Amy Slotnick, Regional SVP at Fairway Mortgage Corporation

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FOURCY Radio. Churchill said, those
who failed to learn from history are condemned

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to repeat it. Kevin Helenan believes
that certainly applies to business. Welcome to

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Winning Business Radio here at W four
CY Radio. That's W four cy dot

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00:00:45.280 --> 00:00:54.799
com and now your host, Kevin
Helena. Thanks everyone for joining in again

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today. I am Kevin Hallanan and
welcome back to Winning Business TV and radio

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on the W fourcy dot com.
We're streaming live on talkfo tv dot com

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in addition to Facebook and that's at
Winning Business Radio, as well as available

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in podcasts after the live show on
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Apple, pretty much wherever you listen
to your favorite podcasts. The mission

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of winning business radio and TV,
as regular listeners and viewers know, is

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to offer insights and advice to help
people avoid the mistakes of others, right

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to learn best practices. That's the
how tos, the what too's, the

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what not tos. To be challenged
and certainly to be inspired, hopefully at

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least by the successes of others.
But you know, virtually every successful person

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I've ever had a chance to talk
to has had some form of failure in

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their lives and careers. So listen. While we all have to get our

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knees skinned once in a while,
I say it every week, I'm driven

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to keep those scrapes from needing major
surgery. Let's endeavor to learn from history

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so we don't repeat it today.
My guest is Amy Slotnik, Regional SVP

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at Fairway Mortgage Corporation. Here's your
bio. Amy Slotnink brings more than forty

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years of mortgage industry experience to her
clients and business partners. She joined Fairway

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in two thousand and seven and quickly
became the company's top producing loan originator,

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a title she held for multiple years. In twenty fourteen, Amy assumed the

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additional responsibilities of branch management, where
she dedicates her time to assisting her loan

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officers in their professional growth, as
well as continuing to I Can Talk to

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originate loans and provide excellent service to
her own clients. Further, she dedicates

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time to Fairway's internal coaching company,
Fairway Ignite, where she acts as a

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coach to several of Fairway's originators.
She began her career in the mortgage industry

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as an underwriter and quickly gained experience
in every facet of the industry, including

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operations, sales, management, and
ownership. She believes that education and customer

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service are the keys to success in
the mortgage industry. She puts her many

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years of experience to work for customers
to keep them confident and informed throughout the

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process. Within Fairway, Amy has
continuously been recognized as part of Fairway's Chairman's

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Club. She's been recognized consistently by
industry leaders as part of the top one

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percent of loan originator's nationwide, as
a Scotsman Guide Top Originator, and as

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a multiple year recip recipient of the
Five Star Professional Award. In addition,

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she's been featured in several industry public
publications and is often called upon for commentary

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as well as industry insight. Her
proudest recognition was being the first recipient of

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the Daryl Jacobson Courage and Business Award, which recognizes those within the company who've

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demonstrated immense courage in their business endeavors. Amy's a graduate of Simmons College with

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degrees in economics and political science.
She resides in Brookline with her husband Dan,

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and takes every opportunity to visit their
daughter Sarah, son in law Matt,

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and grandson Davis in Washington, d
c. Oh and don't don't forget

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her grand dog Calli. She can
be found happily enjoying the sunshine on Nantasket

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Beach, where she was raised during
the summer months. For those side of

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New England and Massachusetts. That's on
the south shore of Massachusetts. Amy,

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Welcome to Winning Business TV and Radio. Thanks for being here. Thanks Kevin

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Grady to have a little fun.
Sure it's a really good conversation. So

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first I'll ask a little bit about
family. Tell us about Dan. Sure,

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tell you about Dan. So Dan
and I have been married for coming

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on thirty eight years this summer some
might say we were high school sweethearts.

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I would say we dated for a
very short while our senior year in high

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school. We all tell a different
story, right right, right, and

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then reunited on the beach in Nantasket
right after graduating college and have been together

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ever since. Dan was in the
insurance business, property and casualty, until

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he retired a few years back to
take full time care of his mom,

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who we were fortunate enough to have
lived with us until her last days.

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So he now enjoying retirement. Very
nice, very nice. So my wife

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says she's semi retired, she's retired. She she only works for me a

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little bit. She's retired, and
daughter Sarah tell us about Sarah. Sure,

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So Sarah's about to celebrate her thirty
third birthday, which I can't even

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believe. I'm saying. She lives
with her husband, Matt, as you

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said, her husband of five plus
years, and their seventeen month old son,

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Davis, and I would be remiss
and she would be angry if I

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didn't mention Callie, who I think
is eight years old now, beautiful dog.

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Never would get Sarah a dog while
she was growing up. Kevin and

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we used to always say we'll see, we'll see, we'll see. And

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Richie got moved out and immediately got
her own dog, named her Callie,

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And I was like, you sure
you don't want to name her will see,

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because that was always the dog that
we would talk about. We'll see.

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But yeah, So she actually also
works for Fairway Independent. Morgage is

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a regional marketing director and works with
the teams in Delaware and the Washington DC

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area of Virginia and Maryland. And
I am also fortunate enough to have her

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doing all of my social and marketing. Nice. That's perfect. I love

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that. All right, Let's get
a little bit of background. You grew

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up on the South Shore. I
did year round in Hall, Massachusetts,

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not just summer, right, Yeah, tell the audience. Those that are

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local would know, but others would
not tell the audience about Hall, mass

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Sure, So whatever you want to
tell. Let's say Home, mass is

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a peninsula somewhere about in the middle
between Boston and the Cape. We'll do

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that, about eighteen miles or so
south of Boston. It's a very small

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community that virgins in the summer months
when people from all over Massachusetts and outside

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of Massachusetts come to live on this
beautiful peninsula that is surrounded by water on

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three sides. Since it's a peninsula, beach is called Nantasket Beach. I

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know that's beautiful. Which used to
be famous for I'm leading the witness here.

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He used to be famous for Paragon
Park, which was I'm glad I

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can fill in the blanks and I
know what you're leading me to. So

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Paragon Park was an amusement park,
the largest and I think maybe only amusement

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park in the greater Boston area.
I can't recall quite when they sold Paragon,

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but it was many years ago.
But most of the people I grew

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up with worked at Paragon or hung
around at Paragon through our teenage years.

