The 10 Most Empowering Women in Mortgage Industry,2023 (1).pdf

10
Industry Insights
SCHERMERHORN
Cura ng Dis nc ve Solu ons
10
The
Most
in
Empowering
2023
Mortgage
Industry
Women
Women
Mortgage
Industry
2023
Donna
Donna
VOL 03 I ISSUE 04 I 2023
Emerging Trends in
the Mortgage Industry
Novel Perspec ves
Comprehending the
Traits of Transforma ve
Leaders

Mortgage
is the Supportfor
Every Living
Individual
Individual

I
n the traditionally male-dominated mortgage
industry, women are making remarkable strides,
breaking barriers, and leaving an indelible mark on
the field. The year 2023 showcases a cohort of
trailblazing women who are transforming the mortgage
industry through their exceptional leadership,
innovation, and dedication.
These extraordinary individuals have risen to influential
positions, shattered glass ceilings, and are empowering
others with their expertise and vision. Their
achievements, impact, and commitment to excellence
serve as a source of inspiration for aspiring leaders and
professionals in the field. From executive leadership to
entrepreneurship, these women have forged their
paths and are shaping the future of the mortgage
industry.
These women have demonstrated exceptional
leadership skills, strategic thinking, and the ability to
navigate complex business environments. They have
not only achieved remarkable success in their own
careers but have also championed diversity, inclusivity,
and equal opportunities within their organizations and
the industry as a whole. Their stories and
accomplishments highlight the importance of
representation and serve as a testament to the power
of resilience, determination, and the pursuit of
excellence.
Through their innovation and forward-thinking
approaches, these women are redefining industry
standards, introducing technological advancements,
and fostering a culture of collaboration and
empowerment. They are actively involved in mentoring
and supporting aspiring professionals, creating
opportunities for growth, and paving the way for a
more diverse and inclusive mortgage industry.
By recognizing The 10 Most Empowering Women in
Mortgage Industry, 2023, CIOLook celebrates their
accomplishments, highlights their impact, and
acknowledges the progress being made towards gender
equality and inclusivity. Their presence and influence
serve as a catalyst for positive change, driving
innovation, and transforming the mortgage industry
into a more diverse, equitable, and vibrant ecosystem.
Flip through the pages and have a delightful read!
Abhishek Joshi
Abhishek Joshi
I
Spotlighting the
Attributes of Excellence

C
O
V
E
R
S
T
O
R
Y
08 Donna
SCHERMERHORN

16
Cecilia Ramos
The Rising Mortgage Maverick
Christy Mindell
Exhibiting Exceptional Leadership Attribues
Novel Perspectives
Comprehending the Traits of
Transformative Leaders
32
20
Industry Insights
Emerging Trends in the
Mortgage Industry
24
28
Janna Dawdy
A Thriving Mortgage Broker and Entrepreneur
with a Passion for Providing Exceptional Service
Transformational Leadership and
Leading in a Digitalized World
36
Contents
Articles
C
X
O

CONTENT
Deputy Editor AbhishekJoshi
Managing Editor Alex Spellman
DESIGN
Visualizer Dave Bates
Art & Design Director Ankita Pandharpure
Associate Designer Revati Badkas
SALES
Senior Sales Manager Sihanee M., Rouniyar A.
Customer Success Manager Brad, Ankush Patel
Sales Executives Ryan Greer
TECHNICAL
Technical Head Prachi Mokashi
Technical Consultant Victor Collins
March, 2023
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Brief
Company Name
Stacey Maisano
Director of
Business Development
Tara Healy
Sr. Mortgage Officer
Christy Mindell
Execuve
Vice President
Karen Chartier
Mortgage Loan
Officer
Christy has over 20 years of experience in financial services
marketing, project management, event planning, business
intelligence.
Stacey is an established all-star with hands-on experience in
nearly every aspect of mortgage lending.
Tara aims to create long-term relationships by providing clients
with thorough knowledge of current market conditions.
Karen has a genuine desire to meet the needs of both new and
experienced homebuyers with her "follow up and follow
through" business mantra.
Cecilia Ramos
Broker/Owner
Cecilia has helped and continues to assist thousands of
individuals and families to make their dream of
homeownership or financial independence a reality.
Ultimate Mortgage Group
ultmgroup.com
Champions Funding
champstpo.com
Fairway Independent
Mortgage Corporation
fairwayindependentmc.com
Amelie Lecompte
Chief Information
Officer
Amelie is an adept leader who has been serving the clients with
the best services and solutions.
Canada Mortgage
cmhc-schl.gc.ca
Mary Callahan
Senior Vice President
Mary is inspirational, energetic, and result-driven leader.
Citizens Bank
citizensbank.com
Cherry Creek Mortgage Co
cherrycreek.com
Donna Schermerhorn
Mortgage Loan
Officer
Donna is an experienced Mortgage Loan Officer with a
demonstrated history of working in the banking industry.
TD Bank
td.com
Polunsky Beitel Green, LLP
mortgagelaw.com
Janna Dawdy
Owner and
Mortgage Broker
Janna is passionate about delivering an exceptional client
experience to alleviate the stress and reduce the financial
burdens that come with change.
JCMortgages.ca
jcmortgages.ca
Setsoto Hlohlomi
President
Setsoto is a team leader and Senior IT specialist (MCSA)
passionate about technology and people.
BasaliTech
basalitech.org
Featured Person

