The 10 Most Empowering Women in Mortgage Industry, 2021 July2021

Editor’s Desk

APerfectWay toFindYour Home:Mortgage

Itiswellsaidthat'thereisnoplacelikehome.'Weall

knowthathomelyfeeling,anditwaswhatwetendto comebacktoattheendoftheday.Formany,owninga homeisstilladreamthatlongs.However,itispossibleto getonestepclosertothatdreamthroughamortgage withoutcontemplating.Fordecades,mortgageshavehelped millionsofpeopletoachievetheirdreamofowninga house.

Overtheyears,themortgageindustryhastransformeditself andhascontinuedtolenditsreliableservicestoitsclients straightforwardly.Industryleaders,especiallywomen,are nowimplementingafullyintegratedandseamlessdigital approachtomortgagelendingthatsimplifiestheborrowing experienceandstreamlinestheprocessforemployeesinthe communityandcreditunions.Womenleadersgoaboveand beyondtodeliverpersonalized,continuous,andproactive supportandservicestotheclientsdesignedtodriveyour organization'ssuccessrate.Thisdrivehasalsoencouraged aspiringwomenandyoungprofessionalstostepintothe mortgageindustrytobringafreshperspectiveintothemix.

Inadditiontoafreshperspective,innovation,new technologies,andcorporateacumendrivedigital transformationtocreateworkinginsightstodevelop strategiestomakethedreamofowningahomearealityfor everyone.Technologyhasmadeitpossibletogoaheadof thetraditionalrelationshipmodel,andclientsarebeing providedwithhighvolumeandlowmarginproducts.The utilizationofapplicationplatformsisimpliedtoleverage marketopportunity,whichestablishesawiderbanking relationshipwithclients.Atransformationalshifthas increasedaccesstobankingservicesforallandhasmade

bankingprocessesefficient,makingthemortgage industrymoreforthrighttowardsitsclients.

Therefore, Insights Success recognizesthese disruptivechangesandhashandpickedthose encouragingleaderswhocreatedtheirown successfulsagaswithdedicatedendeavors,grit,and determinationinthiseditionof "The 10 Most Empowering Women in Mortgage Industry, 2021.”

FeaturedonthecoverofthiseditionisLeanne Myles.Leanhasbeendisruptingthemortgage industrylandscapeastheSeniorMortgageAdvisor atClintonWilkinsMortgageTeam.Shehasalso foundedtheMorethanMortgageBrokersSocietyas awayforallbrokerstoworktogethertowardsa commonfundraisinggoal.

Diveintomorealikeandinspiringstoriesofsuch inspiringleadersandspreadthewordabouttheir contributiontomakethisworldabetterplace.

Whileflippingthroughthepages,makesuretoscroll throughthearticleswrittenbyourin-houseeditorial teamandCXOstandpointsofsomeoftheleading industryexpertstohavetheknow-howaboutthe industry

HappyReading!

Business

FeaturedPerson

DanaBrashear

SeniorMortgageAdvisor

CompanyName

WestGateBank Mortgage westgate.bank

DaliaBarsoum

PresidentandPrincipal Broker

EmilyVondrak DirectorofStrategic Operations

JaxzannRiggs

PresidentandOwner

JenDuPlessis

InfluencerKeynote Speaker,andMortgage LendingExpert

LeanneMyles

SeniorMortgageAdvisor

StreetwiseMortgages treetwisemortgages.com

ParamountResidential MortgageGroup prmg.net

TheMortgageNetwork themortgagenet workonline.com/

KineticSpark Consulting kineticspark consulting.com

ClintonWilkins MortgageTeam teamclinton.ca

LuisaHough MortgageProfessional

XevaMortgage xeva.ca

MargauxFiori CEO FioriFinancialGroup fiorifg.com

MegRyan BranchManager

AnnieMacHome Mortgage annie-mac.com

Family-ownedsinceestablishedin1968,WestGateBankisa truecommunitybank.

StreetwiseMortgagesisanaward-winningmortgage brokerage,focusedonprovidingtailoredmortgagestrategies andtopnotchlendingadvicetoclients.

Asaprivatelyheldmortgagebankerandresidentialhome lender,PRMGhassuccessfullyhelpedmanyborrowers purchaseandrefinancetheirhomesthroughouttheUnited States.

TheMortgageNetworkisaprivatelyheldColorado Corporationformedin1985,withthemissionofproviding superiorlendingservicestothehome-buyingpublicandtheir Realtors.

KineticSparkConsultinghelpsrealestateagentsandsmall businessownersbyofferingeducationaltraining,speakingand coachingtohelpthemachievetheirgoalsanddreamsfor success.

ClintonWilkinsMortgageTeamworksdiligentlyforclients andisonsistentlyrecognizedbytheindustryandmediaforits expertiseinthemortgagelendingspace.

XEVAMortgageTeamMembermakessureyougetthebest mortgageavailableforyourneeds.

FioriFinancialGroupisaprogressive,leadingedgeproviderof full-service,personalizedfinancialstrategies.

AnnieMacHomeMortgageisanationwidemortgageloan providerdedicatedtotheprincipleofservice—toclients, employees,anditsbusinesspartners.

SarahCollins MortgageAgent

MortgageIntelligence Incmortgage intelligence.ca/en

MortgageIntelligenceisoneofthelargestandmostrespected nationalmortgagebrokeragesinCanada,withMortgage Consultantsacrossthecountry

SeniorMortgageAdvisor

Leanne Myles

CoverStory

An Expert Mortgage Broker Obsessed With the Client Experience

‘‘

We work diligently for our clients and are consistently recognized by the industry and media for our expertise in the mortgage lending space.

‘‘

Likeeveryotherindustry,themortgageindustryis experiencingchangesintheuseoftechnology,and evolvingtomeetclientandpartnerneeds.Brokers aresearchingforthebestwaystocollaboratewithlenders andcustomersbyfindinguniqueopportunitiestoleverage moderntechnology

Althoughthemortgagelendingindustryhasalwaysbeena professionofuncertainties,companiesandloanoriginators arefacingamoreunprecedentedmarketthanever. Withacompassionateapproach,LeanneMylesischanging thefaceofthemortgageindustry.LeanneisaSenior MortgageAdvisorattheClintonWilkinsMortgageTeam. Additionally,shehasfoundedtheMorethanMortgage BrokersSocietyasawayforallbrokerstoworktogether towardsacommonfundraisinggoal.

