The Most Influential Women in Mortgage Industry 2023

www.insightssuccess.com VOL-06 | ISSUE-12 | The Most 2023 Influential A?ributes of Innovators omen in Understanding the Effec?ve W Leadership Strategies for the Mortgage Industry Mortgage Skills and Traits Developing Leadership Industry Skills in the Mortgage Industry 2023 Alya Alya Mastering Mortgage Operations by Empowering Excellence North

he mortgage industry has long been a Through this edition, “The Most Influential Women in predominantly male-dominated field. However, Mortgage Industry- 2023,” we will delve into the T over the years, numerous remarkable women have achievements, leadership strategies, and contributions of broken barriers and made significant contributions to the adept women leaders in the mortgage industry. Through industry's growth and development. These exceptional their inspiring journey, we will gain insights into the women have not only shattered glass ceilings but have also qualities and characteristics that have propelled her to the revolutionized the way the mortgage industry operates, pinnacle of success in the industry. Their stories serve as a inspiring countless others along the way. testament to the incredible talent and potential that women leaders bring to the mortgage industry and pave the way for The mortgage industry is undergoing rapid transformation, a more inclusive and diverse future. driven by technological advancements, changing customer preferences, and evolving regulatory landscapes. Within As we explore the achievements, we celebrate this dynamic environment, the most influential women in accomplishments and acknowledge the significant strides the mortgage industry have demonstrated exceptional women are towards shaping the industry's landscape. Their Train skill. leadership, innovation, and a commitment to driving leadership, vision, and dedication serve as an inspiration to positive change. They have championed diversity and current and future professionals in the mortgage industry, inclusion, fostering a more inclusive industry that embraces illustrating the possibilities that can be achieved through the talents and perspectives of women. perseverance, innovation, and a commitment to excellence. These women have held influential positions in various sectors of the mortgage industry, including mortgage lending, banking, technology, compliance, and regulatory affairs. Their expertise, knowledge, and strategic vision have shaped the industry's trajectory and propelled it into new frontiers. From implementing groundbreaking digital mortgage solutions to advocating for fair lending practices, these women have left an indelible mark on the mortgage industry and have become role models for aspiring professionals. Diversity of Diversity of Insights Success highlights the qualities of leadership, Abhishek Joshi resilience, and innovation of the leaders who have demonstrated exceptional skills in navigating the complexities of the industry, adapting to change, and driving transformative initiatives. Their accomplishments have earned her recognition and respect from her peers, industry experts, and stakeholders.

20 28 Contents 08 Amy Broadnax 20 Empowering Dreams through Mortgage Expertise Nichole Foster 28 A Skilled Account Executive with Years of Wholesale Mortgage Experience A r t i c l e s Attributes of Innovators 16 North Alya Alya Understanding the Effective Leadership Strategies for the Mortgage Industry Mastering Mortgage Operations by Skills and Traits 24 Empowering Excellence Developing Leadership Skills in the Mortgage Industry

