Leading women entrepreneurs who established businesses in emerging industry compressed

LAURA
BRANDAO
The Mortgage Industry's Effervescent
Servant Leader
LEADING
WOMEN
WHO ESTABLISHED BUSINESSES
IN EMERGING INDUSTRY
THE NEXT
TITANS
OF INDUSTRY
WHERE WE
GO FROM HERE
HOW WILL
WOMEN
THE FUTURE
SHAPE
OF THE MORTGAGE
INDUSTRY
ADVANCING
THE INDUSTRY
PREDICTIONS FOR THE
BROKER CHANNEL
WHY BROKERS
ARE BETTER
MORE THAN
SLOGAN,
MISSION
A
BLONDES
HAVE MORE
FUNDS
VOL 03 ISSUE 03 2021
| |
FEATURING
AIME'S
WOMEN'S
MORTGAGE
NETWORK

Leading,
Inspiring and
Making the
World a Better
Place
ith flour-dust sprinkled in her greying hair and a
Wbeaming smile [she] runs, all alone, the
centuries-old watermill of Thunderbridge” was
the headline of Daily Mail, from the 21st October 1938.
The headline emphasized the work of Mrs. H. Dickinson,
who had taken over the running of her mill after the death
of her husband in 1936. She was one of the only female
millers in the country at that time. Even at times like when
gender disparity in men dominated sector was at its height,
Mrs. H. Dickinson proved that with passion and sheer
dedication women can lead any sector despite its size.
In this modern era of technological advancements, there is
merely any industry or business sector which does not have
woman leadership. From Health, Education, Recruitment to
IT, Banking, and Real Estate, women entrepreneurs have
been able to endure economic and business pressures to be
the best.
In this edition “Leading Women Entrepreneurs Who
Established Business in Emerging Industry” Insights
Success lists women entrepreneurs who have made a
significant mark in recent decades. The featuring is in no
particular order, and by no means extensive, but strives to
acknowledge women who have built a world-renowned
brand through their own effort and commitment.
The cover featured Laura Brandao, president of
American Financial Resources. Her journey started with
the telemarketing job where she demonstrated equalled
skills of marketing and realised her competency in the
sector.
Laura is a passionate leader as well as an inspirational
individual. She believes continuous learning is important
for leaders. “Books, podcasts, webinars, listening to others
within and outside your industry is invaluable,” she says.
Editor’s Desk
“

Laura serves as Chair of the National Association of
Minority Mortgage Bankers of America's
(NAMMBA) Visionary program, recruiting
corporate partners for Mission 2025, launched to
introduce, develop, and connect college talent to the
industry. She also invites members of the Women's
Mortgage Network to participate in interviews and
weekly “Growth Series” challenges.
Let’s unveil more alike and inspiring stories of such
extraordinary woman business leaders and spread the
word about their contribution in making this world a
better place.
Lastly, you might come across the articles written by
our in-house editorial team and CXO standpoints of
some of the leading industry experts to have the
know-how about the industry. Make sure to scroll
through them, while ﬂipping through the pages.
Let’s start Reading!
rohit.chaturvedi@insightssuccess.com

Articles
Blondes Have
More Funds
Laura Brandao
Cover Story
34
The Mortgage
Industry's Effervescent
Servant Leader
Why Brokers
Are Better
More Than a Slogan,
a Mission
The Next Titans
of Industry
Where We Go From Here
How Women Will Shape the
Future of the Mortgage Industry
Advancing the Industry
Predictions for the
Broker Channel
Contents
48
26
16
68
56

Adriana
Bates
10
Angela
Caputo
11
Arlicia
Jones
12
Ashley
Miller
13
Carrie
Gusmus
14
Casey
Cunningham
15
Cassie
Schmalz
18
Christina
Harmes Hika
19
Christine
Beckwith
20
Claire
Mahoney
21
Corrina
Carter
24
Elena
Boland
25

Hillary
Anne
28
Isabel
Williams
29
Jackie
Dunlap
30
Jamie
Cavanaugh
31
Jennifer
Leonard
32
Jessica
Ehler
33
Joanne
Johansen
42
Katie
Sweeney
43
Kerry
Cole
44
Kim
Clancy
45
Lauren M.
Boland
46
Lindsay
Sills
47

Lisa
Patterson
52
Melanie
Walburg
53
Melinda
Payan
54
Melinda
Wilner
55
Melissa
Mueller
60
Michelle
Dugan
61
Nike
Ojo
62
Rosa
Romaine
63
Skylar
Welch
64
Stacy
Catmull
65
Tammy
Butler
66
Tricia
Parker
67

sales@insightssuccess.com
March, 2021
Editor-in-Chief
Senior Sales Manager Business Development Manager
Marketing Manager
Technical Head
Technical Specialist Digital Marketing Manager
Research Analyst
Database Management Technology Consultant
Sumita Sarkar
Managing Editor
Anish Miller
Executive Editor
Rohit Chaturvedi
Assistant Editors
Jenny Fernandes
Visualizer
David King
Art & Design Director
Asha Bange
Associate Designer
Kartik Balapurkar
Kshitij S Peter Collins
John Matthew
Sales Executives
David, Martin, Sagar
Business Development Executives
Steve, Joe, Aidan, Binay
Jacob Smile
Aditya Marry D'Souza
SME-SMO Executive
Amol Wadekar Frank Adams
Circulation Manager
Robert Brown Stella Andrew David Stokes
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Co-designer
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An entrepreneurial spirit has always been with
Adriana Bates and has fueled her for over 10 years
in the mortgage industry. Two years ago, she
decided to take the brave journey into business ownership
and joined the broker channel so she could put her skills to
the test. In a short time, she has quickly established herself
at Clear Mortgage as one of United Wholesale Mortgage’s
Top 20 Purchase Loan Officers in Missouri and Kansas and
a Scotsman’s Guide Top Producer.
What interested you in starting a career in the mortgage
industry?
The mortgage industry interested me because of my passion
for building systems and attentiveness to the loan process.
What’s a career highlight you’re most proud of?
I’m proud to be a national speaker in the mortgage industry
and a published author for mentorship in loan originators.
Recently, I have also received my own segment on the
CNBC show, The American Dream.
What's unique about your business?
At Clear Mortgage, we are not just about getting a
transaction completed, but about the whole experience. We
want our clients to be raving fans.
If you could change one thing about the mortgage
industry right now, what would it be?
It’s important to educate clients to understand the loan
process and for loan officers to understand each client's
unique situation.
What’s the biggest obstacle you’ve faced in your career?
One of the reasons I started Clear Mortgage was to get
around big-box lending. Our transparent lending and
passion to advise clients of the impact of their mortgage
decisions have proven that we can achieve our "why" even
when it means going against the grain.
Where do you turn for leadership advice?
I turn to respected leaders in our industry for advice. Why
reinvent the wheel? If someone has succeeded before me, I
would much rather copy what they do than figure it out
myself. I also read leadership books including Good to
Great by James C. Collins), Extreme Ownership by Jocko
Willink and most importantly, books by Dale Carnegie.
What is your business philosophy?
I believe in treating consumers the way we want to be
treated. Also, having a process and system in place to
ensure that every client receives the same high level of
service every time.
What are the biggest challenges facing mortgage
brokers & what’s your advice for overcoming them?
One of the biggest challenges mortgage brokers face is
feeling like you're on an island and not having a corporate
headquarters to go to for sales, motivation or operational
training. But utilizing AIME as a core group of industry
professionals to mastermind and network with can really
help. Also, being pulled in 90 different directions can take
quite a toll on brokers, but we can overcome that by
having a great management team.
If you could go back to your first day in the industry,
what advice would you give yourself?
The people that get you from point A to point B are not
the same people who will get you from point B to
point C. Also, don't grow too fast!
Adriana
Bates
Owner, Sales Manager and Senior Mortgage
Banker, Clear Mortgage
10 | March 2021 www.insightssuccess.com