Asourceofinspiration

ClintonWilkins,owneroftheClintonWilkinsMortgage Teamandatopproducerintheindustry,hasbeenabig sourceofencouragementforLeanne.Forthepastthree years,hehasbeenhelpinghertakehercareerandpassions tothenextlevel,andshehasneverlookedback.While emphasizingteamwork,Leannesays, “Each one of us on the team has a specialty. I know home equity lines and alternative business really well, Alex can do construction, Clinton has high net worth clients, and Ashley will take on tougher deals. We all have our niche and because there are four of us focusing on different specialties, we serve the greater population.”

Battlingforstabilityduringapandemic

TheCOVID-19pandemichasimpactedmanyfieldsin differentways,includingthemortgageandfinanceindustry. AccordingtoLeanne,COVID-19hasactuallyincreasedthe needforfinancing.Peopleareonthemove,workingfrom home,andmakingbigchangestotheirlives,allbecause theycan.ShesaysattheClintonWilkinsMortgageTeam, ittookaboutoneweektogocompletelyvirtual.The companyplacedanemphasisongrowingtheteamand expandingtheirlocationstoserveasmanypeopleinthe communityaspossible.Theteamhasbeenofferingonline servicestomeetpandemicrestrictions,whilestillincreasing productivityandefficiencyforclients.

Dueinparttothepandemicandrisinghousingprices,this industryisalreadyexperiencingitsnextbigchallenge, whichiscapacity.Leannesays, “If our lenders, appraisers and partners don’t hire soon, we will not be able to provide efficient service to our customers. At Team Clinton, we hired before this happened and got ahead of the curve.”

‘‘ We consider ourselves newsmakers and breakers. In other words, we like to be the best.

‘‘

Learningfromwalkinginclients’shoes

Leannehasadeeppassionforrelatingtoherclients.She hasexperiencewithmajorlifeeventssuchasmarriage, children,divorce,bankruptcy,death,andillness.Her husbandwasdiagnosedwithheartfailurein2011,shortly aftertheyboughttheirownhome.Leannesaysthese experienceshaveallowedhertolearnalotaboutpeople. Thesechallengeshelpedherbetterunderstandthe difficultiessomeborrowersfaceintheirpersonallives,and offercompassionateguidancethroughthemortgage process.Shestates, “If you have never been through a life event that has affected your credit, you can’t even imagine what that is like.”

Makingpeoplehappydefinesapositiveworkculture

“Having a positive environment is everything. If you don’t keep the people happy you don’t get the production,” says Leanne.AttheClintonWilkinsMortgageTeam,thegroup hasamanagerwhoensureseveryoneisontaskandhappy InMay,theteamhadapaiddayofftoencourageaworklifebalance,andtoacknowledgetheneedtotakeabreak andstepback.

Backingwomensportsinthelocality

LeanneisanavidsupporterofherlocaljuniorBteam.Her husband’sgrandmotherplayedhockeyin1913,andnowthe couplewantstoensurethereisalwayshockeyforkidsto watchhere.Wishingtogivebacktohercommunity,this yearLeannebecameahockeyteamsponsor Asateam, ClintonsponsorsthelocalCanadianPremiereSoccer league,andLeannesponsorsthelocalladiesteam.Leanne says, “This year as well, I have decided that since COVID is doing its thing, I am throwing a socially distanced drivethrough prom. While I have to get the Chief Medical Officer to approve it, we have it set for late June with a backup date for July.”

Givingbacktothecommunity

Whenitcomestogivingbacktothecommunity,Leanne doesn’tshyaway Aspartofhereffortstoadvancethe mortgagebrokeringprofession,sheservedasDirectorfor NovaScotiawiththeCanadianMortgageBrokers’ AssociationBoardofDirectors,AtlanticDivisionin2017. Hermostrecentcharitableworkinvolvedpayingmortgages forsickpeople,sotheyhaveonelessthingtoworryabout whileundergoingtreatmentfortheirhealththroughthe MorethanMortgageBrokersSociety.

Flexibilityinfinancialnorms

Often,creditorincomeissuescanpreventapersonfrom beingaddedtoadeal,usuallyinthecaseofmarried couples.Leannesays,“I would love to see a day when couples can enjoy ownership together without the banks saying yes or no.” Ifaperson’sspousediesbuttheyarenot onthetitlefortheirhome,forexample,Leannebelieves thiscreateshugechallengesforthepersonleftbehind.She believesfinancialinstitutionsshouldimprovetheirpolicies forthesesituationstopreventextradifficultiesandbarriers forsurvivingspouses.

Supportof4300Strong

Leanneadvisesemergingwomenentrepreneurswhoare steppingintothefinancialandbrokerageindustrytonot onlyleanonthebroker,butalsoontheWomeninthe MortgageIndustry(#wimi). “We are 4300 strong and willing to help you in any way we can,” saysLeanne.

Addingmoresupporttogetahead

Lookingahead,Leannesays,“Every single day is an opportunity to learn. With over 600 transactions happening in our offices every year, we are able to see what is possible in the work of the team.” Thecompanyhasbigplans,and Leannepersonallywantstohitatargetof80millionin mortgagevolumefor2021.

ClintonWilkinsalsowantstogetaheadbyaddingmore professionalbrokerstotheteam. “It’s not necessary for them to be a huge producer. It’s important that their personality and principles fit with our group. We aim to be the largest producing brokerage with the best customer service, and I can tell you we are getting there,” Leanne says.

DaliaBarsoum FounderandPrincipalBroker StreetwiseMortgages

DaliaBarsoum

Redefining Financing for Income Properes

Womeninthemortgagearen’tjustleadersbut

extraordinary Theyareshapingthelandscapeof themortgageindustrybybringingpassion,a compassionateapproach,andasocialandeconomicequity lenstothebusiness.Onesuchardentmortgageprofessional isDaliaBarsoum,theFounderandPrincipalBrokerof StreetwiseMortgages.

Daliaisamulti-award-winningmortgagebroker,public speaker,andanAmazonbest-sellingauthorofCanadian RealEstateInvestorFinancing: 7 Secrets to Getting All the Money You want.