Donna
Donna
SCHERMERHORN
My impact in this
market has been a
successful one, and I
believe that’s due to my
mo o of always pu ng the
client/customer ﬁrst, a
commitment that is core to
TD’s opera ng model as
well.
C
O
V
E
R
S
T
O

a
R
Y
Donna Schermerhorn
Mortgage Loan Oﬃcer
TD Bank

elivering relevant services oriented to custom-
Ders at a personalized level rather than fitting
the needs of every client in a box and accom-
modating their needs to cater to their experience,
realizing convenience, is what consumers expect in
modern competitive prospects.
Thriving with this competitive nature of the market for
25+ years and helping borrowers with their personal-
ized homeownership needs, Donna Schermerhorn is an
experienced Mortgage Loan Officer at TD Bank with a
demonstrated history of working in the banking
industry, skilled in Construction Loans, Construction
Finance, Medical Professional Loans, Banking, Sales,
and Credit Analysis.
Donna’s experience and professionalism help her
clients with the entire process of a loan, and as a result,
the borrowers and builders that she has worked with
value her expertise, along with TD Bank’s best-in-class
loan facilities.
In an interview with CIOLook, Donna shares her unique
approach to critically solving clients’ needs which
makes her the successful mortgage loan officer that she
is today.
Below are the highlights of the interview:
Brief our audience about your journey as a staunch
woman leader up until your current position at TD
Bank. What challenges have you had to overcome to
reach where you are today?
Your question about my journey as a “staunch” woman
leader is much more relevant than you may think. The
word staunch has two primary definitions. The first is
“committed and loyal in attitude,” and the second is
“strong or firm conviction.” My commitment and loyalty
coincide with being strong and firm in the decisions I
make. This makes the execution of any game plan fluid
and allows me to continue a successful run. If either
were absent from the equation, the road would have
been a lot different.
Growing up in the south was much more than just a
punchline; it was a way of life. Watching my parents and
grandparents taught me that working hard was not
optional – it was a necessity. I learned early on that
working hard and applying myself could bring monetary
gain, but it also provided the fulfillment of competing
and winning. I swam competitively when I was young.
Winning a race was not just about external competitors
– it was about my biggest competitor, myself. I set
personal goals to improve my performance each time I
swam, ensuring that I always pushed harder. I have
tried to maintain that attitude throughout my life.
And more importantly, as a Christian, I do my best to
follow God’s plan for my life and to run with endurance
the race that God has set before me.
I started in the mortgage business like everyone else. I
was full of hopes and dreams and quickly realized that
no matter what, it would be an uphill battle. As a
woman maneuvering through an industry dominated by
men, it became apparent that as my success increased,
so did the opposition. I am greatly encouraged by the
strides women have made in our industry over the
years, and I would like to think I played some small but
significant part in that. I believe that this encourage-
ment is what keeps me going on a daily basis.
Finding a niche in any career is really the secret to
success. While being good at a lot of things might bring
kudos and accolades, being great at something brings
success. My definition of success is to bring fulfillment
in one’s soul and financial gain together. I found over
the years that construction loans and the entire process
were not only enjoyable to me; I was really good at
understanding and completing the work. When you are
“really good” at something, the cream will rise to the top.
I did just that and will be forever grateful to this
industry and all those that helped and shared in my
success along the way.
Tell us about TD Bank and its foundation pillar.
TD Bank, America’s Most Convenient Bank®, is one of
the ten largest banks in the U.S., providing more than
9.5 million customers with a full range of retail,
small business, and commercial banking products
and services at more than 1,220 convenient
locations throughout the Northeast, Mid-
Atlantic, Metro D.C., the Carolinas and
Florida. In addition, TD Bank and its subsid-
iaries offer customized private banking and
wealth management services through TD
Wealth® and vehicle financing and commercial dealer
services through TD Auto Finance.

My
commitment
and loyalty
coincide with
being strong
and ﬁrm in
the decisions
I make.
The 10 Most Empowering Women in Mortgage Industry, 2023

Over the years, I’ve worked for a variety of incredible
institutions, and TD is no exception. But what ulti-
mately attracted me to TD is construction lending,
which, as mentioned before, is not only a passion of
mine but also a type of loan that I’ve built a strong
knowledgebase of over the years. In my experience, TD
is one of the premier lenders of construction loans in
the industry, so being affiliated with them is a good fit
for both me and TD.
Enlighten us on how you have impacted the Mortgage
Industry through your expertise in the market.
Making an impact in any career or market simply means
that you have left a mark in some way. I would simply
say that by being successful, I have made it clear to all
striving for success that it can be done. As a woman in a
male-dominated industry, being successful came with a
lot of blood, sweat, and tears. As my regional manager,
Jeff Brown, says, “The mortgage business is not for the
faint of heart.”
Anyone can win at any time; however, winning consis-
tently takes deep roots, a good reputation, and influ-
ence in your market. My impact in this market has been
a successful one, and I believe that’s due to my motto of
always putting the client/customer first, a commitment
that is core to TD’s operating model as well. Further,
I’ve always believed that when you put money first,
you’ll fail, but when you put people first, the money will
follow.
What methodologies do you implement that contrib-
ute to new growth opportunities?
My methodology and system of work have been the
same since my first job in a shoe store. If I can put the
needs of the customer first, everything else will fall into
place. How does this apply to the mortgage business?
Well, you first have to know your product. Knowing the
product and how to help the client is the key to success
in the mortgage industry. This translates to trust in the
referral source because they know that when they turn
their client over to me, they will be treated profession-
ally and with their best interests in mind. Referral
sources are my lifeline. I take it personally when
something goes awry, and I do not stop until it is fixed,
rectified, or at least addressed to the best of my ability.
Undeniably, technology is playing a significant role in
almost every sector. How are you leveraging techno-
logical advancements to make your solutions
resourceful?
Technology is that one word that makes everyone’s ears
perk up. They feel as though there is some secret sauce
that can make loans flood in and bank accounts swell.
The main technology when I started was a telephone –
a landline, to be exact. The use of technology for me
now still revolves around the telephone. Being able to
speak to clients verbally eliminates any misunderstand-
ings that can arise from texts, emails, or notes. I use
these things to enhance verbal communication, not
take their place of them.
I still use the Franklin Covey, handwritten daily planner,
not because it is easier, but because it is what I am used
to – and it works! Computers are essential in communi-
cation with my team at TD. While emails are the
primary way we communicate, we still end with a good
old-fashioned phone call to verify the information sent.
What change would you like to bring to the Mortgage
Industry if given a chance?
This question of what change I would bring is the same
as “if I were queen for a day.” Making rules is really the
opposite of what I would bring. While anarchy is not the
suggestion, by any stretch, flexibility is. Each client is
different, and the dollar amounts of each loan will
suggest a different approach. When we put our clients
in a box, we are taking away their individual needs and
trying to produce many of them the same. Each person
is individual and unique, as are their needs. Shouldn’t
we approach them as such?
What, according to you, could be the next significant
change in the Mortgage Industry?
I can see technology taking a much more significant role
in the loan process. In the same way, going to a restau-
rant and ordering through a kiosk has now become
acceptable; perhaps there would be no need for a loan
officer to help the client. That said, I believe this would
damage the reputations of banks and financial
institutions, at least early on, as the idea of personal
service would become a memory. When we spend
money on a home, no matter how much it costs, it is one
of the most important transactions in our lives.
After all, it’s a huge investment and doesn’t come easy
to most, so it should elicit special feelings. In my