In just under 5 years, Angela Caputo has become one of
the top 20 most successful loan officers in the state of
Delaware with an intense desire to continue her upward
trajectory in the industry. She initially joined the wholesale
channel in 2015 based on her love of community and her
desire to find prospective homeowners the house of their
dreams. She has accomplished that and then some, making
her someone to watch as the wholesale channel continues to
grow in market share across the country.
industry?
I love finance and I wanted a career that helped people in
my community since I have always been involved in
community service and giving back.
I am most proud that in the three short years I've been
licensed, I've had the opportunity to help hundreds of
people.
I make an effort to become friends and develop
relationships with my borrowers. This is a relationship-
driven business; I love hearing about my clients’ major life
events, how well their kids are doing with virtual learning,
and of course how much their pets love their new homes
and yards. Building a relationship with my clients makes all
of the late nights and stressful days worth it, plus it keeps
me grounded and helps me not lose sight of my ultimate
goal to help people in my community.
How have you been able to make an impact so quickly
in the mortgage industry?
My boss has been in the business for 20 years and she's the
hardest working mortgage broker I know. I've made a point
to surround myself with the best brokers across the country
and strive to be as amazing as they are. Where I am today is
a direct reflection of my peers, and especially the
friendships I've developed because of AIME and the
Brokers are Better Facebook group.
Work/life balance is a challenge for me. I would work 24
hours a day if I could – even on the weekends I am
checking and responding to my emails every hour.
Sometimes I need a reminder to step away from my desk or
take a day off.
I believe in learning as much from your failures as you do
from your success.
What skills are the most important for new loan officers
or broker owners in order to be successful?
Organization is a huge factor in being successful, and
building a database of potential clients and staying in front
of them.
How has technology played a role in your early success?
When I first started processing in 2015, we were still using
paper applications and files. In a few short years,
technology has made me much more efficient and allowed
me to focus on bringing in more business.
How do you prioritize tasks throughout the day in order
to ensure maximum production?
I have one rule: I never go to bed with emails in my inbox. I
start each day with a clean slate. Mentally, it feels great to
open my email each morning and know I am only focusing
on work that needs my attention that day and not constantly
playing catch-up.
The biggest challenge facing mortgage brokers is the lack
of understanding of the value a mortgage broker provides to
a consumer. Most people do not understand the difference
between a retail or direct lender and a mortgage broker so
they do not realize the value they're missing by not using an
independent mortgage broker.
Don't spend time processing for two years –start studying to
become a loan officer as soon as possible.
Angela
Caputo
Senior Loan Officer, Delaware Financial Mortgage
11
|
March 2021
www.insightssuccess.com

Broker Owner, Elite Lending Solutions Incorporated
rlicia Jones joined the broker channel in 2017,
Abelieving that her ability to connect with both
buyers and real estate agents would immediately set
her up for success. Turns out, she couldn't have been more
right as Jones has quickly become one of the most
impressive rising stars in the industry.
industry?
I actually started in the mortgage industry after being a
licensed real estate agent, because my client at the time had
a horrible experience with a mortgage professional. I
decided to get my license to change the narrative.
I believe my ability to relate to my buyers and real estate
partners from a mortgage and realtor background makes me
unique. I started in this profession as a licensed real estate
agent which allows me to understand what a buyer needs
and wants in the transaction. I use this background
information to streamline my entire loan process by using
technology to make the initial contact, pre-approval, loan
application and closing smooth for all parties involved.
The one thing I would change about the mortgage industry
is the face of it. I'm glad this magazine is showcasing
female entrepreneurs in mortgage, as the industry has long
been a male-dominated industry.
What's the biggest obstacle you've faced in your career?
The biggest obstacle I have faced prior to joining AIME and
the Women's Mortgage Network was support. Being a new
broker and learning as you build a business can be diﬃcult
without a support system. Loan origination is one aspect of
being a broker owner and structure for growth is another
aspect.
AIME and the Women's Mortgage Network!
Life is full of changes both for the good and the bad, but
there is always a light at the end of the tunnel.
brokers and what's your advice for overcoming them?
I believe in keeping up with the demand of the consumer.
Strategies and systems work, so stick to them to manage the
increase in business.
How do you see the mortgage industry evolving in the
future?
I think we will continue to see growth and technology
implemented to make the process for the consumer easier,
but I don't believe that technology will ever be able to take
the place of the broker. It will be used to assist and
facilitate.
Why do you believe that brokers are better for
consumers?
The broker will always be able to provide more options,
more resources and better service to consumers.
Don't start at a brick and mortar bank.
Jones
Arlicia

s a 2020 Women With Vision Award Winner Ashley
AMiller is constantly sought after for advice on how
women can thrive in the broker channel. After 12
years in the mortgage industry and returning to the
wholesale channel in 2018, Ashley has prided herself in
being a champion for broker success across the country.
industry?
The real estate and mortgage industry always fascinated me
due to the complexities of the transactions and I would
often ask myself why the "American Dream" was such a
confusing process. I dove in to learn more about how it all
worked and realized it was a dream that was too scary for
many to embark on. I wanted to soften the barrier between
mortgage professionals and consumers to help families feel
more comfortable in taking the plunge to make the largest
purchase of their life.
Communication! In our loan process, we take an
educational approach when explaining loan options, any
fees associated with the transaction and the loan process
itself, to our clients. Our pre-approval process is very
comprehensive, and we want every single client to
understand the process from all angles. It is simply not just
a transaction, this is a relationship we value.
What's the biggest risk you've faced in your career?
The biggest risk I took was taking a leap to join a new
brokerage that had been in existence for less than a year. I
was so used to working for well established corporate
companies and all of the questions of "what if this company
fails, what if we don't get enough business, what if I fail
THEM?" crossed my mind when joining. They believed in
me, and I believed in them, and through many transparent
conversations, the fears were eased. It was not an option for
any of us to fail, so we formed a 1, 3, 5-year plan and
started working on developing systems, teams and aligning
ourselves with the right staff to continue cultivating the
growth we wanted in order to succeed. After year one, we
more than doubled our production! I knew then, we were
not ever going to fail.
Create and nurture positive employee and customer
relationships. Culture, environment, and energy equals
success.
You are not in competition with anyone but yourself. In our
industry, we are exposed to so many different levels of
producers and it is easy to compare your business and get
wrapped up in who is doing what, but there are many ways
to deliver something great. Write down your short term and
long term goals, how you plan to get there and work your
business plan - not someone else's.
future?
Technology has been advancing rapidly, but I see the
mortgage industry fully embracing all aspects of tech and
consolidating the loan process without sacrificing the
customer's experience. The mortgage industry will be able
to increase capacity, improve time-to-close and help to
increase cash flow for institutions which in turn, allow us to
provide more improved resources for our clients.
You do not need to bend over backward to please everyone
or do business with everyone. Honor yourself, your
boundaries, and your business model.
Ashley
Miller
Business Development Manager, GTG Financial Inc.
13
|
March 2021

hroughout the past 20 years in the industry Carrie
TGusmus of Aslan Home Lending Corp has received
accolades such as 2019 HousingWire Women of
Influence and multiple celebrations as a 5 Star Mortgage
Professional. In the last year she has become a highly
respected partner of the wholesale community and has
pursued an aggressive growth strategy aimed at continued
focus on broker development.
Starting Aslan is by far my greatest career highlight.
Leaving the retail lending environment after over 18 years
and joining the broker community took me from captive to
collaborator. We've grown to 34 employees and affiliates in
a year and plan on growing to 60 loan officers in 2021. I am
so proud of our company, our origination team, and the
broker community we are part of.
What’s unique about your business?
What makes Aslan different is our deliberately
developmental culture. Every employee is important. Every
employee has a personal plan, not just a professional plan.
We celebrate the ideas and victories of our employees,
implementing new ideas frequently that will improve our
clients’ experience.
What are the advantages of working with an all female
team?
Research shows that women are naturally more relational,
collaborative, kind, and supportive. Characteristics that
used to be thought of as weaknesses are actually what make
our all female ownership incredibly strong. We think of
ourselves as a pride and we work collaboratively with
everyone cooperating to support the pride. Sometimes you
are the hunter, sometimes you're the caregiver, sometimes
you're the protector, but everyone is crucial. And if you
mess with our pride, which we extend to all employees,
clients, and partners, we just might have to eat you.
How have you used your position as part of an all
female firm to better serve your clients?
First of all, we have men who work with Aslan. Every
gender is important and no one should be diminished.
Everyone benefits their clients through our all female
ownership and leadership. The mortgage process is full of
peril and stress. We are highly detailed naturally, are
constantly looking at all options, and stay calm under
pressure. Women have grown accustomed to working,
being the primary parent, wife, meal maker, housekeeper,
pet care provider, and many other roles simultaneously. We
are better equipped to handle whatever the mortgage
industry throws us and to represent our clients with grace
through it all.
Do you find that female home buyers prefer to work
with female brokers? If so, why?
There is a statistic that 91% of women don't think
advertisers understand them. We are women. We understand
women. Women make or influence the decision 85% of the
time on home buying. I believe that a female home buyer
prefers a female broker in many cases because we
understand. We even feel that the men in our company are
better positioned to work with women because of the
approach our entire company takes with female leadership.
Are there any trends you’ve noticed among female home
buyers?
40% of women now outearn their husbands. The trend I
notice is more women who are the breadwinners and more
openly making the decisions about not just the house itself
but the home financing as well. I'm also seeing more single
women and single moms stepping out to make
homeownership happen for themselves and their families.
Women are feeling more empowered to make better
decisions financially for their families.
Focus on purchase first. Turn refinances away that aren't
financially prudent for the client even at the risk of your
own paycheck. Give your all to everyone you encounter and
set up professional systems day one. Make yourself a
business, not a loan officer.
Carrie
Gusmus
Chief Executive Officer, Aslan Home Lending Corp

