Newsletter for September 2018

NW REGIONAL NEWSLETTER HIGHLIGHTS FOR THE MONTH OF SEPTEMBER My apologies our newsletter is going to print late. September saw a 19% drop in closed loans over August which was par for the course with the other regions and the industry as a whole. Typical in a month where kids are getting back to school and summer vacations were wrapping up. The positive news is we are already seeing a decent increase in October for credit pulls, applications, locked loans, and closings. The mad dash for many to sell before the snow flies and buyers to be in their new home for the holidays is in full gear. I want to give a shout out to all of operations team in the hub’s and in the field for keeping our loans flowing, watching overtime costs, and making our sales team look like superstars. Working together we need to continue to move from application to approval as fast as we can, critical to our success is providing our realtor, builder, and borrowers a definitive reason why to choose Academy. Those lenders who remain flawed in their execution continue to lead with price, we need to show the value of closing on time, every time. We have quite a few of our sales team who have qualified for Executive Club and a trip to Los Cabos this spring. Those of you who are close need to put the pedal to the metal so you too can be part of the fiesta! Even though the President’s Club trip to Spain was during the first week of October I want to share the experience now. First I want to thank our Magnificent 7 who earned the trip and who Mary and I had a wonderful time with, Jason Oswald, Dave Perry, Tera Davis, Leon McKean, Leon Baker, Whittney Curran, and Kelly Beebe. Props to their teams that helped send them to Barcelona. Please check out the pictures in the newsletter. We are in the 4 quarter, time to look at your personal and professional goals for 2018 th and make sure that you are doing everything in your power to accomplish them. “Keep your words positive because your words become your behavior. Keep your behavior positive because your behavior becomes your habits. Keep your habits positive because your habits become your values. Keep your values positive because your values become your destiny” ~Mahatma Gandhi -Dave Schile

EVELYN COX It’s that time of year again, we need to take the time to complete our compliance class’s – assigned my Academy University; try and take them early and stay off the my naughty list. As we are all working toward achieving the 10 day close, I must mention that we need to be reviewing the documentation that is be- ing put in the files for the underwriters to see. We also need to remember that we put conditions in the condition buckets and not in an all-encompassing bucket that requires the underwriters to spend more time sorting out what has been reviewed and not re- viewed. I am seeing a huge increase in the amount of conditions on files; 15 to 20 conditions means there may not have been suffi- cient to make a valid credit decision. Lastly…. words can’t express how much it means to me that you all have been there to share your caring words and actions, whether it was in person, phone call, email, text or card, I knew you all had my back. We are truly blessed by having such extraordinary peo- ple in our lives, whether it was the Academy family, the Hayden Beverage family, or the Boise State family; the showing at the Cele- bration of Life and the stories told will be held close to Megan and my hearts. Did you know? FHA requires one month of bank statements when using a VOD. When using printouts from the bank, they must be stamped, dated and signed. When using printouts obtained from online, the URL must be displayed on each page and be able to determine it’s the borrower’s account and bank name. Fraud guard should be ran at prequalification and reviewed; it’s been picking up foreclosures and bankruptcies and it’s good to know that in the beginning to be able to talk to the borrowers about the findings. When an appraisal is uploaded through Mercury to Encompass, it can change your property taxes. QUOTES The only place success comes before work is in the dictionary. Vince Lombardi Don’t complain about things you’re not willing to change. Together Everyone Achieves More Pleasure in the job puts perfection in the work. Do more than belong: Participate. Do more than care: help. Do more than believe: practice. Do more than be fair: be kind. Do more than forgive: forget. Do more than drear: work. William Arthur Ward Every job is a self-portrait of the person who does it. Autograph your work with EXCELLENCE. Be the reason someone smiles today.

