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March 2019 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
Look to the past for your future business
By Jim Davis, editor, Scotsman Guide Residential Edition

Featured Top Originator, Julie Johnson, Guild Mortgage Co. No. 4 Top Dollar Volume Gain (2017)
By Victor Whitman, editor, Scotsman Guide Media

Q&A: Doug Duncan, chief economist, Fannie Mae
The housing industry and economy have a tepid forecast
By Victor Whitman, editor, Scotsman Guide Media

News Roundup
By Victor Whitman, editor, Scotsman Guide Media

A slow and steady rental market wins the affordability race
By Todd Teta, chief product and technology officer, Attom Data Solutions

Spotlight: Michigan
The Wolverine State remains on the move.
By Jim Davis, editor, Scotsman Guide Residential Edition

The home-construction market faces strong headwinds
By Bill Conroy, editor in chief, Scotsman Guide Media




The Real End of the Rainbow
Too many originators fail to capture the pot of gold of past clients
By Mike Eshelman, head of consumer finance, Jornaya; and Scott Payne, vice president of enterprise sales and client management, Home Captain

Here’s the Secret to Building Origination Success
Focus on these four areas to win at the mortgage game in the year ahead
By Ryan Kelley, founder, The Home Loan Expert, LLC.

Untangling the GSE Mess
Let’s examine the potential paths forward for Fannie Mae and Freddie Mac
By Dick Lepre, senior loan adviser, RPM Mortgage

Persistence Will Pay Off in Troubling Times
Originators can overcome a down market by educating and engaging borrowers
By Mike Hardwick, president, Churchill Mortgage Corp.

Clients for Life Await
A quarter century later, CRM software proves essential for attracting repeat business
By Kirk King, president, Continuity Programs Inc.

Carve Out a Niche to Secure Your Future
Mortgage originators need to explore unconventional areas to attract new business
By Shirleen Von Hoffmann, principal, Home Builders Edge

A New HMDA Show Is Debuting at a Lender Near You
Home Mortgage Disclosure Act changes are expected to alter the course of fair-lending and CRA analytics
By Jim Lochbihler, senior consultant, Wolters Kluwer

Entice the Best by Building Your Leadership Brand
Social media can convey your vision, values and beliefs in the competition to recruit top originators
By Richard Milligan, president, 4C Recruiting

Fringe Borrowers Deserve Another Look
Passed-over clients could finally realize their homebuying dreams, but originators need to lead the way
By Michael Sunnaa, vice president of production, Doorway Home Loans

Borrowers Are on Their Phones and You Should Be, Too
The digital-mortgage experience needs to account for the devices where most people access the internet
By Susan Graham, president and chief operating officer, Financial Industry Computer Systems Inc.

Don’t Drown in the Sea of Lending Sameness
Specialty lending can help to bulletproof your business by making you stand out from the competition
By Denis G. Kelly, senior vice president of correspondent/national wholesale, Sprout Mortgage

Mortgage Originators Need to Think Like Business Owners
Too many people in this industry see themselves as employees when they’re not
By Nathan Rufty, mortgage coach and trainer, Mortgage Marketing Pros

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