omen Editor-in-Chief Merry D'Souza Deputy Editor Executive Editor Assistant Editor Abhishek Joshi Jenny Fernandes Anish Miller Company Name Featured Person Brief Alyssa has been part of the PRMI family for over 13 years and Primary Alyssa North Art & Design Director Associate Designer Visualizer brings a wealth of knowledge and experience in managing Residential Mortgage Inc. Senior Vice President numerous departments as well as managing relationships with David King Ankita Pandharpure Revati Badkas of Operations primeres.com our investors and warehouse lenders. Amy’s expertise lies in identifying needs and crafting Amy Broadnax Sun West Mortgage Company Senior Sales Managers Business Development Manager innovative and effective solutions for any task that comes her Loan Originator sunwestmortgage.com way. Sihanee M., Rouniyar A. Tim, Saurabh Mane Kimberly Hartsough Kimberly focuses on providing excellent communication, Prime Lending Marketing Manager Sales Executives SVP National consistent stellar performance with active inter-personal skills, primelending.com Production Operations self motivation, and team player attitude. Jordan, Adams Joe, Gaurav Gurav Laura takes a team-driven approach to her work and strives to Laura Triplett Atlantic Coast Mortgage Technical Head Business Development Executives ensure that she not only meet but exceed the expectations of her SVP, Area Manage atlanticcoastmortgage.com clients each and every day. Jacob Smile Steve, Joe Linda’s proven systems of creating an Excellent Customer Linda Davidson Fairway Independent Experience and the mentoring of others has increased her and Area/Branch Mortgage Corporation Technical Specialist Digital Marketing Manager Manager/Sr. Residential the branch Loan Officers’ production year after year and it is fairwayindependentmc.com Mortgage Originator exciting for her to facilitate an environment of growth. Dominique T. Prachi Mokashi Lindsey has the knowledge and experience to help her clients Movement Mortgage Lindsey Goins Research Analyst SME-SMO Executive explore financing options in a way that’s simple and movement.com Sr. Loan Officer Frank Adams Sagar Lahigade straightforward. Mona is passionate in bringing meaning and create lasting Mona Edick Bay Equity, LLC impact for her clients. Area Sales Manager bayequityhomeloans.com Database Management Technology Consultant Circulation Manager Stella Andrew David Stokes Robert Brown Nichole is advancing the field of pharmacy and promoting Kind Lending Nichole Foster growth and success for Pharmacy Technicians and elevating kindlending.com Account Executive sales@insightssuccess.com Pharmacist practice standards. June, 2023 Nicola is a multiple award winning Leader and Mentor who is Nicola Goldie Virgin Money passionate about driving the best customer, colleague and Head of National uk.virginmoney.com shareholder outcomes. Accounts Follow us on : www.facebook.com/insightssuccess/ www.twitter.com/insightssuccess We are also available on : As a loan officer with Wintrust Mortgage, Tammy has the Wintrust Tammy McNeany expertise and experience to get you the right mortgage and to Mortgage Corporation Senior Mortgage Copyright © 2023 Insights Success, All rights reserved. The content and images used in this magazine should not be reproduced or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without prior permission from Insights Success. handle your transaction professionally. wintrustmortgage.com Loan Officer Reprint rights remain solely with Insights Success.

C o v e r S t o r y Alyssa North Senior Vice President of Opera?ons Alya Primary Residen?al Mortgage, Inc. PRMI North Mastering Mortgage Operations by Empowering Excellence At PRMI, the team maintains a strong commitment to being an innovative and forward-thinking company that stays ahead of industry trends and adapts to the ever-changing business environment.

