In this 1 hour presentation, you will learn:
1. The top 5 ways people choose which loan officer they will work with
2. The 1 simple formula that literally is the sole reason my team closes hundreds of deals per month
3. The 4 part simple plan that is guaranteed to make your phone ring
4. The source of leads that I stumbled upon that close at 25%... and you don't ever buy them
5. My innovative use of social media, gives me a competitive edge over others in the industry.

This will not be a typical fist-pumping "rah rah" session.  We will be going over as many specific "loan-getting" strategies as our time allows us to.

Bio: Carl White is the founder and CEO of Mortgage Marketing Animals, a successful mortgage marketing training program. White is also a non-producing branch manager at one of the top mortgage branches in America and the host of the No. 1 podcast for loan officers, Mortgage Marketing Animals teaches the strategies that originators in White’s own branch use today to close more loans in less time. Learn more by visiting

A look at how the record low lending rates seen in 2021, driven in large part by the Fed’s massive QE4 program, is likely to lead to a long drought of mortgage refinancings. At this point, about 33% of all Americans with a 30-year mortgage are paying 3% or less on that loan. This will have long-term consequences in mortgage lending, employment, and the housing market. 

Bio: Christopher Maloney is  the Mortgage Strategist at Bank of Oklahoma Financial Capital Markets. He has over a quarter century of experience in the financial industry, beginning his career on the NASDAQ trade desk at Prudential Securities. Afterward, he managed fixed-income portfolios at both Lehman Brothers then Neuberger Berman. He most recently was the mortgage strategist for over a decade on the First Word desk at Bloomberg News. He earned his MBA from NYU Stern and is currently working on his second book, which concerns the creation of the Federal Reserve System.

Bio: Mark Jones co-founded Amerifirst Home Mortgage in 1983, a company he grew from an individual location in Kalamazoo, Michigan, to over 80 full-service locations and 900 personnel nationwide. In January 2023, Amerifirst merged with Union Home Mortgage to form a top 40 national mortgage lender, where Mark now serves as President. 

Prior to the merger, Amerifirst was the No. 1 USDA lender and the No. 3 FHA lender in Michigan, and the No. 13 FHA lender in Florida. Amerifirst was also a Ginnie Mae issuer and serviced in-house a $6 billion loan portfolio. Amerifirst ranked as a Best & Brightest Company to Work for in the Nation for five consecutive years (2016-2020) and was named one of the top 50 Best Mortgage Companies to Work For in 2021. In 2016 Mark received the Ernst & Young Entrepreneur of the Year award for Michigan and Northwest Ohio.

In addition to his service as MBA’s Chairman-Elect, Mark currently serves as Chairman of MBA’s DEI Advisory Committee. He previously served as co-chair of MBA’s Independent Mortgage Bankers Executive Council. Mark also serves as board member and Public Policy Committee Chair at Southwest Michigan First and serves as Chair of Southwest Michigan First PAC.

Mark holds a Bachelor of Science in Business Administration and Management from Virginia Commonwealth University, where he competed on the Varsity Swimming & Diving team. In 1979, Jones won the 1979 Virginia Intercollegiate State Championship in 1 meter springboard diving and was a two-time NCAA Regional Qualifier.

Jones lives in greater Kalamazoo with his wife, close to three adult children, and two grandchildren.

In a market defined by digital transformation and information overload, generating and retaining business has never been more difficult. According to Kristin Messerli’s NextGen research, only 39% of Millennial and Gen Z consumers were likely to turn to their local bank for financial advice, and yet nearly half said they do not have the financial advice or support they need to achieve their financial goals. In addition to lacking direction, NextGen consumers reported low confidence in the housing market and housing professionals. While young consumers still express a strong desire to buy a home, many are uncertain where to start and who to turn to. Herein lies a big opportunity for financial institutions and housing organizations to get a competitive edge in a difficult market by demonstrating a values-driven approach to customer experience and sales.

Bio: Kristin Messerli is a leading strategist and keynote speaker on Millennial and Gen Z housing and finance trends. She recently co-founded the nonprofit, FirstHome IQ, with the mission to deliver homeownership education before the age of 25.

Kristin has worked with hundreds of lenders, startups, and nonprofits to craft successful go-to-market strategies and build trust with their consumers. Kristin founded and sold the digital marketing agency, Cultural Outreach, with the mission to promote sustainable homeownership in underserved communities. She was previously the VP of Sales and Strategy at, and has consulted with numerous fintech startups across product design, marketing, and research. Kristin produced and authored the 2020-2023 NextGen Homebuyer Reports, sponsored by National MI, highlighting key insights from over 4,000 Millennial and Gen Z consumers, and she holds her Master in Public Administration from University of Oklahoma. To access more information on her research and nonprofit, visit

Negotiation is not only a useful skill that can be learned, it is a framework that can change the way you interact with the world. Dr. Morgan believes the art of negotiating goes way beyond money. She sees it as a better way to clarify what you need in life and work; an easier way to ask for what you want from those who support you; and a healthier way of resolving conflict, clearly communicating, and nurturing collaboration with everyone around you. This humorous and insightful talk will leave you understanding the three reasons why people don't negotiate, the three components of a successful negotiation, and the three tips to prepare for any negotiation.

Bio: Dr. Meg Myers Morgan is an award-winning author, college professor, and certified executive coach. Her latest book, Everything is Negotiable (Seal Press, 2018)--based on her notable TEDx Talk--is a best-seller and has been translated into multiple languages. Her collection of essays, Harebrained, won the gold medal for humor from the Independent Publishers Book Awards (2015). She is an associate professor at the University of Oklahoma and received her certification in Executive Coaching from Columbia University. She is the past chair for the Tulsa Mayor's Commission on the Status of Women. Meg, her husband, and their two daughters are tribal citizens of the Cherokee Nation.