opinion, relying on a computer instead of assistance
from a human is not the way to go. But buckle up
because I believe something that resembles this format
is in our future.
Where do you envision yourself to be in the long run,
and what are your future goals with TD Bank?
Having been a manager of a branch office at another
institution and leading a team, the idea of doing that
again has some appeal. However, as someone who
enjoys the freedom of being able to approach my life as
I deem necessary, that would indeed hamper my ability
to move around freely on a daily basis. They say, “if it
isn’t broken, don’t fix it.” Well, as far as I can see, this isn’t
broken, so I would assume that my long-run and future
goals all coincide with the track I am currently running.
The one thing that has led me here would be the same
thing that would inspire my long-term goals with TD,
and that is the opportunity for success; whatever
picture that paints is how I choose to address the
future.
What would be your advice to budding entrepreneurs
who aspire to venture into the Mortgage Industry?
Having brought a few “newbies” into this industry,
my advice has always been the same. If you take
shortcuts, you hurt yourself and your goals. If you hurt
yourself and your goals, you are hurting those you have
chosen to help you. There are NO shortcuts to success.
Remember, as I stated before, anyone can win at any
time, but consistent success requires focus and plan-
ning.
If you think you are here for the money, don’t do it. If
you think that sacrifices will not be required for
success, don’t do it. If you desire to put your clients first
at every turn, do it and do it to the best of your ability –
that’s how you’ll succeed. And that doesn’t mean you’ll
be perfect. The best way to succeed is by making good
decisions; to do that, you have to make a few bad ones
and learn from them. But always acting in the best
interest of your client will keep you on the path to
success.
I’ve always
believed that when
you put money first,
you’ll fail, but when
you put people first,
the money will
follow.

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Today

Cecilia Ramos
The Rising Mortgage Maverick
I
t's no secret that the world of real estate can be
complex and overwhelming, especially when it
comes to securing a mortgage. With so many
options available and constantly changing market
conditions, it's common for individuals to feel lost or
uncertain about the best course of action.
That's where a skilled mortgage broker comes in -
someone who can navigate the terrain with ease and
help individuals and families find the right loan to meet
their needs. When looking for a true expert in the field,
Cecilia Ramos stands out above the rest: a seasoned
professional with a wealth of experience and a
reputation for excellence.
Owned and led by the iconic mortgage broker Cecilia
Ramos- Ultimate Mortgage Company (Lic #11995) is a
team of knowledgeable and dedicated professionals.
Ultimate Mortgage Company is helping countless
clients achieve their dreams of home ownership by
providing top-tier mortgage services and personalized
guidance throughout the process.
The belief company runs on is helping their clients. For
example, “Whether you're a first-time buyer, looking to
refinance, or navigating a complex real estate
transaction, Ultimate Mortgage Company has the
expertise and resources to help you succeed.”
We at CIOLook interviewed Cecilia on her role in
operating the Ultimate Mortgage Group.
Let’s dive into the intercepts of the interview!
Brief our audience about your journey as a business
leader until your current position at Ultimate
Mortgage Group. What challenges have you had to
overcome to reach where you are today?
Starting in the mortgage business for me was far from
easy. I was faced with triple threats-young,
immigrant/minority and a woman! I’ve had to work
three times as hard. By dealing with so many different
people, I learned the dos and don’ts.
Instinctively, I surrounded myself with genuine,
successful, and kind people. I also equipped myself with
the right virtues in life, such as honesty, assertiveness,
patience, and humility. With the combination of all
these things, I’ve attracted success while working at my
business from the ground up to the top. I continue to
share my time and expertise with others which have
turned me into a mentor for many clients, colleagues,
and industry professionals.
Tell us something more about your company and its
mission and vision.
Our company helps consumers to achieve
homeownership and financial independence. We teach
and guide them to look beyond the “lowest interest
rate” mentality and look at their home(s) as
investments.
www.ciolook.com | March 2023 |
16
“Our company helps
consumers to achieve
homeownership and
financial independence. We
teach and guide them to
look beyond the “lowest
interest rate” mentality and
look at their home(s) as
investments.”

Cecilia Ramos
Broker/Owner
Ultimate
Mortgage Group
Lic #11995

Our guidance is like a vehicle that drives them to
financial freedom and a wealth generator. Our company
also teaches and supports licensed agents and brokers
to help homebuyers and owners attain their
homeownership dreams and real estate investment
goals. It’s like paying forward. We’ve achieved massive
success in the mortgage industry, and so we share our
experience with other industry professionals to benefit
from our expertise.
Enlighten us on how you have impacted the customers
to gain financial freedom through your expertise in
the market.
Doing my business well for well over 2 decades, I’ve
helped so many consumers with different needs and
dreams. I don’t discriminate or focus on high net worth
and sophisticated clients alone. Moreover, I help
consumers who are very new to homeownership or
people who have had financial setbacks in the past.
Cherishing this mission all these years has taught me to
be a well-versed individual and business owner. Gaining
exposure through meeting so many different people
from different walks of life has helped me hone my
problem-solving skills and taught me to adapt and
conform to all kinds of situations. This is the reason my
clients benefit from my expertise in the market. The
agents with the company also benefit from our
mentorship program to help their careers while
ensuring guidance to the customers.
Describe in detail the values and the work culture that
drives your organization.
I always say and believe that we’re in the business of
helping people. Our top priority is to identify people’s
problems and needs; furthermore, we do our very best
to find the best or unique counseling for every
individual or family. I firmly believe that this sets us
apart from many professionals and organizations. Thus,
the percentage of our client retention is impressively
high.
We welcome new agents and seasoned agents/brokers
to our company, providing them with support. Different
agents and brokers with varying levels of experience
and needs are welcome to Ultimate Mortgage Group.
We invest in our people.
almost every sector. How are you leveraging
technological advancements to make your solutions
resourceful?
Technology is important in our business and our
everyday lives as a whole. We invest in technology to
ensure our clients and agents/brokers, and staff have
access to the most cost-effective, time-efficient, and
innovative tools to manage, develop and sustain our
business.
What change would you like to bring to the marketing
industry if given a chance?
If I had the power to make a change in the marketing
industry, I would create a system that is fully accessible
to consumers, industry professionals, lenders and
governing bodies that would eliminate fraudulent
activities. I would market a reputable system that
fosters transparency in the market to make the
industry an even playing field as fraud gets larger and
more sophisticated in the mortgage world.
advancement the audience should know about and
how is your company prepared to incorporate it?
Probably AI would be it. We always learn to adapt to a
changing environment but staying true to our mission
without our culture and objective being compromised is
always at the heart of our company.
Some of our business functions may be replaced with
certain tools to be more adaptable. Still, we as “the
people,” will always need to find ways to cater to our
consumer’s and agents’ emotional, intellectual, social,
and financial needs.
and what are your future goals for Ultimate Mortgage
Group?
Growth and Expansion. I still see myself being heavily
emerged in the mortgage business for many years to
come. We are looking to grow the company in size and
volume by hiring more agents and brokers. To date, we
have 140 licensed agents and brokers, and we are
continuing to grow week after week, month after
month.
18

