The New standard industry reference

edited by
Jess Lederman & Tomasz Lasota

The first comprehensive multi-volume resource since the meltdown on every aspect of the mortgage business; for anyone involved in production, secondary marketing, operations, compliance, technology, and finance. Written for mortgage bankers, mortgage brokers, and those in mortgage-related positions in large banks, community banks, and credit unions alike. 

"The Mortgage Professional’s Handbook offers an exceptional look into what defined the industry over the past decade and will shape its future. It is an entertaining and thoroughly informative read for all industry participants and those wanting to know more about mortgage banking."
Kristin Ankeny Bickenbach, Vice President, Secondary Marketing, New American Funding

"The Mortgage Professional's Handbook is an extraordinary resource; anyone serious about understanding this industry, especially in the wake of the changes in recent years, needs to have all three volumes on their bookshelf."
Christine E. Rawan, Chief Operating Officer, Drew Mortgage Associates, Inc.

"The dream of owning a home will always be part of the fabric of our country, and mortgages are the vehicle to fulfill that dream. These books are essential for the mortgage lenders and community bankers of today and tomorrow, and will provide the keys to fulfilling the dream of future home-ownership in our country."
Simone Lagomarsino, CEO, Heritage Oaks Bank

100% of proceeds from sales of these books go to charity, including: the ALS Therapy Development Institute of Cambridge, MA, the world's foremost nonprofit biotechnology organization dedicated to finding a cure for Lou Gehrig's Disease; the ALS Association, which engages in similar research, and also helps patients and families cope with the day to day challenges of living with ALS by providing information, resources, and referrals to many sources, including a wide variety of community services; the MBA Foundation's Open Doors program, which provides mortgage and rental assistance grants to families with critically ill or injured children; and MYHouse, which is dedicated to helping homeless youth become self-sufficient, productive members of society.


since March 2016, we've shipped out OVER 2,000 volumes of the Handbook and raised over $145,000 for CHARITY!

"I'd like to thank the mortgage industry for your amazing support of the four charities receiving the proceeds from the sale of The Mortgage Professional's Handbook. An outstanding educational resource that provides hope to those suffering from ALS, help to families with seriously ill children, and a hand up to homeless youth--it doesn't get any better than that!"
    --Michelle Overstreet, Executive Director, MYHouse



Table of Contents


Vol. I

industry overviews and
Loan Production

1. Tipping Points: Lessons Learned from the Mortgage Meltdown
David H. Stevens, CMB,
President and CEO
Mortgage Bankers Association of America

2. A Short History of Mortgage Brokering
Rocke Andrews, President
Association of Mortgage Professionals

3. Community Bank Mortgage Lending
Camden R. Fine, President and CEO
Independent Community Bankers of America

4. Credit Union Mortgage Lending: A Unique Success Story
B. Dan Berger, President and CEO
National Association of Federal Credit Unions

5. Conventional Lending with Private Mortgage Insurance
Patrick Sinks, CEO

6. Simplicity and Certainty: Doing Business with Fannie Mae
Multiple Authors*
Fannie Mae

7. Building a Better Freddie Mac and a Better Housing Finance System
Christina Boyle, SVP
John Cannon, SVP
Freddie Mac

8. FHA and the Market: A Program Overview and Discussion
Kathleen Zadareky, Deputy Assistant Secretary for the Office of Single Family Housing
Department of Housing and Urban Development

9. Ginnie Mae: Past, Present, and Future
Theodore H. Tozer, CEO
Ginnie Mae

10. Loan Production Channels, Economics, and Strategies
John J. Jacobs, Master CMB

11. A New Model for Mortgage Marketing and Production: The Role of Big Data
Garth Graham, Managing Director

12. Marketing to Real Estate Agents
Bliss Sawyer, Owner
Mortgage Marketing Strategies

13. Marketing Direct to Consumer
Jason Sasena, Senior Vice President
Kinecta Federal Credit Union

14. Joint Ventures
Blair R. Allan, CEO
HomeOwnership Corporation

15. Originating Reverse Mortgages John Button, President & CEO ReverseVision

16. Sales Recruitment 2020: Hiring Right in the New World of Loan Origination
Pat Sherlock, President
QFS Sales Solutions

