This edition features a handful of The Most Influential Women Leaders in Mortgage Industry that are leading us to a better future Read More: https://insightssuccess.com/the-most-influential-women-leaders-in-mortgage-industry-2023-november-2023/

1. A ributes of Innovators
Understanding the Effec ve
Leadership Strategies for
the Mortgage Industry
VOL-11 | ISSUE-08 | 2023
Skills and Traits
Developing Leadership
Skills in the Mortgage
Industry
www.insightssuccess.com
Zitlow
Key
Zitlow
Breaking Barriers and
Empowering Women
Leader in Mortgage
Industry2023
Women
The Most
Influential
Kelly Zitlow
Executive Vice
President of Sales
& Marketing.

4. Exploring a
Diversity of
ExceptionalQualities

5. Trainskill.
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
Leaders 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.

7. Contents
08
Attributes of Innovators
Understanding the Effective Leadership Strategies for
the Mortgage Industry
16
A r t i c l e s
Skills and Traits
Developing Leadership Skills in the Mortgage Industry
20
Zitlow
Key
Zitlow
Breaking Barriers and
Empowering Women

8. sales@insightssuccess.com
November, 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 Editors
Visualizer
David King
Art & Design Director Associate Designer
Bruno Alves, Damian Mathew Irvin Wilson
Bruno Alves
Sales Executives
Luke A.
Business Development Executives
Simon, Tom
Jacob Smile
Irvin Wilson Dominique T.
SME-SMO Executive
Steve Rodrigues Frank Adams
Circulation Manager
Robert Brown Stella Andrew David Stokes
Angela Ruskin
Henry Thomson
Rosy Scott
Jenny Fernandes Lusy Jameson
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9. Brief
Featuring Company
Kelly has built her award-winning, highly respected career as a
Sr. Mortgage Advisor by earning the trust of her clients and
partners by providing honest, well-communicated, and
knowledge-based lending experiences with on-time results!
Cornerstone Home Lending
houseloan.com
Kelly Zitlow
EVP of Sales &
Engagement
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
Leader in Mortgage
Industry2023
Women
The Most
Influential

10. Zitlow
Key
Zitlow
Breaking Barriers and
Empowering Women
Our company mission
statement is: "We honor God by using
our talents to make a positive difference
in the lives of our Team Members,
Clients, Shareholders, Communities,
and the People who provide
services to us.

