1. Diverse Realtor, Millennial,
and Market Growth Project
CLIP Project: Team A
Project Sponsor(s): Kevin Chittenden
Project Advisor(s): Olin Chamberlain, Robert Silva
Northeast United States
8/3/2015

2. • Introductions
• Project Overview
• Low-to-Moderate Income/Minority Approach
– Region 9, 13, 30
• LGBT
– Region 9, 29
• Union
– Region 9
• Millennials
– Region 30, 59
• Recommendations
• Appendix
– Realtor/ loan officer candidates
• Questions
Agenda

3. Team Members
• Micah Patterson
– SUNY Oneonta, White Plains Branch, Retail Sales
• Jeffrey Williams
– St. Lawrence University, Westborough MA, Retail
Sales
• Kelsey Stanley
– Seton Hall University, Red Bank NJ, Retail Sales
• Lucas Smith
– University of Iowa, Chicago Branch, Retail Sales
• Samuel Wolfson
– Drake University, Oak Lawn Branch, Retail Sales

4. Team Members
• Filip Gibarac
– University of Colorado – Boulder, Manhattan
Branch, Retail Sales
• Anmol Singh
– Queens College, Hicksville Branch, Retail Sales
• Noura Hassan
– Wagner College, Philadelphia Branch, Retail Sales
• Vinay Kaushik
– Pace University, Toms River & Point Pleasant Boro,
NJ, Retail Sales
• Cavan Dolan
– Temple University, Philadelphia Branch, Retail Sales

5. • Project Name: Diverse Realtor Growth Project
• Project Sponsor: Kevin Chittenden
• Project Advisors: Olin Chamberlain and Robert Silva
• Background: lack of growth in the LMI and Minority
purchase space leads to a great need for growth in
our market share with top Diverse Realtors
• Target Goals:
– 8 total face to face meetings with Top Diverse Realtors
– Grow Candidate Loan Officer database by 15 for each
region
– Discover how to educate and connect with potential first
time home buyers- millennials
Project Overview

6. • Monmouth FHA
– WFHM places 10th for funding with 2.35% of the
total transaction amount
• Ocean FHA
– Places 8th for funding
• Monmouth VA
– WFHM places 11th for funding with approximately
$1.1 million
• Ocean VA
– WFHM places 4th for funding
• Used top 10 FHA/VA cities to find realtors with
same geographical sales areas
– Make appointments!
Region 13- Funding Production
Breakdown

7. Region 13
Realtor Outreach
• Chrissy Keys – Caters to LMI
and Spanish speaking home
buyers, Keller Williams
• Mike Mercuro- Works with
many first-time home buyers,
NJAR Circle of Excellence
2008&2012, Re/Max Bay Point
• Shonda Neal- Specializes in
first-time home buyers and
diverse markets, John. C.
Conover Agency
– Success
• Gave us possible loan
referral
• Wants to have join
seminar with WFHM
Loan Officer Outreach
• Lee H. Schaffer
– Senior loan officer at NJ
Lenders Corp
• Wendy Frace
– Senior loan officer at Finance of
America Mortgage
• Angela Mangano
– Senior Mortgage loan officer at
Ditech Mortgage
• Nicholas West
– Vice President Mortgage
Originators at Family First
Funding
• Jeffrey Fass
– AVP Retail Sales manager at
Bank of America Home Loans
• Jim Mazzola
– Mortgage banker at Chase

8. Region 13 – Low-Moderate Income
(LMI)
• Programs we spoke about during our
eight face- to- face realtor meetings
– Ocean County Consortium First Time
Homebuyer Program (HOME)
– New Jersey (HMFA) Police & Firemen’s
Retirement System
– Monmouth County HOME First-Time
Homebuyers Assistance Program

9. Region 13 – Smaller Lender
Competition
• Biggest competitor right now is Quicken Loans
– All remote communication
– Quick and steady responses to leads
– Rates are competitive with Wells Fargo
– More FHA/VA business
• they have many customers who are not as familiar with
financial system
• Advantages of Quicken Loans
• Transparency – One of the benefits of Quicken Loans is
that it gives you 24/7 access to an online tool called MyQL
that can be accessed either online or via a mobile app
• Convenience -Going with a web-based lender is especially
handy for those who work long hours and have trouble
finding time for personal projects during traditional business
hours.
• Anonymity - many customers like the anonymity of
electronic communication, which sometimes makes it easier
to open up about one’s financial situation.
• Quicken Loans has become known for convenience and strong
customer service

10. Region 9 – Low-Moderate Income
(LMI) Chicago, IL
• Focused on LMI/Minority market & growing business in diverse markets
• Reached out to 10-15 realtors
• 4-5 meetings
– Mentioned FHA, VA, Finally Home Program, and @HomeIllinois
• Realtors
– Luis Campoverde (RE/MAX Realty)
• NAHREP agent, Bilingual, LMI/Minority market realtor
– Sam Shaffer (Chicago Properties, Inc.)
• FTHB market
– Amanda McMillan (@ Properties)
• FTHB market
• Recommendations
• FTHB seminars, LMI/Minority seminars, bilingual loan officers, customer service
training, recruiting boutique lending officers, efficiency training

