Top FHA Volume
More Categories
State FHA Volume Total Volume
Total
Closed
Loans
Percent
FHA
Loans
Overall
Closing
Ratio
FHA/VA/
Govt.
Closing
Ratio
Broker/
Banker
CA $104,865,000 $179,317,000 447 58% 88% 88% Both
OR $98,076,722 $102,820,065 355 95% 83% 83% Broker
NJ $79,000,000 $89,034,828 372 90% 85% 85% Broker
AZ $56,025,783 $71,369,814 312 75% 80% 95% Both
CA $55,342,916 $90,571,527 264 60% 98% 99% Broker
TX $53,880,360 $74,869,502 418 72% 88% 80% Banker
NJ $51,500,000 $96,285,201 332 50% 85% 90% Banker
AZ $50,419,900 $208,328,487 930 24% 90% 90% Both
MO $46,855,708 $104,044,140 587 50% 35% 50% Banker
WA $42,690,000 $106,155,321 421 40% 98% 99% Banker
CA $42,225,545 $48,588,346 148 86% 42% 40% Banker
CA $38,900,000 $120,763,405 390 30% 99% 99% Both
MA $37,547,000 $56,199,052 190 66% 79% 75% Both
UT $37,400,000 $67,300,000 353 55% 92% 95% Banker
TX $35,161,510 $38,187,000 234 92% 75% 75% Banker
TX $32,527,510 $82,916,289 525 47% 97% 97% Banker
MA $32,180,000 $89,370,395 378 36% 96% 95% Both
TX $32,005,460 $39,324,073 206 81% 89% 89% Banker
MD $31,480,000 $58,331,530 163 35% 80% 75% Banker
TX $30,707,830 $71,234,413 368 43% 81% 85% Banker
VA $30,683,971 $80,035,156 444 40% 75% 85% Both
OK $30,000,000 $50,310,130 320 65% 90% 90% Both
NJ $29,992,690 $54,118,794 190 57% 85% 86% Both
TX $29,800,000 $55,308,977 248 60% 90% 90% Banker
MD $29,000,000 $72,490,699 201 39% 90% 90% Banker
Name #
1 Al Hensling
2 Bethany Hegerhorst
3 Michael Guthneck
4 Ryan Nelson
5 Christopher Hussain
6 Brent Hicks
7 Lawrence Montani
8 Paul Volpe
9 Craig Miller
10 Don Zender
11 Benjamin Edwardson
12 Mike Meena
13 Daniel Coleman
14 Brett Mills
15 Adam Higginbotham
16 Linda Mister
17 Mark Chaffee
18 Michael J. Hott
19 Laurent Berman
20 Chris Nooney
21 Dennis Duncan
22 Kevin Swift
23 Sandy Davis
24 Joshua Sigman
25 Ramez Fahmy
Company
United American Mortgage Corp.
Financial Center Mortgage
Equity Source Home Loans LLC
Academy Mortgage Corp.
WeFit2U
PrimeLending, a PlainsCapital Company
First Interstate Financial Corp.
NOVA Home Loans
Firs Trust Mortgage Inc.
Evergreen Home Loans
Megastar Financial
Augusta Financial Inc.
Mortgage Master Inc.
Academy Mortgage Corp.
PrimeLending, a PlainsCapital Company
WR Starkey Mortgage
Mortgage Financial Inc.
PrimeLending, a PlainsCapital Company
Embrace Home Loans Inc.
PrimeLending, a PlainsCapital Company
Sun Trust Mortgage Inc.
Swift Home Loans
Residential Home Funding Corp.
Legacy Mutual Mortgage
MetLife Home Loans
Volume Rank: #11 | Closed-Loans Rank: #30
12009 Top FHA Volume
Top Purchase Volume
Staff
Apps.