What would be your advice to
budding entrepreneurs who
aspire to venture into the
dynamic industry?
As advice for the budding
aspirants, I’d suggest managing
your expectations and whatever
you want to do it full-time.
Remember to think outside the
box. And recognize that we’re in
the people’s business.
19

Christy Mindell
Execu ve Vice President
of Marke ng
Champions Funding
20

A
ny institution, whether it is society or
organization, in the present century cannot
function effectively without women’s equal
participation in leadership activities. Women create a
perspective that brings to competition and
collaboration to organizations and teams.
In today’s world, organizations that are led by inclusive
leadership teams make effective decisions that deliver
a better result.
In the twenty-first century, the essential qualities
required to lead include the ability to collaborate,
connect, empathize and communicate. All these
qualities exhibit sheet aptness in nature and assist in
building a more sustainable future.
Standing out with these significant qualities is Christy
Mindell, Executive Vice President of Marketing, at
Champions Funding.
Champions Funding is a lender focused organization on
the wholesale/third-party origination platform where
Christy and team empower mortgage brokers and
originators to help underserved borrowers who have
been either turned down for a loan from a traditional
lender or have haven underbanked and marginalized
when it comes to obtaining financing.
Under Christy’s leadership, the organization is driven
with the ideology to maintain seamless interaction with
clients, customers, vendors, and each other is
important and their voice is heard.
In an interview with CIOLook, Christy shares valuable
facts that highlight her professional tenure and her
journey along with the challenges in the dynamic
business arena.
Following are the excerpts from the interview:
Brief our audience about your journey as a business
leader until your current position at Champions
Funding. What challenges have you had to overcome
to reach where you are today?
I’ve always been interested in the banking arena since I
was a kid. I took a ROP high school course that
specialized in banking and finance, thinking one that
day I’d like to be a bank teller. My path led me to my first
“real” job working as a Front Desk Coordinator at a
Remax office with 4 locations which quickly led to a
more senior role where I was doing Administrative
work like accounting, signing up new Realtors, etc. I was
going to college and took a real estate course so I could
get my license to show new model homes with a builder.
At least, that was my goal then.
Fast forward to a few jobs later and I found my way into
a Private Money/Hard Money lender who primarily
financed commercial real estate through trust deed
investing. It was fascinating. I started as the Executive
Exhibiting Exceptional Leadership A ribues
Within my own team, I focus on
empowerment and levelling up.
I want my team to know that I
will always align work to their
strengths yet push them in
areas that I see they could
excel in even though they don’t
see it themselves.
21

Assistant to the CEO. Besides my assistant duties, I also
helped with sales and marketing, which wasn’t really
formalized, nor did he have established departments, so
I started running those. After finding success, I asked to
be his Director of Marketing and created my own role.
He agreed, and we built a sales and marketing
department. I hired and formed teams.
I had to quickly learn how to manage others, from
identifying candidates who would fit the company
culture, to training, to being effective in work, to
effective communication and workflow, to motivational
support; all the while, I’m still learning for myself since I
was in my 20s. And because I was in my 20s, leading
people much older than me, I was faced with
resentment and belief that I wasn’t fit for a managing
role.
I’d find it a challenge to turn those doubters into
believers through hard work and walking the walk
alongside them, support for their work, and enabling
them to grow their career in new ways.
I fell in love with marketing along the way, and it
allowed me to put into practice what I’ve learned; I had
great mentor bosses who showed me the way, and
ultimately got my bachelor’s degree with an emphasis
in marketing, working full time as a marketer.
After 13 years and a mortgage meltdown later, I found
myself looking for a new adventure that took me to
residential lending. I stepped out of my comfort zone to
learn a new way of life in the mortgage. Walking into an
existing marketing team, building cohesion within the
marketing departments, bridging a gap with the sales
team and finding opportunities for growth for
everyone. Taking action was my mantra and mission.
That passion and that success led to more advanced
roles that ultimately led me to run marketing teams for
mortgage lenders, such as my role today as EVP of
Marketing. It’s been a passion of mine to make a
difference and help others. I’ve been grateful for the
journey, in both the ups and downs, of it all because it
led me to what I’m today.
Tell us something more about your company and its
mission and vision.
We fill that gap in the market with products that help
achieve homeownership goals. We are a Community
Development Financial Institution (CDFI) as designated
by the U.S. Department of Treasury to provide non-
traditional access to mortgage financing with a mission
to serve underserved communities as well.
Enlighten us on how you have impacted the marketing
niche through your expertise in the market.
I’d say the biggest contribution to marketing and the
companies I work for is the ability to bridge the gap
between sales and marketing. That has always been the
area with the biggest disconnect. I believe the strong
partnership between departments and the trust
between departmental stakeholders earns the biggest
rewards. I believe that you are always listening, finding
cues, learning, asking questions and finding what you
need.
When you get to be a part of the whole process from
the beginning of the client journey before they even
know about you, all the way to the end, where they are
funding loans and everything in between, it gives you
the power to craft messaging that resonates with them.
Through those efforts I’ve been able to create stronger
content with my marketing teams and creating
company-wide brand ambassadors at every
organization.
Describe in detail the values and the work culture that
drives your organization.
When I get asked about our work culture, it’s the
synergy we have towards a common goal. We are all
salespeople and brand ambassadors. We believe every
interaction with clients, customers, vendors, and each
other is important and their voice is heard. The mission
of helping underserved communities is also a driver
where we can lock arms and perform our services to
help someone in need.
Within my own team, I focus on empowerment and
levelling up. I want my team to know that I will always
align work to their strengths yet push them in areas
that I see they could excel in even though they don’t see
it themselves. I motivate them through empowerment
to make decisions for themselves.
They use me as a source for making sure they are
on the right path but ultimately, they are “driving
their own business” as I like to call it. As a leader, I
also make myself 100% available to my team
22

