This edition features a handful of Most Influential Woman in Mortgage leaders across several sectors that are at the forefront of leading us into a digital future

1. A ributes of
Innovators
Understanding the Effec ve
Leadership Strategies for
the Mortgage Industry
Vol: 06 |
Issue: 01|
Year: 2023
Kimberly has
experienced both
highs and lows
in her 23-year
career in the
industry.
Kimberly
Hartsough
Committed to Establishing Strong and Prosperous Relationships with
Sales Partners, Leadership, and Team Members
TheMost
Influential
inMortgageIndustry
2023
Women
Senior Vice President
of National Production Operations
Skills and Traits
Developing Leadership
Skills in the Mortgage
Industry
Kimberly Hartsough
www.insightssuccess.com

4. Outstanding Traits
Outstanding Traits
Exploring a
Exploring a
Plethoraof
Plethoraof

5. Trainskill.
Abhishek Joshi
The mortgage industry has long been a
predominantly male-dominated field. However,
over the years, numerous remarkable women have
broken barriers and made significant contributions to the
industry's growth and development. These exceptional
women have not only shattered glass ceilings but have also
revolutionized the way the mortgage industry operates,
inspiring countless others along the way.
The mortgage industry is undergoing rapid transformation,
driven by technological advancements, changing customer
preferences, and evolving regulatory landscapes. Within
this dynamic environment, the most influential women in
the mortgage industry have demonstrated exceptional
leadership, innovation, and a commitment to driving
positive change. They have championed diversity and
inclusion, fostering a more inclusive industry that embraces
the talents and perspectives of women.
These women have held influential positions in various
sectors of the mortgage industry, including mortgage
lending, banking, technology, compliance, and regulatory
affairs. Their expertise, knowledge, and strategic vision
have shaped the industry's trajectory and propelled it into
new frontiers. From implementing groundbreaking digital
mortgage solutions to advocating for fair lending practices,
these women have left an indelible mark on the mortgage
industry and have become role models for aspiring
professionals.
Insights Success highlights the qualities of leadership,
resilience, and innovation of the leaders who have
demonstrated exceptional skills in navigating the
complexities of the industry, adapting to change, and
driving transformative initiatives. Their accomplishments
have earned her recognition and respect from her peers,
industry experts, and stakeholders.
Through this edition, “The Most Influential Women in
Mortgage Industry- 2023,” we will delve into the
achievements, leadership strategies, and contributions of
adept women leaders in the mortgage industry. Through
their inspiring journey, we will gain insights into the
qualities and characteristics that have propelled her to the
pinnacle of success in the industry. Their stories serve as a
testament to the incredible talent and potential that women
leaders bring to the mortgage industry and pave the way for
a more inclusive and diverse future.
As we explore the achievements, we celebrate
accomplishments and acknowledge the significant strides
women are towards shaping the industry's landscape. Their
leadership, vision, and dedication serve as an inspiration to
current and future professionals in the mortgage industry,
illustrating the possibilities that can be achieved through
perseverance, innovation, and a commitment to
excellence.
T

6. 08
Cover
Story
Committed to Establishing
Strong and Prosperous
Relationships with Sales Partners,
Leadership, and Team Members
imberly
Hartsough
K

7. Contents
Austin Lampson
The Jewel with Resolute Leadership Acumen
18
Linda Davidson
Leading a Large Mortgage Sales Group in the US
with Faith, Perseverance, and Success
28
Tammy McNeany
Curating Client Relationships Towards Long- term Success
36
Attributes of Innovators
Understanding the Effective Leadership Strategies for
the Mortgage Industry
24
A r t i c l e s
36
28
Skills and Traits
Developing Leadership Skills in the Mortgage Industry
32
18

8. sales@insightssuccess.com
June, 2023
Editor-in-Chief
Senior Sales Managers Business Development Manager
Marketing Manager
Technical Head
Technical Specialist Digital Marketing Manager
Research Analyst
Database Management Technology Consultant
Merry D'Souza
Deputy Editor Executive Editor Assistant Editor
Visualizer
David King
Art & Design Director Associate Designer
Sihanee M., Rouniyar A. Tim, Saurabh Mane
Jordan, Adams
Sales Executives
Joe, Gaurav Gurav
Business Development Executives
Steve, Joe
Jacob Smile
Prachi Mokashi Dominique T.
SME-SMO Executive
Sagar Lahigade Frank Adams
Circulation Manager
Robert Brown Stella Andrew David Stokes
Revati Badkas
Copyright © 2023 Insights Success, All rights reserved. The content and images used in this magazine should not be reproduced or transmitted in any
form or by any means, electronic, mechanical, photocopying, recording or otherwise, without prior permission from Insights Success.
Reprint rights remain solely with Insights Success.
Follow us on : www.facebook.com/insightssuccess/ www.twitter.com/insightssuccess
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Abhishek Joshi
Ankita Pandharpure
Jenny Fernandes Anish Miller

