NMP - November 2019 - 25

Mat Ishbia
President & CEO
United Wholesale Mortgage (UWM)
By Rick Grant

I

-Mat Ishbia, President & CEO of United Wholesale Mortgage (UWM)

was built to have an impact on
these individual entrepreneurs.
"We're very passionate about
that," he said. "I love making an
impact, so I love hearing stories
about a broker shop that did 10
loans a month a year ago but
now, because of some of the
tools we've given them or speed
we've been able to offer their
clients, they are doing double
that or more."
The third group UWM impacts
is made up of the 4,600 people,
who Ishbia calls team members,
that currently work at the
company.
"I like to think I could be
successful running another
business, but there aren't too
many businesses that could allow
me to have this kind of impact
every day," he said.
A team effort
Anyone who has ever visited with
Mat Ishbia or read one of his
interviews knows that he is, at
heart, an athlete. What he
learned as a champion player on
the basketball court, he has
brought into the game of
business. He is a team player
and a team builder.
"UWM is not just me. It's a
great group of people," he said.
"I've got great leaders who help
me do everything. I get more
credit than I deserve."
Not everyone would agree with
that last statement, but no one
can argue with the fact that UWM
has an impressive team. It's a
team that has taken the company
to the number one spot among
wholesale lenders and to a top

five national loan originator.
"I work with dream makers," he
said. "We help people accomplish
dreams every day. What could be
better than that? I'll be here for
the next 30 years, doing the same
thing."
Mortgage brokers are a
critically important part of the
team that Ishbia has assembled
for the benefit of home loan
borrowers.
"I'm a team guy and so I'm
proud to be on the same team
with our brokers," he said. "There
was a time when our industry left
the brokers for dead. I'm proud
that we didn't do that. We
doubled down because we
believe in the broker channel."
The broker as champion
I asked him what it takes in
today's market to be a leading
broker.
"A great mortgage broker is
someone that understands that
it's all about the relationship," he
said. "They are active in the
community, writing the loan for
their kid's baseball coach and for
the teachers and the PTA. And
they understand that everything is
client experience."
Ishbia says UWM works with
brokers today who have built their
reputations around the
relationship and the origination
experience. He says this is the
best insurance against disruption,
which he points out is a major risk
in today's market.
"Brokers who understand
reputation management see their
clients come back to them,"
Ishbia said. "They stay in touch

continued on page 65

25

n National Mortgage Professional Magazine n NOVEMBER 2019

Making an impact
Ishbia says that there are three
distinct groups of people that his
work impacts every day. First,
American consumers. These are
the people pursuing their dream
and the company Ishbia has built
has the opportunity to finance that
dream. While this is a critical part
of the process of homeownership,
it's not always the first one
consumers think of. As Ishbia puts
it:
"No one wakes up in the
morning excited to get a new
mortgage," he said. "They want to
buy a home. We help them get
that done easily, quickly and
affordably."
The second group is the
mortgage broker. Ishbia says
these professionals are the local,
small businesses that make their
communities great. He says UWM

"I love the mortgage industry. It's about the impact
you can have on people. I didn't think I could get
that feeling out of going to just any industry."

with them; they touch base with
them on their birthdays. They do
all the little things required to build
those relationships. And that's
what makes a great broker."
Ishbia says his company seeks
out brokers that understand the
importance of relationships and
borrower experience and who
have built their reputations around
these values. Then, UWM helps
them deliver on the promise that
their reputations are making in the
marketplace.
To make that happen, Ishbia
counts on everyone on his team
pulling in the same direction,
playing the same game and
winning. It's one thing to work
toward that goal in a company of
a few people, but when you get
well over 4,000 people on the
team, it can become a bit
challenging.
Ishbia isn't worried by that
challenge. In fact, he thinks it's a
much bigger issue than that.
"I wouldn't be satisfied if it was
only the 4,600 people in our
company that understood the
UWM brand and what we stand
for," he said. "I want all 40,000
brokers in the nation to
understand what our brand is and
what we stand for."
So, what exactly is that brand
promise, we wanted to know.
"The first words that come to
mind whenever you ask someone
about UWM will be speed and
service," Ishbia said. "From a
branding perspective, we are
known as fast and efficient."
Ishbia said his entire team is
dedicated to providing the best
service possible every single time,
and to do so very quickly.
"The second word that will
come to everyone's mind when
you ask about the UWM brand is
'partner.' We are the partner that
helps brokers become
champions," he said.
Ishbia said that whether it's in
reference to his personal brand or
the brand of his company, it
comes down to being the number
one supporter of the broker.
"We're proud of that," he said,
"because the mortgage broker is
the best option for the consumer."
But there is another word that
many will associate with UWM,

NationalMortgageProfessional.com

don't think there exists a
mortgage broker working in
the business today who
doesn't know the name of
this issue's Mortgage
Professional of the Month.
As president and chief executive
officer of United Wholesale
Mortgage (UWM), Mat Ishbia
leads a team of 4,600
professionals who are all engaged
in the singular task of making
today's mortgage broker better at
servicing the needs of today's
home loan borrowers.
It was a pleasure to sit down
with Ishbia recently to talk about
his company, his work and his
success. While this was the first
time this reporter had this
conversation with him, it was not
the first time he's been recognized
by National Mortgage Professional
Magazine for the excellent work
he and his team have
accomplished in our industry.
And that led me to my first
question. An NCAA champion
who had a dream job as a
basketball coach and who could
have made a career for himself in
just about any industry, I wanted
to know why Ishbia had chosen
the mortgage industry and then
stayed with it for 16 years.
"I love the mortgage industry,"
Ishbia said. "It's about the impact
you can have on people. I didn't
think I could get that feeling out of
going to just any industry."


http://www.NationalMortgageProfessional.com

NMP - November 2019

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