The MikedUp Show

Warehouse lines aren't just financing—they’re a foundation. In this compelling episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau sit down with Chris Avery, Vice President and Relationship Manager at First Horizon Bank, to unpack the crucial intersection of warehouse lines of credit and strategic industry relationships in today’s mortgage banking environment. Chris brings over 30 years of sales and leadership expertise to the conversation—along with a deep understanding of what it means to build and sustain high-performing teams, partnerships, and lending operations. Whether you're a seasoned independent mortgage banker or a rising loan officer dreaming of launching your own shop, Chris delivers practical, transparent advice on how to position your company for long-term success. Why a warehouse line is your lifeline—not just a line of credit The “fishing line” philosophy for networking and relationship-building How to get noticed when you walk into a room or industry event The difference between transactional and relational lending partnerships Why great lenders think like leaders—and how leadership shows up in every meeting The value of legacy in a fast-changing industry: what 161 years of First Horizon experience means for clients How to navigate today’s competitive landscape of “walled gardens” from Rocket, Zillow, UWM, and more Tips for originators wanting to start an IMB—what it takes and how to find the right partners Chris doesn’t just talk about lines of credit—he talks about lineage, legacy, and the long game. With humor, humility, and insight, he shares stories that will leave you thinking differently about how you negotiate, network, and grow your career. Whether you’re building your team or evaluating your capital stack, this episode will have something to teach you about how relationships fuel resilience in mortgage lending. Tune in now and learn why relationships and warehouse lines may just be the most important lines you'll draw in your business. Sponsor Links Brought to you by our partners: Mortgage Connect – www.mortgageconnectlp.com Aidium CRM – www.thinkaidium.com

In today's fast-changing mortgage world, opportunity is shifting—and smart lenders are paying attention. On this episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau are joined by Ben Fertig, President of Constructive Loans, to explore the rise of residential real estate investment products and what they mean for the future of lending. Ben brings nearly three decades of experience across capital markets, credit, and lending leadership. Having helped scale multiple successful platforms—including Jordan Capital Finance and Finance of America Commercial—Ben knows exactly how the game is changing for loan officers, mortgage companies, and real estate investors alike. ✅ Why Residential Investment Loans Are Booming Rental properties and fix-and-flip projects aren’t just niches—they’re a major force in today's housing market, creating steady demand even when rates rise. ✅ RTL, DCSR, and Bridge Loans—Made Simple Ben explains why Residential Transition Loans (RTL) and Debt-Service Coverage Ratio (DSCR) loans are gaining popularity—and why they’re not just for big investors anymore. ✅ Diversification Is No Longer Optional Learn how smart lenders are expanding beyond traditional purchase and refinance products to reach new customers and stabilize their pipelines. ✅ Lower Origination Costs, Higher Repeat Business Investment borrowers often finance multiple properties, creating long-term, recurring opportunities for loan officers who build strong relationships. ✅ Fix and Flip Is Here to Stay Ben shares how Constructive Loans helps lenders tap into the growing market for property rehab, bridge financing, and small-balance real estate investments. ✅ Culture Matters: Building With Trust Ben also gives a behind-the-scenes look at Constructive Loans' employee-first culture, transparency, and why flexibility matters in today’s mortgage environment. "The riches are in the niches. And today, residential real estate investors are one of the fastest-growing borrower segments in America." Whether you're a loan officer, branch manager, or executive, this episode is a must-listen if you want to stay relevant and profitable in today’s evolving market. Special Thanks to Our Sponsors: Mortgage Connect – Revolutionizing mortgage services with cutting-edge solutions. Aidium – The intelligent CRM powering mortgage growth through smarter marketing and better data.