11. Cover
Story
Kelly Zitlow
Executive Vice
President of
Sales and Marketing
Cornerstone
Home Lending

12. passion for education. If there’s one thing you
Aneed to know about Kelly Zitlow, it’s that she has a
true passion for education. Breaking down barriers
as relates to the home loan process and empowering not
only women but all people to make educated decisions
about the home loan process is what fuels her passion.
For over 27 years she has developed a reputation for being
a strategic thinker and an innovative problem solver. Not
only is she a top 1% mortgage originator in the country but
she has also become a standout in the digital marketing
space. Video marketing has provided her a vehicle to reach
people all across the country with the good news about
mortgages.
This has led her to take her career to new heights as the
Executive Vice President of Sales and Marketing for
Cornerstone Home Lending a division of Cornerstone
Capital Bank. We caught up with Kelly to learn more
about her professional journey and how she has become a
trailblazer and inspiration for women in the mortgage
industry.
Below are the highlights of the interview:
Kelly, please briefly describe for our audience your
professional journey up until now.
My professional journey in the mortgage industry started in
1996. I was on my way to law school when a friend talked
me into giving the mortgage industry a try. So, I took a
detour that lasted 27 years. I have been a mortgage loan
originator the entire time, in addition to serving in various
leadership capacities. I am currently an Executive Vice
President of Sales & Marketing for Cornerstone Home
Lending as well as running my loan origination team.
What challenges did you face along the way?
Mortgage lending is fluid in that the ups and downs are
cyclical based on what's going on in the economy, what's
going on in the real estate industry, and what's happening
around the globe. Along the way, there are challenges that
come up and impact people. When people have challenges,
it affects our industry. For example, one of the biggest
challenges I experienced was in 2008 when the housing
market crashed. It was not easy in the sense that overnight
the faucet turned off. Overnight, liquidity became an issue.
Overnight, lending became an issue. Credit became an
issue. And while there were all these challenges, I still
believed in home ownership and realized I had an
opportunity. Despite all that was happening around me-- I
could bring education to my community. I could get them
the valuable information they needed during this crisis.
There were still people buying houses. There were still
people that needed guidance on short sells, foreclosures,
etc. Some people needed a trusted resource, and I realized I
could be that for them. That was when I started to think
bigger about my impact, not just as a loan originator but
honestly as a leader in our community. That was also when
I began leveraging video to expand my reach and bring
more information to more people.
What significant impact have you brought to the
mortgage industry?
The impact I have brought to the mortgage industry is that
individual loan officers can genuinely influence and educate
their community by leveraging social media. We have the
ability to chunk down financing information as well as
create the narrative around homeownership. This allows us
to help people in a much more powerful way. The way I did
it was by incorporating video in 2014 into my business.
That has allowed me to build my brand and reach more
people. I've been able to break down barriers that keep
people from purchasing homes and help keep that dream of
home ownership alive by educating people on how to use
homeownership to build wealth.
Tell us about Cornerstone Home Lending and its
foundation pillar.
Cornerstone home lending has been in business since 1988.
Marc Laird and Judy Blanchard started it with the purpose
of wanting to do something better. They wanted to create a
culture of people that were focused on serving their
respective communities.
Our company mission statement is: "We exist to use and
improve upon our God-given talents to make a positive
difference in the lives of our team members, customers,
shareholders, and the people who provide services to us."
Marc and Judy always cared about doing the right thing.
That's important because doing the right thing is helpful as
a loan originator working with Cornerstone.
The Most Influential Women Leader in Mortgage Industry- 2023

13. Cornerstone home
lending has been in
business since 1988.
Marc Laird and Judy
Blanchard started it
with the purpose of
wanting to do
something better.
We know that their head and
heart are in a suitable space.
If something happens out
there- they've got our back,
and we have their back,
making it a great
collaboration. We are all here
to please do the right thing
and serve those on their path
to homeownership.
How does Cornerstone
Home Lending promote
workforce flexibility, and
what is your role in it?
Even prior to COVID,
Cornerstone has been
forward-thinking when it
comes to remote workers. We
are over 1500 employees that
work in-office and remotely
across the nation. When
COVID came along, we did
not skip a beat because the
investment in technology was
already in place to allow

14. combination of both of those things. That's
where the magic happens. While I've always
been a relationship-based leader and
relationship-based loan originator, I still
only have so many hours in the day. As a
result, technology is paramount in helping us
be more efficient. Therefore, we are
constantly re-evaluating our technology
platforms, improving them, and investing
money in them to create efficiency in both
the client experience, the referral partner
experience, and our loan officers' experience.
What will be the next significant change
in the mortgage industry, and how are
you preparing for it?
The advancement of technology and AI,
such as ChatGPT, etc., are going to create
additional tools, resources, and noise in the
industry. Anyone who wants to remain in the
mortgage must stay connected to what
people want and need while helping to lead
them through the process. This is where
we've got to stay focused while still
leveraging all the fantastic technology.
Our industry right now is going through a
massive change. We are going to continue to
see inventory at limited levels across the
country for a while. When interest rates drop
back down if they do, and when they do,
Mortgage lending is
fluid in that the ups and
downs are cyclical based
on what's going on in the
economy, what's going
on in the real estate
industry, and what's
happening around the
globe.
people to work from home. Still, to this day, we continue to
support hybrid schedules.
What is your take on technology's importance, and how
are you leveraging it?
I'm a big believer in high-tech, high-touch. Technology
doesn't rule the roost, nor does the relationship. It's a