11. Region 9
Realtor Outreach
• Sam Shaffer - Top 1% producer
in 2014 by Chicago Association of
Realtors (Chicago Properties,
Inc.)
• Amanda McMillan - Top 1% of
Chicago Realtors for Closed
Volume 2006, 2007, 2008, 2009,
2010, 2011, 2012, 2013
(@properties)
• Thomas Downing – Accredited
Buyer Representative, National
Association of Realtors
(@properties)
• Cyndy Ciolino – 20 Years
experience, Main Street
Organization of Realtors since
1999 (Charles Rutenberg Realty)
Loan Officer Outreach
• Jim Tukich
– Mortgage Banker with
Chase Bank
• Patrick Keough
– Lending Manager with
Chase Bank
• Tommy Gonzalez
– Senior Mortgage Loan
Officer with Bank of America
• Carlos Lopez
– Home Loans Manager with
Bank of America
• Sandra Davis
– Senior Loan Officer with
Pacor Mortgage Corp.

12. Region 30- NAHREP
• Westchester Bronx Chapter
• Diamond Sponsorship – Networking
opportunities and raise Wells Fargo
awareness in boroughs
Meeting 7/29 to further discuss
networking opportunities and Diamond
sponsorship

13. Region 30
Realtor Outreach
• John Burger – over $400m
dollar volume of listings in 2012
(Manhattan)
• Winsly Pierre-Louis and team
of R.E.S. NY (Manhattan)
• Diego Sanchez – top LMI realtor
in Hempstead (Nassau County)
• Randolph Saa – Top 250 Latino
Agents on NAHREP (Queens)
• Hermi Aquino – top producer,
RE/MAX 100% Club, MLS Gold &
Diamond Award (Bronxville)
(Westchester), Bilingual
• Luis Fernandez – President of
NAHREP Bronx Chapter, top LMI
realtor
Loan Officer Outreach
• Sandy Kamhi
– Senior Mortgage Loan
Officer with Everbank
• Duane Wright
– Senior Mortgage Loan
Officer with M&T Bank
• Joseph Dempsey
– Mortgage Loan Officer with
TD Bank
• Stuart Warsawsky
– Senior Mortgage Loan
Officer with United Mortgage
Corp.
• Harry Struck
– Senior Mortgage Loan
Officer with Charles Martin
Mortgage, LLC.

14. Region 9 – LGBT Oak Lawn, IL
• Constructed a marketing drip template
– Use of Wells Fargo Realtor-Professional
flyer
• National Association of Gay and Lesbian
Real Estate Professionals
• 11 direct contact
– Eight considerably interested
• Construct positive message towards
Wells Fargo and support of diversity

15. Region 29- Diverse Realtors –
LGBT Philadelphia
“ Our commitment to
the LGBT community
is part of our broader
commitment to
diversity – to serve
diverse customers, to
hire and retain
diverse team
members, and to
encourage team
members to value
and respect each
other for their
differences.“ – Wells
Fargo response to
Interview Q&A about
brand commercial.
9 Block Radius in the
Philadelphia Area
which hosts LGBT
friendly
establishments.
Highly Desirable
Residential
Community
Over 20 Real
Estate Offices in
the area
Median
Household value
of approx.
$350,000.

16. Region 29- Diverse Realtors –
LGBT Philadelphia
• Build Relationship with…
– the National Association of Gay & Lesbian
Real Estate Professionals
– Realtors in the offices in the area
• Hire Diverse Team Members
• Internal Resources
– Wealth Private Bankers
– Wells Fargo Advisors
• Information Sessions

17. Region 29- Diverse Realtors –
LGBT Philadelphia
• Reached out to all members of
NAGLREP in Philadelphia Chapter,
and additional LGBT-friendly realtors
(19)
• Response was not positive, most
feedback encouraged hiring LGBT
team members.

18. Region 29 - Direct to Homebuyers
Philadelphia
• William Way Community Center
– Open 7 days a week
– Visited by 2,500 people a month
• Space Rentals
– Currently waiting for management’s
response.

19. Region 29
Realtor Outreach
• Andrew Mariano –
Member of NAGLREP since
2012, RE/MAX
• Michael Caven - Member
of NAGLREP since 2007,
Keller Williams
• Mark Newell - Member of
NAGLREP since 2014,
Coldwell Banker
Loan Officer Outreach
• Austin Thomas
– Mortgage Loan Originator with
Freedom Mortgage
• Gary Taylor
– Mortgage Loan Officer with
Universal Mortgage & Finance
• William Bailey
– Mortgage Loan Originator
NMLS#1167471 with Sun
West Mortgage Company, Inc.
• Mark Evans
– Mortgage Sales Manager with
New Penn Financial
• Meghan Killeen
– Senior Mortgage Advisor with
Philadelphia Mortgage
Advisors

20. Region 30 – UnionPlus® and
TEMP
• Internal Growth
– Regional Banking District Manager
• Storefront integration
– 1st/15th info sessions
– LTO appraisals.
• Mixers for TEMP
– Circulation of information among
HMCs/PMBs
• Awareness of programs
• Removes misconceptions

