The following guest sits down with host Justin White:

• Nicolas Toscano – Mortgage Loan Originator, Barrett Financial


Running a Successful Mortgage Business With Low Compensation and Overhead

There are several levers a mortgage broker can pull to set themselves apart from the competition. That said, nothing beats great service at a great price. How can mortgage loan originators deliver the kind of value that wins deals? Listen to Episode #116 of Good. Better. Broker. to learn how one broker is stacking up referrals by giving his clients the best deal they can find.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to structure your compensation to bring in more business.


In this episode, we discuss ...

• 2:18 – how Nic’s different roles have contributed to his success
• 3:12 – why Nic keeps his compensation structure low
• 3:52 – transparency with borrowers
• 4:19 – chasing trophies in the mortgage business
• 5:07 – referrals and what they mean to Nic’s business
• 6:53 – offering no-cost refinances
• 7:22 – paying for leads and how they lead to conversations
• 8:09 – how Nic allocates his marketing dollars
• 9:32 – Nic’s schedule and how that impacts the way he works
• 11:27 – staying in touch with clients for refinance opportunities
• 12:54 – Nic’s advice on having a low-cost business model


Show Contributors:

Nicolas Toscano
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
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• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

• Mike Miklaus – Broker-owner, Integrity Mortgage


Conversations are the Lifeblood of Business for Mortgage Loan Originators

Local mortgage brokers are winning market share, in part, because they are focused on relationships instead of transactions. To form those relationships, they need to have meaningful conversations with the people in their community. How can LOs form connections that lead to closings? Listen to Episode #115 of Good. Better. Broker. to find out why phone conversations need to be a staple of every originator’s daily activity.

In this episode of the Good. Better. Broker. podcast, you’ll learn what questions to ask to build strong relationships with clients.


In this episode, we discuss ...

• 2:19 – why conversations are the lifeblood of a mortgage loan originator
• 3:12 – why mortgage brokers are uniquely positioned to leverage relationships
• 4:03 – Mike’s love of helping people
• 5:49 – doing self-assessments of your relationships
• 7:12 – having an attitude of curiosity in conversations
• 9:26 – how to be relational instead of transactional
• 10:01 – how to not get caught up in ‘shiny object syndrome’
• 12:37 – holding yourself accountable to have conversations
• 14:37 – borrower needs and how to determine them
• 15:47 – why making outbound calls makes business happen
• 17:23 – why having more conversations leads to more loans


Show Contributors:

Mike Miklaus
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

• Courtney Crowder - Broker-owner, Phoenix Lending Group


When Your Social Circle is Mostly Real Estate Agents, Business Comes Naturally

Every mortgage loan originator has a different strategy for how they get referrals from real estate agents. For Courtney Crowder, it happens naturally because most of the agents she works with are her friends. How does blending business with personal help mortgage loan originators bring in more loans? Listen to episode #114 of Good. Better. Broker. to find out how Courtney has become the preferred lender for multiple real estate brokerages in her area.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to be a champion and a cheerleader for your real estate agents.

In this episode, we discuss ...

• 1:36 – going from working the front desk to being a broker-owner
• 2:15 – pairing real estate agents with the right LOs
• 2:39 – why Courtney treats her business like a real estate agent
• 3:20 – how Courtney has accumulated 80+ agents who send her business
• 3:51 – being a champion for your real estate agents
• 4:31 – using social media to cultivate agent relationships
• 6:30 – relating to single women who are homebuyers
• 7:48 – networking through women’s groups
• 9:01 – staying connected to real estate agents
• 11:04 – when it’s ok to say no to a real estate agent
• 12:04 – becoming the preferred lender for multiple real estate brokerages
• 13:32 – how other LOs can work with more real estate agents


Show Contributors:

Courtney Crowder
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

• Tammy Saul - Broker-owner, Federal Hill Mortgage


How to Surround Yourself with Real Estate Agents Who Lift You and Your Business

Tammy Saul has more than one hundred real estate agents who send her referrals, but it’s the agents she doesn’t work with who have elevated her production. How should mortgage loan originators determine who they should surround themselves with? Listen to Episode #113 of Good. Better. Broker. to find out why healthy relationships are key to a healthy business.

In this episode of the Good. Better. Broker. podcast, you’ll learn why it pays to be selective about the referral partners you invest your time and energy into.


In this episode, we discuss ...

• 1:47 – why every LO needs to ask themselves about who they want to work with
• 2:33 – how Tammy figured out which referral partners she didn’t want to work with
• 6:26 – treating real estate agents like clients
• 7:53 – Tammy’s background as an attorney
• 9:14 – pain points experienced by real estate agents
• 11:45 – eliminating toxic relationships
• 13:34 – managing relationships with real estate agents
• 16:08 – providing actual value for real estate agents
• 16:59 – why Tammy doesn’t talk with agents who have loans in process
• 18:40 – how a personal experience gave Tammy new perspective on the people she surrounds herself with


Resources mentioned in this episode:

Darren Hardy


Show Contributors:

Tammy Saul
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guests sit down with host Justin White:

• Eric Katz, Independence Home Loans
• Michael Cain and Tracy Campagna, SD Mortgage Couple
• Craig Snell, Milestone Mortgage Solutions
• Carrie Gusmus, Aslan Home Lending
• David Kakish, Anchor Home Loans


Highlights From Our 5 Most Downloaded Episodes of 2025

How to nail the first 90 seconds of a sales call. Attracting real estate agents through social media. Educating clients to avoid getting rate-shopped. Equipping new loan originators with tools for sustained success. Earning business instead of asking for it. These were the topics we covered in our most popular podcast episodes of the year. You’ll hear something from each of those conversations on Episode #112, Good. Better. Broker.’s Best of 2025.

