Lending Forward

Covering all things female with Mia Jones and Nelda Cales! Women in the mortgage industry are power houses, listen to this. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

oin me for a quick discussion on the future of the industry with Barry Habib – the CEO of MBS Highway – the industry’s most highly regarded and recognized tool for transforming salespeople into advisors. Barry is an entrepreneur and frequent media resource for his mortgage and housing expertise. He’s the bestselling author of “Money in the Streets,” has appeared frequently on CNBC and FOX, and is the recipient of numerous industry awards including being a three-time Crystal Ball Award Winner for 2017, 2019, and 2020 by Zillow and Pulsenomics for the most accurate Real Estate forecasts out of 150 of the top economists in the US. As an innovator, Barry has founded many successful businesses across different verticals in the mortgage and healthcare industry but also has a background in some fun entertainment offerings including Lead Producer and Managing Partner for “Rock of Ages” – the 27th longest-running show in Broadway history, and producer of Criss Angel’s “Mindfreak” at Planet Hollywood in Vegas. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Named a Legends in Lending in 2022 and A Mortgage Industry Icon by MPA magazine in 2021, I have been blessed with the opportunity to serve the mortgage industry proudly and present my unique and authentic self. I am the Chief Growth officer of EPM & the CEO of Lighthouse Lending Capital, as well as a speaker, 3-time best-selling author with my series of “Say Yes Everyday” books. I proudly serve as the Chair of the National Association of Minority Mortgage Bankers of America (NAMMBA) Visionary program, Chair of the Women’s committee for the Mortgage Bankers Association of New Jersey (MBANJ) and a board member, the Chair of Women with Vision as well as a Women with Vision e-magazine columnist & a Mortgage Women Magazine columnist. and the host of my podcast, What's your Why Wednesday. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Translating industry jargon into everyday language so you can confidently choose a mortgage strategy that saves you time and money. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

We’ll find out more from returning guest Dan Habib, Executive Vice President at MBS Highway. As Dan tells us, there are many historical trends and turns in the market and financial arenas that can somewhat predict when a recession will hit, and what the subsequent fallout and recovery will look like in the housing market. To keep yourself abreast of all these changes, MBS Highway provides daily market insight videos, real estate data, live market quotes, alerts to lock/float ahead of lender re-prices, loan comparison tools, cost of waiting analysis, debt consolidation tools, and much more. MBS Highway turns mortgage professionals into advisors that understand what is driving interest rates, are able to articulate the financial opportunity in housing, and are true debt managers. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

After more than a decade in real estate, she’s brokered sales for Fortune 500 executives, Oscar-winning actors, and mega-influencers with millions of followers. Kirsten has sold out three new developments in the city, for a total of $100M in new development sales. An avid real estate investor, Kirsten understands firsthand what it means to evaluate a property from all angles – and sell it! You might have seen her on Bravo's Million Dollar Listing, Fox News, Forbes and a few other places. Kirsten Jordan is our guest on Lending Forward today and we are talking all things real estate, mom, the economy, and more! The podcast “Lending Forward,” hosted by Taylor Ellard, is brought to you by Atlantic Bay Mortgage Group®. Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Can you mine your database and create new buyers? YES. Katie breaks down how and why! As an Enterprise Account Executive at Homebot, Katie helps loan officers and real estate agents capitalize on the hard work they've already done and the strong relationships they've already built. Homebot keeps loan officers in front of their clients through a monthly digest that helps them manage their biggest asset -- their home. With a small unsubscribe rate (less than 1%), and a big engagement rate (over 50%), Homebot provides lenders and real estate agents a huge return-on-investment and leaves their clients more educated, empowered, and homeowner savvy. At Homebot, they strive for win-win relationship and love leaving our customers thrilled! She's all about empowering young women to pursue their dreams and make big things happen. An advocate for mental health and believes in empowering people to break through barriers and be all they can be. The podcast “Lending Forward,” hosted by Taylor Ellard, is brought to you by Atlantic Bay Mortgage Group®. Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Today's guest, Leigh Brown unpacks where this market is headed, what those Spring buyers might look like and how we can get in front of them! As a CSP® (Certified Speaking Professional™) and international keynote speaker, Leigh Brown uses her decades of experience to help early-career and experienced real estate agents build their industry presence and confidence by helping them define and communicate their value prop expertly and become an impactful presence in their space in the process. She knows today’s agents and brokers face an unprecedented amount of pressure to stand out against their colleagues and the online real estate giants of the world; she also knows that the security to build and maintain solid client relationships starts with one step: Just SayHi. Through a systemized process to identify and define your value prop, Leigh gives real estate agents the confidence and education to reach greater heights and create a life and career they feel good about.Leigh’s messages are bold, powerful, and full of a contagious energy that breaks through barriers and skyrockets your organization towards success. The podcast “Lending Forward,” hosted by Taylor Ellard, is brought to you by Atlantic Bay Mortgage Group®. Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

