Jenna asBoy George. Don, Tera, Samantha and Colton Davis JENNA PROVOST Melissa Buckley and Hubby

TOP LENDERS IN THETREASURE VALLEYLeft to right:Vicki Leavitt, Jennifer Bender andWhittney CurranPhoto courtesy of Pearl Smith WELCOME Danielle Costa—Area Marketing Manager and Carli Daniels—Administrative Assistant Scott Petersen’s Couer D’ Alene Idaho Branch Daniella Costa and Carli Daniels Mary and Annemarie’s1st DAY LUNCH at the CDA Resort beautiful view from their office in Wasilla, Alaska

“I just wanted to say a HUGE thank you to everyone at the Meridianoffice. You have all been so welcoming and loving to Miss Sophia. I am soblessed to be able to bring her to the office with me and it warms my heartto see all the love you give her. Thank you all so much!~ Jennifer BenderJust want to send a huge thank you to Christy Milliren! Shestepped in and saved the day on a last minute emergency. She’ssuch a team player and always has a positive attitude.I appreciate you!~Stacia Page Whittney, Vicki, Dave B, and Andy all served for 4 months with me on 2017 Parade of Homes Judging Committee. As the committee chair, I am honored by everyone jumping in to volunteer. This is a huge time commitment and they all went above and beyond serving our local builders and community. Kelly also served and supported us throughout this journey. She volunteered to drive a group of judges, showed up early to help set up for an Academy spon- sored breakfast, and ensured that we all looked sharp with Academy polo shirts on the day we had been preparing for months on.  Stephanie also supported the committee by helping us tally votes on judging day. Thank you to my Academy Family! ~ Susie Manweller Darla Austin is doing an amazing job covering while Lacie Z is out! Nice work!! ~Laurie Funston

APRIL NUMBERS TOP THREE BRANCHES IN THE NORTHWEST REGION MERIDIAN 10,569,595 LEGACY MERIDIAN 10,282,123 COUER D’ ALENE 2,925,795TOP FIVE IN VOLUME TOP FIVE IN PURCHASE VOLUMEJason Oswald 5,386,335 Jason Oswald 4,962,235Whittney Curran 2,763,385 Jennifer Bender 2,141,047Scott Petersen 2,424,695 Whittney Curran 2,134,397Jennifer Bender 2,413,366 Leon McKean 1,876,468David Perry 2,296,943 David Perry 1,802,443Success in no accident. It is hard work, perseverance, learning, studying, sacrifice and most of all, love of what you are doing or learning to do. “A dream doesn’t become reality through magic; it takes sweat, determination and hard work” ~ Colin Powell

NORTHWEST LOAN OFFICERS Loan Officer Total Volume1. Jason Oswald $5,386,3352. Whittney Curran $2,763,3853. Scott Petersen $2,424,6954. Jennifer Bender $2,413,3665. David Perry $2,296,9436. Leon McKean $2,287,7187. Mike McLean $1,794,5778. Tera Davis $1,309,6819. Maureen Miller $1,270,58810. Terry Anderson $1,153,14911. Ryan Shelby $1,088,70812. Craig Ballhagen $1,084,78613. Lance Sweet $1,045,00014. Vicki Leavitt $795,61315. Georgea Lipinski $789,15116. Cheryl Lipp $787,79617. Kristi Lacroix $637,43218. Adam Zachary $586,30019. Aaron Page $501,10020. Dave Baldwin $424,00021. Brenda Heller $408,50022. Sheryl Ossello $375,00023. Lynn Hergenreder $370,00024. Mike Lipinski $305,11025. Sheryl Trembley $217,96826. Dalton Clark $208,80027. Susie Manweller $199,99028. Anne Erickson $175,88029. Tina Clarke $175,19830. Frank Keller $161,02931. Melissa Buckley $140,30032. Steve Linnenkamp $140,00033. Alice Thomas $128,350

$250,000 $500,000 What is a DUAL MARKET?This is when you have a large segment of buyers who are all shopping for homes at a certainprice point that can vary by market but in most of the NW Region you are talking abouthomes in the 150-400K range. These homes are selling quickly and in some cases arebidding up over listing price. Too many buyers and lack of listings create a frenzy. On theflip side is another market, higher priced homes with not as many buyers shopping. This isthe DUAL MARKET, so if we and our realtor partners can help our past clients who aresitting on equity in the 150 – 400K range we then open up the opportunity for the toMOVE-UP.1) Recognize that our past clients can become the MOVE-UP buyer (or the MOVE-UP renovator)2) Recognize that our insight and knowledge to explain and navigate the DUAL market is a huge opportunity for us and our agents that we are marketing with listings over 450K3) Go through our AMP database and create a list of homeowners that we’ve helped purchase in the 150 – 400K range who may be completely unaware as to how to leverage their equity gain and enjoy the benefits of the buyers-market found in homes prices above 500K.I am pretty sure each of us can create a list of past clients that have loved our service and are now loving the spotthat we put them in as their home values go through the roof—but what are they going to do--Everyone says what’sthe point of selling when you can buy anything? But NOT everyone recognize our sleepy buyers-market startingaround 500K…And “sleepy” is a bit exaggerated, BUT you can see that the 150 – 400K in many of our markets areunder contract in less than 10 days where as the 500K and above all start above 30 days on the market and creeptowards the 45 day window.I feel that we can own this opportunity…look at your past customers in Amp, and CALL (please call—emails reallyare not effective with empathetic education about our real estate market) those clients that you helped in the pastrecognize this mountain of equity. Give them an opportunity to hear about this market duality and see if you canpresent them opportunity calculation that may motivate them to become the move-up!For those wondering why you should call past clients who purchase homes and have seen their homes appreciate,and probably loved your service, please read below!Studies find the probability of selling something to an existing customer is about 60% to 70%, while doingso to a new prospect ranges from 5% to 20%. In addition, it is about 7x costlier to acquire a new customerthan to retain an existing one. Finally, you should know that existing customers are 3x more likely to buyfrom you than new prospects.This is a perfect time to help your past customers SELL HIGH and BUY LOW!