9. Brief
Company Name
Austin aims to make her clients’ mortgage processes as
streamlined and smooth as possible.
Featured Person
Homeowners
Financial Group
homeownersfg.com
Austin Lampson
Branch Manager, Licensed
Mortgage Professional
As a customer service oriented loan officer, Jennifer offers
diverse and value-added services to her clients.
1st City Mortgage Group
city1st.com
Jennifer White
Mortgage Loan Officer
Jindra is an experienced, knowledgeable, thorough and
customer service oriented mortgage professional.
Bay Equity Home Loans
bayequityhomeloans.com
Jindra Faulkner
Sr. Loan Consultant
Kimberly focuses on providing excellent communication,
consistent stellar performance with active inter-personal skills,
self motivation, and team player attitude.
Prime Lending
primelending.com
Kimberly Hartsough
SVP National
Production Operations
Laura takes a team-driven approach to her work and strives to
ensure that she not only meet but exceed the expectations of her
clients each and every day.
Atlantic Coast Mortgage
atlanticcoastmortgage.com
Laura Triplett
SVP, Area Manage
Linda’s proven systems of creating an Excellent Customer
Experience and the mentoring of others has increased her and
the branch Loan Officers’ production year after year and it is
exciting for her to facilitate an environment of growth.
Fairway Independent
Mortgage Corporation
fairwayindependentmc.com
Linda Davidson
Area/Branch
Manager/Sr. Residential
Mortgage Originator
Lindsey has the knowledge and experience to help her clients
explore financing options in a way that’s simple and
straightforward.
Movement Mortgage
movement.com
Lindsey Goins
Sr. Loan Officer
Mona is passionate in bringing meaning and create lasting
impact for her clients.
Bay Equity, LLC
bayequityhomeloans.com
Mona Edick
Area Sales Manager
Nicola is a multiple award winning Leader and Mentor who is
passionate about driving the best customer, colleague and
shareholder outcomes.
Virgin Money
uk.virginmoney.com
Nicola Goldie
Head of National
Accounts
As a loan officer with Wintrust Mortgage, Tammy has the
expertise and experience to get you the right mortgage and to
handle your transaction professionally.
Wintrust Mortgage
Corporation
wintrustmortgage.com
Tammy McNeany
Senior Mortgage
Loan Officer

10. imberly
Hartsough
Committed to Establishing
Strong and Prosperous
Relationships with Sales Partners,
Leadership, and Team Members
K
Cover Story

11. Senior Vice President
of National Production Operations
Kimberly Hartsough

12. s someone with over 20 years of experience in the
Amortgage industry, Kimberly Hartsough, Senior
Vice President of National Production Opera-
tions at PrimeLending, has been actively contributing to
the mortgage niche through her expertise and innovative
approach. Being aware of the ever-evolving mortgage
industry, Kimberly has learned to adapt and pivot to stay
ahead of the curve. She believes in incorporating technol-
ogy to create a more cost-effective lending process, and has
been actively embracing artificial intelligence (AI) to
achieve this goal.
As a millennial, Kimberly brings a unique perspective to
the mortgage experience by incorporating her day-to-day
life experiences as a heavy user of technology. Rather than
simply coming up with new ideas, she focuses on the
implementation of technology to streamline various
processes.
During her 11 years with PrimeLending, Kimberly has
played an active role in advancing the use of technology to
simplify sales, operations, and other key processes. Her
passion lies in finding creative and systematic ways to
simplify the mortgage origination process and deliver an
exceptional user experience for customers, business
partners, and employees alike.
By embracing digital transformation and implementing
innovative technology, Kimberly has helped PrimeLending
deliver a more efficient and user-friendly mortgage
origination process. By making the process more accessi-
ble, reliable, and transparent, PrimeLending is able to offer
a superior customer experience that aligns with modern
consumer’s expectations. The integration of industry-
leading technologies, such as Blue Sage for the loan
origination system (LOS), PointServ for digital documenta-
tion, and D1CEdge for data verification, shows that
PrimeLending is dedicated to staying ahead of the curve in
the mortgage industry.
Journey to Success
Kimberly has experienced both highs and lows in her 23-
year career in the industry. However, it was not until she
joined PrimeLending 11 years ago that she found her true
calling as a leader. Prior to that, she was a dedicated
individual contributor, always striving to excel in her job.
Nonetheless, she felt like something was missing, and it
took getting fired for her to realize that she needed to
reassess her career and life goals.
Being let go from her job forced her to examine herself and
acknowledge her strengths and weaknesses. Though it was
a difficult experience, it helped her understand that being
good at her job was not enough. She wanted to be a person
of integrity, compassion, and excellence. She discovered
that she could achieve more as part of a team than by trying
to work independently.
Upon joining PrimeLending, Kimberly realized that it was
not just about doing a good job, but about genuinely caring
for the people she worked with and the customers they
served. She learned that to be truly successful, she needed
to understand the "why" behind her job, and make a
meaningful difference in the lives of others.
To achieve this, Kimberly made it her top priority to get to
know her colleagues, understand the company culture, and
learn from others. By caring for the people around her, she
became part of a team that was aligned and working
towards the same goals. It was no longer just about
completing big projects; it was about working together as a
cohesive unit.
PrimeLending provided Kimberly with the environment and
support she needed to thrive as a leader. She found joy in
her work and saw the impact they were making in the lives
of their customers, which fueled her drive to do more and
be better.
Through her experience, Kimberly learned that success was
not just about achieving individual goals, but about building
meaningful relationships, understanding the "why" behind
what they do, and genuinely caring for the people they
work with and serve. She is grateful for the opportunity to
be part of such a supportive and compassionate organiza-
tion and is excited to continue making a positive impact in
the mortgage industry with PrimeLending by her side.
Transforming the Home Buying Experience
PrimeLending places a strong emphasis on prioritizing
people and creating a stress-free mortgage process, which
has been honed over its 35 years of experience in the
industry.

