edition 18-02 | feb 2018 when the going gets tough, ask
TRANSCRIPT
Page 1
So, interest rates are going up…
A rising interest rate environment or even the potential of a rise in interest
rates can feel like an insurmountable obstacle in the residential mortgage
sales market. Reality is, you have every reason for optimism. AFN has
provided you with the tools you need to maintain and invigorate the
growth of your business. However, you’ll need to educate and inform
your realtors and your customer base. Offer them a different perspective
than the one they might be getting from the media. Remember that news
outlets, bloggers and sites that offer advice but no product or service are
looking for clicks and will often run with fire and brimstone, doom and
gloom headlines to meet that end. What they sell is advertising, what
they posture for is traffic. You sell life-changing, long-term investments,
and you do it well! Be flexible enough to shift your vantage point with the
changing terrain and your success will follow right along.
Featured Article | 1
Welcome to AFN | 2
AFN Anniversaries | 3
Top Producers | 4
Top Processors | 5
Q4 Top Producers | 6
Branch Relations | 8
Underwriter's Angle | 10
Encompass Corner | 11
Fast Closing Snapshot | 14
Product Update | 15
AFN Props | 18
AFN Fan Corner | 20
Marketing Updates | 22
Social Media Status | 23
AFN Birthdays | 20
Compliance Matters | 26
Mastermind Summit | 27
contents
Edition 18-02 | Feb 2018
When the Going Gets Tough, Ask Yourself, “Is It Really?”by John Sherman, President
Continued on Page 12
February 2018
Page 2
Branch ManagersDana Ganci
Dustin Arp
Leroy Romero
Luis R Tipacti
Michael. Hammel
Virgil Tyler
Wyatt Arp
Loan Officers & SalesAbed Asghar, Loan Officer
Amanda Turner, Sales Manager
Amanda Wright, LO Assistant
Angel Lara-Leon, LO Assistant
Apryl Gentry, Loan Officer
Barbara Serra-Mannion, Loan Officer
Bridgett Fletcher, Production Mgr.
Carlos Diaz, LO Assistant
Chance Upchurch, Loan Officer
Charles Elswick, LO Assistant
Dane Zaza, LO Assistant
Deborah Healy, Loan Officer
Deborah Russell, Loan Officer
Derek Peters, Transitional LO
Dexter Baza Cajigal, Loan Officer
Duane Dougan, Transitional LO
Eloy Villamil Bravo, Production
Manager
Emmanuel Rodriguez, Transitional LO
Eva Fernandez, LO Assistant
Fernando Bastidas, Sales Manager
Fernando Pacheco, Sales Manager
Gabrielle Caldera, LO Assistant
Gemma Francisco, Transitional LO
Gerald Gagner, LO Assistant
Gustavo Molina, Transitional LO
Han Kim, Loan Officer
Janice Miller, Transitional LO
Jason Haynes, Loan Officer
Jeff Stanley, LO Assistant
Jimmy Barlow, Loan Officer
Joel Rhymes, Loan Officer
John Meltzer, Loan Officer
Jon Soydinc, Loan Officer
Joseph Miller, Transitional LO
Justin Priest, LO Assistant
Keith Ray, Business Dev. Asst.
Kelly Fest, Loan Officer
Kevin Wallace, LO Assistant
Kiana Hollis, Marketing Assistant
Lamar Hough, Sales Manager
Laura Torres, Loan Partner
Lindsey Wax, Loan Officer
Lisa Posta, Loan Officer
Luis Villa, Transitional LO
Maisha Williams, LO Assistant
Malana Loos, Business Dev. Asst.
Marco Sierra, Business Dev. Asst.
Marielle Kwiatek, Executive Assistant
Matthew Willson, Loan Officer
Melanie Montalvo, Loan Officer
Melissa Shah, Loan Officer
Miara Cahee, LO Assistant
Michael Curtis, Loan Officer
Michael Landix, Loan Partner
Michael Santoli, Transitional LO
Michelle Graziano, Executive Asst.
Nick Leabo, LO Assistant
Ornella Romanovski, Transitional LO
Perry Alexander, Loan Officer
Phyllis Zanichkowsky, Loan Officer
Preston Fox, Loan Officer
Reginald Riley Jr, Sales Manager
Ricky Phan, Loan Officer
Robert Rodriguez, Loan Officer
Sandra Rubin, Loan Officer
Scott Lentz, Recruiter/Branch Dev
Scott Murakami, Sales Manager
Silvia Perez, LO Assistant
Steven Blaine, Transitional LO
Tammerica Lynn, Loan Officer
Taylor Daniel, LO Assistant
Theodore Talbott, Loan Officer
Thomas Garvey, Loan Officer
Yaniv Offir, Sales Manager
We are always pleased to add to Team
AFN, and want to welcome the following
personnel, who joined us in January.welcomeWe’re so happy you are here!