The Most Influen?al Women in Mortgage Industry - 2023 omen are making significant strides in the Alyssa now resides in Centerville, Utah, alongside her She asserts, “I am now aware that she was preparing me to mortgage sector, with an increasing number of husband of five years, two daughters and two stepkids. In succeed her as she planned to leave the working world and them assuming leadership positions and her leisure time, she indulges in activities such as golfing, focus on her family. Looking back, I would never have W W W excelling in various roles. From mortgage loan officers to attending live music shows, snowshoeing, hiking with her anticipated holding an executive position at PRMI when I underwriters, processors, and managers, women are making dogs Brody and Jasper, and spending quality moments with first joined the company. I am immensely grateful for every their mark and bringing valuable perspectives to the her kids. opportunity I have had at PRMI and am excited to continue industry. contributing to the company's growth and success.” In 2008, Alyssa entered the industry from an entry-level Their expertise, professionalism and ability to build strong position, without prior mortgage knowledge or experience. Streamlining Processes relationships have been instrumental in driving positive At that time, her manager, who was expecting her first change and shaping the future of the mortgage sector. As child, chose not to return to work after giving birth, As an esteemed Senior Vice President (SVP) of Operations more women continue to enter and excel in this field, they entrusting Alyssa with the responsibility to take charge. in the mortgage industry, Alyssa leaves a lasting impact on are breaking barriers, shattering glass ceilings, and inspiring Despite having only six months of experience in the the field with her expertise. Her contributions can be future generations of female professionals in the mortgage mortgage field, Alyssa swiftly adapted to the job's demands, witnessed through various avenues: industry. progressing in her career and gradually assuming more significant responsibilities, including overseeing PRMI’s Alyssa's keen eye for optimization allows her to streamline As the Senior Vice President of Operations at PRMI post-closing teams. operational processes with finesse. By drawing upon her (Primary Residential Mortgage, Inc.), Alyssa North vast experience and proficiency, she improves the speed and holds the responsibility of establishing and fostering As time went on, Alyssa was promoted to VP of Operations accuracy of critical tasks such as loan processing, industry connections, as well as guiding the strategic approximately three years ago and had the privilege of underwriting, and closing. The result? A more efficient and direction of its various Operations departments, ranging working alongside her former EVP of Operations, who had effective system that drives the company forward. from Processing to Post-Closing. Originally from Colorado, been Alyssa’s boss and mentor for several years. In this fast-paced technological era, Alyssa embraces innovation as a guiding principle.In her role, she fearlessly adopts cutting-edge technologies like machine learning and automation. By weaving these transformative tools into the fabric of the company's operations, Alyssa enhances efficiency, reduces errors, and elevates customer satisfaction to new heights. Beyond operational excellence, Alyssa's influence extends to the growth and development of her team. As a senior leader, she takes pride in nurturing talent, serving as a mentor and guide to aspiring professionals. By investing in PRMI is dedicated to cultivating a their personal and professional growth, Alyssa empowers work culture characterized by her team members to become industry trailblazers, leaving an indelible mark on the mortgage industry. excellence, innovation, and integrity. Overcoming Challenges and Embracing Self-Worth Alyssa's greatest challenge and success revolved around team at PRMI. As a newcomer to the industry, her limited raising her two daughters alone while advancing in her self-confidence made her professional achievements seem career. Despite numerous nights spent juggling office work insignificant. However, her tenure at PRMI has been and parental responsibilities, she persevered. Balancing transformative both professionally and personally. Alyssa work and home life proved challenging, but her has learned to strike a harmonious balance between work determination to excel in her job never wavered. and home life, and she now recognizes her worth as a mortgage professional and an independent woman. She can Additionally, Alyssa grappled with accepting and trusting confidently celebrate her successes as the SVP of the recognition and value accorded to her by the leadership Operations and as a devoted mother.