13. The Most Influen al Women in Mortgage Industry - 2023

14. Kimberly strives
to lead by example,
advocate for the
company's culture, and
encourage others to
do the same.

15. The company views mortgages not only as transactions but
also as essential components of people's lives and financial
well-being.
The team is dedicated to surpassing customer expectations
and supporting their dreams of homeownership. This
commitment to customer service is a hallmark of the
organization, and it stems from the team's shared values and
beliefs. PrimeLending's people are one of its most signifi-
cant strengths, and the company operates like a family, with
a strong sense of community and care that permeates the
organization. The team recognizes that their success is
dependent on each other's strengths, and they invest in their
growth and development to ensure they provide the best
possible experience to customers.
PrimeLending is poised to remain a leading mortgage
lender in the future by embracing technology, staying ahead
of industry changes, and maintaining its people-centric
approach. The company is driven by its passion for
excellence and commitment to customers, business
partners, and each other.
Driving Innovation
Kimberly's role in driving innovation and championing new
technologies and processes among employees is pivotal at
PrimeLending. She leads by example and is the first to
embrace and implement changes, driving adoption through
training, sharing success stories, and explaining the "why"
behind our innovations. Witnessing the excitement and
realization in employees' eyes when they buy into the
company’s vision for the future is what makes her job truly
rewarding. Her expertise in the mortgage industry has been
instrumental in driving innovation and positively impacting
the mortgage niche.
By leveraging AI, embracing technology, and fostering a
culture of innovation, PrimeLending has streamlined
processes, created a superior user experience, and moved
towards a more efficient and customer-centric future.
Creating a Supportive and Inclusive Environment
As a leader, Kimberly believes that it is everyone's
responsibility to embody the company's values of integrity,
respect, compassion, service, and excellence in everything
they do. A positive culture has a ripple effect, creating a
supportive and inclusive environment that fosters
collaboration, innovation, growth, and better outcomes for
clients and the team. Conversely, a negative culture can
erode morale, hinder productivity, and impact overall
performance.
Kimberly strives to lead by example, advocate for the
company's culture, and encourage others to do the same.
Together, they can create a culture that inspires, motivates,
and brings out the best in each team member, making
PrimeLending a place where they thrive and make a
meaningful impact. To learn more about the company's core
convictions, one can explore its commitment to honesty and
integrity, a people-centric culture, agility, service beyond
expectations, and one team, one purpose.
Customizing Tech to Enhance Customer Experience
PrimeLending's focus on leveraging technology and AI to
enhance the customer experience in the mortgage process
has been successful, particularly with the integration of
third-party vendors and the automation of the collection of
consumer assets. This approach has reduced manual-entry
processes, streamlining the consumer experience, and
resulting in a significant reduction of loans with cure
tolerances.
However, PrimeLending understands that a human touch is
still essential in the mortgage industry, and its LOS system
combines technology with personalized service to provide a
holistic borrower experience. PrimeLending’s retail loan
officers are empowered through the use of technology and
AI, increasing purchase volume and improving the overall
customer journey.
Moving forward, PrimeLending remains committed to
staying at the forefront of technological advancements in
the mortgage industry to better serve its customers and
provide them with an exceptional experience. The com-
pany's use of technology and AI will continue to focus on
improving processes, reducing friction, and delivering
superior customer service while maintaining its commit-
ment to the human touch in every step of the mortgage
journey.
Extracting the Potential of Modern Technologies
Kimberly envisions AI playing a larger role both internally
and externally at PrimeLending as it continues to advance.

