Pretending to be human with the O.G. of digital mortgages, Garth Graham

Batting 1,000 with Dale Vermillion

In this episode of Batting 1,000, Dale Vermillion hosts Garth Graham, Senior Partner at STRATMOR Group, to discuss the evolving landscape of the mortgage industry. With over 30 years of experience, Garth shares his insights on strategic investments, acquisition strategies, and the significance of the digital mortgage experience. They dive into the challenges and opportunities in today’s market, highlighting the importance of empathy, building relationships, and adapting to new trends.

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In This Episode

The evolution of digital mortgages (starts at 1:06)

Garth discusses the inception of digital mortgages, recounting his pioneering work with mortgage.com and its lasting impact on the industry.

Navigating a purchase-heavy market (starts at 3:45)

Strategies for mortgage lenders to succeed in a market dominated by purchase transactions, focusing on understanding and addressing customer needs.

The importance of empathy in lending (starts at 12:49)

Garth emphasizes the role of empathy in building client relationships and enhancing customer satisfaction, particularly in a challenging market.

Future trends in the mortgage industry (starts at 20:14)

Insight into upcoming trends and the importance of staying ahead with technology and strategic thinking.

Rethinking LO compensation (starts at 28:10)

Discussion on how adjusting compensation models can better align with desired behaviors and outcomes in the mortgage industry.

Resources

Garth Graham’s article on HousingWire

Soundbites

"Purchase is about life, not about loans." — Garth Graham

"Empathy is crucial in today’s purchase-heavy market." — Garth Graham

"Focus on relationships, not transactions, to truly succeed." — Garth Graham

About Garth Graham

Garth Graham is a Senior Partner at STRATMOR Group, providing strategic advice to some of the largest independent and bank-owned mortgage lenders. With over 30 years of experience, Garth has managed two of the most successful e-commerce platforms and advised over 200 mortgage companies. He was a founder of mortgage.com, which pioneered the digital mortgage experience, and has been recognized by HousingWire as a “Tech Trendsetter.” Garth is an avid Michigan fan and a dedicated dog rescuer living in Fort Lauderdale, Florida.

Connect with Garth

Linkedin → linkedin.com/in/garthgraham

Learn more about STRATMOR → stratmorgroup.com

About Dale Vermillion

Dale Vermillion, a renowned sales strategist and industry icon, has trained over 1,000,000 lending professionals and worked with over 600 organizations. He’s a 3x HousingWire Vanguard, a member of the 2022 Global Mortgage 100, and 2021 Mortgage Professional America Housing Industry Icon. Dale is the author of Navigating the Mortgage Maze and the founder of Mortgage Professionals Providing Hope.

Connect with Dale

LinkedIn → linkedin.com/company/dalevermillion

Facebook → facebook.com/dalevermillionofficial

X → twitter.com/dalevermillion

Website → dalevermillion.com

Email → [email protected]

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About Batting 1,000

Batting 1,000 with Dale Vermillion is a production of Mortgage Champions, a VCI company. The show is produced and edited by Jake Vermillion. Music by Envato Elements. Copyright 2024 © Vermillion Consulting, Inc., All Rights Reserved.