at any time. I have an open-door policy that even
includes after hours.
If they have concerns or obstacles, it’s my job to help
them clear the path or guide them in a way to get a
successful outcome. I believe open communication has
been key to running a successful marketing team with
little turnover.
almost every sector. How are you leveraging
technological advancements to make your solutions
resourceful?
At Champions Funding, we were a startup in early
2022. Technology is very important to us, and building
out the tools needed to ramp up, fund loans and
succeed quickly was at the top of our list. Within 6
months, we built a custom UI interface for our broker
portal that helps price a loan, submit and fund a loan
with minimal clicking to do. It almost deems no training
manual, although we still have one. It’s that simple.
We’ve also been able to build a CRM from scratch to
empower marketing and sales to reach as many
prospects and clients as we can.
We’ve used technology in a way to make our workflows
streamlined and had the advantage of mortgage
experience in our respective roles to bring modern
technology to the company and build it out, without
legacy technology, systems or data.
It continues to evolve, and we take our client feedback
and put it into action where it takes us days, not weeks
or months, to implement. That’s how nimble we are
with technology.
change in the marketing sector? How is your company
preparing to be a part of that change?
I see the next notable change in marketing is using
technology tools to make our work more efficient when
marketing resources are limited. The amount of
content being created is high and in constant demand.
Using tools that have hit recent news, like AI, can
enable us to use resources wisely.
Another sector that is still underutilized is the ability to
scale video marketing and streamline the production
efforts for an integrated marketing team. At Champions
Funding, we have started to employ some strategies
that will help a lean marketing team perform as a large
agency would.
and what are your future goals for Champions
Funding?
In the long run, I see Champions as the #1 choice for
non-qm mortgage lending options because we’ve
earned the trust of our business partners/clients. Our
future goals is to be an educational resource and
thought leader to help originators earn more income
through these products and educate real estate
professionals to help their homebuyers understand the
financing options out there for them.
In regard to marketing, I see us moving to a more
personalized marketing platform that appeals to the
client where they are in their client lifecycle stage.
Building upon relationship marketing through the use
of video, social and direct communications to help
educate and inform what we can do to help them.
What would be your advice to budding entrepreneurs
who aspire to venture into the marketing sector?
The biggest advice I could give to entrepreneurs is to be
intentional with your time. Give yourself a chance to
develop and learn your craft. Once you learn a skill, find
a way to apply it in business. Choose progress over
perfection. Striving for quality is very important but
don’t hold up a project or work in spite of it. Understand
and appreciate the process and the evolving way your
content is created.
There’s no formula that makes a successful marketer.
Everyone is on their own journey and has their own
path to get to marketing. It is with listening, being
curious, learning, and entrenching yourself into the
business, people, and the work is where you find
connections that you can tailor your marketing around
and grow.
One last piece of advice is to stay humble and help
others with no intention of receiving anything – as a by-
product of that mantra; good things will happen.
23

EmergingTrends
in the
Mtgage
Industry
24

T
he mortgage industry, a cornerstone of the global
financial sector, is continuously evolving to meet
the changing needs of homebuyers and lenders.
As technology advances, consumer preferences shift,
and regulatory landscapes transform, emerging trends
are reshaping the way mortgages are originated,
processed, and serviced. This article explores the key
emerging trends in the mortgage industry that are
driving innovation, improving efficiency, and enhancing
the overall home financing experience for borrowers
and lenders alike.
Digital Transformation: Technology is revolutionizing the
mortgage industry, streamlining processes and
enhancing efficiency. Digital mortgage platforms, online
applications, and automated underwriting systems are
becoming increasingly prevalent, simplifying and
expediting the loan origination process. Additionally,
digital document verification and e-closings are gaining
traction, offering convenience and reducing paperwork.
Enhanced Customer Experience: With rising customer
expectations, the mortgage industry is focusing on
improving the overall borrower experience. Lenders are
leveraging technology to provide personalized and
intuitive digital interfaces, enabling borrowers to track
their loan status, access educational resources, and
receive real-time updates. Enhanced customer
experience strategies aim to streamline
communication, minimize friction, and build trust
throughout the mortgage journey.
Data Analytics and Artificial Intelligence (AI): Mortgage
lenders are harnessing the power of data analytics and
AI to make more informed decisions. Advanced
analytics algorithms analyze vast amounts of data,
helping lenders assess risk, identify potential fraud, and
streamline underwriting processes. AI-powered
chatbots and virtual assistants are also being deployed
to provide instant customer support, answer queries,
and guide borrowers through the mortgage application
process.
Industry Insights
25