SMILE A LITTLE

Shout out to Laurie Funston and Tina Helm for covering for me while I was out of the office dealing with Bill’s passing. ~Ev Cox Laura Alexander helped me with an out of state borrower who will not use e-mail and does not want e-mail disclosures. I can’t even keep track of how many FedEx’s Laura has helped me send to my client. Thanks Laura for making the process very smooth for everyone! ~Stephanie B. Johnson THANK YOU SO MUCH to Carole Bateman for covering my desk while I was out for a week! You did an AWESOME job and I’m SO GRATEFUL for you! NATALIE SVATY ~ you my friend are AMAZING! Thank you for all that you do for our team! I’d be lost without you!! TARA HAGLUND ~ Girl…there is no one like YOU! I appreciate all your hard work so much! You make my job easier every single day! Thank you for being FANTASTIC at your job and for always having my back! BRANDI & MAGGIE ~ The two of you are the BEST! Thank you for always getting our CD’s and Docs out on time! Your dedication and teamwork doesn’t go unnoticed! SHOUT OUT TO DAVE SCHILE FOR CLEARING SO MUCH LOVE FOR OUR 553 BRANCH! OFF EVERYONE’S CARS DURING A SNOW DAY CHEERS, ~LACIE ZACHARY

Shout out to Fran Larsh and team for making sure all the closings happened in a timely manner for each of their teams while I was out. ~Ev Cox Happy 5 Year Anniversary to my work spouse Bonnie Maxwell! I can’t believe it has already been five years from when you joined me. Time sure does fly by when you are having fun! I am so blessed to have you in my life! Happy Anniversary! Love ya lady! ~Jennifer Bender IDAHO HOUSING ANNOUNCES Congratulations to the top lending partners and loan originators for Q3 2018! Southwest Idaho: Leon Baker Shout out to all the women that work 40 or more hours, manage the office for the boss, never get a raise. After work—put a load of laundry in the washer/dryer, fold the laundry, cook dinner, clean it up, help the kids with homework, go to bed at midnight then get up and do it all over again without complaining. YOU GO GIRLS!! (single mothers do it everyday)!!! Shout out to the entire Region – you all have definitely extended so much love and support and continue to do so as I work thru this. ~Ev Cox

HAVING FUN IN SPAIN

Charity and Service Projects Recently, Tera Davis of the Davis Team in Walla Walla, has started a new organization and is serving on the board for 100 Women Who Care Walla Walla Valley. This organization’s purpose is to collect $100 from 100 women in the Walla Walla Valley and donate those funds to a non-profit selected by majority vote of those who have pledged to give their $100. This will help fill in the gap for some other organiza- tions who do amazing things but don’t have the resources to spread the word as to what they offer. This all started with Tera sitting on the couch many nights trying to think of ways to help more agencies/ nonprofits. She put out a call for help on her Facebook page to all her friends to see if anyone would be interested in this idea of 100 Women Who Care and had an overwhelming response. The organization just held its first nomination meeting where all those that donated $100 met and heard 15 minute presentations from 3 local nonprofit organizations. The donors then did a majority vote and awarded one of the organizations over $10,000 in donations. It was an amazing event with a huge turnout and such a success! (See attached phots, Logo & Tera) Because of her idea there are people being helped that might not have had a chance otherwise. Thank you for your generous heart and for being such an amazing role model to all those around you Tera! For more information on 100 Women Who Care Walla Walla Valley please visit http://www.100wallawallawomen.com (See attached photos) _______________________________________________________________________ The Davis Team had a great time Saturday September 1 while handing out popcorn to the Walla Walla Valley during st the Walla Walla Fair & Frontier Days Parade. This parade is a staple event in Walla Walla and has over 125 participants that are watched by over 10,000 spectators and lasts well over 2 hours. It was great to see so many friendly faces and be able to give back even if it’s just a bag of popcorn  We get the opportunity to connect with the community and be a part of something that’s been around for over 100 years. (see attached picture, Parade)

LETTERS OF THANK YOU Hi, Dave – As I kick off two weeks of chaos , this was a wonderful reminder of exactly why we are all in the business. A couple of important points in this very sweet note – 1) We helped this wonderful lady purchase a home that will bring her much joy, and 2) the lender who maintains contact with the client wins their loyalty. Have a great day!! Mary Sindorf Leon McKean and Mary Sindorf -I wanted to say, you both were kind, patient , extremely knowledgeable and lastly an amazing power house of a team! It is now hitting me that I own this cute little home in my favorite neighborhood with a 1 minute drive from my daughters home! Leon FYI...- Alaska USA Matt Huffman still hasn’t called me back on all that information regarding “ the 2nd home option”! Their loss our gain- and I now I have gained 2 great people in my life -you and Mary! Today after cleaning - my furniture will be in, so I can treat my mother to a little get away from Bethel/ Leon we will stop in for a quick hello when that happens! Again Thank you both and I wish you all the best. I know we will hear from one another again! Sandra Cordially, Sandra Abdiu General Manager Midtown Cottages LLC