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It really was People would take the
boat from Boston to Nantasket from all over

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to come to the giant roller coaster. And of course, in my memories,

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I that roller coaster was enormous,
but I'm sure it really wasn't quite

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that big, right, But it
was a wooden It was a wooden roller

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coaster. Yeah, and I think
it was actually in Virginia for a while,

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but I don't know if it's still
in existence or not. Yeah,

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But the one thing that that is
really cool is that there was a beautiful

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carousel there and the town was able
to raise enough money to buy the carousel

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and they refurbished it, and the
carousel is still in operation at the beginning

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of town, and you can go
and ride the original beautiful horses that have

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just been repainted and refurbished. Yeah, that's pretty well. Yeah. I

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think that may have been on an
episode of Almost, said Cagney and Lacy.

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No Risolian Isles, remember that show. No, it was a cop

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show, Austin based cop show.
Anyway, tell us about your early interests.

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So say, I'm going to ask
you in a moment why you decided

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to major in economics and polyscide.
But even before that, you know,

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what would you do when you're in
high school? What did you like to

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do then? And then you can
finish that with what led you to economics

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and polsci? Sure, so in
high school, so I always loved I'll

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say that I am the daughter of
an attorney and an English teacher, so

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I always loved to write, whether
it was articles or poetry. So I

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was very involved in the high school
newspaper and was editor of the high school

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newspaper. And actually both of my
brothers, who are both older than me,

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were also editors of the newspaper.
I was involved in the theater,

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and those who know me well are
not surprised to know I was also on

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the cheerleading squad. I attempted to
play softball, but really was just a

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good third based coach, not really
a very good athlete, and I regard

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I'm going to admit, was always
very interested in working with people the social

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work area. Thought that might be
what I went into and come back to.

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That worked all from the time I
was twelve until I went to college

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in a sub shop or a restaurant, from cooking to waitressing to managing.

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I worked for the same family for
those years and even for a couple of

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summers when I came back from college. Really didn't know what I wanted to

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do when I graduated high school,
but knew I wanted to, as cliche

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as it sounds, be in a
field where I would be helping people,

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and I thought that might be social
work. Went to Simmons, accepted their

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acceptance kind of on a fluke.
Really wanted to go on a state certainly

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never considered going to a single sex
institution, but it was in the big

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city. It was in the big
city, and we were not city dwellers.

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My family really my parents didn't go
into the city a lot, so

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I really didn't know Boston. In
fact, I so clearly remember getting lost

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in the fen Way when we were
trying to find Simmons. So, for

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those who don't know, Simmons basically
sit smack in the Fenway area. It's

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probably a half a mile walk to
Fenway Park, but it's also surrounded by

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three or four other colleges and universities. And I remember my father being completely

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lost on Boylston Street and the Fenway
and Simmons was literally behind us like a

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block. So not big city dwellers. But I went on a tour.

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There was another girl I went to
high school with who hadn't been accepted yet,

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but they had invited her to come, and she said, why don't

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you come with me. I'm like, I'm not going there, and she's

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like, well, just come with
me anyhow. So I went, and

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I have to tell you, I
walked into that tour and in twenty minutes

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I just said to myself, this
is where I'm going. There was something

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about the energy, and even though
it was really the opposite of everything I

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thought I wanted. I thought I
wanted to know big school college sports,

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co ed. It spoke to me, and you know, hindsight, being

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twenty twenty, it was really the
best decision that I could have made for

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myself. And that education, I
think, where it was just focused on

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your growth as a human and regardless
of gender, really helped me when I

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got into the professional environment. So
why economics and government? I have no

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idea. I had looked at the
business program, and then I looked at

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these that program and I was like, you know, I'm going to do

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a double major. I'll do economics
and political science. It's well rounded.

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My parents were big believers in liberal
arts educations. I didn't have a specific

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field. I didn't want to be
a doctor or a veterinarian or anything that

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you had to specifically do sort of, you know, your undergraduate work designed

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to go to graduate school for so
I figured, in a liberal arts and

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environment, those were two good choices, and so that's what I chose.

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Well, that's very good. I'll
ask you one more question then we'll go

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to break. What was your first
job. I mean, you've been in

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the mortgage business your whole career really, But what was your first job out

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of college. I worked for MGIC, which is mortgage Guarantee Insurance Corporate.

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So even that was mortgage Okay that
I didn't see that in your in your

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resume, but okay, so tell
us about that company and what you do

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work. So I was looking for
a job and went to work put my

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resume with a placement agency and they
called and said, we haven't found you

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a job yet, but we need
help in our office. Do you want

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to work for us this summer?
So one thing, I love my dad

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to death, but he was definitely
a little chauvinistic, and I remember him

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saying to me, Amy, you
better take typing because you need to have

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those secretarial skills. So I did
take typing in high school, which that

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was one of the most useful classes
I took. I mean, I loved

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absolutely, but it really was today
you can made money in college typing people's

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papers. So when I went to
this placement agency, I had expressed that

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I could type. So they called
and they're like, one of our secretaries

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is going out on maternity. Do
you want to work here for the summer

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and do administrative stuff? And while
you're here, we'll see your skill set.

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We'll find you a job. Cool. I went there. I worked

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the job at MGIC opened up.
I was basically a customer service representative.

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It was called the processor, but
it was opening mail answering customer service questions.

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But we're talking about nineteen eighty three
when the mortgage industry was just starting

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to really grow, and I very
quickly moved into underwriting and they taught me

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how to underwrite. So that was
my first job. Very good. All

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right, welcome back to your career
progression. In a few minutes, or

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actually in one minute. We're going
to take a break and we'll be back

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with Amy Slotnik in about one minute. You're listening to Winning Business Radio with

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Kevin Helene on W four CY Radio. That's W four cy dot com.

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expert guests with one goal in mind to

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help you succeed in business. Once
again, is Kevin Helenett. We're back

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with Amy Slotnik. She's the regional
SVP at Fairway Mortgage Corporate. All right,

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so you stayed you somehow liked the
mortgage business or it liked you.

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I'm not sure which I think maybe
a little of both. Yeah, yep,

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because then you landed at well,
there may have been another job in

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there, but I'll just jump right
to Northeastern Mortgage. You made it to

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associate vice president. We were there
for five years. Tell us a little

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bit about that role. Sure.
So when I was at MGIC, as

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I mentioned before break, I learned
how to underwrite and I really thought,

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honestly that I wanted to go into
sales. And I call that the dark

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side. I know. Right at
the time, there was the senior account

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executive kept asking him when sales jobs
would open to give me a shot.

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You know, the old you don't
have enough expert, but you take me

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a job because yeah, you can't
get experience, because no one will give

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you the job because you don't have
experience, right, So always the big

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dilemma. So anyhow, it was
clear they weren't going to let me go

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into sales, and there were things
going on there where I didn't see opportunities

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for growth for myself. So I
asked this same gentleman if he would find

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me a job at a mortgage company, because what I was doing was mortgage

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insurance underwriting, and so he did. He helped me find a job.

