Immerse yourself in an engaging series of technology-focused presentations, unveiling an array of innovative products and services specifically tailored to enhance your workflows.
Transcription:
Panel Member 1 (00:00:10):
First up for this round we have Leah Sommerville and Ron Carrillo with Doc Magic.
Leah Sommerville (00:00:15):
Wonderful, thank you. I hope everyone had a great lunch and if you didn't love it, don't worry. We're serving Doc magic for dessert and it's always a crowd pleaser. Doc Magic has been the leading compliance and document generation solution for 37 years, but just like your borrower's expectations change, so does our technology. We were actually a participant in the CFP B'S first eClose pilot and since that time we've gone on to facilitate more than 2.5 million eClosings and 800 million e-signatures. In today's demonstration, we're going to show you how your borrowers can eClose from anywhere and as the lender, you can increase your ROI from everywhere. So our demonstration begins with the borrower's invitation email. Borrowers are invited in to review their documents electronically as soon as that closing package is generated so they can review those documents as often and as long as they'd like in advance of closing day.
(00:01:21):
Now all those of these emails are completely customizable. They're also relayed to every stakeholder associated with that ELOs transaction. So for our settlement agents and our lenders, they have a dedicated eClose console. Within their eClose console, we can see some details about the transaction, the loan number, the lender's contact information, and a nice countdown to closing at the top. They can also see those participants that were included in the eClose transaction and all of the loan documents were generated in that closing package initially. Now if settlement agents want to include maybe title documents or as the lender, if you want to add a one-off document into the closing package, no problem, just select the add documents icon and as soon as you add additional forms into that package, it automatically spawns Doc Magic's auto prep solution. Auto Prep uses OCR technology to enable any document set within just 10 seconds so there's no more staring and tagging even digitally Technology takes care of that for you.
(00:02:28):
Now in advance of closing day, the settlement agent will assign the e notary. Today we're going to see assignment for one of our certified Dock Magic Ron Notaries. This allows us to search for notaries by state or maybe specifically by their name. If there's a notary we prefer working with, then we can select a particular notary, confirm the closing date and time and request that notary services. Now the notary would receive an invitation email where they can confirm their raw assignment and from within that email they then have an opportunity to log into the notary eClose console. Very similar to the lenders. Now the notary when they log in, they're going to use a unique access code that's provided when they complete their DocMagic certification. Our borrowers, when they log in, use the last four digits of their social security number because we can actually pull that from the loan data.
(00:03:20):
Now when notaries log in, you'll notice that their eClose console looks very similar to the settlement agents. Really the primary difference I would point out is that the notary also has access to the settlement agent's contact information. Now in advance of the Ron signing session, the notary can extend ID validation to the borrower, allowing them to submit a photograph of the front and back of their government issued ID via text message or via email. The technology confirms that that ID isn't fraudulent or expired. We can also extend KBAs to the borrower knowledge based authentication. These KBAs and that ID validation aren't doc magic specific requirements. Just part of most states were on regulations thus far. Now when we're ready, the notary can select start eClosing. If we had multiple borrowers on this loan, maybe the husband is in Florida, the wife is still in New York, no problem.
(00:04:09):
They can join Ron signing sessions at different time from their unique locations or we can have them all join one Ron signing session. But again, still from unique locations. So our notary is going to go ahead and log in and this is where it gets even more exciting because I promised you an eClose demonstration from anywhere. So I'm going to play the borrower at this point and I'm going to log in from my tablet here. So let's go ahead and our notaries logging in. Similarly, our borrowers logging in as well. Now the notary will input some information specific to their commission. Beautiful. It's going to initialize. Here we go. This conference Wi-Fi is always a little dicey, but here I come now just like the notary, the borrower's also going to share their camera and make sure we have audio in this Ron signing session. The Ron signing session is also recorded, so we can see right up at the top that our recording has started as the borrower I'm logging into. Now I realize you're only going to be able to see our notary's perspective today the way this is all set up, not to worry because the notary is going to watch as the borrower goes through and clicks to sign each page, the notary seeing exactly what the borrower is, so you're not missing anything with this view. It looks like you even got an extra set of my chins.
