The New standard industry reference
Jess Lederman, Editor
Updated, Revised, and Expanded in 2023
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.
Scroll down for Table of Contents
"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
"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
For more information, contact jess@mortgagebanking2020.com
READ EXCERPTS FROM CHAPTERS ON:
SECONDARY MARKETING
ORIGINATION STRATEGIES
SALES RECRUITMENT AND TRAINING
COMPLIANCE
Vol. I
industry overviews and
Loan Production
CHAPTER ONE
The Mortgage Bankers Association: Why We’re in This Business—And Where Our Leadership is Needed
Bob Broeksmit, President and CEO
Mortgage Bankers Association
CHAPTER TWO
The National Association of Mortgage Brokers: Return of the Broker
Rocke Andrews, Broker-Owner
Lending Arizona, LLC
CHAPTER THREE
Community Bank Mortgage Lending
Camden R. Fine, President and CEO
Independent Community Bankers of America
CHAPTER FOUR
The Federal Home Loan Bank System: Reliable On-Demand Liquidity Through All Economic Cycles
Teresa Bryce Bazemore, President and Chief Executive Officer
FHLBank San Francisco
CHAPTER FIVE
Credit Union Mortgage Lending: A Unique Success Story
B. Dan Berger, President and CEO
National Association of Federal Credit Unions
CHAPTER SIX
Conventional Lending with Private Mortgage Insurance
Sal Miosi, President and Chief Operating Officer
MGIC
PART TWO: MORTGAGE PRODUCTION
CHAPTER SEVEN
Loan Production Channels, Economics, and Strategies
John J. Jacobs, Master CMB
CHAPTER EIGHT
A New Model for Mortgage Marketing and Production: The Role of “Big Data”
Garth Graham, Managing Director
STRATMOR Group
CHAPTER NINE
Marketing to Real Estate Agents
Bliss Sawyer, Owner
Mortgage Marketing Strategies
CHAPTER TEN
Marketing Direct to Consumer
Jason Sasena, Chief Strategy Officer
Global Credit Union
CHAPTER ELEVEN
Inorganic Growth: A Strategic Playbook for Mergers and Acquisitions
Jason Sasena, Chief Strategy Officer
Global Credit Union
CHAPTER TWELVE
Joint Ventures
Blair R. Allan, CEO
HomeOwnership Corporation
CHAPTER THIRTEEN
The Origination of Home Equity Conversion Mortgages
Stephen M. McGurl
McGurl Risk Advisors
CHAPTER FOURTEEN
Private-Money (aka “Hard-Money”) Lending
Len Israel, Founder & Principal
Omnis Consulting, LLC
CHAPTER FIFTEEN
The Keys to Successful Talent Acquisition in 2030
Patricia Sherlock, Founder and President
QFS Sales Solutions
CHAPTER SIXTEEN
Source, Train, and Assimilate New Loan Officers
Casey Cunningham, CEO & Founder
XINNIX, The Mortgage Academy
CHAPTER SEVENTEEN
Improving “B” Originators: Keys to Rising Above Mediocrity
Patricia Sherlock, Founder and President
QFS Sales Solutions
CHAPTER EIGHTEEN
High-Performance Sales Coaching
Bobby Welch, President
Welch Business Coaching
CHAPTER NINETEEN
A View from the Top: The Wisdom of Elite Producers
Casey Cunningham, CEO & Founder
XINNIX, The Mortgage Academy
VOL. II
Operations, Technology,
SERVICING, and Compliance
CHAPTER ONE
Designing the Loan Origination Process Design: A Renewed Call for Evolution
Jennifer Fortier, CMB, Principal
STRATMOR Group
CHAPTER TWO
Case Studies in Designing the Loan Origination Process
Jennifer Fortier, CMB, Principal
STRATMOR Group
CHAPTER THREE
Residential Mortgage Underwriting: Investment Properties, Jumbo Loans, and Self-Employed Borrowers
Bryan Specht, Vice President, Underwriting
Jerome Schellinger, Manager, Credit Policy
Debbie Blailock, Underwriting Production Manager
MGIC
CHAPTER FOUR
Mortgage Fraud in the 2020s
Matthew Merlone, Vice President of Procurement & Market Intelligence
DataVerify
CHAPTER FIVE
Quality Control Audits
Alvin Wali, President
Quadaid
CHAPTER SIX
