Scotsman Guide - April 2011 Residential Edition

76 David Brown 77 Diane Clark 78 Anthony Musante 78 Jo Ann Theriault-Fazio 80 Diana Foral 81 Louise Thaxton 82 Brett Mills

83 Jon Tobias

84 Jim Rademann 84 Becky Sandiland 86 James Pope 87 Patrick Fitzgerald 88 Morgan Fine 88 Angela Deaton 90 RJ Crosby

91 Rosella Campion 92 John Kalin

92 Joseph Bigelman 94 Brooks Grasso 95 William Murphy 96 Ryan Mecum 97 Barry Schwartz 97 Beth Lewis

97 Patrick Pittman 100 Richard Faust 100 Mehdi Pirzadeh 100 Larry Flick 103 Alex Reilley 104 Tina Vo

104 Jonathan White 106 Jorden Brok 106 Mike Metz 106 James Snyder 109 Amy Bonis 110 Rod Morley 110 Jimmy Alexander 112 Craig Strent 112 Matt Andre 114 Timothy Atkinson 115 Heather Bomar 116 Chad Hawker 117 Dave Pressel 117 Jim Vogt

119 Jeffrey Slater 120 Luis Rodi

120 Kenton Davidson 122 Sam Sharp 122 Martin Basteyns 124 Ryan Nelson 125 Max Leaman 126 Gloria Price 127 Peter Hurwitz 127 Mary Glavin 129 Joshua Sigman 129 Ronald Erdmann Jr. 129 Rod Larsen 129 David Kuiper 129 Linda Davidson 134 David Lazowski 135 Christian Emmel 136 Scott Evans 136 Jeffrey Angelucci 138 Gary O’Connell 138 Mark Anselmo 140 Dan Crum

140 Derrick Polder 142 Sergio Gonzalez 143 Michael Dunsky 143 Derek Bamonte 143 Drew Stacey 146 Brian Jessen 146 Steven Marshall 148 Mark Raskin 149 Scott Fowler 150 Brian Keranen

Company State Firs Trust Mortgage Inc. KS PrimeLending, a PlainsCapital Company TX Bank of America Home Loans CA Guaranteed Rate Inc. IL First National Bank NE Fairway Independent Mortgage Corp. LA Academy Mortgage Corp. UT NOVA Home Loans AZ R&R Mortgage CA First National Bank of Omaha NE Wintrust Mortgage Corp. WI PrimeLending, a PlainsCapital Company TX Wells Fargo Home Mortgage CA PrimeLending, a PlainsCapital Company TX PrimeLending, a PlainsCapital Company AZ Mortgage Master Inc. MA Mortgage Master Inc. MA John Adams Mortgage MI Fulton Mortgage Co. MD Fairway Independent Mortgage Corp. MA Wintrust Mortgage Corp. IL Perl Mortgage IL Perl Mortgage IL PrimeLending, a PlainsCapital Company TX Bank of America Home Loans CA Embrace Home Loans MD Trident Mortgage Co. PA Trident Mortgage Co. NJ Wells Fargo Home Mortgage CA Blue Door Mortgage MA 1st Advantage Mortgage, a Draper and Kramer Company IL Sun State Home Loans AZ Inlanta Mortgage WI 1st Medallion Mortgage NC Axiom Home Loans UT SWBC Mortgage Corp. TX Apex Home Loans Inc. MD FBC Mortgage LLC FL First Place Bank OH Cornerstone Home Lending OK Princeton Capital CA First Choice Bank NJ WR Starkey Mortgage CO Guaranteed Rate Inc. IL Mortgage Master Inc. MA Trident Mortgage Co. PA Guaranteed Rate Inc. IL Associated Bank WI Academy Mortgage Corp. AZ PrimeLending, a PlainsCapital Company TX PrimeLending, a PlainsCapital Company TX Mortgage Master Inc. MA Wintrust Mortgage Corp. IL Legacy Mutual Mortgage TX First Place Bank OH First National Bank of Omaha NE First Place Bank OH Service First Mortgage TX Fairway Independent Mortgage Corp. MA Trident Mortgage Co. NJ PrimeLending, a PlainsCapital Company CA Cardinal Financial Co. PA Mortgage Master Inc. MA Trident Mortgage Co. NJ Wintrust Mortgage Corp. IL NOVA Home Loans AZ Axis Capital Group Inc. CA Guaranteed Rate Inc. MA Mountain Crest Mortgage Inc. CO First Place Bank OH Guaranteed Rate Inc. IL Cobalt Mortgage WA PrimeLending, a PlainsCapital Company TX Horizon Financial Inc. SC Bank of America Home Loans CA