PRMI's Core Values The vision at PRMI is to become the most respected and 5 Community Involvement: PRMI is dedicated to giving sought-after mortgage lender in the country. The company back to the communities they serve through charitable PRMI is dedicated to cultivating a work culture aims to be known for its exceptional customer service, contributions, volunteering, and community outreach characterized by excellence, innovation, and integrity. The innovative solutions, and unwavering dedication to programs. company's core values revolve around the recognition that employees, partners, and communities. Building long-term 6 Collaboration: PRMI fosters a collaborative work their clients, partners, and employees are their most relationships with clients and partners is a key objective, culture where employees are encouraged to work valuable assets. Here is an overview of the values that achieved by consistently exceeding their expectations and together, share ideas, and support each other to achieve underpin PRMI's work culture: delivering on promises. common goals. 7 Continuous Improvement: PRMI is committed to 1 Client-Centered Focus: PRMI believes in putting their To drive progress in the ever-changing business landscape, ongoing improvement in all aspects of their business, clients first and providing them with the best possible PRMI's team consistently assesses and enhances processes, including processes, products, and services, to provide experience by delivering personalized and customized embraces emerging technologies, and fosters a culture of the best possible experience for their clients and mortgage solutions that meet their unique needs. innovation and entrepreneurship. Additionally, the company partners. 2 Employee Development: PRMI invests in the places great importance on corporate social responsibility, professional and personal development of their actively supporting charitable organizations and initiatives Innovative and Forward-Thinking employees by providing ongoing training, mentorship, that bring positive change to the communities it serves. and career advancement opportunities. At PRMI, the team maintains a strong commitment to being 3 Integrity: PRMI operates with honesty, transparency, Streamlining Processes, Enhancing Efficiency and an innovative and forward-thinking company that stays and ethical conduct in all business interactions and Improving Customer Experience ahead of industry trends and adapts to the ever-changing relationships. business environment. This is achieved through strategic 4 Innovation: PRMI values innovation and is committed PRMI recognizes the significance of technology in investments in the latest technology, providing ongoing to finding new and better ways to serve their clients and streamlining processes, enhancing efficiency, and training and development opportunities for employees, and partners. improving the overall customer experience. PRMI remains fostering a culture of creativity and collaboration. committed to staying at the forefront of technological advancements in the mortgage industry to provide innovative and resourceful solutions to clients and partners. underwriting software for prompt loan approvals while maintaining accuracy and compliance. Here are some ways PRMI is leveraging technology to 6 CRM (Customer Relationship Management) and enhance their solutions: Workflow Automation: PRMI employs advanced CRM and workflow automation software to streamline 1 Business Intelligence and Analytics: PRMI utilizes processes and enhance communication among team sophisticated data analytics and business intelligence members, clients, and partners. tools to gain insights into customer behavior, market 7 By leveraging these technological advancements, PRMI trends, and operational efficiency. This aids in making can provide innovative solutions that simplify the informed decisions and improving overall performance. mortgage process, enhance the customer experience, 2 Mobile Applications: PRMI offers mobile applications and boost operational efficiency. This strengthens their to customers and partners, allowing them to access position in the mortgage industry. accounts, view loan status, and communicate with loan officers on the go. Prominent Trends in the Mortgage Industry 3 Cybersecurity: PRMI invests in cybersecurity technologies to safeguard customer and company data Alyssa observes two prominent trends in the mortgage from cyber threats, ensuring the utmost security and Alyssa leaves industry. Firstly, there is a growing momentum towards privacy for all stakeholders. digitization, with digital mortgages gaining popularity. This 4 Digital Mortgage Solutions: PRMI provides digital a lasting involves completing the entire mortgage process online, mortgage solutions, enabling customers to complete impact on the including applications, document submission, and applications and submit documentation electronically. signatures. The advantages of speed, efficiency, and This approach accelerates the process, offers field with her convenience are driving this trend, and it is expected to convenience, and ensures security. expertise. continue. 5 Automated Underwriting: PRMI utilizes automated

Secondly, automation and artificial intelligence are and entrepreneurs must stay updated on the latest increasingly being employed in the mortgage process. regulations and requirements. This knowledge enables them Automated underwriting, fraud detection using machine to avoid costly mistakes and ensures that their business learning, and chatbots for customer service are examples of operates in compliance with legal and industry standards. how technology is improving efficiency and reducing errors. This trend is likely to expand further in the future. In addition, Alyssa highlights the value of building strong relationships. Relationships play a critical role in the The COVID-19 pandemic has also accelerated the shift mortgage industry, encompassing customers, employees, towards remote work and virtual communication in the and industry peers. By cultivating trust, credibility, and mortgage industry. Remote work offers flexibility for rapport, entrepreneurs can establish a solid network that employees, reduces overhead costs, and facilitates efficient leads to valuable partnerships and collaborations. collaboration among teams. Choose Furthermore, Alyssa encourages entrepreneurs to embrace While specific changes in the mortgage sector are technology. The mortgage industry is undergoing significant Excellent challenging to predict, these trends indicate that technology technological advancements, and entrepreneurs should will play a significant role in shaping the industry. leverage these innovations to streamline operations, Companies that embrace new technologies can gain a enhance the customer experience, and maintain a Choose competitive advantage in this evolving landscape. competitive edge. Insights. Principles for Success Lastly, Alyssa emphasizes the need for resilience. The mortgage industry can be unpredictable, and entrepreneurs Alyssa advises aspiring entrepreneurs who are venturing must be prepared to adapt their business strategies and into the mortgage business to focus on several key navigate challenges and setbacks with determination and principles. Firstly, she emphasizes the importance of grace. prioritizing customer experience. For a successful mortgage business, it is essential to understand customers' needs, By adhering to these principles, budding entrepreneurs can provide exceptional service, and ensure a seamless and lay a strong foundation for their mortgage business and stress-free mortgage process. By keeping the customer position themselves for long-term success. experience at the forefront, entrepreneurs can establish a strong foundation for their business. Secondly, Alyssa stresses the significance of staying current with regulations. The mortgage industry is highly regulated,

