Scotsman Guide - April 2011 Residential Edition

76 Luis Rodi 77 Beth Lewis 78 Chris Haig 79 Alex Reilley 80 Patrick Pittman 81 Joseph Siwinski 82 Jim Bane 83 Amy Slotnick 84 John Grosso 85 Chris Hutchens 86 Edward Ades 87 Sherry Zickert 88 Dave Pressel 89 Steve Siwinski 90 Kelly Novotny 91 James Pope 92 Scott Evans 93 Joe Summers 94 Robert Lee 95 Jim Nuesslein 96 Kenton Davidson 97 Peter McCourt 98 John Rodgers 99 Ryan Mecum 100 Peter Hurwitz 101 Robert Moulton 102 Julie Teitel 103 Michael Kent 104 Larry Flick 105 Peter Fickeisen 106 Gary O’Connell 107 Angela Deaton 108 Sam Sharp 109 Allan Trub 110 Derek Wetzel 111 Dana Gounaris 112 Charles Bradford 113 Craig Bramlett 114 David Woldman 115 Kevin Flannery 116 Brooks Grasso 117 Jesse Caveney 118 Marc Demetriou 119 Michael Dunsky 120 Billy Winfree 121 Kevin Gillis 122 Dan Gjeldum 123 Dan Crum 124 Chad Loube 125 Tim Lowry 126 Marcy Briggs 127 William Murphy 128 Mike Metz 129 Ari Sorotzkin 130 Ed Solter 131 Steve Cohen 132 John Olbrich 133 Taylor Ashburn 134 Bruce Engel 135 Steve Laner 136 Courtney Walker 137 Jack Terrell Jr. 138 J.D. Cortese 139 Douglas Benner 140 John Johnson 141 Kevin Retcher 142 Jeffrey Slater 143 Aaron Jernigan 144 Craig Cooper 145 Jacob Deegan 146 Chris Nooney 147 Richard Benoit 148 Robby Oakes 149 Jamie Tyndall 150 Dan Toomey Name #

Mortgage Master Inc. MA Perl Mortgage IL Wells Fargo Home Mortgage CA Trident Mortgage Co. NJ PrimeLending, a PlainsCapital Company TX MBLO Funding Inc. IL WR Starkey Mortgage TX Fairway Independent Mortgage Corp. MA William Raveis Mortgage CT Alpha Mortgage Corp. NC Universal Mortgage Inc. N Y U. S. Bank Home Mortgage WI First Choice Bank NJ Guaranteed Rate Inc. IL Union Bank & Trust Co. NE Wintrust Mortgage Corp. WI PrimeLending, a PlainsCapital Company CA Guaranteed Rate Inc. IL California Mortgage Advisors Inc. CA American Bank & Trust IL Trident Mortgage Co. PA Poli Mortgage Group MA Prime Mortgage Lending Inc. NC Wintrust Mortgage Corp. IL Mortgage Master Inc. MA Americana Mortgage Group Inc. NY Guardhill Financial NY Sovereign/Santander Bank PA Trident Mortgage Co. PA William Raveis Mortgage CT Mortgage Master Inc. MA PrimeLending, a PlainsCapital Company TX Guaranteed Rate Inc. IL Guardhill Financial N Y Sterling Savings Bank WA Trident Mortgage Co. NJ Mortgage Master Inc. MA W. J. Bradley Mortgage CA Sun Trust Mortgage Inc. NC Mortgage Master Inc. MA Fulton Mortgage Co. MD California Mortgage Advisors Inc. CA Residential Home Funding Corp. NJ Guaranteed Rate Inc. MA Pinnacle National Bank TN Mortgage Master Inc. MA Mortgage Services III LLC IL Wintrust Mortgage Corp. IL First Place Bank OH Trident Mortgage Co. PA NOVA Home Loans AZ Fairway Independent Mortgage Corp. MA Sun State Home Loans AZ GFI Mortgage Bankers Inc. NY Fairway Independent Mortgage Corp. TX First Place Bank OH American Security Mortgage CA Mutual of Omaha Bank NE Mortgage Master Inc. MA Perl Mortgage IL NOVA Home Loans AZ California Mortgage Advisors Inc. CA Guaranteed Rate Inc. IL Embrace Home Loans MD Guaranteed Rate Inc. IL First Meridian Mortgage Corp. VA Guaranteed Rate Inc. IL OakStar Bank MO Mortgage Master Inc. MA Flagship Financial Group U T PrimeLending, a PlainsCapital Company TX Fifth Third Mortgage Co. IL Corporate Investors Mortgage Group NC Mortgage Master Inc. MA Mortgage Master Inc. MA Company State