Closed Purchases Vs. Refis 23%/77% 73%/27% 26%/74% 28%/72% 37%/63% 79%/21% 49%/51% 79%/21% 48%/52% 17%/ 83% 37%/63% 72%/28% 21%/79% 70%/30% 66%/34% 42%/58% 12%/88% 81%/19% 49%/51% 25%/75% 75%/25% 19%/81% 24%/ 76% 79%/21% 28%/72% 12%/88% 50%/50% 63%/37% 13%/ 87% 9%/91% 16%/84% 17%/83% 13%/87% 38%/62% 42%/58% 93%/7% 12%/88% 89%/11% 70%/30% 82%/18% 33%/67% 25%/75% 65%/35% 37%/63% 7%/93% 62%/38% 33%/67% 13%/ 87% 74%/26% 80%/20% 37%/63% 21%/79% 28%/72% 75%/25% 42%/58% 30%/70% 30%/70% 90%/10% 18%/ 82% 67%/33% 77%/23% 42%/58% 19%/ 81% 37%/63% 20%/80% 65%/35% 82%/18% 30%/70% 20%/80% 31%/69% 42%/58% 20%/80% 48%/52% 11%/ 89% 22%/78%

Volume
$94,382,023
$96,232,253

$162,660,043 $88,079,995 $46,921,474 $56,821,650 $57,090,865 $46,820,306 $107,611,000 $45,199,729 $79,367,332 $54,296,124 $115,889,634 $75,485,963 $59,398,949 $98,647,904 $94,771,170 $43,605,555 $71,257,181 $68,654,086 $77,035,347 $89,119,758 $85,107,904 $83,764,146

$164,440,436 $123,697,911 $76,277,362 $84,038,561 $104,809,625 $92,946,405 $94,081,123 $68,621,346 $60,405,848 $49,094,836 $55,638,273 $41,788,965 $101,493,474 $43,776,240 $48,145,683 $51,271,652 $109,893,137 $80,951,433 $56,112,462 $64,207,264 $88,054,127 $78,038,738 $74,604,201 $36,046,413 $47,297,699 $53,916,712 $57,726,577 $76,890,031 $60,864,141 $53,107,743 $45,509,517 $44,804,763 $44,120,237 $32,808,182 $91,393,279 $56,208,985 $79,185,297 $60,743,528 $76,091,378 $57,913,679 $69,115,193 $38,022,314 $61,931,946 $70,648,838 $61,194,858 $51,272,467 $106,318,888 $101,043,251 $45,221,119 $58,855,500 $89,343,709

2009 Closed Loans Ratio

77% 242 90% 389 75% 250 90% 350 93% 331 95% 363 85% 346 99% 262 90% 268 88% 359 90% 350 95% 263 90% 240 85% 340 80% 280 79% 325 66% 323 95% 278 95% 261 71% 282 80% 140 73% 266 87% 225 85% 85 80% 122 90% 310 95% 311 95% 270 95% 275 89% 253 99% 316 60% 300 95% 279 85% 249 52% 316 85% 351 90% 264 10% 252 90% 318 81% 290 98% 160 90% 330 95% 378 87% 364 88% 241 95% 300 70% 291 80% 248 95% 194 98% 200 95% 286 79% 219 99% 369 95% 255 90% 287 80% 255 90% 314 85% 291 50% 225 95% 309 88% 233 98% 245 77% 277 95% 154 95% 338 90% 167 85% 170 96% 308 90% 177 90% 198 95% 200 95% 154 93% 215 85% 158

80% 140

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

Apps.

