Newsletter December 2018

NW REGIONAL NEWSLETTER HIGHLIGHTS FOR THE MONTH OF DECEMBER Last year is in the books, we can’t go back and change anything, but we can learn from the wins and losses to make 2019 our best year ever. If you haven’t already, please use the one page business plan in last month’s newsletter to prepare for the New Year. As a region we had a slight increase in volume over 2017, the 3.5% bump was not close to what we had hoped for. We did see a nice increase in purchase volume but also saw refinance volume continue to decline. This will be an interesting year as the industry continues to battle compressed margins and high per unit operations costs. We will see more companies merging, yesterday it was announced that Eagle Home Mortgage is being purchased by Movement Mortgage. The key to our sustainability is making sure that every team member is giving a 100% at their position. We need to stand out from the crowded field of lenders and become 1 Choice with our realtors, builders, st customers, and sphere of influence. The future belongs to us! I want to thank our operations team for all of your hard work last year! It is critical that operationally we continue to pick up speed from application to approval, by outperforming our competition we will win more battles. The first quarter of the year is always a grind in our business so watching costs is critical, we were not happy having to say goodbye to some of our ops team members last month. It’s a numbers game and anything that our admin’s and processors can do to help our sales force spend their time asking for business is greatly appreciated. Ev and our underwriters need to continue to help the loan officer’s figure out how to make deals work, please pick up the phone, every loan is important to our bottom line. Our closers and funders wrap up the process and leave the last impression with all involved, extremely important that we are “on time, every time.” Please give a round of applause to our President’s Club qualifiers, Jason Oswald, Dave Perry, Tera Davis, Leon Baker, and Kelly Beebe. I would also like to give a shout out to our Executive Club qualifiers, Scott Petersen, Whittney Curran, John Spiker, Leon McKean, Ryan Shelby, and Lynn Hergenreder. These folks get their names in lights but behind each one there is a dynamic team that helped get them to the top of the mountain. “What the New Year brings to you will depend a great deal on what you bring to the New Year.” – Vern McLellan RINGING IN THE NEW YEAR! -Dave Schile

EVELYN COX Did you know? Road Maintenance agreements are required on Fannie Mae loans; however Freddie Mac does not require a road maintenance agreement. “The street serving the subject property must be maintained in a manner that generally meets community standards.” FHA only requires payments from the date of the agreement must be documented. Delinquent taxes in lien status requires three months of documented statements. Bitcoin or other digital currencies must be converted to US currency and deposited into an eligible account where the account statement indicates borrower has ownership. A full paper trail is required. All agencies require a heat source that meets community standards and must be common and customary to the neighborhood. VA will start requiring Net Tangible Benefit Test on all cash-out refinances after February 15, 2019. Student loans, Freddie allows using .5% for the payments on deferred student loans. Quotes You’ve got to get up every morning with DETERMINATION if you’re going to go to bed with SATISFACTION. George Lorimer Go as far as you can see; when you get there, you’ll be able to see further. Thomas Carlyle Light tomorrow with today. Elizabeth Barrett Browning Someday is not a day of the week. Janet Dailey Even if you’re on the right track, you’ll get run over if you just sit there. Will Rogers The true meaning of life is to plant trees under whose shade you do not expect to sit. Nelson Henderson FAILURE is the CONDIMENT that gives SUCCESS its FLAVOR. – Truman Capote I have not failed. I’ve just found 10,000 ways that won’t work. Thomas A. Edison It is better to fail in originality than to succeed in imitation. Herman Melville People rarely succeed unless they have fun in what they are doing. Dale Carnegie Fall 7 times stand up 8 Japanese Proverb



Congratulations to the Top Idaho Housing Lending Partners for Year-End 2018! Idaho Housing recognizes its top lending partners and individual loan originators - those who closed the highest number of Idaho Housing loans in each region of the state - yearly. We thank you all for your commitment to our home loan programs, and for your hard work assisting Idahoans with their homeownership needs. Congratulations to the top lending partners and loan originators for 2018! Top Loan Originators Top Lending Partners North Idaho North Idaho Scott Peterson North Idaho 2018 Top Producing Originator Congratulations to IFA's 2018 Top Producing Originator, Karen Wright with Academy Mortgage in Cedar Rapids! Karen assisted 44 home buyers totaling more than $5 million in loans. Hi Karen, Congratulations! We are pleased to share you have achieved the status of Iowa Finance Authority Top Producing Originator for the second consecutive year! Karen with Academy Mortgage, in partnership with the Iowa Finance Authority, assisted 44 home buyers totaling more than $5 million in loans for calendar year 2018. We are inviting all IFA lender and realtor partners to a luncheon recognizing the 2018 award winners on Tues- day, Feb 5 at the Holiday Inn Airport Conference Center in Des Moines. There is no cost to attend, but registration is required by Jan. 29. The Iowa Finance Authority will also publicly announce the award winners soon. In addition to the awards, be sure to attend the luncheon to learn about exciting new program updates and infor- mation on our 2019 homeownership marketing campaign, aimed at driving more business to our partners. Thank you for your partnership, we hope you will be able to join us on Feb 5! Rhonda