DaliaholdsanMBAinFinancefromDalhousieUniversity andisafellowoftheInstituteofCanadianBankers Association.ShehasbeenrecognizedbyCanadian MortgageProfessionals(CMP)asthe#1Canadiansmall marketsbroker(2020),aGlobal100Mortgage Professional,aWomanofInfluence,aCMPHotList,Top 75Broker,andamulti-awardwinneroftheManulife OutstandingCustomerServicebyanIndividualOffice.

AnUphillGrowth

Daliastartedstreetwisein2011afterover20yearsof multidisciplinaryexperienceinthefinancial/bankingsector, spanningWealthManagement,PersonalandCommercial Banking,Strategy,andTechnology.

DaliaispassionateaboutRealEstateinvesting.UsingReal Estateasapowerfulvehicleingrowingone’swealth, coupledwithherdesiretomakeanimpactbyhelping othersprosperandherdesireforfinancialfreedomand bettercontroloverhertime,leadDaliatoleavearewarding careerwiththebanksandstartStreetwiseMortgages.She combinedherpersonalexperienceofowningandfinancing rentalproperties,deepfinance,andwealthbackgroundto comeupwithauniqueexclusivemethodologyinthe mortgageindustryforfinancinginvestmentproperties; TM called“TheFinancingRoadmap ”.

Thefinancingroadmapmethodologycombinesthe principlesoffinancial/strategicplanningwithmortgage financingforinvestmentproperties.ItenablesCanadiansto buildandscaleaportfolioofinvestmentpropertiesatthe mostoptimalcostofcapital.

Overtheyears,Streetwisequicklygrewuptheranksof Canada’ssmallmarketbrokerandhasbeenrecognized withintheRealEstateinvestmentcommunityforits strategic,non-biasedadvice,abilitytoscaleportfolios,and excellenceinclientserviceexperience.

DrivingForces

Havingherfirstchildwhilejugglingademandingcareerat thebankanddailycommutewithagrowingfamilyarethe keylifeeventsthatfueledDalia’sdesiretochangefrom corporatetoentrepreneurship.

Sheboughtherfirstrentalwhenshefoundseveralbetter waystogrowone’swealthafterreadingaboutitinherfirst realestatebook,RichDadPoorDad.

Besides,shesays, “I also lived through the Gulf war as a teenager, and that taught me some valuable life lessons, including to trust and keep our hopes up and to keep moving forward even if all signs show darkness.”

TheUpsandDownsofThePandemic

InDalia’sopinion,thepandemichasresultedinalotof fear,uncertainty,andpanicforclients,lenders,and employeesalike.

Fromaclient’sstandpoint,Daliaobservedconcernsabout liquidity,incomeloss,softeningrealestateprices,and potentialtenants’defaultsonrents.Onthelender’sside,she observedtighteningandregularchangestothelending policies.Foremployees,achangingworkenvironmentdue tohavingkidsathomeandincreasedworkloadas employeesspentmoretimesupportingclientscausedan increasedlevelofstress,anxiety,andburnout.

“Helping

Canadians prosper through Property Investing.”

Despitethesechallenges,Dalia’steamandthecompany thrivedduringthepandemic.

Theimmediatefocuswasonitsteam,providingthemwith wellness/mentalsupportandflexibility Theteamwasalso forthcomingwithtimelyfinancingstrategiestohelpclients increaseliquidity,managemarketrisk,andposition themselvesforanyopportunitiesthatmaysurface.

Dalia’steamwasinconstanttouchwithmortgagekey lenderstoquicklyunderstandanylendingchanges.They alsoimprovedtheirinternalduediligencepoliciesand efficienciestohelptheirlendersmitigateriskandbetter managetheincreasedmortgagevolumes.

MaintainingthePositiveWorkCulture

TheheartandsoulofStreetwiseisitsteam.Itensuresthat everyoneishappy,engaged,andgrowingpersonallyand professionallyinthecultureitfosters.

Streetwiseprovidesworkfromanywhere/anytime arrangement,attractivecompensation,professionalgrowth, support,andmentoring.Itcarriesoutteamevents,weekly teamalignmentmeetings,andaccesstoleadingpersonal developmentplatforms.

KeepingUpwithTechnologicalAdvancements

Whilesharingherthoughtsonutilizingnewertechnologies, Daliastatedthatinnovationsindeliveringbetterclient experience/servicelevelsandenhancingefficienciesand productivityareamust.

Withmillennialsbeingapowerfuldrivingeconomicforce astimeadvances,itisessentialtobeintunewiththeir servicingandadvisoryneedsandaligninginternal processesandtechnologyaccordingly.Itisamassive opportunityformanybusinesses,includingmortgage brokers.

OfferingstotheCommunity

Whenitcomestogivingbacktothecommunity,Dalia mentionsthatStreetwiseMortgagesispartofthe100 BrokersWhoCarecommunity,aninitiativewhere participatingbrokerscometogethereveryquartertodonate $10,000toadeservingfamily

ItisalsointheprocessoflaunchingtheStreetwise IMPACTfund.Thisinitiativedonatesapercentageofthe commissionsearnedtotheclient’sselectcharityonevery mortgagetransaction.

Moreover,DaliaisthechairwomanofPIPCA(Property InvestmentProfessionalsofCanada),anot-for-profit industryassociationthatshehasformedincollaboration withindustrypractitionerstoelevatethestandardsofadvice forPropertyInvestmentinCanada.

MarchingIntotheFuture

InherenvisionedplansatStreetwise,Daliasays, “We are here to elevate and touch as many lives as we can. 10,000 Canadians by 2025.” Streetwiseplanstogettherebybeing thenumberonebrokeragetoworkforintheincome propertyfinancingspaceandcontinuingtodeliver innovativefinancingsolutionsandleadingadviceto CanadianslookingtoprosperthroughRealEstateinvesting.

AdvisingtheFutureGenerationofEntrepreneurs

Daliabelievesthatyoucansucceedifyouwantto,even thoughtheindustrymayseemcrowded.Sheadvises emergingwomenentrepreneurstopickanicheandbecome excellentatservicingthatniche.Shesays, “Seek the advice and support of successful colleagues and mentors who can help you navigate the industry and avoid the mistakes. Do not let negativity and fear paralyze you or stop you from pursuing your dreams.”