In this episode of the Good. Better. Broker. podcast, you’ll hear clips from our most downloaded episodes of the year.


In this episode, we discuss ...

• 0:47 – tips for having successful sales calls
• 3:54 – standing out to real estate agents on Instagram
• 6:28 – providing value to borrowers through education
• 8:57 – providing new LOs with tools to get business
• 12:17 – how to earn business from real estate agents instead of asking for it


Show Contributors:

Eric Katz
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Michael Cain and Tracy Campagna
Connect with Michael on LinkedIn
Connect with Tracy on LinkedIn
Connect on Facebook
Connect onInstagram

Craig Snell
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

Carrie Gusmus
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

David Kakish
Connect on LinkedIn
Connect on Facebook
Connect on Instagram

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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
•

The following guest sits down with host Justin White:

• Steve White – Loan Officer, Milestone Mortgage Solutions


Maximize Opportunities at Open Houses With a Strategic Approach to Networking

Open houses present a big opportunity for mortgage loan originators to get more business – but only if they have a gameplan going in. What should LOs do at an open house to turn leads into loans? Listen to Episode #111 of Good. Better. Broker. to find out why everyone at an open house is a potential client.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to leave an open house with more business opportunities and stronger real estate agent relationships.


In this episode, we discuss...

• 1:23 – how Steve has achieved success early in the first five years of his career
• 2:24 – how having a positive attitude has helped Steve
• 4:58 – Steve’s definition of “Mortgage University”
• 6:45 – how Steve built his business by going to open houses
• 8:37 – why Steve views open houses as a major opportunity for LOs
• 9:24 – how to determine if a homebuyer could be a potential client
• 11:51 – overcoming objections from potential clients
• 13:30 – the number one question buyers don’t ask themselves
• 14:55 – why Steve no longer carries business cards
• 17:54 – the value of being available on weekends
• 20:43 – why Steve prioritizes overcommunication with borrowers and agents
• 21:40 – Steve’s message to other LOs to stay positive


Show Contributors:

Steve White
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guest sits down with host Justin White:

• Alysha Boles – Mortgage Advisor, Edge Home Finance


Stop Comparing Yourself to Others and Start Running Your Business to Fit Your Vision

One of the best parts of being an independent mortgage broker is that there’s no cookie-cutter way to do it. How can mortgage brokers have a business that aligns with their professional and personal goals? Listen to Episode #110 of Good. Better. Broker. to find out how to have success without sacrificing the things that matter most.
In this episode of the Good. Better. Broker. podcast, you’ll learn how to build a business that serves the needs of your clients, team members and family.


In this episode, we discuss ...

• 1:48 – building a business around life as a parent
• 2:51 – forcing yourself into the mold of a top producer
• 4:19 – how to stop comparing yourself to other LOs
• 5:51 – building a team based on people’s strengths
• 7:31 – how Alysha found help through a Facebook moms’ group
• 11:09 – being transparent with your team
• 12:18 – how Alysha’s hiring strategy aligns with her growth plan
• 13:13 – why being a broker creates flexibility
• 14:16 – why Alysha focuses on “heart money”
• 15:28 – playing the role of financial advisor as a mortgage broker
• 17:35 – advice for other mortgage brokers on doing things their way


Show Contributors:

Alysha Boles
Connect on LinkedIn
Connect on Facebook
Connect on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.

The following guests sit down with host Justin White:

• Chirag Rachhadia and Vipul Hapani, Vema Mortgage


Earn Client Referrals by Providing Immeasurable Value Through Service

It’s a dream scenario for any mortgage loan originator – leads falling into your lap. How can mortgage brokers get to a point where clients regularly refer them business? Listen to Episode #109 of Good. Better. Broker. to learn how two of North Carolina’s top producers have built their business on providing unrivaled value to their borrowers and referral partners.

In this episode of the Good. Better. Broker. podcast, you’ll hear how to deliver a level of service that will have clients referring you leads without asking them to do so.


In this episode, we discuss ...

• 1:39 – Chirag and Vipul’s transition from physical therapy to mortgages
• 3:30 – how Chirag and Vipul get word-of-mouth referrals
• 4:41 – creating a loan experience that leads to referrals
• 5:38 – thanking clients who send referrals
• 6:40 – the importance of an initial client call
• 7:57 – how Chirag and Vipul use a messaging app to communicate with clients
• 9:31 – why sharing industry news helps reputation
• 10:28 – purchase strategy
• 11:48 – focusing on lower loan amounts
• 12:33 – staying in front of clients
• 13:41 – how Chirag and Vipul ended up in Charlotte, NC
• 17:24 – why being available outside business hours is important


Resources mentioned in this episode:

WhatsApp


Show Contributors:

Chirag Rachhadia
Connect with Chirag on LinkedIn
Connect with Chirag on Facebook
Connect with Chirag on Instagram

Vipul Hapani
Connect with Vipul on LinkedIn
Connect with Vipul on Facebook
Connect with Vipul on Instagram


About the Host:

Justin White is UWM’s in-house brand journalist and the host of UWM Daily. 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.

Connect with Justin on LinkedIn, Instagram, or Twitter


Connect with UWM on Social Media:

• Facebook
• LinkedIn
• Instagram
• Twitter
• YouTube

Head to uwm.com to see the latest news and updates.