Newsletter April 2018

NW REGIONAL NEWSLETTER HIGHLIGHTS FOR THE MONTH OF APRIL My apologies that our April Newsletter is a little late going to press but our publisher Angela had the audacity to go on a 10 day Mediterranean Cruise, happy to have her back even though she wishes she was back on the ship. April was a mixed bag, applications, credit pulls, and locked pipeline were up but closings were down about 3%. May looks to be a much better closing month. Get files in early! Many of our sales and operation team in the Treasure Valley were able to spend time with Academy’s new head of production Kevin Haycock along with Rob Shockley and Patrick Welberg from the production management team in April. Kevin discussed the trying times for the mortgage industry with compressed margins and companies trying to secure business by lowering rates creating a double edge sword, closing loans with no profit, or even at a loss. Kevin, Rob, and Patrick reassured everyone on the strength of Academy and that our company’s history in trying times is to grow and take market share while others consolidate or go out of business. The team listened to Operation concerns including the speed of Encompass and lock downs needing to be cleared. We need to continue our focus towards being able to close a loan consistently in 10 work days. Ev and the underwriting team along with Susan and the closers and funders are doing their part with quick turn times. The key to our success is on the front end with our sales team and processing group. By having the file in our processor hands within 24 hrs. of application and submitted to underwriting on day 5 we are going to reach our goal. By performing in 10 days realtors both listing and selling will want to work with Academy which will take us to Adam’s second goal of 10 closed loans per loan officer. “You don’t get paid for the hour. You get paid for the value you bring to the hour.” – Kareem Abdul-Jabar -Dave Schile Dave asked me to share my recent preview of Barcelona with you. Barcelona is amazing!! To anyone going on the Academy Trip I am sure you will fall in love with it like I did. ~Angela Bowden

EVELYN COX Did you know: Bitcoin or other digital currencies must be converted to US currency and deposited into an eligible account where the account statement indicates borrower ownership. A full paper trail is required. Also are an acceptable source of funds to close. All agencies require a heat source that meets community standards and must be common and customary to the neighborhood. FHA loans only the required payments from the date of the agreement must be documented. Delinquent taxes in lien status require 3 months of documented payments. Existing mortgage payments requirements. On the date of the loan application, the borrower’s existing mortgage must be current, which means that no more than 45 days may have elapsed since the last paid installation date. Quotes of the Month Individual commitment to a group effort – that is what makes team work, a company work, a society work, a civilization work. Vince Lombardi Youth is the gift of nature, but age is a work of art. Stanislaw Jerzy Lec A gentle word, a kind look, a good-natured smile can work wonders and accomplish miracles. William Hazlitt I love it when people doubt me. It makes me work harder to prove them wrong. Derek Jeter Thunder is good, thunder is impressive; but it is the lightning that does the work. Mark Twain

SUSAN HOLMES As volume ramps up, I thought I’d share some things that can make the closing portion go more smoothly. Request the initial CD 10 days prior to your estimated signing date. As long as the locked Loan Estimate has been delivered, we can proceed with this step. Please make sure all File Contacts are complete. The name, address, phone, email & license numbers of realtors and the escrow closer print on the CD. Once the loan is approved and conditions are being reviewed, make sure any Alerts or Fails are cleared. The UW clears AUS discrepancy alerts. The Lock Desk clears Key Pricing alerts. Address any Mavent Fail. Most should be cleared prior to doc request. If not, makes comments in your doc request email to Closing. When requesting docs, please allow 24 hours for the doc pkg to go out. There are several steps that need to be completed, and many require responses from others. We may be assisting with Alert or Fail clearance. Or pending responses to clear Pricing exceptions or UW Comparison differences. We are also updating and balancing the Closing Disclosure with the escrow closer. The closers are often able to zip through these steps and quickly get the doc pkg right out. But allowing time in the process can alleviate stress and make the whole process go more smoothly. A huge thanks to every employee that helps a loan get from origination to closing. The Closing Department wants to support you in providing FANomenal experiences! HAPPY MOTHER’S DAY

Congratulations to the Top Idaho Housing Lending Partners for Q1 2018! Top Lending Partners: North Idaho: Top Loan Originators: Scott Petersen North Idaho: Ami Browen is having Baby Girl #2 at the end of May. You would never know that she was pregnant except she has a beautiful belly. She hasn’t missed a day of work and has not shown any sign of being tired or complaining once throughout her entire pregnancy. She is a rock star and exemplifies the definition of “strong work ethic”. I am honored to be a part of her team. We are so lucky to have her. We will really miss her when she is out on maternity leave. ~Heidi Williamson Here’s something “health wise”; For all you youngsters over 50, go get your SHOUT OUT TO DAVE SCHILE FOR CLEARING NEW and improved Shingles vaccination, called SHINGRIX. Prior to April OFF EVERYONE’S CARS DURING A SNOW DAY 2, 2018, it was not covered. It is now covered 100% under the Wellness Benefit (at least on my plan), thus saving $180 per vaccination! I hear most doctors are highly recommending their patients get this done, and the sooner the better. ~Mike McLean

