Sharpen your pencil and open your books
It’s hard to believe that it’s August already. It feels like summer has just started, but for most students, back-to-school time is just around the corner, which means the shorter days of autumn won’t be far behind. For
the housing market, the onset of fall weather usually means an inevitable slowdown in home purchases and
mortgage applications — although in this year of tight inventories, bidding wars and subsequent home-value
increases, all bets may be off.
Still, August is the perfect time to take stock of the year so far and think about ways
to improve your performance and production, or even consider the next steps in your
career. First-half numbers have been tabulated for this year, but there is plenty of
time left to make changes that will have an impact on yearly production. For many
mortgage originators, August is a time to reflect on the year so far and consider
educational and professional opportunities. In short, it is back-to-school time.
To assist with our readers’ quest for educational and professional enlightenment,
we focus this month on the topic of career advancement. In this issue, you will find
articles to help increase your business, further your career and train for the job you
ultimately aspire to attain. You can start to “D-E-V-E-L-O-P Yourself” by reading the
article on Page 35, which includes a handy mnemonic device that can change the way
you do business. The article is penned by Chris Avery of First Tennessee Warehouse
After that, turn to Page 55 for some practical advice from Beth O’Brien of CoreVest American Finance on what to
do when you get stuck on the corporate ladder. At the other end of the spectrum, Jim Clapp of Starkey Mortgage
discusses the importance of teaching the next generation of originators and how fostering a culture of learning
also can help the old dogs in the industry. Turn to Page 91 for Clapp’s article. Then, on Page 131, Sarah Valentini of
Radius Financial Group Inc. provides some advice on tactics to pack for your career journey and also offers insight
into the surprising destination that journey might take you.
We have plenty more career advice from professionals across the industry inside this issue. Shant Banosian of
Guaranteed Rate discusses how to become a mega-producer on Page 68. Michael Cooksey of Mid America
Mortgage Inc. lists the skills necessary to rise to branch manager on Page 146. And, Jan Priem of Inlanta Mortgage
Inc. describes the importance of employee development to company success on Page 62.
Beyond the topic of career development, we also present articles on digital mortgages, private mortgage
insurance (PMI), mortgage pricing and more. For one path to take toward fully digital mortgages, turn to Page 111
for the article by Brenda B. Clem of Street Resource Group Inc. For an interesting take on PMI, check out the article
by Lindsey Johnson of U. S. Mortgage Insurers on Page 52. And, for insight into how mortgage pricing works, read
the article by Don Brown of Optimal Blue on Page 72.
All of that and more can be found inside this issue of Scotsman Guide, your monthly textbook of the critical
information that every mortgage originator needs to succeed. Now, get back to work on your career.
From the Editor
By Will McDermott
Will McDermott is editor of Scotsman Guide Residential Edition.
Reach him at (800) 297-6061 or firstname.lastname@example.org.