Scotsman Guide - April 2010 Residential Edition

Most Loans Closed

Closed Loans, 2008

Closing Ratio

65% 668 90% 803 90% 415 99% 297 85% 582 95% 413 90% 366 95% 390 78% 336 75% 354 94% 312 35% 341 99% 260 90% 395 76% 178 75% 292 97% 424 90% 421 98% 409 94% 230 95% 335 90% 262 82% 202 97% 243 60% 232 70% 400 92% 251 97% 195 85% 247 88% 216 75% 443 99% 359 20% 438 80% 386 98% 276 75% 360 88% 245 86% 147 95% 0 95% 163 89% 272 90% 222 99% 857 95% 267 90% 286 91% 207 96% 185 95% 230 98% 210 85% 152 99% 224 81% 224 90% 165 92% 196 94% 348 90% 177 92% 348 75% 270 92% 176 NA 294 83% 25 95% 281 92% 240 85% 282 85% 500 100% 284 70% 299 91% 248 95% 236 87% 161 81% 256 93% 250 89% 205 98% 297 85% 191

Name #
1 Thomas Lavallee
2 Daniel Milstein
3 Paul Volpe
4 Sherry Zickert
5 Yinan Nancy Sun
6 Shimmy Braun
7 Kevin Lyons
8 Jim Bane
9 Joseph Smith
10 John Vlogianitis
11 Thomas Digan
11 Craig Miller
13 Gerald McCarthy
14 Rod Flowers
15 Shannon Fortner
16 Eric Almquist
17 Linda Mister
18 Shawn Huss
19 Joe Phalen
20 Deborah O’Rourke
21 Tim Roach
22 Amanda Sessa
23 Alison Freed
24 Kelly Novotny
25 Christopher Hutchens
26 Jerry Sundt
27 David Gibbs
28 Brad Cohen
29 Kathy Shaw
30 Al Hensling
31 Dennis Duncan
32 Joe Caltabiano
33 John Rodgers
34 Rick Richter
35 Don Zender
36 Jeffrey Slater
36 Brent Hicks
38 Joseph Siwinski
39 Courtney Walker
40 Jason F. Griesser
41 Michael Bischof
42 David Jaffe
42 Mike Meena
44 Diane Clark
45 Aaron Jernigan
46 John Willis
47 Mark Chaffee
47 Jim Vogt
49 Michael Isaacson
50 Michael Guthneck
51 Mary Glavin
52 Chris Nooney
53 Michael Kent
53 Leo Neidetcher
55 Steven Siwinski
56 Louise Thaxton
57 Michael Daversa
57 Michael Addison
59 Becky Sandiland
60 Tammy Colangelo
61 Bethany Hegerhorst
61 Dana Gounaris
63 Brett Mills
64 Jimmy Alexander
65 James Pope
65 Jo Ann Theriault-Fazio
67 Jon Black
68 Michele Ringsdorf
69 Dean Vlamis
70 John Farrell
71 Angela Deaton
72 Dan Crum
73 S. John Murray
74 Brian Blonder
75 Lawrence Montani