Over the course of her 37-year career and previously
named one of Atlanta’s 5th Most Influential
Female Business Owners, Casey Cunningham has
defined and refined her craft through an insatiable passion
for learning that she believes is embodied in all great
leaders. That’s why she founded the industry leading
knowledge academy, XINNIX, in order to help business
owners hire, train and effectively scale their businesses.
What makes our company unique is the formula referred to
as The XINNIX System in which we combine training,
accountability and coaching to ensure powerful outcomes.
Why are you passionate about helping brokers?
We are passionate about helping brokers because our
mission is about impacting their lives and assisting them in
delivering world-class service to their customers.
What the #1 mistake a business owner can make when
hiring and training a new employee?
The #1 mistake a business owner can make is not having a
formalized process documented and structured in building
the three critical elements of knowledge, skills and
disciplines.
Why is training crucial to a businesses’ success?
Ultimately the success of a business is how well the team is
trained to execute the entire business model. When all
things are equal, rate, products, etc., the differentiator for a
company or team is how well they are trained to deliver
world-class service. Training is crucial in delivering a
scalable and successful business.
I would increase the financial acumen of helping consumers
prudently build their net worth.
The biggest obstacle I have faced was convincing corporate
leaders to prioritize performance training and critical
accountability. I was able to overcome this obstacle by
providing indisputable evidence linking professional
development to performance outcomes.
Who (or what) has shaped your leadership style?
My leadership style has been shaped by the multiple leaders
I have experienced in my career and my insatiable passion
for learning what great leaders embody.
I turn to my Advisory Board, other industry leaders and my
executive team.
Through excellence, there are infinite possibilities. The
most powerful words for success are "I am responsible."
How do you handle obstacles?
I view all obstacles as opportunities for growing, learning
and achieving success. Every obstacle allows you to see
what you are capable of.
What is one thing that would surprise your
coworkers/clients to know about you?
I am not sure this would surprise everyone but I don't watch
television at all.
brokers and what’s your advice for overcoming them?
The biggest challenges facing mortgage brokers are
developing themselves into great leaders and creating scale
in their business. My advice to all brokers is to formalize
your business model with a very detailed business plan,
become a student of leadership and surround yourself with
an amazing team that fits your model.
Seek wisdom immediately. Find the most successful person
in your role and interview them. Accomplished
professionals will gladly provide advice and insight. Show
up with predetermined questions and respect their time.
Casey
Cunningham
CEO and Founder, XINNIX
15
|
March 2021

Have More Funds
Blondes
When and why did you start Blondes Have More
Funds?
Ashley Miller: Michelle Dugan and I started Blondes Have
More Funds in March of 2020. We both wanted to open up
the real, vulnerable, imperfect sides to us that accompany
our professional and parental side that only those who
follow us on social media get to see. We believe you can do
it all. You can be professional, you can be a mom, you can
play, you can dress how you want to dress, you can wear
your hair how you want to wear your hair – you can be
YOU and own it and not have to conform to the version of
what everyone else thinks you are or should be. The podcast
was born to empower women on all levels and to shine a
light on the realities of the female journey.
Michelle Dugan: Blondes Have More Funds was officially
launched in 2020 after coming up with the idea in 2019. My
best friend, Ashley Miller, and I wanted a platform to be
able to share the highs and lows of the female journey. We
used Blondes in our name since we are blonde but we love
all women and all of our many hair colors! Through the
podcast we have been able to normalize many life events
that some women have a difficult time talking about.
Women have so many vital roles in life and we want them
all to know that we are always here cheering them on and
supporting them no matter what stage of life they are in. We
laugh, we cry, we joke, and pass along wisdom all in hopes
of shining a little bit of light on all that we experience as
women.
Why did you see a need for Blondes Have More Funds
in the mortgage industry?
Ashley Miller: We wanted to bring a real lifestyle essence
to the mortgage industry. Let's talk about how we mom and
mortgage at the same time. Let's talk about how we took a
few hours to ourselves to get a massage. Let's talk about
skin care, fitness, divorce, break ups, travel, kids
misbehaving - real life issues that happen between
mortgage applications!
Michelle Dugan: Many of the podcasts that exist in the
mortgage industry are primarily business based. While there
is a time and place for that, we wanted to bring a little more
fun and fire to the podcast scene. We wanted to create a
show that women could resonate with and that men could
learn from. We wanted to create a podcast that makes you
laugh and also makes you cry. Mortgages aren't always fun
but that doesn't mean we can't have some fun while doing
them. Perhaps more than anything else though, we wanted a
platform that could help break down some of the
stereotypes that exist in our industry. The mortgage industry
has historically been dominated by middle aged men but
times are changing! Young or old, woman or man, single or
married, parents, even blondes - we all have a place in the
industry. So, we share our stories and admit our
imperfections. We talk about our own struggles but we also
share our wins. At the end of the day we hope it will help
someone, even if just one person, to realize that it is okay
not to be perfect or to fit a stereotype. You can still be
successful in business and life while having fun along the
way as well.
What impact has Blondes Have More Funds had on
your business?
Women face many of the same challenges that men do in working long hours and withstanding the up-
or-out pressures of high ranking careers in the mortgage industry. At the same time women face many
challenges of their own such as societal expectations of what women can and cannot achieve in the
workplace, which is still a highly debated topic that has a pronounced impact on women’s lives in the
workplace. Thankfully, Ashley Miller and Michelle Dugan have set themselves on a course to dene their
careers on no one’s terms but their own with their podcast Blondes Have More Funds.

Ashley Miller: The exposure and unconditional support we
have received has been more than either of us could have
ever predicted. Women and men reach out almost weekly to
mention the podcast. We have connected with friends,
strangers, acquaintances all across the United States, who
feel they found common ground with us and in turn, trust us
with their home loan needs.
Michelle Dugan: When we started the podcast we didn't
really know what impact it would have on our business. We
thought the podcast may help grow our names and maybe
help grow business too but what actually happened was
quite diﬀerent. People started reaching out to us. They were
listening to our show and messaging us to tell us what it
meant to them. Our podcasts were impacting their lives and
normalizing taboo topics that many people may not feel
comfortable talking about. Divorce, dating, botox, credit -
so many topics. It gave them a sense of permission to share
their own stories and stand in their own truths as well. So,
has it impacted business? It absolutely has. But not in the
way that we initially thought it might. When a podcast
listener reaches out about buying a home or reﬁnancing,
they feel like they already know a little bit about us. They
know we are really great at mortgages and lending but they
also know that we are imperfect humans with more to us
than just mortgage lending. And most importantly, they
know that we won't judge them for being imperfect, too.
How did you develop the Blondes Have More Funds
brand?
Ashley Miller: Using Instagram and Facebook as our
platforms for exposure – we are genuine in every single
topic we discuss, every caption we post, and the tone of our
message in our podcasts is always consistent. Our
personality and our promise to our audience to deliver only
authentic pieces of ourselves, helped to develop our brand
identity.
Michelle Dugan: We started sharing our idea of the
concept for the podcast with others in the industry and the
response was overwhelmingly encouraging. Developing the
brand came very natural for us. We showed up as ourselves.
We were honest and raw and perfectly imperfect. The brand
is still continuing to grow and I think that our authenticity is
a huge reason why.
How has social media played a role in your success?
Ashley Miller: It has played the biggest role in my success.
There is no other audience as far-reaching, or available at
my convenience, as social media.
Michelle Dugan: Ashley and I have both been very
involved in social media for years. Even before AIME, we
were connecting with lenders across the country via social
media. We were using social media day in and day out in
our business so it only made sense that we would continue
to expand on our existing connections to help grow the
reach for the podcast. Now, we are connecting with many
outside of the mortgage industry as well. Social media has
been a huge contributor to our growth and success.
Ashley Miller: Haha! I'm an open book. I don't think
anything about me surprises anyone :)
Michelle Dugan: Don't let the blonde hair fool ya! I am a
huge nerd at heart – I love to read and learn. I geek out over
guidelines and numbers.
17
|
March 2021

As a trained lawyer, Cassie Schmalz has used her
legal knowledge and experience to help establish
Strategic Compliance Partners as the go-to
compliance support for mortgage brokers across the
country. Over the course of her 10 years in the mortgage
industry, Schmalz has made it her priority to ensure that
Strategic Compliance Partners provides the most
comprehensive approach to compliance for broker shops of
all sizes.
I’m proud to build relationships and help my clients achieve
their goals compliantly.
How has technology evolved and improved in the
mortgage industry over the past decade?
The fact that the mortgage industry has thrived during the
pandemic is proof we've made dramatic improvements in
technology over the past decade. The process is becoming
much more streamlined, which benefits the industry, as well
as the consumer.
What is your process for developing new services that
can be most useful to the mortgage industry?
The new services we develop at SCP are based on the
feedback provided by our broker clients. Our goal is to be a
one-stop shop for all things compliance by streamlining
their compliance process and making regulatory
information accessible and easy to understand.
What do you think is the next big step in technology and
services for mortgage professionals?
I believe that the next big step in technology and services
for mortgage professionals hinges on integration. There are
so many service platforms available, the ability to integrate
these platforms would significantly streamline the brokers'
process from beginning to end.
Compliance is not always the most popular department in
the mortgage industry, so I've faced a number of obstacles
and challenges throughout my career. I overcame these
obstacles by prioritizing growth, honesty, and integrity.
My leadership style has evolved over time. I have learned
something from every leader I've worked with in the past;
either in the form of behavior I wish to emulate or behavior
I strive to avoid. Ari Karen, CEO of SCP, provides a shining
example of someone I strive to emulate. Ari’s trust in his
employees yields a happy marriage between autonomy and
support, allowing people to contribute in a less restricted,
more organic way.
What is your personal/business philosophy?
My philosophy is "if you're not growing, you're dying." I
strive to improve personally and professionally each day.
One of the biggest challenges facing mortgage brokers is
that their license doesn't come with an instruction manual.
They are handed a license without sufficient tangible,
tactical, compliance training.
If I could go back to my first day in the mortgage industry, I
would tell myself that the only constant in this industry, is
change.
Cassie
Schmalz
Managing Director of Compliance,
Strategic Compliance Partners