We ask that you join us in wishing the following employees a very
Happy Anniversary in February. Congratulations, and thank you for your
dedication and contributions to our success!
Support and Corporate EmployeesAshley Clark, Jr. Processor
Barbara Petrella, Marketing Specialist
Brandon Gavins, Processing Manager
Ericka Rabe, Jr. Processor
Flor Guzman, Processor
Ikakyi Gonzalez, Underwriter
Jeffrey Welch, Encompass Admin.
Jessica Delgado, Closer/Doc Drawer
Joanne Mendoza, Sr. Processor
Jorge Vazquez, Doc Drawer
Joseph West, Jr. Processor
Kerrie Parker, Jr. Processor
Lakedra Wilson, Jr. Processor
Laurel Garvey, Sr. Underwriter
Liz Mendoza, Jr. Processor
Maria Perez, Processor
Mary Trujillo, Mktg Content Manager
Michelle Galvan, Jr. Processor
Nicole Burns, Processor
Noah Kim, Admin Assistant
Stephanie Courtois, Processor
Stephanie Negrete, Jr. Processor
Trenton Flowers, Transaction Coord.
Vincent Sinex, Business Analyst
Yang Hai, Processor
Yvonne Elvenia, Sr. Processor
Richard FitzpatrickRichard Winton11
YEARS
Aaron Mattsson
10 YEARS
Anthony Casillas
9 YEARS
Alejandro DiazKimberly Bisera7
YEARS
Jenneiva SernaRyan Eldred6
YEARS
Daniel HanleyJimmy VuongBob TellesStefanie Matlack
5 YEARS
Armando CastilloJohnny LawrenceOrly Hakimi Sean Varin
4 YEARS
Gina BesignanoKaitlyn HankinsMallory KimberlyMichael Faraci
Mike RouhizadNeil AndersPatrick MccaffreyRobert Vaverka
Ryan MandleyStephanie BanksBill Bright
3 YEARS
Cecilia SalazarChristopher HillDaniel MunozJason MuchaJay Perez
Kascedy EmmelLesley LindPatricia BauerRick AsraniSarah Gomez
Teresa HutchisonTiffany RosalesTori CegielskiVeronica Vallin
2 YEARS
Brennen WilliamsCarla LewisCarmen CristureanCortney WindsorGeorge WisniewskiIrving SoberanisJoseph KhanKathy HernandezKevin Iribarren
Lenore MyersMarc LivingoodMark BurtonMichael RagusaMichael Vetri SrMiguel FimbresNicole ZamoraNoel ZieglerRonald Marini
Samantha HamidiSarah DoleSonia Alvarado - OcegueraStefanie WynneSteven TrombettaZuriel Meerzon
1 YEAR
Page 4
ProductionJunction
Collectively, we funded 1,162 retail/wholesale loans for a combined volume
of $305MM in January 2018.
We want to thank you all for your collective contributions as you continue to set and
achieve production goals! We would like to recognize our top January Loan Originators
and Branches. Great job team!
Top Loan Originators Loan Originator Units Volume
1 Michael VaVerka 41 $8,316,995.00
2 Sam Rumi 21 $5,359,921.00
3 Jane Kim 13 $4,458,434.00
4 Neil Anders 8 $3,727,632.00
5 Daniel Pinkous 8 $3,290,748.00
6 William Bright 9 $3,268,766.00
7 Matthew Campbell 13 $3,232,512.00
8 Gregory Perez 13 $3,230,407.00
9 Daniel Chalk 4 $3,134,670.00
10 Jeffrey McMullen 6 $2,703,660.00
11 Lacey Sullivan 6 $2,602,600.00
12 David Fitzpatrick 6 $2,452,967.00
13 Jacob Emmel 7 $2,369,756.00
14 Claudia Sandez 5 $2,362,000.00
15 Joshua Felzer 9 $2,338,704.00
16 Jared Rogers 5 $2,272,673.00
17 Brie Henley 14 $2,072,559.00
18 Hector Estrada 7 $1,878,072.00
19 Angelo Christian 9 $1,848,263.00
20 Amber Young 5 $1,823,602.00
Top BranchesBranch Units Volume
1 Sky Park Division 54 $18,703,011.00
2 The Irvine Branch 35 $8,999,429.00
3 Lawver 15 $8,686,168.00
4 Palm Beach 45 $8,275,346.00
5 USA Loans 28 $7,506,379.00
6 Downey 26 $7,358,772.00
7 Cerritos 23 $7,286,252.00
8 Blacklick 31 $6,513,059.00
9 Plano 24 $5,332,009.00
10 Chino Hills - Pipeline 12 $5,015,554.00
Jan. Jan. Top Branches
Keep up the
great work!
Page 5
Top Processors
Funded Volume by Number of Units:
Thank you, Loan Processors, for handling AFN loan volume with grace and for your part in shaving days off
our average application-to-funding turn around in Janury 2017 as we strive to consistently close in under
30 days. Let us all do our part to reach the ultimate goal of 20 days or less!