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I went to work at Northeastern Mortgage, which at the time was one of

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the top four lenders in Massachusetts and
one of the ten fastest growing lenders in

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the country. And I went in
there as an underwriter and again mentioning this

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that the eighties was really when we
started to see the advent of independent mortgage

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bankers, right, and people getting
mortgages outside of just the true banking depository

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environment, and it was growing like
crazy. And so I started as an

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underwriter. I quickly was promoted to
head of underwriting and then to AVP of

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underwriting, and part of my job
like, okay, we're going way back,

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Kevin, and you can appreciate this
because I think we are born and

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bred in the same years that there
were no computers, there was no internet.

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So part of my job was to
get, read, interpret, and

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disseminate Fanny May and Freddie Mack guidelines. And the dissemination part was to get

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in front of two hundred loan officers
and explain the guidelines to them, which

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basically was telling them how to do
their jobs right. And the environment between

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underwriting and sales was very different then. It was very wee. They if

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you were a salesperson, you didn't
like underwriting because they were the ones who

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said no, they got in the
way, right, and everybody works on

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commission, and they got in the
way of your paycheck, even if they

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were right. So after many year
years of sort of enough of being abused

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by salespeople of the eighties, I'm
like, you know, I disseminated all

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this information. I understand this information
better than any loan officer. I know,

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why don't I just become a loan
officer and fulfill that goal of becoming

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a salesperson. So that's what I
did. So I moved from underwriting into

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sales I stayed at Northeastern for a
very short period of time. I always

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say that I went out on the
road. I was making great in roads

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with people, but I wasn't getting
business. And I asked and I and

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I tell everyone I coach, this
is one of the most important questions.

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If you're not getting business, you
need to ask why, particularly when people

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appear to really like you and engage
with you, but you're not getting business

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from them. Right, What is
it that's preventing you from sending me business?

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Because I feel like we've developed a
relationship, but I really want business

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as well. So I'm going to
ask you this question, which you're about

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to answer, but I'm going to
tell you. I'm going to ask you

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what lessons learned are along the way? So what did you learn? Yeah?

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So what I learned was to ask
that question, right, And when

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I did, I got a response
that was that as much as people liked

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me and wanted to work with me, they had not had a positive experience

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with the person who was before me, and that had sort of tainted their

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attitude towards the company. And I
went and I thought about it, and

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it had been hard to go from
underwriting to sales there because there were other

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salespeople who were like, what are
you doing in sales now? So I

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decided to leave and I went which, I see, you did your research.

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So I went to a small broker
shop called First Financial and I was

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there for a few years and was
fortunate enough to become their top salesperson.

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I was there first on the road
salesperson. Prior to that, there was

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nobody sort of out called on realtors
or financial advisors or attorneys to try to

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generate business. It was more just
advertising and working wealth. So I became

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their first on the road loan officer
and was there for a few years.

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Fantastic. So what's a lesson learned
from that experience? From moving from the

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experience at First Financial outside new to
sales, Yeah, I think, you

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know. I think the lesson throughout
my career for me has been that the

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more knowledge you have a sale as
a salesperson, the more customers you can

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attract. Right, because people aren't
just looking for a transactional relationship in most

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transactions. Right in this kind of
a transaction, they're really looking for or

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you need to show them that they're
looking for a long term relationship and It's

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not just a transaction, right,
It's not. I'm not going into the

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store to buy a head of lettuce. Right, doesn't matter where I buy

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that head of lettuce, I'm going
to develop a relationship with an advisor who

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is going to have my best interests
not only in this transaction, but hopefully

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for future transactions as well. And
I think what I learned during my period

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there was about showing people what I
knew, being able to illustrate to them

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how that translated to what they should
do and what their options were, right,

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and the importance of customer service in
that environment, and what that meant.

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Yeah, there's an intimacy of that
relationship. You're looking at their finances,

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their tax returns. You know,
you're getting a pretty good picture there

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of their financial life. So you
got to develop, as you said,

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that trust and that relationship. Yeah, it's really important. I mean people

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are sort of bearing their financial souls. And you know, I go back

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to saying that I wanted to be
a social worker. I made a very

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clear decision not to go into any
sort of master's program for that because I

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knew for myself that I would have
too much difficulty separating myself from what I

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was hearing and learning from my clients, and I really didn't feel like I

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could effectively separate and that the impact
on me personally would be too great.

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As I look at my career here, I sort of say that what I

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became instead was a financial social worker, because people are burying their financial souls

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to you, and they have to
be comfortable with that. Right. Your

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friends don't want to tell you what
kind of money they have or what kind

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of money they make, Right,
So if you can get to the point

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where even your friends trust you,
you know that, right, you've sort

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of hit the mark on building trust
and confidence. And one of the greatest

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things with a career with the length
of career that I've had is that I'm

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now helping children and grandchildren of my
clients from the eighties and nineties. Well,

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that's pretty cool. That's really cool. All right, You made it

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into ownership of a mortgage company at
one point, tell us that how you

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got there? Sure? So,
some of a couple of the people I

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had worked with at Northeastern Mortgage I
remained very close with, and they had

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started their own mortgage company, and
they recruited me over from First Financial and

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I opened a branch for them,
and from there, with a few different

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steps along the way, with them, we decided to open a mortgage company,

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not just the two of them,
but the three of us, and

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so they brought me into the ownership. It was under a different name.