16. In the mortgage industry, paying attention to details is
crucial. Thus, as entrepreneurs progress on their journey, they
should aim to become leaders who truly understand the
nuances of their team's and customers' needs. This will help
them stay in touch with the pulse of their business and make
informed decisions. Kimberly asserts, "Remember, persever-
ance and adaptability are crucial in the mortgage sector.
Embrace opportunities to learn, grow, and expand your
knowledge. Surround yourself with mentors and industry
experts who can provide guidance on your entrepreneurial
path. With determination and a commitment to excellence,
you can make a meaningful impact in the mortgage industry
and achieve your entrepreneurial aspirations.”
Kimberly also states that entrepreneurs should be prepared
for change and navigate the ups and downs that come with
the industry. They should define the impact they want to
make, understand their "why," and genuinely care about their
customers. As mortgage professionals, they are involved in
one of the most significant aspects of people's lives, and
bringing passion to their work is crucial to making a
meaningful impact.
She sees AI as a tool to optimize the way data is received
and perhaps even replacing manual entries altogether. To
stay ahead of the curve, PrimeLending is automating and
integrating more third-party data collection into the
customer experience to gather and verify consumer assets.
However, Kimberly emphasizes that embracing AI does not
mean sacrificing the personal experience of getting a
mortgage. PrimeLending firmly believes that an experi-
enced and knowledgeable mortgage professional will
continue to be critical in guiding consumers through the
process. Technology will only enhance the relationship
between the professional and the consumer, allowing more
time to be spent educating customers on their options and
what to expect while minimizing time spent chasing down
paperwork or on data entry.
More Customer Centric Approaches in Future
In the long run, Kimberly has a grand vision for
PrimeLending, aiming to position it as a pioneer in the
mortgage industry by continuously innovating and develop-
ing tools that anticipate the needs of consumers and
partners. Her future goals include transforming
PrimeLending into a comprehensive hub for all aspects
related to homebuying, ranging from insurance, title, and
closing, notary, warranties, and more. PrimeLending
intends to leverage cutting-edge technology to provide a
seamless, intuitive, and convenient homebuying experience
for its customers.
Moreover, Kimberly and her team are actively exploring the
potential of blockchain technology and its evolving
applications. They are open to incorporating it into
PrimeLending's operations to enhance their processes and
provide added value to their customers. As a company,
PrimeLending is committed to staying ahead of the curve,
embracing emerging technologies, and continually striving
for excellence in serving the ever-evolving needs of its
customers and partners in the dynamic mortgage industry.
Message for Aspiring Leaders
Kimberly advises aspiring entrepreneurs venturing into the
mortgage sector to prioritize continuous learning. She
believes that embracing various roles within the industry
will help them gain a comprehensive understanding of the
business, which is necessary for navigating its ever-
evolving landscape.
Kimberly's role
in driving innovation
and championing
new technologies and
processes among
employees
is pivotal at
PrimeLending.

19. Global
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Global
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Excellent
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Insights.

20. Austin Lampson,
Branch Manager and
Licensed Mortgage
Professional
Homeowners
Financial Group
June 2023 | 18 | www.insightssuccess.com

21. The Jewel with Resolute Leadership Acumen
he finance function is not what it used to be. In
Tfact, it has changed considerably over the past five
to ten years. Whereas finance professionals were
once considered number crunchers, now, and regardless of
their seniority, they’re important cogs in the business from a
strategic standpoint.
Not only has this meant that the function has developed, but
it has also meant that finance leaders have had to cater their
skills to a new type of finance professional in order to get
the best out of them. Finance leaders are apt at both setting
targets and meeting them. Although the best finance leaders
are results driven by nature, they understand the importance
of the targets being measurable and achievable.
Today’s finance leader always has one eye on the future.
They instill this vision into their workers and make sure
they always work towards cementing the company’s long-
term vision. The finance function is very much embedded
within the strategic endeavors of a company, so it’s vital
that forecasts are accurate, and that planning is thorough.
Standing out as an apt leader in the dynamic business arena
with resolute leadership acumen and an exemplary skillset,
Austin Lampson implements immersive strategies while
working as a Branch Manager and Licensed Mortgage
Professional at Homeowners Financial Group.
In an interview with Insights Success, Austin shares about
her professional tenure and shares her journey so far in the
finance and mortgage niche.
Following are the excerpts from the interview:
Austin, please briefly describe for our audience your
professional journey up until now.
I started in lending when I was 18, with car title loans. They
were for a 1-month period, and at 25% interest. It taught me
the value of trading future value for today’s needs, people’s
relationship with money, and the importance of knowing
that you were responsible and that a client understood the
opportunity and risk of debt.
It is different if you know you must make the phone call
that their property will be repossessed when in default,
versus selling something that you don’t have responsibility
for down the line.
I moved into mortgage lending at the age of 22, and have
been in it ever since -through company take overs, market
crashes, and guideline changes that impact the lives of the
people we serve. I truly believe that responsible lending is
one of the highest forms of community service.
What challenges did you face along the way?
I learned early on that not every originator takes their role
in their clients’ financial lives seriously. Many see this as
just a job, or a way to pay the bills. I’ve had mentors stab
me in the back, buyers be liars, realtors alter documents
with my name on them, get used to help fix credit, prep for
tax consultations and then be ditched for an internet lender.
Not to mention tumultuous markets – one day in April 2020
there were more than 19 price changes and 5 different
investors completely got out of the market! The truth is the
reason I get up & do this every day is to help someone else
figure out how to have stability in homeownership and
build wealth.
June 2023 | 19 | www.insightssuccess.com
The Most Influen al Women in Mortgage Industry - 2023

