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. 

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"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

 

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