17. High-Performance Sales Coaching
Bobby Welch, President
Welch Business Coaching

18. A View from the Top: The Wisdom of Elite Producers
Casey Cunningham, CEO & Founder
XINNIX, The Mortgage Academy

19. Source, Train, and Assimilate New Loan Officers
Casey Cunningham, CEO & Founder
XINNIX, The Mortgage Academy


Operations, Technology,
SERVICING, and Compliance

1. Designing the Loan Origination Process: A Call for Evolution
Jennifer Fortier, Senior Associate

2. Residential Mortgage Underwriting: Investment Properties, Jumbo Loans, and Self-Employed Borrowers
Multiple Authors*

3. Mortgage Fraud
Constance "Connie" Wilson, CMB, AMP, CFE

4. Quality Control Audits
Alvin Wali, CEO
Alliance International Corporation

5. Working with Mortgage Insurance Companies
Kyle Benson, Business Technology Operations Director
David Schroeder, Director, Claims Business Systems

6. Mortgage Cooperatives: Efficiency and Profits through Scale
Tom Millon, CEO
Capital Markets Cooperative

7 Lebowitz: Technolgy Past, Present, and Future
Jeff Lebowitz

8. Automating toward the Future
Jonathan Corr, President and CEO
Ellie Mae

9. eClosings and eMortgages
Harry Gardner, Vice President, eStrategies
Ellie Mae

10. Reverse Mortgage Technology
John Button, President & CEO

11. The Pendulum of Regulation
Chris Appie, Vice President and Counsel
Compliance Systems

12. Fair Lending
Stephen M. McGurl, Managing Director
McGurl Risk Advisors LLC

13. Mortgage Servicing
Marianne Lamkin, Senior Vice President
American Mortgage Consultants

14. Choosing and Working with A Subservicer
David J. Miller, Jr, SVP, Business Development
Cenlar FSB

15. Residential Mortgage Special Servicing
Bill Coppedge, Senior Managing Director
Fay Financial, LLC


Capital Markets and Financial Management

1. Dead Men Can't Sell Loans: A CEO Has it Out with the EVP of Capital Markets
Jess Lederman

2. Pipeline Risk Management
Dean Brown, CEO
Mortgage Capital Management, Inc.

3. Pipeline Pullthrough Analysis
Philip Rasori, Chief Operating Officer
Mortgage Capital Trading

4. Best Execution
Philip Rasori, Chief Operating Officer
Mortgage Capital Trading

5. Outsourcing Pipeline Management and Execution
Douglas Mayers, SVP, Client Solutions
MIAC Capital Markets, LLC

6. The Impact of Technology on Pricing, Hedging, and Capital Markets Strategies
Don Brown, Managing Director,
Optimal Blue, LLC

7. Pricing Strategy
Les Parker, Senior Vice President
Matt Thomas, Product Manager
Paul Champagne, Senior Vice President, Director of Capital Markets
Texas Capital Bank

8. Valuing and Trading Mortgage Servicing Rights
Mike Carnes, Director, Capital Markets
MIAC Capital Markets, LLC

9. Whole Loan Execution
Brendan Teeley, Vice President, Whole Loan Sales & Trading
MIAC Capital Markets, LLC

10. A Brief Overview of the Secondary Market for Reverse Mortgages
John Button, President & CEO

11. Selling to a Correspondent Lender
Leonard Israel, President of Mortgage Banking
Flagstar Bank

12. Broker-to-Banker Transition
David Lykken, President and Managing Partner
Transformational Mortgage Solutions

13. Warehouse Bank Relationships
Jack Nunnery, Executive Vice President
Texas Capital Bank

14. Mortgage Cooperatives: Creating Access to the Capital Markets
Tom Millon, CEO
Capital Markets Cooperative

15. Restoring Global Confidence in the US Mortgage Market
Brian Fitzpatrick, President & CEO
Les Parker, Senior Vice President

16. Financial Benchmarking
Dr. Matthew Lind, Managing Director

17. Financial Modeling
Schuyler Thiessen, Senior Vice President - Head of Enterprise Risk Modeling and Analytics
Bank of The West