22. We exist to
improve the lives
we touch.
“ “
June 2023 | 20 | www.insightssuccess.com

23. It’s really about my relationship to my purpose, not just an
end result.
What significant impact have you brought to the
mortgage industry?
I can tell you I’ve heard people cry when I tell them a
challenge is going to work out. I can tell you I lay my head
down at night knowing I did my best, and my best is good
enough.
What I think I am most proud of is using my position to
help others truly gain. Whether it is through the non-profits
we contribute to monthly that are nominated by our clients,
volunteering as a team or the gratitude journals I print and
send out for free – I believe that each one of us has to use
our perspective and experience to serve in our unique way.
Tell us about Homeowners Financial Group and its
foundation pillar.
When you visit our company website, the “About,” tab
starts with: “We exist to improve the lives we touch.” I’ve
never worked for another company that truly cares for its
people – those we serve and those with whom we work, no
matter their role. People are really the reason for everything
we do, and you can tell this is the case with everyone with
whom we interact.
How does Homeowners Financial Group promote
workforce flexibility, and what is your role in it?
The structure of an office place has changed much in the
past few years. HFG works to maintain the integrity of the
culture and service that folks create by working shoulder to
shoulder yet is open to ensuring needs and options are
respected and considered for each employee.
My team is across several states. Though we are not always
in the same place at the same time, we ensure we continue
our culture through a daily gratitude practice, monthly
lunches via Zoom, a book club and an annual retreat.
If someone needs to leave early to accommodate their
child’s baseball game, we all adjust so they get that
precious time and set expectations internally & externally
for the next steps and service level commitments.
What is your take on technology's importance, and how
are you leveraging it?
In my opinion, technology is a tool to be leveraged, not a
replacement for human interaction and collaboration.
Whether it is via video, text, social media or AI analysis, we
need to use technology as a resource to elevate our clients’
experience and options. There is always something new
coming, so why not embrace it as an opportunity?
What will be the next significant change in the mortgage
industry, and how are you preparing for it?
Oh, that’s a big question! Our country’s inability to produce
enough affordable housing for its citizens to me can mean a
widening of the gap between the rich and poor. The ability
of AI to digest through guidelines, data, and “paperwork”
can leverage our time for the better, though it can also
create gaps of fraud and connection. Our industry got
bloated in the past few years.
I feel a significant segment of the population should truly be
able to “swipe right,” and get a loan – however, the
importance of a true professional to oversee the individual
circumstances of a home purchase or debt restructuring
cannot be underscored enough. There is a difference
between a professional and a paper-pusher.
What are your goals in the upcoming future?
My passion lies in helping people achieve their goals. I
intend to continue to do so through a true team experience.
Collaboration is key, and the more we work together, the
better balance we can all have. I intend on being a valued,
appreciated, community-oriented, and fun confidant to my
clients and partners.
What advice would you like to give the next generation
of aspiring business leaders?
Ÿ Be yourself only bolder.
Ÿ Do it with passion or not at all.
Ÿ Be curious, not judgmental.
Ÿ Punch fear in the face and take the risk.
Ÿ Bigger is not always better. Better is always best!
June 2023 | 21 | www.insightssuccess.com

25. Ambition
is the spark that
Ignites the
firewithin
ambitious
Women

26. eadership is a crucial component of success in the
Lmortgage industry. Effective leaders in this field
possess a unique set of skills and strategies that
enable them to guide their teams, make informed decisions,
and navigate the challenges of the industry. In this article,
we will delve into the essential leadership strategies
specifically tailored to the mortgage industry, helping
professionals understand what it takes to lead effectively in
this dynamic and competitive field.
Visionary Leadership:
Visionary leadership is about setting a clear direction and
inspiring others to work towards a common goal. In the
mortgage industry, leaders should articulate a compelling
vision that aligns with the company's mission and goals.
This vision should consider factors such as customer needs,
market trends, and regulatory changes. By effectively
communicating the vision, leaders can rally their teams and
foster a sense of purpose and motivation.
Transformational Leadership:
Transformational leaders in the mortgage industry inspire
and motivate their teams to achieve exceptional results.
They encourage innovation, embrace change, and empower
their employees to think creatively and take ownership of
their work. By fostering a culture of continuous
improvement and providing opportunities for professional
growth, transformational leaders nurture a high-performing
and engaged workforce.
Collaborative Leadership:
In the mortgage industry, collaboration is key to success.
Leaders should encourage collaboration and teamwork
among different departments and individuals involved in
the mortgage process. By breaking down silos and
fostering effective communication and information sharing,
collaborative leaders create an environment that promotes
synergy, efficiency, and collective problem-solving.
Data-Driven Decision-Making:
In an industry as data intensive as mortgage, leaders must
leverage data to make informed decisions. Effective leaders
gather and analyze relevant data, utilizing key performance
indicators (KPIs) and metrics to assess team and
organizational performance. By basing decisions on
objective data, leaders can identify trends, anticipate
challenges, and seize opportunities, ultimately driving
business growth and success.
Adaptive Leadership:
The mortgage industry is characterized by constant change,
including market fluctuations, regulatory updates, and
technological advancements. Adaptive leaders possess the
ability to navigate uncertainty, embrace change, and
proactively respond to evolving circumstances. They keep a
pulse on industry trends, stay informed about emerging
technologies, and adjust strategies and processes
accordingly.
Understanding the
Effective Leadership
Strategies for the
Mortgage Industry
June 2023 | 24 | www.insightssuccess.com

