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The Mortgage Athlete

The Mortgage Athlete

By: Tracy Hayes
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 The Mortgage Athlete is a podcast where highly experienced and respected mortgage loan officers collaborate. We will weekly discuss the real estate market, new loan products, and industry tips to help our fellow loan originators.2025 Economics Leadership Management & Leadership
Episodes
  • Estate Planning and Wealth Advisors

    Estate Planning and Wealth Advisors
    Sep 13 2025
    What’s more costly—paying for proper estate planning today, or leaving your family to fight it out in court tomorrow? In this episode of The Mortgage Athlete Podcast, Tracy Hayes and Tom Reber welcome estate and tax attorney Robert Daugustinis joins Tracy Hayes and Tom Reber on the Mortgage Athlete Podcast to demystify the world of estate planning. They dive into the differences between revocable and irrevocable trusts, how to protect your home and assets, and why even first-time homebuyers should start thinking about succession. With engaging stories of family disputes, quirky wills, and the costly consequences of skipping planning, Rob explains why having a plan in place isn’t just for the ultra-wealthy. This episode also unpacks the hidden tax advantages of strategic gifting, how to use tools like Lady Bird deeds, and why collaboration between mortgage advisors and estate attorneys can save clients money and heartache. Whether you’re a homeowner, investor, or planning for future generations, this conversation delivers practical insights on protecting wealth, reducing taxes, and avoiding unintended consequences. Don’t wait for a crisis—start your estate planning today. Share this episode with a friend or client who needs to hear it, and subscribe to the Mortgage Athlete Podcast for more strategies to protect and grow your financial future. Highlights: 00:00 - 06:00 Estate Planning Basics · Introduction of guest Robert Daugustinis · Revocable vs irrevocable trusts explained · Why homeowners need a plan early · Common misconceptions about wills and trusts · Who makes an ideal estate planning client 06:00 - 12:30 Avoiding Family Feuds · Stories of family disputes over estates · The hidden cost of probate in Florida · Planning to reduce stress and conflict · Role of communication with heirs · Importance of upfront planning vs. litigation 12:30 - 18:00 Protecting Homes and Titles · Risks of improper title transfers · Lady Bird deeds and homestead quirks · Costs of probate vs. upfront planning · Horror stories of title defects · How trusts and LLCs can protect property 18:00 - 24:00 Holistic Estate Planning · Power of attorney and healthcare decisions · Blended families and unintended consequences · Customized planning for unique situations · Intake process and client questionnaires · Why every plan must cover incapacity 24:00 - 30:00 Unique Trusts and Guardrails · Creative legacy trusts and incentive provisions · Guardrails vs. ruling from the grave · Building succession for family businesses · Humor and eccentric client stories · Importance of peeling back layers with clients 30:00 - 38:37 Taxes, Gifting, and Strategy · Annual vs lifetime gift exemptions · Strategic gifting to reduce estate tax · College funds and seed money for kids · How appreciation outside the estate saves taxes · Closing thoughts from Tom and Tracy Quotes: “Having a good plan in place can save you ten times the cost and stress compared to fighting it out after someone passes.” – Robert Daugustinis “Probate in Florida is expensive—it’s a percentage of the value of assets. A few thousand upfront can save tens of thousands later.” – Robert Daugustinis “You can pay me a little now to do it right, or a lot later to fix it.” – Robert Daugustinis “If you can dream it up, I can usually put it on paper for you.” – Robert Daugustinis To contact Robert Daugustinis, learn more about his business, and make him a part of your network, make sure to follow him on their website and LinkedIn. Connect with Robert Daugustinis! Website: https://ivanlawgroup.com LinkedIn: https://www.linkedin.com/in/robert-daugustinis-b1394083 Connect with me! Website: toprealtorjacksonville.com Website: toprealtorstaugustine.com SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #MortgageAthlete #EstatePlanning #WealthManagement #TrustsAndWills #FinancialFreedom #MortgageAdvice #TaxPlanning #FamilyWealth #AssetProtection #HomeOwnership #SuccessionPlanning #RealEstateInvesting #ProbateAvoidance #GenerationalWealth #FinancialPlanning #TrustLaw #MoneyMatters #WealthPreservation #BusinessLaw #SmartInvesting #MortgageAthlete
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    39 mins
  • Gabriel Santiago: Top Atlanta Mortgage Loan Officer