Processor Units
1 Tamara Sharp 32 Units
2 Elysia Bucello 27 Units
3 Nicole Ratliff 25 Units
4 Pedro De La Cruz 17 Units
5 Howard York 16 Units
6 Elizabeth Nance 15 Units
7 CJ Grapentin 14 Units
7 Hailey Castillo 14 Units
9 Jeremy Longman 13 Units
10 Celia Velazquez 12 Units
10 Nicole Wallace 12 Units
Swiftest TT from Decisioned to Cleared for Docs (wore than 5 loans funded):
Processor Turn Time (Days)
1 Teresa Hutchison 6.80 Days
2 Nicole Wallace 8.17 Days
3 Sara Park 8.25 Days
4 Jeffrey Kempter 9.11 Days
5 Amy Hart 11.20 Days
6 Denise Bertino 11.78 Days
7 Beatrice Jackson 12.86 Days
8 Tamara Sharp 12.88 Days
9 Linda Wellmaker 13.63 Days
10 Jennifer OToole 14.22 Days
Jan. Jan.
Page 6
Thank You for your dedication
& Hard Work!
Winners: Glass Awards Will Be Shipped Directly
To Your Branch
Page 8
You can reach us via email at
Call us at 714-831-4334(internal extension 4334).
Our regular hours of service are
7:00 AM to 5:00 PM PST.
YOUR GO-TO PLACE FOR ANSWERS TO YOUR QUESTIONS!
by Jimmy Vuong
Compliance & Branch Relations Manager
State Specific 'Right to Choose. . . '
Disclosures Are Moved To The
Initial Package
Attention: Loan Officers, Processors
To make it easier to comply with state
disclosure requirements, the following
state specific disclosures will now go out
automatically with the initial disclosure
package and may be eSigned instead of
at approval:
State Specific Disclosure Matrix
State Disclosure Name Form ID
AK AK Right To Select Insurance Provider Notice
AKINSJ
AL AL Right To Select Insurance Provider Notice
ALINSJ
AR AR Choice Of Insurer Disclosure ARINSJ
AR Right To Select Attorney ARNOTJ
CO CO Right To Choose Insurance Provider
CORCIJ
IN IN Right To Choose Insurance Provider ININSJ
KS KS Right To Choose Insurance Provider KSINSJ
KY KY Notice Of Free Choice of Agent and Insurer
KYCHIJ
MN MN Right To Choose Insurance Provider
MNRCIJ
MS MS Right To Choose insurance Provider
MSCIPJ
MT MT Right To Choose Insurance Provider
MTCINJ
NM NM Freedom To Choose Insurance Company and Insurance Professional
NMACNJ
NM NM Notice Of Right To Select Attorney NMNOTJ
OH OH Right To Choose Insurance Provider
OHRCIJ
OK OK Right To Choose Insurance Provider
OKINSJ
SC SC Right To Choose Insurance Provider
SCINSJ
VA VA Right To Choose Insurance Provider
VARTCJ
VA VA Choice Of Settlement Agent VACSAJ
WA WA Right To Choose Insurance Provider
WAINSJ
WI WI Right To Choose Insurance Provider WIAP3J
Page 9
LO & Processor Access to Investor Selection - Conventional
Attention: Loan Officers, Loan Processors
To give Loan Officers and Processors insight on how a conventional loan’s eligible investors were selected, they now have
access to the Investor Selection – Conventional Screen under the Forms Tab.
This screen is filled out by the Underwriter to automatically determine the eligible investors.
LOs and Processors can review how these questions were answered to see why investors are eligible or ineligible for the
loan.
Press the Show Log Button to see each question that affects the investor selection.
Tip: Use ctrl+f to find a specific investor or search “ineligible” to find the reason why an investor was ineligible.
Page 10 Page 10
HomeReady Eligibility
A requirement of FHA or VA guidelines that doesn’t allow a loan to qualify comes across my desk regularly,
if not daily. My immediate response to the situation, “Do you know if your borrower is HomeReady
eligible?”. This should be the AFN L.O.’s approach to these hurdles because, in reality, these aren’t dead
ends. Hours before typing this article I was posed with the following scenario:
Mother and daughter each own their home free and clear, but need to move closer to where the
granddaughter is enrolled in special needs classes and also to where she receives medical care as a
special needs child. The mother is also not able to maintain her home as easily since she is growing
older, but can provide free day care for the granddaughter should they live together. The new home is
also closer to the daughter’s job. We need rental income from at least one of the departing residences to
qualify. Can we make an exception to the FHA 100 mile rule?
Unfortunately the answer to this question is “no”, but should the borrowers meet the HomeReady
requirements for the area that they are interested in purchasing we suddenly have a live loan again.
Affordable Lending initiatives are a focus of the GSEs and they are allowed to make exceptions to their
standard guidelines when making these loans. For instance, with HomeReady transactions rental income
from an accessory unit is an eligible source of income whereas it is not otherwise.