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We had gone someplace else after what
they owned was I just forgot the Main

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Street Mortgage. I forgot the name
of it for a minute. And then

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we went to Monument Mortgage, which
was owned by the former president of Northeastern

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Mortgage. So the beginning years of
my career, the first twenty five years

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of my with the exception of the
five I spent at First Financial, I

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was with the same people from Northeastern
Mortgage. So we went to Monument Mortgage,

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and then we decided the three of
us to open what was called Mortgage

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Capital Solutions, and that was great. I had one partner who was in

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Florida. We were doing some lending
in Florida. And then my other partner

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and I were in Lexington and we
spent several years there, and then actually

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the three of us went back to
Monument Mortgage. Right, So the mortgage

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industry rides the cycles of the economy, and so there was a period of

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time where it was very difficult to
be just a small mortgage broker shop,

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and so we decided it was in
our best interest to go back to Monument

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Mortgage and work there, and so
we did that and that's where I stayed

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for ten years before I came over
to Fairway. So I'm sure somebody won't

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like this statement, but you can
always tell who's good in that in your

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industry because they've been around for a
long time in spite of how difficult it

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is that you know in the lean
years was what are the ones that sorry,

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but the ones that aren't that good
they leave the industry, right,

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yeahs that are lifers or that really
know what they're doing, know how to

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survive, know how to make it
work right, and they're there for a

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long time. It's the key to
savings right and proper financial responsibilities right and

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putting things aside. And I think
that's true of any business in which you

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work on which you work full commission, right, because the good years can

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be great, but the lean years
can be horrible, right. And I

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think you know, we looked at
tough years in the late nineties, we

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looked at tough years. You know, two thousand and eight, two thousand

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and nine, and then I would
say in my career, last year was

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the worst that we've experienced in the
industry, and not just because of lack

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of inventory, but just the different
here on what happened in the pandemic,

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where we had to take our branch
from twenty people to sixty five people just

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to keep up because there was so
much demand in the pandemic. Years to

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this, you know, you're at
the height and all of a sudden you're

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at the lowest level and constantly having
to adjust staffing expectations, staffing expectations,

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staffing expectations to get to the point
where you could sustain right and not have

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so much staff. And also this
lack of inventory. It has been a

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real issue. So you had high
interest rates, lack of inventory, a

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lot of people in the industry who
were struggling to make it, a lot

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of people who unfortunately got laid off
because companies didn't have the need for that

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size of staffing anymore. So,
Yeah, it's definitely definitely been a roller

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coaster over forty years, but in
the end, it's been a really great

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one. One more question. This
won't be a quick one, but it

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will be the last question before the
next break. For the audience that is

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outside of Massachusetts in particular, New
England in general, describe the conditions that

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create this lack of inventory. Well, sure, so the lack of inventory

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right now in Massachusetts and throughout the
country has to do with interest rates,

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because you know, during the pandemic
years, interest rates were in the high

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two s and low threes, and
that's as low as I have seen them,

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as low as they ever were.
And so right now, with interstrates

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having risen and rates being really at
their height, they were in the high

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sevens. Right now they're right around
mid to high sixes. There's not a

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lot of motivation for people to move
right because you're going to give up your

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two and three quarter percent or three
and a quarter percent interest rate for something

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in the high sixes or evans.
So not a lot of motivation unless you

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00:29:03.240 --> 00:29:07.880
have to move right for all of
you know, life's unexpected service, need

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00:29:07.920 --> 00:29:11.920
more room, need to downsize,
need a change to school, something,

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00:29:11.000 --> 00:29:15.880
mom, dad, whatever, right
right, death, divorce, downsizing requirements

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00:29:15.960 --> 00:29:21.119
right, So, there isn't a
lot of inventory. Also, within the

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greater Boston area, there's very little
building we are not in an area of

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00:29:26.839 --> 00:29:30.960
great Land, we're not Texas,
We're not we're not other states that have

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00:29:30.000 --> 00:29:33.279
all that, you're right, right, yeah, yeah, So there's there's

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00:29:33.279 --> 00:29:37.279
not a lot of opportunity for building, and then when people do see building,

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00:29:37.319 --> 00:29:41.279
it's often because it's a knockdown and
you're talking about prices, you know,

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00:29:41.799 --> 00:29:47.200
in the seven hundred to one point
one million dollar price range in the

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in the surrounding areas of the city. But even as we move outside of

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the city, prices have only elevated. Here there are a lot of buyers,

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00:29:57.160 --> 00:30:00.880
and so there is a lot of
situations right now where buyers are like,

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well, I'm going to wait for
interest rates to come down, and

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sellers are saying, well, I'm
going to wait for interest rates to come

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00:30:04.559 --> 00:30:08.839
down because before I become a buyer. But the reality is is that the

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00:30:08.920 --> 00:30:14.519
demand is as high as it is
that everyone's sitting on the fence that every

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00:30:14.559 --> 00:30:18.720
time a property comes on, we're
back in this brutally competitive situation where prices

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00:30:18.759 --> 00:30:23.720
are being driven up right because you
don't have one offer, you have multiple

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00:30:23.759 --> 00:30:30.440
offers, and so we're in an
incredibly competitive situation in a low inventory market.

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00:30:30.519 --> 00:30:34.440
So people are paying higher prices at
higher interest rates if they're waiting.

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00:30:34.920 --> 00:30:38.519
You know, people ask, is
now the time to buy? Absolutely,

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00:30:38.920 --> 00:30:45.400
if you can afford the payment that
the mortgage you would need creates, now

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00:30:45.480 --> 00:30:48.200
is the time to buy. You
can always refinance when interest rates come down.

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00:30:48.759 --> 00:30:52.079
But if you wait to buy,
it's likely in our markets that you're

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00:30:52.119 --> 00:30:56.279
going to spend more for the property, even if you spend a little bit

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00:30:56.359 --> 00:31:00.400
less for the interest rate. One
thing about real estate. I mean,

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00:31:00.440 --> 00:31:03.400
I'm not in your business, but
one thing about real estate, it tends

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00:31:03.440 --> 00:31:07.160
not to go down in value,
right, Yeah, particularly in markets surrounding

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00:31:08.440 --> 00:31:14.359
a city. Sorry, my internet
went off for a second. Did I

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go off? No? No,
I don't know. I just saw light

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00:31:17.480 --> 00:31:18.799
change a little bit. No,
yeah, my screen is just my dark

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00:31:18.839 --> 00:31:26.119
I apologize. You know, because
Boston is sort of a medical mecca,

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00:31:26.359 --> 00:31:30.960
if you will, and an academic
mecca. There's always tremendous demand here,

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00:31:30.000 --> 00:31:36.000
and there are always people transitioning into
this city, so there's always a very

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00:31:36.079 --> 00:31:40.640
high demand for housing and there's just
not enough supplot. Yep, that's all

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00:31:40.720 --> 00:31:42.920
right. Sorry, hold that thought
right there. We will be back in

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00:31:44.000 --> 00:31:53.480
about another minute with Amy Slotnik.
You're listening to Winning Business Radio with Kevin

408
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And now back to Winning Business Radio

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00:32:43.319 --> 00:32:49.039
with Kevin Helenan presenting exciting topics and
expert guests with one goal in mind to

420
00:32:49.119 --> 00:33:00.319
help you succeed in business. Here
once again is Kevin Helena. We're back

421
00:33:00.319 --> 00:33:07.440
with Amy Slotnik, Regional RVP Regional
SVP sorry RSVP at Fairway Mortgage Corporation.

