Scotsman Guide - April 2012 Residential Edition

151 Kevin Gillis 152 Larry Flick 153 Richard Wallace 154 Mary Dinkins 155 Robert Moulton 156 Debra Shultz 157 Michael Alexander 158 Courtney Walker 159 Michael Deery 160 Andrew Soss 161 S. John Murray 162 Julie Long 163 Jeff Bell 164 Michael Roth 165 Jason Kravitz 166 Luke Chamberlin 167 Heather Bomar 168 Jamie Tyndall 169 Jon Lamkin 170 Michael Roberts 171 Jay Anderson 172 Chris Nooney 173 Joe Summers 174 Sam Sharp 175 Donald Maita 176 Bridget Thomsen 177 Mark Casamassina 178 Christin Luckman 179 Rick Geary 180 Michael Meyer 181 Chris Smith 182 Stuart Shanefield 183 Nathan Wathen 184 Eric Jorgensen 185 RJ Crosby 186 Patrick Johns 187 Jasmine Krnjetin 188 Aaron Jernigan 189 Brian Wada 190 Chip Newman 191 Robert Faust 192 Mark Lewin 193 Scott Gannon 194 Chris McRae 195 Jeff Fink 196 Michael Duquette 197 Kelly Novotny 198 Laura Berg 199 David Lazowski 200 Michael Stein

Name #

Mortgage Master Inc.
Trident Mortgage Co.
Priority Financial LLC
Cornerstone Mortgage Co.
Americana Mortgage Group Inc.
Manhattan Mortgage
WCS Lending LLC
NOVA Home Loans
Citywide Financial Corp.
Stewart & Soss Mortgage
Mortgage Financial Inc.
Commonwealth Mortgage LLC
Cobalt Mortgage
Elevations Credit Union
Mortgage Capital Associates Inc.
NJ Lenders Corp.
Cornerstone Home Lending
Mortgage Master Inc.
First Choice Bank
City Creek Mortgage Corp.
Emery Financial
PrimeLending
Guaranteed Rate
Guaranteed Rate
NJ Lenders Corp.
Mortgage Master Inc.
NJ Lenders Corp.
Guaranteed Rate
Emery Financial
F&M Mortgage Group
Trident Mortgage Co.
WCS Lending LLC
Flagship Financial Group
Flagship Financial Group
PrimeLending
Flagship Financial Group
Silverton Mortgage Specialists Inc.
OakStar Bank
On Q Financial
Poli Mortgage Group
Guaranteed Rate, Superior Group Eastern Region Division
MetLife Home Loans
Prospect Mortgage
Prospect Mortgage
EagleBank
Poli Mortgage Group
Union Bank & Trust Co.
On Q Financial
Fairway Independent Mortgage Corp.
McLean Mortgage Corp.
Company

MA PA VA TX NY NY FL AZ CA CA MA MA WA CO CA NJ OK MA NJ UT CA TX IL IL NJ MA NJ IL CA MD PA FL UT UT AZ UT GA MO CA MA NJ IN MA CA MD MA NE CA MA VA State

$63,057,117 $62,930,620 $62,866,719 $62,797,728 $62,776,300 $62,759,185 $62,361,855 $62,154,570 $62,000,500 $61,998,542 $61,961,458 $61,901,210 $61,873,909 $61,677,763 $61,549,069 $61,540,689 $61,535,425 $61,473,612 $61,366,000 $61,333,825 $61,226,715 $61,158,827 $61,118,431 $60,619,764 $60,538,330 $60,204,674 $60,147,793 $60,050,816 $59,950,650 $59,666,560 $59,558,438 $59,456,034 $59,109,415 $58,917,845 $58,823,742 $58,788,432 $58,714,290 $58,704,041 $58,374,003 $58,053,642 $58,049,970 $57,872,938 $57,768,992 $57,395,362 $57,236,330 $57,219,277 $57,180,442 $57,000,057 $56,898,415 $56,798,667

Volume

9%/91% 54%/46% 7%/93% 64%/36% 29%/71% 40%/60% 22%/78% 53%/47% 49%/51% 45%/55% 20%/80% 3%/97% 34%/66% 31%/69% 15%/85% 47%/53% 65%/35% 49%/51% 25%/75% 27%/73% 23%/77% 88%/12% 29%/71% 45%/55% 32%/68% 16%/84% 44%/56% 23%/77% 31%/69% 10%/90% 61%/39% 29%/71% 0%/100% 0%/100% 72%/28% 0%/100% 19%/81% 30%/70% 30%/70% 11%/89% 36%/64% 53%/47% 29%/71% 85%/15% 19%/81% 14%/86% 24%/76% 81%/19% 17%/83% 35%/65% Purchases Vs. Refis

181 80%
225 95%
172 100%
139 97%
110 84%
89 99%
127 95%
366 90%
152 50%
138 83%
206 94%
257 97%
164 75%
265 75%
235 75%
161 97%
289 84%
80 80%
163 85%
262 78%
146 94%
291 87%
163 90%
219 90%
124 97%
158 80%
197 90%
203 90%
134 94%
129 97%
216 95%
154 99%
230 60%
227 58%
283 60%
301 60%
224 89%
260 90%
128 95%
187 60%
168 70%
397 90%
149 68%
190 90%
118 99%
182 98%
332 95%
158 80%
149 80%
155 75%
Closed
Loans
Closing
Ratio

$69,214,533 $76,277,362 $37,753,084 $55,700,000 $76,746,383 $60,000,000 $55,123,086 $65,601,028 $54,250,750 $53,000,000