SEPTEMBER NUMBERS TOP FIVE BRANCHES IN THE NORTHWEST REGION LEGACY MERIDIAN 12,417,588 MERIDIAN 10,156,455 COEUR D’ ALENE 4,519,889 WALLA WALLA II 3,149,782 NAMPA ID CENTER 2,515,745 TOP TEN IN VOLUME TOP TEN IN PURCHASE VOLUME David Perry 4,780,350 David Perry 4,780,350 Jason Oswald 3,849,083 Jason Oswald 3,514,908 Scott Petersen 3,393,264 Tera Davis 3,001,782 Tera Davis 3,149,782 Scott Petersen 2,843,264 Ryan Shelby 2,687,879 Ryan Shelby 2,687,879 Leon Baker 2,515,745 Leon Baker 2,199,958 Jamie Nettles 2,270,408 John Spiker 1,960,610 John Spiker 2,086,610 Whittney Curran 1,841,507 Whittney Curran 1,841,507 Cheryl Lipp 1,629,207 Maureen Miller 1,781,981 Leon McKean 1,518,320 “Keep your dreams alive. Understand to achieve anything requires faith and belief in yourself, vision, hard work, determination, and dedication. Remember all thing are possible for those who believe” ~Gail Devers “Research indictes that workers have three prime needs: Interesting work, recognition for doing a good job, and being let in on things that are going on in the company” ~ Zig Ziglar

NORTHWEST LOAN OFFICERS 1. David Perry $4,780,350 20. Vicki Leavitt $957,397 2. Jason Oswald $3,849,083 21. Angie Prendergast $944,908 3. Scott Petersen $3,393,264 22. Michael Louden $646,663 4. Tera Davis $3,149,782 23. Eloisa Rawson $580,761 5. Ryan Shelby $2,687,879 24. Mike McLean $557,850 6. Leon Baker $2,515,745 25. Kelly Beebe $553,850 7. Jamie Nettles $2,270,408 26. Terry Anderson $503,920 8. John Spiker $2,086,610 27. Lynn Hergenreder $497,236 9. Whittney Curran $1,841,507 28. Monica Barton $425,098 10. Maureen Miller $1,781,981 29. Tina Ellis $298,180 11. Mike Lipinski $1,670,099 30. Craig Ballhagen $274,000 12. Teresa Metz $1,629,558 31. Kristi Lacroix $264,173 13. Cheryl Lipp $1,629,207 32. Dean Gillmore $240,100 14. Jennifer Bender $1,555,921 33. Dave Baldwin $209,825 15. Leon McKean $1,518,320 34. Lisa Steinke $200,000 16. Bob Beisly $1,143,695 35. Anne Erickson $181,717 17. Michael Julius $1,113,160 36. Carolyn Summerton $165,000 18. John Schaff $992,077 37. Alice Thomas $121,086 19. Karen Wright $985,012 $48,215,422

Cultivating Realtor Relationships Take the steps necessary to make yourself an attractive referral partner By Brian Kent, general manager, C2 Financial Corp. | bio All originators know that working on purchase loans can be tough. The buyer, seller and respective Realtors are relying on the originator to come through and to be on time. This means lots of e-mails, texts and after-hours phone calls to update all parties on the loan progression. One wrong move can cause the deal to fall apart, so the stakes are high. Because of the high stakes, Realtors will, of course, only trust certain originators to handle their transactions. It’s those originators who end up getting the referrals, and it’s those originators who have long-term career stability, regardless of what’s happening with interest rates. So, what should originators do to make sure Realtors have the confidence to refer deals to them? SELL YOURSELF The top quality a Realtor looks for in an originator actually often has little to do with the originator. It’s the originator’s processor that is key. So, the first step an originator must take is selecting an elite processor. Realtors must know the originator has a solid processor with an efficient and accurate tracking system so purchase files move smoothly through the system, from origination to funding. The processor must be knowledgeable and proactive to deal with speedbumps that arise during the transition. While speedbumps will always arise, Realtors know they can be mitigated by working with an originator who knows industry guidelines frontward and backward. Therefore, it also is critical that originators demonstrate they are A+ students of the mortgage business. If originators aren’t on top of procedures, rules and regulations, they are unlikely to win an argument with the underwriter, and that could be the difference between funding and fall-out. The best originators can get on the phone with an under- writer and clear that speedbump the majority of the time. Realtors want an originator of this caliber in their corner if they are to be successful. Showing Realtors your depth of knowledge first-hand is very powerful, but you still need to constantly reinforce your repu- tation. How is this done? Follow these five steps to reinforce your reputation when meeting with Realtors:  Compile a list of testimonials from past clients and Realtors.  Give Realtors the list of questions asked during your “fact-finding” interview with the client. This helps avoid surprises later on that can derail a loan.  Show Realtors your system for keeping all parties up to date. These days, many originators use systems like Floify.com or HiMaxwell.com.  Include material and flyers about your company and what you provide that other companies do not.  Display any awards or recognition your company has received. PAGE 1 OF 3