If you are looking for support as a mortgage banker, real support - the support you've been hoping for then you need to listen to this episode. We are uncovering the secret sauce to Atlantic Bay with two of our incredible (and impactful) leaders Charlotte Harrill and Sheena Easter! Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Atlantic Bay believes that home ownership should be a dream within reach for everyone and we are committed to honoring our role and responsibility as a community lender by providing the tools and resources around homeownership many people are searching for. Today Alberto Gamez, Mortgage Banker at Atlantic Bay and Hannah McManus, Director of Branded Products joins me as we discuss Advocating for Hispand Communities. We are excited to announce the launch of La Bahía, an initiative to better serve our Spanish-speaking communities. We are committed to sustaining a superior level of integrity and excellence so that our clients feel empowered to make important home ownership decisions. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Simplify to Amplify with Marni Hale covers how you should scale your business, and tips to create a better mindset and become the visionary! #1 Bestselling Author Marni Hale covers how to turn ideas into actions. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Today's guest, Mark Magnacca, has spent the last 20 years helping sales leaders shorten the sales cycle and distribute their best ideas faster. We're covering the importance of selling through visuals, sales training and so much more.Mark has been instrumental in coaching leading sales teams to deliver a consistent message in the marketplace by integrating sales enablement technology into their sales process. He has worked as a presentation coach with a wide range of financial service companies. Mark is the co-author of “Mastering Virtual Selling”- Orchestrating Sales Success and author of “So What? How To Communicate What Really Matters to Your Audience.” His work has been featured in numerous media outlets including CNN, Fox TV, The New York Times and USA Today.Prior to co-founding Allego, Mark founded Insight Development Group, Inc., a leading Sales and Presentation training firm specializing in the Financial Services industry. As a former financial advisor, Mark brings a unique perspective to the world of consultative selling. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Today's guest is the one and only Ricky Carruth. Ricky sells over 100 properties every single year as a single agent, and want to help you do the same. He has created an online course and will work with you One-on-One. He started Zero to Diamond, a company that helps real estate agents become successful. We are discussing the OUTLOOK on 2023, which agents need to be and mortgage bankers alike. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Today’s guest is Stephanie Clarke of Stephanie Clark Real Estate. Stephanie has spent her 25+ year career helping her clients achieve their real estate goals. Whether staging and marketing homes for sale, helping buyers find their dream homes, or managing investment properties, Stephanie always exceeds her client’s expectations. You’ll hear how Stephanie started working with her agent mom, how she built her team of professionals over the years, when and how she expanded into boutique property management (now overseeing 240 rentals), and some of her marketing techniques that continue to provide leads even in this challenging market. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Stephanie’s path to real estate - working with her mom Pivotal moments - building a team of 28 Boutique property management of 240 rentals and its admin challenges Atlantic Bay - lenders that are reliable and consistent Navigating today’s challenging environment - it’s just a bump in the road Creative marketing to drum up business Staging and presentation photos need attractive staging Lending forward - leading the way as a businesswoman Resources/Links: Stephanie Clarke Real Estate FB Stephanie Clarke Real Estate Website Stephanie Clarke Real Estate on YouTube Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Today I am happy to welcome back to the podcast Dr. Bruce Lund - Founder and Director of 90-Day Sales Manager - a 12-week master course on how to explain and sell your unique value, perfect your prospecting and follow-up, onboard and retain clients, create a world-class brand, and build your confidence. This is the second episode with Dr. Bruce, and we’ll be talking about habits 1-5 of the 90-Day Sales Manager system. From being proactive, to following up, to keeping your name and business front of mind, Dr. Bruce gives us easy-to-follow steps, along with tips on how to achieve each one in the 90-Day Sales Manager system. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Conference season is in full swing in September/October Habit #1 was touched on last time - crafting your “message,” differentiating yourself, and overcoming the ‘commodity trap’ Habit #2 - ‘proactive prospecting’ The mindset is-helping/educating your target segments. Be proactive and follow up. Habit #3 - Fortune is in the follow-up, how are you fighting to win the business? Habit #4 -The customer experience, what is your 90-day client onboarding process? Nurturing your leads instead of going on to the next deal. Every deal can be worth four more deals! Ask at least twice for referrals. Advocates vs. promoters - promoters keep you in business, but advocates are the real rock stars of your contacts Quick tips for small, textable videos - intro of yourself, steps of the process, intro to your insurance agent, don’t assume anyone knows how this all works Habit #5 - one of the most important - self-promotion isn’t evil, it’s necessary - money follows attention and activity, be a person of influence! Resources/Links: Dr. Bruce Lund LinkedIn 90-Day Sales Manager Dr. Bruce Lund’s First Lending Forward Episode Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Are you still confused about creating social media content for your business? You’ll want to listen to this episode. Today my guest is Phil Treadwell, award-winning Certified Mortgage Advisor and 18-year mortgage industry veteran. He currently serves as the Market Leader for Your BREW Team at Thrive Mortgage. He is also the Founder and Host of the Mortgage Marketing Expert podcast where he interviews expert guests who share firsthand tips and advice on how to build a more effective and efficient business. Phil was named one of the 40 Most Influential Mortgage Professionals Under 40 in 2019 by National Mortgage Professional Magazine, and he was also named one of their Most Connected Mortgage Professionals in 2021. Yahoo! Finance listed him of the Top 20 Mortgage Professionals in 2020. Phil has built sales teams & coached industry professionals in markets all over the country, and he currently resides in the Dallas-Fort Worth, TX area. You’ll hear why marketing your business on social media is so important, some tips on how to create content that makes people want to stop scrolling and listen, and how to build relationships that are more than simply “transactional” in nature. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Phil’s path to success Phil’s a-ha moments - starting over in Dallas - similarities in the industry vs. today’s technology Why content marketing/social media is so important - Average American spends 2.5 hours a day on social media The ‘DMV test’ for your content What content/inspiration? Guide ppl? Who is audience What value/objective Best medium for that message to that audience Pillar content - hobbies, places, groups on FB - that creates an audience Tell your audience how your content will benefit them Conversations with clients - “What is significant about this for you?” Dig deeper! Build relationships for life Lending Forward – Social media - engage in other people’s content! Resources/Links: Phil on Instagram Phil Treadwell LinkedIn Thrive Mortgage Mortgage Marketing Expert Podcast Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

In this episode, I’m welcoming back “Coach” Kyle Draper, social media expert and host of the podcast “The Social Media Mindset.” In this episode, we will be discussing Kyle’s thoughts on the changing popularity and functionality of different social media platforms. If you’re not doing video content, both short and longer forms, and not taking advantage of all the platforms that are available to you, as Kyle puts it, it’s kind of like going fishing and having access to six poles, but saying “Nah, I’m good with just one.” Every conversation, meeting, class, event, is a source of content. Do a long-form 30-minute video once a week, and use that to pull all your shorter content for the week. There are easy ways to outsource editing and polishing with services like Fiverr, so why not give it a try? Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Re-evaluating social media - moving Instagram from #1 to #5 (Gary V the king of content), Facebook to #1 (for reels), YouTube shorts, TikTok to #3 Why not use every opportunity that is available to you - you’ve already got the content, so upload it to every platform you can! Don’t ignore long-form content - podcasts, educational, do something longer than one minute to expose the best version of yourself as an expert Pick two topics a week for 3-6 minutes each, and pull short reels from this content Sit down and record 30 mins a week, send it to Fiverr to edit and create a final product, use that content to create content for all the platforms Yesterday’s conversations are today’s content – your calls, your coaching, your meetings - all contain great content Personal referrals are always trumped by your online presence, if you look like you suck, the perception is that you suck Resources/Links: Kyle Draper Website Kyle Draper Facebook Kyle Draper Instagram Kyle Draper LinkedIn Kyle Draper YouTube The Social Media Mindset Podcast Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Today I’m joined by Realtor and Property Manager Jeff Babb from @Coastal Realty, and CEO of Babb Real Estate. With 176 current properties under management, Jeff knows what it takes to build and maintain that size of business – and it involves setting boundaries to keep your work and family time separate and distinct. The AtCoastal Realty team of professional realtors offers world-class service to clients in the Coastal Virginia & North Carolina Real Estate Markets. They serve the entire Coastal Virginia and Northeastern North Carolina Real Estate Markets including areas such as Chesapeake, Hampton, Newport News, Norfolk, Virginia Beach, Poquoson, Smithfield, Suffolk, and Yorktown. Jeff believes that buying or selling a home does not have to be stressful or overwhelming. Excellent customer service can still make all the difference. He is an expert relationship builder and a master negotiator. A veteran of the property management business in Hampton Roads, Jeff loves helping people turn their real estate into a positive investment. In this episode you’ll hear how Jeff got his start and realized that real estate was the place he wanted to be, making sure he has a team in place to support his lifestyle which includes separating his work and home life with definite boundaries, and some stories around his businesses in both property management and real estate sales. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Jeff has 176 properties currently under management How Jeff got to this point - at a sales award meeting, Jeff realized someone made $75,000 in one month as an agent Agents starting out, or thinking of becoming one– Jeff’s advice is to make a plan to make enough money to cover your bills during a transition Good and bad stories about Jeff’s experiences How Jeff found success with management and listings - tenants that can buy, owners that need management A-ha moment to expand team - Jeff thought he could do it all but …. Business a-ha moment? Setting boundaries between home and business, being aware of balance How did Jeff notice, and what has he changed around boundaries? Targeting only doing business during 9-5 - the business shouldn’t consume you Lending forward? Inventory is low, stagnancy, rentals booming - so educating clients is key, ensure you have a strong base to build on, coach and train your teams Resources/Links: Babb Real Estate Website AtCoastal Real Estate Website Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

