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Today’s guest is Joe Welu, founder and CEO of Total Expert. Since launching the business in 2012, Joe has led the business from startup to industry leader – trusted by more than 200 leading financial institutions. Total Expert is a five-time recipient of HousingWire’s Tech100 award and Joe is a multi-year recipient of the HousingWire Vanguard Award.  During today’s conversation, Joe explains the early lenders and partnerships that helped shape Total Expert's platform and success, as well as his strategic approach to building and evolving the leadership team. Joe shares his insights on AI not as a trend, but as a tool used to increase productivity and better enhance customer engagement. He also discusses generational trends in homeownership and the opportunities that he sees for lenders to nurture future homeowners.  Here’s a glimpse of what you’ll learn: Delivering the perfect customer journey is key to success in the mortgage industry Prioritizing excellence and making necessary changes to the leadership team are crucial for growth Nurturing and educating potential homebuyers can lead to long-term success for lenders AI has the potential to revolutionize the mortgage technology ecosystem, but it must be used strategically and with a focus on outcomes.  Related to this episode: Connect with Joe on LinkedIn Total Expert Total Expert, Polly aim to help a lender identify customer opportunities faster The Gathering HousingWire on YouTube Enjoy the episode! The Power House podcast is a show about leadership, markets and entrepreneurship in the housing industry. Each Thursday, Clayton Collins speaks with CEOs and founders from the mortgage and real estate sector to reveal how housing executives think about business growth, operational strategy, and leadership. The Power House podcast reveals the full picture through the stories of the industry’s most impactful leaders. Clayton Collins is the CEO of HousingWire, and the Power House podcast is produced by HousingWire’s Content Studio. Initially launched in 2019 as the Housing News podcast, the show was relaunched as Power House in 2024. Learn more about your ad choices. Visit megaphone.fm/adchoices

Today’s guest is Victor Ciardelli, the President and CEO of Guaranteed Rate. Over the last 24 years, Victor has led the independent mortgage bank to be positioned as a top-10 national lender that produced over $34 billion in 2023 production volume.  During the conversation, Victor Ciardelli shares his mortgage journey, from selling loans in a call center to founding Guaranteed Rate, and to their acquisition of PHH Home Loans. They also discuss the partnerships with real estate brokerages, technology, compliance and the evolution of loan officer compensation. Here’s a glimpse of what you’ll learn: Building a successful mortgage company requires a strong focus on customer experience and trust. Developing relationships with top-performing real estate agents can drive business growth. Maintaining control over the mortgage process and providing a clear value proposition to customers and referral partners is crucial. Manifesting success and staying focused on long-term goals can lead to significant opportunities and partnerships. Bringing the real estate and mortgage sectors closer together is crucial for the housing industry's future success. Compensation in the mortgage industry has evolved, but new challenges and potential risks have emerged. Dodd-Frank has had a significant impact on compensation practices, but there are still areas of concern. Related to this episode: Connect with Victor on LinkedIn Guaranteed Rate Victor Ciardelli | Guaranteed Rate  New G-Rate program allows sellers to permanently buy down their buyer's mortgage rate The Gathering HousingWire on YouTube Enjoy the episode! The Power House podcast is a show about leadership, markets and entrepreneurship in the housing industry. Each Thursday, Clayton Collins speaks with CEOs and founders from the mortgage and real estate sector to reveal how housing executives think about business growth, operational strategy, and leadership. The Power House podcast reveals the full picture through the stories of the industry’s most impactful leaders. Clayton Collins is the CEO of HousingWire, and the Power House podcast is produced by HousingWire’s Content Studio. Initially launched in 2019 as the Housing News podcast, the show was relaunched as Power House in 2024. Learn more about your ad choices. Visit megaphone.fm/adchoices