27. Attributes of Innovators
June 2023 | 25 | www.insightssuccess.com

28. Strong Communication Skills:
Leadership in the mortgage industry necessitates effective
communication at all levels. Leaders should possess
excellent verbal and written communication skills to
articulate expectations, provide feedback, and convey
complex information to diverse audiences. Moreover, active
listening skills are essential to understanding the concerns
and needs of clients, team members, and stakeholders,
fostering stronger relationships and driving success.
Ethical Leadership:
Ethics and integrity are paramount in the mortgage industry,
given the fiduciary responsibilities involved. Ethical leaders
prioritize transparency, honesty, and compliance with
industry regulations. They lead by example, promoting a
culture of ethics and accountability throughout the
organization. By emphasizing ethical conduct, leaders build
trust and credibility, both internally and externally.
Continuous Learning and Development:
Leadership development should be a continuous journey in
the mortgage industry. Effective leaders actively seek
opportunities for personal and professional growth. They
attend industry conferences, engage in relevant training
programs, and participate in networking events to stay
updated on industry best practices and expand their
knowledge base. By investing in their own development,
leaders can better support their teams and navigate industry
complexities.
Risk Management:
Leaders in the mortgage industry must have a strong focus
on risk management. They should be able to identify
potential risks and develop strategies to mitigate them. This
includes staying updated on regulatory requirements,
monitoring market conditions, and implementing sound risk
management practices. By effectively managing risks,
leaders ensure the stability and sustainability of their
organizations.
Relationship Building with Stakeholders:
Building strong relationships with stakeholders is crucial
for leaders in the mortgage industry. This includes
developing partnerships with real estate agents, builders,
appraisers, and other professionals involved in the mortgage
process. Leaders should establish open lines of
communication, seek feedback, and actively engage with
stakeholders to foster collaboration and enhance business
opportunities.
Coaching and Mentoring:
Effective leaders in the mortgage industry invest in the
development of their team members. They act as coaches
and mentors, providing guidance, support, and
opportunities for growth. By nurturing talent, leaders create
a pipeline of skilled professionals and foster a positive and
empowering work environment.
Strategic Planning and Execution:
Leaders in the mortgage industry must possess strong
strategic planning and execution skills. They should be able
to set clear objectives, develop actionable plans, and
monitor progress toward goals. Effective leaders align their
strategies with market trends, regulatory changes, and
customer demands, ensuring the long-term success of their
organizations.
June 2023 | 26 | www.insightssuccess.com

30. Linda Davidson
Area/Branch Manager/Sr. Residen al
Mortgage Originator
NMLS #226135
Fairway NMLS #2289
June 2023 | 28 | www.insightssuccess.com

31. eet Linda Davidson, the expert in FHA,
MUSDA, VA, and conventional mortgages, who
has helped hundreds of families achieve their
dream of homeownership. As an Area/Branch
Manager/Sr. Residential Mortgage Originator with
Fairway Mortgage, Linda's knowledge and experience
have earned her a well-deserved reputation as a leader in
the mortgage industry.
Linda's commitment to excellence is evident in the proven
systems she has created to provide an excellent customer
experience for her clients. Her dedication to mentoring
others has also resulted in increased production year after
year for herself and the branch loan officers. Linda is
excited to foster an environment of growth and help others
achieve their full potential.
During the interview, Linda Davidson shared her unique
leadership style and vision for the future of the mortgage
sector.
Brief our audience about your journey as a business
leader until your current position at your company.
What challenges have you had to overcome to reach
where you are today?
I started in the business in 1997. Mortgage rates were 7-8%
at that time. I didn’t know if the rates were high or low, but
I did know that I was starting a 100% commission job with
no guarantee or sign-on bonus. My "training" consisted of
two days with a PMI underwriter on conventional loans and
a "here is the 4506 book. You will probably never do FHA
loans, but if you do, you can read it". Every night I studied
that manual (or anything else that had to do with mort-
gages) until I fell asleep, and then I went every day to real
estate offices during the day to ask for business.
I have been blessed over the years to have so many amazing
mentors who originally paved the way and showed me how
to "Be Better Daily." I love being able to do this now for
others in my branch, the company that I work for, and the
industry. In addition to originating and running branches
under Fairway, it has been my pleasure and joy to work
with The Todd Duncan Group (TDG) on the yearly Sales
Mastery event as well as the Elite Mastermind group within
TDG over the past 15+ years.
When I get to stand on stage with Todd or share in a smaller
setting with TDG, I am often reminded of those early years
of getting into the mortgage business and trying to figure it
out. Now, I get to help others find their way too. What an
amazing opportunity!
Linda's commitment to
excellence is evident in the
proven systems she has
created to provide an
excellent customer experience
for her clients.
June 2023 | 29 | www.insightssuccess.com
The Most Influen al Women in Mortgage Industry - 2023