What does it really take to launch a mortgage company in today’s market? In this episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau sit down with Jim Carroll, a seasoned mortgage professional and builder of operations from the ground up. With over two decades of experience across every major role in mortgage—from top-producing loan officer to DE underwriter, recruiter, and executive—Jim brings clarity, candor, and perspective to the high-stakes world of mortgage startups. Jim’s journey began at the family business, The Carroll Mortgage Group, where he started as his father’s assistant and climbed his way through the ranks—eventually leading the company through 23 years of successful growth and multiple HUD audits without a single indemnification. After CMG’s successful merger with Reliant Bank, Jim took on his next challenge: launching an entire mortgage division from scratch at Partners Bank in Alabama in 2024. Whether you’re dreaming of founding your own mortgage company or curious about how the next generation of lenders is navigating 2025, this conversation delivers everything from startup wisdom to operational truths. ✅ The DNA of a Mortgage Startup Why starting a mortgage company in 2025 requires more than great products—it requires resilience, leadership, and institutional clarity. ✅ Lessons from the Ground Up Jim shares the wins, challenges, and key decisions that shaped The Carroll Mortgage Group and how those lessons apply to today’s tech-forward world. ✅ The Importance of Versatility From underwriting to compliance, recruiting to marketing—Jim’s well-rounded experience reveals why founders must wear many hats, especially early on. ✅ Bank vs. IMB: Strategic Differences Having operated in both Independent Mortgage Banking and depository environments, Jim explains the key pros and cons of building inside a bank in today’s market. ✅ Building Culture That Lasts It’s not just about launching—it’s about sustaining. Hear how Jim focuses on hiring right, leading with values, and setting the tone for long-term success. ✅ Startups in a Tech Era With AI, automation, and new platforms changing everything, Jim discusses how startups must stay nimble while staying compliant. Big Thanks to Our Sponsors: Mortgage Connect – End-to-end mortgage solutions trusted by lenders nationwide. Aidium – Smart CRM built to help mortgage professionals grow their pipeline and their business.

In this powerful episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau are joined by Nikki Bialka, an unstoppable advocate for financial inclusion and the force behind Fifth Third Bank’s community lending initiatives. With a career rooted in mortgage, pipeline management, and operations, Nikki’s true passion lies in creating access and empowering underserved communities. She’s not just talking about equitable lending—she’s actively building it. From leading homeownership symposiums across the country to driving national conversations with organizations like MBA, Project REACh, and Su Casa Hispanic Center, Nikki is redefining what community lending looks like. ✅ How Real Community Lending Works Discover how Nikki and her team meet people where they are—literally. From brokers and housing counselors to nonprofits and local leaders, she’s uniting the Avengers of housing. ✅ Every Mortgage Has a Story It all started with hardship letters. Nikki’s journey proves that behind every loan file is a family, a challenge, and a community in the making. ✅ Serving the Underserved Learn how targeted education, cultural connection, and showing up (not just selling) makes the difference in building trust and generational wealth. ✅ Relatability Over Salesmanship Nikki challenges the industry to rethink who shows up for borrowers. It’s not always the polished salesperson—it’s the relatable face that understands the struggle. ✅ Empowering the 98% While only a small percent of people can “sell” their way through problems, Nikki’s mission is focused on the rest—the 98%—who need honest support and real access. “We’re not just helping people buy homes—we’re building communities, one conversation at a time.” – Nikki Bialka This episode is a must-listen for any lender, loan officer, or leader who wants to make a difference where it truly matters. Thank You to Our Sponsors: Mortgage Connect – Revolutionizing the lending experience from end to end. Aidium – Smart CRM tools built for modern mortgage pros who lead with impact.

What does it take to not only survive but thrive for over 45 years in mortgage banking? On this week’s episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau sit down with industry legend Steven A. Milner, the Founder & CEO of US Mortgage Corporation—a company that’s been going strong since 1994. From his days as a high school math teacher to leading a nationwide lender licensed in all 50 states and D.C., Steven shares how he's built a business not only with volume, but with values, vision, and real staying power. This isn’t just a conversation—it’s a masterclass in how to build a mortgage career (and company) that lasts. ✅ What “Longevity” Really Means Steven breaks down why longevity isn't just about years in business—it's about consistency, mentorship, adaptability, and having a clear core value that drives every decision. ✅ Own Your Zip Code In a world of Rocket, Zillow, and automation, Steven reminds us why local matters. You know your customer’s neighbors—algorithms don’t. And that’s your edge. ✅ From Originator to CEO Still personally originating ~10 loans per month, Steven shares how staying connected to the front lines fuels his leadership, innovation, and culture at US Mortgage. ✅ Succession Planning & Sustainable Growth Learn why every mortgage company needs a plan for the future, and how building the next generation of leaders is critical to long-term relevance. ✅ Generational Wealth Beyond Money Steven talks legacy—not just in terms of dollars, but in mentorship, culture, and serving others with empathy and consistency. ✅ Doing the Small Things Right From sending a book to a fellow loan officer expecting a child, to serving on national boards, Steven shows that how you do anything is how you do everything. A Huge Thank You to Our Sponsors: Mortgage Connect – Seamlessly supporting every step of the mortgage process with end-to-end solutions. Aidium – The CRM that’s helping mortgage pros build real pipelines with intelligent automation.  