Today, HousingWire CEO Clayton Collins talks with an industry leader who is well known to many of you: Bob Broeksmit, the President and CEO of the Mortgage Bankers Association (MBA). With over 35 years of senior finance and mortgage executive experience, Broeksmit brings a depth of knowledge across many facets of the industry, including marketing, sales, operations, secondary marketing, and loan servicing, to his role at MBA.  Prior to joining the MBA in 2018, he held executive roles at Treliant, Chevy Chase Bank, Prudential Home Mortgage and The Money Store. This compelling conversation charts Broeksmit’s journey through mortgage to his transition leading a trade association and how he measures success at a nonprofit. Collins and Broeksmit also discuss the challenges and opportunities facing leaders amid difficult housing market conditions and the top priorities he sees for mortgage in 2024. Here’s a glimpse of what you’ll learn: Leaders in the mortgage industry should focus on understanding the objectives of their board and members and effectively communicate and align their organization's efforts with those objectives. Building relationships and credibility is crucial for trade associations to have a seat at the table and influence policy decisions that impact the industry. Success in a nonprofit trade association is measured by delivering value to members, advocating for their interests, and effectively addressing industry challenges. Leadership styles and approaches should adapt to different housing market conditions, and leaders should focus on areas they can control or influence to support their members. Collaboration with other trade associations and stakeholders in the housing industry is important to present a united front and advocate for policies that benefit the industry as a whole. Top priorities for the mortgage industry in 2024 include increasing mortgage demand, addressing supply constraints, and optimizing servicing operations. Mergers and consolidation in the mortgage industry are driven by various factors, including strategic focus, scale, and personal considerations of the leaders involved. Related to this episode: Connect with Bob on LinkedIn The Mortgage Bankers Association The Gathering HousingWire on YouTube Enjoy the episode! The Power House podcast is a show about leadership, markets and entrepreneurship in the housing industry. Each Thursday, Clayton Collins speaks with CEOs and founders from the mortgage and real estate sector to reveal how housing executives think about business growth, operational strategy, and leadership. The Power House podcast reveals the full picture through the stories of the industry’s most impactful leaders. Clayton Collins is the CEO of HousingWire, and the Power House podcast is produced by HousingWire’s Content Studio. Initially launched in 2019 as the Housing News podcast, the show was relaunched as Power House in 2024. Learn more about your ad choices. Visit megaphone.fm/adchoices

Today, HousingWire CEO Clayton Collins interviews Brett Ludden, the co-head of Financial Services at Sterling Point Advisors, an M&A advisory and financial consulting firm. Brett has worked at various roles in leading M&A transaction-related analytics and strategies, overseeing teams at Capital One, and consulting for Fortune 500 financial institutions. Collins and Ludden discuss the current market conditions and the outlook for 2024 and beyond. The conversation goes deep on the differences between asset deals and mergers, the importance of originator retention in M&A transactions, and the qualities that make a company an attractive acquirer. They also touch on the significance of technology integration and the impact of compensation on alignment in M&A deals. Here’s a glimpse of what you’ll learn: M&A advisors in the housing industry play a crucial role in providing industry insights and helping CEOs and owners make strategic decisions. The mortgage industry is experiencing a period of pain, and many companies are considering strategic options such as mergers and acquisitions. Companies that have a strong cash position, a well-integrated tech stack, and M&A experience are well-positioned to be attractive acquirers. Originator retention is a critical factor in M&A transactions, and companies should focus on identifying key people and creating a value proposition to ensure a smooth transition. The market outlook for 2024 and beyond is cautiously optimistic, with expectations of margin improvement and more strategic decision-making by lenders. Related to this episode: Connect with Brett on LinkedIn Sterling Point Advisors The Gathering HousingWire on YouTube Enjoy the episode! The Power House podcast is a show about leadership, markets and entrepreneurship in the housing industry. Each Thursday, Clayton Collins speaks with CEOs and founders from the mortgage and real estate sector to reveal how housing executives think about business growth, operational strategy, and leadership. The Power House podcast reveals the full picture through the stories of the industry’s most impactful leaders. Clayton Collins is the CEO of HousingWire, and the Power House podcast is produced by HousingWire’s Content Studio. Initially launched in 2019 as the Housing News podcast, the show was relaunched as Power House in 2024. Learn more about your ad choices. Visit megaphone.fm/adchoices