$77,812,930

$77,675,080

$77,035,347

$76,890,031

$76,746,383

$76,540,400

$76,315,828

$76,277,362

$76,254,015

$76,091,378

$75,485,963

$74,604,201

$74,487,640

$74,364,827

$74,313,008

$72,703,319

$72,425,983

$72,213,227 $71,699,477 $71,257,181 $70,792,495 $70,732,090 $70,648,838 $70,353,645 $69,214,533 $69,150,569 $69,115,193 $69,069,957 $68,891,412 $68,716,889 $68,654,086 $68,621,346 $66,772,200 $66,712,051 $66,693,723 $66,654,344 $66,637,800 $66,475,742 $65,718,620 $65,601,028 $65,358,185 $65,167,372 $64,962,784 $64,814,824 $64,693,350 $64,207,624 $64,191,682 $64,169,620 $63,983,967 $63,503,472 $63,476,385 $63,325,437 $62,410,540

$62,294,895 Volume

7%/93% 263 88%
24%/76% 281 87%
0.4%/99.6% 361 75%
63%/37% 279 95%
80%/20% 281 85%
6%/94% 385 97%
61%/39% 439 90%
18%/82% 222 98%
58%/42% 134 100%
68%/32% 404 60%
68%/32% 171 98%
32%/68% 621 100%
26%/74% 265 90%
22%/78% 358 70%
19%/81% 455 95%
32%/68% 300 90%
77%/23% 247 88%
16%/84% 210 90%
36%/64% 178 90%
6%/94% 195 90%
62%/38% 263 95%
8%/92% 220 55%
46%/54% 351 60%
54%/46% 282 80%
19%/81% 252 79%
21%/79% 140 78%
52%/48% 91 75%
44%/56% 213 75%
50%/50% 280 95%
39%/61% 204 100%
19%/81% 246 77%
70%/30% 297 85%
27%/73% 260 70%
45%/55% 95 80%
26%/74% 206 82%
59%/41% 331 95%
24%/76% 90 83%
29%/71% 189 90%
38%/62% 98 80%
14%/86% 199 70%
47%/53% 286 95%
23%/77% 94 90%
22%/78% 157 95%
27%/73% 238 96%
48%/ 52% 331 70%
13%/87% 203 77%
21%/79% 198 78%
19%/81% 245 95%
55%/45% 163 90%
60%/40% 208 95%
71%/29% 414 91%
21%/79% 283 71%
15%/85% 276 60%
32%/68% 103 85%
32%/68% 192 90%
46%/54% 180 90%
9%/91% 213 91%
12%/88% 391 98%
7%/93% 200 89%
10%/90% 179 83%
53%/47% 362 95%
35%/65% 115 90%
29%/71% 195 90%
15%/85% 177 97%
26%/74% 194 85%
7%/93% 175 99%
43%/57% 264 87%
17%/83% 338 85%
25%/75% 93 65%
1%/99% 343 75%
78%/22% 326 90%
14%/86% 144 70%
21%/79% 202 90%
43%/57% 83 69%
24%/76% 177 80%
Purchases
Vs. Refis
Closed
Loans
Closing
Ratio

$77,660,000 $66,964,964 $30,000,000 $77,231,044 $23,712,778 $94,343,630 $118,454,967 $83,141,035 $60,000,000 $102,130,000 $68,000,000 $111,576,800