My guest today is Rebecca Lorenz, Master Ninja Mortgage Coach and Ninja Selling Instructor. Ninja Selling is a training system based on a philosophy of building relationships, listening to your customer, and helping them achieve their goals. It is a philosophy that rejects pushy sales tactics. Ninja salespeople believe it is better to create value for people by solving their problems - the selling part then takes care of itself. Rebecca works closely with loan officers to create a personalized plan of action using Ninja Selling. Rebecca started in the mortgage industry in 1999 and has had many roles over those years. From starting in the marketing department to loan officer, to having a top-producing team, she’s seen and experienced many facets of the real estate industry. In this episode, Rebecca shares a quick overview of the “Ninja 9” selling techniques to help improve your connections and referrals, educate your clients, and to simply begin each day with gratitude. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Rebecca’s background and path to Ninja Selling What is resonating with people? The basics of Ninja 9 are evergreen, through every type of market The 9 Steps Start every day with gratitude Show Up- dressed and ready Send handwritten notes Hot list = closing in less than 90 days Warmlist = more than 90 days Weekly update calls Annual mortgage reviews Minimum of 50 interviews/conversations per week Updating your database Lending Forward: this is the time to shine! It's a great time to educate, communicate, find out the changes in your contacts’ life Resources/Links: Rebecca Lorenz LinkedIn Ninja Selling Website Ninja Selling Coach Website Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Today’s guest on the podcast is Nick Jacovides, founder and CEO of EDC Homes. EDC Homes is an experienced Hampton Roads, Virginia-based home builder offering top-quality homes at affordable prices in Virginia Beach, Chesapeake, Norfolk, Hampton and Portsmouth. Locally owned and operated, they focus on homebuyers looking for prices starting in the low $300,000s as well as homes into the $800,000's. The EDC experience can be summed up in one word: easy. From pre-closing through post-closing, we do everything we can to make the home-buying and move-in process as easy as possible for our customers. EDC homes offer superior value, functional design, and quality to each homebuyer. EDC focuses on core principles of excellent service, customer support, and flexibility, placing great importance on attention to detail and what makes a house a home. I speak with Nick about his decision to pivot his company from the construction lending space after the real estate crash of 2008, the many benefits buyers can expect when purchasing new construction from EDC, and how the market for new homes is finally going to have more inventory available in the coming months and years. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Intro and background - Nick Jacovides How the real estate boom of 2006-07 was very different from the challenges we’ve had in the last few years Building vs. buying? - wait times are finally coming down, EDC actually has unsold, built homes available for the first time in three years What is the EDC advantage? Ranked highly in the Coastal Virginia region, watching trends in home needs, offices, kids play, flex space. Buyers want great kitchens w prep and storage, smart home tech, energy efficiency, energy saving. Importance of four-pronged team - mortgage banker, listing agent, builder, buyer 2-1 rate buy downs from sellers is a great option for some buyers Doing your research as a buyer is important EDC offers extended warranties, works closely with buyers to find the right purchase scenario Advice for newer mortgage bankers looking to develop relationships with a builder – look at their inventory, current projects, pipeline, what’s coming in 4-6 mos., get the insider info, understand the buyer’s goals and needs Lending forward? Big plans for the last quarter of this year, many homes coming available, larger and smaller, for lower price points, new communities with single-family homes, townhomes - lower price but w/amenities, national homebuilders show Resources/Links: Nick Jacovides LinkedIn EDC Homes Website Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Today I’m joined by the world-renowned Jen Du Plessis. Jen’s passion is helping Mortgage Loan Officers, Realtors, and Entrepreneurs grow their businesses while maintaining the lifestyle they’ve always dreamed of. During 15 of her 37-year career in the mortgage industry, Jen has been listed in the top 1% of loan officers nationwide; spending 3 years in the top 200 of nationally ranked originators and has funded over $1 Billion in mortgage loans. She is recognized as an Influencer in her industry as a #1 Amazon best-selling author of LAUNCH-How to Take Your Business to New Heights; Host of two podcasts – Top Ranked Mortgage Lending Mastery and newly released Success to Significance: Life After Breaking Through Glass Ceilings. She is a highly sought out and charismatic speaker; speaking on stages with such icons as Tony Robbins, Darren Hardy, Les Brown, Barbara Corcoran, and Jack Canfield. In this episode Jen and I discuss what to do when you’ve become overburdened by your work and need to step back. We’ll talk about what to do first, how to surround yourself with great teams, how to work your contacts, and the necessity of honing your skills. Jen gives us simple, easy-to-understand steps that you can take today to increase your business while creating more time to spend with family and loved ones. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Jen’s intro and how her passion led to her success The “a-ha” moment when Jen ‘cracked the code’ and doubled her income The first step to stepping back - The four steps to growth: Formulation Concentration Momentum Stability Some driven people have a hard time stepping back, delegating, hiring teams Three phases of developing your business: Me Messaging Voice Working your community and your database - follow up and ask about common interests Fine-tune and hone your skills, engage whenever you can Attracting clients with five steps Clarity of message - what makes you different Credibility - certifications, talents, Community - nurture, not neglect Communication – effective and efficient Continuity - clear goals, only activities that move the needle How Jen is lending forward - focus on what will happen next year starting in September, coaching mortgage companies, going international Resources/Links: Jen Du Plessis LinkedIn Kinetic Spark Consulting Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

In tough economic times like these, it’s tempting to latch on to the latest new idea, tool, or method in an attempt to increase your business or bring your volume back to your previous levels. But Steve Powell, a Growth & Leadership Coach here at Atlantic Bay Mortgage Group, says that’s often a bad idea. As Steve tells us, it’s better to rely on a proven technique that you have vetted, and power through it– don’t be distracted by the latest shiny object. Loan officers and agents often jump right from idea to action without letting the thought sit and develop a bit more so it can become an effective behavior. Humans often do not think enough before acting, as millions of YouTube accident videos will show. Steve recommends taking time before your week begins, maybe a Sunday evening, to sit down for no more than an hour and plan out your week. Think about how the interactions with your clients or customers might go, and just think… get your mind “set” about the best ways to approach each scenario. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: What Steve is hearing in the industry as our market continues to shift The best advice at this time for mortgage bankers who are serious about building their business Taking time to answer questions in any public speaking engagement - “Let me think about that” Time-blocking - schedule time to think and plan Meditation, spiritual pursuits, exercise Writing a recap to yourself after learning something new The “noise” of too many tools, books, methodologies, etc How thinking drives performance Creating expectations, building drive, when behaviors becomes perfomance Give your thoughts and plans enough room, and time, to become effective behaviors Resources/Links: Steve Powell LinkedIn Maxwell Leadership Website Dr. John Maxwell - Books Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