15. we'll potentially see another resurgence of that entry-level
buyer being bid out because they can't compete. So
understanding what's happening on the street is essential for
leadership in the mortgage industry, and bringing solutions
to whatever real estate cycle is occurring is the key. We are
very focused on affordability and bringing financing options
to the market that help achieve affordability, especially for
entry-level and moderate-income first-time homebuyers.
What are your goals in the upcoming future?
As the EVP of Sales & Engagement, my primary goal
is to evolve Cornerstone's story and bring it to the masses
via social media platforms. I'm looking forward to
helping people better understand what we are about, why
we are here, and the mission at hand. Outside of that, I
would say the additional goal is to help our loan officers
continue to build their brand and be relevant in this market
cycle.
What advice would you like to give the next generation
of aspiring business leaders?
Be bold, be courageous, and align yourself with really great
people. When you collaborate and tap into the superpower
and skill set of those around you, that, combined with a
leader's vision, is where businesses are going. Those
business leaders who are bold enough to think differently,
have the courage to go after something that's never been
created and do things more streamlined will succeed. It's the
current wave of the future and inspiring to me.

17. Choose
Excellent
Choose
Insights.

18. Attributes of Innovators
November 2023 | 16 | www.insightssuccess.com

19. Understandingthe
Effective Leadership
Strategies for
the MortgageIndustry
November 2023 | 17 | www.insightssuccess.com

20. n the fast-paced and competitive mortgage industry,
Ieffective leadership is crucial for driving success and
ensuring organizational growth. Leaders in this field
must possess a unique set of skills and strategies to navigate
the complexities of the industry, inspire their teams, and
achieve exceptional results. This article explores key
principles and strategies that contribute to effective
leadership in the mortgage industry, providing insights and
guidance for professionals looking to excel in their roles.
Visionary Leadership:
Effective leaders in the mortgage industry have a clear
vision of where they want their organization to go. They
develop a compelling vision statement that aligns with the
company's values and long-term goals. By effectively
communicating this vision to their team, leaders create a
sense of purpose and inspire commitment. A visionary
leader motivates their team to work towards a common goal
and adapts their strategies to meet the ever-evolving needs
of the industry.
Adaptability and Agility:
Leaders in the mortgage industry must be adaptable and
agile in response to changing market conditions, regulatory
requirements, and customer demands. They stay informed
about industry trends, technology advancements, and policy
changes to proactively adjust their strategies. By fostering a
culture of flexibility and encouraging innovative thinking,
leaders can navigate challenges and seize opportunities as
they arise.
Building High-performing Teams:
One of the hallmarks of effective leadership in the mortgage
industry is the ability to build and nurture high-performing
teams. Leaders should focus on hiring top talent, creating a
diverse and inclusive work environment, and providing
ongoing training and development opportunities. They
empower their team members, delegate responsibilities, and
encourage collaboration to maximize individual strengths
and create a cohesive unit that delivers exceptional results.
Effective Communication:
Communication is a fundamental aspect of effective
leadership. Mortgage industry leaders must be skilled
communicators, capable of conveying complex information
clearly and concisely. They actively listen to their team
members, clients, and stakeholders, ensuring open and
transparent communication channels. Leaders should foster
a culture that encourages feedback, addresses concerns, and
promotes effective collaboration throughout the
organization.
Ethical and Responsible Leadership:
Integrity and ethical conduct are critical for effective
leadership in the mortgage industry. Leaders must adhere to
industry regulations and ethical standards, ensuring fair and
transparent practices. By setting an example of ethical
behavior and instilling a culture of integrity, leaders build
trust and credibility within their organizations and with
clients. They make decisions that align with the best
interests of their clients, employees, and stakeholders,
fostering long-term relationships and sustainable growth.
Continuous Learning and Professional Development:
Leadership development is an ongoing process, and
effective leaders in the mortgage industry prioritize
continuous learning and professional development. They
stay informed about industry trends, attend conferences and
seminars, and seek out opportunities for personal growth.
By investing in their own development, leaders can stay
ahead of the curve, adapt to industry changes, and inspire
their teams to embrace a learning mindset.
Effective leadership in the mortgage industry requires a
combination of visionary thinking, adaptability, team
building, effective communication, ethical conduct, and a
commitment to continuous learning. By incorporating these
strategies into their leadership approach, professionals can
navigate the challenges of the industry, inspire their teams,
and drive success for their organizations. Ultimately,
effective leadership sets the foundation for sustainable
growth and long-term success in the dynamic and ever-
evolving mortgage industry.
November 2023 | 18 | www.insightssuccess.com