Expansion of Non-Traditional Lending Models: The
mortgage industry is witnessing the emergence of
alternative lending models. Non-traditional lenders,
such as peer-to-peer platforms and online marketplace
lenders, are providing borrowers with additional
options beyond traditional banks. These platforms
leverage technology and data-driven algorithms to
assess borrower creditworthiness, offering more
flexible loan terms and quicker access to funds.
Focus on Regulatory Compliance and Risk Management: In
an increasingly regulated environment, mortgage
lenders are prioritizing compliance and risk
management. Stricter lending regulations and data
privacy requirements necessitate robust systems and
processes to ensure compliance. Lenders are investing
in regulatory technology (RegTech) solutions to
automate compliance workflows, monitor regulatory
changes, and enhance data security.
Sustainable and Green Mortgages: With a growing focus
on environmental sustainability, the mortgage industry
is embracing sustainable and green mortgages. These
mortgages incentivize energy-efficient home
improvements or the purchase of eco-friendly
properties. Lenders offer discounted rates, reduced
fees, or other incentives to borrowers who opt for
sustainable options, contributing to a greener housing
market.
Expansion of Digital Mortgage Marketplaces: Digital
mortgage marketplaces are gaining popularity,
providing borrowers with access to multiple lenders
and loan options in a single platform. These platforms
facilitate transparency, competition, and loan
comparison, empowering borrowers to make more
informed decisions. Digital mortgage marketplaces
simplify the loan shopping process, saving time and
effort for borrowers while promoting a competitive
lending environment.
Integration of Blockchain Technology: Blockchain
technology has the potential to revolutionize the
mortgage industry by enhancing security, transparency,
and efficiency. Smart contracts built on blockchain
platforms can automate and streamline various stages
of the mortgage process, including verification, title
transfers, and payment settlements, reducing the need
for intermediaries and paperwork.
Rise of Alternative Credit Scoring: Traditional credit
scoring models heavily rely on credit history, which may
exclude certain individuals from accessing mortgage
financing. Alternative credit scoring models leverage
additional data sources, such as rental payments, utility
bills, and bank account transactions, to assess
creditworthiness more comprehensively. This allows
lenders to extend mortgages to a wider range of
borrowers who may have limited credit history but
demonstrate financial responsibility.
Robotic Process Automation (RPA): Robotic Process
Automation is being deployed in the mortgage industry
to automate repetitive and rule-based tasks. RPA
technology can handle data entry, document
classification, and verification processes, reducing
human error and increasing operational efficiency. By
automating manual processes, lenders can allocate
resources to more complex tasks and improve overall
productivity.
Mobile Mortgage Applications: Mobile technology is
transforming the mortgage application process,
allowing borrowers to complete applications, submit
documents, and track progress directly from their
smartphones. Mobile mortgage applications offer
convenience, accessibility, and real-time updates,
enabling borrowers to engage with lenders anytime,
anywhere.
As the mortgage industry continues to evolve,
embracing these emerging trends can offer lenders a
competitive edge, enhance the borrower experience,
and drive efficiency throughout the mortgage lifecycle.
By staying informed and adapting to these
transformative shifts, mortgage professionals can
position themselves for success in an ever-changing
landscape. By staying attuned to these emerging
trends, mortgage lenders can adapt, innovate, and
position themselves at the forefront of an evolving
industry, ultimately providing borrowers with more
efficient, transparent, and customized home financing
experiences.
26

Owner and Mortgage Broker
Janna Dawdy
28

J
anna Dawdy, the Owner and Mortgage Broker,
started her journey in the financial industry 25
years ago. She is now a thriving entrepreneur, a
devoted wife, and a proud mother of five. Having
experienced the emotional challenges that come with
unexpected new beginnings, she is committed to
providing clients with an exceptional experience to
alleviate stress and minimize the financial burden of
change. Janna is passionate about delivering the best
possible service to her clients.
Janna’s passion for business was ignited several years
ago, prompting her journey as a Mortgage Broker and
Entrepreneur. From a young age, she had a penchant
for entrepreneurship, even selling Avon at the tender
age of 13. As she grew older, she continued to explore
various business ventures, always striving to do more. It
wasn't until she landed a high school co-op position at a
bank that Janna discovered her love for mortgages. The
process of working with numbers, problem-solving, and
helping individuals improve their financial situations
resonated deeply with her.
Now, as the sole Mortgage Broker of her company,
JCMortgages.ca, Janna faces the challenge of
maintaining a high standard of service while keeping up
with the evolving industry. She is committed to
providing the best possible experience to every client
who crosses her path. As such, she has had to adapt and
make significant operational changes to ensure that this
goal is achieved.
Exceptional Service and Client Appreciation
JCMortgages.ca's mission and vision are founded on
Janna's slogan, "Your Mortgage Agent for Life!" This
simple yet powerful message is at the heart of
everything they do, from the way they interact with
clients to the level of service they provide. Their goal is
not just to facilitate a transaction but to build a long-
term relationship with each and every client.
To achieve this, Janna and her team go above and
beyond to make sure their clients feel valued and
appreciated. They understand that exceptional service
is just the beginning and that creating a positive and
memorable experience is what truly sets them apart. As
such, JCMortgages.ca places a strong emphasis on
client appreciation and events, creating opportunities
to connect with clients and show them how much they
are appreciated.
Ultimately, JCMortgages.ca’s focus on building lifelong
relationships with its clients is a testament to its
commitment to providing exceptional service and
creating a positive impact in the lives of those they
serve.
Unique Marketing Strategy
Janna's years of experience in the industry have taught
her the value of word of mouth and client retention.
This is where she excels, and it's her niche. While
JCMortgages.ca uses traditional marketing strategies
to build awareness and credibility among their target
markets, the majority of their marketing budget is
devoted to client appreciation. She believes that leaving
clients feeling completely satisfied with their mortgage
experience, and showing them that they are genuinely
cared for, is the key to building lifelong relationships.
This, in turn, leads to powerful word-of-mouth referrals
that can be trusted to come naturally when clients are
treated with openness and generosity.
Janna
Dawdy
A Thriving Mortgage Broker and Entrepreneur
with a Passion for Providing Exceptional Service
29