“Most importantly, your name is everything in this industry Protect it. Do the right thing all the time. Always do what is best for your client, even if there is no immediate commission. Always go above and beyond with value and service,” concludesDalia.

TBRINGING NEW BRINGING NEW

PERSPECTIVES PERSPECTIVES

hereareendlessopportunitiesforwomenin businessbecauseoftheircompassion, curiosity,andvisiontogetthingsdone. Businesswomenpossessthesequalitiesandexecute theminmanynewfields.Theyhavemadetheirmarks inalmosteverysector,andthemortgageindustryisno exception.

Whenitcomestohelpingthepeople,womenholda deeppassiontohelpclients,thecommunity,andall thepeoplearoundthem.Thishelpsinmortgages becauseitisanindustrywhereyouareinvolvedin businessdealingsandcontracts.Currently,weare witnessingwomenclimbingthetoppositionsinthe mortgageandfinanceindustryandimprovingpeople’s lives.

TheBusinessOpportunities

Opportunitiesareallaroundinthemortgagearena; onejusthastoplantogetthose.Businesswomen’s personalityfitsrightintheseopportunitiesbyadding theirbestplansforthecustomersandthecompany. Withtheirexperience,theyhavebecomeacrucial

workforceinmortgage,investment,andfinancial services.

Beinginvolvedinthefinanceandmortgagesector meansyouwillbedealingwithsensitivetopicslike money,loan,andinvestment.Thisrolecomeswith greatcareandresponsibility,sobusinesswomenneed tobuilddeepawarenesswhileworking.Thisgoalcan beachievedbyidentifyingone’sstrengthsand weaknesses,asitisallaboutteamworkandachieving thegoaltogether

Theroleoftechnologyhasalsobeenverycrucialfor thedevelopmentofwomeninthemortgage.Withthe advancementsoftechnologicaltoolsandtheinclusion ofdigitaltransformationintothebusinessarena,the businessworldhasbecomealoteasier

ShapingtheFuture

Mortgageprofessionalsarealwayssearchingfornew methodsandtechniquestomeetclients'and organizations'needs.Businesswomeninthemortgage areputtingtheirleadershipskillsandextensive

ECTIVES ECTIVES TO THETABLE

TO THETABLE

knowledgeintopracticeandshapingtheoverall mortgageindustry

Steppingintothemortgageindustrymeansfacinga lotofchallengestoimplementingthethorough mortgageprocess.Theindustryisreadytoexperience theleadershipofwomeninthemortgage.

Businesswomenneedtoensuretherequirementsof theclientsandhavetokeepupwiththemarket changes.Thefutureisfullofopportunitiesforwomen inthemortgage.Wearegoingtoseethelandscapeof womenleadingandhandlingthemortgageindustries successfully.Thefutureisalotsaferinthehandsof womeninthemortgage,andtheyarereadytotakeon theworldwiththeirexceptionalleadershipskills.

FemaleLeadershipisVitalfortheMortgage Industry

However,thereisadireneedforwomeninthe mortgageindustry,astheybringacompassionate approachandnewperspectivetothetable.Their perspectivescarrythepotentialtodisruptthe

conventionalwaysofmortgageprocesses.Thisgender gapcanbefilledbyencouragingyoungwomeninthe professionearlyandshowingthemthemanycareer pathoptionsavailableinthemortgageindustry. Watchingwomendoinggreatintheindustrygives confidencetootherwomentopursueacareerinthe mortgageindustry.

Conclusion

Wearealreadyintheagewherewomenareinthetop leadershippositioninnotjustmortgagebutevery otherfield.Theaimistodevelopadeeper understandingoftheindustrywiththechanging marketandclient’sneedsofthemortgageindustry.

Dana Brashear Senior Vice President, Correspondent Mortgage

Channel Manager

West

Gate Bank

The 10 Most Empowering Women in Mortgage Industry, 2021

Dana Brashear

An Unmatched Mortgage Expert

Havingtherightmortgageproductscoupledwith

excellentserviceisessentialasaCorrespondent Lender WhetheryouarelookingforDelegated, Non-Delegated,orBrokerlendingauthority,DanaBrasher atWestGateBank®CorrespondentMortgageServicecan aidyouinincreasingyourmortgageloanvolumeboth quicklyandaccuratelyasanexceptionalmortgageexpert.

DanaiscurrentlytheSVPandCorrespondentMortgage ChannelManageratWestGateBank.ShejoinedWest GateBanktomanagetheircorrespondentcustomerbase, directthesalesstaffandoverseeprojectmanagementwithin themortgagedepartment.Whilethosecontinuetobeher directives,herjobdescriptionhasobviouslygrown. “We’ve expanded our footprint, tripled our production and implemented several technology initiatives in the last few years. It’s amazing to witness such growth and be on the ground floor making it happen,” saysDana.

With15+yearsinthebankingindustry,shemanagesthe day-to-dayresponsibilitiesofthemortgagedepartmentin theareasofprojectfulfillmentandTPOChannelcustomer management.Inaddition,sheaidsthedepartmentin achievingsalesandcustomerservicegoals,oversees productdevelopmentandassistsinthedevelopmentof clientpolicies.

We,atInsightsSuccess,caughtupwithDanatounveilher diversecareerchallengesandexperiencesinthemortgage industry.

Below are the highlights of the interview:

Whatwerethechallengesandexperiencesyoucame acrosspriorandafterjoiningWestGateBank?

Previouschallengesthatbledintomycurrentrolewerethe hesitancytoadapttotechnologyandinitiatingprocess changes.Thesetwoitemstookanenormousamountofbuy-

infromthestaff.Whilewehadtheexpertiseneeded,itwas challengingtoswitchthingsupandretoolinatimewhen productionkeptincreasing.

Beingarecognizedbusinessleader,whatisyouropinion regardingtheimpactoftheCOVID-19pandemicon FinancialServices?AndhowhasWestGateBank, managedtoovercomethissignificantchallenge?