Working with Mortgage Insurance Companies
David Schroeder, Director, Claims Business Systems
MGIC
CHAPTER SEVEN
Mortgage Cooperatives: Efficiency and Profits through Scale
Tom Millon, CEO
Capital Markets Cooperative and Computershare Loan Services
CHAPTER EIGHT
Technology Past, Present, and Future
Jeff Lebowitz
CHAPTER NINE
Automating toward the Future
Jonathan Corr, President and CEO
Ellie Mae
CHAPTER TEN
eClosings and eMortgages
Harry Gardner, Director of Digital Services
ICE Mortgage Technology
CHAPTER ELEVEN
The Pendulum of Regulation
Chris Appie, Vice President and Counsel
Compliance Systems
CHAPTER TWELVE
Fair Lending
Stephen M. McGurl, Managing Director
McGurl Risk Advisors LLC
CHAPTER THIRTEEN
Mortgage Servicing
H. Marc Helm, Owner
Mortgage Consultants of America and ReverseAmerica Advisors
CHAPTER FOURTEEN
Choosing and Working with a Subservicer
David J. Miller, Jr, SVP, Business Development
Cenlar FSB
CHAPTER FIFTEEN
Residential Mortgage Special Servicing
Bill Coppedge, Senior Managing Director
Fay Financial, LLC
Jess Lederman talks with Pat Sherlock about The Mortgage Professional’s Handbook
VOL. III
SECONDARY MARKETING and Financial Management
CHAPTER ONE
Dead Men Can't Sell Loans: A CEO Has it Out with the EVP of Capital Markets
Jess Lederman
CHAPTER TWO
Mortgage Pipeline Risk Management
Dean Brown, CEO
Mortgage Capital Management, Inc.
CHAPTER THREE
Pipeline Pull-Through Analysis
Philip Rasori, Chief Operating Officer
Mortgage Capital Trading
CHAPTER FOUR
Best Execution
Philip Rasori, Chief Operating Officer
Mortgage Capital Trading
CHAPTER FIVE
TBA versus Cash Window Hedging and Pool Optimization
Russ Brady, Owner
Blue Loans, LLC
CHAPTER SIX
Outsourcing Pipeline Hedging: Choosing and Using a Third-Party Provider
Douglas Mayers, SVP, Client Solutions
MIAC Capital Markets, LLC
CHAPTER SEVEN
Mortgage Pricing: Strategy and Execution
Les Parker, Senior Vice President of Strategic Business Development
Matt Thomas, Product Manager - Origination Technologies, LoanLogics
Paul J. Champagne, Senior Vice President - Director of Capital Markets, Texas Capital Bank
CHAPTER EIGHT
The Impact of Technology on Pricing, Hedging, and Capital Markets Strategies
Don Brown, Managing Director, Secondary Services
Optimal Blue
CHAPTER NINE
Valuing and Trading Mortgage Servicing Rights
Michael B. Carnes, Director, Capital Markets Group
Mortgage Industry Advisory Corporation
CHAPTER TEN
Whole Loan Execution
Brendan Teeley, Vice President, Whole Loan Sales & Trading
MIAC Capital Markets, LLC
CHAPTER ELEVEN
Selling to a Correspondent Lender
Len Israel, CMB, Founder & Principal
Omnis Consulting, LLC
CHAPTER TWELVE
Broker versus Banker: Back to the Future?
David Lykken, President and Managing Partner
Transformational Mortgage Solutions
CHAPTER THIRTEEN
Warehouse Banking
Jack Nunnery
CHAPTER FOURTEEN
Mortgage Cooperatives: Creating Access to the Capital Markets
Tom Millon, CEO
Capital Markets Cooperative and Computershare Loan Services
CHAPTER FIFTEEN
MI Implications for Capital, Income, and Regulatory Outcomes
Geoffrey F. Cooper, Vice President – Product Development
MGIC
CHAPTER SIXTEEN
What Will Mortgage Banking Look Like in 2030?
Brian Fitzpatrick, Chairman and CEO
Qredible®
Les Parker, Managing Director of Mergers and Acquisitions at Transformational Mortgage Solutions and President of Parker & Company
CHAPTER SEVENTEEN
Financial Benchmarking: Managing by Measuring
Dr. Matthew Lind, Managing Director
STRATMOR Group
CHAPTER EIGHTEEN
Modeling with Uncertainty
Schyler Thiessen, Managing Director, Senior Vice President and Head of Quantitative Risk Management
Yamile Abdala Rioja, Vice President, Senior Quantitative Modeler
Bank of the West