22. Skills and Traits
November 2023 | 20 | www.insightssuccess.com

23. November 2023 | 21 | www.insightssuccess.com
Developing
Leadership Skills
inthe
Mortgage
Industry

24. eadership skills play a crucial role in the mortgage
Lindustry, where professionals are tasked with
guiding clients through the complex process of
securing loans for their dream homes. The ability to lead
and inspire a team, make strategic decisions, and adapt to
the ever-changing market dynamics is paramount for
success in this field. This article explores the key aspects of
developing leadership skills in the mortgage industry,
providing a roadmap to help professionals excel in their
roles and navigate the challenges they may encounter.
Embrace Continuous Learning:
Leadership development starts with a commitment to
lifelong learning. Mortgage industry leaders must stay
abreast of the latest trends, regulations, and technological
advancements shaping the industry. Attend conferences,
seminars, and workshops to expand your knowledge base
and encourage your team to do the same. By continuously
learning and updating your skills, you'll be better equipped
to make informed decisions and lead effectively.
Cultivate Effective Communication:
Communication is the bedrock of successful leadership. As
a mortgage industry leader, you need to communicate
clearly and effectively with clients, team members, and
stakeholders. Develop active listening skills, learn to
articulate ideas concisely, and foster an open and
transparent communication culture within your team.
Regularly provide constructive feedback, actively seek
input from others, and ensure everyone understands the
vision and goals of the organization.
Foster a Collaborative Culture:
In the mortgage industry, teamwork is essential for
achieving shared goals. As a leader, it is your responsibility
to foster a collaborative environment where individuals can
thrive and contribute their best. Encourage teamwork,
establish clear roles and responsibilities, and promote a
culture of mutual respect and support. By leveraging the
strengths of each team member, you can create a cohesive
unit that delivers exceptional results.
Develop Strategic Thinking:
Leaders in the mortgage industry must possess strategic
thinking abilities to navigate a rapidly changing landscape.
Stay informed about economic trends, market conditions,
and regulatory changes that may impact the industry.
Anticipate challenges and proactively develop strategies to
address them. Foster an environment that encourages
innovation and creative problem-solving and empower your
team to think critically and propose solutions.
Lead by Example:
Leadership is not just about delegating tasks; it is about
setting an example for others to follow. Demonstrate
integrity, accountability, and professionalism in your work.
Be accessible and approachable and show empathy towards
your team members and clients. By embodying the
qualities, you expect from others, you inspire trust and
loyalty, and your team will be motivated to perform at their
best.
Invest in Leadership Development Programs:
Take advantage of leadership development programs
tailored specifically for the mortgage industry. These
programs provide valuable insights, training, and
networking opportunities to enhance your leadership skills.
Seek out industry associations, professional development
organizations, and reputable training providers that offer
programs focused on leadership in the mortgage industry.
By investing in your professional growth, you position
yourself for long-term success.
Developing leadership skills in the mortgage industry is a
continuous journey that requires a commitment to learning,
effective communication, collaboration, strategic thinking,
and leading by example.
By embracing these key aspects and investing in your
development, you can navigate the challenges of the
industry, inspire your team, and drive success in your
organization. Remember, leadership is not just about
personal achievement but also about empowering others to
reach their full potential.
November 2023 | 22 | www.insightssuccess.com

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