Shout out to our team, Jennifer Bender, Casja Weatherbie, Laura LaHorgue and Jeanne Armstrong. Thanks to all of you for working on my very difficult file during Christmas week so that I could spend time with my family You guys are all the best! ~Bonnie Maxwell I want to send a Shout Out to TANYA EAGANS for being so EXCELLENT at what she does!!!! ~Kristine Link Thank you to Amy Hobbing and Angela Bowden for allowing us to Donate to the Women’s & Children’s Shelter which is such an important cause! We are also super Thankful to have Kelly Beebe back (literally) upright to help support our Team! Also, to everyone that I support for supporting me and all the wonderful gifts they gave me for my Birthday! It is much appreciated! Thank You!! I am looking forward to a productive and lucrative 2019! AMEN! ~Laura Alexander I would like to thank Tak Imanishi for being such a consistent underwriter. He is quick, uses common sense and is a pleasure to work with. ~Lynn Hergenreder Shot out to Denise Vargas & Jamie Nettles for always being on top of their clients. Their submissions come in clean (making my job easier), and if there ever is something strange going on, they’ll either already have it addressed or jump on it immediately. It’s nice to have a team with a strong and proactive work ethic! ~Tak Imanishi

BIG SHOUT OUT TO CHRISTY MILLIREN WHO DONATED HER TIME AND EFFORT TO DELIVER THE CHRISTMAS PRESENTS TO THE DONATION FAMILY! THANK YOU CHRISTY! ~Ang. Bowden HUGE THANK YOU TO LAURA ALEXANDER FOR PROVIDING A BIG, BEAUTIFUL, EX- PENSIVE BASKET FOR THE WOMEN’S AND CHILDREN’S ALLIANCE DURING THE HOLIDAYS! YOU WERE VERY THOUGHTFUL IN YOUR DONATION,! ALSO, THANK YOU TO EVELYN COX FOR DONATING A REALLY GERNEROUS GIFT CARD TO THE WOMEN’S AND CHILDREN’S ALLIANCE, LASTLY THANK YOU AMY HOBBING FOR THE WONDERFUL IDEA, PUTTING IT ALL TOGETHER, YOUR GENEROUS DONATION, AND DROPPING IT ALL OFF. ~Ang. Bowden A HUGE THANK YOU TO TRESSA ANDERSON for processing all of my loans that were put into processing while I was on vacation over the holidays. There were several. There are not enough words to express how much I appreciate it! ~ Jeanne Armstrong I would like to give a shout out to: Manesseh Castro “Mo” She is incredible! Her “Can Do” attitude makes her a fabulous teammate. I appreciate her greatly EVERY SINGLE DAY!! ~Angie Prendergast “I huge shout out to my entire team here at our office. Ami Browen, Heidi Wil- liamson, and Darla Austin worked like crazy to finish out the year and surpass the goals that we had set as a team. They were phenomenal, just like always! Let’s not forget our operations team that make it all possible… Laurie Funston is 100% awesome, and Brandie Albers is the best closer I’ve ever seen, period! Chealee Carstensen is amazing at getting files set up too. It takes a team, and we have one of the best around! Congrats on a great 2018… Bring on 2019!” “Congrats to John Spiker, Bob Beisley, Nicci Thueson, Danielle Hurd, Carole Bateman, Maggie Weekes, and Sara Weekes for their first full calendar year (Jan. – December) as part of the AMC family. Each one of them has strengths that have added to the team, and make coming to work each day an en- joyable experience. Thanks!” ~Dave Perry