My returning guest today is Dan Habib, EVP of MBS Highway. Dan gives us an insider look at interest rates, inflation trends, market charts and other data that shows us how far we’ve come in 2022 and what the beginning of 2023 may look like. Dan’s advice, if you’re currently renting and waiting to buy, is – don’t wait. It’s a buyer’s market right now, and if you opt for lower up-front costs, you can always refi when rates begin to come down again. MBS Highway provides daily market insight videos, real estate data, live market quotes, alerts to lock/float ahead of lender re-prices, loan comparison tools, cost of waiting analysis, debt consolidation tools, and much more. MBS Highway turns mortgage professionals into advisors that understand what is driving interest rates, are able to articulate the financial opportunity in housing, and are actual ‘debt managers.’ Surprisingly, most mortgage professionals are not able to do these things. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Reviewing previous appearances Looking to the Fed meetings in November and December - what hikes will we see The UK had their own troubles with the country’s pension plan, doing buying now Inflation predictions - start to see easing at the end of Q4 this year, beginning of Q1 2023 Rates went up so fast, will they come down fast? Probably not. 30% of MBS transactions are still refi’s Mortgage bond pricing vs. interest rates “Floor of support” vs. “ceiling of resistance” in the candlestick charts Crystal ball - renters are waiting, when will things “shake out”? It’s not a good idea to wait, in general. Rents are going up steeply each year. It’s more of a buyer’s market now. Resources/Links: MBS Highway Website Dan Habib LinkedIn Dan Habib #3 Mid-Year Projections Episode Dan Habib #2 Be The Advisor Episode Dan Habib #1 Signals of Recession Episode Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

We’ve all heard the excuses around why certain professionals are not using social media as much as they should. Deborah Byrd, CEO of Plug And Play SM (Social Media) is here today to tell us a little bit about why Plug And Play SM is the #1 media agency for modern mortgage advisors, offering a “Plug and Play” solution based on each industry professional’s unique needs. Deborah tells us a bit about her and her twin sister, their careers in the mortgage industry, some insider tips and tricks for content and the algorithms being employed by Facebook, TikTok, Instagram etc. and why you truly should be utilizing these platforms to gain more market share and build your business. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Deborah’s background and family influence on her career Plug And Play SM – what is it and how can it be used for your business Removing the friction and excuses for avoiding social media Finding the uniqueness in each of her clients Short form video - Reels vs. Stories, Youtube, Instagram, TikTok, Facebook Building trust with varied content on socials Lending Forward – You need to get on socials and like, comment, share within your industry contacts – be a fan, build your connections Resources/Links: Deborah Byrd LinkedIn Plug And Play SM Instagram Plug And Play SM Website Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

The first-ever Music City Sales Summit is happening November 7-8th, 2022 in Nashville, Tennessee. It’s a one-of-a-kind opportunity that merges the sharpest industry experts, cutting-edge mortgage market analysis, and unforgettable, fast-moving sessions that will send your sales off the charts! In this episode, I’m welcoming back Dave Savage, Founder and Chief Innovation Officer of Mortgage Coach, and Tim Davis, VP of Strategic Growth at Atlantic Bay Mortgage Group to tell us a little bit more about what to expect at this exciting event in a cool and “vibey” city. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Something exciting is happening in Nashville Nov. 7-8, two blocks from the action in town Three great reasons to be excited: Coming out of Covid, in person is the best, form lifelong relationships and friendships Nashville is cool and vibey - CMA’s are happening the week of this event The People/Speakers - Freddie Mac, sales training, Rebecca Laurence from Ninja Mortgage Taylor is going, loves Nashville, and very excited as well Hotel rooms at the Margaritaville Hotel are at an unheard-of price of $250 a night (average in Nashville is $500) The hotel is two blocks from Tootsie’s and the hockey arena Book your flight and hotel today and join us for an amazing networking event Resources/Links: Music City Sales Summit Nov 7-8 Dave Savage LinkedIn Mortgage Coach Blog Mortgage Coach Youtube Tim Davis LinkedIn Originators Guide Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Dr. Bruce Lund believes that everybody needs a coach - because the most successful people are the best-trained people. Bruce is the Founder and Director of 90-Day Sales Manager - a 12-week master course on how to explain and sell your unique value, perfect your prospecting and follow-up, onboard and retain clients, create a world-class brand, and own your confidence. This episode is the first in a series with Dr. Bruce. We talk about the coaching available through 90-Day Sales Manager, identifying, developing, and perfecting your “Opportunity Statement,” who can benefit the most from this program, and some of the best practices Bruce teaches in his sales coaching. This program is for salespeople to learn how to set themselves apart in any “commoditized” industry - where competition has simply come down to price. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Bruce’s background and journey to 90-Day Sales Manager High-performance coaching to bring out your unique, authentic self Your Opportunity Statement - how to develop it, how to use it, how to build your confidence Why 90 days? Who can benefit from the 90-Day Sales Manager program, and what does the training look like? How the 90-Day Sales Manager helps identify and perfect your positioning to colleagues and clients Using your opportunity statement - every initial conversation, email signature, 90-second videos Your statement helps you find the right people to work with, that share your belief system, in minutes, instead of months Resources/Links: Dr. Bruce Lund LinkedIn 90-Day Sales Manager Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

By providing high-tech solutions and sharing high-trust strategies, David Savage empowers lenders to turn mortgage advice into a competitive advantage. Dave joins me to talk about the the many resources he's created and encourages everyone interested in continued education and training in our industry to tune in to their valuable content on his Youtube channel and website blog. Dave joins me to talk about the many resources offered through Mortgage Coach and encourages everyone interested in continued education and training in our industry to tune in to their valuable content on the Mortgage Coach Youtube channel and website blog. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Dave Savage background and journey up to the Mortgage Coach Providing that ‘wow’ factor to consumers The valuable assets offered by Mortgage Coach– Halftime Report, Youtube channel, new loan officer playbook Some knowledge from the number one loan officer in the U.S. –Shant Banosian Scripts and misconceptions about using them Your words matter! Scriptapalooza and your elevator pitch Be yourself, but also be the best Training– the best loan officers are the best-trained officers Measuring success– profitability per loan officer should be your marker Lending Forward – leadership, Youtube content, and more microcontent delivered to those who need it Resources/Links: Dave Savage LinkedIn Mortgage Coach Blog Mortgage Coach Youtube Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Dew Tinnin has actually heard some mortgage bankers tell her, “I’ve never called my database”! Instead of feeling shame and guilt about this, plan out a schedule to start contacting them now, and start making yourself a valuable partner, or you may find that you won’t survive this latest shift in the market. Dew is a returning guest to the show, and she is CEO and Head Coach at Skillway. In this episode, I talk to Dew about some great strategies, tips, and content you can use right now to reach out and provide value to clients and agents you’ve got in your database. Dew shares what to say in her “service call” techniques (one tailored to past clients, and one for agents,) how to follow up after the call, and simple ways to get your contact info into the right hands for easy referrals. Dew has been a full-time sales coach and consultant since 2011, delivering game-changing results for hundreds of clients. She has spent over 5,000 hours in one-on-one coaching sessions and now primarily works with CEOs, multi-million dollar producers, and the Skillway team of coaches. Dew also shares her expertise and positivity as a guest speaker at seminars and keynotes nationwide. In 2017, Dew founded Skillway with her husband, Shane Tinnin, to develop tailor-made coaching and consulting solutions for sales professionals and organizations seeking to build relationship-based businesses. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Dew’s signature message: What got you here, won’t get you there Your two best sources to tap into now: your past agents, and your book of business The Service Call Technique taught at Skillway Three questions to ask in your service calls How to ask for referrals without “asking for referrals” How often should you be touching your database? Once a year is plenty When to make your agent service calls Many ways to provide value to agents - sharing courses, books, articles, event invites A lot of mortgage bankers won’t survive this industry and market shift – make sure you’re not one of them! Resources/Links: Skillway Website Dew Tinnin LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