COVID-19pushedallofusfurtherintothedigitalage.As anorganizationwehadtobenimble,beproactiveandadapt todifferentenvironments.Wepivotedtoremotestaff,with essentialpersonnelonsitetoensurewemaintainedour customerservicelevels.WeimplementedMobileMortgage inorderforcustomerstoapplyfortheirmortgageloan throughtheirmobiledevice.Inaddition,welaunched ITM’sin2020tooffercustomersmoreself-serviceoptions andamoredynamicexperience.

Whatpeople,whatbooks,whatlifefactorshave influencedandimpactedyou?

AlmosteveryoneIcomeintocontacthasinfluencedmylife insomeway,buttheonewiththemostimpactwouldbemy grandmother.Sheworkedherhandstothebone,yetthey werealsogentlewhenneedbe.Sheinstilledthethought thatinnumerablepossibilitiesliewithinme.Icarrythis thoughtwithmeeverywhereandapplyittoeveryone.It’s difficulttorecognizeyourownachievementattimes,somy philosophyistohelpothersfosterthosepossibilitiesand embracetheirgreatness.

Ialsohaveadearfriendandmentorthathelpedmewhen strugglingwithmycareerpathmanyyearsago.He encouragedmetoself-evaluateanddefinewhatIloveabout myskills.ThisledmetowhereIamnow,buildingteams andwatchingthemthrive.

Whatisyourthoughtonthenecessityofapositivework culture?Inwhatwaysdoyouimplementitatyour organization?

Apositiveworkcultureisasuccessfulone.Whileit’seasy topurchaselunchordoateambuildingactivitywhen you’reintheoffice,COVID-19reallymadeusdelvedeeper intohowwecancreatepositiveworkculturewhilebeing disbursedthroughoutmanylocations.Webecame increasinglyawarehowdisengagedstaffcouldbecome. Communication,empathy,andcelebratingchallengeskept usacohesiveunitthroughouttheyearandmovingforward.

Itwasvitaltoschedulequick,frequentcheck-upsonour teams.Althoughproductivityincreased,burnoutbecamea concern.Communicatingmarketchanges,projected volumes,trends,etc.ensuredeveryonewasinformed,gave

“

“ “ “

Credibility is a key component to success in FSI.

leadershiptheopportunitytoreiterateourgoals,and recognizechallengeshinderingtheteam.

Inrecognizingthesechallenges,empathywasanenormous contributortoourculture.Listeningasourstaffidentified whatwasn’tworkingandproposedenhancementstoour processes,fosteredanenvironmentoflearningandcreated opportunitiesforimprovement.

Knowingthechallengesourteamfacedandsurveyingnot onlythesmallwinsbutthechallengesaswell,generated buy-infromtheteamastheyhelpedtailorthesolution,and wecelebratedthatsuccesstogether.

Whatisyouropiniononthenecessityforbusinessesto aligntheirofferingswithnewertechnological developments,especiallywhenitcomestoNewHome LoansandRefinancing?

Ibelieveitiscrucialtoimplementcurrentandfuture technology,notonlyatthepointofsale,butthroughoutthe entiremanufacturingprocess.Leveragingtechnologyaids inscalingyourbusinessmodel,maximizeefficiency,and mostimportantly,addsconvenienceforyourborrowers.

Addingstaffisn’talwaystheanswerwhenproductivity increases.Asthemarketcycles,layoffsareinevitable,the extraspaceisunderutilized,andmoralelowers.Theright technologyattherightpricecanhelpyouscalewithout engagingahiringmanagerortakingahittoyourbudget.

However,softwarehasitslimits.Withmanyaggregators tryingtocustomizetheirborrower’sexperience,aonesize fitsallapproachisunattainable.Thiscreatesahybrid approachwhereleveragingtechnologytopickup efficienciesisnecessary;however,ahumanelementaddsto theexperience.

Themarketisprimedandreadytoexperienceadvantagesin tech.Withtheriseofmobileapplicationsaswellaseclosings,andremotenotary,theend-to-endprocesscanbe completelyremote.Thisisveryattractivetotoday’s consumerandalignswiththeirpurchasinghabitsandvalue oftime.Whilecustomerservicewillalwaysbeneeded,the consumerultimatelyhasmorecontroloverthetransaction andstaysinformedthroughouttheprocess.

Inwhatwayshaveyoucontributedtothecommunity? Ifgivenachance,whatchangewouldyoubringinloan mortgageforclients?

FromHabitatforHumanitytovariousliteracyinitiativesas wellasdonatingtoimpactfulorganizations,WestGate

Bankcommitscountlesshourstoourcommunitiesinwhich weserve.Ourfocusistocontinuetoaidourcommunities withhousinginitiativesandprovideproductsandservices thatenhanceourpartner’sofferingssothattheir communitiescanbenefitequally

Howdoyouenvisiononsustainingyourcompany’s competencyinacutthroatandvolatileworldof business?Wheredoyouseeyourcompanyinthenext fiveyears?

Inthenextfiveyears,Iseeamoreconsumerdriven automatedmanufacturingprocessthatwillenable sustainablegrowth,expansionintonewmarkets,anda widermenuofproducts.Implementingnecessary technologyandstrategiestokeepupwithmarketdemand, allwhiledeliveringthesamecustomerserviceourclients areaccustomedto.

Jen Du

Influencer, Keynote Speaker, and Mortgage Lending Expert

Jen Du Plessis

Empowering Mortgage Professionals to Achieve Personal and Professional Breakthroughs for Success

Jenbelieves“You can Live your Legacy while building it and when you work on purpose you can easily play with passion.” JenisanindustryInfluencer,Keynote Speaker,MortgageLendingExpert,PodcastandTVShow host,and#1BestSellingAuthor

KnownasAmerica’sMortgageMentor,sheguides mortgageandrealestatesalesprofessionalswhofeel overwhelmedintheirdailyroutines;resultinginsabotaging theirpersonallivesforthesakeoftheirbusiness,to multiplyresultsinrecordtime-whilehavingthecourageto sayYEStotheirpersonallives!

With4decadesintheMortgageindustry,Jenreachedthe top200ofnationallyrankedoriginators,wasinthetop1% forover15years,andshehaspersonallyfundedover$1 Billioninmortgageloans.