SMILE A LIT-

MERRY AND BRIGHT

Charity and Service Projects Tera Davis is Walla Walla Chamber of Commerce “Woman of the Year” Before a crowd of more than 250 people, the Walla Walla Chamber of Commerce honored Tera Davis as “Woman of the Year”. The Chamber’s highest honor is presented to one man and one woman whose long -term volunteerism of at least 15 years has made a positive impact in the community. Academy Mortgage Loan Officer Tera Davis has given countless hours in causes for prevention of child abuse and for service to help those in need. Her list of community projects and volunteer hours include work with Children’s Home Society, Junior Achievement, the Walla Walla Valley Association of Realtors, Exchange Club, United Way, and Walla Walla School District. Most recently, she led creation of 100 Women Who Care Walla Walla Valley, with the purpose to collect $100 from 100 women in the Valley and donate the funds to a nonprofit chosen by a majority vote. Congratulations, Tera - we are proud to have you here at Academy! SPOKANE BRANCH 260 WORKED HARD TO MAKE THE HOLIDAYS BRIGHTER (and warmer) for those serviced by the Union Gospel Mission, as well as adopting a family through the Salvation Army. Food, toiletries, warm clothing, blankets, socks and shoes were purchased for the homeless of Spokane as well as men, women, and children staying in the Union Gospel Mission Crisis Centers and Shelters. They asked for nothing extravagant or fancy, just a little helping hand. We received a last-minute call from the Salvation Army saying they had a family that had not been adopted for Christmas. Play- ing Santa is always fun! New bathroom items to ‘redecorate’, as well as comforter sets for the bedrooms, and cookware for the kitchen. Wonderful new clothes for the entire family, and a teal blue ukulele for the 9 year old daughter. We can only imagine how excited she was about that! We are already looking forward to doing it again next year! Photo – left to right: Linda Bloom, Kristi Lacroix, Lynn Hergenreder, Ann Schnibbe

Charity and Service Projects Employees at the Meridian Office provided gifts, groceries, cash and gift cards to a family in need for the Holidays! THE LIST WAS PROVIDED AS FOLLOWS: 1. (girl- 1st grade) 3. (girl- 3 year old) Pants size: 5T/6T wears all kids of pants. If pant size: 3T any style/color jeans, they need to have waist tighteners shirt size: 3T any style/color Shirt Size: 6T any style or color Shoe size:7 has been asking for Troll shoes Shoe Size: 12 tennis shoes or boots Toys: Loves Everything Trolls (especially Toys: Loves dress up stuff and pretend make-up, Poppy), loves markers, grew out of her scooter loves scooters but loves to try to be like her sisters. 2. (girl- Kindergarten) 4. (girl- 24 months) pants size: 5T any style/color pants size: 18/24 months stretchy shirt size: 5T any style/color shirt size: 18/24 months any size/colors Shoe size: 11 tennis shoes Shoe size: 3/4 infant any size/color Toys: doc mcstuffins, scooter, drawing and col- Toys: loves anything with lights or makes noise, oring loves to color would love blankets, towels, food for Christmas BECKY GODINA provided all items for the 1st grade CHRISTY MILLIREN organized the event and dropped off girl that were brand name and UBER cute!! the truck load to her “riding club” to wrap and deliver. BONNIE MAXWELL & JENNIFER BENDER provided ALL IN ALL IT WAS AMAZING !! all items for the two year old girl that were super darling! Unfortunately not one picture was taken but VICKI LEAVIT provided fantastic & fabulous items just imagine a group of people full to the brim with along with ANGELA BOWDEN who provided the the the spirit of giving. cutest little pair of “Poppy Troll Shoes” you’ve ever seen and they light up too for the 3 year old girl. KELLY AND DENNIS BEEBE provided amazing & marvelous items for the 24 month old girl. DAVE AND MELANIE BALDWIN provided a cool scooter that lights up, pretend makeup and vaious other top-notch and awesome toy items from all the lists. EVELYN COX AND TINA HELM purchased 16 FULL to the brim sacks of groceries. RYAN SHELBY & JENNIFER BENDER gave a very generous amount of cash to the parents for blankets, towels, etc.