ESTABLISH A ROUTINE To stay on top of purchase transactions, originators must not get bogged down with unnecessary meetings and tasks. The most effective originators set up daily, weekly and monthly routines to prevent them from getting side- tracked. “ The last originator a Realtor wants to work with is someone who is not committed to their business. ” Your morning routine, for example, might consist of the following:  9 a.m.: Hold a 15-minute “pipeline” meeting with your processor.  10 a.m. to 11 a.m.: Make calls to prospective borrowers.  11 a.m. to noon: Set up appointments with Realtors in your area. As part of your weekly routine, you might set up a caravan with Realtors every Tuesday. Meeting with prospective Realtor partners is a key part of a weekly routine. Top originators say they meet three new Realtors (or other po- tential referral partners) per week. For your monthly routine, you should plan to run your monthly production reports on the first of the month to moni- tor your progress. Print up these routines, and put them on your bathroom mirror so you see them every morning. When meeting with Realtors, never come empty handed. You don’t want them to think you’re only there because you want their business. Bring something of value that can be discussed over lunch — an article, resource, book, website, lead source, etc. — something they can benefit from. Then show them your typical client presentation. In addition, take a good look around their office while you are there. Some Realtors may have the perfect office or cubicle you can rent. It can be tough to break in, but once you do — and you prove you are better than their in- house, big-bank lender — Realtors won’t be able to get enough of you. Of course, this works the opposite way as well. One screw-up gets around the office fast, which is, of course, why you should not rent desk space until you are 100 percent ready to roll. And, of course, when doing Realtor business, only use account executives who you know are reliable to get the deal closed. If you will be in the office, show Realtors and potential clients that you’re a professional by dressing the part in a properly fitted suit. There’s nothing worse than an outdated, tight, or baggy suit. Like it or not, people judge you from the second you step in the door. Of course, if you’re meeting with a client who surfs, perhaps showing up in board shorts is the way to go. PAGE 2 OF 3

DEMONSTRATE COMMITMENT Being part of a Realtor’s office can be a real game changer for your business. Top originators, however, nev- er forget that the key to marketing themselves — whether in print, online, at seminars or in person — is con- sistency. Giving a flyer to a Realtor once won’t do much. In fact, that’s likely a waste of money. You must commit to presenting a consistent series of flyers. When business is good, set aside money to continue doing marketing when business is bad. It’s particularly important to market yourself when business is slow because that’s when others are pulling back. It must be a consistent and concerted effort day in and day out. This concerted marketing effort is key to ensuring a steady stream of incoming referrals. Consistent marketing also creates exposure that shows current and prospective Realtors that you’re in the business for the long term. The last originator a Realtor wants to work with is someone who is not committed to their business. If you’re not the best self-promoter/marketer, you should take action immediately because this is critical for generating new business from Realtors. If you don’t have the budget to hire a marketing consultant, get a business-savvy friend to help you put together a plan to promote and market yourself, attend a webinar or seminar about marketing or read a book, like “Guerilla Marketing,” to get some ideas or inspiration. A college student studying marketing also might be able to provide some good advice at a good price. Young people are probably the best resource for social media know-how. Perhaps you can even be some marketing student’s school project. Many schools allow professionals to post jobs on their online job boards. Do whatever it takes to get the job done. If you’re not promoting yourself, by default, you’re demoting your- self. PAGE 3 OF 3