422
00:33:07.880 --> 00:33:13.960
What is your best advice for someone
that may be considering a home, whether

423
00:33:14.000 --> 00:33:19.160
it's first home, second home,
vacational right about now? Sure, So

424
00:33:19.440 --> 00:33:23.720
I'll start with get pre approved.
You hear it, people talk about it

425
00:33:23.759 --> 00:33:28.640
all the time. What does it
mean? Right? You want to understand

426
00:33:28.759 --> 00:33:32.440
what your true mortgage options are and
for how much you can qualify, and

427
00:33:32.599 --> 00:33:37.920
getting preapproved helps you do that because
what happens in the pre approval process is

428
00:33:38.359 --> 00:33:42.720
your credit is going to get checked. So if you have any credit issues,

429
00:33:42.759 --> 00:33:45.920
there'll be an opportunity for you to
talk with your mortgage loan officer to

430
00:33:45.960 --> 00:33:51.480
see how those impact your ability to
qualify. You're going to have your income

431
00:33:51.559 --> 00:33:57.480
and your assets and your liabilities check
to determine eligibility. You know, very

432
00:33:57.519 --> 00:34:02.200
often people really aren't aware of how
much they can or can't mortgage. And

433
00:34:02.279 --> 00:34:07.119
what's always interesting to me is very
often what people want to spend is not

434
00:34:07.320 --> 00:34:12.239
the same as what they can mortgage. Right. So I'll have people call

435
00:34:12.320 --> 00:34:16.199
and say I want to know the
absolute most I can mortgage, and I

436
00:34:16.280 --> 00:34:21.679
always start with what's the absolute most
you want to spend on a monthly basis

437
00:34:22.000 --> 00:34:25.480
Because those two numbers don't always equate, right, Someone may in fact be

438
00:34:25.559 --> 00:34:30.800
eligible to finance two million dollars,
but they only want to make a payment

439
00:34:30.800 --> 00:34:35.039
that is going to be generated by
a seven hundred and fifty thousand dollars loan.

440
00:34:35.159 --> 00:34:38.159
Right, we always want to know
what are you considering for a budget,

441
00:34:38.199 --> 00:34:43.480
So when you get pre approved,
you're a loan officer should be discussing

442
00:34:43.880 --> 00:34:47.079
what your budget desire is, not
just what you can mortgage. And if

443
00:34:47.119 --> 00:34:52.920
you finish the conversation with just what
you can mortgage and you don't really understand

444
00:34:52.920 --> 00:34:57.079
the payment, you're going to put
yourself in a position where you might be

445
00:34:57.119 --> 00:35:00.400
making offers on properties you actually can't
afford. So where do you start?

446
00:35:00.760 --> 00:35:04.199
So get pre approved? What does
it mean to be pre approved? You

447
00:35:04.280 --> 00:35:07.440
can speak with a loan officer who
will review all of that documentation and give

448
00:35:08.000 --> 00:35:13.000
you their interpretation of what you can
get. But what we have at Fairway

449
00:35:13.119 --> 00:35:15.960
is what we call our Fairway advantage
pre approval where you can actually apply for

450
00:35:16.039 --> 00:35:21.719
a loan without a property. So
you go through the whole process. You

451
00:35:21.800 --> 00:35:27.920
make an application, you sign documents
which do not create an obligation, and

452
00:35:28.039 --> 00:35:30.400
the loan officer reviews it. But
the difference, Kevin, is that the

453
00:35:30.639 --> 00:35:36.280
underwriter then reviews it and issues and
approval, so instead of just a pre

454
00:35:36.320 --> 00:35:39.800
approval by a loan officer who does
not have credit risk authority, right,

455
00:35:39.840 --> 00:35:45.840
because people in sales can't also approve
the transaction because there's just a small conflict

456
00:35:46.400 --> 00:35:52.000
there. It actually, yeah,
I don't know why. It actually goes

457
00:35:52.039 --> 00:35:57.639
through the underwriting process. So now
you're walking around with a pre commitment and

458
00:35:57.679 --> 00:36:00.480
you can say to a seller,
I've already been through the underwriting process,

459
00:36:00.800 --> 00:36:07.800
right, so all I need is
your house, And so puts those buyers

460
00:36:07.440 --> 00:36:14.440
in a more competitive situation, more
competitive advantage somewhere between having just a pre

461
00:36:14.480 --> 00:36:17.000
approval from a loan officer and having
cash. Not as good as a cash

462
00:36:17.000 --> 00:36:21.519
buyer, because you still have to
get an appraisal and the property has to

463
00:36:21.559 --> 00:36:24.400
appraise, but you're much better than
someone who hasn't already gone through the process.

464
00:36:24.679 --> 00:36:29.320
The other advantage of that is we
can close in two weeks time if

465
00:36:29.320 --> 00:36:31.320
you are he that was next question, yeah, right, So it helps

466
00:36:31.360 --> 00:36:35.079
to speed it up. It helps
you to make a more competitive offer,

467
00:36:35.119 --> 00:36:39.320
because what every buyer needs now is
to put themselves in the most competitive situation,

468
00:36:39.880 --> 00:36:45.360
and getting pre approved and getting pre
under it and puts you in that

469
00:36:45.440 --> 00:36:49.960
position, right, you can close
quickly. All you need is a contract

470
00:36:50.039 --> 00:36:53.960
and an appraisal. So first piece
of advice is get pre approved. Second

471
00:36:54.000 --> 00:36:59.199
piece of advice is talk about your
budget. If you're buying with a friend

472
00:36:59.320 --> 00:37:04.480
or a spouse or a partner or
whomever you're buying with, understand what that

473
00:37:04.599 --> 00:37:09.559
budget is for your housing and what
is housing. It's the principle and interest

474
00:37:09.559 --> 00:37:15.519
on your mortgage. It's your real
estate taxes. It's any insurances, so

475
00:37:15.719 --> 00:37:20.880
always homeowners insurance, private mortgage insurance
if you have less than twenty percent down,

476
00:37:21.480 --> 00:37:23.880
flood insurance if you're in a flood
zone. And if you're buying a

477
00:37:23.920 --> 00:37:30.400
condo, the homeowner's association fee.
That's your housing payment, and how will

478
00:37:30.440 --> 00:37:35.480
that fit into your lifestyle? Right
If you are a homebody and all you

479
00:37:35.519 --> 00:37:38.280
want is to be in the house
you want and you don't spend a lot