$120,154,594 $0

$58,696,730 $65,169,226 $52,796,954 $86,073,085 $51,271,652 $62,410,540 $60,000,000 $55,801,585 $41,444,770 $63,503,472 $79,143,973 $74,604,201 $73,760,056 $59,188,976 $72,769,098 $59,014,657 $66,730,337 $22,156,125 $45,285,006 $49,443,769 $8,352,460 $24,539,295 $59,398,949 $4,431,793 $41,235,676 $64,191,682 $60,500,000 $62,096,234 $62,811,124 $53,019,894 $69,501,806 $47,011,993 $52,200,000 $56,610,186 $79,703,073 $75,000,000 $91,393,279 $65,765,807 2010 Volume

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

100% 0

100% 1

100% 0

100% 2

100% 1

100% 0

65% 3

100% 1

40% 1

100% 1

100% 0

100% 3

90% 1

100% 2

100% 1

100% 3

100% 0

100% 1

85% 2

100% 0

80% 2

100% 1

100% 0

98% 1

100% 1

75% 2

99% 1

100% 1

100% 2

100% 1

25% 2

100% 4

100% 1

100% 0

80% 1

20% 1

100% 1

99% 1

90% 0

100% 2

100% 1

75% 2

100% 2

Taken Staff

Volume Rank: #8 | FHA-Volume Rank: #3 32011 Top Purchase Volume

Brian Minkow Prospect Mortgage Brian Minkow credits the support of his team and his company, Prospect Mortgage, with closing a total volume of $187,628,451 this past year. Prospect continuously developed a better platform that helped originators close loans faster and simplified the process, he says. Minkow closed 507 loans in 2011, an increase from the 403 he closed in 2010. His purchase loan volume increased this year, as well, earning him the No. 3 spot on our Top Purchase Volume list with more than $102 million in purchase loans. His percentage of purchases edged higher in his total volume with 55 percent this past year, an increase from 39 percent in 2010. Why this jump? “Realtors want to do business with me because they know I can get it done,” he says. Minkow anticipates his purchase volume to grow even further this year, along with his total volume. As of the end of February, he doubled his volume compared to the same period a year ago. “I think in 2012 I should do $250 million [in total volume],” he says. With $38,215,498 in Federal Housing Administration (FHA) loans this past year, Minkow says FHA lending — though a little time-consuming at times — allowed him to help more homeowners. “With only 3. 5 percent down, it is perfect for the first-time home-buyer,” he says. This fits perfectly with what he enjoys most about the job, which is “to put people in their homes. It is the American dream,” Minkow says. (RO)

VA-Volume Rank: #2 | 2010-2011 Change: #9 12011 Top Refinance Ratio

Nathan Wathen

Flagship Financial Group

Originators on Top Volume List: 21 | Originators on Closed-Loans List: 11

2011 Company
with Most Ranked
Originators1

Guaranteed Rate
If the question is, are top originators born or are
they made? Guaranteed Rate has the answer.
“We are definitely set up as an organization to
build top originators,” says Victor F. Ciardelli III,
president and CEO of Guaranteed Rate.
“We are committed to helping our loan officers
achieve the goals that they want to achieve,”
Ciardelli says. And there are 21 originators on
Scotsman Guide’s Top Originators 2011 rankings
who could back that statement up.

Based in Chicago, the company has more than
107 offices with originators licensed to work in
44 states and Washington, D.C. With more than
450 originators overall, the company closed more
than $6.8 billion in volume from a total of 24,446
units this past year. The company’s 21 originators
who ranked on this year’s Top Dollar Volume list
had a combined total of more than $2 billion.
Of that $2 billion, refinances accounted for more
than $1.4 billion. This trend carried across the
company, but Ciardelli is working to change that.
“We’re putting a tremendous amount of focus on
the purchase side of the business,” he says. “Our
goal is to close more than 50 percent of our busi-
ness on the purchase side this year.”
Although the company is focused on growth and
an expansion of the purchase business, Guaran-
teed Rate also emphasizes quality of life for its
employees. “We have a culture around helping
originators hit their goals, but at the same time
allowing them to have a work-life balance,”
Ciardelli says. “That’s what keeps them around,
and that’s what attracts them to work for Guar-
anteed Rate.” (JEG)

Declining interest rates for refinances in 2011 really
gave a boost to Nathan Wathen’s business. He went
from originating a total loan volume of just more
than $8 million in 2010 to $59,109,415 this past year
— and 100 percent of that volume was from refi-
nances. And 100 percent of those refinances were
U. S. Department of Veterans Affairs (VA) loans.
A mortgage broker with Low VA Rates, a division
of Flagship Financial Group, Wathen only works on
VA loans. He’s based in Utah but now is licensed to
originate in 18 states. Last year when business was
slow, Wathen took advantage of the downtime to
pursue additional licenses — logging the necessary
continuing-education hours, as well as passing mul-
tiple state tests.
Getting those additional licenses was another av-
enue to increase his business. “I got more licenses,
which helped me reach out to a wider variety of
people. It really is a commitment to be able to write
loans in so many different states and to follow all the
states’ guidelines,” he says.
Making that commitment paid off. In addition to the
increase in overall volume in 2011, Wathen closed
230 loans this past year, after closing 30 in 2010. He
attributes his success to a variety of factors: better
interest rates, repeat business, his own increased
dedication, his company’s marketing and building a
strong team of processors.
And while success may be its own reward, Wathen
also is glad to be working with military families. “It’s
probably the best part of my job to be able to give
back to someone who’s sacrificed for our country,” he
says. “It’s very fulfilling.” (JEG)