(00:05:39):
So let's go ahead and select start.
(00:05:42):
Beautiful. Now, as the borrower, I'm presented with all of the documents in that closing package, so I can go ahead and select start signing right up here at the top right and that's going to take me down to the first signature location. Now it is optional to have auto scroll configured on the lender's account so we can make it so that the borrower automatically is taken to the next e-sign location or they can scroll through these forms one by one if they hadn't reviewed them in advance. Now, as I go through here in e-sign notice that these E-signatures are date and timestamp. So for most lenders, that's eliminated the need to write out the date to the side doc. Magic's documents are automatically enabled and also include post fill selection. So that could be an example like the checkbox we see on screen or an opportunity to input text.
(00:06:31):
Now as the borrower proceeds through this process, there's two status indicators at the top that are progressing. There's also a badge at the top right that's counting down and if you notice in the top left it says company logo. Well, I hope in the future that'll be your company logo. We realize that the closing table is the last touch point most borrowers have with their lenders, so we want to make sure that borrower still feels like you're holding their hand throughout the eClose experience. Beautiful. Just a couple of signatures remaining. I love it. Now after the borrower captures all of their e-signatures, the process is turned over to the e notary. So similar to the borrower's experience, the notary is going to click to sign. However, when the notary is click to clicking to sign, it's also going to populate the notary's digital seal, so there's no getting these closing packages back with undersigning or overs signing errors or maybe a notary seal that's smudged and not completely legible.
(00:07:31):
Now post-closing, Ron, let's go to the E vault Post-closing. All stakeholders receive notification and access to those documents, but I told you about ROI as the lender, right? So one other thing I want to show you is that DocMagic also provides a proprietary e vault. So as soon as those eNotes are signed, they're deposited into your e vault, they're registered with mers automatically, and then you can log in even before the rest of that closing package is signed and you have the opportunity to transfer or eDeliver these eNotes to your investors. We found that this reduces time to funding by about 40%. Imagine logging in same day, seeing that e-note being registered and then transferring it off your books. Guys, we only had about eight minutes today. I showed you an entire closing process and the eDelivery workflow. I mean we have one second left. I don't have time to go through it again, but if you'd like to see it again, come see us at booth number three. Thank you so much.
Robin Clayton (00:08:36):
Well done. The ability to enable any document really quickly, so important. Sometimes we get very strange documents where the signature spot is in the weird spot, the contact, there's so many little details I can tell. When you mentioned the millions and millions of signings you've been learning, you've been innovating from things, the auto scroll, the contact information at the top would be curious to see if the loan officer could also join in during the camera with the notary. That would be cool. A lot of 'em like to be present during the signing. First person I've seen using a mobile device during the demo, so well done on that. And also be curious to see what kind of LOS and POS integrations you have.
Leah Sommerville (00:09:13):
Fair, thank you.
Christina Randolph (00:09:16):
I would reiterate that ease of use, I think it was very clear. I love the use of the video, like how you demonstrated that with both sides. I wouldn't love also to have seen the loan officer interaction if that was possible. One thing that I think is always concerning with any kind of digital solution adoption is obviously the consumer's apprehension and doing something digital that this is relatively newer in our industry, not a lot of, I think consumers desire it and want it or ask for it, but when it actually comes, they're apprehensive to do anything over the interwebs, especially with all of that personal information out there. So I would've loved to see, and maybe you do have all of this in your arsenal, you mentioned kvass, but how do you get lenders comfortable enough to coach the consumers through a process like that because there's the limit for something like this. I think you just have to make sure that you bring the consumer along in that process and you can gain the adoption that I think this is truly worthy of.
Leah Sommerville (00:10:19):
That makes sense. Thank you.