Very soon AFN will be generating an email out to the LOs and Loan Processors for HomeReady eligible
loans since Fannie Mae provides a daily report for all casefiles that reflect potential eligibility. Don’t miss
out on the LLPA waivers and reduced MI for your borrowers! Information regarding these waivers can be
found on page 5 of the LLPA matrix.
The HomeReady landing page includes additional information about the program.
Inquire with Ed Fink about how to get your borrowers homeownership counseling free of charge!
by Ed Fink, Director of Credit Risk
Underwriter's Angle
Page 11
HomeReady Eligibility
CORNER
To help users in Encompass navigate
through Encompass even more efficiently,
the navigation buttons have been updated
so you may see your navigation history.
Right-click on forward or backward button
to see your history, then left-click to go to
that screen.
by Jimmy Vuong, Compliance & Branch Relations Manager
Attention: Everyone
Navigation Buttons Update
Page 12
Continued from Page 1
Show me the money…Remember that a low price (which is always relative anyway) is only one small selling
point when you have high quality products and services. When in the best interest of the
customer, purchasing a home should be about building personal and generational wealth.
There is a huge difference between this purchase and any other large acquisition they’ll ever make. Items such
as cars inevitably depreciate; we buy them simply to use for a period of time. A home, on the other hand, is
a long-term investment that has great potential for increasing in value, and minimal risk of long-term losses.
A customer may try to “wait out” the increase in interest rates but they run the risk of interest rates creeping
even higher before they decide to buy. The bottom line is, the home purchase has multi-tiered benefits that
few other investments can match. Its potential future value is likely greater than the cost of the loan, even
with a higher interest rate than may have been available previously or may be available in the future. A delay
in purchasing a home to wait for interest rate changes is a delay in the building of equity, and future wealth.
It’s also a huge risk as home prices have been trending higher each year in many states. Waiting also means
they’ll continue to pay rent, and in so doing, paying someone else’s mortgage, i.e. building someone else’s
wealth rather than their own.
When the Going Gets Tough, Ask Yourself, “Is It Really?”by John Sherman, President
It’s only a money-pit if you don’t know what you’re doing…Existing homeowners who have spent a few years paying down their loan principle might
be ready for a home improvement loan now. Guide your customer in assessing the potential
for return on this investment versus the cost of capital. A loan is not only about the cost of
capital. A loan is really about making money. Borrowers are almost always so anxious about the cost of
borrowing funds that they fail to focus on the production of equity (wealth), which the loan was purchased
to initiate. Customers rarely think of taking out a loan as a money-making endeavor, but it can be when the
purchase is an investment and the cost of the loan can be mitigated by the building of equity. You can help
your customer remain focused on their future by framing these decisions in a practical, business-minded
road map.
Page 13Page 13
Not all things to all people…There is no real reason for your customer not to refinance, say from an ARM to a Fixed rate, while interest
rates are still relatively low, but they will be hesitant when interest rates are on the rise. Even with a
possible increase in the cost of the loan at the time of refinancing, the stability of a fixed interest rate can
offer both, long term savings and peace of mind. In 1981, the fixed mortgage rate was just under 17%*. In
historical context, rates are still very affordable.
The bottom line: rising interest rates (or any change in the relevant environment) can cause you
anxiety, when in reality it’s still a great time to be in the loan sales business. Many states saw record home
sales in 2017 and the beginning of 2018. The cornerstone of the American Dream is homeownership. You
and your team make that possible, each and every day. Let’s keep our momentum going as we remain
committed to exemplary services, products, and most importantly, people. The pool of home buyers is
strong and we know you’ll be t here to help them finance their own personal American Dream with AFN.
*Freddie Mac Research (published on their website)
And now for something
completely different… Could there be a silver lining in the black interest rate cloud
the bloggers and trade journals are showcasing? Rates tend to rise when the Fed
determines that the overall economy is strengthening and doesn’t require as much
stimulus as in previous years. The good news for your customers is that a stronger economy
can mean increased job security, thereby potentially ensuring their ability to afford their
mortgage through amortization.
Page 14
Application to Funding in 11 Days!
Day 1:Application taken
Credit report pulled
Initial disclosures sent
Day 2: Day 3:Submitted to Underwriting in the morning
Audited by the Compliance Department
-Very few compliance conditions were added. The initial disclosure package was prepared and returned complete.