An average two-bedroom rental in Virginia Beach is currently between $1300 and $3000 a month. Lori Gibson thinks that’s insane. Why give all that money to someone else, when an affordable home purchase has a monthly payment of around $1600? In this episode, I’m speaking with Lori, a Senior Mortgage Banker at Atlantic Bay. With over 35 years in the industry and 15 as a mortgage banker, Lori has helped thousands of clients purchase and refinance their homes. Lori and I talk about the “recession” fears propagated and inflamed by the media. It’s no wonder people are scared and not buying, but have you considered buying now, and refinancing later? Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Lori Gibson’s family has been in the industry for years A history lesson: rates were near 13% in the 80s and no one cared The ebbs and flows of the market continue, but this is definitely a slow time The industry has been spoiled by the last few years of interest rates Advice to potential buyers - don’t be frightened by the media Buy a cheap house and renovate Buy a cheap house and sell/repurchase your dream later Staying positive in a hostile/negative media environment Resources/Links: Lori Gibson at Atlantic Bay Lori Gibson LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

“You CAN have it all, but probably not all at once,” is the message from today’s guests, Kendra McCormick and Tina Caul. From dealing with ‘mom guilt’ to being a better partner to your real estate agent, to making a ten-year plan, Tina and Kendra give us some insight on how they made it to where they are and reveal some great advice for those just getting started. Tina Caul has been in the real estate business for 20 years, personally sold over 2000 homes, and ranks in the top 1% of realtors in the U.S. Her specialty is coaching other realtors to increase income FAST, remove limiting beliefs, have ownership in your brokerage, and partner with top agents locally and nationally to create multiple streams of income. Kendra McCormick, a mortgage banker with Atlantic Bay, has been giving homebuyers sound mortgage advice since 2006 and helping them find the best loan for their family. Sitting down with Kendra to discuss your dreams of homeownership is like sitting down with a trusted friend. She makes the homebuying experience everything you want it to be — fast, easy, and fun. The podcast “Lending Forward,” hosted by Taylor Ellard, is brought to you by Atlantic Bay Mortgage Group®. Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Today’s real estate environment is challenging – advice for navigating it Communication is everything Advice for those just breaking in to the industry What real estate agents want to hear from mortgage bankers Be unique, educate yourself, share your knowledge and create value The work/life balance – you may never achieve it as a mom Making a ten-year plan Evolve, change, learn Do the hard stuff first! Resources/Links: Kendra McCormick LinkedIn Caul Group/eXp Realty Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Atlantic Bay’s Producing Sales Manager Rick Melville joins me today on the podcast to talk about his proven methods of ‘planting seeds’, sending weekly update videos, setting boundaries, educating clients and referral partners, and “winning your week.” Rick has almost 30 years of experience and focuses on being proactive, thorough, and transparent every step of the way. You may be hesitant to put yourself on video for your clients and partners, but don’t overthink it! Nobody cares if you’re not perfect, in fact, Rick’s experience has shown that people respond much more positively to seeing you as your true authentic self, in a short amateur video update, than in a big production value “staged” video. Join us for some extremely valuable insights and tips that could make YOU stand out in your region if you start doing videos right away. The podcast “Lending Forward,” hosted by Taylor Ellard, is brought to you by Atlantic Bay Mortgage Group®. Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Rick’s background and passion, how he got into the industry Setting boundaries with clients, educating borrowers Rick’s video process and weekly schedule “Better done than perfect” – don’t agonize over your videos– record with your phone and send! What to send in videos– educate, use MBS Highway, pictures and graphs, data that makes you smarter than clients Send your videos in text messages to recipients, keep it short Block your time, send your videos before you move on with your day Soon you will win your week, month, quarter and more Resources/Links: Rick Melville LinkedIn Rick Melville Atlantic Bay Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Do you worry about being “wrong” and not having the perfect advice for your buyers? You can’t predict the future, but you can give sound professional advice for what is happening “right now.” David Childers, President of Keeping Current Matters (KCM) is here to tell us how they are changing the way real estate advisors educate and serve their clients. At KCM, knowledge is power, and their innovative approach of distilling info gleaned from multiple industry expert sources can help you grow your business and consistently raise the bar for what it means to be a true real estate professional. Using the weekly KCM reports and disseminating the info to your colleagues and clients helps you become more confident and stand out as the expert in your market. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: David Childers intro and background Where KCM gets their info - sources David shares some best practices for agents and lenders using the KCM industry info How can we discuss the shifting market with our teams and clients? KCM gives you the dots, and helps connect them Historical data around recessions, inflation, cycles etc Many agents worry about being “wrong” You can only give the best advice for “right now” - and re-assess as things change KCM is changing how consumers are educated Get the KCM app, sign up for the free blog Resources/Links: Keeping Current Matters Website Sign up for the Keeping Current Matters Blog Get the Keeping Current Matters App Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Some homebuyers don’t know they have options when shopping for a mortgage. You may think that your bank, whom you’ve been with for years, is the only option. But what you may not realize is that mortgage banking is probably not a priority for them. At Atlantic Bay, our mortgage bankers are all highly specialized and educated ‘insiders’ in the homebuying industry, and your mortgage is their number one priority. My guests today are Mike Ray and Mike Woodard, both Mortgage Bankers from our Atlantic Bay family. We’re going to discuss all the ways that Atlantic Bay Mortgage can provide homebuyers a distinct advantage in the lending process. From the personal relationships with team members (processors, closers, and underwriters) to specialized knowledge of the industry, Atlantic Bay mortgage bankers offer quite a few advantages over the big banks. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Mike and Mike– backgrounds and paths to Atlantic Bay Different approaches to loan obstacles You have options when looking for mortgages Don’t get swept up in the “alarmist” news and headlines Shift the narrative, don’t buy in to the negativity The future for Mike and Mike – more marketing, more education, more industry knowledge to share Resources/Links: Mike Ray LinkedIn Michael Woodard LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