Panel Member 4 (00:10:21):
I think unless I misinterpreted, I did think that the bars last for their social was a streamlined version of that and if that is the case, I thought that was notable. I also just kind of wrote down moving towards e-closing perfection through battle testing. I mean this thing is battle tested, it shows and just big points for salesmanship. Salesmanship was solid throughout, including managing two different logins in real time. That stuff's hard to do and it came off well. Good job. Thank you.
Panel Member 1 (00:10:52):
Yeah, great job Leah and Ron at Doc Match.
Leah Sommerville (00:10:55):
Appreciate it. Thank you guys.
Panel Member 1 (00:11:02):
I went over a little bit. We have Sri Gajjala and Jason Hale at CoreLogic.
Sri Gajjala (00:11:10):
Good afternoon everyone. I'm Sri Gajjala and this is Jason Hale. We're from CoreLogic and super excited to present our flagship product, automatic Borrower. But before we dive into the demo, allow me to set the stage for what we are about to present shifts in changing borrower profiles like the expansion of gig economy and trends in Gen Z, home buying or adding complexity to the lending landscape. This is leading to an explosion of a multi borrower, multi income scenarios that are leaving lenders scrambling to cut the cost down in this highly competitive market. At CoreLogic, we're committed to providing a singular solution that can source any document and analyze every borrower regardless of the complexity. So what is automatic borrower? Automatic borrower is built by the underwriters and it's for the underwriters that combines verifications and analysis into one integrated workflow with us. What makes us unique is we are one-stop shop where you can source all of this GSC certified verification products and the data is automatically orchestrated into the analysis tools to evaluate income assets and liabilities of borrowers. The result is a streamlined workflow that automates all of your no-touch decisions. And for those one and done reviews, we simplify the complex scenarios with automatic borrower. Lenders who are experiencing productivity gains anywhere from 25 to 75% and if you are integrated with LOS systems that we do such as encompass empower mortgage cadence, or if you have three weeks under your bell, we'll get you up and running and save you six to eight days in cycle time. So without further ado, I'm going to turn it over to Jason for the demo.
Jason Hale (00:13:09):
Thanks Ray. Good afternoon everybody. So today we're going to work through an underwriter's workflow on the automatic borrower suite looking at the analysis products focusing on a file for Andy America. So Andy's a conventional home buyer who's got a complex profile similar to what you mentioned earlier. He's got some base salary income but some variable bonus additions. He's got a second job where he's got a partnership we're going to work through and when he pulls up his assets, he's got different sources across the board. So we're going to show you the centralized solution once you get into the underwriting stage. So in this current scenario, we've already gone through the upfront data collection space, so between the processor and the borrower we've gone through pulled in his personal and business tax returns. We've completed that CoreLogic, VOIE Waterfall to get that digital verification for his primary job.
(00:13:53):
And then we've gone through the verification of assets process. He's digital linked some of his accounts and he's also provided physical statements for others. We pulled in that credit report data. You got all these different sources in one spot here. And so now that we're the underwriter, we're going to walk through this process and look through the analysis pieces. You'll note here we've started out our investor guideline. We're working on a Fannie Mae loan here starting out. So as we pull up our income analysis, you'll be pulled into the income calculator and it'll give you a centralized view of all those different sources regardless of where it came from or the complexity of the files. So when you start out here, you see at the top these wages we've already pulled in and orchestrated that VOIE data right into the file and based on that guideline selection, we've auto calculated that upfront piece, both your base and your bonus.
(00:14:33):
You can go in here and see a transparent accounting of how we got those numbers and if you need to you can override. But this is one of those spots where if you've got a really simple file, we can automate this process upfront, save yourself some time and money just doing this part upfront with an automated piece, but the real savings can be on that difficult cashflow side for your self-employed piece. So we can pull in this part here. When you pull in your 10 60 fives, you've already got two years of data already fully pulled into the calculator and we've got a full integration across the board. So in this case for a Fannie Mae, we've done this calculation upfront. We've also already reached out to the Fannie Mae income calculator and got you have verified accepted income set up front. This is fully integrated across the board, so you can go through here if you need additional income, you can look through your spots and right here on the same screen you can go in, edit that data set.