In this episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau are joined by none other than David Lykken, CEO of Transformational Mortgage Solutions—a true industry legend, thought leader, and master of change. Together, they dive deep into what it means to not just talk about transformation, but to lead it—through better conversations, intentional leadership, and a mindset shift around lending and mortgage culture. Spoiler: This episode is about way more than mortgages. It’s about purpose, storytelling, transformation—and how the right conversations can ignite real industry change. ✅ Why Purpose Is the Foundation of Performance David breaks down how understanding your “why” isn’t fluff—it’s fuel for better culture, better strategy, and better lending conversations that convert. ✅ The Six Types of Working Genius Learn about the WIDGET model and how identifying your natural genius—from Wonder to Tenacity—can transform leadership teams and unlock business momentum. ✅ How to Lead Through Change David doesn’t just preach transformation—he’s lived it. He shares how to inspire teams and clients alike through better communication and storytelling that drives action. ✅ AI, Adaptability & the Future of Lending Are you using AI effectively? Or are you missing the mark on its true potential? This episode explores where AI fits in and why transformation starts with the human behind the tech. ✅ The Final Yard Why do so many leaders stop at the 1-yard line? David challenges us to rethink our process, reconnect with our purpose, and push past the hesitation that stops innovation in its tracks. Big Thanks to Our Sponsors: Powered by partners that help you scale smarter: Mortgage Connect – End-to-end solutions for a seamless lending experience. Aidium – Intelligent CRM designed for today’s top mortgage professionals.

Welcome to another power-packed episode of The MikedUp Show, where we break down the evolving dynamics of the mortgage industry—one conversation at a time. This week, Michael Kelleher and Michael Zau are joined by Rich Weidel, CEO of Princeton Mortgage, for an unfiltered, insightful discussion on what it really takes to win in the new normal of mortgage lending. Whether you're an originator, branch manager, or executive, this episode offers the clarity, accountability, and strategy you need to not just survive—but thrive—in this shifting market. ✅ Understanding the "New Normal" – Rich explains how the current market isn't just a downturn—it's a battle of models. Adaptation isn't optional; it's essential. ✅ Transparency as a Competitive Advantage – Learn why "sunlight is the best disinfectant" when it comes to performance metrics, decision-making, and growth. ✅ Empowering Originators with Confidence – At Princeton, originators say they’ve never felt more confident talking to borrowers. Why? Because they’re backed by real numbers, real strategy, and real support. ✅ Reality-Driven Leadership – Rich dives deep into data-backed accountability, showing how a transparent company culture leads to better decisions, healthier branches, and long-term sustainability. ✅ Choose Your Hard – “It’s hard to scale with integrity. It’s also hard to fail because your model is broken.” Rich lays out why you must choose your hard—and why honest leadership is always worth it. ✅ Freedom Reframed – Hear why financial freedom isn't just about remote work—it’s about the freedom to choose, to plan, and to thrive without being stuck in survival mode. A Huge Thank You to Our Sponsors: Mortgage Connect – Empowering lenders with innovative solutions that streamline the mortgage lifecycle. Aidium – Redefining CRM for mortgage professionals with intelligent workflows and customer journeys that convert.

The mortgage industry is evolving, and if you’re not paying attention to the Hispanic homeownership movement, you’re missing out on the biggest opportunity in real estate. In this episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau sit down with Alex Garza and Rick Guerrero, two powerhouse leaders from NAHREP (National Association of Hispanic Real Estate Professionals) to discuss the future of mortgage lending, the power of networking, and why Spanish is the language of opportunity in real estate. What You’ll Learn in This Episode: ✅ The Role of NAHREP – Why NAHREP has grown from 40 people in a room to nearly 60,000 members influencing the industry nationwide. ✅ Hispanic Homeownership Trends – How Latinos are driving mortgage and homebuying growth for the next 10-20 years. ✅ The Power of Networking – Why loan officers, real estate professionals, and lenders should be part of NAHREP to expand their business and build lifelong partnerships. ✅ Overcoming Cultural Barriers in Lending – Understanding the financial fears, banking habits, and homebuying challenges unique to the Hispanic community. ✅ Marketing to Hispanic Buyers – How professionals can tailor their approach to connect with first-generation buyers, business owners, and multi-generational households. ✅ The Hispanic Wealth Project & The NAHREP 10 – The key wealth-building principles NAHREP teaches to help Latinos achieve financial success. ✅ Industry Shifts & the Rocket Mortgage-Redfin Deal – What it means for the future of real estate and mortgage professionals. ✅ AI & the Future of Mortgage Sales – How artificial intelligence is reshaping real estate marketing and lead conversion while still needing the human touch. Why This Matters for You The Hispanic market isn’t just growing—it’s shaping the future of homeownership. If you’re a loan officer, mortgage broker, real estate professional, or lender, understanding this demographic is essential to your long-term success. NAHREP is more than just an organization—it’s a movement helping professionals build relationships, grow wealth, and advocate for industry change. "You don’t have to speak Spanish to join NAHREP, but you do need to understand that the future of mortgage lending is multicultural." A huge shoutout to our sponsors for supporting this conversation: Mortgage Connect – Delivering cutting-edge mortgage solutions for lenders, servicers, and institutional investors. Aidium – Revolutionizing real estate & mortgage marketing with AI-driven consumer insights. Want to level up your mortgage business? Make sure to check out these industry-leading solutions!