Reverse mortgages have long been a source of
confusion and fear with many consumers and
brokers faced with misinformation and a lack of
education. Reverse mortgage expert, Christina Harmes, sees
reverse mortgage loans becoming an increasingly
commonplace type of loan that can be utilized more fully as
the retirement tool it's meant to be. There is no doubt in
Harmes’ mind that brokers are more than ready for the
challenge.
industry?
I wanted to help people by translating the complex into the
simple and guiding people to good financial decision
making with their home equity and mortgages.
From 2016 to 2020, I helped build the Reverse Mortgage
Division from the ground up at C2 Financial, the largest
mortgage brokerage in the nation.
What are some challenges unique to reverse mortgages?
Many clients do not use technology, and since the loan
process itself can be very complex, you need an expert level
of knowledge to really do right by the client and their entire
financial situation. Seniors have more life events that affect
credit and income, so there's more critical thinking needed
to be able to help people.
I am a leader in the Reverse Mortgage space – I only do
reverse mortgages and have built a team of expert caring
women who help seniors through this process as smoothly
as possible.
How has the perception of reverse mortgages changed
over the course of your career?
It is still transforming before my own eyes, but in general,
people and professionals are realizing this is a really
versatile financial retirement tool. People are seeing that a
reverse mortgage should not be the last option but instead
incorporated into the retirement plan early on to help all
assets last longer.
The concept that you can push a button and get a mortgage.
This idea skips a large part of the financial planning aspect
a true mortgage advisor can bring to the table. A mortgage
advisor can help someone accumulate wealth and use the
best tool possible for their situation. I have seen first hand
how a mortgage advisor can really help someone create the
right strategy to get ahead and stay ahead.
Treat every client as if they were your own parent or
grandparent. Never put someone in a mortgage you
wouldn't want for yourself if you were in their shoes.
What is one thing that would surprise your coworkers
or clients to know about you?
I am heavily involved in an entrepreneur coaching
mastermind group. I bring what I learn there to the reverse
mortgage space and building my business. The outside
perspectives have given me huge growth in how I approach
my business and my clients. I am constantly striving to
bring the best customer service practices from other
industries to my reverse mortgage clients.
Passionately promote what you love without fear sooner
than you think you are ready to.
Christina
Harmes Hika
Certified Reverse Mortgage
Professional, C2 Reverse Mortgage
19
|
March 2021

What are the biggest myths or misconceptions
surrounding sales coaching?
That it's full of fluff without meaningful content. True
consulting debunks all those myths. Yes, we love to
celebrate successes, but we also put the real work in to get
there first.
How do you handle obstacles?
I handle obstacles one at a time, prescribe the proper
diagnosis and give careful consideration before taking
action.
What is one thing that would surprise your coworkers
or clients to know about you?
Nothing would surprise them probably, I am a motorcycle
driving woman leader that has reached the top 4% of
executive leadership in the country in the past 30 years. I
already am living outside the lines. I think they come to
expect my authenticity and that comes with daily
amazement of many things I am certain.
brokers & what's your advice for overcoming them?
Running their businesses sovereignly and having the
pliability to expand and contract with the market.
Emotional awareness through education. Show up, deliver
results and don't ask for exceptions. Earn the business you
want and keep the business you earn.
I wouldn't change a thing. My hardest lessons have taught
me the greatest things. I found my way by taking risks,
trying things and listening to others who were willing to
mentor me. I wished I asked questions more, though,
because I always had to learn the hard way!
s a seasoned veteran in the industry
A for 30 years
and lauded with various industry awards, Christine
Beckwith has brought her unique leadership skills
to the wholesale mortgage industry through her coaching
and consulting program. As a leading entrepreneur in the
mortgage industry, Beckwith uses her own motivation to
improve the broker channel and to emphasize emotional
awareness through education.
What's a career highlight you're most proud of?
The philanthropic work and legacy work I am currently
performing to help advance the mortgage industry and
women in our field.
We are the largest mortgage banking and real estate
business school in America. There is no other coaching firm
that offers the incredibly robust and extensive educational
support or executive level resource centers for use under
one roof.
Why are you passionate about helping brokers?
The broker is exactly the perfect client for us. While we
service training and support for large banks and lenders
incredibly well, we provide resources for brokers in
hundreds of ways that helps them like no one else to sort all
aspects of their jobs to become the true CEOs who will
stick long term, scale and thrive in happy lives with security
they are looking for.
Why is motivation crucial to a businesses' success?
Tactical education is necessary to perform our jobs best in
class and motivation is the fuel. That fuel is our lifeline and
our purpose.
What the #1 mistake a business owner can make?
Think they know everything.
Christine
Beckwith
President & CEO, 20/20 Vision for Success
Coaching and Consulting

Claire Mahoney
Broker Co-Owner, Mortgage First Corporation
laire Mahoney inherited the broker owner gene
Cfrom her father and a shared passion for the housing
industry. The ability to control her own destiny and
future was also something that has greatly contributed to
Mahoney's interest in joining the wholesale mortgage
channel. The past eight years have proven that she made the
right decision in becoming a mortgage broker and with the
Mortgage First Corporation continuing to provide top of the
line service to consumers, the future is almost certainly
bright.
industry?
I'm a second-generation broker, so I watched my dad in the
industry since I was a little girl. A few years after I
graduated from college, I stepped back and realized how
my dad's career gave him so much more control over his
life and his financial future than the path that I was on. I
primarily wanted more control over my schedule and was
intrigued by higher earning potential. I also knew that I was
similar enough to my dad, that I figured if he could succeed
at it, I could too!
What's a career highlight you're most proud of?
For myself, I doubled my personal production two years in
a row in 2019 and 2020 while running my brokerage and
being a wife and mom to six kids. For my business, in
2020, I completely revamped our loan processing to an
assembly line style in order to position ourselves to scale.
It's been a learning curve but it has allowed us to handle
significant volume growth, close loans faster, and
positioned ourselves to continue on a trajectory of growth.
I own the brokerage with my dad and am gradually taking
over as he moves toward retirement. Our business has been
around since 1989 and five of our employees have been
with us for 20 years or more. I have added people to our
team who were green to the mortgage industry. While that
can certainly bring a tension of working styles, it has
ultimately created an incredible blend of old and new,
where iron sharpens iron. There is always an experienced
person around to help with tough scenarios. Alternatively,
there are also fresh sets of eyes who are hungry to find
better ways to wow our clients to uphold the reputation that
we've earned over the last 32 years.
I started coaching with Khai McBride in 2020, and it has
been incredibly helpful for focusing my time and resources,
bouncing around ideas, getting motivated, and hearing from
other high producers who have tried and true strategies for
every issue under the sun.
Have clear goals for myself and my business in the short-
term and the long term. Make sure all of my decisions aim
toward those goals. Even if it takes baby steps to get to
those long-term goals, I am playing the long game — I have
to consider the future even with the short-term solutions to
issues in the here and now.
One of the biggest challenges that brokers face is how easy
it is to feel like an island. There is no built-in corporate
support, training program, or blueprint for how to run a
brokerage, or even for how to be a successful new loan
officer. It is critical to plug into broker communities like
AIME and the Brokers Are Better Facebook group to find
other brokers that have businesses like yours, as well as
brokers that have businesses that you want yours to
someday grow to be. Surround yourself with positive
voices, veteran brokers, and even new brokers. My
brokerage would not be what it is today without the wealth
of knowledge I've gained from connecting with other
brokers and broker owners over the last few years.
Track everything — dial in where the ROI is and go after
those things hard. Create and invest in systems for yourself
sooner rather than later.
21
|
March 2021