JenisrecognizedasanInfluencerinherindustryasa#1 Amazonbest-sellingauthorofLAUNCH-HowtoTake YourBusinesstoNewHeights;Hostoftwopodcasts–Top RankedMortgageLendingMasteryandSuccessto Significance:LifeAfterBreakingThroughGlassCeilings.

TodayJenispassionateaboutempoweringmortgageand realestateprofessionalstoachievepersonaland professionalbreakthroughssothattheycanstopthedaily chaos,bymasteringtheirprioritiestomastertheirlives, attractingclientsratherthanchasingthem,exponential growthratherthanhittingtheresetbuttonyearafteryear; andworkingonpurposetobeabletoplaywithpassion! InaninterviewwithInsightsSuccess,Jenshedslightonher inspiringjourneyandhercontributiontothemortgage industry.

Below are the highlights of the interview:

TakeourreadersaboutyourpositionatKineticSpark Consulting,andyourjourneysinceinception.

IincorporatedKineticSparkConsulting,LLCin2013,and havebeencoachingforover20years;wellbeforeIretired fromorigination3yearsago;followinga35-yearcareerin lending. Helpingotherswiththeirownsuccessprovides mesomuchjoy,soin2014,onawhim,Istartedapodcast calledMortgageLendingMastery,tobeabletoanswer questionsIwasreceivingfromaroundthecountry. Little didIknowthatitwouldbethecatalystthatwouldallowme totransitionoutoflendingandintomypassiontoday.

I'mdelightedtohaveaboutiquecoachingfirmthatfocuses notonlyonincreasingproduction,butalsoaddingvalueto thelifestyleofmyclientsduringtheprocess.Ourgoalisto helploanofficersandrealtors,livetheirlegacieswhilethey arebuildingthem!

Whatwerethechallengesandexperiencesyoucame acrossthroughoutyourjourney?

Gainingexposurewithtargetmarketsisthenumberone goalforgrowthintheearlystagesofbusiness.

Afterbeingrecognizedinthetop200loanoriginatorsinthe U.S.,Iwasinvitedonnumerousstagestosharesecrets, strategies&salestacticswithothers,whichledtoexpanded opportunitiesoutsidethemortgagebusiness.

Iwashavingabusytravelschedule,timeawayfrommy family(counter-intuitivetomycompany'smission),and misappropriateddedicationtothetruegrowthofmy company-mentoringothers.Mygoalhasalwaysbeento enactchangeinthelivesofpeopleI’mspeakingto,andto helpthemachievemassivegrowth,whilesimultaneously transformingtheirprofessional&personalmindset.

Beingarecognizedbusinessleader,whatisyouropinion regardingtheimpactoftheCOVID-19pandemicon FinancialServices?

TheCOVIDchallengewaslikemanyothermarketswings I’veexperienced.Myinitialresponsewastoensuremy clientsunderstoodthetechnicalitiessurroundingthe secondarymarketchanges.Secondly,weshiftedthefocus tothenbecomingaleadertotheirclientsandreferral partnerstoreducepublicfearandanxiety

I’vebeenconcernedabouttheshort-termgainforlong-term pain.Whilemanyoriginatorshadtheirbestyearwithloans

It’syourtimeto igniteandclimb tonewaltitudes. ‘‘ ‘‘

fallingfromthesky;thesewerethesamepeoplestruggling in2019;whowerewonderingiftheyshouldstayinthe business.TheeffectsofCOVID-19propelledeveryoneinto massivelevelsofproductionwithoutthefoundationortime neededtomanageorsustainthevolume.

Manyoriginatorsmayfindthemselvesbackwherethey werebeforethepandemic.Mygoalistohelpthem recognizethisphenomenontoensuregrowthlongterm

Whatisyouropiniononthenecessityforbusinessesto aligntheirofferingswithnewertechnological developments,especiallywhenitcomestoNewHome LoansandRefinancing?

Inhisbook,TheMillennialSamurai,GeorgeJ.Chanos shareswithreaderstheconceptofatechnologytsunami. Wewillseemoretechnologicalchangeinthenextfive years,thancombinedoverthelast150.Iwitnessedhow quicklythemortgageindustryadoptedduringthe pandemic.Traditionallyaslow-to-adaptindustry,the swiftnesswasquiteimpressive.Thosewhoadapted improvedtheirperformancelevels.Othersdidnot.

Whatwouldbeyouradvicetotheup-and-coming womenentrepreneursaspiringtoentertheFinancial ServicesIndustry?

Forthelast40Yearsmanywomen,likemyself,have workedtirelesslytopavethewayforfuturegenerations.

Yearsago,Iwasmerelythetokenwomaninamaledominatedsalesforce.IwasconstantlytoldIcouldn'tbea topproducer.Itougheditout,focusingonactivities,facts andresults;andtherefore,climbedeveryladderthis industryhastooffer

Today,it'seasierandmoreprofitablethanever Theonly thingholdinganywomanbackisherownlimitingbeliefs. I’dsay,letthemtellyoucan’t-thenshowthemwhatyou cando!

Howdoyouenvisiononsustainingyourcompany’s competencyinacutthroatandvolatileworldof business?Wheredoyouseeyourselfinthenextfive years?

Iamexcitedforthefuture!Astheownerof4businesses,I seeendlessopportunitiesahead.Womenareinnatelybetter atbuildingrelationships(greatforgrowth),demonstrate compassion(charitable&communityinvolvement), curiosity(wonderfulforclientretention),frugal(highly competentwithvision,planning,strategizing,and budgeting),andarehighlyorganized(canmulti-task,get thingsdone,anddelegatewhereneeded).MyteamandI possesseachofthesequalitiesandareexecutingonmany newstrategies.WhatI'mmostlookingforwardtointhe nextfewyearsistocontinuemyownpersonal& professionalgrowthtoenablemetocontinueshareandhelp myclients'growth.

Weareinpre-productionforanewTVshowI’mhosting, called“TellmeICan't”-whereweexplorestoriesof peoplewhoovercameadversityintheirlives.Also,anew bookofthesametitlethatwillprovideideas&strategies forwomeninbusiness,toshowwhatispossible.