Taken
Years
in
Biz
5% 2 27
99% 1 6. 5
40% 2 5
100% 1 9
100% 1 10
70% 3 11
70% 2 24
100% 3 12
100% 0 10
100% 4 16
100% 1 5
100% 4 18
100% 0 23
98% 1 11
60% 2 4
78% 2 29
100% 2 18
20% 3 27
100% 1 12
55% 4 7
45% 2 32
75% 2 10
85% 1 4. 5
99% 2 6
100% 1 15
State
Purchase
Volume Total Volume
Percent
Pur-
chase
Loans
Overall
Closed
Loans
Overall
Closing
Ratio
Purchase
Closing
Ratio
Broker/
Banker
MI $239,460,000 $374,150,340 64% 1,049 90% 95% Both
CT $104,324,800 $196,650,888 53% 362 92% 96% Broker
CA $100,418,000 $179,317,000 56% 447 88% 95% Both
CA $93,266,222 $128,785,017 72% 343 87% 91% Banker
IL $89,183,384 $297,278,690 30% 1,182 65% 65% Broker
AL $82,963,500 $96,464,622 86% 538 76% 76% Banker
NY $81,000,000 $245,799,454 33% 621 75% 75% Banker
CA $79,325,419 $120,763,405 66% 390 99% 99% Both
AZ $74,326,493 $208,328,487 36% 930 90% 60% Both
PA $69,334,120 $157,241,997 44% 496 95% 97% Banker
Al Hensling
United American Mortgage Corp.
Before 2009, Al Hensling’s staple was the conventional mortgage; he rarely did Federal Housing Administration (FHA) loans. What a difference a year
makes: FHA comprised almost 60 percent of Hensling’s $179.3 million production this past year.
“If you had told me that I’d be doing that much FHA,
within a year, I wouldn’t have believed it,” he says.
Market changes caused Hensling to change his approach. Part of the new focus involved mailings and
seminars educating Realtors on how FHA loans could
help their customers — “For example, we explained
that FHA allows non-[owner-]occupied co-borrowers
and the use of gifts as a downpayment that aren’t
possible with conventional financing,” he says.
He adds that the transition requires a shift to a different way of originating.
“The key is to discard the conventional-financing
mind-set,” he says. (DR)
Volume Rank: #8 | Closed-Loans Rank: #57
22009 Top Purchase Volume
Company
Gold Star Mortgage Financial Group
Atlantic Residential Mortgage
United American Mortgage Corp.
Bank of America Home Loans
Mortgage Bancorp Services
WR Starkey Mortgage
Wells Fargo Home Mortgage
Augusta Financial Inc.
NOVA Home Loans
Trident Mortgage Co.
Name #
1 Daniel Milstein
2 Michael Daversa
3 Al Hensling
4 John Farrell
5 Thomas Lavallee
6 Shannon Fortner
7 John Vlogianitis
8 Mike Meena
9 Paul Volpe
10 Tim Roach
Top Refinance Volume
State
Refinance
Volume Total Volume
Percent
Refi
Loans
Overall
Closed
Loans
Overall
Closing
Ratio
Refi
Closing
Ratio
Broker/
Banker
IL $208,094,562 $297,278,690 70% 1,182 65% 65% Broker
CA $183,701,842 $201,701,944 91% 672 90% 90% Both
MA $165,000,000 $192,164,604 86% 587 94% 96% Both
MA $165,000,000 $179,940,503 92% 580 99% 100% Both
NY $164,000,000 $245,799,454 67% 621 75% 75% Banker
IL $161,700,000 $209,231,749 77% 690 95% 90% Both
MA $155,000,000 $206,202,172 75% 626 78% 74% Banker
MD $147,000,000 $175,647,220 84% 462 97% 97% Banker
MA $138,000,000 $161,487,950 85% 482 82% 84% Both
MI $134,700,000 $374,150,340 36% 1,049 90% 80% Both
Staff
Apps.
Taken
Years
in
Biz
100% 1.5 16
97% 2 19
5% 2 27
0% 3 34
100% 3 20
50% 2 8
100% 2 9
100% 4 18
100% 3 12
100% 2 15
Company
Mortgage Bancorp Services
Anchor Funding Inc.
