Mortgages made Simple, Fast, Accurate, and keeps the Realtor in the referral Ecosystem. AI working for You!

www.southeastmortgage.com Phone: 770-279-0222

Largest Mortgage - Real Estate Partnership in Georgia History (2026)

Two similar Cultures Aligned

www.southeastmortgage.com Phone: 770-279-0222

If You Don’t Innovate, You Die - Proven Success Requires Innovation to Adapt

Jeff Brown, Senior Vice President at Southeast Mortgage and our lead Builder Relationship Development Officer, sent me this article.  Although Metro Atlanta is the most resilient housing market in the US, the article points out an important and fundamental "Hello" moment that Southeast Mortgage saw 4 years ago.

"All professions have to adapt to the current needs of their clients and partners.  We observed the patterns of our own millennial work force and realized Social Media and Other Practices were critical to driving sales to our partners and creating client awareness for our Licensed Loan Originators, MLO, Team.  Our other observation was organic clients are the key to the growth of a successful mortgage service provider like Southeast Mortgage.  Program oriented pitches to first time buyers that we see from a few seasoned mortgage personalities create unproductive activity and insignificant benefit to any participant.  

Following a client for life strategy supported by a co branded awareness program creates organic growth for our MLOs and Partners instead of the "program oriented pitch with no follow up after close".  Although someone has been successful for 20-30 years in this business, adaptation and the technology is essential to remain relevant and remain successful in the changing mortgage services market we are in.

If you look at the Permit Trend below, you can see a strong building cycle is coming online.  Loan Originators have to embrace the new normal and the "Exposure / Social Presence" Builders and Realtors need to drive their sales.  Simply posting a selfie video was a thing a year or two ago but has now evolved into Professional Movie Quality video presentations that project the image and quality Builders and Realtors need and want.  Southeast Mortgage made the large investment needed years ago to support the innovation required to be best in class for our TEAM.  The view is much better in the front of the pack than from rear."  Cal Haupt, Chairman and CEO, Southeast Mortgage of Georgia, Inc.
www.southeastmortgage.com

Atlanta, the former No. 1 new-home market, remains a barometer for the nation. At 25,000 permits, Atlanta is still the third largest new home market in the U.S., but almost nine years into our “recovery,” we are still 50% below our pre-bubble normal

(Atlanta permit chart). This is in spite of nearly a decade of positive job growth, positive in-migration and population growth. All of MarketNsight’s 18 cities across the Southeast exhibit this trend. Most cities are still anywhere from 30% to 60% below pre-recession levels. Whom are we missing?

Old Normal versus New Normal
In our “Old Normal” before the 2003 to 2006 bubble, first-time buyers and first-move-up buyers made up 60% of all new home sales. In that old normal, people typically bought their

first home at the age of 25, started a family and moved to their second home (first move-up) by the age of 32. Currently, they account for less than 40% of new home sales. Today’s first-time buyer is 33-years-old and getting older! We are missing many of the 25- to 32-year-old buyers who previously accounted for 60% of all new home sales. We call that age group today...millennials. Moreover, we will never achieve our “Old Normal” sales numbers in this country without them.

If You Don’t Innovate, You Die
We can simply look to our retail sector to see the desperate need for innovation. We are witnessing a complete reset in that all-important industry, with some 8,600 brick and mortar locations closing last year[1] and that pace quickening this year. Changes in shopping habits, driven by technology and millennials, have caught many traditional retailers unprepared. We would do well to take note of this in our own industry.

Source:

Welcome to Housing's New Normal - Can we break our 10-year cycle of mediocrity?

By John Hunt

Origination Game Changer is Coming....

Southeast Mortgage held its 13th annual Officer Luncheon and 2018 Strategic Plan Launch with its 32 Officers in attendance.

Cal Haupt, Kathy Gyselinck, JD Crowe

GooRu and the game changing MLO origination Platform supported by its best in class Mortgage Application Tracking App was the center of attention.