Attributes of Innovators the Understanding Effective Leadership Strategies for theMortgage Industry June 2023 | 16 | www.insightssuccess.com June 2023 | 17 | www.insightssuccess.com

n the fast-paced and competitive mortgage industry, transparent communication channels. Leaders should foster effective leadership is crucial for driving success and a culture that encourages feedback, addresses concerns, and I ensuring organizational growth. Leaders in this field promotes effective collaboration throughout the must possess a unique set of skills and strategies to navigate organization. the complexities of the industry, inspire their teams, and achieve exceptional results. This article explores key Ethical and Responsible Leadership principles and strategies that contribute to effective leadership in the mortgage industry, providing insights and Integrity and ethical conduct are critical for effective guidance for professionals looking to excel in their roles. leadership in the mortgage industry. Leaders must adhere to industry regulations and ethical standards, ensuring fair and Visionary Leadership transparent practices. By setting an example of ethical behavior and instilling a culture of integrity, leaders build Effective leaders in the mortgage industry have a clear trust and credibility within their organizations and with vision of where they want their organization to go. They clients. They make decisions that align with the best develop a compelling vision statement that aligns with the interests of their clients, employees, and stakeholders, company's values and long-term goals. By effectively fostering long-term relationships and sustainable growth. communicating this vision to their team, leaders create a sense of purpose and inspire commitment. A visionary Continuous Learning and Professional Development leader motivates their team to work towards a common goal and adapts their strategies to meet the ever-evolving needs Leadership development is an ongoing process, and of the industry. effective leaders in the mortgage industry prioritize continuous learning and professional development. They Adaptability and Agility stay informed about industry trends, attend conferences and seminars, and seek out opportunities for personal growth. Leaders in the mortgage industry must be adaptable and By investing in their own development, leaders can stay agile in response to changing market conditions, regulatory ahead of the curve, adapt to industry changes, and inspire requirements, and customer demands. They stay informed their teams to embrace a learning mindset. about industry trends, technology advancements, and policy changes to proactively adjust their strategies. By fostering a Effective leadership in the mortgage industry requires a culture of flexibility and encouraging innovative thinking, combination of visionary thinking, adaptability, team leaders can navigate challenges and seize opportunities as building, effective communication, ethical conduct, and a they arise. commitment to continuous learning. By incorporating these strategies into their leadership approach, professionals can Building High-performing Teams navigate the challenges of the industry, inspire their teams, and drive success for their organizations. Ultimately, One of the hallmarks of effective leadership in the mortgage effective leadership sets the foundation for sustainable industry is the ability to build and nurture high-performing growth and long-term success in the dynamic and ever- teams. Leaders should focus on hiring top talent, creating a evolving mortgage industry. diverse and inclusive work environment, and providing ongoing training and development opportunities. They empower their team members, delegate responsibilities, and encourage collaboration to maximize individual strengths and create a cohesive unit that delivers exceptional results. Effective Communication Communication is a fundamental aspect of effective leadership. Mortgage industry leaders must be skilled communicators, capable of conveying complex information clearly and concisely. They actively listen to their team members, clients, and stakeholders, ensuring open and June 2023 | 18 | www.insightssuccess.com