(00:15:17):
Let's say in this case I want to go through, I want to see if I can offset those mortgage notes due in payable in the last year. I can say, oh, I think I've got the verification. These guys are a line of credit, right? I can in the same interface resend this back to Fannie Mae and we'll in real time pull back to see if we can get that updated verified income note in this spot. We've already got the DU case file lined up to your file and before I finish talking, we've got the income back with the updated calculation verified, but with that DU response, it's ready to go already aligned to your a US. So things that would've taken two hours before in here, now a couple of minutes, you're already good to go. This one's a Fannie Mail loan. If you were to swap over to a Freddie Mac file, we've got a very similar integration where we'll fill this data over to your LPA set and you'll be able to get that same sort of verification of the calculation with the Freddie Mac side.
(00:16:04):
If you also use CoreLogic's tax transcript service, you can get that rep and warrant on the data as well. Once you've finished with this, regardless of your agency type, you can always go through on this side here, generate a final report or if you're, again, like one of our integrated solutions like Encompass, we can push this data back to your application so you're ready to go. We'll briefly touch in on our asset analysis pieces just to highlight the fact that regardless of the source borrowers uploaded some documents linked other accounts. Asset analysis gives you a centralized location to review all this data upfront, follow that guideline selection. We can go through look at things like total cash to close requirements for liquidation, needing terms of withdrawal, all that stuff pulls in on that upfront part. What really saves you that time and money when you've got that full analysis getting you away from 40, 50 pages of individual transactions to go through.
(00:16:51):
Everything's built into our screens here, so we've got a full integration be it if you've got a linked account from your VOA or you've got uploaded documents from your borrower, we'll give you a full integration to where you can go through, take a look at all the data across all those data sets. You can sort and filter through your types, look through your large deposits or clearing earnest money. Everything's built into this one location so you can clear away from that more manual process and get a centralized location for all your reviews. Just like with the income, you can generate a report to finalize the calc and we'll briefly touch on our last piece here for liabilities analysis where we pull in everything from the other two products as well for a full analysis across the board. So liabilities analysis starts with your credit report.
(00:17:30):
We'll do a deep dive into your trade lines to go through and again, use your guideline selection to confirm deferred student loan payments. We have those accurately calculated to we include the appropriate things for a lease versus installment, get you an automatic calculation upfront that you can trust with overall calculations. But then we go to the next step beyond and look for what we call discovered liabilities. This takes that data set from your income and your assets to look for spots that a manual underwriter would have to go through by hand comparing docs across the board, so things like garnishments from a pay stub or in this case here, when I go down to my discovered liabilities, I have items from my asset statements where it looks like I've got repeated payments to a creditor that aren't aligning to my actual credit report data. So we show you the source of these guys a calculation for the monthly total and a way to go through and easily accept or reject these guys into your total profile. Again, saving you some time and effort, you're not going through that manual back and forth process and you're able to with that integration, push this right back into your LOS and you can run your a US findings. So you've got your income, your assets, and your liabilities viewed all in one spot here. So regardless of the document source or your data complexity, you've got a single solution that solves for all those pieces.
Sri Gajjala (00:18:39):
Thank you, Jason. So if these market problems resonate well with you, we are your solution. We are CoreLogic strong and we have got significant amount of backing with our lending community and underwriters and advisory council. Again, if this is what you want, your show is not complete until you see Jason and I at boot number 13. Thank you.