Taken
Yrs.
in

Biz Staff 100% 1 5 70% 1 24 70% 3 20 100% 2 3 95% 1 20 50% 4 13 100% 1 10 30% 2 3 100% 1 19 90% 2 11 100% 1 18 50% 5 7 100% 1 16 100% 2 7 10% 2 9 100% 0 17 100% 0 17 100% 2 11 100% 1 12 100% 2 12 70% 4 11 100% 1 13 100% 1 18 63% 1 23 50% 2 14 100% 1 10 100% 1 18 100% 1 23 100% 1 12 100% 0 19 95% 1 15 95% 2 20 100% 0 16 98% 3 17 75% 1 12 98% 0 18 50% 1 15 50% 1 6 100% 0 20 100% 3 8 100% 1 8 90% 2 22 60% 2 25 100% 0 23 100% 0 19 100% 1 17 50% 1 10 100% 0 4 70% 1 10 95% 1 10 80% 1 14 100% 0 22 40% 1 20 100% 3 7 100% 0 8 60% 1 18 100% 0 20 50% 2 14 100% 2 5 100% 1 12 100% 2 5 100% 0 9 100% 0 16 100% 0 7 100% 1 19 80% 1 4 100% 5 6 100% 1 19 100% 1 22 100% 0 20 100% 2 19 100% 4 19 100% 1 8 100% 1 14 100% 2 12

Volume Rank: #145 | Closed-Loans Rank: #66 12010 Top VA Volume

Jacob Deegan
Flagship Financial Group
Jacob Deegan is the most prolific U.S. Department
of Veterans Affairs (VA) originator on the 2010 Top
Originators list. At 27 years old, he already has 10
years of mortgage-origination experience, annually
closing at least 80 percent of his volume in VA loans.
He joined Flagship Financial Group when he was a
senior in high school with enough credits to attend
part-time, he says. Within six months, he’d set a one-
month company record with 25 funded loans.
“There really aren’t a lot of challenges when it comes
to dealing with veterans,” he says. “They have a great
situation, and if they’re on active duty, they have a
great job.”
Deegan grew up near a U.S. Air Force base in Utah. He
formed an early association with military lives, says
he has several family members who have served and
enjoys working with veteran borrowers.
“It’s nice to be able to distribute the special programs
the government offers,” he says. “As far as purchas-
ing a home and refinancing a home loan, the VA of-
fers some of the best programs out there.”
There are some challenges, however.
“Because of everything that’s happened with the
credit market, [lenders often] tighten up the require-
ments,” he says.
At times, he says, that means shopping as many as 10
lenders to fund a loan.
With more than $62 million in closed VA loans in
2010, the effort has paid off. (DM)

For a ranking of the top 25 VA-loan originators, visit scotsmanguide.com/Top2010.

Volume Rank: #78 | 2009-2010 Change: #7 12010 Top Refinance Ratio

Chris Haig
Wells Fargo Home Mortgage
For almost a decade, Chris Haig had worked with new
homebuyers and refinance clients. But with interest
rates on 30-year fixed loans hitting a record low this
past October, his business shifted — dramatically.
By the end of 2010, refis comprised 99.6 percent of
Haig’s volume.
And he saw it coming, he says.
“As I studied the markets, I anticipated this and pre-
pared for long work days and lots of reaching out to
past customers,” Haig says.
When refi customers come in, a broker’s job isn’t over,
either. Even savvy borrowers can require an explana-
tion of how loans work — “Rate-shoppers may need
nothing more than a brief education on how mort-
gages are priced to explain why they see quotes from
different lenders with different rates,” he says.
Then there’s dealing with potential equity loss in
their home, credit issues and other things that can
keep a refi from being a slam dunk. Haig says his clos-
ing ratio for 2010 was 75 percent.
With rates heading back up, Haig says he anticipates
more purchase volume this year. But 2010’s experi-
ence holds lessons.
“After all,” he says, “obtaining the best rate is a func-
tion of when a client rate-locks versus the number of
rate quotes obtained.” ( TS)