HousingWire President Diego Sanchez joins Power House to discuss his new role, executive partnerships and communication, and HousingWire strategy for 2024 and beyond.  Clayton and Diego explore the dynamics of how executive team structures work best, including the differing roles of CEO and President. Diego shares his journey of learning about the housing industry and the fascinating ecosystem it encompasses. They discuss the vision for HousingWire in 2024, which includes integrating data and insights to provide a comprehensive view of the housing market. The focus is on delivering value to the audience and helping housing professionals make informed decisions faster and more effectively. Here’s a glimpse of what you’ll learn: CEO / President partnerships require solid communication and a clear division of responsibilities. Managing a distributed and hybrid workforce requires constant vigilance and effective use of digital tools. The housing industry is a complex and fascinating ecosystem with various verticals and disruptive forces. HousingWire aims to provide a comprehensive view of the housing market by integrating data and insights. Related to this episode: Connect with Diego on LinkedIn HousingWire on YouTube Enjoy the episode! The Power House podcast is a show about leadership, markets and entrepreneurship in the housing industry. Each Thursday, Clayton Collins speaks with CEOs and founders from the mortgage and real estate sector to reveal how housing executives think about business growth, operational strategy, and leadership. The Power House podcast reveals the full picture through the stories of the industry’s most impactful leaders. Clayton Collins is the CEO of HousingWire, and the Power House podcast is produced by HousingWire’s Content Studio. Initially launched in 2019 as the Housing News podcast, the show was relaunched as Power House in 2024. Learn more about your ad choices. Visit megaphone.fm/adchoices

On this week’s episode of the Power House Podcast, HousingWire CEO Clayton Collins chats with Phil Shoemaker, CEO of The Loan Store. Phil joined The Loan Store as CEO last June after a five-year stint at Homepoint and has also held various positions at Caliber Home Loans during his 28-year mortgage career. Today, Phil emphasizes the importance of always focusing on providing excellent customer service rather than relying solely on technology and maintaining a startup growth mindset as the organization scales. They also discuss volume growth strategy as we head into 2024 and the industry’s need to bring more brokers into the wholesale market.  Here’s a glimpse of what you’ll learn: The story of The Loan Store. Where the business stands today in terms of production volume and scale. Why are you uniquely prepared as an executive to build and scale this business? Unique strategies or approaches that separate TLS from competition. Strategy for winning market share in 2024. Strategy for helping brokers grow volume in 2024. Related to this episode: Connect with Phil on LinkedIn The Loan Store Phil Shoemaker on lessons learned from Homepoint’s wind-down & The Loan Store’s future HousingWire on YouTube Enjoy the episode! The Power House podcast is a show about leadership, markets and entrepreneurship in the housing industry. Each Thursday, Clayton Collins speaks with CEOs and founders from the mortgage and real estate sector to reveal how housing executives think about business growth, operational strategy, and leadership. The Power House podcast reveals the full picture through the stories of the industry’s most impactful leaders. Clayton Collins is the CEO of HousingWire, and the Power House podcast is produced by HousingWire’s Content Studio. Initially launched in 2019 as the Housing News podcast, the show was relaunched as Power House in 2024. Learn more about your ad choices. Visit megaphone.fm/adchoices