Taking Applications at Point of Sale, Instant Approvals, Asset Verification and Income Verification all without additional documentation in most cases.  SEM's best in class CRM that keeps MLOs in front of their clients for 5 years after the close is also incorporated in our one device solution.  Access your clients any time with unique messaging to develop business.  One click and you can update your client base with your message.

Clients, Partners, Realtors, and MLOs will stay informed real time via SEM's Award Winning mobile App. https://itunes.apple.com/us/app/southeast-mortgage/id1115070771?mt=8

MLOs with these innovative automation tools will be the future.

"We have been developing this concept for two years.  I do not believe the MLO can be taken out of the equation like Quicken and a few other automation channels attempt to do; however, I do believe there are significant efficiencies we can pick up with automation.  Our task was to make the application process EASY for our MLOs and keep all parties updated on the progress of a file real time.  The Solution we are launching this month exceeded my expectation and will expedite the application process eliminating redundancy and uncertainty for all.  This will Amaze our MLOs, Partners, Clients, and will Change the Game in Mortgage Origination."  Cal Haupt, Chairman, Southeast Mortgage of Georgia, Inc.

I am Still in Shock? Licenses Matter!

After the 2009 financial Crisis, I assumed everyone understood risky and unsustainable Mortgage Loans were created by Non-Licensed Mortgage Originators which caused the financial disaster that hurt so many families?  There was a reason Congress passed a law requiring Mortgage Originators to be Licensed.  8 years later, the lesson was missed.

Over the weekend, I was working with a Licensed Real Estate Agent, Realtor, to sell a house.  The Realtor I chose knew the market very well and has a proven track record.  I only work with Licensed Real Estate Agents and I always check their license at http://www.grec.state.ga.us/ .  The Realtors I know appreciate people who choose Licensed Real Estate Agents and many have the same view with respect to Mortgage Lending.

Over the weekend, I got an offer on the house with a Bank Originator written into the contract.  I happen to know the Bank Originator given I hired the person into the Banking Industry from the waste disposal industry a long time ago.  The person has a super personality and is likable.  I explained to the Realtor that I did not have confidence in an agreement that was contingent on a Non-Licensed Mortgage Originator handling the buyers loan.  You can find out if a Loan Officer is Licensed by clicking here http://www.nmlsconsumeraccess.org/ .  See picture below.  Look for there State license below that will also have a consumer complaint link.  If the are just registered "Not Licensed" there is no State License information nor Consumer Complaint Link.

The Realtor had no idea that there are Non-Licensed Mortgage Originators engaged in the Georgia Mortgage Industry.  I explained it to her this way.  Would you buy your home from a Non-Licensed Real Estate Agent?  She said NO.  My POINT.  Just because someone is likable is not a basis to put a client's home purchase or sale in the hands of someone NOT State Licensed to do it.  They deserve a Mortgage Originator that has passed a competency test and is regulated by the State they are taking mortgage applications.

• Would you hire a Plumber who is registered with his supplier and not licensed?
• Would you hire an Electrician who is registered with his supplier and not licensed?
• Would you trust your health to a Doctor who is registered with a drug supplier rather than licensed?  Should your Doctor be required to pass competency exams?
• Would you hire a Realtor who is registered with their employer and not licensed?

Bank Mortgage Originators are Registered and do not have State Licenses, they have not passed a standardized competency test, and there is no State Regulatory Complaint Recourse for Consumers.  If a Licensed Real Estate Agent creates an issue for you, you can complain  to http://www.grec.state.ga.us/ (Real Estate Agents State Regulator).  Attorneys have the State BAR.   If you have an issue with a Federally Registered Non-Licensed Bank Mortgage Originator, who do you complain to?  Who regulates them?  Their Employer?  Remember 2009.  

Putting Builder and Realtor Value First

Although 85% of Southeast Mortgage's volume is derived from retail clients, we are very proud of our accomplishment in the New Homes Sales Channel.

"Builders want to work with Southeast Mortgage due to our value added proposition.  We are the best at delivering great predictable service; however, the videos and other media we co-market with our Builders and Realtors simply drives more potential clients to their open houses and subdivisions.  More traffic = more sales.  We believe in adding value to our partner's franchises rather than just taking applications."  Cal Haupt, Chairman and CEO of Southeast Mortgage of Georgia, Inc.