Conditionally approved by Underwriter in the late afternoon
Day 4: Waiting for borrower to return requested PTD conditions
Appraisal is delivered
Day 6: Processor prepares and sends re-disclosed LE for settlement charge changes
Borrower eSigns re-disclosure and returns to the Processor same day
Last disclosed LE waiting period starts (borrower must wait 4 specific business days before consummation from this day)
Processor submits first set of PTD conditions to Underwriter in the late afternoon Day 7:
Underwriter reviews PTD conditions early morning
Processor prepares the initial CD and sends to the borrower
Borrower signs & returns to the Processor the same day
CD waiting period starts (borrower must wait 3 specific business days before consummation from this day)
Processor submits second set of PTD conditions to Underwriter
Processor uploads compliance conditions and puts the loan in line for compliance review
Day 8: Compliance approves loan
Day 9: UW signs off on all PTD conditions & approves loan
Loan is cleared for docs
Docs are requested
Day 10: Docs out for signing in the morningBorrower signs docs at noon
Borrowers signed and returned the complete set of initial disclosures
Complete borrower credit package uploaded for Processor review
Loan locked
App Received milestone completed
Processor prepares and sends re-disclosed LE for lock
Borrower eSigns re-disclosure and returns to the Processor same day
Sent to Processing Milestone completed
DU ran
Processor reviewed the file:
-Very little Processor conditions sent back to LO because the LO submitted a complete fie
Appraisal ordered
Day 5: Waiting for borrower to return requested PTD conditions
Day 11: Docs returnedFunder reviews docs
Loan funds
This FHA purchase from the BMG Phoenix Branch was able to take an application and get it funding within 11 days!
Internal Use Only Corp NMLS # 237341
Page 15
FHA OVERLAY MATRIX UPDATES
by Michael Faraci, Product Manager - Secondary Marketing
Product Update
The following items have been updated on the FHA Overlay Matrix.
Mr. Cooper (I-19) updated as an eligible investor.
TX Capital (I-44) updated as an eligible investor.
Clarification made to Bank Statements overlay.
Loans using DPA programs are not eligible with PUF (I-12).
Maximum 97% CLTV with PUF (I-12).
PUF (I-12) MFH overlay updated, including eligible states.
HI Homelands loans are now eligible with Freedom (I-21).
Flood insurance overlay added for Chase (I-16).
All changes are
currently active, and
are available on the
Intranet.
Application to Funding in 11 Days!
Day 1:Application taken
Credit report pulled
Initial disclosures sent
Day 2: Day 3:Submitted to Underwriting in the morning
Audited by the Compliance Department
-Very few compliance conditions were added. The initial disclosure package was prepared and returned complete.
Conditionally approved by Underwriter in the late afternoon
Day 4: Waiting for borrower to return requested PTD conditions
Appraisal is delivered
Day 6: Processor prepares and sends re-disclosed LE for settlement charge changes
Borrower eSigns re-disclosure and returns to the Processor same day
Last disclosed LE waiting period starts (borrower must wait 4 specific business days before consummation from this day)
Processor submits first set of PTD conditions to Underwriter in the late afternoon Day 7:
Underwriter reviews PTD conditions early morning
Processor prepares the initial CD and sends to the borrower
Borrower signs & returns to the Processor the same day
CD waiting period starts (borrower must wait 3 specific business days before consummation from this day)
Processor submits second set of PTD conditions to Underwriter
Processor uploads compliance conditions and puts the loan in line for compliance review
Day 8: Compliance approves loan
Day 9: UW signs off on all PTD conditions & approves loan
Loan is cleared for docs
Docs are requested
Day 10: Docs out for signing in the morningBorrower signs docs at noon
Borrowers signed and returned the complete set of initial disclosures
Complete borrower credit package uploaded for Processor review
Loan locked
App Received milestone completed
Processor prepares and sends re-disclosed LE for lock
Borrower eSigns re-disclosure and returns to the Processor same day
Sent to Processing Milestone completed
DU ran
Processor reviewed the file:
-Very little Processor conditions sent back to LO because the LO submitted a complete fie
Appraisal ordered
Day 5: Waiting for borrower to return requested PTD conditions
Day 11: Docs returnedFunder reviews docs
Loan funds
This FHA purchase from the BMG Phoenix Branch was able to take an application and get it funding within 11 days!
Internal Use Only Corp NMLS # 237341
Page 16
Are You A Mortgage Travel Agent?
For the past 45 years, the average rate on a fixed rate mortgage has been 8.25%.
I expect that your clients are concerned with the recent rise in rates, but on a relative
basis, rates are still pretty darn good. There is no doubt that refinance activity has and will continue to
decrease. But the purchase market has rarely been stronger than it currently is. And the opportunity for
clients to create wealth via real estate is exceptionally favorable.
The key for originators is to take the role of an advisor. And being an advisor is much more than just saying
you are one or understanding how to put a loan together. We say we are in the mortgage business, but if
you think about it, is it a mortgage that people want? Do they love high monthly debt? No, what they really
want is money. The sooner we understand that we are in the money business, the quicker we can start on
the path to becoming an advisor.
Why is it so critical to be an advisor? Look no
further than the Super Bowl add from Rocket
Mortgage, which positions all LO’s as bumbling
idiot salespeople. If you saw the commercial,
did it piss you off? It should…so what lessons are
you learning and more importantly, what steps
are you taking to protect your career? Making
the transition from salesperson to advisor will
help ensure your success into the future.