    Gabriel Santiago: Top Atlanta Mortgage Loan Officer
    Jul 27 2025
    What would happen if every buyer had access to zero-down, no-MI VA-style loans? In this episode of The Mortgage Athlete Podcast, Tracy Hayes and Tom Reber welcome veteran mortgage expert Gabriel Santiago from Atlanta. The trio unpacks the current market outlook, including predictions for Fed rate cuts, and how dipping interest rates could spark another buying frenzy. With deep expertise and candid conversation, Gabe outlines why he believes we’re headed toward a 5.8% “natural” mortgage rate—and how that could be the tipping point for mass market activation. Listeners are treated to game-changing strategies like builder-forward financing, zero-down FHA options, and creative buy-down solutions to help small builders stay competitive. But it’s not all numbers and policy—this episode also highlights the human side of lending. Gabe shares his passion for educating buyers, the role of affiliate relationships, and his vision for a new wave of financial literacy—starting in high schools. Whether you're a first-time buyer, builder, or loan officer, this episode will leave you ready to compete like a pro. Connect with the hosts and guest on LinkedIn—Tracy Hayes, Tom Reber, and Gabriel Santiago with Planet Home Lending. Whether you're looking for cutting-edge loan solutions, builder partnerships, or just a fresh perspective, reach out and let's collaborate over lunch. Let's win in this market together. Highlights: 00:00 – 03:19 Intro and Rate Cut Predictions Meet guest Gabe Santiago from AtlantaFed rate cut expectations for 2024 and 2025Market sentiment and loan officer perspectivesNatural mortgage rate predictions around 5.8%Consumer behavior shaped by historic low rates 03:20 – 06:54 Post-COVID Housing Trends and Economic Shifts Migration patterns from California to the SoutheastRemote work acceleration and market impacts Real estate activity spikes and builder signals Outlook for Atlanta vs Jacksonville housing Interest rate thresholds that spark buying frenzies 06:55 – 10:10 Builder Incentives and Market Leverage · Homeowners with high equity making price concessions · Builders offering buy-downs and closing cost coverage · Challenges faced by regional builders · Wealth strategy using equity and capital gains · Role of advisors in timing purchases and investments 10:11 – 13:05 Gabe’s Background and ATL Mortgage Strategy · Gabe’s 20-year mortgage journey · Transition from consulting to lending · Marketing through relationships and real estate networks · The “mortgage Sherpa” approach to client education · Building loyalty through trust and long-term service 13:06 – 18:00 Niche Products and Builder Financing Solutions · Zero-down FHA product advantages · VACP loan uniqueness and competitiveness · Helping small builders offer sub-5% rates · Custom programs like HELOCs in 5 days · Why product innovation is essential in today's market 18:01 – 30:12 Dream Loans, Tech, and The Future of Lending · The case for VA-style loans for everyone · 5-year fixed step product for first-time buyers · Financial literacy efforts in high schools · Leveraging technology for instant underwriting · Why Planet Home Lending leads in innovation and service Quotes: “You do five mortgages in your life — I do five to ten a month. I’m your education.” – Gabriel Santiago “California came east quick during COVID... and that accelerated the market ten years in two.” – Gabriel Santiago “Ask me how to get zero down and get into this house.” – Gabriel Santiago “When there's Gabe and mortgage in Atlanta — that's me. Nobody else.” – Gabriel Santiago To contact Gabriel Santiago, learn more about his business, and make him a part of your network, make sure to follow him on his LinkedIn. Connect with Gabriel Santiago! Linkedin: https://www.linkedin.com/in/gabriel-santiago-1982912a/ Connect with me! Website: toprealtorjacksonville.com Website: toprealtorstaugustine.com SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #MortgageAthlete #MortgageMarket #HomeBuying #InterestRates #FHAloans #VALoans #ZeroDownLoans #RealEstateStrategy #AtlantaRealEstate #JacksonvilleHomes #MortgageProTips #HomeEquity #BuilderFinancing #MortgageInnovation #WealthPlanning #FedRateCut #MortgageSherpa #LoanOfficerLife #HomeLendingSolutions #FirstTimeHomeBuyer #FinancialLiteracy
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    30 mins
  • The Mortgage Athlete Podcast