Additionally,we’vere-enteredthein-personspeaking, workshop,andretreatarenaformoreconnections, mastermindingandsupportforthosewantinggrowth& sustainabilityinthisrewarding&prosperousindustry. Thisindustryrequireswork,nodoubt.WhatI’vefoundis thatwhenIslowdownlongenoughtodothework, formulate&concentrate;momentum&stabilityforsuccess iseasiertoachieve.

So,stoptalking,takeaction,gettheresults!

Vice President

Emerging Driving Technologies Profound Change

Tth he4 IndustrialRevolutionishere.The4th IndustrialRevolutionisafusionofadvancesin artificialintelligence(AI),robotics,etc.Ibelieve thatthisneweraoftechwilldriveprofoundchangeand thesechangeshavealreadystartedinmanyways.

ArtificialIntelligence:

AIisnotnew;itisalreadyhappeningeverywhere. Algorithmspre-recommendthecontentweseeandwatch andtheproductswebuyacrossallareasofourlivestoday. Butitisgoingtoaccelerateexponentiallyanditisgoingto completelychangethewaysweliveandwork.

Whilefewoccupationsarefullyautomatable,60percentof alloccupationshaveatleast30percenttechnically automatableactivities*,leavingpeopletofocusonmore valuableactivities.

ThepotentialforAIiseverywhere,ineverythingwedoat homeandatwork:

• Whatwedon’twanttodo–repeatedboringtasksi.e. datacrunchingandreporting

• Whatwecan'tdo–collectandanalysehugeamountsof datai.e.predictillnesses

• Whatwedon'tknowyetwecando–helpusmake betterdecision,helpuscreatenewroles,andnewthings.

Forexample,Machinelearning,withinAI,willprofoundly impactemployeesandleadersaspeople.Wearemoving fromtheageofinteractiontodelegation.Currently,having anassistantistypicallyaluxuryreservedforeithersenior peopleinorganisations,orwealthyindividuals.WithAI,in thenearfuture,mostpeoplewillhaveassistantswhichpreselect,andevenchoosewhat’sbestforthem.Itisalso referredas‘bottobot’.Thismeansinthenearfuture,as wellasfocusingonproducinggoodqualitycontentfor humans,wewillneedtoalsofocusatthesametimeon enormousquantityandvolumesofcontentformachines. Machinesneedvolumesofdatatodigesttomake recommendations.Wewillneedtostartmarketingto machines.That’sabigchangeformarketerslikeme,we needtothinkdifferently

ThroughAI,Samsungisdevelopingauser-centric,highly personalised,intelligent,multi-deviceecosystemthat providesusefulbenefitstoenrichourcustomerslivesand makethemmoreefficient.

Anexampleofthisiswithinthehome-Samsungisbringing itsexpertiseintheInternetofThingsandartificial intelligencetomakeappliances“smart,”andcapableof learningaboutusers’preferencesforatrulytailored experience.

Notwohomesarethesame,andmanyofusarelookingfor waystopersonaliseourappliancestofitourneeds.Weare alwayslisteningcloselytoourconsumerstolearnabout anyinconveniencesthatcanbesolvedthroughinnovation. ByconnectingSamsungappliancestoSmartThingsand equippingwithartificialintelligencecapabilities,customers canpersonalisehowdevicesoperate,andmakeitpossible forthedevicestolearnaboutcustomers’homes.

Blockchain:

Blockchainwillalsocompletelychangethewaywedo thingsaswell.Insteadofbusinessesstoringtheirvaluable customerdatatoacentralserverinonelocation, Blockchaintechnologybringswithitadecentralisedmodel. Itbreaksthedataintosmallchunksacrossthenetwork. Effectively,businesseswillonlybeabletostoreanduse verylimitedpartsofcustomerdataatspecifictimes.No longerowningcustomerdatawillchangemostbusiness models.Weneedtogetreadyforthattoo.Andthat’swithin acontextofgrowingfocusonprivacyinadvertisingand dataprotection.Soitisonlygoingtobecomemoreand moreimportant.Fromanexperienceperspective,at Samsungwe’recontinuingtoevolveourcustomersmobile experience,makingiteasierthanevertouseblockchainon Galaxydevices.Userscannowmanageandtradevirtual assetsfromthird-partywalletsonSamsungsmartphones.

Voice:

Inthenext5years,40%ofGenZwillexpecttoaccessthe Internetbyusingtheirvoicealone**,sovoicecommerce hasgotthepotentialtobecomeasbigifnotbiggerthan mobilecommerce.Thisnewtechnologywillalso exponentiallyincreaseinusewiththeroll-outof5G,smart assistantdevicesandIoT.Again,thatrepresentsanamazing opportunitytohelpcustomersbysimplifyingtheirlives Ai’scontinuousevolutionhasmeantthatwecancontinue torefineourcustomersexperienceofusingvoice commandsacrossallofourdevices.Thekeyistomakeit helpfulandusefultocustomersatatimeintheirpurchase journeywhichismostrelevant,otherwiseitcouldbeseen astoointrusive.

AugmentedReality:

TheAugmentedrealitymarketisestimatedtogrowfrom USD10.7billionin2019andprojectedtoreachUSD72.7 billionby2024;itisexpectedtogrowataCAGRof46.6% from2019to2024***.Thisisgoingtoimprovetheways wedeliveronlineshoppingexperiences,whetherthatison socialchannelsoronvideochatsforexample…so customerscantrybeforetheybuy.Thisnewtechnology willbecomealsoveryimportanttotrainingofinternal teamsorexternalpartners,etc.

AbouttheAuthor:

SandrineDesbarbieux-Lloydisaseniorexecutivewithover25yearsofinternationalexperience,leadingorganisationsinthe implementationofstrategicchangeanddigitaltransformation.SheistheEuropeanVicePresidentofDigitalatSamsung, wheresheoverseesdigitalsalesandmarketing,amulti-billionpoundbusinessacross34countriesinEurope.Inthisrole,she isdrivingSamsung’sdigitaltransformationincludingmajorinnovationsuchasmachinelearningapplications.

Previously,SandrinewastheDirectorofMarketingandDigitalatAvisBudgetGroupwiththeresponsibilityforalldigital platformsandmarketingprogrammesacrossEurope,MiddleEastandAfrica.Inthisjobrole,shefocusedongrowingthe digitalbusiness,specificallydirectchannels,andsuccessfullyincreasingrevenueyear-on-year

Sandrinehasalsoheldseveralseniore-commerce,digitalandmarketingrolesforinternationallyrecognisedconsumerbrands includingBT,LACOSTE,AXA,BAA,E.ONandBUPA.