Corrina Carter has spent almost 25 years as a
member of the wholesale channel including 15 of
those years as the President and CEO of her own
brokerage. Through it all, Carter has perhaps been most
successful at taking charge of her own destiny and
determining her path towards building a proﬁtable business.
industry?
I joined the mortgage industry because I wanted to start my
own business and build a career that I could control.
I’m most proud of hitting my 15-year milestone of owning
my own brokerage.
My business is unique because the whole team here at CMS
is heard daily – I like to think that we all have as much
input as the other. Building a team together is hard but
continuing as a team creates a family.
How do you approach mentorship with members of
your team?
Every person on my team has to mentor someone each year.
With COVID-19, Zoom has made this somewhat easier for
those who struggle with mentoring, as they interact more
with daily calls anyway. We’ve seen 100% participation in
this program and everyone looks forward to it. I like it
because it creates accountability and builds the mentor
relationship as well.
The biggest obstacles I’ve faced were struggling to keep my
doors open in 2008 and 2011. – having my income cut by
90% but not selling out or shutting down. Also, having
enough drive to hang in there and rebuild.
What has been the most impactful change you've made
Changing from not doing it alone, to have trusted people
you can delegate your business to and know they care as
much as you do. To also make consumer education a focal
point of the vision.
Always treat others as you want to be treated.
What is the most valuable thing you've learned during
your time in the mortgage industry?
You can never have too many tools in your toolbox, learn as
many programs, niche programs, and do not handicap your
business by trying to do everything alone or all at one time.
The biggest challenge is creating your process and
identifying what that looks like down to the last detail. Not
relying on someone else’s process but truly creating your
own.
Why have you stayed in the mortgage industry as long
as you have?
I love taking people through the process for them to create
Happy Memories for years to come. No day is ever the
same in the business. I thrive on chances, change and
challenges.
future?
I see the industry evolving to help brokers maintain the
personal touch using new technology. The consumer will
play a huge role in where we go from here, as the last two
years with low rates we have taught them how to shop
around for mortgages. The industry will focus more on
catering to the consumer than by just relying on what
services they like.
Build your database. I still have clients from 20 years ago,
but not many. If I would have utilized a database from the
beginning, I could have used it to stay in front of every
person I’ve met each quarter even if I didn’t process a loan
for them.
CORRINA CARTER
President and CEO, CMS Mortgage Solutions Inc.

As a top producer for the past three years with
Wholesale Mortgage Services, Elena Boland knows
what it takes to stand out in a crowded marketplace.
Her story is one of family, hard work and the relentless
pursuit of her dreams. Boland is a prime believer that
brokers bring a greater sense of connection to their
community as local mortgage experts and are inherent parts
of the communities they serve.
industry?
I first joined the wholesale mortgage industry because I was
interested in the opportunity to work for a family first
company. I truly got to see how Wholesale Mortgage
changed lives and jumped at the chance to join the industry.
I’m proud of bringing more women from my local
community into the industry year after year and watching
their growth.
My business is unique because we take a look at every
client's life plans, not just the numbers. Each client is
treated like a member of the family and they stay that way
throughout the entire loan process.
Work & homelife balance is a big challenge and obstacle
for me. I'm expected in society to be home 24/7 for all of
my children's activities, conferences and sporting events
while earning the money to raise them and keeping my
career on an accelerated path.
My philosophy is to treat all clients as if they live next door
to you.
One of the biggest challenges with being in the mortgage
industry is the former stigma that came with the word
"Broker", though it should be gone! Brokers bring a greater
connection to their community and should feel comfortable
reinforcing that we live here, our kids go to school here and
our world revolves around the place we live. Be proud to be
a part of the community you serve.
If I could change anything, it would be the perception of VA
offers to sellers. They view their offers as inferior, being the
most disruptive untruth I've witnessed in my career.
future?
I see savvy buyers reading into the old banking system,
doing research and finding out that the broker is a better
model for the consumer.
consumers?
I believe that brokers are better because we have the
opportunity to pivot, keep control and provide more loan
products to consumers.
Be you. The phone rang because of you, so show up.
Elena
Boland
Executive Vice President, Wholesale
Mortgage Services
25
|
March 2021

WHY BROKERS ARE BE ER
More an a , a
Slogan Mission
The broker community is blessed with not just a number of great female leaders serving as brokers and loan officers
but also a bevy of vendor and lender partners who make their jobs just a bit easier each and every day. Together they
have built a community whose mantra “brokers are better” isn't just a slogan but a clarion call to the mortgage
industry that is truly the best option for consumers when it comes to pricing, processing and the client experience.
This mission statement is one that independent mortgage brokers and their partners pride themselves on and work
diligently to put into action when working with their clients.
“Brokers are nimble. We operate lean which means
less overhead costs passed down to our clients and
many of us are family-owned small businesses without
big bank dollars behind us. We live in the communi es
we work for and we always put the consumer first!”
- Ashley Miller, Business Development Manager of
GTG Financial Inc.
“We are capable of embracing more product, be er
process, be er pricing, and up to date technology. We
can move quickly within the industry to allow access to
pricing and technological advances that make life
be er for the consumer and the broker's partners. We
were forced to run leaner and as a result, we provide
be er service for typically a lower cost. We advocate
for the client as their representa ve as our number
one priority and are not cap ve to one company.”
- Carrie Gusmus, Chief Execu ve Officer of Aslan
Home Lending Corp
“We have more op ons, we're
local and involved in our
communi es, we have low
overhead and can provide the
best op ons at the lowest
cost.” - Angela Caputo, Senior
Loan Officer of Delaware
Financial Mortgage
“Op ons, op ons, op ons. I can
priori ze price, speed, or specific
programs/overlays when placing
a file. When lenders don’t deliver
on these things, I am not stuck —
I can pivot to keep my business
going and to ensure my clients
close in the best mortgage op on
for their situa on.” - Claire
Mahoney, Broker Co-Owner,
Mortgage First Corpora on
“I created my mortgage
company on the values of
affordable mortgages in fees
and rates, and I believe the
broker community has always
and will con nue to provide
this.” - Corrina Carter,
President and CEO of CMS
Mortgage Solu ons Inc.

“Brokers are be er for
consumers because we have
more op ons than banks. We
also provide be er customer
service, lower interest rates
and lower closing costs. By
cu ng out the middle man at a
retail bank everyone wins.” -
Melinda Payan, President of
The Truth About Lending
“Brokers are be er because
they have op ons for the
consumer regarding pricing,
experience and product. They
also are local to the community
and will in turn reinvest their
hard-earned money back into
the community. We are there
to educate and support.” -
Melissa Mueller, Loan Officer
of Keystone Alliance Mortgage
“We are available to educate
the borrower and make their
home buying process more
exci ng.” - Nike Ojo, Broker
Owner of Discovered Homes
Investment Inc
“We're not gouging somebody
for a big corpora on's profit
margins, we're providing
excellent service with amazing
rates and doing it with our
hearts.” - Jessica Ehler, Chief
Opera ng Officer and Loan
Officer for Ehler Lending Team
of Price Mortgage
“We give consumers the most
op ons, great customer
service, compe ve wholesale
rates and we are very local to
our clients.” - Joanne Johansen,
Broker Owner of Pla num
Mortgage Solu ons Inc
“Op ons. Brokers have long
been known for being able to
"shop" for the best terms for
their customers. Having the
ability to search 40+ lenders
and find the right fit for a
consumer will always be the
right thing to do.” - Lauren
Boland, CEO of LBL Mortgage
consumers because they listen
to people's goals and really
help create a strategy, then
search out the best solu on at
the best rate and costs for their
client. With a mortgage broker,
the client isn't just a number.”
- Chris na Harmes Hika,
Cer fied Reverse Mortgage
Professional of C2 Reverse
Mortgage
homebuyers because we have
the ability to find them the best
op ons based on their needs
and not ours. Plus, we are
knowledgeable and more
resourceful.” - Isabel Williams,
Broker Owner of We Save
Loans
“The true access to op ons
available in the marketplace.” -
Jackie Dunlap, Broker Owner
and President of Next
Genera on Home Loans & The
Mortgage Calculator
27
|
March 2021

Hillary Anne and the team at Verse.io have long
sought to help businesses engage, qualify and
nurture their prospects through authentic
conversations powered by real people and powerful tech.
The past six years in the mortgage industry have shown that
Hillary Anne is more than ready for this challenge and the
wholesale channel has reaping the benefits of her team’s
hard work.
Honestly, leading the sales department at Verse.io has been
my greatest joy.
How has technology evolved and improved in the
mortgage industry over the past decade?
Technology has improved processes allowing the mortgage
industry to take their destiny into their own hands when it
comes to lead generation, opportunity development, and
ultimately, closing more loans.
What is your process for developing new services that
can be most useful to the mortgage industry?
At Verse, we are continuously optimizing our cadences and
surveying our customers to find better ways to improve lead
engagement and qualification for this space. We choose to
tackle the most painful problems first and work our way
through solutions that solve them.
Growing businesses is challenging work and comes with a
fair amount of obstacles. That said, the obstacle is normally
the way forward – solving the challenge brings you more
than the solution itself.
I've been incredibly lucky and have had firsthand
experience with some incredible leaders over my career. I
focus on empowering teams and making sure that everyone
has what they need to be successful in their roles – that was
what I appreciated the most and I want to give it back to
those who work with me.
"You can have everything in life that you want if you will
just help enough other people get what they want." - Z.
Zigler
I think for most mortgage brokers it's the same as for most
business owners - delegation. There comes a point in every
business journey where you have to invest in help in order
to grow. This can be challenging to single operators who
aren't used to trusting others, or who feel like they can do
things better. The lesson is learning what things you like to
do, and what things are best at – get rid of the rest
(outsource or hire) and watch your business grow (and give
them room to fail a bit while they learn!).
What do you think is the next big step in
technology/services for mortgage professionals?
Not exactly a technology, but I think there needs to be more
public awareness towards mortgage brokers and their
function in the marketplace. I'm sure more consumers
would choose a broker (and stop going to their bank) if they
had more knowledge of the process.
Start a database of industry contacts immediately. You
never know who you will meet and who you may want to
re-meet at a later time. It's easy to have a CRM of leads or
prospects, but having a network that you can rely on is
priceless.
Hillary
Anne
Senior Vice President of Sales, Verse.io