    The Mortgage Athlete Podcast
    Jul 20 2025
    What if the deal you're about to walk away from just needed the right person to unlock its hidden potential? In this episode of The Mortgage Athlete, Tracy Hayes and co-host Tom Reber puts a spotlight on Jeromy Peters, a legendary loan officer in Northeast Florida known for closing deals others deem impossible. Jeromy shares the behind-the-scenes story of a heartfelt client experience that involved problem-solving on the fly—even while he was vacationing in The Bahamas. His relentless commitment, innovative thinking, and client-first approach turn every complex transaction into a success story. The discussion dives deep into today’s shifting real estate landscape, including the challenges of a buyer's market, creative financing options like seller-held seconds, and how agents and mortgage athletes must collaborate like never before. From technical details to motivational gems, this episode is a masterclass in elite lending and problem-solving under pressure. If you're a buyer, seller, or agent navigating a tricky deal—don't go it alone. Reach out to a true mortgage athlete like Jeromy Peters. Subscribe now and tune in weekly for more stories and insights that give you the winning edge! Highlights: 00:00 - 01:44 Introduction & Jeromy’s Legendary Reputation Intro to Jeromy PetersSurprise client gift storyJeromy's 15-year track recordReputation for excellenceA rare in-office thank you 01:45 - 04:12 Problem-Solving in Real Time No-realtor deal challengesBahamas remote closingSurveying crisis avertedAlways-available commitmentTeam coordination during crunch time 04:13 - 06:31 Second-Chance Closings & Unique Deals 20–40% deals other lenders rejectFinding gold in cracks of dealsIncome, asset, credit analysisLarge, complex deal solutionsWorking closely with underwriters 06:32 - 09:11 The Value of a Strong Team Processing power at PlanetDelegating with confidenceEfficient collaborationExperience-backed intuitionProcessing vs originating 09:12 - 13:07 Thriving in a Buyer's Market Market slowdowns & who survivesValue of deeper buyer consultationsMatching deals to real buyer needsStrategic use of buy-downsMortgage athletes rise to the top 13:08 - 16:41 Dealing with Rate Hesitations “Marry the house, date the rate”Structuring around rate concernsPayment shock & rent vs buyTemporary/permanent buy-downsCollaborating with all stakeholders 16:42 - 22:12 Creative Financing with Seller-Held Seconds Re-emerging financing strategiesHow seller equity can power dealsStructuring smart second positionsTitle companies & legal support Quotes: “Honestly, 20% of my deals are ones other lenders couldn't get done.” – Jeromy Peters “I don’t take no for an answer—'no' is not in my vocabulary.” – Jeromy Peters “I work all the time. A good loan officer should always be available.” – Jeromy Peters “Marry the house, date the rate—it’s a buyer’s market right now.” – Jeromy Peters To contact Jeromy Peters, learn more about her business, and make her a part of your network, make sure to follow her on her Website, Facebook, and LinkedIn. Connect with Jeromy Peters! Website: https://planethomelending.com Facebook: https://www.facebook.com/jeromypetersphl/ Linkedin: https://www.linkedin.com/in/jeromy-peters-40a9218b/ Connect with me! Website: toprealtorjacksonville.com Website: toprealtorstaugustine.com SUBSCRIBE & LEAVE A 5-STAR REVIEW as we discuss real estate excellence with the best of the best. #MortgageAthlete #RealEstateTips #VAloans #LoanOfficerLife #HomeBuyingJourney #CreativeFinancing #BuyersMarket #RefinanceOptions #MortgageSuccess #VeteranLoans #SecondChanceDeals #SellerFinancing #RealEstateCollaboration #TeamWorkWins #ClosingDeals #MarketInsights #SmartHomeBuying #StrategicFinancing #MortgageEdge #HousingSolutions
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    24 mins
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