NotableinhercareeristhenationallaunchofbroadbandandWi-FiforthefirsttimeintheUK.Thisextremelychallenging roleinvolveddefiningthewirelessstrategyforBTGroupfollowingthede-mergerof02,buildingamobilitybusiness, launchingBTOpenzonetheUK’sfirstPublicWLANservice,andthere-launchofBTMobileanewSP/MVNObusiness.

Margaux Fiori CEO Fiori Financial Group

Margaux Fiori

An Empowering Leader and an Astute Investment Advisor

romtakingcareoffamiliestotakingcareof Forganizations,womenhavetakenhugestridesin breakingthroughtheglassceilinginmany industries.Manysectorshavewitnessedthemarksof women.Whenitcomestothefinancesector,therearea numberofsuccessfulwomenprofessionalswhoareplaying keyrolesinshapingthelandscapeoftheindustry.With theirexemplaryleadershipskillsandextensiveknowledge, theyhavenotonlymadenoteworthycontributionsinthe financesectorbuthavealsoinspiredotherwomentostep up.Amongthosewomen,whohaveleftanindelibleimpact onthefinanceindustry,onesuchwomanisMargauxFiori Margauxhasworkedintheinvestmentandfinancial servicesindustrysince1997.SheistheFounderandCEO ofFioriFinancialGroupandisaregisteredrepresentative withRaymondJamesFinancialServices,Inc.,Member FINRA/SIPC.

Margauxhasatacticalinvestmentstylethatincludeswealth management,financialplanning,estateplanning, supplementalretirementincome,assetpreservationwith insurance,andcorporateplanning.Inaddition,sheisalsoa CertifiedDivorceFinancialAnalyst(CDFA®).

ATumultuousStart

Margauxstartedhercareerin1997atMorganStanley duringaragingbullmarket.Shefoundherselfinamaledominatedindustrywithlittlesupportorcomradery.She wasexpectedtoproducelikeoneofthemalesinthe industrybutwasneverfullypartoftheteam.Afterahigh octanestart,shehadtopickupthepiecesafterthesevere marketcrash.Justasshewasbeginningtostabilize,she washitwithanothermajorsetbackdueto9/11.Shewas severelydoubtingwhetherbeingafinancialadvisorshould

behercareer,however,shedecidedtogiveitonemoretry assheisnottheonewhogivesupeasily.Sheisnow thankfulforhertumultuousstartbecauseitgaveherthe moxiewhichledhertowheresheistoday

AnInceptionTale

FioriFinancialGroupisamulti-familyoffice,housedunder oneroof,whichprovidescomprehensivesolutionsand servicesthathighnetworthfamiliesrequire.Itisa progressive,leading-edgeprovideroffull-service, personalizedfinancialstrategies.Itisitsgoaltohavean openhouse,whereallclientsarewelcome.

Itsstorybegan16yearsago.BothNewJerseynativeswith Italianroots,MargauxFioriandScottVerlangieribuiltthe company’sfoundationonthevaluesoffamilyandloyalty. Theyhadavisionfortheirinvestorsandtheiradvisorsto haverelationshipsrootedintrust.Whiletheirtemperaments andenergylevelsarequitecontrasting,thetwoofthem havestrucktheperfectbalanceaspartnerswhenitcomesto creatinganeffectiveandprofessionalfinancialmanagement business.

Margaux’slarger-than-lifepersonalityandlimitlessideas matchedwithScott’sdedicatedworkethicandunyielding integrityhasnurturedanunparalleledworkenvironment. Together,theyhave43yearsofthecollectiveexperience andhavespentthepast16yearscraftinganexemplaryteam ofindividualswhovaluethegrowthoftheirbusinessjustas muchasthegrowthoftheirrelationshipswiththeirclients. WhenyouchooseFioriFinancialGroup,youbecomepart oftheirfamily.WiththestrongpartnershipofMargauxand Scott,theFioriFinancialGroupteamisequippedwiththe drive,talent,andambitionnecessaryforsuccess.

HavingNimbleandFlexibleOperatingPhilosophy

Whenthepandemichit,FioriFinancialGrouphadjust completedconstructingitsnewbuilding.Itenabledthe organizationtocontrolitsworkenvironmentmuchmore easilyandfocusonprotectingitsclients.DuetoFiori

FinancialGroup’snimbleandflexibleoperatingphilosophy, itwasabletoquicklytransitiontoandaccommodateall typesofworkingenvironments.

BeingPositivelyInfluencedbyCompetitive Environment

MargauxwasanavidreaderofWarrenBuffett,RayDalio, GeorgeSoros,andJimRogers.Thebooksoftheseauthors havegreatlyinfluencedher.

Moreover,Margauxgrewupasaniceskaterandwas influencedbythehighlycompetitiveenvironmentshefaced everydaytobethebest.Hermottowastoalwayswork harderandneverletthemseehersweat.Shecarriedthat principlewithherthroughoutherinvestmentcareer.

WinningtheGameTogether

Margauxbelievesinempoweringleadership.Beingateam leader,shefocusesonidentifyingthestrengthsofherteam membersandleveragingtheircollectiveabilitiesto accomplishtheirgoals.Sheisluckytohaveaverydiverse groupofteammemberswhoallfeelliketheyarewinning thegametogether.

MargauxmentionsthattheteamatFioriaretactical managersthatareintimatelyinvolvedinimplementingtheir strategiesonadailybasis.Thegroupofferscustomized strategiesforitsclientsdependingontheirrisktolerance andfinancialneeds.

EnlighteningEmergingLeaders

Inheradvicetotheup-and-comingwomenentrepreneurs aspiringtoenterthefinanceindustry,Margauxsays “Be yourself! Women are natural nurturers, which is a huge advantage when dealing with sensitive topics such as money and investments. Having the ability to build caring and deep relationships is a requirement to be successful in this industry.”

When it comes to investing, we live it, we breathe it, we have an absolute passion for our client's success, and it's that passion that keeps us plugged into the market. We are gatekeepers to our client's financial goals. ‘‘