On this week’s episode of the Power House Podcast, HousingWire CEO Clayton Collins talks with Chad Roffers, founder of Concierge Auctions. Chad discusses the early stages of his career in real estate sales and brokerage leadership, his launch of SKY Sotheby's, and the difficulties of building a technology business during the 2009 Financial Crisis.  These early entrepreneurial ventures set the stage for the massive success Chad has found with Concierge Auctions, a business he founded in 2008 and continues to lead today. Chad’s entrepreneurial journey includes multiple launches and exits, and he shares the wins and losses that developed him as an entrepreneur and executive. Here’s a glimpse of what you’ll learn:  The challenges and dynamics of operating a real estate brokerage, specifically during declining volume markets  Chad’s entrepreneurial method of working on multiple ventures  The impact of a career of emphasizing technology and adopting innovative processes and solutions early Behind the scenes look of selling Pulse Realty Software to Lone Wolf, and Concierge Auctions to a joint venture formed by Realogy and Sotheby’s in 2021 Strategic partnerships can provide credibility, resources, and expanded reach for a business, while still allowing for autonomy and independence Related to this episode: Connect with Chad on LinkedIn Concierge Auctions HousingWire on YouTube Enjoy the episode! The Power House podcast is a show about leadership, markets and entrepreneurship in the housing industry. We want to showcase how CEOs and founders from the mortgage and real estate sector think about business growth, operational strategy, and leadership through the stories of the industry’s most impactful leaders. Learn more about your ad choices. Visit megaphone.fm/adchoices

We started the Housing News podcast five years ago to cover and spotlight the housing industry’s top weekly news and newsmakers. The show has evolved to executive discussions focused on interviewing mortgage, real estate and finance leaders – bringing forward incredible knowledge about business strategy, innovation, housing data, and some amazing conversations that we will never forget. As we look forward, the show formerly known as Housing News continues its evolution with an emphasis on building the housing industry's boardroom – spotlighting the powerhouses of real estate, mortgage, and technology.  So where does Housing News go from here? Starting today, you may have noticed a brand new show title and new logo in your podcast feed.  If you clicked on this show, you already know the brand – Power House. And that's exactly what you can expect from this podcast 52 weeks a year. Power House will bring you the full picture of housing market knowledge through the stories of the most impactful executive leaders of innovative and growing companies in mortgage and real estate. Here's to an incredibly powerful and impactful 2024 and beyond!  See you next week! Learn more about your ad choices. Visit megaphone.fm/adchoices

In the last episode of 2023, HW Media CEO Clayton Collins interviews Sarah Wheeler, the editor-in-chief of HousingWire, to discuss the most impactful topics and trends we've covered this year. Clayton and Sarah recap the year, highlighting the volatility in mortgage rates, commission lawsuits and the innovation we're seeing rapidly change the industry. They also touch on the challenges of forecasting mortgage volume, rates and the upcoming election year. Stay tuned for the announcement of exciting changes to the Housing News podcast in 2024! Here’s a glimpse of what you’ll learn:  2023 was a volatile year in the housing industry, with significant fluctuations in mortgage rates Commission lawsuits have been a major topic, with multiple class action lawsuits challenging the practices of the National Association of Realtors and large brokerages. Innovation has been a key theme, with advancements in tech and the use of data to improve processes and customer experiences. Forecasting has been challenging due to the rapid rate of change in the market. The upcoming election year will have significant implications for housing policies and regulations. HousingWire has exciting plans for 2024, including expanding coverage of local housing markets and enhancing our content studio. Despite the challenges, there are silver linings in the housing market, such as lower mortgage rates and opportunities for growth and innovation. Related to this episode: Connect with Sarah on LinkedIn HousingWire: Commission Lawsuits HousingWire: Mortgage Rates HousingWire on YouTube Enjoy the episode! The Housing News podcast explores the most critical topics in mortgage, real estate and fintech. A new mortgage or real estate executive joins the show each week to add perspective to the top stories crossing HousingWire’s news desk. Hosted by Clayton Collins and produced by the HW Media team. Learn more about your ad choices. Visit megaphone.fm/adchoices

