Jump to winners | Jump to methodology
Entry to Mortgage Professional America’s $100M Club was simple: hit the milestone over the course of a year and receive the recognition.
However, being able to deliver that number in loan volume was anything but simple. It’s estimated that less than 1 percent of loan originators in the US even breach that total in a 12-month period.
“It shows you’re a pro. It’s tough to get there because you really have to scale and build a team together. You can’t do that by yourself, as that’s just too many units,” explains Jon Tobias, president of branch production at Fairway Home Mortgage. “You’ve got to be a good manager, leader, businessperson, and marketer to grow a team to get to that level and do it consistently. It takes a lot of time, but it’s a big accomplishment.”
Even more respect is due with elevated interest rates making refinancing an unattractive prospect; the USA’s best mortgage originators had to do it almost purely on new loans.
Fellow industry insider Vic Lombardo, president of mortgage services at Motto Mortgage, underlines the key components of reaching the impressive $100M total:
scale
systems
trust
“Scale proves they have efficient processes and high-functioning teams to handle immense volume. Systems show they’ve invested in and implemented the right technology and workflows for consistency,” he explains. “But above all, $100M represents a massive deposit of earned trust from real estate agents, referral partners, and past clients, which serves as the most reliable engine for sustainable, top-tier production.”
Domestic market conditions provide a runway for loan originators who want to drive forward.
The broker channel has a fair degree of flexibility and product variety relative to other nations, such as Canada, where banks tend to dominate and there are fewer consumer options.
“By contrast, US brokers have the unique advantage of selecting from a wide range of lending outlets and hundreds of products, giving them a crucial ability to pivot and remain relevant across all market conditions,” says Lombardo.
There is also the ability to take advantage of franchise broker models, which include Motto Mortgage. Lombardo adds, “It’s creating accessible, high-tech pathways for ambitious professionals to own their businesses and accelerate their careers.”
Earning his entry as one of the USA’s best mortgage originators into MPA’s club, Matt Ferrigno built his success on the foundations of longstanding wholesale relationships. This has been done in conjunction with transitioning from an origination-centric role into a broader executive leadership position.
“Whether working with retail borrowers or wholesale partners, I’ve found that investing the time to ensure clients fully understand our products, guidelines, and processes is critical to long-term success,” he says.
Competitive pricing and product offerings have played their part in driving Ferringo’s loan volume, but the basis has been delivering a consistent process and certainty of execution. “Many of my strongest relationships have been cultivated over 5 to 10+ years and have proven to be resilient through multiple market cycles.”
Ferringo’s approach has always remained simple: to determine what a client values and over-deliver if possible. It could be the speed of concluding the loan, concierge-level service, or something else more niche.
He explains, “Prioritizing the client’s experience over the transaction itself has consistently paid dividends through repeat business and high-quality referrals.”
The recognition of the importance of referrals was something Ferringo grasped early in his career. It’s compounded by the fact that often clients are connected to investor networks that include contractors, title agents, and attorneys. There have been some productive partnerships that have stemmed from a single introduction by a client.
“I view referrals as a compounding asset, like a snowball rolling down the side of a mountain, gaining momentum and scale as it goes,” he says. “In this business, no touchpoint is too small, and every interaction has the chance to become the next great opportunity.”
Another pillar of Ferrigno’s operations is a commitment to working with retail borrowers and wholesale partners to educate them about products, guidelines, and processes.
On the wholesale side, that means consistently equipping them with product knowledge so they can speak with confidence to their customers.
“On the retail side, I’ve had the privilege of working with a wide range of investors, from first-time borrowers to seasoned professionals,” says Ferrigno. “This has allowed me to pass along the insights I’ve gained from experienced clients to the more novice investors, helping them grow into seasoned professionals themselves and continuing the cycle.”
The entrants to the exclusive club shared what they believe has enabled them to deliver such impressive numbers.
Deepening relationships: With referral partners, builder sales teams, and wholesale partners. This included being the “first call” for financing questions and understanding partners’ business constraints to help them scale.
Quality over quantity: Focusing on fewer, higher-quality referral sources, leading to more meaningful and productive partnerships.
Consistent engagement: Consistent follow-up, educational content, and visibility in the market.
Building a team: Investment in building teams of talented loan writers and support staff to focus on high-value activities.
Systems and technology: Implementing systems and leveraging technology to automate repetitive tasks to enable scalability.
Tracking and pipeline management: Quick identification of gaps and opportunities for conversion.
High-quality service: Offering the best-suited loan programs for clients.
Educational approach: Educating referral partners and clients on programs and strategies added value and helped partners grow their own businesses, resulting in more deals.
Work ethic: Always being available for clients and partners is a foundation for success.
Consistency: Year over year in improving fundamentals and mastering guidelines.
Proactive business generation: Actively seeking new business, meeting new agents, and focusing on generating new opportunities.
Strategic expansion: Disciplined credit culture, geographic and product expansion, and a direct-to-consumer model with high-touch service.
With rates still relatively high, loan originators have had to compete for a shrinking pool of business. The $100M Club has excelled in rolling up its sleeves and rising to the challenge.
Tobias speaks of having fewer than half the licensees that Fairway had three or four years ago, and the more experienced originators familiar with tough times have an advantage, as they’re equipped with a mindset to “grind”.
He says, “You have really got to know your stuff, be on your game, and know your guidelines so that you can act fast when an opportunity presents itself.”
Another challenge has been the regulatory developments and also political policies that have impacted the industry. This has raised the stakes and meant that to be among the best, loan originators have to be experts and follow developments intently.
“The advisor who embraces these shifts, clearly understands new guidelines, and transforms compliance into a competitive advantage by offering stability and clarity to clients is the one who will stand out and succeed,” explains Lombardo. “The shifting landscape rewards those who are adaptable and dedicated to responsible lending.”
Looking ahead, Lombardo says that originators who have maintained tight relationships with their clients will be best positioned to take advantage of future rate cuts.
“They leverage their past book of business, prioritizing proactive communication to re-engage previous clients who are now ready to transact,” he says. “They are, in essence, resilient relationship managers who can successfully navigate the shift from a low-volume environment to a high-volume one without sacrificing service or compliance.”
In July, Mortgage Professional America opened nominations for the $100M Club. To be eligible, originators needed to have produced at least $100M in loan volume in 2024. Each nominee was required to provide specific details about their production. After verifying the 2024 loan volumes, the team finalized the list of originators who make up this year’s $100M Club.