My guest today is Todd Duncan, renowned author and speaker. According to CNN, Todd Duncan is “the Tony Robbins of the mortgage industry.” He is the author of 17 books, including the New York Times Bestsellers, Time Traps: Proven Strategies for Swamped Sales People and High Trust Selling: Make More Money In Less Time with Less Stress. He has spoken to groups from as large as 70,000 people, down to smaller, more intimate groups in his high-performance sales workshops. Todd shares some of his proven business strategies, with stories of finding achievement and significance through building trust. From developing the “muscle” of asking for reviews and referrals, to making your real estate deals about emotion and transparency instead of product and price, you will always get more business with a positive outlook and attitude, no matter what state the industry is in. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: It’s a very difficult market right now, how would you coach mortgage and lending professionals through this period? Martin Seligman’s study around positive attitudes Todd’s tips and tricks for creating longevity Relationships need to provide value Real estate is still appreciating this year, although its much lower than last year’s 18% Training yourself to ask for referrals from happy customers Fear is just a word, coaching people through it Lending forward, Todd wants to touch 1M clients in the next year Using emotion, “What would it mean to you to own a home?” Download Todd’s free guides on his website Resources/Links: Todd Duncan Website Professor Martin Seligman Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

My guest today is Iheanyi Iwuagwu, who goes by the nickname Kiwi. From his first foray into real estate development in Nigeria, Kiwi has since developed more properties in Atlanta and Nigeria, and currently has 120 units under his belt. Currently, he is building The Luxe in Atlanta. Join us for an inspiring discussion of how Kiwi began dreaming of floor plans and interior design as a kid and made the jump from college to designing his first four-town home unit for a friend. Kiwi is working on starting up an advisory business for others to follow in his footsteps. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Kiwi’s background in tech startups, water treatment, and real estate Lucky break in financing when developing his first project Flipping his first properties in Atlanta The difficulties learned over two years – contracts, permits, and other issues Kiwi now has 120 properties developed What are some of the major differences between developing here and in Nigeria? Design and finalizing- Kiwi’s passions Advice for budding architects? What’s next and how are you lending forward? Telling his story to help others follow Kiwi’s path Resources/Links: Iheanyi Iwuagwu LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Are you truly serving your clients with orchestrated excellence, or do you spend your time playing catch up, missing time with your family and friends on nights and weekends, trying to please your clients? Jenny Stoner admits that for the first 17 of her 22 years in the mortgage business, she was doing it wrong. Now, as a coach, she is helping industry pros take a step back and manage their stress by taking the time to serve their clients the right way, with the best they have to offer. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: What led you to begin coaching others? You said your stress once put you in the ER. How do you coach people to handle their stress? Jenny never knew there was a choice of how to react to stress Pleasing vs. serving your clients Many industry professionals think, “what if I miss or lose that client?” if you don’t call them back on a Saturday in the middle of your child’s sports game The scarcity mindset vs. abundance mindset People need tools to deal with their stress- coaches can help Business looks different today than it did in 2020, but that’s okay How Jenny is lending forward -helping agents build a business and life that they can love Resources/Links: Jenny Stoner LinkedIn DC Coaching Website Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Leigh Brown has got a lot to say. Not just about the real estate industry, but on many different topics! As CEO of One Community Real Estate®, Leigh has 21 years of experience as a top-performing REALTOR and professional problem-solver. She is a must-see keynote presenter in the areas of leadership, sales, and motivation, #1 best-selling author, honest coach, and kickin’ keynote speaker. Join us for a lengthy discussion on things like music playlists, selling chainsaws, baby formula shortages, and oh yes, how to get organized and prevent home sales from slipping through your fingers. Blocking your revenue leaks is top of the list for any realtor looking to grow their business. With more revenue coming in, you can hire more people, get better organized, and increase that revenue stream with machine-like precision and targeted timely follow-up. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Taylor is a big fan of Leigh’s Leigh’s Music Playlist Baby formula shortage Leigh’s background, Dad in real estate, stockbroker in Manhattan, chainsaw sales Fred’s amortization chart What would you tell yourself 10 or 15 years ago? Time blocking to accomplish your goals Panic around inflation and fed rates VA and FHA loans- loan officers need to educate agents Don’t miss out on opportunities - get organized, and block your revenue leaks Resources/Links: Leigh Brown Website Leigh Brown Realtor Leigh Brown LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

In this episode, I’m thrilled to welcome back Casey Rutherford from Modern Agent to our podcast. I’ll be asking Casey about things like “mom guilt” and overcoming it, balancing our full family lives with being a responsive agent to all your clients, and living, as Casey terms it, an ‘integrated life’ which is a little different than the typical ideas about work-life balance. Society has imposed a lot of ridiculous norms on women and how they are supposed to behave regarding family and children– don’t fall prey to some of these antiquated societal ‘rules’ that don’t really even exist! Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Casey how are you defining ‘balance’ in your life as an agent these days? It’s difficult for many women to say ‘no’, how have you set boundaries with your work and clients? Being transparent with clients is essential – what tips do you have for setting expectations during that first meeting? Some pivotal moments for Casey in the last twelve months Mom guilt and how to diffuse it Casey hired a nanny to potty train her third child, and got lots of support for it Many of the things we wrestle with as moms are just not talked about How Casey had nametags made for her kids and clients thought it was the cutest thing ever What’s a good piece of advice for agents/moms/dads out there on balancing family and work? Time blocking and google calendars are your friends! Resources/Links: Casey on Modern Agent Website Casey Rutherford LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Get ready for some enlightening statistics and predictions from one of our favorite returning guests, Dan Habib. As Executive Vice President at MBS Highway, Dan is always up on the latest trends, numbers, stats, and industry directions. Dan tells us about the likely recession that may hit as soon as Q4 of this year or early 2023, and how inflation, fed rate hikes, unemployment, housing supply and demand, and more will affect our industry over the next 6-12 months. Don’t let the negative attention-grabbing media headlines upset you. Use Dan’s real information and past trends to help your clients and borrowers navigate the reality of today’s market by being well-informed. MBS Highway provides daily market insight videos, real estate data, live market quotes, alerts to lock/float ahead of lender re-prices, loan comparison tools, cost of waiting analysis, debt consolidation tools, and much more. MBS Highway turns mortgage professionals into advisors that understand what is driving interest rates, are able to articulate the financial opportunity in housing, and are actual ‘debt managers.’ Surprisingly, most mortgage professionals are not able to do these things. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Where are we headed? Keep an eye on the GDP Watch the unemployment rate, if it ticks up, we’ll probably have a recession The 2-year vs. 10-year yield curve The inflation rate and fed response Negative media constantly announces a ‘housing bubble’ that doesn’t happen Supply and demand statistics in the U.S. housing industry What message should agents be sending to clients right now? Don’t wait to buy, but structure loans for refi in 12 months Resources/Links: MBS Highway Website Dan Habib LinkedIn Dan Habib #2 Be The Advisor Episode Dan Habib #1 Signals of Recession Episode Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Today I’m honored to speak with Bruce Buckley (CEO) and David Ramirez (Home and Credit Financial Education Program Manager) from Soldier On, a private nonprofit organization committed to ending veteran homelessness. Since 1994, the organization has been providing homeless veterans with transitional housing and supportive services. In 2010, Soldier On opened the first Gordon H. Mansfield Veterans Community, a permanent housing cooperative that provides formerly homeless veterans with safe, sustainable, affordable housing – transitioning them from homelessness to homeownership. This housing model has now been replicated seven times, and currently comprises 300 apartments (and growing) in the Massachusetts and New Jersey region. Bruce and David talk with me about some inspirational success stories of veterans who started with nothing, on the streets, unsheltered and unaware of the many benefits and programs available to help them. From financial counseling to help them establish and build credit, to VA loans that can enable them to become homeowners, Soldier On continues to change the end of the story for homeless veterans throughout the country. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Bruce Buckley and David Ramirez background and path to Soldier On Why Soldier On was founded and its original format The many financial services and programs available through Soldier On David Ramirez and his expansion of the Soldier On programs How and why many vets experience homelessness Soldier On now has seven veteran housing complexes in MA and NJ Success stories around Soldier On veterans How the successful veterans are passing on the knowledge and paying it forward Thank you for your service! Resources/Links: Soldier On Website David Ramirez LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

