VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Special Feature: The 6 th Annual Survey of Originator Opinions—Key Findings Special Feature: The 6 th Annual Survey of Originator Opinions—Key Findings Wednesday, May 11, 2016

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Welcome and Introduction Sue Woodard President, CEO Vantage Production Drew Waterhouse Managing Director, CEO Hammerhouse, LLC Steve Rennie Managing Partner Hammerhouse, LLC

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC To dial in To ask questions If you can’t hear us, please call the number on your invitation or dashboard. We’re using a phone line, not mic & speakers. Housekeeping

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Today’s Agenda  Introduction  The 6 th Annual Survey of Originator Opinions  Overview and Highlights  What Does it All Mean?  What Can We Learn?  Q & A

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Drew Waterhouse and Steve Rennie have been successful recruiters since Having founded internal recruiting teams within large national lenders and working on a consulting basis for many top national and regional lenders, Drew, Steve and the team at Hammerhouse have become trusted partners to loan officers, managers and leaders throughout the industry. Since 2008, Hammerhouse has placed more than 1,000 candidates representing a combined 24 month production value of $16 billion. More importantly their candidates have a rolling 12 month retention rate of 91%. Further information can be found at their website: Introduction

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Quick Poll  How would you answer this question? Which of the following do you believe is the biggest challenge facing the industry in 2016? Choose from options on your screen

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC The 6 th Annual Survey of Originator Opinions  Regulatory concerns have remained as the primary concern (65%) of originators. This is up (9%) from 2015 likely in response to the implementation of the TILA- RESPA Integrated Disclosure (TRID)  A significant rise was seen in originators (27%) exceeding their annual production goals versus the previous year (7%)  Originators (36%) see “Structured Social Media Strategy” as the most likely marketing addition to their existing business development efforts  Managers and colleagues are viewed as being the key contributors to the development of originators’ careers (77% combined)  Originators prefer small to medium-sized branches (61% prefer a branch with 4-10 originators)

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC The Main Points  The Mortgage Industry has functioned largely the same for 25 years.  The Federal Reserve’s artificial support of low mortgage rates has allowed this to occur.  Once that support is withdrawn the mortgage market will fundamentally change.  Many do not see it and are failing to adapt.  Adapt or Die

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Company Advantages What’s your story?  People Do you promote a clear, consistent and accountable communication on the USPs of your company?  Process Do your technology and operational efficiencies out-perform the competition?  Products Does your organization’s product mix support the changes we face moving forward?  Place Does your culture foster the outcomes you seek?

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Quick Poll:  How would you answer this question? Do you believe total mortgage originations in 2016 will…? Choose from options on your screen

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Loan Originator Perceptions  A full 70% of LOs believed their production would rise in 2016  63% of LOs believed that mortgage industry production would stay the same or rise in 2016  74% of LOs reported either just making or falling short of their 2015 production goals  The most commonly felt challenge to achieving their personal goals was the lack of referral sources (37%)  65% of originators felt regulations were the industry’s biggest obstacle Are LOs simply over-confident in their abilities? Are they practicing self-motivation while answering the survey questions? Are they delusional?

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Reality Check  The mortgage industry of the future will experience: “Someday it will happen” rising rates Still experiencing stagnant TAM in specific markets Thinner margins Longer sales cycles - TRID More online/mobile business development- Millennials Closer integration with direct referral sources- Technology Niche markets/products (geographical, cultural, loan type)

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Adapting to the New Reality Vertical Model Matching requires that:  LOs positively Model Match downward to customers and referral partners across: Client profile, Business Process, Personality and Values  LOs positively Model Match upward to lenders across: Leadership, Culture, Operations, Technology Lenders positively Model Match downward to LOs across: Leadership, Culture, Operations, Technology  Lenders positively Model Match upward to the mortgage market across Business (type of loans) and geography (origination activity level)

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Winner of the iPad Donald Wasson Houston, TX

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Details on how you can download to follow

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Q & A Steve Rennie Drew Waterhouse

VIP Executive Advisor Information for Mortgage Lending Decision Makers Recruiting Top Producers and Leaders in Today’s Market Hammerhouse, LLC Want to learn more? Call or visit vipexecutiveadvisor.com Thank you for attending Recruiting Top Producers in Today’s Market May 11, 2016 Drew Waterhouse Managing Director, CEO Steve Rennie, Managing Partner Hammerhouse, LLC