With 2023 coming to a close, our host Clayton Collins and our podcast producers looked back at our most impactful and popular episodes of the year to bring you a very special, knowledge-packed recap episode. Today, we feature seven of our most popular guests from 2023 and spotlight their most insightful commentary. These guests include: Jay Bray, CEO of Mr. Cooper Group, Lee Smith, President of Mortgage at Flagstar Bank, Dave Lykken, Founder and President of Transformational Mortgage Solutions, Marina Walsh, VP of Industry Analysis at the Mortgage Bankers Association, Chris Mayer, CEO of Longbridge Financial, Brian Hale, CEO of Mortgage Advisory Partners, and — finally — Jay Promisco, the Chief Production Officer at Sierra Pacific Mortgage. Here’s a glimpse of what you’ll learn:  Industry learnings on servicing and origination tactics Leadership and corporate strategy Housing market data and intelligence  Related to this episode: Jay Bray: The Path to Building a $1 trillion Mortgage Servicing Rights Business Building a $124 billion bank and mortgage powerhouse with Lee Smith  Mortgage Banking: A game of 6-inches with David Lykken MBA’s Marina Walsh on mortgage origination profitability and forecasts Chris Mayer: Housing policy, securitization and building the nation’s largest wholesale reverse mortgage lender Mortgage Advisory Partners CEO Brian Hale talks M&A, executive mindset and 2024 Building cohesive teams in intense environments with Jay Promisco HousingWire on YouTube Enjoy the episode! The Housing News podcast explores the most critical topics in mortgage, real estate and fintech. A new mortgage or real estate executive joins the show each week to add perspective to the top stories crossing HousingWire’s news desk. Hosted by Clayton Collins and produced by the HW Media team. Learn more about your ad choices. Visit megaphone.fm/adchoices

On today’s episode, HousingWire CEO Clayton Collins sat down with career mortgage banker and HousingWire Vanguard Jay Promisco, the Chief Production Officer at Sierra Pacific Mortgage. Jay has spent over 20 years in the financial industry as a former top originator, branch manager, and account executive. He is responsible for increasing the company’s national presence in all production channels. This conversation is all about building cohesive teams in challenging times. Promisco discusses the current cultural challenges, how this market provides an opportunity to align sales and operations, and create effective communication by empowering teams. The conversation explores financial transparency, building an ownership mindset, and demonstrating long-term commitment. Promisco emphasizes the need for a customer-centric approach and a singular focus on consumer experience. He also discusses the role of leadership in shaping company culture and provides insights for the future of the industry. Here’s a glimpse of what you’ll learn:  The mortgage industry is both impactful and stressful, requiring teams to work together to help consumers achieve their homeownership goals. Sales and operations alignment is crucial for success, and both teams should support and understand each other's challenges. Effective communication and conflict resolution are essential for building cohesive teams in intense environments. Leaders should empower their teams, provide transparency, and create a culture of ownership and long-term commitment. Related to this episode: Connect with Jay on LinkedIn Jay Promisco: HousingWire Vanguard  The Gathering 2024 Sierra Pacific Mortgage HousingWire on YouTube Enjoy the episode!The Housing News podcast explores the most critical topics in mortgage, real estate and fintech. A new mortgage or real estate executive joins the show each week to add perspective to the top stories crossing HousingWire’s news desk. Hosted by Clayton Collins and produced by the HW Media team. Learn more about your ad choices. Visit megaphone.fm/adchoices

For today’s episode, HW Media CEO Clayton Collins had an opportunity to chat with a phenomenal guest: James Robert Lay, a digital anthropologist and the founder and CEO of the Digital Growth Institute.  Today’s conversation is a deep dive into the intersection of marketing, sales, technology, and human behavior in the mortgage industry. James emphasizes the importance of addressing consumer confusion and negative emotions, building trust through empathy, and lenders shifting their positioning from heroes to guides. He also highlights the role of individual brands and the need for continuous learning in digital transformation. Related to this episode: Connect with James on LinkedIn Follow James on Twitter Digital Growth Institute  HousingWire on YouTube Enjoy the episode!The Housing News podcast explores the most critical topics in mortgage, real estate and fintech. A new mortgage or real estate executive joins the show each week to add perspective to the top stories crossing HousingWire’s news desk. Hosted by Clayton Collins and produced by the HW Media team. Learn more about your ad choices. Visit megaphone.fm/adchoices