With our extremely high pull through from application to close and accurate reporting to partners, Southeast Mortgage delivers the best overall solution to its partners and is why we are growing rapidly and earning more Builder and Realtor requests to partner.

www.southeastmortgage.com
770-279-0222

Testimonial - Awesome Service Creates More Clients for Builders and Realtors

"Adding value back to our Builders and Realtors is why we focus on Awesome Service one client at a time.  We do not focus on doing more loans than everyone else, we focus on creating new clients for our Builders and Realtors from providing their Clients Awesome Service who refer their friends and family.  Organic word of mouth growth is sustainable in economic expansion cycles and contraction.  We are not here to be Average, We are here to be Awesome!"  Kathleen, Ben, and Wilson Parker Homes exemplify that belief as attested by our client.

Cal Haupt
Chairman and Chief Executive Officer
Southeast Mortgage of Georgia, Inc.

From: Paula Worthy

Sent: Thursday, January 21, 2016 5:13 PM
To: Kathleen Westbrook
Cc: Ben Richardson
Subject: Re: Clear to Close

Kathleen,

Words fail me at this moment. You have exceeded my every expectation!!! You provided outstanding customer service and support, and made me feel as though I were your only client. I have purchased several houses in my lifetime, this is the first purchase were I felt I had little to do and my lifelong friends were doing all the work for me.

You always made yourself available to me, even after hours. Candice always showed courtesy and love, and Adrian was like the big brother with the calm guidance. Let me not forget my awesome Realtor, Ben Richardson. This man knew what I was thinking, wanted to know, and researched answers before I asked the questions! He knew what I was thinking, feeling, and wanted in a home despite the words coming out of my mouth. God gave me the greatest blessing by putting you all together to work for my good in this home purchase. 

You all worked tirelessly and wonderfully to bring me to this magnificent end and I am eternally grateful for you all, as a cohesive team and individually. 

If anyone ever asked for help in purchasing a home, my first words will be BEN RICHARDSON (Harry Norman) and KATHLEEN WESTBROOK (Southeast Mortgage)!!! Every person who graces my home will know Candice and Adrian are the greatest team Wilson Parker Homes have. 

Thank you all for bringing me to and through this awesome transition in my life. I expect to see every one of you at my home warming, for you are all a part of my home. 

Home is where your heart is, and you all are a permanent part of my heart. 

Paula Worthy

 

 

www.southeastmortgage.com

770-279-0222

 

Southeast Mortgage is taking service to the next level in 2016

On behalf of the Southeast Mortgage of Georgia, Inc. shareholders and myself, I would like to thank our Clients, Builders, Realtors, Referral Sources, and Talented SEM TEAM for their TRUST in us and a great 2015.

SEM is implementing an exciting evolution of what service can be in the mortgage industry.  This means all of our clients and referral partners can expect even better service in 2016 which in turn creates more business from referrals and leveraged market expansion.
 
Awesome is the best way to describe it.

Sincerely yours,

Cal Haupt
Chairman and Chief Executive Officer
Southeast Mortgage of Georgia, Inc.
www.southeastmortgage.com

Letter of Recommendation

Click Image for larger view

www.southeastmortgage.com
770-279-0222

The true Reward of being in the Georgia Mortgage Industry

Southeast Mortgage Exceptional Loan Originator Service

 People always ask me why we have been in the Mortgage Industry so long. 

Many think it is ego, money, or power.  The Reality and those at Southeast Mortgage know its because of the passion, sense of accomplishment when we are ahead of the curve, and knowing we are appreciated for the hard smart work we do each day at Southeast Mortgage. 

Why are we strong and growing?  Our team cares and we believe in 360 Degree Service (Referral Partners - Clients - MLO - Operations).