Empowering Dreams through Mortgage Expertise Amy Broadnax Broadnax Broadnax my Broadnax, a thriving woman in the mortgage Please briefly describe for our audience your sector, is making waves as a mortgage loan professional journey up until now. Amy Broadnax, A originator at Sun West Mortgage Company. Loan Originator With a passion for serving her community and an Wow, grab your seats and hold on; it's a pretty cool story. I Sun West Mortgage entrepreneurial spirit, Amy is committed to putting the started off in mortgage and real estate lead generation. The Company world's best interests first. Residing in the vibrant city of more I learned, the more I wanted to be on the other end of Atlanta, GA, she is a beacon of excellence in her field. the phone, in the broker's seat. One day I was recruited by a marketing director at one of the largest mortgage companies Amy's expertise lies in identifying needs and crafting of our time. innovative and effective solutions for any task that comes her way. She thrives on the opportunity to make a difference What challenges did you face along the way? in the lives of her clients and the community she serves. Her journey has been shaped by the invaluable guidance Market ups and downs like any real estate and mortgage and support of mentors and colleagues who continue to professional. My branding is unique, and I've even received inspire her career growth. hate mail about The Mortgage Mermaid being fat. I explain that she was raised in Texas, and our mermaids are a little Driven by a deep sense of pride in her work, Amy is thicker down here. dedicated to continuously enhancing her personal and professional development. With her unwavering What significant impact have you brought to the commitment to excellence, she is a shining example of the mortgage industry? incredible achievements that women are making in the mortgage sector. I pride myself on fighting for the underdogs applying for homes who don't quite qualify for conventional products. In a traditionally male-dominated industry, Amy Broadnax My specialty is working with borrowers who have "creative stands tall as a testament to the exceptional skills, income" non-QM mortgages for self-employed individuals, determination, and passion that women bring to the table. gig workers, entertainers, and athletes. I also help speak up As she continues to make her mark in the mortgage sector, to executives about changes that employees are concerned Amy's impact reverberates far beyond her immediate about. community, inspiring others to pursue their dreams and thrive in their chosen fields. Tell us about Sun West Mortgage Company and its foundation pillar. During the interview, Amy Broadnax shared inspiring stories that exemplify how her expertise in the mortgage Sun West is driving the mortgage industry forward by sector has helped numerous individuals achieve their implementing fascinating AI technology. With Morgan, dreams of homeownership. Here are some of the highlights: everyone involved in the loan process has less work to do, June 2023 | 20 | www.insightssuccess.com June 2023 | 21 | www.insightssuccess.com

The Most Influen?al Women in Mortgage Industry - 2023 is kept up to date every step of the way, and most importantly, is able to get more accomplished in less time. Basically, Morgan helps YOU tap into your inner Superpower! Which gives you more time to "Be Human.” How does Sun West Mortgage Company promote workforce flexibility, and what is your role in it? Sun West allows us to build our own teams. They require professionals who are top producers with a minimum of 1 million per month in volume and are opening doors for newly licensed loan officers as well. What is your take on technology's importance, and how are you leveraging it? At first, I was terrified of technology until I started using it more. The more I get familiar with how to use it to my advantage, the better my results have been. I threw a fit at first, but change is always a little uncomfortable. What will be the next significant change in the mortgage industry, and how are you preparing for it? Amy's expertise lies in identifying I hope technology doesn't eliminate the role of real needs and crafting innovative and mortgage processors. They are vital to the mortgage effective solutions for any task business and the backbone of high-producing MLO's. I hope technology gives processors the ability to get more that comes her way. work done and make more money. Technology shouldn't replace our roles, but it should help us excel in them. What are your goals in the upcoming future? st I have an event coming up on July 1 in Houston that I am excited about. Sun West and I have partnered with the Legendary Chopstar DJ Coalition to educate the entertainment community on financial literacy and homeownership. I am working on building my team of superstar mortgage professionals called "Home Team by The Mortgage Mermaid.” What advice would you like to give the next generation of aspiring business leaders? Never be afraid to be WHO YOU ARE! Be authentic; your authenticity is YOUR superpower! June 2023 | 22 | www.insightssuccess.com June 2023 | 23 | www.insightssuccess.com