32. Tell us something more about your company and its
mission and vision; how does your company thrive
towards enabling advancements in the dynamic business
arena?
One of the most amazing things about the mortgage
industry is that there is no glass ceiling for women. Over
50% of our executive team here at Fairway is made up of
women who lead their departments well and have a strong
voice. In addition, we have amazing women Branch
Managers, Loan Officers, and Support Teams who make it
happen daily for the families that we serve.
What are the fundamentals that you implement to drive
betterments within the work culture of your organiza-
tion?
In any organization, the leader sets the tone. Whether it is a
company, country, organization, or family, the "tone" is set
by the leader. Steve Jacobson, the leader of Fairway, sets
the tone that our company’s core values are not just sayings
on a wall but lived daily. Two of my favorite Fairway Core
Values are "speed to respond" and "commitment to serve."
From the top down, this is in our company’s DNA in
everything we do, regardless of the position or task.
Describe in detail the values and the work culture that
drives your organization.
Coming into Fairway five years ago from a small regional
company that I had the opportunity to be a part of for over
20 years, the biggest fear was being “just a number" among
the over 7,000+ teammates. However, the culture of "family
focused" and "consistent, honest communication" is so
embedded in the company that we truly feel like part of a
family and love getting to be a part of this wonderful tribe.
What, according to you, could be the next significant
change in your sector? How is your company preparing
to be a part of that change?
The sales and operations sides of Fairway are superior, and
they provide an amazing platform on which a branch or an
LO can run their business. A foresight I believe Fairway has
(that we will see other companies emulate in the future) is
the (guideline compliant) autonomy we allow, which gives
entrepreneurs the freedom to grow but still has that fantastic
support needed to "Never Close Late or Ugly." We see our
younger generation craving that ability to be independent,
while fully supported. I love that Fairway already embraces
this for the street.
Where do you envision yourself to be in the long run,
and what are your future goals for your company?
One of the things you will never be in this business is
bored. There are always challenges, changes, market
swings, and industry shifts. My mom’s favorite saying (and
my team hears it a lot from me now) is "This Too Shall
Pass". Whether it is the good times or the rougher times,
they will pass. We must always lead well, seek wise
counsel, "punt" when needed, and practice the discipline of
gratitude. What are my goals for the future? It’s to keep
doing these things! We are truly blessed to get to assist
families in having their American Dream, to get to lead
incredible mortgage professionals in their own dreams, and
to get to make a difference.
What would be your advice to budding entrepreneurs
who aspire to venture into the dynamic business arena?
Seek out powerful mentors who speak in your life. Be
humble. You don’t always need to reinvent the wheel. Be
willing to listen to those who have gone before you, and
then make it your own to improve upon while using your
strengths. Invest early, invest often, and invest wisely—this
goes for financial, mental, emotional, spiritual, family, and
even personal goals. This business can be life-changing in
many ways. Embrace it, work hard, work smart, and
surround yourself with those whom you want to emulate to
make yourself better. What an opportunity we have been
given!
June 2023 | 30 | www.insightssuccess.com

34. eadership plays a crucial role in the mortgage
Lindustry, where professionals are responsible for
guiding teams, making strategic decisions, and
fostering growth. Developing strong leadership skills is
essential for individuals aiming to excel in this dynamic and
competitive field. In this article, we will explore key
strategies and techniques for enhancing leadership abilities
specifically tailored to the mortgage industry.
Emphasize Continuous Learning:
Effective leaders in the mortgage industry recognize the
importance of ongoing learning and development. They
stay up-to-date with industry trends, regulations, and best
practices. Engage in professional development
opportunities such as attending industry conferences,
workshops, and webinars to expand your knowledge base
and sharpen your leadership skills.
Cultivate Effective Communication:
Communication is at the core of successful leadership in
any industry, and the mortgage industry is no exception.
Develop strong communication skills to effectively convey
your vision, goals, and expectations to your team. Foster an
environment where open and transparent communication is
encouraged, allowing for feedback and collaboration.
Develop Financial Acumen:
A mortgage leader must possess a solid understanding of
financial concepts and metrics relevant to the industry.
Enhance your financial acumen by familiarizing yourself
with mortgage products, interest rates, loan underwriting
processes, and financial analysis techniques. This
knowledge will enable you to make informed decisions and
effectively manage resources.
Foster a customer-centric Mindset:
Exceptional leaders in the mortgage industry prioritize the
needs of their customers. Develop a customer-centric
mindset by understanding the challenges and concerns
faced by borrowers. Empathy, active listening, and a focus
on providing exceptional service will help you build strong
relationships with clients and establish trust in your
leadership.
Encourage Collaboration and Team Building:
Leadership in the mortgage industry involves managing
diverse teams and fostering a collaborative work
environment. Encourage teamwork, promote diversity and
inclusion, and provide opportunities for skill development
and career advancement. By nurturing a cohesive team, you
can create a positive work culture that drives productivity
and success.
Developing
Leadership Skills
Mortgage Industry
in the
Skills and Traits
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35. June 2023 | 33 | www.insightssuccess.com