JD Forwarded the email below to me last night from Pete.  This is what reinforces the reality of why MLOs, Realtors, and Builders want to work with our team.  When you take a super MLO like Pete Peters and provide him incredible service, he grows his business and accomplishes his career objectives.
_______________________________
Date: April 17, 2015 at 9:49:38 PM EDT
From: Pete Peters (Executive MLO | Sales Manager ) NMLS #245408, GA MLO #25209)

To: "J.D. Crowe" J.D.Crowe@southeastmortgage.com

Cc: Kelly Foltyn
Subject: This week

JD I had two tough loans this week that got closed. I could not have done it without the ladies on this email. They are the best I have ever worked with. A great team. Thanks for all of your support. We Can.

Sent from my iPhone

www.southeastmortgage.com
770-279-0222

Introducing The CRM's New Ride

www.southeastmortgage.com

We wish our Friends, Clients, Referral Partners, and TEAM a Happy Holiday Season

Social Max - Our Builders and Realtors had a blast last night!

Standing Room Only at our Perimeter Social Max

Realtors Love to Update their Profile Pictures for new business cards and Social Media

JD, Kathy, and Cal ready for a night of fun

Jenna and Emily Always Fun

Join us for our next Event
www.southeastmortgage.com
770-279-0222

I had to share this email. This is why we have been around for so many years.

I wrote an article a few days ago about Money vs. Passion.  The email below answers the question.  I get these emails from time to time and they truly warm my heart not just for me but knowing the great team that makes SEM what it gets the recognition they so deserve.  In the market you hear a few names but reality is the 40+ operations people at SEM Club Drive and their support make SEM what it is and provides the fantastic dependable closings that drive our organic growth.

Below is an actual email from Kim Arrington to Jeff and JD.  Kim is well known in the Atlanta mortgage industry and has worked at Large Banks, Correspondents, and other variations of Lenders.  Kim's background is what makes her statements moving to me since she fully understands what most MLOs at other company's experience and can make an expert comparison.

Our operations team and MLOs work hard to earn client's and when our MLO team realizes how it comes together with all facets of the team harmonizing, I get a beaming sense of pride for the people I have worked with for so many years.  Better than a big check because the memory and relationships last longer.

From: Kim Arrington
Sent: Wednesday, September 10, 2014 12:25 PM
To: JD Crowe; Jeff Brown
Subject: Re: XXXXXXX  MTG LTR MF

Jeff and JD,

… I am not being corny or smoozy … though I can be!   Truth is, it does make me cry and smile at the same time, but I have not found this much favor with clients before ???

I am working from that same place of wanting to give excellence and here at Southeast I find many more “gratitude moments”.  People love us and I am so very thankful.

I know you invested from day 1 - you did not have to share Lynne with me, but you did and I could not have achieved what I have to date without her smarts and ambition. Thank you!

JD, we spent many calls on whether to come over or not and at the end of the day, people feel like home here!  I am not doing half the advertising I’ve done in the past and then look again, an agent lovin’ our process, lovin’ our email notifications that I forward… It gives such an authentic sense of status that they know it’s not fluff… it’s date stamped... it’s great!  And so with that, I got this agent emailing “I want to refer you“ … Thank you and Jeff, ya’ll did not give up.

So, even when I am in the Diva drama mode over that dern QC timing,  know my heart - I am really happy that you offered me an opportunity to join the team.

… love ya’ll

Kim

Sincerely,

 

Kim Arrington
Sales Manager, Executive MLO

#218594, GA MLO#25861
Office:      (770) 279-0222 ext. 717  
Toll Free: (800) 344-8788 ext. 717
Cell:          (678) 644-6945
Fax:          (678) 840-0063
Email:       Kim.Arrington@SoutheastMortgage.com
Website:   www.SoutheastMortgage.com 

Success is a TEAM Activity

When you look at the biography of sales people who are successful in their careers over a long period of time, they all have one common denominator, they were part of a cohesive, diverse skilled, and mission focused TEAM. 

Although humans tend to self-preserve and put their own and family's needs first, in business it takes a village to sustain scale and income growth. 

One person only has 24 hours a day, X amount of energy, and typically cannot master all skills in business.  There is no doubt self focused people can be successful in their career, the issue is their success is limited to their individual resources and health. 