I would like to give a shout out to Peter Rau in IT. As a new employee to the Academy Family and being so far remote from the corporate office, it can be challenging when something is not working properly. I experienced a very complicated issue that was difficult to overcome and it took several days to resolve. When it was escalated to Peter he stuck with it, kept me updated of the progress and remained kind and professional towards me while at the same time maintaining a positive attitude a solution would present itself. Thank you Peter!! ~Monica Barton A big shout out to Ev Cox, Jason Oswald, Angie Hine, Marci Witt, Danielle Hurd, Maggie Weekes, Laurie Funston and Jaycee Crow for the tremendous job they did on a rush file that was delayed due to appraisal issues. Once the appraisal issues were worked out, they all pitched in to get the file through underwriting, MI issued, and docs out in a period of about 4 hours…..amazing!! It was awesome to see how everyone came together to get this one pushed through so quickly. I’m very thankful to work with such great people!! ~John Spiker This was a crazy first year at Academy for me. I am overwhelmed by the support that EVRY single person has shown me. I feel so blessed to be a part of this team. BIG THANK YOU TO LORI KARAU FOR KEEPING ME SANE IN OUR HOLE, ALWAYS HELPING OUT, AND MAKING ME LAUGH  Additionally, Jeanne and Pearl for ALL their extra help- even a year later, all the people who keep tabs and give encouragement, Kelly for always allowing me to put my family first, and last- but not least -THE CHOCOLATE FAIRY  ~Casja Weatherbie A shout out to Gabi Rhoades – congratulations on earning a spot with the Idaho Stampeders again this year! ~Susan Holmes

Shout out to Ev for keeping me inline (and also hearing me out when I feel strongly about a file!) Dave – thank you for believing in me and allowing me to pursue my goals of opening a new office. And to Heather Mclean for jumping on board in the midst of our busy times and working as hard as you have been despite this side of the financial world being all new to you! ~Tera Davis I am truly amazed at the speed and ease of getting a loan closed. From the time a CD is ordered, docs go out and our loans fund, we have this process down. I hear this often from our escrow agents who are happy to see loans come from Academy. Thank you Closing Department! ~Lynn Hergenreder Shout out to Kelly Beebe and Dave Schile for giving me time away from work to travel to the Mediterranean. Dave thank you for allowing me to be away during the creation of the Monthly Newsletter. You are both the best! Mike and Fran Larsh, you saved my husband from total embarrassment of wearing a cowboy belt to formal dinners. Thank you so much!! Thank you Laura LaHorgue for covering my job on the newsletter this month and anything else that might come up for marketing. Thank you Jennifer Bender for allowing Laura to back me up. ~Angela Bowden

I so appreciate the combined efforts Darla Austin, Laurie Funston, Brandi Albers Chealee Carstensen and Amy Hobbing. Without them, life would be much more difficult! Dave Perry and Jason Oswald do a great job keeping the “machine” running at optimal efficiency. ~Mike McLean Thank You to Alice Thomas for running doc’s back to Nampa for me! Thank You to Kris Link for fascinating insight on pain relief! Terry Anderson for the all the nice compliments this month! Thank you to Kelly Beebe for always correcting my timecard – HA!! I really appreciate everyone’s positive humor & kind remarks, in a business that can be so dramatic yet serious in its nature. ~Laura Alexander Shout out to employees at the Nampa 8050 branch Thanks for putting up with the mess. Our breakroom is complete! ~Susan Holmes There is not a big enough “shout out” for all the underwriters and support staff. They tackle the challenges of files with such a spirit of “figuring it out”. I told Kelly Beebe today, I feel like I have gone to heaven with the incredible underwriting team at Academy! God Bless YOU ALL! I am thankful for EACH OF YOU! ~Carolyn Summerton