21. Region 30 – UnionPlus® and
TEMP

22. Region 30 – UnionPlus® and
TEMP

23. Region 30 – UnionPlus® and
TEMP
• Example of successful
contact
– Winsly Pierre-Louis with
R.E.S. New York
• Offered amiable
conversation with high-
powered, high-producing
Realtor from Manhattan
• One Wells Fargo
• Works with banks at client’s
discretion, no relationships.
• B2B
• Meeting established for
week of 7/27 with BM,
PMB, SM

24. Lowe’s Project
• 1,840 home improvement and hardware
stores
• 265,000 full- and part-time employees
• Average 146 employees per store
• The Employee Mortgage Program (TEMP)
– 1 on 1 mortgage sessions
• Educate
• Financial Wellness
• Returning Customers
• Referrals
• Growth in LMI and FTHB market

25. Region 59- Millennials (Massachusetts
& Rhode Island)
• Success: 1 Face-to-Face meeting
with Realtor
– Created new business opportunity in
millennial market
• Discussed approaches to reaching
out to homebuyers between 18-35
years old

26. Region 29- Millennials
• Organizations
– Charities, sponsorship
• Info Sessions
– Once a year near graduation
• Habitat for Humanity
– Campus Chapter Outreach
• Relationships
– Cultivate a long relationship between
millennials and WF

27. Region 59
Realtor Outreach
• Emily Clark – Sales
Manager/Realtor in
Millennials Market. Top 5
branches in Massachusetts,
Century 21
• Christine Najem –
Realtor in LMI/MIN Market,
Cedar Wood Realty
Loan Officer Outreach
• Bethany Levin- Loan Officer
with Northpoint Mortgage
• Daborah Stevenson- Loan
Officer with Family Federal
Savings
• John Capone- Loan Officer with
MSA Mortgage LLC
• Diego Osorno- Loan Officer with
GMH Mortgage Services
• Lisa Simmons- Loan Officer with
ENG Lending
• Jay Correia- Loan Officer with
Bank of America

28. Millennials Discussion
• Use of social media to uncover “on
the rise” markets and target
advertising specific to these groups
– Nakedapartments.com
– Twitter and Snapchat to find trending
and local neighborhoods

29. Region 29- Millennials
• Organizations
– Charities, sponsorship
• Info Sessions
– Once a year near graduation
• Habitat for Humanity
– Campus Chapter Outreach
• Relationships
– Cultivate a long relationship between
millennials and WF

30. Millennials Discussion
Streaming Services
HBOGO
Netflix
Hulu
Yahoo Screen

31. • Increase consumer awareness of Wells Fargo
Home Mortgage products to the community
– First-time home buyer seminars
– Education of realtors and bank branches
– Single source lending
– Circulation of informational material
• Better outreach and customer awareness will
allow us to take back competitor market share
– show how Wells can compete in same market and
offer better products/service
• Look to our potential loan officer candidates
who specialize in LMI/ Diversity for recruiting
Recommendations

32. Questions?

33. Appendix

34. Region 13 -Monmouth County FHA
Loans
Rank City # Loan
Transactions
Total
Amount
1 Howell 20 $5,584,211
2 Neptune 22 $4,968,077
3 Englishtown 12 $4,205,124
4 Freehold 10 $3,101,545
5 Hazlet 10 $2,629,547
6 Asbury 8 $2,350,180
7 Middletown 7 $2,214,918
8 Belmar 7 $2,083,190
9 Keyport 8 $1,773,006
10 Red Bank 6 $1,658, 256

35. Rank City # Loan
transactions
Total
Amount
1 Howell 19 $5,890,689
2 Freehold 11 $3,808,811
3 Hazlet 10 $3,142,498
4 Manalapan 6 $2,767,542
5 Neptune 9 $2,666,568
6 Red Bank 6 $2,574,707
7 Wall 6 $2,338,458
8 Middletown 6 $2,230,551
9 Morganville 5 $1,985,344
10 Ocean 5 $1,819,447
Region 13 – Monmouth County VA
Loans

36. Rank City # Loan
transactions
Total Amount
1 Toms River 101 $22,102,600
2 Jackson 48 $15,498,275
3 Brick 48 $12,139,016
4 Bayville 28 $8,190,997
5 Manahawkin 22 $5,578,940
6 Manchester 28 $5,401,742
7 Barnegat 22 $5,156,806
8 Little Egg Harbor
Twp
19 $3,792,659
9 Lakewood 11 $2,719,494
10 Waretown 9 $2,605,810
Region 13 – Ocean County VA
Loans

37. Rank City # Loan
transactions
Total Amount
1 Toms River 474 $99,634,415
2 Brick 314 $67,937,252
3 Jackson 168 $45,836,260
4 Bayville 92 $20,621,016
5 Barnegat 92 $18,475,291
6 Point Pleasant
Boro
57 $18,043,212
7 Forked River 87 $17,211,905
8 Manahawkin 72 $16,483,798
9 Beachwood 74 $13,751,371
10 Little Egg Harbor
Twp
70 $12,692,463
Region 13 – Ocean County FHA
Loans