Good. Better. Broker.

What does it take to succeed in the mortgage industry? Brokers who are “All In” with United Wholesale Mortgage know better than anyone and want to share their knowledge with you in a new podcast called Good. Better. Broker., your go-to source for expert advice from the best in the industry.

Determining a Loan Product or Demographic to Focus on as a Strategy for Mortgage Brokers

The beauty of the wholesale channel is that mortgage brokers can offer a variety of loan products to fit their borrowers’ needs. That said, some brokers choose to narrow their focus to a specific loan type or demographic. How can brokers determine their niche and dominate it? Listen to Episode #78 of Good. Better. Broker. as we talk with a real estate agent turned broker whose “super niche” is serving active-duty military members.

In this episode of the Good. Better. Broker. podcast, you’ll learn why finding a niche loan product or demographic can be a driver of success.

In this episode, we discuss ...

• 1:29 – how Evan went from real estate broker to mortgage broker
• 2:46 – why Evan chose the broker channel when he became an LO
• 4:00 – why Evan chose to focus on helping active-duty military members
• 4:56 – how Evan decided a niche was going to be the majority of his business
• 6:03 – Evan’s approach to working with borrowers
• 7:33 – what’s required to help military families going through the loan process
• 8:37 – timing recommendations on buying and selling
• 11:17 – Evan’s goal for all his clients
• 13:15 – why Evan focuses on direct-to-consumer business
• 16:24 – Evan’s marketing content strategy
• 18:26 – targeting a demographic niche vs. a geographic niche
• 21:19 – how loan originators can identify their niche

Meet The Guests In This Episode

Evan Kaufman

Evan Kaufman is an Air Force veteran and impact-focused entrepreneur. He obtained his real estate license in 2013 and found a niche serving fellow military members as they moved across the country. Toward the end of 2022, Evan saw an opportunity to better help service members by providing the financing for their home purchases, and he became one of the fastest growing VA loan originators in the broker channel in 2023. His business, WeVett Home Loans, champions the 20-year client vision of helping military members achieve financial independence through a paid for or nearly paid for home by the time they retire. This focus on the entire lifecycle of the military homebuyer has been the key to the business's success. Now, Evan has become passionate about loan originators finding their niche and dominating it.