480
00:37:38.280 --> 00:37:43.559
of other money, maybe you can
allocate more of your income towards your housing

481
00:37:43.599 --> 00:37:45.920
payment. But if you're someone who
likes to travel or shop a lot,

482
00:37:46.039 --> 00:37:50.760
or go out for fancy dinners,
you have to think about that because buying

483
00:37:50.760 --> 00:37:53.519
a home can be a lifestyle change, and you have to buy into that

484
00:37:53.559 --> 00:37:59.760
lifestyle change as well, or modify
your home search so that you can have

485
00:38:00.440 --> 00:38:05.639
good answer. Do you have any
additional advice for someone that might be considering

486
00:38:06.280 --> 00:38:09.599
a second home, Yeah, make
sure you can afford it, right,

487
00:38:10.000 --> 00:38:15.480
right? I mean basically, I
think you know second home buyers. We

488
00:38:15.519 --> 00:38:20.880
saw a lot of people again during
the pandemic, either they wanted to move

489
00:38:20.960 --> 00:38:28.199
out of their primary residence or because
they were confined maybe with large families,

490
00:38:28.360 --> 00:38:31.519
or people they didn't want to be
confined with, wanted second options, right,

491
00:38:31.599 --> 00:38:34.800
So they wanted a house at the
beach, or a house in the

492
00:38:34.840 --> 00:38:38.119
mountains, or just an escape.
So again, how does it fit into

493
00:38:38.320 --> 00:38:45.159
your overall financial plan? One thing
that's really important is your mortgage is likely

494
00:38:45.280 --> 00:38:50.400
the largest financial obligation you will ever
have, and you have to make sure

495
00:38:50.440 --> 00:38:54.920
that it fits into your entire financial
objectives. Right, How does an impact

496
00:38:54.960 --> 00:38:59.880
your ability to save? How does
an impact your ability to pay for tuition?

497
00:39:00.360 --> 00:39:05.239
How does it impact your ability to
retire? If you own two homes,

498
00:39:05.639 --> 00:39:07.400
you know, for how long do
you expect to do that? Can

499
00:39:07.440 --> 00:39:15.079
you easily make those payments? If
you are considering an employment change, maybe

500
00:39:15.119 --> 00:39:19.559
there's two people both employed, but
one is going to stop working either because

501
00:39:19.559 --> 00:39:22.880
they're going to retire or you're just
going to make that decision for family reasons.

502
00:39:23.239 --> 00:39:28.000
How will that impact your ability to
pay one mortgage or two mortgages.

503
00:39:28.159 --> 00:39:31.840
So just being sure that it's not
something that you're doing sort of just on

504
00:39:31.840 --> 00:39:36.519
a quick whim because it would be
nice to be by the beach. It's

505
00:39:36.599 --> 00:39:39.639
good, all right. Tell us
a little bit more about Fairway. How

506
00:39:39.679 --> 00:39:46.800
big is Fairway? It's national sure. Fairway is a national lender in all

507
00:39:46.840 --> 00:39:52.480
states, and depending upon what ranking
or what magazine you're reading, we are

508
00:39:52.519 --> 00:39:55.639
somewhere between the number two and number
four largest retail lender in the country.

509
00:39:57.079 --> 00:40:00.320
We generally end up number one or
two in government financing. So in our

510
00:40:00.440 --> 00:40:07.679
FAH volume or VA volume combined,
we lend, as I said, in

511
00:40:07.719 --> 00:40:13.480
all fifty states on one to four
family residential properties. We do government loans

512
00:40:13.559 --> 00:40:20.119
via USDA FAHA as well as Fannie
May and Freddie Mack and John bo loans.

513
00:40:20.599 --> 00:40:24.320
Our company. You know, people
talk about culture and it can be

514
00:40:24.519 --> 00:40:31.039
very cliche ish. Our company really
lives by its core values, which are

515
00:40:31.239 --> 00:40:36.760
about speed, to respond to,
humility, and service to the street.

516
00:40:36.960 --> 00:40:42.840
And we talk about service to the
street. Our corporate team really provides.

517
00:40:43.800 --> 00:40:50.119
It's not a tan it's like one
hundred level of service to the branch managers,

518
00:40:50.199 --> 00:40:53.639
to the loan officers, so that
we can in turn provide that service

519
00:40:53.679 --> 00:40:59.159
to our client base. I've been
here for seventeen years and that is not

520
00:40:59.280 --> 00:41:06.320
by accident, and well, yeah, very and I will ultimately retire from

521
00:41:06.400 --> 00:41:10.320
here, though not in the next
year or two. But this company,

522
00:41:12.119 --> 00:41:16.360
we also have three nonprofits and that's
really at the core of the company.

523
00:41:16.400 --> 00:41:21.719
When people ask me about Fairway,
I always say it has the biggest heart

524
00:41:21.960 --> 00:41:28.800
of any company that I've ever seen. We give to veterans every year.

525
00:41:29.440 --> 00:41:31.800
I think last year we gave away
fifty two service dogs, one a week

526
00:41:34.159 --> 00:41:39.199
to veterans. We have a nonprofit
called Fairway Cares that was started to help

527
00:41:39.280 --> 00:41:46.480
employees provide care packages, packages of
support and love and care to people who

528
00:41:46.519 --> 00:41:52.280
are going through hardship, medical illness, death, things of those sorts.

529
00:41:52.280 --> 00:41:57.000
So as an employee, you can
just reach out and ask for a package

530
00:41:57.079 --> 00:42:00.519
to be sent, whether it's to
a family member or a colleague or friend.

531
00:42:01.280 --> 00:42:06.760
And then we have also a foundation
at Fairway so that if an employee

532
00:42:06.760 --> 00:42:10.159
of Fairway is going through something.
I remember many years ago, we had

533
00:42:10.239 --> 00:42:15.719
employee lose her house in one of
the wildfires, and just one email to

534
00:42:15.800 --> 00:42:22.519
the entire company and tens of thousands
of dollars were raised by employees for this

535
00:42:22.599 --> 00:42:28.280
employee to help her rebuild. So
the heart that runs through this company is

536
00:42:28.440 --> 00:42:32.320
not anything that I have ever experienced
anywhere else, and it's that heart that

537
00:42:32.440 --> 00:42:37.320
keeps me here. There are two
pieces of that. One is for performance.