Skills and Traits Developing Leadership Skills in the Mortgage Industry June 2023 | 24 | www.insightssuccess.com June 2023 | 25 | www.insightssuccess.com

eadership skills play a crucial role in the mortgage Anticipate challenges and proactively develop strategies to industry, where professionals are tasked with address them. Foster an environment that encourages L guiding clients through the complex process of innovation and creative problem-solving and empower your securing loans for their dream homes. The ability to lead team to think critically and propose solutions. and inspire a team, make strategic decisions, and adapt to the ever-changing market dynamics is paramount for Lead by Example success in this field. This article explores the key aspects of developing leadership skills in the mortgage industry, Leadership is not just about delegating tasks; it is about providing a roadmap to help professionals excel in their setting an example for others to follow. Demonstrate roles and navigate the challenges they may encounter. integrity, accountability, and professionalism in your work. Be accessible and approachable and show empathy towards Embrace Continuous Learning your team members and clients. By embodying the qualities, you expect from others, you inspire trust and Leadership development starts with a commitment to loyalty, and your team will be motivated to perform at their lifelong learning. Mortgage industry leaders must stay best. abreast of the latest trends, regulations, and technological advancements shaping the industry. Attend conferences, Invest in Leadership Development Programs seminars, and workshops to expand your knowledge base and encourage your team to do the same. By continuously Take advantage of leadership development programs learning and updating your skills, you'll be better equipped tailored specifically for the mortgage industry. These to make informed decisions and lead effectively. programs provide valuable insights, training, and networking opportunities to enhance your leadership skills. Cultivate Effective Communication Seek out industry associations, professional development organizations, and reputable training providers that offer Communication is the bedrock of successful leadership. As programs focused on leadership in the mortgage industry. a mortgage industry leader, you need to communicate By investing in your professional growth, you position clearly and effectively with clients, team members, and yourself for long-term success. stakeholders. Develop active listening skills, learn to articulate ideas concisely, and foster an open and Developing leadership skills in the mortgage industry is a transparent communication culture within your team. continuous journey that requires a commitment to learning, Regularly provide constructive feedback, actively seek effective communication, collaboration, strategic thinking, input from others, and ensure everyone understands the and leading by example. vision and goals of the organization. By embracing these key aspects and investing in your Foster a Collaborative Culture development, you can navigate the challenges of the industry, inspire your team, and drive success in your In the mortgage industry, teamwork is essential for organization. Remember, leadership is not just about achieving shared goals. As a leader, it is your responsibility personal achievement but also about empowering others to to foster a collaborative environment where individuals can reach their full potential. thrive and contribute their best. Encourage teamwork, establish clear roles and responsibilities, and promote a culture of mutual respect and support. By leveraging the strengths of each team member, you can create a cohesive unit that delivers exceptional results. Develop Strategic Thinking Leaders in the mortgage industry must possess strategic thinking abilities to navigate a rapidly changing landscape. Stay informed about economic trends, market conditions, and regulatory changes that may impact the industry. June 2023 | 26 | www.insightssuccess.com

