The following guest sits down with host Justin White:

• Carrie Gusmus – President and CEO, Aslan Home Lending


There’s a Difference Between Being a Top Producer and a Productive Originator

Carrie Gusmus admits she probably spends more time individually developing her LOs than most mortgage brokers. Its part of her mission to bring out the greatness in everyone. How can brokers develop loan originators who are productive and happy? Listen to Episode 90 of Good. Better. Broker. to find out how Carrie sets her people up to have a fulfilling career and life.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to train and develop originators no matter their level of experience.


In this episode, we discuss ...

• 1:31 – Carrie’s methods for developing productive originators
• 2:28 – hiring people with no previous mortgage experience
• 4:22 – Carrie’s training and coaching model
• 7:07 – authenticity as a salesperson
• 7:55 – loan originators overcomplicating things
• 9:28 – why Carrie tweaks her training program
• 11:05 – recruiting originators who fit the company
• 13:18 – why you don’t have to be a top producer to be productive
• 15:37 – bringing greatness out of originators
• 17:37 – coaching people up or coaching them out
• 19:51 – Carrie’s advice on developing productive LOs


Resources mentioned in this episode:

Success Track


Show Contributors:

Carrie Gusmus
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About the Host:

Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

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