Think about it…What the heck is a travel agent these days?
An entire industry has been wiped out by technology. Note
to self – Don’t be a travel agent in the mortgage business.
And remember when Stock brokers were everywhere?
Online trading platforms have decimated salespeople
who were pushing Stocks. But those who remain as
financial advisors are not competing with $9 per trade,
they’re charging 1% on the assets under management.
By Barry Habib, CEO of MBS Highway
Page 17Page 17
Are you looking at your business as loans under management? Do you understand the opportunity in
real estate in your local market? Can you help your Realtor articulate that opportunity to their client? Are
you helping your Realtor gain more listings at point of sale? Do you understand the economic conditions
driving interest rates? In every instance, you should and more importantly need to be. It’s natural for
clients to shop for the best rate. But remember, the best rate on the wrong mortgage strategy is far
more expensive than a competitive rate on the right overall financial strategy, given by a true mortgage
advisor.
Those originators who fail to transition themselves into advisors will go by the way of the
transactional stock broker, the dinosaur, and yes, the travel agent.
Here's the good news…AFN has already given you the best tools to become a true advisor through
MBS Highway. But here’s the catch…You actually have to use it. Would you refer a family member to a
physician who, once they received their license, never kept up with the latest advances? Or would you
rather them be under the care of someone who was up to date and educated on the best ways to help
their patients? The answer is obvious and therefore, shouldn’t your clients and referral sources want to
work with the smartest in the industry? Don’t they deserve that?
Make sure you watch the daily updates within MBS Highway without fail. The 4 minutes a day will
start you on a path to becoming an advisor instead of a salesperson. And familiarize yourself with the
amazing and powerful tools that MBS Highway puts in your hands, like the Real Estate Report Card, Buy
vs. Rent Calculator, Marketing Kit, and the incredible Loan Advisor Tool, so that you can create more
opportunities for your Realtors and clients and be rewarded with an enormous gain in your income,
regardless of the move in interest rates.
We are here to help – Email or call us any time at 732-526-7900 or [email protected].
Thank you for participating and sharing your appreciation for your
Team AFN co-workers! We encourage you to keep submitting
props for your co-workers! Below are just a few that were submitted
in January. Give AFN Props here!
AFN PROPSAFN Props!
Awarded to: Marlene Ruiz, Production Coordinator
"From my first day working at AFN, she has been extremely helpful to me and patient with teaching me everything. No matter how busy Marlene is, she is always available to answer a question and even explain things in detail. She is awesome!"
Given by: Maritza Rodriguez, Jr. Processor
Awarded to: Erik Godoy, Funder
"Erik accommodated a last minute rush closing and sent out closing instructions as soon as the doc request was put in. The attorney was difficult to work with but Erik was professional throughout the process and the loan funded very quickly. Erik is always willing to help and goes above and beyond!"
Given by: Mike Matthews, Loan Officer
Awarded to: Kirstin Rowley, Graphic Designer
"Kirstin is a superstar! She always has a sunshine smile on her face. She recently helped HR with the creation of the new onboarding welcome letter and it is simply amazing. We are so grateful for her expertise!"
Given by: Tori Cegielski, HR Assistant
Congratulations to our top January AFN Props recipients!
Top Dept. Marketing16 Props1ST PLACE
Marlene Ruiz Production Coordinator8 Props
Runner Ups
Ashlee Shields - 3 Props
Kim Bui - 3 Props
Page 19
Awarded to: Susan McLaughlin, Underwriting Team Manager
"Susan is always available, always so kind and breaks things down so I understand why behind a condition. #AFNCOMMUNICATOR!"
Given by: Chris Conlon, Loan Officer
Awarded to: Patty Rambo, Processor
"Patty is the ultimate team player! She responds quickly and always keeps me in the loop. Patty and I worked on our 1st Reverse Mortgage together. I was amazed how she jumped in to learn ReverseVision so quickly. Nothing scares her! Patty Rambo is AMESOME!!!"
Given by: Susan Kirgan, Loan Officer
Awarded to: Susie Sensenbach, National Director of HR/Payroll
"I have worked in the mortgage industry for over 40 years and am a firm believer that when people excel at their job, it should be noted. Susie deserves a Prop for being there for me and my team whenever we need help. She is pro-active, very pleasant, knowledgeable, professional and has the "can do this" attitude that makes working at AFN a joy."
Given by: David Ross, Regional Manager
“Megan is such a hard worker, she is one of the most helpful and lovely people I
have ever met, let alone had the pleasure to work with! Thank you
Megan for all of your hard work, AFN is so lucky to have you!!"
Awarded to: Megan MillerLicensing Coordinator
Given by: Kirstin Rowley Graphic Designer
“Jon is so wonderful! He brings joy to the office and works
so hard! We are very lucky to have him!! Thanks Jon for all of your
hard work!”Awarded to:
Jon Frausto, Receptionist
Given by: Kirstin RowleyGraphic Designer
“Kim is so helpful! She helped get
me in line for success with my adobe
program. Whoo! Thank you!”