The Most Influen?al Women in Mortgage Industry - 2023 A Skilled Account Executive with Years of Wholesale Mortgage Nichole's Experience Nichole Nichole expertise spans across various loan products, Foster including FHA, CalHFA, VA, ver the years, women have been making The interview with Nichole highlighted how her extensive Conventional, significant strides in the finance sector, breaking knowledge, expertise, and unwavering dedication to Jumbo and more. O through gender barriers, and achieving leadership excellence, making her an indispensable resource for any positions. Today, women are leading the way in the finance Broker Partner and their clients. sector, with many serving as CEOs, CFOs, and other high- level executive roles. These women are bringing diverse Brief us about your career path as a staunch woman perspectives, innovative ideas, and fresh approaches to the leader up until your current position. What were the industry, and their contributions are helping to shape the challenges that you had to overcome to scale your future of finance. progress? Nichole Foster is a highly experienced account executive At a young age, I had seen a lot because of a very troubled with a passion for providing exceptional service and childhood. Living in motels, stealing food, leaving me with communication to her customers. With over 23 years of self-doubt throughout my adulthood. wholesale mortgage experience, Nichole has built a solid reputation as a go-to point of reference for her broker During my career, I learned I had to OUTWORK MY partners and their clients. SELF-DOUBT. I had to prove to myself every day what I was truly made of. Helping as many people as possible get Nichole's expertise spans across various loan products, home became a personal challenge for me. I would say that including FHA, CalHFA, VA, Conventional, Jumbo, and self-doubt was the most challenging for me throughout my more. As the main point of contact for her customers, journey. Occasionally, it still is. I am not ashamed of it—it Nichole Foster Nichole is committed to assisting them with product has helped me get to where I am today. parameters, pipeline management, and answering any Kind Lending (NMLS #3925) questions they may have regarding underwriting, pricing, Tell us more about your present company and its and loan closing. mission and vision. Nichole's dedication to excellence has not gone unnoticed. At age 25, after working as a loan officer for 10 months, She has received several awards and recognition throughout Glenn Stearns formed his own mortgage company, Stearns her career, including the Top Wholesale Account Executive Lending LLC, in 1989. In 2015, Glenn sold Stearns Award from HSBC/D1 for five consecutive years from Lending and embarked on a multi-year sabbatical with his 2003 to 2007. family. Returning in 2019, Glenn starred in a reality show, Undercover Billionaire, on the Discovery Channel. The Nichole also received the Rising Star Award from goal was to anonymously build a business valued at $1 Household Finance in 2007 and has been a President's Club million in 90 days, which led to the creation of Underdog Winner for Stearns Lending, LLC for five years straight BBQ in Erie, PA. from 2014 to 2018. In addition, Nichole was recognized with the Circle of Excellence Award from HomePoint Following the show, Glenn went back to his roots in Financial for three consecutive years, from 2019 to 2021. mortgage banking and visualized the next evolution in Kindlending 2022 Presidents Club. wholesale mortgage lending. Focused on building a June 2023 | 28 | www.insightssuccess.com June 2023 | 29 | www.insightssuccess.com

company around its people, who were seasoned veterans in the industry with a passion for helping others – Kind Lending. What methodologies do you implement that contribute to new growth opportunities? My strength is that I trained myself to have an impeccable work ethic. In the words of Will Smith, "I will die on the treadmill because you will not outrun me," I demanded that my personal work ethic stay in a state of constant growth; it's not about my competition outside of me; it's me against me. Please share your learning of the business world. As soon as I became pregnant at 18, motherhood became very important to me. It didn't take me long to realize that my little girl was my world. I was in the medical field at the time and learned fast that it wasn't for me. Then, I learned about the mortgage industry and discovered I could help people buy homes! Since I was introduced to this venture by a family member at the age of 22, I have been dedicated to it ever since. I love building relationships, so it was easy for me to follow this career path. What values do you incorporate to enhance the work culture of your company? Kind Lending is not opposed to variable hours to best serve path, and most importantly, overcoming my own self-doubt. the employee and customer base alike. Additionally, Kind The by-product of all of that is that I demolish my embraces hybrid and remote work situations where competition along the way. So, it's simple, but never easy. appropriate. I'm never opposed to flexibility in work hours or remote working, as this promotes a healthy team What advice would you give to the next generation of environment and work situation for all. The way I look at it, women leaders willing to venture into the modern it's more coverage around the clock. business arena? What, according to you, could be the next significant Ride the waves, serve people, create connections, and most change in your sector? How are you preparing for the importantly, outwork yourself in times of doubt and most of change? all BE KIND! No one ever knows what's next in this crazy business, just that we are here and ready for the curveballs that life throws! Where do you envision yourself to be in the long run, and what are your future goals for your company? My goal is to continue creating and nurturing relationships, listening to people, growing and mentoring those on my June 2023 | 30 | www.insightssuccess.com

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The Most Influential Women in Mortgage Industry 2023

The Most Influential Women in Mortgage Industry 2023

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