In recent years, Janna has expanded her marketing
efforts by committing herself fully to social media,
specifically short-form video content. She uses a variety
of approaches, from lip-syncing to funny trends to
providing insightful and helpful information and even
teaming up with other professionals. This approach has
proven effective in reaching new audiences while
staying top-of-mind for existing ones.
Fostering a Strong and Positive Workplace Culture
Janna firmly believes that workplace culture is deeply
ingrained in a business when it is led by example. She
has always kept her administrative team small, and
through hard work, enjoyment, and making a
difference, they have fostered a strong and positive
culture within the company.
For Janna, it's not just about the work itself but also the
relationships that are built along the way. When a team
truly enjoys each other's company and what they do,
great things naturally follow. As a result, Janna's team is
not only highly effective and productive but also happy
and fulfilled in their work.
From Physical to Virtual
Janna's business has evolved over the past fifteen
years. She used to maintain her clients' files and
information in physical form, but now they are securely
stored in CRMs. In the early days of her business, Janna
used to travel to meet clients for appointments, but
now she can sign documents virtually from her office.
According to Janna, there are numerous technological
tools available to businesses, but it is essential to invest
in the ones that align with their specific needs and
business model. These tools should make operations
more efficient and life easier rather than adding
complexity. It is crucial to periodically review what is
working and what needs improvement and implement
appropriate tools to manage the team and work the
book of business effectively.
The Changing Landscape of Lead Generation
Janna has noticed a change in the way leads are
generated and how they transition from cold to warm.
Initially, she used social media marketing to stay
relevant in the dynamic industry and keep existing
clients engaged. However, Janna has observed a shift in
the way referral partners are finding her business
through social media channels and referring new
customers. She intends to continue on this path and
transform the way professionals in her industry
network and collaborate. Janna believes that as clients
increasingly rely on online platforms for education and
discovery, there are infinite opportunities to reach out
to new audiences and create engaging content.
AI Trends on the Industry
Mortgage brokers, being service providers, have been
slow to embrace social media marketing as they don't
see the same immediate return on investment as
product-based companies. However, Janna believes
that as social media platforms improve their search-
based discovery features, more and more mortgage
brokers will adopt SEO strategies while creating social
media content. Janna predicts that in the future, the
mortgage industry will also experience the impact of AI
and automation trends, especially in areas such as
document management and collection.
Aligning Processes with Vision and Mission
As Janna moves forward with JCMortgages.ca, her
primary objective is to optimize processes and systems
for maximum efficiency. In the upcoming year, she
intends to create a sustainable model that aligns with
the company's vision and mission while streamlining
operations.
Trust Instincts and Embrace Opportunity
Janna's advice to aspiring entrepreneurs and new
Mortgage Agents is to trust their instincts and take the
plunge. Although their life and career may not follow
the expected path, it is essential to stay optimistic and
remember that they possess immense potential. In the
mortgage industry, there are countless opportunities,
and success is limitless. It is crucial to adapt to changes
and remain open to new ideas. Ultimately, success will
be found where their passion lies.
30

As Janna moves
forward with
JCMortgages.ca,
her primary
objective is to
optimize processes
and systems for
maximum e ciency.

I
n today's rapidly evolving and complex business
landscape, transformative leaders are essential for
organizations to thrive. These exceptional
individuals possess a unique set of traits that enable
them to inspire, empower, and drive positive change
within their teams and organizations. By understanding
and embodying these transformative leadership traits,
individuals can elevate their leadership capabilities and
make a lasting impact on their teams and the broader
organizational culture. This article explores the key
traits of transformative leaders and their signiﬁcance in
fostering innovation, growth, and success.
Visionary Thinking:
Transformative leaders possess a clear and compelling
vision of the future. They have the ability to envision
possibilities, articulate a shared purpose, and inspire
others to align their efforts towards a common goal. By
effectively communicating their vision, these leaders
ignite enthusiasm and motivation within their teams,
instilling a sense of purpose and direction.
Emotional Intelligence:
Emotional intelligence is a critical trait of
transformative leaders. They possess a high level of
self-awareness, empathy, and social skills, enabling
them to connect with others on a deeper level.
Comprehending
the
Traits of
Transfmative
Leaders
Novel Perspectives
32

Transformative leaders understand and manage
their own emotions while also recognizing and
responding to the emotions of others. This
empathetic approach fosters trust, collaboration,
and a supportive work environment.
Authenticity:
Authenticity is a cornerstone trait of transformative
leaders. They stay true to their values, beliefs, and
principles, which engenders trust and credibility
among their team members. By leading with
integrity and transparency, these leaders create an
environment where open communication,
innovation, and continuous learning can thrive.
Courage and Risk-Taking:
Transformative leaders are not afraid to take
calculated risks and challenge the status quo. They
embrace ambiguity and uncertainty, viewing
challenges as opportunities for growth and
innovation. These leaders encourage their teams to
step out of their comfort zones, experiment, and
learn from failures. Their willingness to take risks
inspires creativity and resilience within the
organization.
Continuous Learning:
Transformative leaders have a thirst for knowledge
and a commitment to personal and professional
growth. They actively seek out new ideas,
perspectives, and insights, staying informed about
industry trends and emerging technologies. By
fostering a culture of continuous learning, these
leaders inspire their teams to embrace change,
adapt quickly, and stay ahead in a rapidly evolving
business environment.
Empowerment and Delegation:
Transformative leaders empower their team
members by delegating authority and fostering a
culture of accountability. They recognize and
develop the strengths of individuals, providing them
with autonomy and ownership over their work. This
empowerment creates a sense of ownership,
33