Leadership isn’t just about holding a title—it’s about impact, influence, and the ability to scale your vision effectively. In this episode of The MikedUp Show, hosts Michael Kelleher and Michael Zau sit down with Owen Lee, CEO of Success Mortgage Partners, to talk about what it really takes to lead in today’s mortgage industry. From building a strong personal brand to mastering delegation, Owen shares insights gained from years of experience as both a business leader and an industry advocate. What You’ll Learn in This Episode: ✅ The Power of Personal Brand – Why top leaders focus on reputation, influence, and visibility. ✅ Effective Delegation – How to scale your business while empowering your team. ✅ Leading Through Industry Shifts – Owen’s take on the next 5-7 years in mortgage and real estate. ✅ The Role of the Mortgage Bankers Association (MBA) – Why advocacy and participation in the industry matter now more than ever. ✅ Success Mortgage Partners’ Mission – How Owen leads with integrity and purpose, inspired by lessons from his father. As a former MORPAC Chair and industry leader, Owen understands the challenges that mortgage professionals face in today’s changing landscape. He explains how local loan officers can thrive by leveraging relationships, technology, and strategic branding. This episode is packed with valuable leadership lessons that every mortgage professional, business owner, and industry advocate needs to hear! "One man practicing sportsmanship is far better than ten men teaching it." This quote perfectly sums up Owen’s leadership philosophy—he doesn’t just talk about what makes a great leader, he lives it every day. Sponsors & Resources: We’re proud to be sponsored by Mortgage Connect and Aidium, two companies at the forefront of innovation in mortgage lending and technology. Be sure to check them out for solutions that can take your business to the next level! Tune in now and discover what it takes to scale leadership, strengthen your brand, and lead with impact. Don’t forget to subscribe, share, and leave us a review!

Welcome back to The MikedUp Show for our second installment of Season 4! Hosts Michael Kelleher and Michael Zau sit down with Candice McNaught, an Executive Sales Leader with more than 16 years of experience in the financial sector and current SVP at Planet Home Lending. Candice’s track record for driving measurable growth, mentoring high-performing teams, and forging strategic client relationships is unparalleled. Now she’s here to share her unique insights into thriving in the ever-evolving mortgage industry. Candice’s Blueprint for Success: Learn how she navigated the climb from entry-level positions to executive leadership, consistently delivering results through data-driven strategies and actionable insights. Leadership Essentials: Candice’s philosophy centers on building a culture of accountability, leveraging teamwork, and striving for excellence—whether rates are soaring or the market is in flux. Thriving in Tough Markets: From her stance on forging the right partnerships to optimizing processes, Candice shines a light on practical methods for staying ahead when times get challenging. Planet Home Lending’s Vision: Discover how Candice’s leadership style influences a more holistic approach to lending, transforming the daily grind into an opportunity for growth and long-term success. Episode Highlights Servant Leadership in Action: Why it’s crucial to “listen to understand” before you lead, and how that mindset empowers entire teams to overcome obstacles. Aligning Your Planets: The powerful analogy of aligning each “planet” in your business—teams, operations, and partnerships—to ensure smooth and strategic growth. 5-Yard Line vs. 1-Yard Line: Hear the hosts discuss how too many professionals stop just short of the finish line, missing out on what could be their biggest breakthroughs. Raising Your Hand: Candice stresses the importance of asking for help, whether it’s from senior leadership, peers, or new partners. Growth flourishes when communication is open and transparent. Throughout this conversation, you’ll gain a firsthand look at what it means to combine vision and execution—turning data into action and resilience into results. Whether you’re a seasoned mortgage professional, a rising star in sales, or simply someone driven to make a bigger impact in your field, this episode offers a roadmap to up-level your game. Our Sponsors We’re proud to be sponsored by Mortgage Connect and Aidium. Both organizations are industry leaders committed to raising the bar in lending and customer service. Be sure to check out their latest solutions for better workflows, improved customer experiences, and strategic insights that can help elevate your entire operation.