It’s more important than ever in today’s real estate market to be unique, be the first, and be ‘of service’ to your clients and potential referrals. One way you can accomplish all of this is by holding a simple housewarming party for your latest homebuyer. You know when the date is, and you have the venue already picked out. My guest today is Michael J. Maher (pronounced “mayor”) - bestselling author of the “power parable” style book, “(7L) The Seven Levels of Communication: Go from Relationships to Referrals.” Michael's company REFERCO is the World's Foremost Authority in Business Referrals and consults with companies as small as solopreneurs and as large as large private companies and Fortune 1000 publicly-traded companies. Michael is one of the hottest speakers in the country. Formerly known as North America's Most Referred Real Estate Professional, in just his third year of real estate, he did 187 transactions for $40.1 MM in sales and netted one million dollars. He received over 500 Referrals for 11 straight years. And now, his (7L)System and methodologies have grown beyond the real estate world to see its application in nearly every profession and industry. Michael talks with us today about doing events such as housewarming parties to gain goodwill (and of course referrals) in your community. Don’t overthink it, just throw the party and see what happens! Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: What was the inspiration behind your book “7L”? Michael tried other methods but nothing came of them A trip to the ER, flatlining, and realizing he better write the book Why 7? Listening may be the 8th level ASAs and referrals The movie event that garnered 170 referrals in a day What should a housewarming party look like? People say, ‘it's so unique’ - isn't that sad? It should be common! Don’t treat your party like a marketing event. Be of service. Clean up the plates. Make sure everyone has a drink. Make sure you do door prizes to get people’s information People that were ‘caged and enraged’ are now ‘uncaged and engaged’ and looking for events Inviting someone to something is letting them know you want them to be part of the tribe- Maslow’s hierarchy Be unique, be the first in your market Resources/Links: Michael Maher Website Housewarmingparties.com Referrals Podcast w Michael Maher Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

I’m so happy to welcome back Mia Jones, Affordable Lending Manager at Freddie Mac. As Mia tells it, she is the “number one cheerleader for Freddie Mac” because she herself was able to become a homeowner using Freddie Mac. Mia is going to talk to our listeners about some of the digital tools that Freddie Mac is using to make processes really easy for everyone involved in the home buying process through their programs. We’ll talk about tools including the Loan Product Advisor (LPA), the AIM tool (Asset and Income Modeler) and the ACE (Automated Collateral Evaluation). As a real estate professional, are you doing all you can to help potential homeowners from underserved communities get into their dream homes? Freddie Mac’s educational and affordable loan programs may be the answer. Freddie Mac was chartered in 1970 to help keep the economy stable and expand access to housing. They have created accessible education that helps potential homeowners understand credit and how to manage their money in order to buy a home. Over five decades, Freddie Mac has provided more than $11.6 trillion to make homeownership possible for more than 80 million owners and renters. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: What is the Loan Product Advisor? How the LPA can help loan officers with the process Using the Automated Collateral Evaluation (ACE) and appraisal waivers Saving the cost of appraisals is huge these days The LPA is free to the borrower Why Mia is so passionate about Freddie Mac and it’s programs Reach out to Mia through LinkedIn, and check out Freddie Mac for yourself Resources/Links: Mia Jones LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

My returning guest today is Dan Habib, Executive Vice President at MBS Highway. Dan and I have a quick chat about what’s happening with the market, why not to panic, and how to arm yourself with the knowledge that provides value to your clients, using MBS Highway services. MBS Highway provides daily market insight videos, real estate data, live market quotes, alerts to lock/float ahead of lender re-prices, loan comparison tools, cost of waiting analysis, debt consolidation tools, and much more. MBS Highway turns mortgage professionals into advisors that understand what is driving interest rates, are able to articulate the financial opportunity in housing, and are actual ‘debt managers.’ Surprisingly, most mortgage professionals are not able to do these things. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: What are the pain points being felt right now by mortgage brokers? What tools does MBS Highway offer them? Refi’s are down 70% Make sure your clients get into loans now that prepare them for refi late 2022/early 2023 The Fed rates, inflation, recession, and what it looks like from 15 yrs in the future The Single Family Home backlog in building/supply Backlog with supply chain issues The incredible numbers of supply and demand This is not the bubble of 2008, it's completely the opposite Get your loan strategies set up for refi in 12 months Don’t forget to listen to the previous Dan Habib episode, “Signals of Recession” Resources/Links: MBS Highway Website Dan Habib LinkedIn Signals of Recession Episode Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Have you ever wondered how many phone calls you should be doing in one day? Tim Davis has the answer: “As many as it freaking takes!” Today we’ll be talking with Tim about his coaching style, tips for gaining exposure and expansion of your “brand,” and the state of the real estate industry as we move through 2022. Tim has been in the mortgage industry for 27 years and started out originating mortgages. Over his career, he has transformed into coaching roles focused on removing obstacles from originator’s and real estate industry professionals’ lives so they can do more and win more. As VP of Strategic Growth at Atlantic Bay Mortgage Group, Tim’s goals now include connecting with leaders in the mortgage industry and introducing them to the platform here at Atlantic Bay Mortgage. If you are someone who is looking for a home where we really care, inspire growth, and have fun- then reach out to Atlantic Bay. Tim is also the founder of The Originators Guide Magazine and Podcast, with tips for your business in under 3 minutes or less. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: You once wrote a book over a weekend, how did you do it? Does writing come easily to you? Tim’s early days and career path up til now What’s your definition of coaching, and what does the power of coaching give people? Speaking to agents and mortgage bankers out there, what should be their biggest marketing push? Working on your exposure, and expansion Measuring your metrics– # of phone calls, # of conversations you had, # of meetings you set up What coaching can you offer to people who need to cold call? Try event hosting instead of cold calling, people love parties Tim’s surefire 90-day forecast idea for getting clients The surprising success story of an awards show party idea for 100 top agents We will have Tim back for more in the future Resources/Links: Tim Davis LinkedIn Originators Guide Mark Victor Hansen Training Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