Isabel Williams has quickly translated her military
training to make her company, We Save Loans, one of
the top brokerages in the state of Florida with unlimited
growth potential. Her dedication to her community and
belief that homeownership is a goal that should be
attainable for all Americans is what makes her one of the
best in the wholesale channel.
industry?
I was interested in joining the mortgage industry because I
wanted the ability to help my community.
Helping a first-generation homebuyer was a moment in my
career that made me proud – knowing I am changing not
just one life but generations to come.
We believe that everyone should have the opportunity to
own a home and our goal is to make that happen.
Why are you part of the Vetted VA program?
I am a military veteran myself and I know the
misconceptions that are out there about VA loans and
veteran buyers. As a Vetted VA professional, my goal is to
help debunk those myths.
How does your past military training benefit you in the
mortgage industry?
I am disciplined, selfless, and action-oriented, which is
everything that I believe makes me great at what I do.
Why is it important that loan originators are well-
versed in VA loans?
Our job is to educate the consumer and real estate agents. If
we don’t understand the VA loan process, how can we
explain it or serve the men and women that have given so
much to us and our country?
What is the most common misconception that loan
originators have about VA loans?
Many loan originators assume that VA loans are hard and
require too much work, but this is a misconception.
Why do you want to help Veterans become
homeowners?
I am a veteran and moved around a lot, so I understand that
there truly is no place like home.
One of the main obstacles I’ve faced is the lack of access to
training. The fact that I am a woman, and a minority
woman, has proven challenging throughout my career as
well, although facing these obstacles has caused me to
become a master of my craft.
Do unto others as you would like done unto you.
Unity, education and access to the best technology are big
challenges facing independent mortgage brokers. But, there
is strength in numbers and when we understand what we are
doing we will become unstoppable.
Don't be scared. Learn to trust the process and surround
yourself with like-hearted people. There is a community
that wants to support and see you grow. I spent so much
time in the beginning questioning my value and wondering
why in the world would some random person would want to
help me. But they were not random people, they were my
tribe! They had been through what I was about to
experience and they wanted to see me succeed. They were
willing to guide me if I was willing to carry my weight and
follow their instruction to get to the other side. I was a
willing student and the teacher showed up! My business has
flourished with the help of so many. I love the Brokers Are
Better group and the community that exists – if it wasn't for
this group I really have no idea where or what I would be
doing. Now, I'm here to teach the next generation the way if
they are willing to put in the work.
Isabel
Williams
Broker Owner, We Save Loans
29
|
March 2021

ike so many working professionals in today’s
Lmodern times, Jackie Dunlap happened to get her
start in mortgage after filling out an online
application. She quickly fell in love with the industry once
she found that it allowed for the best amount of financial
potential and independence as juggled life as a single
mother. Little did she know that 11 years into her career she
would become much more than your everyday mortgage
broker.
Training over 300 people in processing during the
pandemic. This has been an incredibly difficult time for
people across the country in so many different ways. One of
those difficulties has been how the workplace has been so
drastically changed over the course of the past year. It’s
been an honor and a privilege to bridge the gap between
work and home so we can have as many opportunities for
highly skilled processors as possible.
How important has proper training been to your success
as a broker?
Training has been vital to our success in all areas. I don’t
think many people outside of the mortgage industry know
how difficult it is to be a truly successful mortgage broker.
Many people think it just involves a lot of paperwork and
negotiating over a certain amount of money or rate. That’s
why I worked so hard to dispel those misconceptions and
ensure that any new entrants into this profession truly
understand what they are getting into and are ready to
succeed on day one!
Why did you decide to create a processor training
program?
I decided to create my training program because it’s what I
needed for my own company. And a lot of other people in
the community had questions about training processors, so I
wanted to help them by creating a program to help all of us.
How has continued education and training been vital to
your success?
Education and training are important to increase our
efficiencies which allows us to grow in volume and client
experience.
I have 7 kids, a training company and a mortgage
brokerage.
It’s crucial for mortgage professionals to consider hiring
employees that have transferable skills from other jobs –
mortgage experience may not be the most valuable asset or
skill set when hiring. There is an entire generation equipped
with unique engagement in technology that can be the most
impactful additions to any team.
future?
As an industry, we are going to see a change in how we
process and execute loans. The pandemic has forced us to
push technology forward.
I would just say, ‘Girl, don't be so in your head. Get on that
phone and just do it!’
Jackie
Dunlap
Broker Owner and President, Next Generation
Home Loans & The Mortgage Calculator

Growing up with her mom in the housing industry as
a real estate agent instilled the idea of a future
assisting individuals in the dream of owning their
own home for California broker Jamie Cavanaugh. She
spent many weekends at open houses with her and almost
instantly she noticed it was incredibly rewarding to be a
part of the home ownership journey.
industry?
I grew up in the real estate Industry. My Mom was a real
estate agent and I spent many weekends at open houses
with her, helping her create flyers and working with Buyers.
It is incredibly rewarding to be a part of the home
ownership journey with my clients.
One of the highlights of my career has been getting
involved in AIME and being able to participate in panels
where I can collaborate with other industry leaders and
offer guidance to newer members.
We have built our business on service and haven't wavered
on staying in touch with our client database over the years.
That in and of itself has sustained us through every market
fluctuation.
I believe so strongly in the Independent Mortgage Broker
and our ability to offer consumers exceptional guidance for
what is often the largest financial decision that they'll make.
We have a wide variety of loan options and some of the
most stringent licensing requirements in our industry. With
that in mind, if I could change one thing it would be to
spread awareness that using a local, independent broker is
an excellent option for just about every situation.
Over the course of my career - especially in the early days I
had to learn to find my voice. I am fortunate to work with a
partner who has always championed my personal success
and made sure that there was a seat at the table for me.
Today I am thrilled to be involved in our industry at a time
when it is evolving into a place where every voice is valued
and heard.
If you are the smartest person in the room, you are in the
wrong room!
It is a truly amazing time to be an independent mortgage
broker. AIME has grown to over 9,000 members in our
Facebook group where we collaborate and share ideas and
the sense of community is stronger than it has ever been.
True partners in wholesale lending like United Wholesale
Mortgage, EPM, Homepoint and Cardinal Financial have
stepped up to support Brokers more than ever before. We
must continue to partner with these Lenders who support
us.
consumers?
Simply put, we offer the widest variety of loan options, we
have some of the most stringent licensing requirements in
the industry and we can shop our clients loans to multiple
lending institutions to find them the very best wholesale
interest rates in the market.
Believe in yourself and speak up. There are others walking
along this same path and if you use your voice, it could help
someone else.
Jamie
Cavanaugh
CEO, Amerifund Home Loans, Inc.
31
|
March 2021

Jennifer Leonard's experience as a seasoned marketing
professional has allowed her to raise AIME’s brand
strategy to new heights since becoming an integral
player in the mortgage industry. Since joining the channel,
she has immersed herself in all things mortgage and in the
process became highly aware of the need for effective
marketing to aid in helping the wholesale industry to
continue growing broker market share.
industry?
I was drawn to helping real, everyday people who struggled
with attaining homeownership by way of supporting
brokers. I am in awe of the entrepreneurial spirit that
brokers have and the drive that compels them to serve their
communities. It's incredibly admirable and I wanted to use
my years in marketing leadership to support brokers by
working at AIME.
I previously led international marketing efforts for a
corporate retail brand for a joint venture in Beijing, China. I
trained our teams for television marketing, on-air
spokesperson presentations, and social media strategy. It
was a truly eye-opening moment in my career that bridged
cultures, digital platforms and expanded my skills in
connecting with consumers of all backgrounds.
At AIME, we are all-in on the support of independent
mortgage brokers. We have a true passion for helping to
inform & educate our members, problem-solve their issues
and bring together a nationwide community of mortgage
professionals that, in turn, serve their local communities
with dedication and care.
All across the world right now, there is a high level of
divisiveness. I'd like to see more expansion of the wholesale
movement and more inclusion and recognition of the hard
work that brokers do for the entire industry. Oftentimes, the
industry can focus on the status quo and I'd like to see that
challenged by bringing more voices into the conversation.
I'm lucky to have access to industry leaders, like Laura
Brandao, Katie Sweeney and countless amazing members
in the AIME community. Previous mentors throughout my
career are still important advice-givers when I need a
strategy session and following marketing gurus like Guy
Kawasaki and Seth Godin always give me a fresh
perspective.
Progress, not perfection.
Legacy. Just because things have always been done a
certain way, doesn't mean that there aren't more efficient
ways to do them. The industry is in an exciting phase of
digital innovation right now and we're seeing widespread
changes in processes and mental shifts that have never
before been viable options. The adaptability that can bring,
not just for mortgage brokers, but for businesses of all kinds
is truly inspiring and compelling to be part of.
consumers?
Because they have the consumer's best interest in mind.
Always. Your success is their success and they care about
getting a roof over your head and they want to help you
achieve the American dream.
Completely immerse yourself in all things mortgage – eat,
sleep and breathe it. It seems daunting at first but
knowledge is power and there is an incredible amount of
information available if you take the time to find it and
absorb it.
Jennifer Leonard
VP of Brand Strategy, Association
of Independent Mortgage Experts (AIME)

