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Residential Department: From The Editor: January 2019


From The Editor

Scotsman Guide celebrates 25 years of you

The question comes across the desk with some frequency. What needs to be written about? The answer is simple. You tell us.

The strength of the magazine is that it turns the microphone over to you, the mortgage originators who understand the industry and see each day’s challenges and opportunities. Scotsman Guide has provided a platform for people in the business to write about their work, discuss best practices and identify trends.

This month, Scotsman Guide Residential Edition reaches a significant milestone. This is the 25th anniversary of the magazine, which was first published in 1994.

r_2019-01_FTESince then, the magazine has produced some 300 editions. The staff produces award-winning articles, illustrations and design. The advertisements connect businesses and people and make deals happen on a daily basis.

The engine that powers all of this is you. People in the industry sharing their experience and writing peer to peer. The magazine runs scores of articles each year by mortgage originators who are at the top of their game or the small-shop operators who have a true feel for the road.

Thought leaders in the industry write about where they envision the business will be in five, 10 or 20 years. People new to the business who will be working in that future write about what they’re seeing.

That’s what Scotsman Guide does best. It gives a collective voice for the business. That voice is yours.

In this edition, the magazine takes a moment to reflect on those 25 years and explores its mission from the very beginning into the future — hopefully where it will remain a valued asset for the industry. That article begins on Page 36.

Turn to Page 57, where Equity Wave’s Jack Suddarth and Buchalter APC’s Jason E. Goldstein write about why hard money/private money originators should understand a borrower’s intent in seeking a mortgage. On Page 67, Michael Sunnaa of Wallick & Volk Mortgage writes about how originators can make themselves valuable to clients as more of the industry becomes automated.

The Mortgage Marketing Animals’ Carl White discusses on Page 73 how too many originators become distracted by the newest marketing strategy. Instead, he argues that originators need to pick one and master it.

RPM Mortgage’s Dick Lepre explains on Page 80 that fixed-rate mortgages have been the choice for homebuyers for years. He makes the case that there’s a big market for hybrid adjustable-rate mortgages that are priced right.

HomeStreet Bank’s Andy McDonough writes that the housing market is slowly shifting in favor of the buyer. He explains what that means for mortgage originators on Page 84.

Carolyn Frank of Guild Mortgage writes on Page 90 about the five generations of employees now in the workplace. She explains what can be done to get those mortgage originators to work together cohesively.

One more note for our readers. The entry period is now open for Scotsman Guide’s Top Originators 2018 rankings. Originators are ranked in a number of categories, including Top Dollar Volume, Most Loans Closed, Top Purchase Volume, Top Refinance Volume, Top HELOC Volume and more.

Please take a few moments to enter these rankings at


Jim Davis is editor of Scotsman Guide Residential Edition. Reach him at (800) 297-6030 or

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