The following guest sits down with host Justin White:

• Andrew Chavez, National Director of Sales Development, UMortgage


Generate Consistent Business by Nailing Down the Basics of Sales Activities

Get up every day and do the basics exceptionally well. That mindset helped Andrew Chavez become a Green Beret who served two tours of duty in Afghanistan. How has this concept helped Andrew coach mortgage loan officers with less than 3 years of experience close an average of more than four loans per month? Listen to Episode 76 of Good. Better. Broker. as we find out how to identify and execute the fundamentals of daily sales activities.

In this episode of the Good. Better. Broker. podcast, you’ll learn how a military veteran is using lessons he learned as a Green Beret to help mortgage loan originators find success.


In this episode, we discuss ...

• 1:55 – why the lessons Andrew learned in the military help him coach LOs
• 3:12 – how Andrew transitioned from being a Green Beret to the mortgage business
• 5:58 – the meaning of “brilliance in the basics” and “trooping the line”
• 12:23 – why Andrew coaches brokers to read and search guidelines
• 14:33 – Andrew’s emphasis on communicating with branch managers
• 16:14 – how Andrew gets people to buy into his coaching strategy
• 19:44 – how LOs can build relationships with referral partners
• 22:51 – how to determine what your plan and daily activities should be
• 23:48 – the meaning of framing success and applying perspective
• 26:08 – why Andrew teaches LOs to have a repeatable process


Show Contributor:

Andrew Chavez
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Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

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