Although I can individually sell with the best of them, I have never wanted to sell without a TEAM.  In Banking and in the Mortgage Industry, I have always ensured I had a caring competent TEAM with diverse skills around me.  There is no better feeling or more fun than working with people who care about each other and respect the trust required to support the TEAM's overall success and continued growth.  As a result, the TEAM provides you and your family with safety and stability. 

A sales person that has to make sales calls, follow up with clients, process loans, handle the inevitable client or Realtor Issue, close loans, and stay in touch with clients and Realtors after the closing has a daunting task and tends to be too much for any one person.  Something has to be forgone in this scenario given time, energy, and skill create restraints to incremental success. 

Less time with your family, Not Staying in touch with past clients and Realtors, and that one issue that takes up a whole day putting you further behind are the accumulated limiter to scaling the income from a large referral base of Realtors and closed happy Clients.  What if this sales person gets sick or disabled?  Who will step up during difficult times?  The one constant in life is the unexpected always happens.  There is a reason commercial airplanes have two engines.  Redundancy matters. 

To truly maximize a sales career, the most efficient and successful path is to be part of a TEAM or a Village that has one common goal and belief system.  http://southeastmortgage.blogspot.com/2013/03/the-village-by-cal-haupt.html  With this mentality, a person’s career can scale up due to complimentary resources supporting the individual’s efforts.  With a TEAM, a sales person can rely on competent processing, underwriting, closing, and Client Relationship Management to provide great experiences for Clients and Realtors while staying in front of them for years of consistent growing referrals and applications.  A TEAM focused sales person has 75% of their time to develop more business, provide more personalized service, and time to spend with their family or go see their kids play sports.  If the TEAM sales person gets sick or has another hardship, they have a TEAM of people supporting them and maintaining their pipeline and closings.  This ensures their income from years of referral growth and their family is protected. 

My life experience has taught me individual success is not mutually exclusive from TEAM success.  Individual scalable results (more results with less effort over time) can only be achieved through a TEAM approach.  TEAM really means TOGETHER EVERYONE ACHIEVES MORE.   

Cal Haupt
Chairman and Chief Executive Officer
Southeast Mortgage of Georgia, Inc.
www.southeastmortgage.com
770-279-0222

20% growth trend confirms recovery in June 2014

Over the past few years, we have written about the recovery in the Metro Atlanta Real Estate Market; however, we continued to see barriers from activities in Washington, Weather, etc.

Normally new record months are set in August.  2014 is different supported by record volume arriving early in June.  The Cal-Culator  http://southeastmortgage.blogspot.com/2014/06/may-2014-cal-culator-atlanta.html indicated this trend would occur.

With a 20% growth in June, I can say with certainty 2014 will be a great year for the Real Estate Industry.

The issue we see in recovery periods is a lack of planning.  Volume surges are only as good as the production channel to close the applications.  Production channels (Mortgage Application Processing Structures) take years to develop and require a significant investment by the company to design and deploy them.  Pipelines have to be converted to closings in order to maintain referral relationships and add value to Real Estate Professionals.  Realtors demand great service to grow their business and clients need fast dependable communication and service to reduce the inherent uncertainty in buying a home.

Mortgage Originators will need a solid production platform that adapts quickly to volume surges to convert their pipelines to closings and grow their business.  If service and closing certainty is faltering at this level of volume, it is not ready for the months ahead.  This recovery is what everyone in the mortgage industry has been waiting for so ensure you have the service and production capacity to fully participate in the record months ahead.

Cal Haupt
Chairman and CEO
Southeast Mortgage of Georgia, Inc.
www.southeastmortgage.com

Qualified Mortgage (QM) - Lender Responsibility and Definition

Residential Mortgage Lenders primary purpose is to provide consumer loans secured by single family housing to facilitate acquisition for a consumer purpose.  Consumer purpose is housing the primary borrower, co-borrower, and or family.  Residential Mortgage Lenders have due care responsibility to ensure applicants can afford the loan for the term of the loan and it fits the applicants purpose.
 
