Good. Better. Broker.

What does it take to succeed in the mortgage industry? Brokers who are “All In” with United Wholesale Mortgage know better than anyone and want to share their knowledge with you in a new podcast called Good. Better. Broker., your go-to source for expert advice from the best in the industry.

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Recruiting Loan Originators to Join the Wholesale Channel Starts With Understanding Them

It’s happening month after month, week after week. Retail loan originators making the move to wholesale. Still, there are so many holdouts who haven’t yet switched. What’s a winning approach to recruiting retail LOs to the broker channel? Listen to Episode #43 of Good. Better. Broker. as we talk with a pair of mortgage brokers who have daily conversations with those interested in jumping to wholesale.

In this episode of the Good. Better. Broker. podcast, you’ll find out how offering a variety of options to retail loan originators makes them more likely to join the broker channel.

In this episode, we discuss ...

  • 1:47 – Sean details his experience recruiting loan originators from retail
  • 3:13 – What Sean is hearing from retail LOs on why they’re interested in switching
  • 5:40 – Why Sean views his company’s model as a high-performance sports car
  • 7:00 – How Sean aims to put loan originators in charge of their business
  • 9:06 – How Sean paints a picture of the differences between retail and wholesale
  • 11:30 – Sean on how his line of questioning makes a big difference in his efforts
  • 13:48 – How Sean’s company ensures a smooth transition for LOs switching to wholesale
  • 16:36 – Mat’s perspective on retail LOs switching to the wholesale channel
  • 17:20 – Mat describes NEXA’s approach to recruiting retail LOs
  • 18:22 – How Mat approaches conversations about rates in the wholesale channel
  • 19:56 – How Mat and the team at NEXA empower their loan originators
  • 22:22 – Mat on common myths he hears from retail LOs about wholesale
  • 24:12 – Why Mat views product optionality as a driving force in LOs leaving retail
  • 25:26 – What Mat and NEXA look for in LOs they’re recruiting

Resources Mentioned in This Episode:

Meet The Guests In This Episode

Sean Lee

Sean is a seasoned business development executive with a track record of success bridging multiple industries. He currently serves as the Sr. Vice President of Business Development at AGI, where he oversees the company’s efforts to identify and pursue new growth opportunities, partnerships and acquisitions. Prior to this, Sean spent nearly a decade at Zillow Group Inc., where he founded the company’s SingleFamily Rentals business, created the Sing-Family Advisory Board and received the 2019 Grand Slam and 2018 Employee of the Year awards. Before joining Zillow, Sean founded The Coaction Group, a successful search and recruiting firm where he was on the front lines in all aspects of the business. Sean has been a licensed mortgage loan officer since 2018 and has been in his current role at AGI since 2021. During that time, he has had a significant impact on the company, building a team of 20+ affiliate branches and 100+ mortgage loan officers, who are on pace to reach $500M in loan volume in 2023.

   

Mat Grella

Mat is the President and Co-Founder of NEXA Mortgage. Since starting NEXA, he’s been instrumental in driving and supporting the company’s growth to become the largest mortgage broker in the country with more than 2,200 loan officers nationwide. Mat is a goal-driven and passionate leader, focused on helping loan officers grow their businesses and achieve their goals. He has excelled as a leader in sales and service for nearly 3 decades. As a top-producing salesman/coach, he’s dedicated his time and relentless effort to ensuring the loan officers at NEXA have all the tools and resources they need to be successful. In addition, he has helped create a loan officer support system that is unrivaled in the mortgage industry. Mat manages the day-to-day operations at NEXA while also making time to provide support to each loan officer by helping them build individualized business plans to help them achieve their goals. Through autonomy, he empowers each LO to grow their business within the NEXA framework. He firmly believes that the broker channel is the best place for loan officers and consumers to achieve their goal of a superior mortgage experience.

   

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