TOP FIVE LOAN PRODUCERS FOR 2018 JASON OSWALD $61,404,961 DAVE PERRY $56,207,790 TERA DAVIS $35,657,246 LEON BAKER $34,179,140 SCOTT PETERSEN $30,916,412 TOP FIVE BRANCHES FOR 2018 LEGACY—MERIDIAN $176,674,288 MERIDIAN $115,999,776 COEUR D’ ALENE $43,413,980 WALLA WALL II $35,657,246 NAMPA ID CENTER $34,179,140 President’s Club Executive Club Dave Perry John Spiker Jason Oswald Leon McKean Kelly Beebe Lynn Hergenreder Leon Baker Ryan Shelby Tera Davis Scott Petersen Whittney Curran

DECEMBER NUMBERS TOP FIVE BRANCHES IN THE NORTHWEST REGION LEGACY MERIDIAN 14,101,034 MERIDIAN 8,092,321 WALLA WALLA II 3,291,496 ALASKA 3,279,213 COEUR D’ ALENE 3,149,653 TOP TEN IN VOLUME TOP TEN IN PURCHASE VOLUME David Perry 5,608,436 David Perry 4,958,836 Jason Oswald 4,962,867 Jason Oswald 4,012,867 Tera Davis 3,291,496 Tera Davis 2,991,843 John Spiker 2,717,234 John Spiker 2,535,234 Scott Petersen 2,492,103 Jennifer Bender 2,037,750 Jennifer Bender 2,037,750 Leon Baker 1,908,850 Leon McKean 1,953,533 Leon McKean 1,820,833 Leon Baker 1,908,850 Whittney Curran 1,770,462 Whittney Curran 1,770,462 John Schaff 1,325,680 Monica Barton 1,430,390 Monica Barton 1,088,390 \"The strength of the team is each individual member. The strength of each member is the team.\" ~Phil Jackson “Individual commitment to a group effort--that is what makes a team work, a company work, a society work, a civilization work.\" ~Vince Lombardi

NORTHWEST LOAN OFFICERS 1. David Perry $5,608,436 18. Mike Lipinski $857,250 19. Teresa Metz $854,550 2. Jason Oswald $4,962,867 20. Lynn Hergenreder $833,868 3. Tera Davis $3,291,496 21. Eloisa Rawson $742,165 4. John Spiker $2,717,234 22. Jamie Nettles $715,794 5. Scott Petersen $2,492,103 23. Anne Erickson $535,550 6. Jennifer Bender $2,037,750 24. Cheryl Lipp $532,000 25. Dave Baldwin $523,402 7. Leon McKean $1,953,533 26. Bob Beisly $432,424 8. Leon Baker $1,908,850 27. Kristi Lacroix $422,225 9. Whittney Curran $1,770,462 28. Craig Ballhagen $348,300 10. Monica Barton $1,430,390 29. Brenda Heller $320,000 11. John Schaff $1,325,680 30. Karen Wright $230,264 12. Vicki Leavitt $1,156,070 31. Greg Ettinger $213,400 Charles 32. Stevenson $195,000 13. Maureen Miller $995,010 33. Mike McLean $185,073 14. Tina Ellis $955,658 Carolyn 34. Summerton $177,592 15. Michael Julius $927,623 Stephanie 35. Johnson $157,500 Angie 16. Terry Anderson $910,130 36. Prendergast $122,000 17. Ryan Shelby $874,599 TOTAL $43,716,248

5 CHARACTERISTICS OF A DYNAMIC LOAN PROCESSOR A dynamic loan processor… 1. Is an Excellent Communicator – A dynamic processor has great communication skills. He/she is one who clearly understands how critical the processor function is to a successful loan closing. The dynamic processor accepts the responsibility for communicating the good, the bad, and the ugly to all involved in a professional manner. The dynamic processor creates an understanding of what has to happen and why it has to happen. 2. Is Resourceful – A processor that knows who to call, what to ask, how to get it, and where to find it, is invaluable. When a deal needs to close before the interest rate lock expires or that purchase deal needs to fund on time, the resourceful processor will use his/her expertise to make it happen. 3. Has a pleasing personality – A dynamic processor leaves the attitude at home. Although it is sometimes a challenge to stay positive and upbeat while interacting with so many parties, the dynamic processor gets it done. 4. Is Focused – A dynamic processor maintains a focus on meeting the team’s funding goal. He/she will take the time to learn about a new program or new lender resource that may make it easier to get loans through the system or to service a different type of borrower. 5. Is Organized – A dynamic processor is definitely well organized. He/she will typically develop his/her own system of resources to compliment the existing organizational structure. This system allows the dynamic processor to make adjustments or switch gears quickly when priorities change. The ability to process quickly and efficiently is key to exceeding production goals. Take advantage of as many learning opportunities as possible to strengthen your expertise.