WELCOME OUR NEWEST EMPLOYEES MONICA BARTON I come from 17+ years in the mortgage and banking industry. I started specifically in mortgage the winter of 2005 and have been hooked since. I spent the last 6 years in a management role leading an origination team. I loved teaching and coaching other LO’s and watching them grow in their development but it took me further and further away from working directly with families which is my greatest passion. I’m super excited to have joined this amazing Academy family and to be back doing what I love best! I am happily married to my best friend of 26 years. We have twin daughters who are both married and thankfully living back in Alaska near us. I live in the most beautiful state in the U.S. and I invite all to come and see it for themselves! You won’t be disappointed. I am a small town girl born and raised in DENISE VARGAS Othello WA. I attended Washington State University and graduated in 2014 with a major in Criminal Justice. I We will feature Denise’s Picture in our May Newsletter. Here is a moved to the Tricities area in 2015, and guestimate for now. Wink Wink. never thought it would grow on me considering my home town has a population of 8,000. When I moved to the Tricities, I became an insurance producer for Allstate and then decided to take the brokerage route. After a few years in the industry I decided to move into the real estate/lending side, and have grown so much as a person and in the profession. I love what I do and only hope to see myself grow further into the profession. On my down time, I like to work out, hike, explore the outdoors, fishing, and spend quality time with my family and friends. I have one kiddo by the name of DeAndre and is 1 year old. My husband Patrick is a 6 grade math th teacher, and also coaches men’s/ women’s swim team. I am so excited to be a part of Academy Mortgage and everything it represents. I am looking forward to meeting you all. 

WELCOME OUR NEWEST EMPLOYEES JAMIE NETTLES I am married to a Navy Veteran Curtis Nettles Jr who stays home with our 4 children; Saryn (15) Marcques (7) Harper (6) and Desmond (3). I previously worked in retail banking as for 13 years, most of that time spent as a Branch Manager. I started in the mortgage industry in October of 2016 and I absolutely love my job as a Loan Originator! I have a servant’s heart and I am very active in my community and church. I am on the Columbia Basin College Foundation Board, and I am the Secretary of the newly chartered Richland Centennial Lions Club. Academy’s support of community service was one of the main reasons I was excited about the opportunity to work here, as well as having such an amazing mentor, Tera Davis! In my spare time I like to sew and crochet, and of course go wine tasting at our amazing local wineries. I am excited for what my future holds here at Academy and I look forward to getting to know everyone! OTHER EXCITING NEWS Left to right: Dave Schile, Kevin Haycock, Bob Beisly, Rob Shockley, Dave Perry. Kevin and Rob with the Sales Leadership Team came to visit some nearby branches.

TERA DAVIS / WALLA WALLA, IDAHO OFFICE WINS “BUSINESS OF THE YEAR” AWARD Recently the Walla Walla Valley Chamber of Commerce held their annual Business Awards Showcase event. This event aims to honor individuals and businesses for excellence, leadership, entrepreneurial spirit, and business practices. The nominees of each category are the embodiment of the vision of what business should be. There were 7 different categories including Business of the Year. Among the nominees for that category was Academy Mortgage operated by Tera Davis. Tera has done an amazing job putting her clients and community as her top priority which shows in the success and growth she has seen over the last 7 years. Congratulations on winning Business of the Year!!

APRIL NUMBERS TOP FIVE BRANCHES IN THE NORTHWEST REGION LEGACY MERIDIAN 13,621,091 MERIDIAN 10,184,603 WALLA WALLA II 4,509,265 NAMPA IDAHO CENTER 3,059,536 ALASKA 2,726,189 TOP TEN IN VOLUME TOP TEN IN PURCHASE VOLUME Tera Davis 4,509,265 Tera Davis 4,292,765 David Perry 4,417,629 David Perry 3,658,043 Jason Oswald 3,800,132 Ryan Shelby 3,394,254 Ryan Shelby 3,534,634 Jason Oswald 2,814,032 John Spiker 3,321,239 John Spiker 2,799,439 Leon Baker 3,059,536 Leon McKean 2,526,189 Leon McKean 2,726,189 Leon Baker 2,472,786 Cheryl Lipp 1,782,425 Cheryl Lipp 1,584,645 Maureen Miller 1,704,731 Jennifer Bender 1,330,375 Jennifer Bender 1,525,375 Maureen Miller 1,085,356 “Do what you have to until you can do what you want to” ~Oprah “Great works are performed not by strength but by perseverance” ~ Samuel Johnson

