The TILA-RESPA integrated disclosure rule implementation was not the end of the world for Tish Ashley and her team — in fact, she made a point to acclimatize her business partners and make them comfortable with adapting to the new closing process.
Ashley, of Highlands Residential Mortgage in Dallas watched her team adopt TRID with "grace" — a word rarely heard in conjunction with implementing new regulatory rules. She also uses it to describe the way in which her team handled increased mortgage loan volume — a feat it's clear was encouraged through solid leadership, and a passion for accuracy and efficiency. With an impeccable nod to compliance, Ashley has two questions for every loan and if the loan doesn't adhere, she doesn't move forward. Regulatory compliance is a critical element of loan production today, and Tish Ashley doesn't miss a beat.
This is Ashley's first appearance on the Top Producers list. Last year, she originated 240 loans for a combined dollar volume of approximately $56 million, ranking her No. 185 on the
Tell us about your most creative or successful marketing strategy. How did you come up with the idea? What were the results?
We went on the offense before the TRID implementation in 2015, something few others were doing. I provided many trainings for Realtors in our local markets in which I offered a positive view of the new documents and of the procedural changes that accompanied the new regulation, giving them hope that closing timelines did not have to expand and that loans could still close reliably. Then, once TRID went into effect, the entire Highlands team worked diligently to ensure that our customers were still able to close in a timely fashion. This message was tremendously successful in the marketplace.
What's unique about the local market that you serve and what do you do to address those needs?
Dallas-Fort Worth is a rapidly expanding market at present. Demand is strong. Accordingly, we have added quality staff in key positions to continue to gracefully manage the uptick in volume.
Tell us about an unusual or difficult loan scenario and what you did to ensure a successful closing.
We had an elderly veteran couple who had endured some family challenges and ended up raising their grandchildren. They were relocating from California to DFW to reduce their overhead and to find an environment that they felt was better for their middle-school-aged boys. Due to their fixed-income status, their qualifications appeared impossible at first. Through a lot of digging, we discovered the additional family support income they were receiving from the state for the boys and were able to get them into their new Texas home.
What do you know about the mortgage business now that you wished you knew when you started out?
Always ask the following two questions about every loan: Will the loan perform? Can the loan be moved to the secondary market? If the answer is "yes" to both, figure out a way to get it approved. If the answer is "no" to either, move on.
Who is someone in your life, either personally or professionally, who helps contribute to your success?
My husband, Steve, is a major contributor to my success in very tangible ways. Not only does he provide tremendous support at home, he also is my branch's secret execution weapon at the office. Steve has developed a web-based pipeline management tool unlike any other in the industry which has made it easy to ensure on-time closings every time. This tool has been our X-factor in dealing with TRID gracefully and has resulted in greatly increased efficiency.
Brian Bennett, the president of Highlands Mortgage, has also been instrumental to my success. He arms us with a platform on which a strong originator can soar. Brian is accessible and understands the complete commitment to the customer, and this mentality is pervasive throughout the organization, both in ops and sales. Our customer-centric culture results in execution excellence, something that is easy for an originator to believe in and sell.
