Looking For Great PartnersJim Wickham, CMB

Third Party Originations

Account Executive Opportunity1. Channels we pursue in the market

• Wholesale Direct – for those broker partners that need processing• Table Funded Wholesale – our most common channel• Emerging Banker (Mini-Corr) – great growth opportunity with banks• Not offering Delegated Correspondent at this time

2. Footprint• We encourage our AE’s to “own” their footprint, regardless of business line they

should be able to stick with referral partners as they evolve their business model• Having a primary footprint is both efficient and effective, but if you have a long

standing relationship outside of your primary footprint we would encourage you to support that account

• We try to avoid having multiple AE’s in a footprint, while some states it makes sense to have multiple AE’s we believe those states are few in number

3. Tools of the trade• FNMA/FHLMC/GNMA Seller and Servicer (FICO minimum of 640)• Loan Origination System is Encompass by Ellie Mae• We utilize both Optimal Blue and Loan Sifter to share pricing data• We have an in house marketing system and staff assigned to our TPO effort• We provide very routine reporting for our AE’s to help them manage their business

Other Opportunities1. Regional Managers

• Looking only for producing regional managers• Primary role is to source new AE’s, not become active in operations or loan level issues• We would add a team with a manager that is currently producing $15m + monthly• Producing Regional Manager would be subject to personal production minimums

2. Business Development• We would hire someone to focus on expanding a specific channel of our Third Party

Origination offering, volume growth is our primary focus• External recruiters are great to work with, but we like the opportunity to compliment that

effort with a UHM employee recruiting AE’s on a full time basis

3. Remote Support - Underwriters• As production grows so does the operation to support, we currently employ many remote

underwriters and will continue to do so as we expand• We work in a paperless environment and have had great success with remote operations

team partners

4. Remote Support – Broker Coordinators• As production grows so does the operation to support, we currently employ many remote

broker coordinators and will continue to do so as we expand• Our broker coordinators handle the disclosure process on behalf of our broker partners as

well as prepare loans and conditions for the underwriting process• Experienced processors and junior Underwriters are ideal for this position

Company Culture Matters1. Code of Conduct

• All Partners of UHM use our Code of Conduct to guide our day, we focus on having a positive and professional working environment for everyone everyday

• The entire team has the same mission, we all work from the same starting point and all work towards the same destination

• Not just a marketing piece, you will find we live by this companywide at all times

2. Mortgage Bankers of America• Our CEO recently served as Chairman of the MBA• Many partners at UHM serve on local and state association boards and committees• We are active supporters or our industry and specifically the MBA

3. Insurance and Benefits• Our employees matter to us, we have excellent health care benefits• We offer a 401k match that is very aggressive, we realize saving for retirement is critical and want

to do our part to make that effort effective• We have a health insurance advocate at our company to help employees and their family

members navigate the complicated world of health insurance and more importantly, the world of health care

4. Growing the Right Way• Our customers experience is critical for us with each transaction, whether it be the end

consumer or our TPO Partner - doing things right will always matter • We are looking for sustainable growth with great partners that share our vision as it relates to

following the rules and business integrity in general

Account Executive CompensationFair and Consistent Commission Plan

• Our TPO sales force is all on the same compensation plan• Base commission rate is 15bp for all TPO channels• Quarterly Volume incentives of up to an additional 5bps are available, incentives paid on entire

funded volume for the quarter $21m - $30m per quarter – additional 3 basis points over base commission rate$30m - $48m per quarter – additional 4 basis points over base commission rate$48m + per quarter – additional 5 basis points over base commission rate

Salary – not a draw• We pay a salary that equates to $18,000 per year• It is a salary and not a draw or something that is expected to be paid back later

Expense Reimbursement• We do not have expense reports or pay typical expenses for Account Executives• If there is a unique event that requires air travel and lodging, those can be worked out in advance

with UHM and will be paid by UHM in some scenarios• We pay our AE’s an auto allowance monthly, we set the amount based on the physical size of the

territory to be covered ($400 is typical)• We pay our AE’s an IT allowance of $100 per month to offset the cost of both cell phones and

internet access for a home office

Initial Guarantee• We understand it takes time to engage your broker partners with UHM• We pay a guarantee the first few months to aide in that transition• Guarantee is commensurate with current earnings

Areas We Serve

We currently have active Account Executives in the following states:• Mid-West – Michigan, Ohio, & Kentucky• Southeast – Florida• Mid-Atlantic – New Jersey & Maryland• Central – Kansas & Missouri

Priority States for Growth• Central & Atlantic• Midwest other than Michigan• Southeast other than Florida

Licensed in States shown below• Active/Approved States highlighted• Approval in process for MN and OR• Will add other states as opportunities to grow arise

Union Home – Code of Conduct1. Every day, be engaged and passionate. Your fellow Partners are

counting on you.2. Have fun, but get it done on time!3. Each Partner must be committed to Growth, Productivity, and

Execution. The foundation of all future success!4. COMPETITIVE EDGE; Sales Training, Coaching, and Accountability for

all Loan Officers and Account Executives!5. Research before you react.6. As a Partner you are responsible for creating and maintaining a

positive work environment with all other Partners.7. Over-communicate with everyone; Customers, Realtors, Brokers, and

fellow Partners.8. Everyday create “Raving Fans” of Customers and fellow Partners by

exceeding expectations.9. Be professional – respect fellow Partners; Never have a verbal

conflict with anyone over anything. If you do, all Partners lose.10. Every day, live by our slogan of “Promises Kept.”