538
00:42:37.360 --> 00:42:40.480
I know Fairway's Chairman's Club that you've
been a recipient of, probably multiple

539
00:42:40.480 --> 00:42:45.039
times. And I want you to
talk about the Daryl Jacobsen Courage and Business

540
00:42:45.039 --> 00:42:47.159
Award. That's I googled that.
That's an internal award. I didn't know

541
00:42:47.239 --> 00:42:52.639
that, and that's that's in honor
of the founder. So tell us what

542
00:42:52.679 --> 00:42:57.519
one does to qualify or why one
would be a recipient of that award.

543
00:42:58.039 --> 00:43:04.719
Sure, so say you like I
got terry for a minute. So I

544
00:43:04.760 --> 00:43:08.480
always say that of all the accolades
that I have been fortunate enough to be

545
00:43:08.519 --> 00:43:15.239
a recipient of here, that has
been the biggest honor for me. So

546
00:43:15.280 --> 00:43:22.039
Daryl Jacobsen was the father of Stephen
Jacobson, who is our CEO. And

547
00:43:22.920 --> 00:43:27.760
in twenty have to look, I
think it's twenty fourteen or twenty fifteen.

548
00:43:28.880 --> 00:43:37.280
I was honored to be the recipient
of the inaugural award, and Steve created

549
00:43:37.320 --> 00:43:45.039
this award to acknowledge people in the
company who had demonstrated strength and determination and

550
00:43:45.159 --> 00:43:51.800
courage in business. And in twenty
fourteen, our manager decided to leave the

551
00:43:51.840 --> 00:43:55.960
company and our branch manager. And
at that point in time, to be

552
00:43:57.920 --> 00:44:00.719
totally blunt, I was fifty two
years years old, my daughter had been

553
00:44:00.840 --> 00:44:06.440
launched, I'd already owned a company
and it already managed. I really was

554
00:44:06.519 --> 00:44:09.920
not interested in managing again. I
was very happy in my own little narrow

555
00:44:09.960 --> 00:44:16.880
asylum. But through a series of
circumstances, they asked if I would take

556
00:44:16.920 --> 00:44:24.079
over managing the branch, and I
decided that I would for the primary reason

557
00:44:24.360 --> 00:44:30.920
that it gave others the opportunity to
stay here who actually really wanted to stay.

558
00:44:31.320 --> 00:44:37.159
So I think it was for that
reason, and because in doing so,

559
00:44:37.639 --> 00:44:44.199
I know that I disappointed the person
who was leaving, who was hoping

560
00:44:44.239 --> 00:44:49.880
that I would follow, and that
was a big change for me, and

561
00:44:51.320 --> 00:44:57.559
emotional and difficult and a separation.
And so he recognized that, and I

562
00:44:57.760 --> 00:45:02.679
was completely surprised to receive that award
because again, it was the inaugural award,

563
00:45:02.760 --> 00:45:05.800
so it wasn't one of those things
where you're like, oh, I

564
00:45:05.800 --> 00:45:09.199
wonder if I'll get this this year. Yeah. Right, And that really

565
00:45:09.239 --> 00:45:15.559
has been amongst many problem moments in
my career and particularly here at Fairway,

566
00:45:15.079 --> 00:45:21.360
the proudest because that was chosen for
the courage to decide to stay when it

567
00:45:21.360 --> 00:45:24.239
would have been easier to leave.
Well, that's great, congratulations for that.

568
00:45:24.719 --> 00:45:29.760
All right, tell us about Fairway
Ignite. It's a company within Fairway.

569
00:45:29.880 --> 00:45:32.960
You're a coach, you've helped others
talk about that, what that process

570
00:45:32.960 --> 00:45:38.400
looks like and what Fairway Ignite actually
is. Sure. So Fairway Ignite was

571
00:45:38.440 --> 00:45:43.440
started several years ago. You know, there are a multitude of outside coaching

572
00:45:43.480 --> 00:45:50.880
companies that you know, people can
use to improve their sales or specifically in

573
00:45:50.920 --> 00:45:55.599
the mortgage industry, there are many
coaching opportunities, but Fairway Ignite came out

574
00:45:55.639 --> 00:46:02.679
of the desire to start our own
innal coaching company and it is Fairway employees

575
00:46:02.760 --> 00:46:08.519
coaching other Fairway employees. So there
are no outside coaches and we don't coach

576
00:46:08.559 --> 00:46:15.320
outside of the company. So employees, whether they're in sales or operations,

577
00:46:15.480 --> 00:46:22.000
and now I believe there's even some
executive team coaching going on. Can get

578
00:46:22.119 --> 00:46:27.719
coached within Fairway Ignite. So there
are one on one coaching, there's group

579
00:46:27.800 --> 00:46:35.039
coaching, there are masterminds. I've
been fortunate enough to put together a class

580
00:46:35.239 --> 00:46:37.719
which we called the Perfect ten oh
three and the ten O three is the

581
00:46:38.320 --> 00:46:44.800
name of a mortgage application where I've
taught fifty to one hundred people at one

582
00:46:44.880 --> 00:46:50.920
time how to actually complete a mortgage
application so that your clients can have success

583
00:46:50.960 --> 00:46:55.840
in getting approved. So we've done
that class. We've done sales training for

584
00:46:55.960 --> 00:47:00.039
brand new loan officers, taking them
through both sales and what we refer to

585
00:47:00.079 --> 00:47:05.000
as technical training, so again,
how to complete an application, how to

586
00:47:05.079 --> 00:47:08.280
understand guidelines, how to know how
to qualify a client. It's really no

587
00:47:08.360 --> 00:47:10.920
good, Kevin, if you get
someone to agree to apply for a loan

588
00:47:10.960 --> 00:47:15.519
and you have absolutely no idea how
to pick the right loan for them or

589
00:47:15.519 --> 00:47:19.960
how they're going to qualify, because
you need to understand that as you come

590
00:47:19.960 --> 00:47:23.000
into the business. So I've been
fortunate enough to do those classes and those

591
00:47:23.039 --> 00:47:27.880
trainings as well as to have several
clients that I coach one on one and

592
00:47:28.199 --> 00:47:31.360
just started a mastermind group with a
couple of other loan officers to just have

593
00:47:31.440 --> 00:47:38.599
accountability for them or them to have
accountability to me for what their goals are

594
00:47:38.639 --> 00:47:44.360
and how they're setting them and how
they're achieving them. So have been a

595
00:47:44.519 --> 00:47:49.960
part of Fairway Ignite since its inception. And again one of those rewards here

596
00:47:50.079 --> 00:47:55.400
because you get to see you get
to help people move through the process and

597
00:47:55.480 --> 00:48:00.159
then you get to see their successes
as they climb the production ladder. Right.