Company State Mortgage Bancorp Services IL Gold Star Mortgage Financial Group MI NOVA Home Loans AZ U.S. Bank Home Mortgage WI Austin First Mortgage TX Guaranteed Rate Inc. IL Anchor Funding Inc. CA WR Starkey Mortgage TX Bank of America Home Loans MA Wells Fargo Home Mortgage NY Mortgage Master Inc. MA Firs Trust Mortgage Inc. MO Mortgage Master Inc. MA Sun Trust Mortgage Inc. MD WR Starkey Mortgage AL First National Bank of Omaha NE WR Starkey Mortgage TX First Place Bank OH Wintrust Mortgage Corp. IL Mortgage Master Inc. MA Trident Mortgage Co. PA WR Starkey Mortgage CO Mortgage Master Inc. MA Union Bank & Trust Co. NE Alpha Mortgage Corp. NC VIP Mortgage AZ Mortgage Master Inc. MA Embrace Home Loans Inc. MD First Place Bank OH United American Mortgage Corp. CA Sun Trust Mortgage Inc. VA Guaranteed Rate Inc. IL Prime Mortgage Lending NC Gold Star Mortgage Financial Group MI Evergreen Home Loans WA BancGROUP Mortgage Corp. IL PrimeLending, a PlainsCapital Company TX MBLO Funding Inc. IL NOVA Home Loans AZ Trident Mortgage Co. PA Biltmore Financial Bancorp Inc. IL On Q Financial Inc. CA Augusta Financial Inc. CA PrimeLending, a PlainsCapital Company TX OakStar Bank MO Mortgage Master Inc. MA Mortgage Financial Inc. MA WR Starkey Mortgage CO Lincoln Federal Savings Bank NE Equity Source Home Loans LLC NJ Wintrust Mortgage Corp. IL PrimeLending, a PlainsCapital Company TX Sovereign Bank PA PNC Mortgage IL BancGROUP Mortgage Corp. IL Fairway Independent Mortgage Corp. LA Atlantic Residential Mortgage CT First National Bank Town Square Mortgage TX First National Bank of Omaha NE Wells Fargo Home Mortgage CA Financial Center Mortgage OR Trident Mortgage Co. NJ Academy Mortgage Corp. UT SWBC Mortgage TX Wintrust Mortgage Corp. WI Guaranteed Rate Inc. IL First Mortgage / First National Bank of Midland TX First National Bank of Omaha NE Perl Mortgage Inc. IL Bank of America Home Loans CA PrimeLending, a PlainsCapital Company TX Wintrust Mortgage Corp. IL Mortgage Financial Inc. MA JBL Mortgage Network MD First Interstate Financial Corp. NJ

Closed Loans 1,182

1,049 930 793 720 690 672 638 626 621 587 587 580 560 538 528 525 515 513 508 496 492 482 479 469 466 463 462 450 447 444 442 427 424 421 418 418 414 403 397 391 390 390 389 385 380 378 378 377 372 369 368 366 366 364 363 362 362 359 358 355 355 353 351 350 350 349 348 344 343 342 338 337 333 332

Purchases
Vs. Refis
20% / 80%
64% / 36%
36% / 64%
25% / 75%
30% / 70%
21% / 79%
9% / 91%
56% / 44%
25% / 75%
30% / 70%
14% / 86%
14% / 86%
8% / 92%
20% / 80%
88% / 12%
33% / 67%
78% / 22%
31% / 69%
31% / 69%
13% / 87%
54% / 46%
37% / 63%
14% / 86%
25% / 75%
63% / 37%
47% / 53%
14% / 86%
16% / 84%
23% / 77%
56% / 44%
60% / 40%
30% / 70%
40% / 60%
41% / 59%
63% / 37%
29% / 71%
3% / 97%
5% / 95%
43% / 57%
67% / 33%
20% / 80%
24% / 76%
66% / 34%
62% / 38%
28% / 72%
17% / 83%
40% / 60%
63% / 37%
35% / 65%
0% / 100%
27% / 73%
69% / 31%
57% / 43%
63% / 37%
39% / 61%
84% / 16%
45% / 55%
48% / 52%
23% / 77%
15% / 85%
2% / 98%
70% / 30%
44% / 56%
95% / 5%
30% / 70%
17% / 83%
83% / 17%
27% / 73%
16% / 84%
72% / 28%
64% / 36%
23% / 77%
42% / 58%
10% / 90%
35% / 65%

$297,278,690 $374,150,340 $208,328,487 $111,576,800 $153,672,070 $209,231,749 $201,701,944 $118,453,967 $206,202,172 $245,799,454 $192,164,604 $104,044,140 $179,940,503 $111,788,090 $96,464,622 $103,192,970 $82,916,289 $99,072,098 $128,600,267 $152,260,052 $157,241,997 $129,962,650 $161,487,950 $90,070,008 $102,138,304 $96,012,406 $139,971,044 $175,647,220 $110,146,088 $179,317,000 $80,035,156 $138,343,821 $90,010,825 $94,830,400 $106,155,321 $91,469,873 $74,869,502 $94,343,630 $81,295,554 $90,728,817 $131,503,458 $143,019,795 $120,763,405 $102,553,800 $79,827,294 $114,364,762 $89,370,395 $79,672,076 $66,865,659 $89,034,828 $92,439,000 $71,234,413 $96,600,043 $74,223,783 $84,069,078 $63,043,089 $196,650,888 $85,111,082 $53,351,639 $107,109,824 $102,820,065 $79,096,608 $67,300,000 $51,306,650 $94,618,612 $92,626,652 $44,333,955 $56,989,340 $103,005,750 $128,785,017 $91,534,234 $88,104,664 $106,628,984 $109,673,231 $96,285,201