36. Adaptability and Innovation:
The mortgage industry is constantly evolving, driven by
technological advancements and changing market
conditions. Successful leaders adapt to these changes and
embrace innovation. Stay informed about emerging
technologies, such as artificial intelligence and automation,
that can streamline processes and improve efficiency. Foster
a culture of innovation within your organization to
encourage creativity and forward-thinking solutions.
Lead by Example:
Leadership is not just about giving instructions; it's about
setting an example for others to follow. Demonstrate
integrity, accountability, and professionalism in your
actions and decisions. Lead with a positive attitude,
motivate your team, and maintain a strong work ethic. By
embodying the qualities, you expect from your team, you
will inspire others to perform at their best.
Enhance Problem-Solving Skills:
Leaders in the mortgage industry often face complex
challenges and obstacles. Strengthen your problem-solving
skills by developing a systematic approach to identify and
analyze issues. Encourage critical thinking within your
team and foster a culture of proactive problem-solving.
Seek innovative solutions and be open to feedback and
suggestions from team members.
Develop Emotional Intelligence:
Emotional intelligence is essential for effective leadership
in any industry. In the mortgage industry, where dealing
with clients and team members is crucial, understanding
and managing emotions is vital. Develop self-awareness,
empathy, and the ability to regulate emotions in high-
pressure situations. This skill will help you build stronger
relationships, resolve conflicts, and inspire trust and
confidence.
Foster a Culture of Compliance and Ethical Conduct:
Ethics and compliance are paramount in the mortgage
industry, given the regulatory environment and the
importance of protecting borrowers' interests. As a leader,
emphasize ethical conduct and compliance with industry
regulations. Ensure your team is well-trained on compliance
requirements and hold regular meetings to reinforce ethical
behavior. By fostering a culture of compliance and ethics,
you create a foundation of trust and credibility.
Develop Networking and Relationship-Building Skills:
Networking and relationship-building are critical aspects of
leadership in the mortgage industry. Attend industry events,
join professional associations, and build relationships with
industry peers, colleagues, and influential stakeholders.
Networking not only expands your knowledge and
resources but also opens doors to new opportunities and
collaborations.
Invest in Leadership Training and Development
Programs:
Consider enrolling in leadership training and development
programs specifically tailored to the mortgage industry.
These programs can provide you with valuable tools,
techniques, and frameworks to enhance your leadership
abilities. Additionally, they offer networking opportunities
and allow you to learn from industry experts and successful
leaders.
Developing leadership skills is vital for professionals in the
mortgage industry to navigate the complexities of this ever-
changing field successfully. By emphasizing continuous
learning, effective communication, financial acumen, a
customer-centric mindset, collaboration, adaptability, and
leading by example, aspiring mortgage leaders can foster
growth, drive innovation, and achieve long-term success in
their careers. Remember, leadership is a journey, and with
dedication and perseverance, you can continue to develop
and refine your skills as you progress in the mortgage
industry.
June 2023 | 34 | www.insightssuccess.com

38. ocused on growing her business and creating
Fexcellent experiences for her customers,
Tammy McNeany, Senior Mortgage Loan
Officer at Wintrust Mortgage, is an expert in job
sourcing her business, supporting her clients, and
responding to enterprise objectives.
The goal of Wintrust Mortgage, which has been in
operation since 1981, is to help Americans realize their
dream of owning a home. Since then, Wintrust Mortgage
has survived the constantly shifting real estate market and
is a component of the well-capitalized, multi- billion-
dollar asset bank holding company Wintrust Financial
Corporation. It ranks among the most prominent mortgage
bankers in the nation thanks to our capacity to lend in all
50 states.
Wintrust Mortgage is committed to offering consumers a
comprehensive selection of mortgage products. It is a full-
service, nationally-chartered lender with locations spread
out across the nation. It is positioned to address the needs
of the constantly changing mortgage industry in addition
to offering the fundamental Conventional FHA/VA
Programs and Jumbo Loans.
Wintrust Mortgage aims to be a calm, clear and experi-
enced guide for its clients through the mortgage
process.
In an exclusive interview with Insights Success,Tammy
McNeany shares her journey, the successes and
challenges that she overcame, and the impact she
strivestoleaveonallherclients.
Followingarethehighlightsoftheinterview:
Tammy, please briefly describe for our audience your
professional journey up until now.
I began my banking career right out of high school and had
a wonderful mentor thatchallenged me. During a refi boom
it led me to Mortgage Origination. It’s been well over 30
years and has been a fulfilling, ever-changing, frustrating
and stressful, at times, career. I wouldn’t change it for the
world!
What challenges did you face along the way?
When I began, there weren’t many woman mortgage loan
originators. Early on, I became the sale manager for the
region. I was the only woman Sales Manager in the State
for the lender at the time. It is so great to see how it has
evolved.
What significant impact have you brought to the
mortgage industry?
I believe I have compassion for my clients and try to
always do what is right for them. It has been so
rewarding to have repeat clients and have them refer
their families to me.
Tell us about Wintrust Mortgage and its foundation
pillar.
The culture here is top-notch! I made a move here 10 years
ago and while there is stress and anxiety at times, we are all
a family with the sole purpose of doing what is right for our
clients. I have seen many other lenders have a culture of
“the client is lucky to do business with us.” Here, we are
the ones that are fortunate to help our clients.
June 2023 | 36 | www.insightssuccess.com
The Most Influen al Women in Mortgage Industry - 2023

39. Tammy McNeany
Senior Mortgage
Loan Officer
Wintrust Mortgage
June 2023 | 37 | www.insightssuccess.com

40. How does Wintrust Mortgage promote workforce
flexibility, and what is your role in it?
Each loan officer is empowered and encouraged to have a
work/life balance.
What is your take on technology’s importance, and how
are you leveraging it?
Things have changed dramatically. When I started you
wouldn’t have a credit report for a week and there weren’t
credit scores Today’s technology helps us be nimble and
.
more accessible to our clients.
What will be the next significant change in the
mortgage industry, and how are you preparing
for it?
Technology is still rapidly changing. It’s important to
be up to date, accessible and open to the evolving
process.
What are your goals in the upcoming future?
Continue to be caring, communicative and understanding
of each client’s individual situation. While technology has
evolved, I still believe strongly that building the
relationships with the clients and not just being
transactional is the long-term key to success.
What advice would you like to give the next generation
of aspiring business leaders?
No matter what, treat others the way you want to be treated
and success will follow.
“Continue to be caring,
communicative and understanding
of each client’s individual situation.
While technology has evolved, I
still believe strongly that building
the relationships with the clients
and not just being transactional is
the long-term key to success.
“
June 2023 | 38 | www.insightssuccess.com

44. www.insightssuccess.com