Mortgage Master Inc.
Mortgage Master Inc.
Wells Fargo Home Mortgage
Guaranteed Rate Inc.
Bank of America Home Loans
Embrace Home Loans Inc.
Mortgage Master Inc.
Gold Star Mortgage Financial Group
Name #
1 Thomas Lavallee
2 Kevin Lyons
3 Thomas Digan
3 Gerald McCarthy
5 John Vlogianitis
6 Shimmy Braun
7 Joseph Smith
8 Brad Cohen
9 Alison Freed
10 Daniel Milstein
Volume Rank: #7 | Closed-Loans Rank: #7
22009 Top Refi Volume
Michael Daversa
Atlantic Residential Mortgage
Refinance business alone wasn’t enough for Michael
Daversa to count on. So he made purchases the centerpiece of his $196.7 million production in 2009.
“Making my business purchase-based was probably
the smartest thing I’ve ever done,” says Daversa of
Westport, Conn.
Daversa has methodically built his purchase pipeline
by holding on to past customers and establishing relationships with Realtors, lawyers, accountants and
money managers. His marketing includes special
events such as cocktail parties, small dinners and
even a “manicure night” for Realtors.
“The key is to market constantly, even in bad markets,” he says. “This is a basic strategy but one not all
originators follow.” (DR)
Top Volume Gain, 2008 to 2009
Staff
Apps.
Taken
Years
in
Biz
100% 3 20
100% 2 12
100% 0 17
100% 0 13
100% 2 9
95% 2 12
100% 2 17
100% 1 12. 5
100% 0 25
100% 1.5 16
Name #
1 Thomas Lavallee
2 Paul Volpe
3 Joseph Smith
4 Bethany Hegerhorst
5 Daniel Milstein
6 Brad Cohen
7 Alison Freed
8 Gerald McCarthy
9 Shimmy Braun
10 Kevin Lyons
Company
Mortgage Bancorp Services
NOVA Home Loans
Bank of America Home Loans
Financial Center Mortgage
Gold Star Mortgage Financial Group
Embrace Home Loans Inc.
Mortgage Master Inc.
Mortgage Master Inc.
Guaranteed Rate Inc.
Anchor Funding Inc.
State Volume Gain
IL $125,648,448
AZ $118,951,595
MA $97,202,172
OR $96,249,383
MI $95,530,340
MD $91,947,220
MA $87,487,950
MA $85,940,503
IL $85,231,749
CA $82,066,944
2009 Volume
$297,278,690
$208,328,487
$206,202,172
$102,820,065
$374,150,340
$175,647,220
$161,487,950
$179,940,503
$209,231,749
$ 201,701,944
2008 Volume
$171,630,242
$89,376,892
$109,000,000
$6,570,682
$278,620,000
$83,700,000
$74,000,000
$94,000,000
$124,000,000
$119,635,000
2009
Closed
Loans
1,182
930
626
355
1,049
462
482
580
690
672
2008
Closed
Loans
668
415
336
25
803
195
202
260
413
366
Broker/
Banker
Broker
Both
Banker
Broker
Both
Banker
Both
Both
Both
Both
Years
in
Biz
20
12
17
6. 5
16
12. 5
25
13
12
12
Kevin Lyons
Anchor Funding Inc.
Unlike many originators who consider refinances
to be an intermittent, rate-driven business, Kevin
Lyons of San Diego has developed them as his core
production — accounting for 91 percent of his 2009
origination total.
“I prefer to work refinance business because the
transactions take less time and make it an easier,
smoother process,” he says.
Strategic partnerships with divorce attorneys, ac-
countants and financial planners have helped Lyons
generate a steady stream of refi referrals.
“For example, when people get a divorce, usually
one of the spouses wants to be removed from their
mortgage, so we refinance the property,” he says.
“[Accountants] and financial planners often advise
clients about the benefits of refinancing.” (DR)