promotes innovation, and allows the leader to focus on
strategic initiatives.
Collaboration and Inclusion:
Transformative leaders understand the value of diverse
perspectives and actively promote collaboration and
inclusion within their teams. They create an
environment where individuals feel valued, respected,
and encouraged to contribute their unique ideas and
talents. By fostering a culture of inclusivity, these
leaders unleash the full potential of their teams,
resulting in more innovative and effective solutions.
Resilience:
Transformative leaders possess a high level of resilience
and perseverance in the face of adversity. They
maintain a positive outlook, adapt to change, and
inspire their teams to overcome challenges. Their
ability to navigate uncertainty and setbacks with grace
and determination creates a resilient organizational
culture that can weather storms and bounce back
stronger.
Adaptability and Flexibility:
Transformative leaders embrace change and are
adaptable in dynamic environments. They are open to
new ideas, perspectives, and approaches, and
encourage their teams to embrace change with agility.
Their ability to pivot, adjust strategies, and navigate
uncertainties enables them to lead their organizations
through various challenges and seize opportunities.
Empathy and Compassion:
Transformative leaders demonstrate genuine care for
their team members' well-being and success. They
actively listen, understand, and empathize with the
challenges and concerns of others. By fostering a
supportive and inclusive environment, these leaders
build strong relationships, promote collaboration, and
foster a sense of belonging.
Strong Communication Skills:
Effective communication is a hallmark of
transformative leaders. They articulate their vision
clearly, provide feedback constructively, and encourage
open and transparent dialogue within the organization.
Through their communication skills, they build trust,
inspire engagement, and align their teams towards
shared goals.
Strategic Thinking:
Transformative leaders possess a strategic mindset.
They can assess complex situations, anticipate trends,
and make informed decisions that align with long-term
organizational objectives. By thinking critically and
strategically, these leaders guide their teams towards
sustainable growth and competitive advantage.
Servant Leadership:
Transformative leaders embody the principles of
servant leadership, prioritizing the needs and growth of
their team members. They empower others, foster a
collaborative and supportive environment, and remove
barriers that hinder success. By focusing on the
development and well-being of their teams, these
leaders cultivate a culture of excellence and high
performance.
Transformative leaders possess a distinct set of traits
that enable them to navigate complex business
landscapes, inspire change, and drive success. By
cultivating visionary thinking, emotional intelligence,
authenticity, courage, and a commitment to continuous
learning, leaders can unlock their transformative
potential and make a profound impact on their teams
and organizations.
These leaders empower others, foster collaboration,
and create a culture of innovation and resilience. By
embodying these transformative leadership traits
transformative leaders can create a positive and
inclusive work environment, drive innovation, and
empower their teams to achieve remarkable results.
34

and Leading in a
eadership is not something that can be left to
Lchance. Teams and organizations are successful
because of the people holding the reins as well as
people at the forefront, delivering value. But, with the
various types of leadership styles that one can employ
such as autocratic, laissez-faire, bureaucratic et cetera,
which leadership model is best to use? There is no one
size fits all approach in leadership. Leaders must often
tailor their leadership style to specific people and
scenarios and may require a combination of various
styles.
In this article, much scrutiny will be on transformational
leadership and how technology is impacting leadership.
cio.com cites that “the transformational leadership
approach encourages, inspires, and motivates
employees to innovate and create the change
necessary to shape the future success of the company.
Transformational leaders inspire and motivate their
workforce, and transformational leadership is designed
to give employees more room to be creative, look to the
future, and find new solutions to old problems”. From
this description, I would like to dwell on three concepts,
inspiration, motivation, and change.
A leader needs to consistently strive to help people see
the vision and what their part in achieving it is. This will
inspire people to do more and to think outside the box.
Leading by example here is very important because to
be an inspiration you need to appeal to people in some
way – strong values, work ethic, or your passion to help
others grow among other qualities.
The idea of inspiration links directly with the concept of
motivation, specifically intrinsic motivation. While we
are very quickly motivated by external factors, such as
recognition and reward, the satisfaction from these just
as quickly falls away. Don’t get me wrong, I love
branded corporate gifts and all as a way of appreciation,
but the intrinsic motivation that can come from a sense
of belonging, autonomy, being a part of the solution,
and consequently the bigger picture is often more
sustainable. Hence as leaders, we need to deliver a
vision and do it so well that people will want to see it
through. We need to listen, encourage innovation and
create safe working environments where people can
challenge without fear.
Encouraging and managing change is hard. It is very
easy to settle in the comfort of the known, and the
ability to help people recognize the need for change,
to have them actively take part in driving change and
embrace it, is a necessary skill to have as a leader.
Leading change warrants the leader to help people
see the bigger picture, and why it is important
because without this, resistance will surface, and
it is often one of the main reasons why change efforts
fail. Resistance often arises when it is not clear
how the change will affect people and therefore
it is crucial to communicate this clearly from the
get-go.
Of course, transformational leadership may seem to
apply in an ideal world, where people are inspired,
motivated, and innovative. This may lead to burnout
as people strive to take an active part in initiatives.
As leaders, we need to recognize this and encourage
downtime when necessary and have people
recharge so that their contributions are
impactful.
cxo
36

About the author
Setsoto Hlohlomi is a techie, an
aspiring writer, and a leader.
Excited by how technology can
transform business and be used
as an enabler for success, her
passion also lies in continually
honing and utilizing her skills to
help others grow.
37

With all these and a diverse world where ways of
working are changing, in a world where technology is
transforming how we live, how is this affecting how we
lead? Such a digitized world demands embracing
change, from attaining the skill set required to the tools
at our disposal. It has had a significant impact on
leadership. Commuting to the office and daily in-person
interactions have been part of the traditional way of
working for so long. But the recent advances in
technology, as well as the COVID-19 pandemic have
forced us to interrogate our ways of working and what
is possible.
As a leader in the technology field, I have learned that
people can deliver work outputs without being
confined to a single location every day of the week.
However, other people and roles are less able to
successfully deliver work outputs in this environment
as I have seen from my IT support background. It has
shown us that people can be accountable and in control
of their work and that others continually need
guidance.
We have learned to be more considerate because now,
with people working remotely, and us communicating
via text and phone calls, it has taken away the personal
interactions where cues were easier to pick up – seeing
when someone is unwell or extremely swamped as we
would if we were in the same room. The tone of voice is
easy to misinterpret without the corresponding facial
expressions and we are required to be more careful
when communicating. It is easier for teams to
knowledge share as people can easily walk to each
other’s desks and hear meaningful discussions in the
office. It solicits patience due to the lack of visibility,
and the same lack of visibility can lead to
micromanagement and stringent control over
employees, we need to be careful.
A chunk of being a leader involves making decisions and
ensuring that their execution is well done. In this digital
era, we have better access to information to provide
insights and aid better decision-making. We have
access to more tools to help us and our teams work
more effectively. Of course, these benefits do not come
with negatives such as increased cyber threats. Our job
as leaders is also to help our employees recognize the
need for change when it becomes necessary, to help
them acquire the necessary skills and support to grow
and thrive in this era and this just beautifully goes hand
in hand with transformational leadership.
In summary, being transformational leaders is one of
the cards we need up our sleeves and in this era of
technology, we need to be able to inspire the workforce
to embrace change and actively take part in it and to
keep them motivated to deliver. Especially in a world
that continues to evolve due to technological
advancements.
38

Investments
Became
MORTGAGES
Derivative

The 10 Most Empowering Women in Mortgage Industry,2023 (1).pdf

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