Commercial Purpose loans secured by residential zoned property (Rental Properties, Industrial, and general purpose) should be handled by a small business lender that is tasked to originate this type of credit facility.
 

IMO: Just because a Residential Non-Qualified Mortgage product is offered for a residential consumer purposes is not a justification for a licensed or registered residential mortgage professional to sell it.  Licensed Mortgage Loan Originators (NMLS and State License Compliant Mortgage Loan Originators) and Registered Bank Mortgage Employees (Bank Employees whose job is to Originate Mortgages and is not Licensed) should be a fiduciary for the consumer and ensure they recommend the right product.  Mortgage product recommendations should only be made after understanding the client's needs through an interview process and ensuring the client can afford the loan today and for the term of the loan.  In the future all Bank and Non-Bank Mortgage Professionals will be licensed to the same standard which will ensure all consumers have consistent protection when shopping for their mortgage.
This trust and due care is the key to referrals and the key to longevity in this business. 
 

In its simplest form, Qualified Mortgages (QM) meet the following requirements:
> A loan that meets the requirements of GSEs, FHA, VA, or USDA and can be sold in the primary secondary market
> Consumer has a documented and verified ability to repay
 

Starting January 10, 2014, you must assess the borrower’s ability to repay all term residential mortgage loans. All QMs are presumed to comply with this requirement. As described below, a loan that meets the product feature requirements can be a QM under any of three main categories:

 

 

Mandatory product feature requirements for all QMs

1. Points and fees must be less than or equal to 3% of the loan amount (amounts less than $100k, higher % thresholds are allowed);
2. No negative amortization, interest-only, or balloon loans that increase risk (BUT NOTE: balloon loans originated until January 10, 2016 that meet the other product features are QMs if originated and held in portfolio by small creditors);
3. Maximum loan term is less than or = 30 years. 

Three main categories (CFPB Definition) 
1. General definition of QMs

Any loan that meets the product feature requirements with a debt-to-income ratio of 43% or less is a QM

2. "GSE-eligible" category of QMs

 

Any loan that meets the product feature requirements and is eligible for purchase, guarantee, or insurance by a GSE, FHA, VA, or USDA is QM regardless of the debt-to-income ratio (this QM category applies for GSE loans as long as the GSEs are in FHFA conservatorship and for federal agency loans until an agency issues its own QM rules, or January 10, 2021, whichever occurs first).

 

3. Small creditor category of QMs  

 

If you have less than $2B in assets and originate 500 or fewer first mortgages per year, loans you make and hold in portfolio are QMs as long as you have considered and verified a borrower’s debt-to-income ratio (though no specific DTI limit applies).

I truly hope our industry learned from the last recession that mortgages are a cornerstone of the US economy.  We make a difference every day and should govern the products we offer consumers with due care at the fore front.  Today we are seeing a similar trend to 2006 - 2009 when the industry evolved product features to target a broader category of borrower to increase origination volume.  I believe there are some products that are needed for borrowers that are not currently participating in today's mortgage market; however, we need to ensure industry risk remains low.   

Cal Haupt
Chairman and CEO
Southeast Mortgage of Georgia, Inc.
770-279-0222
www.southeastmortgage.com

JD Crowe, MBAG President, Acceptance Speech 2014

JD Crowe, Mortgage Bankers Association of Georgia President, Acceptance Speech at MBAG Conference in Destin, Florida May 17, 2014

 

 

www.southeastmortgage.com

770-279-0222

Client Relationship Management has a new Crib.....

The CRM is moving into their new space at Club Drive.  The facility is designed to improve the delivery of the added value we provide our Licensed Mortgage Originators, Realtor / Real Estate Agents, and Builder groups.

Happy New Year! 2014 should be a very good year....

Another new year is a few hours away.  We encourage everyone to never settle and make your hopes and dreams

for the new year a reality. 

With good friends and family your year is already on the right track.  Have a Very Happy New Year!

Exec Offices 5:00 pm toast to the end of a great year.

www.southeastmortgage.com