Jessica Ehler
Chief Operating Officer and Loan Officer for
Ehler Lending Team of Price Mortgage
Over the past 2 years, Jessica Ehler has established
herself as one of the best closers in the wholesale
channel who never quits fighting for her borrowers.
She has further set a standard as one of the most prolific
social media professionals in the industry known for her
engaging video content as a member of the Ehler Lending
Team of Price Mortgage.
There are several, but being asked to speak at the Women's
Mortgage Network conference at AIME Activate and
becoming a contributor for Mortgage Women Magazine
really set my soul on fire.
My business is very personal to me and with that comes a
level of service that I don't think many people experience
very often these days. My borrowers know that I care about
them and will fight to the death to win in tough situations. I
also tell it how it is and will never sugarcoat and hope to
figure it out along the way to make a sale.
I am a natural introvert although nobody would know it. I
force myself to get in front of the camera for video and to
network with people even though it stresses me out. I used
to cry every single time I got in front of a camera (for
years!), but once I started acting like I was talking to a
friend it got easier and now that is what I'm known for.
I have made many friends through AIME and Vetted VA. I
turn to the "family" whenever I have a question and they are
there to help. It's amazing to know someone always has my
back, even if they are technically my competition. I also
have an amazing broker owner who is one of the smartest
people I have ever met (shouts to Andy Price).
Do your best and be your best. Each day that may look
different, but I'm always going to give everything all that
I've got and if one day I don't have the fire, that's okay.
Maybe it will be there tomorrow - I'll keep trying. Either
way, never have any regrets.
future?
It will definitely become more automated, but that's where I
think businesses like mine will have an extra chance to
shine. Sure, some people will be drawn in by a crazy low
rate, push buttons and a 90-day turn time, but there will be
plenty of consumers who want my experience and personal
touch.
You aren't going to know everything on day one and that is
okay. Surround yourself with the best and soon enough
you'll become the best.
33
|
March 2021

AFR President Laura Brandao
is a mortgage executive, speaker,
mentor and author of “Say Yes Everyday!”
COVER
STORY

The Mortgage Industry's Effervescent
Servant Leader
“Helping others succeed,
and highlighting their value
feels like success to me,”
Laura beams.
By - Sheri Wachenheim

Laura Brandao recently captivated
audiences during a virtual conference
with her “Out of change comes
community” presentation.
s president of American Financial Resources,
ALaura Brandao is the magnetic leader who helped
launch a needed networking organization for
women in the mortgage industry, while cementing AFR as
one of the nation's leading specialty lenders. A skilled
executive, Laura seamlessly rolls out new products based
on market demand, and is a well-regarded champion for
brokers, builders and other partners, frequently asked to
share her infectious passion for bringing more families
home.
“Nobody gets into the mortgage business on purpose,” jests
Laura. It's an inside joke in the industry, that happens to be
totally true! Everyone has a story. “The industry pulls you
in, or, you accidentally fall in,” she says.
“Regardless of your particular path, each work experience,
each position, each lesson learned can prepare you for
leadership.”
Phone Skills that Launched a Career
Laura's story starts when she was a young mom. She
wanted to work, but she also wanted to stay home with her
young son. Looking for something that she could do in the
evenings once her husband got home from work, Laura
found a telemarketing job. She started out conducting
surveys, and quickly proved to her supervisors that she
could sell anything. Working the phones every night after
dinner, Laura sold everything from Funk & Wagnalls
encyclopedias to Prodigy subscriptions and Tony Robbins'
books. She even found success raising funds for Consumer
Reports. But the account that put Laura on a path to a career
in the mortgage industry was Champion Mortgage. You
may recall their slogan, “when your bank says no,
Champion says yes.”
Laura relished the opportunity to provide value to
homeowners every time she picked up the phone, and in
most cases, save them a lot of money! Turns out she had a
knack for explaining the benefits of refinancing, during a
time when homeowners carrying interest rates as high as
15% where able to bring them down to about 6% with a
simple refi. Laura quickly moved up to management, where
she was so successful hiring and teaching others about
mortgages that by the time she had her second son, she was
running the entire call center. She recalls fondly how she
led her team from the trenches, on the floor racing among
her rows of telemarketers to answer questions. Laura
managed 200 people on the phone every night from 6-9pm,
selling REFIs.
After a few years running the call center, her boys were out
of diapers and Laura was ready to make the leap to working
fulltime, during daytime hours. Naturally, she went to work
for a mortgage company. She quickly recognized that the
company did not have a strong operations team, so she took
it upon herself to learn everything she could about how to

“
“
“Essentially, my goal is to train and empower the next
generation of leaders in the mortgage business,” she
says. “I want to leave the industry behind me better than
when I arrived.”
process loans. Laura became Chief Operating Officer of
th
People's Mortgage a few years shy of her 30 birthday.
Detours Can Provide Personal Growth
Although she had achieved spectacular success at a young
age, Laura had a goal of becoming an entrepreneur. “I knew
I wanted to run my own business, but I had no idea what
type of business or in what industry,” she admits.
While she was trying to figure it out, Laura jumped out of
the mortgage business entirely, and went to work for a
wire/cable company to run their sales department. “I did
well, but it was boring; there was no challenge,” she
recalls.
One Sunday, Laura was compelled to look in the want ads.
She saw that a mortgage company she had applied to
previously, and turned down their job offer, was looking for
a telemarketing supervisor. She had no interest in the
position, but wanted to call the owner to reconnect.
“I was not available, and had no idea why I wanted to talk
to him, but when I get a feeling in my gut, I have learned to
listen!” Laura shares.
So, Laura scheduled a meeting. She entered the owner's
office, not really sure why she was there, and then decided
on the spot what kind of company she wanted to run. “I just
started a marketing consulting company,” she heard herself
say, “I can set up your telemarketing department for you,
train them, and leave you with a playbook.”
Laura was back to training telemarketers at night as a
marketing consultant. After implementing a new CRM at
the cable company, her day job, she was hired by the CRM
owners to do their marketing, as well.
“Sometimes, you have to build your own doors to be able to
walk through them,” quips Laura.
A Business Built Out of Ashes
In 2007, Laura was offered a position to launch a wholesale
division at American Financial Resources (AFR). Given
nothing more than a phone, a computer and a desk, Laura
took on the challenge to build a mortgage business while
the housing market was crashing. The reputation of lenders
was suffering, people were losing their jobs, yet Laura
decided to seize the opportunity to work with trustworthy
mortgage brokers to help provide home financing to
families. Laura ran toward the fire and AFR Wholesale was
born.
Laura became an AFR partner in 2009, followed by her
ascension to Executive Vice President, then Chief
Operations Officer, and she now serves the company as
President. Laura is proud that AFR has grown into a
national leader in specialized programs during her tenure,
and even more proud of how the industry worked together
to meet the challenges of an unprecedented year, and
continues to work to become more inclusive and committed
to training the next generation of mortgage professionals.
Leading Through Challenges
Throughout her career, Laura has faced numerous
challenges that either required her to pivot or simply figure
out how to get through. Building the wholesale business at
AFR was certainly among her greatest challenges.
“We had to decide who we were going to become,” she
recalls. AFR Wholesale initially only offered FHA loans,
and grew into the specialty lender it is today, after some
trial and error. “We learned that you can't be everything to
everyone.”
AFR tried adding various programs as it grew in its early
years. “You have to go through the journey, and sometimes
you have to make mistakes to learn.” By 2012, AFR fine-
tuned its focus on renovation, manufactured housing, one-
time close construction and government lending. “We

