Building a Mortgage Empire | Episode 53

The following guest sits down with host Justin White:

•   Justin Hill - Business Development Manager, Empire Home Loans


How Empire Home Loans Is Recruiting the Right Loan Originators From Retail

As independent mortgage brokers look to scoop up top talent from the retail channel, recruiters are focused on quality over quantity. How can brokers find the right retail loan originators for their shop?  Tune into Episode #53 of Good. Better. Broker. to hear how one of the top retail-to-wholesale shops in the country is bringing in LOs whose values are as strong as their production numbers.

In this episode of the Good. Better. Broker. podcast, you’ll learn how one broker shop is building a team of all-star originators by focusing first on culture.


In this episode, we discuss ...

•   1:25 – Justin’s observations on the hundreds of conversations he’s had with retail LOs
•   2:11 – Justin explains Empire’s approach to recruiting
•   3:56 – Justin shares a story illustrating why culture is important to Empire’s success
•   5:58 – Why education is an important tool in Justin’s recruiting process
•   7:31 – Why Justin talks about benefits for the consumer in his recruiting calls
•   8:18 – Justin on the common objections he gets from retail LOs
•   9:35 – Justin on how having a dedicated transition and training team aids his efforts
•   10:34 – Why Justin intentionally does not bash retail
•   11:36 – Why Justin still considers a “no” as a win in his recruiting calls
•   12:46 – What happens when a recruit comes back to Justin after an initial “no”
•   13:33 – Justin on the most important question he asks a retail LO
•   15:49 – Justin’s advice for other brokers on recruiting from retail


Resources Mentioned in This Episode:

Bonzo


Show Contributor:

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Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

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