$103,000,000 $89,881,409 $90,070,008 $94,600,000 $70,498,259 $45,000,000 $68,263,350 $78,537,641 $74,452,442 $74,841,725 $84,043,298 $40,000,000 $66,760,000 $70,000,000 $69,000,000 $96,000,000 $80,953,000 $50,000,000 $85,550,000 $91,147,234 $78,213,554 $41,500,000 $60,000,000 $79,096,608 $62,050,000 $65,680,845 $96,155,713 $65,330,000 $69,112,717 $53,000,000 $69,445,962 $96,946,990 $68,207,668 $74,660,000 $36,000,000 $88,104,664 $51,264,990 $65,595,858 $61,658,016 $65,000,000 $74,796,604 $51,298,150 $10,045,965 $69,288,866 $75,594,605 $37,960,000 $71,210,000 $83,100,000 $81,295,554 $67,185,240 $54,200,000 $53,000,000 $63,000,000 $62,766,000 $84,069,078 $79,827,294 $78,390,000 $46,187,662 $71,234,413 $57,700,000 $52,000,000 $54,600,000 $58,340,000 2009 Volume

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

Closed-Loans Rank: #1 | Volume Rank: #2 12010 Top Refinance Volume

100% 0

50% 1

70% 4

100% 0

100% 1

100% 0

100% 2

50% 1

100% 1

100% 0

100% 1

95% 1

100% 0

100% 1

100% 0

100% 1

100% 0

100% 1

53% 2

100% 2

95% 2

100% 1

90% 1

100% 0

100% 1

75% 2

100% 1

100% 0

100% 1

95% 1

100% 0

100% 3

100% 1

Thomas Lavallee
Mortgage Bancorp Services
Despite the slow purchase market and tighter un-
derwriting standards in 2010, Thomas Lavallee still
managed to keep busy. The president and co-owner
of Mortgage Bancorp Services closed more than
$330 million in total loan volume this past year, a
$33 million increase from his 2009 closings and near-
ly double his 2008 total.
Like the previous year, most of his business came
from refinancing activity, which Lavallee attributes
to the slower purchase market. Low interest rates
also were a key factor in his $293 million refinance
business.
Lavallee credits a good referral network for helping
his business continue to grow. In addition to increas-
ing his total volume, his loans closed increased from
1,182 in 2009 to 1,399 this past year.
“[ You have to] make sure you take care of past clients,
and encourage them to refer others,” he says.
That dedication to customer service no doubt also
contributed to Lavallee’s closing-ratio improvement,
as well. In 2009, his ratio was 65 percent — this past
year, it jumped to 95 percent.
“[My] closing ratio increased due to dramatically low-
er interest rates and clients being more enthusiastic
to refinance,” he says. (JEG)

Volume Rank: #13 | Purchase-Volume Rank: #5 22010 Top Volume Gain

Norman Calvo
Universal Mortgage Inc.
Brooklyn, N. Y.-based mortgage broker Norman Calvo
sensed there was going to be a refinance boom and
started preparing early, soliciting his past clients
starting in October 2009. In fact, he attributes much
of his $68 million volume increase from ‘09 to ‘ 10 —
the second-highest increase among Top Originators
entrants — to the regular communication he has
with his database.
“We keep such great contact with customers that the
second there is an opportunity to refinance, they do,”
Calvo says. “Multiple people even refinanced t wice in
2010, or they refinanced in 2009 then again in 2010.”
That contact starts at the preapplication stage and
continues long after loans are closed via loan analy-
ses, quarterly e-mails and birthday cards that include
$5 Starbucks gift cards, Calvo says. One of his ingredi-
ents to success is “unfailing follow-up,” he says.
“We never, ever let prospects out of grasp,” Calvo
says. “We have a nine-part series — what we call
an action campaign — that’s made up of e-mails,
letters and videos that we send every week post that
initial call from customers.”
And Calvo likes to build lifelong relationships with his
clients. “We tell people we’re going to do their mort-
gage seven times over the next 10, 15 or 20 years. It’s
about developing relationships, not treating them as
an interest-rate quote,” he says.
That commitment to relationships has paid off over
the course of his career. “I have customers I’ve had
since the 1980s,” Calvo says. “It’s not like doing num-
bers anymore. I know the people I’m working with.”
(ICS)