In this episode, I’m speaking with Atlantic Bay insiders - mortgage bankers Jordan Yawn and Terence Guess. Their hashtag for this year is #Homeownership in 2022, and they’re here to dispel some of the myths about homeownership, and also give you some reasons why homeownership is so important to your financial future. Stop paying someone else’s mortgage with your rent, and start paying yourself with equity in a home. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Jordan tells us why he thinks homeownership is so important Terence talks about home equity and it’s benefits The hesitations and myths that prevent some people from pursuing homeownership Interest rates, affordability, and downpayments Your mortgage banker is going to play a vital role in one of the biggest financial transactions in your life How are Jordan and Terence lending it forward? Resources/Links: Terence Guess LinkedIn Jordan Yawn LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Today on the podcast, we’re featuring another of our own from Atlantic Bay Mortgage Group. Scott Reise joined us in March 2022 as Senior Vice President and Regional Manager, responsible for all mortgage operations in Maryland, Pennsylvania, Delaware, West Virginia, D.C. and Northern Virginia. Scott is moving our company forward and tasked with bringing in great people to expand Atlantic Bay in new regions. I’ll speak with Scott about his impressions of our company, our teams, our unique and successful processes, and find out how someone who has an interest in joining Atlantic Bay can learn more. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Scott’s passion for creating teams and his path to joining Atlantic Bay What attracted you to Atlantic Bay? The competitive advantages within the company and expanding into other regions What would you tell mortgage bankers considering a move? There are big shakeups happening in our market. What would you tell mortgage bankers about the security we can provide at Atlantic Bay? The “culture of support” at Atlantic Bay and how we stand apart from our competition Scott’s experience so far with everyone he’s met within the company has been amazing Loans are like snowflakes, every one is different for us How will you lend forward in your new position? Upcoming plans, events, dinners, coaching, and more - ways to learn about Atlantic Bay opportunities Resources/Links: Scott Reise LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Pearson’s Law states: “When performance is measured, performance improves. When performance is measured and reported back, performance improves exponentially.” My guest for this episode, Steve Powell, is a Growth & Leadership Coach here at Atlantic Bay Mortgage Group. It is The Atlantic Bay Way to set our people up for success. We know that providing industry-leading coaching is crucial to fostering our company's culture and promoting growth. This speaks directly to one of our core values – We Genuinely Care – and is another way we do everything we can to make sure our team members have what they need to elevate not only their businesses but more importantly, their lives. Join us for a discussion about how coaching can improve so many aspects of your professional life, how to be accountable to your coach and yourself, and ways to measure that personal and professional accountability. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Tell us about your background and what your coaching role means to us at Atlantic Bay You came from a banking background, what advice do you have for others looking to make that switch? What makes you so passionate about coaching? John Maxwell and his training certification programs Define ‘self-accountability’? It’s the hardest form! Accountability loops, measuring accountability Everyone says they would like a coach, but can they commit? The “Culture of Support” within Atlantic Bay Weekly coaching exponentially increases results “Compassionately direct” coaching can sometimes be too compassionate, or too direct, you need to balance for each individual What would you like to ‘lend forward’? How would you want people to describe your professional services Your professional pursuits should drive your personal goals Resources/Links: Steve Powell LinkedIn Maxwell Leadership Website Dr. John Maxwell - Books Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Have you been ‘coasting’ for the last couple of years on refis? Have you let your referral sources dry up? It takes a lot of effort and time to foster those relationships. My guest today is Dew Tinnin, CEO and Head Coach at Skillway. She is a salesperson first, but also a fantastic relationship-building coach. Skillway has a 12-week program that we here at Atlantic Bay are going through right now. Dew has been a full-time sales coach and consultant since 2011, delivering game-changing results for hundreds of clients. She has spent over 5,000 hours in one-on-one coaching sessions and now primarily works with CEOs, multi-million dollar producers, and the Skillway team of coaches. Dew also shares her expertise and positivity as a guest speaker at seminars and keynotes nationwide. In 2017, Dew founded Skillway with her husband, Shane Tinnin, to develop tailor-made coaching and consulting solutions for sales professionals and organizations seeking to build relationship-based businesses. In this episode, we’ll talk about what you can do right now to get back some of those fading referral sources - do something different and unique that will make you stand out. As Dew says, “What got you here, is not enough to get you there.” Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: Live coaching seems to be your great passion– what brought you to this point in your career? Any pivotal moment or coaching story you can share with us? The basic premises of Dew’s coaching include realizing not every relationship attempt is going to be a match Don’t ask lame openers – have a strategy, offer value Coaching people through the ‘disappointment’ of people that say no Using affirmations is a great help How does a person know they need a coach? Everybody has room to learn and grow– if you’re 20 or 60, don’t think you know it all What is coachability, and who is “coachable” to you? Lending Forward? “Don’t rest on your laurels, do the work to develop new sources, be unique, offer value.” Resources/Links: Skillway Website Dew Tinnin LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

Does submitting your loan to the underwriter stress you out? Do you consistently miss closing dates because of the process you have to follow? Do you have to work with a different (and someone not known to you personally) processor, underwriter, or closer on every loan? If you answered yes, you don’t have the incredible competitive advantages that Atlantic Bay does. Today I’m joined by Jeff Verry, an 18-year veteran member of the Atlantic Bay Mortgage Group and a fantastic Internal Sales Coach. Jeff is sometimes incredulous that all other companies don’t do things the way we do them here at Atlantic Bay. From things like TBD loans, to “soft credit pulls” that don’t affect scores, to sending loans directly to underwriting before anything else, Atlantic Bay has figured out the loan process and knows how to do it right. Join us for a discussion of the Atlantic Bay team approach that is at the forefront of the industry today. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: The 4 things that most mortgage bankers are usually selling: We have great rates! We have special programs! We close on time! We’re available 24/7! Those selling points are often simply not true, or are not truly a “competitive advantage” Atlantic Bay’s 4 competitive advantages: Loans go straight to underwriting first TBD loan approvals cost more but provide peace of mind Our “team approach” means we work with the same people, every time Our “Soft credit pull” means no credit score impact, and gives insight early on to loan approvals Any advice for mortgage bankers out there, to help improve THEIR competitive advantage? Resources/Links: Jeff Verry LinkedIn Taylor Ellard LinkedIn Atlantic Bay Mortgage Group

With inflation rearing its ugly head, and all the pandemic issues and shortages, what can mortgage lenders do right now to help home buyers get the best loan possible for them in these conditions? We’ll find out more from returning guest Dan Habib, Executive Vice President at MBS Highway. As Dan tells us, there are many historical trends and turns in the market and financial arenas that can somewhat predict when a recession will hit, and what the subsequent fallout and recovery will look like in the housing market. To keep yourself abreast of all these changes, MBS Highway provides daily market insight videos, real estate data, live market quotes, alerts to lock/float ahead of lender re-prices, loan comparison tools, cost of waiting analysis, debt consolidation tools, and much more. MBS Highway turns mortgage professionals into advisors that understand what is driving interest rates, are able to articulate the financial opportunity in housing, and are true debt managers. Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward? Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. Discussion Points: What are you seeing out there and what do mortgage bankers need to know? The economy 101 history/trends of supply/demand Dan’s chart showing 10 years of treasury rate hikes and mortgage rates What are some recession indicators? The Yield Curve Inversion Unemployment rates and recession indicators Don’t panic at the short-term changes Keep upfront costs low right now in loans Any piece of advice for mortgage lenders right now? Email Dan for a listener discount on MBS Highway information! Resources/Links: MBS Highway Website Dan Habib LinkedIn Email Dan Habib Taylor Ellard LinkedIn Atlantic Bay Mortgage Group