Awarded to: Kim BuiMarketing Digital Content Manager
Given by: Tori CegielskiHR Assistant
Page 20
AFN FAN CORNER“Ryan did a wonderful job he is great at communicating with us and answering all of
our questions and a timely manner he made a very stressful time in our lives seem to
go very smoothly and we really appreciate it thanks so much Ryan.”
- Brenda G. for Ryan Leeder from Lawver
"As first time home buyers, we had so many questions, comments, and concerns. Kevin
was always available to walk us through anything we needed. He made us feel at ease
through the whole process and was incredibly helpful through the entire duration.
Thank you Kevin!”
- Samantha U. for Kevin Kilbride from Manalapan
“Thank you Gloria for your amazing professionalism, dedication, and willingness to go
above and beyond to help me throughout the loan process! I will be referring anyone
and everyone to you in the future because you truly made my experience so wonderful!
Thank you for the work you do!”
- Autumn G. for Gloria Johnson from Palm Beach
“We received very personal service from Cece and her support staff. She handled
everything thoroughly, urgently and kept us informed during every step of the process.
Cece is very knowledgeable and professional, a pleasure to work with!”
- Christa P. for Cecelia Swed from AAHM Garcia
AFN SOCIAL SURVEY STATS
Total Surveys CompletedLast 30 Days
SOCIAL SURVEY
Greg Perez Mission Viego6 reviews. Average: 5
“I didn't have to worry about anything in the process,
Jacob took care of everything. Maybe more
importantly, he is open and honest about everything.
I never got the feeling that his own gain was more
important than my mortgage. To that point, he took
a hit at closing on his fees, when the HOA of my
future home had fees we didn't expect.. HE DID THIS
WITHOUT ME ASKING. Next time I'm in the market for a
mortgage... I 'm just going to call Jacob.”
Jon T. for Jacob Emmel from Plano
“Paul and staff were very helpful. Paul took the
extra time to walk me through the process, patiently
explaining each component and what it meant. Each
time we communicated, I felt that he was genuinely
interested in my application and wanted to assure that
I had all my questions answered. I 've worked with Paul
before, and I would not hesitate to contact Paul again
for future needs. I have referred friends to Paul.”
Jorge L. for Paul Bozek from Cali Mortgage
Jeffrey McMullen Carmel Rancho Blvd6 reviews. Average: 5
Joshua Ulmer Ideal Lending Solutions - Jupiter5 reviews. Average: 5
4 Reviews - Average 5 Stars
Brandon Miles Chino Hills Pipeline
Chris Hill Plano
Daniel Pinkous Chino Hills Pipelin
Debra Maxey Dallas-Uptown
Jay Boetscher Lockport
Patti Crosswhite Blacklick
Vickie Lasher Banning
CurrentSurvey Score
Total Surveys Sent Over Last 30 Days
Social Posts Over Last 30 Days
4.8
2,661
443
872
SocialSurvey Training
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Product Overview Flyer Search "Product Overview" under Marketing > Flyers
Marketing Library Update
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Marketing Library Update
Page 23
Questions? Email me at [email protected] and don’t forget to like AFN’s pages too!
Social Media Compliance
by: Michael Fleming Social Media Manager
Social Media is a wonderful resource to use in the Mortgage Industry to help create leads and to even use
for recruiting. It’s a wonderful marketing tool that is free to use, however as AFN continues to grow is very
important to make sure you are using social media that falls under our compliance guideline.
When using any social media platform for business please include the following.• Your NMLS #
• HR Title
• Equal Housing Lender or the EHL Logo included with our cover photos (see Social Media Library)
• This disclaimer “The views expressed are my own and do not necessarily reflect those of American
Financial Network, Inc”.
If you have a Facebook business page already created or another social media profile please make sure to
contact myself at [email protected] and include the URL to your page, so I can review it.
You can also submit to have a Facebook business page created for you from our marketing team, and the
page will include all materials and information to make it compliant. If you wish to do so, just click here.
Here are some additional reminders when posting to your social media• Avoid misleading titles such as ‘financial advisor’
• Do not post rates
• Avoid promissory language
• Avoid making statements about credit repair
As always if you have any questions feel free to email me at [email protected] and stay tuned for our
new trainings and Social Media Compliance Guide coming soon!
Page 24
We ask that you join us
in wishing the following
employees a very Happy
Birthday in the month of
February!ha
ppy
BIR
TH
DA
Y
Gary Thompkins
Kimberly Gasca
Lee Pippens
Michael Ladkani
Richard Hernandez
Ruel Salido
Tammy Thompson
Natalie Solorio
Roy Rodriguez
Christopher Jolliff
Elysia Bucello
Robert Chain
Francis Colosa
Gemma Francisco
Kevin Cho
Darlene Nieves
Eliseo Carrillo Jr
Francisco Giron
Michael Sundara
Randall Shrader
Anthoni Davis
Benjamin Benavidez
Cynthia Travis
Elvis Mehic
Kim Skulavik
Clifford Eagan
Nicole Wallace
Rene Turla
Ana Meza
Leonard Vannicola Jr.