Broker/ Banker Broker Both Both Banker Broker Both Both Banker Banker Banker Both Banker Both Banker Banker Banker Banker Banker Both Both Banker Banker Both Banker Banker Both Both Banker Banker Both Both Both Both Both Banker Both Banker Broker Both Banker Both Both Both Banker Banker Both Both Banker Banker Broker Banker Banker Banker Banker Both Banker Broker Both Both Banker Broker Banker Banker Banker Both Banker Banker Banker Both Banker Banker Banker Both Broker Banker

Apps. Taken 100% 100% 100% 73% 90% 95% 100% 50% 100% 100% 100% 100% 100% 95% 50% 100% 78% 100% 50% 100% 100% 100% 100% 100% 100% 96% 100% 100% 100% 5% 45% 75% 40% 100% 100% 100% 70% 100% 100% 100% 95% 65% 100% 80% 100% 100% 100% 60% 90% 40% 50% 55% 100% 100% 100% 100% 97% 75% 100% 100% 99% 100% 98% 95% 100% 100% 85% 90% 95% 0% 75% 75% 100% 90% 70%

Volume Rank: #2 | 2008-2009 Change: #1 12009 Most Loans Closed

Years
in
Biz Staff
3 20
1.5 16
3 12
1 35
2.5 7
2 12
2 12
3 18
2 17
2 9
0 17
0 10
0 13
2 25
2 8
2 11
2 29
0 15
2 18
0 18
2 15
1 13
0 25
2 15
1.5 13
2 8
0 17
1 12. 5
0 17
2 27
2 32
3 8
4 11
2 6
4 16
0 15
3 11
0 16
3 9
1 7
1 18
2 19
4 18
1 25
0 14
0 14
2 18
2 24
2 23
2 5
1 19
4 7
1 16
1 8
0 21
4 12
2 19
2 9
1.5 10
1 20
1 6. 5
1 7
1 11
0 16
1 17
1 2
0 12
1 4
1 9
3 34
1 6
1 18
2 25
2 10
2 24

Thomas Lavallee
Mortgage Bancorp Services
For Thomas Lavallee, president and co-owner of
Mortgage Bancorp Services, a love of sales and peo-
ple added up to $125.6 million in business growth
in 2009 — the largest jump among Top Originators
entrants. Those traits and the ability to offer Federal
Housing Administration loans helped Lavallee close
1,182 loans in ‘09 — also the largest on our list —
compared to 668 in ‘08.
His biggest challenges, he says, were the Home Valu-
ation Code of Conduct and regaining and reestablish-
ing clients’ trust in a beaten-down industry and mar-
ket. As for the jump in dollar volume — it resulted
from lower interest rates and more loans, Lavallee
says. He closed $297.3 million in loans in ‘09, up from
$171.6 million in ‘08.
“The size of the loan has never been a big driver for
me,” he says. “I always tell people the size of the loan
doesn’t matter because you never know what it will
lead to down the road.”
He also attributes the one-year increase to simple, ef-
fective business practices that have stayed with him
for more than 20 years.
“From a longevity standpoint, you build your cli-
ent base one client at a time and make sure your
clients know that you appreciate referrals,” he says.
“Through the years, it just grows.” (DM)

Volume Rank: #5 | 2008-2009 Change: #2 32009 Most Loans Closed

Paul Volpe
NOVA Home Loans
Paul Volpe of Tucson, Ariz., considers three ingredients
key to his ability to close 930 loans in 2009: a hard-
working team, a streamlined system and long hours.
“Certainly, there’s no way I could do that many loans
without support, including my three assistants who
help take applications and handle other tasks,”
he says.
An important part of that fast-track schedule is bal-
ancing it with a strong attitude about customer care.
“I don’t want [borrowers] to feel rushed [or] that
they’re not important,” he says.
In addition, Volpe promises generous customer ac-
cess. That includes being available 24-7, starting a
workday around 7 a.m. and maybe sticking around
until 8 p.m.
“When I get home, I’m usually catching up on a few
e-mails that may have come in late that afternoon,”
Volpe says. “I will be at the office on weekends,
if necessary.”
But effective time management starts with clients
— and preparing them properly before their first
meeting.
“I’ve found that 10 to 15 minutes with each client is
appropriate, and then I hand the file to one of my as-
sistants,” he says. “That allows me time to see more
people.” (DR)