NORTHWEST LOAN OFFICERS 1. Tera Davis $4,509,265.00 18. Craig Ballhagen $818,240.00 2. David Perry $4,417,629.00 19. Whittney Curran $814,036.00 20. Bob Beisly $781,254.00 3. Jason Oswald $3,800,132.00 21. David Moberly $769,038.00 4. Ryan Shelby $3,534,634.00 22. Michael Julius $756,183.00 5. John Spiker $3,321,239.00 23. Kristi Lacroix $652,320.00 6. Leon Baker $3,059,536.00 24. Terry Anderson $597,301.00 7. Leon McKean $2,726,189.00 25. Michael Louden $566,480.00 8. Cheryl Lipp $1,782,425.00 26. Stephanie Johnson $529,800.00 9. Maureen Miller $1,704,731.00 27. Heidi Bateman $500,462.00 10. Jennifer Bender $1,525,375.00 28. Anissa Franklin $491,790.00 11. Scott Petersen $1,332,033.00 29. Mike McLean $426,500.00 12. Lynn Hergenreder $1,299,864.00 30. Lisa Steinke $300,000.00 13. Mike Lipinski $1,214,451.00 31. Alice Thomas $234,294.00 14. Karen Wright $1,081,187.00 32. Kelly Beebe $210,123.00 15. Teresa Metz $1,018,169.00 33. Tina Ellis $155,000.00 16. Vicki Leavitt $980,163.00 34. Eloisa Rawson $71,677.00 17. Carolyn Summerton $840,791.00 TOTAL $46,822,311.00

Time to Heat Up Your Business Summer is a hot season for the mortgage industry By Bubba Mills, CEO and owner, Corcoran Consulting & Coaching Inc. | bio Noted American author Henry James once wrote: “Summer afternoon — summer afternoon; to me those have always been the two most beautiful words in the English language.” We don’t know what James liked so much about summer afternoons, but it’s obvious why mortgage professionals should like all of summer: It’s when they can make some serious money. Take the National Association of Realtors’ (NAR’s) word on the subject. The NAR has conducted a study every year since 1999 and found that the seasons do, in fact, play an important role in the housing and mortgage markets. In short, NAR says homebuying and home-selling activities swell during the spring and summer months of the year, and then trail off during the fall and winter. During pretty much the entire second quarter of each year, existing-home sales start a steady climb with an average month-over-month growth rate of 10 percent each month from April to June. As a result, May, June, July and August become the four heaviest home-selling months each year and end up accounting for 40 percent of an average year’s total home-selling volume. NAR also found that home sales begin to drop in earnest in September. Existing-home sales fall by an average of 16 percent from August to September each year, and then fall by another 10 percent in November. The slowest period each year is from November to February. Those four months account for just 27 percent of an average year’s total home-selling volume. NAR also determined that mortgage applications — not surprisingly — follow these seasonal trends as well, but slightly earlier. So the big months for mortgage applications are primarily April through July. That means it’s time to get busy and capitalize on the upcoming summer. Here are some suggestions to help you make the most of this coming summer. HOLD A SPECIAL EVENT Take advantage of the warm weather and hold a special event at a local park. This could be a picnic, a client-appreciation cookout, a summer staycation party, a cook-off or an ice cream social — anything fun. Toss in a freebie or two related to your business — maybe summer-related offerings like water bottles, beach towels, or sunscreen with your company’s logo — that you can hand out to potential clients or partners. You also can research summertime events that you might piggyback on. Just about every city has some Memorial Day festivities, for example. Is there a festival that makes sense for you to partner with so you can get your name (or your company’s name) out there? Or are there some that are worth buying a booth at? In general, think about where the crowds will be gathering this summer and be there, too. There are plenty of options during these months, such as local festivals, outdoor shopping areas, beaches and recreational areas. Find some that make sense and make an appearance. Continued Page 1 of 2

REFRESH YOUR REFERRALS AND YOUR LOOK To get your business really warmed up for the summer, ask your former clients for referrals. OutbondEngine, a marketing-automation company, found that 83 percent of clients are willing to provide a referral after they had a positive experience, but only 29 percent actually give referrals. Why is that? The main problem seems to be that few past clients are ever asked to give referrals. Remember this three-letter word to change your life: ask. You should ask your happy clients for referrals, and perhaps ask them to jot down some positive comments about you on popular review websites like Yelp. Spring and summer also are made for cleaning, and the same is true for your marketing materials — both hard copy and digital. If it’s been awhile since you’ve added anything to your campaigns, it’s likely time for a refresh. Pull out all of your materials and give them a good looking over. Update your website and social media with new copy and images as well. This even might be a good year to hire a professional to help you stand out. At minimum, get another set of eyes to review your materials to make sure your look and feel — as well as your messaging — still have the spark that speaks to your target audience. • • • If you take some time to think through these items and really plan out your summer, you might find a few extra opportunities to increase your business. Go back and think about each of these points, and see how you can expand on them to make your summer a season to remember. Then, as you think about this summer, it will pay to ask yourself some questions about your preparation. Do you feel you’ve given enough thought about how you might capitalize on market forces during the summer? Have you looked back at past summers to see what opportunities presented themselves that you may not have noticed? Have you considered specific activities you can do to increase your business during the summer months? You can even share your answers with a colleague or a friendly mortgage coach. Page 2 of 2