598
00:48:00.280 --> 00:48:05.079
That's really cool. So it's really
it's really fun. So it's another

599
00:48:05.119 --> 00:48:08.679
give back. And I know you're
a volunteer Molly Fitzgerald Memorial Fund and Jewish

600
00:48:08.719 --> 00:48:13.199
big brother, big sister. That's
awesome. We are almost out of time.

601
00:48:13.280 --> 00:48:15.079
I've got time for probably two questions
here. What do you like to

602
00:48:15.119 --> 00:48:20.360
do when you're not working? We
know you like to visit DC? No,

603
00:48:20.440 --> 00:48:22.199
go ahead, We love to visit
DC. Just came back from seeing

604
00:48:22.239 --> 00:48:25.840
my grandson and he now says the
greatest word on the planet, which is

605
00:48:27.639 --> 00:48:35.119
Grandma. Nice there, So there's
that. I love to work out,

606
00:48:35.360 --> 00:48:38.159
do pilates. I love to hang
on the beach where I was born in

607
00:48:38.199 --> 00:48:42.480
Bred. I can't wait for one
months. Fortunate to have a house at

608
00:48:42.559 --> 00:48:46.880
Nantasket Beach and my family still lives
there. So that's wonderful as I'm surrounded

609
00:48:46.880 --> 00:48:52.880
by them in the summer and I
like to read and obviously to spend time

610
00:48:52.920 --> 00:48:55.360
with my husband. I've got to
make sure I say that though I don't

611
00:48:55.519 --> 00:49:00.639
good safe, say no, you
don't good safe. Very fortunate to have

612
00:49:00.679 --> 00:49:05.079
a great set of girlfriends. Oh, that's awesome too. So who last

613
00:49:05.119 --> 00:49:08.360
two questions? Who in the listening
and viewing audiences may want to reach out

614
00:49:08.360 --> 00:49:10.719
to you, and why and what's
the best way for them to do that?

615
00:49:12.519 --> 00:49:16.400
Sure, So anyone who is contemplating
the purchase of a home, whether

616
00:49:16.440 --> 00:49:21.119
it's in a week or a year
or two years, it's never too soon

617
00:49:21.199 --> 00:49:23.360
to understand what your options are.
And in a lot of cases, people

618
00:49:23.400 --> 00:49:29.280
aren't ready yet and don't know how
to prepare. So I can talk to

619
00:49:29.320 --> 00:49:31.880
people today and help them in two
years, and it's great to go through

620
00:49:31.920 --> 00:49:38.039
that process with them. I also
anyone who purchased a home in the last

621
00:49:38.119 --> 00:49:43.440
couple of years who is sitting on
an interest rate above five percent, Although

622
00:49:43.559 --> 00:49:47.760
rates are not low enough now we
all believe although none of us can actually

623
00:49:47.760 --> 00:49:52.280
procure this because we could be on
islands and join the Sun if we could.

624
00:49:52.760 --> 00:49:55.320
But we all do believe that interest
rates will begin to come down at

625
00:49:55.320 --> 00:50:01.239
some point this year. Yeah,
I'm just kidding. People in our industry's

626
00:50:01.280 --> 00:50:05.320
made mistakes of saying what date,
So we're not going to do that,

627
00:50:05.880 --> 00:50:09.920
but I'll be sure to let you
know when it is when it actually happens.

628
00:50:09.960 --> 00:50:14.880
But anyone who purchased a home at
rates higher than four or five,

629
00:50:15.159 --> 00:50:20.679
particularly six percent, and want to
be prepared to refinance when rates come down,

630
00:50:20.840 --> 00:50:23.280
never too soon to get prepared for
that as well. The best way

631
00:50:23.320 --> 00:50:30.480
to reach me is at Amy at
amyslotnk dot com or on mysell at six

632
00:50:30.599 --> 00:50:35.920
one seven five one three five six
eight. Fantastic. Well, this has

633
00:50:35.920 --> 00:50:37.280
been fun for me. It's been
really good to have you on the show.

634
00:50:37.360 --> 00:50:39.559
Thank you for taking the time to
be here. Well, thank you

635
00:50:39.559 --> 00:50:43.320
for having me Kevin. Of course, I'll see you soon, and thanks

636
00:50:43.400 --> 00:50:46.760
everybody for watching and listening. This
is a show about business and business challenges.

637
00:50:47.119 --> 00:50:51.320
If you've got concerns about the growth
of your company, feel free to

638
00:50:51.360 --> 00:50:55.039
reach out to me on Facebook that's
on or LinkedIn excuse me at winning Business

639
00:50:55.159 --> 00:50:59.559
Radio or drop me a note.
One of my many email addresses is Kevin

640
00:50:59.800 --> 00:51:04.480
at Winning Business Radio dot com.
Our company is Winning Incorporated Sandler Training.

641
00:51:04.480 --> 00:51:09.480
We develop sales teams into high achievers
and sales leaders into true coaches and mentors.

642
00:51:09.519 --> 00:51:12.760
Listen. We're not right for everybody, but maybe we should have a

643
00:51:12.760 --> 00:51:15.239
conversation. Thank you to our producer
and engineer one, Thank you one for

644
00:51:15.239 --> 00:51:19.920
another job well done. Be sure
to be here next week Monday, March

645
00:51:19.920 --> 00:51:23.280
eighteenth. My guests. Two guests
will be Lisa Leveck of Focal Point Coaching

646
00:51:23.320 --> 00:51:29.239
and Belle Walker of Bellevue Consulting,
co authors of the book Generation Innovation,

647
00:51:29.440 --> 00:51:31.760
Business Family, and the Journey to
Success. Until then, this is Kevin

648
00:51:31.760 --> 00:51:37.960
Hallanan. Thanks for being here.
You've been listening to Winning Business Radio with

649
00:51:37.039 --> 00:51:40.639
your host, Kevin Helena. If
you missed any part of this episode.

650
00:51:40.760 --> 00:51:46.559
The podcast is available on Talk for
Podcasting and iHeartRadio. For more information and

651
00:51:46.800 --> 00:51:52.320
questions, go to Winning Business Radio
dot com or check us out on social

652
00:51:52.360 --> 00:51:54.960
media. Tune in again next week
and every Monday at four pm Eastern Time

653
00:51:55.119 --> 00:52:00.559
to listen live to Winning Business Radio
on W four c Y Radio W four

654
00:52:00.599 --> 00:52:06.480
c Y dot com Until then,
let's succeed where others have failed and win

655
00:52:06.719 --> 00:52:10.440
in business with Kevin Haleanan and winning
Business Radio