Denise Bertino
Talisa Hawkins
Thomas Sherman
Barbara Hasse
Mackenzie Alexander
Tatiana Rumi
Vanessa Corona
Page 25
Donna Williams Jose Fraguela
Marc Tapley
Neil Anders
Richard Wagner
Robert Cassidy
Jamie Matteo
Jessie Frazier
Martha Garfio
Tami Walsh
Tori Tashiro
Christina Guerrero
Diana Gray
April Inlow
Brian Hoerning
Doris Henderson
Letty Cartagena
Paul Hessler
David Ramos
Josh Cavin
Matthew Martinez
Nathan Elliott
Samuel Kempter
Brandon Hawkinson
Claudia Medrano
George Irwin
Marlene Ruiz
Robert Daniels
Janice Brejnik
Josephine Gunawan
Lizbeth Rodriguez
Martin Pennell
Timothy Valenzuela
Brandi Villa
Coleena Hanson
Francisco Granados
Marife Mamaradlo
Patty Vongxay
Ryan Pinkney
Brian Gammero
Cathy Oliveira
Lalonnie Phillips
Raul Ruiz
Alexandar Bakalov
Jojo Pamintuan
Samantha Westen
Raheel Esmail
Charlene Ruiz
Jonathan Bennett
Miguel Fimbres
Nataliya Kasko
Tracy Barnes
Lyall Gillen
William Tobias
Deborah Rogers
Felice West
Juan Kelley
Quyen Luu
Alejandro Collins
Angela Robinson
Jacquelyn Warner - Yungen
Joanne Mendoza
Maria Cummins
Alberto DoLori Mcbride
Isaac Nunez
Jonathan Parrill
Page 26
by: Andy Kalyviaris, Esq., Chief Compliance Officer | Associate General Counsel
Wire Transfer Fraud is on the Rise
Consumers in the U.S. lose millions of dollars every year to unscrupulous individuals committing wire transfer
scams. Some of these con artists specifically target the real estate industry, and often take the time to
learn specific transaction details such as closing dates and names of parties (e.g., buyers, sellers, agents,
and attorneys) by hacking into title company, lender, or realtor email accounts. They will even take note of
language/terminology used by agents or loan officers so as to sound convincing when communicating with
their target. Once they have some details, they will email the borrower from an email that appears genuine,
and usually pose as the real estate professional or title company. They will then instruct the borrower to wire
funds to a particular account controlled by the hackers. Typically, they will provide an excuse as to why the
account information has changed, such as technical issues with the original account. If the buyer complies
with the request, they will usually lose that money forever, as there is no way to stop or recall the wire.
Please be vigilant when working with buyers, and take note of any suspicious activity and report it immediately.
Not every scammer will use the same techniques so it is important to be alert and notice anything out of the
ordinary. Further, it is imperative that the receiving account is verified prior to initiating a wire. Wire transfer
fraud is an increasing problem, with FBI data showing a 270% increase from 2015 to 2017 so let’s all do our
part to help protect our borrowers and AFN. As always, please contact the legal department if you have any
questions or concerns.
NOTICE: CREDIT INQUIRY REMOVALS
We have noticed a sharp increase in complaints from applicants regarding unauthorized credit pulls. As
mentioned in previous newsletters and a compliance bulletin, AFN requires written authorization before
running credit. In order to ensure everyone is following this policy, any loan originator receiving more than one
complaint concerning an unauthorized credit pull in a 12-month period may be at risk of losing the ability to
order credit reports. In addition to obtaining written authorization, please make sure you are communicating
with your borrowers prior to running credit. This will help drastically reduce complaints and may also help
prevent unnecessary inquiries.
BRANCH WIREContributors
Contributors
Andy Kalyviaris, Esq.Chief Compliance OfficerAssociate General Counsel
Barry HabibCEO, MBS Highway
Ed FinkDirector of Credit Risk
Jimmy VuongBranch Relations & Compliance Manager
John ShermanPresident
Jon GwinCOO & General Counsel
Kim (Bui) SkulavikMarketing Systems Manager
Michael FaraciProduct Manager - Secondary Marketing
Michael FlemingSocial Media Coordinator
Nasim TourignyDirector of Processing
Yvette HidalgoHR Coordinator
Editor-In-ChiefLisa PetrasDirector of Information
Managing EditorCorey TrujilloVP of Marketing & Creative Services
DesignerAshlee ShieldsMarketing Creative Manager
Comments or Questions about the Newsletter?
Email [email protected]. For Internal Use Only
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