learned who we were and what we wanted to be the best
at,” Laura recalls. “We succeeded by specializing in
specialized lending.”
“At AFR we have always been single-mindedly focused on
helping our customers achieve their goals, while we never
lose sight of ours…bringing families home.”
A challenge Laura faced more recently was addressing a
downturn in profitability due to margin compression. The
financial environment forced her to figure out how to gather
more clients and more business, to achieve the same level
of profit. Fortunately, Laura had the foresight to support the
Association of Independent Mortgage Experts (AIME) in
the organization's infancy. The number of independent
mortgage brokers was growing, and gobbling up market
share from traditional bank lenders. AFR was able to
significantly grow its community of client partners, thanks
to connections made through AIME's growing network.
In fact, after presenting at an AIME event, and hearing from
a number of attendees about how great it was to see a
woman in a leadership position, Laura recognized the need
for an affinity group for women and approached the
association. AIME fully embraced the idea, dedicated
resources to bring the concept to fruition, and launched the
Women's Mortgage Network in March 2020. Led by the
AIME team and with the support of industry powerhouses
like Brandao, WMN has grown from 50 women invited to a
summit in March to a thriving group of more than 2,500
members...in just nine months...during a pandemic.
Connecting, educating, and empowering women across the
industry, Laura has become a beacon of what is possible
and an inspirational leader, evidenced by a myriad of
industry awards and honors.
Passionately Positive
Laura is well known for her effervescent positivity. So it
comes as no surprise that she does not like to think of
mistakes as failures. “You win or you learn,” she says.
“Our lives are filled with learning opportunities which
contribute to our success.”
When asked if she had any lessons learned that she would
impart to her younger self, Laura espoused, “Everything
you go through will teach you something. If things don't go
exactly as you planned, you will learn a lesson. So pay
attention!”
She believes continuous learning is important for leaders.
“Books, podcasts, webinars, listening to others within and
outside your industry is invaluable,” she says. “As a leader,
you also need to trust your instincts, which are empowered
by your experience.”
Laura advises others to “Just do it! Don't allow yourself to
be paralyzed by fear, or over-evaluate every decision, or
internalize any negativity. Only you can limit yourself.”
Laura's career exemplifies one of her favorite quotes: “The
only person who can limit your possibilities is you.” A
mantra from best-selling author Jon Gordon, which she
echoes to next generation mentees, regularly.
Downtime and Work-Life Harmony
When asked if she has any guilty pleasures she uses to
unwind, Laura admits, “I binge watch TED Talks! If I have
an extra hour in my day, I love to feed myself with
inspiration from others.”
Laura Brandao, as seen speaking
with Shred Show host Josh Pitts,
is a thought leader in the mortgage
industry, frequently requested as a
presenter or moderator by event
organizers, and an interviewee
by media.

Laura also claims to be very regimented in her work hours.
Her team knows she unplugs at 9pm, and you will not be
able to reach her until morning. “It is important to keep
certain hours and set boundaries, whatever they are,” she
says.
Laura shares that her most cherished way to unwind is
hiking with her husband. “We talk about everything – our
family, business, our dreams and goals; and we take time to
stop and enjoy nature. He takes pictures and I journal. The
whole thing is an experience. It keeps us connected and
grounded.”
With her husband's support, Laura recently realized a
decade-long personal goal of writing a book. Developed
from her blog of the same title, her inaugural “Say Yes
Everyday” release was just published earlier this year, and
serves as a guidepost for anyone looking to challenge
themselves to live a more positive life, open to new
experiences.
Leadership and Legacy
The biggest thing that surprised Laura about being a
business owner was how nothing surprised her. “Nothing I
faced as a business owner was something that I wouldn't
have expected to deal with,” she says. “I never got caught
up in titles, but when I became president, I learned that
some people want to see that title in order to be taken
seriously.”
“Now that I'm at a point in my career that I have a voice
that people want to hear, and they are listening to me, I
want to amplify others in the industry who may have never
been asked to step into the spotlight,” says Laura.
For example, she created a Survive & Thrive group on
Facebook at the beginning of the pandemic, and featured
diﬀerent mortgage professionals each week to impart
advice. The initiative has grown into a weekly “Thrive
Thursday” power hour, and branched out far beyond the
mortgage industry. Laura enjoys connecting guests, hearing
them help each other with their businesses, and sharing
their super powers.
Laura serves as Chair of the National Association of
Minority Mortgage Bankers of America's (NAMMBA)
Visionary program, recruiting corporate partners for
Mission 2025, launched to introduce, develop, and connect
college talent to the industry. She also invites members of
the Women's Mortgage Network to participate in interviews
and weekly “Growth Series” challenges.
“Helping others succeed, and highlighting their value feels
like success to me,” Laura beams.
“Essentially, my goal is to train and empower the next
generation of leaders in the mortgage business,” she says.
“I want to leave the industry behind me better than when I
arrived.”
Laura's growing legions of fans might argue that she
already has.
Laura Brandao has been instrumental
in the growth of the Women's
Mortgage Network.
American Financial Resources, Inc. is an Equal Housing Lender:
Lender NMLS 2826 at www.nmlsconsumeraccess.org.
For more information, visit www.afrwholesale.com.

kimberly Khoury
Paving her Way in Sustainability Development
&
&
The
20
BUSINESSWOMEN
to Watch, 2020
SUCCESSFUL
Most

Joanne Johansen entered the mortgage industry 27
years ago knowing full well that it would take all she
had in terms of grit and determination to succeed in a
male-dominated industry. Her dedication to customer
service and commitment to always putting her clients first
has allowed her to launch an impressive brand in the
wholesale channel as a broker owner.
industry?
I love to talk to clients and putting together pieces of
clients' financial puzzles. The harder I work, the greater the
reward.
I’m most proud of starting my own broker shop and
teaching two young adults a career in the mortgage
business.
I strive to always give my client exceptional customer
service, making sure that my client completely understands
the mortgage process from start to finish.
What has been the most impactful change you've made
Being very involved in my community has been the most
impactful thing for my career and it has come back to me in
a very positive way. Also, hiring and watching my
employees grow into exceptional professionals in the
industry has been a highlight of my career.
What is the most valuable thing you've learned during
your time in the mortgage industry?
Your reputation, Integrity, and your word is everything in
this business.
How do you approach mentorship with members of
your team?
Everything we do, we do it as a team – whether it is a
community event or a “lunch and learn” session with
agents. I ask everyone on my team to follow my lead. We
have an open-door policy, so any questions, comments, or
concerns that come up, we do not let them sit and fester. We
deal with it head-on.
What is your business goal for the future?
To be able to maintain the same level of great customer
service, compliance, and volume all while growing my
staff.
Starting over after 2008 was a big obstacle in my career,
which I overcame with hard work and determination. I
focused on getting my business back and working hard and
giving back to my community.
Always do what is right, even when it's hard.
Ever-changing guidelines. The way I have overcome that
challenge is by working with lenders that are your true
partners and account executives that know their product
inside and out.
Why have you stayed in the mortgage industry as long
as you have?
This is easy – I love what I do, I love the customers and
owning my own broker shop.
future?
Technology will make the loan process easier, but I do not
believe that brokers will ever not be needed. Clients like
dealing with a real person on the biggest purchase in their
lives and the personal touch goes a long way.
Keep a great database – it is the most valuable information
you will ever possess.
Joanne
Johansen
Broker Owner, Platinum Mortgage Solutions Inc

atie Sweeney is a tireless advocate for independent
Kmortgage brokers across the country as the CEO of
AIME. She oversees the allocation of resources
and technology, all aimed at growing the wholesale
channel. As a millennial leader in the mortgage industry,
Katie has leveraged her modern asset management and
traditional industry knowledge to position brokers for a
more substantial market share in a competitive housing
environment.
As a mortgage industry leader, what trends do you think
will determine where the industry goes from here?
Millennials and single women buying homes are extremely
impactful in the industry right now. This means that
blending digital and scalable business models with
increased personalized communication and providing
community-based experiences will be crucial for mortgage
professionals to master.
Which supporting skills do you think are most
important when it comes to leadership?
It’s crucial for leaders to invoke curiosity to find problems
before they exist and to use creativity to solve them. Above
all, leaders need to provide direction to teach others how to
do both of those things themselves.
What steps do you take to ensure that projects are
completed on time, on budget, and to the proper
standard?
It starts with setting expectations for the team up front by
talking through the company goals, customer experience
expectations, and explaining why they matter. From there,
each initiative should drive towards one of those overall
goals or objectives, with clear expected outcomes and
objectives for that specific initiative.
Tell me about your approach to delegation.
Start by identifying items that are low risk to your business
but provide ample learning opportunities for your team
member. As their performance and comfort level increase,
move towards mid-risk and eventually high-risk items to
entrust to them.
If a member of the team is under-performing, what
steps do you take to improve their performance?
Challenge what was done by asking questions that allow a
team member to identify where things could have (or
should have) been completed at a higher standard. I think
team members must understand why something isn't
meeting expectations by evaluating themselves instead of
me merely stating it.
What aspects of the mortgage industry do you hope to
see AIME making an impactful contribution on next?
AIME is laser-focused on increasing broker channel growth
through consumer education, advanced access to
technology, and encouraging the industry to invest in the
channel. We do this by spreading the word about career
opportunities with our newly launched Spark, a small
business grant, and Ignite, the mortgage career training
programs along with spotlighting the benefits a consumer
gains by working with an independent mortgage broker.
How have women reshaped what it means to be a
mortgage professional?
Women have been on the cutting edge of developing new
partnerships, initiatives, and training to make a more
sustainable broker channel. This has made the process of
obtaining a mortgage less complicated to a prospective
home buyer and allowed our industry to build a diverse set
of stakeholders. Championed by women, these core
improvements will serve the wholesale channel well as we
seek to transform our industry and exceed a 25 percent
market share.
I would tell myself to consider the source of any criticism
or praise that comes your way. It's easy to allow yourself to
get distracted or discouraged by positive or negative
critiques, but the source of that feedback is just as, if not
more, important than the feedback itself. Positive feedback
feels great, but it can inflate a false sense of comfort if
you’re not careful.
Katie Sweeney
CEO, Association of Independent
Mortgage Experts (AIME)
43
|
March 2021

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