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December 2018 Articles


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Inside Scotsman Guide’s residential edition, you’ll find all the tools that make our monthly, national magazine the leading resource for residential mortgage originators.

Our monthly departments include our award-winning Spotlight, which highlights a different state each month; columns from the Mortgage Bankers Association, RealtyTrac, Zillow and more; and in-depth looks at the news shaping the industry in our BackSpace feature.

Each month also brings you contributed articles from industry experts with information on how to stay compliant, build your business and excel in the mortgage industry.




From the Editor
Mortgage originators, get ready to take a bow
By Jim Davis, editor, Scotsman Guide Residential Edition

Featured Top Originator: Scott Evans, CrossCountry Mortgage Inc.
By Jim Davis, editor, Scotsman Guide Residential Edition

Q&A: Tian Liu, Genworth Mortgage Insurance
Builders could soon pivot to more affordable homes
By Jim Davis, editor, Scotsman Guide Residential Edition

News Roundup
By Victor Whitman, editor, Scotsman Guide Media

By Daren Blomquist, senior vice president, Attom Data Solutions

Spotlight: New York
The Empire State rides on the highs and lows of the Big Apple
By Jim Davis, editor, Scotsman Guide Residential Edition

The housing market is buttressed by a ‘Goldilocks’ economy
By Bill Conroy, editor in chief, Scotsman Guide Media




This Loan Builds Dreams
Single-close construction financing can help originators close more deals
By Chad Jampedro, president and co-owner, GSF Mortgage Corp.; and Bruce Olster, senior managing director, Construction Loan Division, GSF Mortgage Corp.

The Interest Rate Shouldn’t Be the End of the Discussion
Sophisticated borrowers will value originators who provide a nuanced picture of loans
By Robert Greenberg, chief marketing officer, Patch of Land

Arm Yourself With These Lifesaving Tools
The only way to thrive in this mortgage climate is to streamline day-to-day operations
By Alvaro Moreira, director of strategic growth, Mortgage Right

Viewpoint: Mortgage Companies Seek a Level Playing Field
Dodd-Frank Act rules already allow regulators to ease the burden on nonbanks
By Ed F. Wallace Jr., executive director, The Community Mortgage Lenders of America (CMLA)

Reboot Your Technology Woes
Mortgage companies are making big bets on technology, but aren’t always getting hoped-for results
By David Wilson, senior vice president, WFG Enterprise Solutions; and Dan Bailey, senior vice president, WFG Enterprise Solutions

Renovation Loans: The Next Great Niche?
Delving into this market, however, will require you to get outside your comfort zone
By Jeff Leinan, executive vice president, Plaza Home Mortgage

Be Prepared for the Low-Appraisal Blues
When a home’s value comes in lower than expected, that’s not the time to panic
By Leslie Heimer, relationship manager, American Liberty Mortgage

Lead Nurturing Is the New Industry Mantra
A mortgage market driven by home purchases requires a different business-development strategy
By Mike Eshelman, head of consumer finance, Jornaya

Opportunity Awaits in the Manufactured-Housing Sector
After taking a closer look, you may find this market is a net plus for your mortgage-origination playbook
By Adam Johnston, chief appraiser and director of investigations, Genworth Mortgage Insurance

The Home Equity Loan Market Is Rising
Increasing rates and home prices are creating expanded opportunities for second-mortgage products
By Jerry Schiano, co-founder and acting chief executive officer, Spring EQ

Build Your Mortgage Business by Developing Yourself
Establishing better habits, even reading and exercising more, will help your career
By Nathan Rufty, mortgage coach and trainer, Mortgage Marketing Pros

Flip the Script on Mortgage-Lead Generation
Cloud-based technology can enhance opportunities to generate cold-call leads and referrals
By Joe Wu, CEO, Voicent

Read the Construction Tea Leaves
Housing-construction data can offer a glimpse of where the mortgage business is headed
By Dick Lepre, senior loan adviser, RPM Mortgage

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