Robin Clayton (00:19:09):
The guideline swapping, very cool. A lot of times you see having to get in and out of different systems that they could see that with the potential income. Very interesting. I like that you showed all the documents that were linked as well as uploaded because they can come from a variety of sources. At first when I saw the visualization, I was like, this is looking at the Mona Lisa, it was so beautiful, but I am curious to see someone actually using it. It does take up a lot of space on the screen and watching an underwriter, would they just be like, oh, now I got to scroll past all these charts, or is it really helping them make decisions faster? So I think that would benefit from some testing out in the field and the mathematical calculations. I don't think I've ever seen anything like that. That was definitely a throwback to our old days, but very cool, truly showing math. Thank
Christina Randolph (00:19:55):
You. Well, you used a Fannie Mae scenario, so for that reason, I know, I'm kidding. I'm kidding. That has no bearing on my judging whatsoever. I'll always be impartial. So I love anything that helps an underwriter. I think everybody can agree that that is arguably the most laborious part of the process where a lot of time is spent, a lot more cost is spent, a lot of more days is spent. So anything that simplifies a somewhat complex loan and allows an operation to bifurcate between the simple and the complex. I am all from a UI perspective. I like the clean look of some of them, but I didn't feel like a lot of cohesion between the tabs. I understand you're trying to synthesize a lot of complicated data so I can understand why some are simple and some are not, but that's just a note from a look and a feel. The only thing I would say is since we've been looking at a lot of live demos, I would've liked to see more interaction with the demo. I know that that can be difficult, so that just a note there. But overall, I love the concept of again, helping the underwriter having a lot more functionality capabilities all in one place.
Sri Gajjala (00:21:14):
Thank you.
Panel Member 4 (00:21:14):
Core premise of gig rental, self-employed income going into complex borrower scenarios I think is absolutely critical in an affordability market where every basis point on DTI matters. And on that note, I think that that's where this, to me, the takeaway is going into the weeds on this income analysis and perfecting it in that way. I also would've loved to have, here's some extra salesmanship on its integration, like you've got a complete loan if you've got this, you've got DMP in your suite, you've got valuations in your suite. I know that this was one product today, but just for the broader CoreLogic salesmanship, it's just a sales note for you. Good job.
Sri Gajjala (00:21:52):
Thank you.
Panel Member 4 (00:21:53):
Yep,
Panel Member 1 (00:22:00):
Thank you CoreLogic. Okay, next we have Jonathan Chao and Brian Milner with Haven Servicing.
Jonathan Chao (00:22:07):
Hi everyone. Do we have any dog lovers here? Yeah, if I had more time, I would tell you why I think dogs and motorcycle sidecars is the best thing ever. But instead, I'm here to talk to you about how to win more production on your existing borrowers. So if you think about it, especially over the next year as rates begin to drop, the borrowers you're providing loans to today are primed for refinance in the next year. And so we're already seeing signs of this starting. There's nearly 700 billion in loans with rates north of 6.75% and we're starting to see refinance rate tick up again. So this refinance wave is starting and we're here to think about how to help you drive production on this. So I think it starts with the core problem that we'd like to solve, which is when you're out there and you're making loans borrowers, ultimately at the end of the day, many of you have to sell your servicing to a servicer and that changes the relationship you have with your borrower.
(00:23:04):
I know for me, I was very surprised that my mortgage servicing got transferred three times in the first three months and the big servicers who are buying these things are taking note of this since the last refinance wave, they've been gearing up their recapture arms and are looking to be primed for this refinance wave. So it's even worse than that. As many of you're familiar when that servicing transfer happens, many borrowers see this as a betrayal. In fact, only 15% of borrowers after they've been servicing transfers say that they're very likely to go back to that original originator. So we've been thinking about this a lot here at Haven. We've spent the last three years integrating across MSR buyers and mortgage servicers to take this capability and embed it back into your brand, into your login. So the bar never has to leave you, the lender they chose.
(00:23:54):
And so we're really excited to demonstrate with you our product that we announced today. I'm really excited about this. It's an embedded services solutions for lenders and we're calling it Haven Wallet. So Brian's going to help demonstrate what it's going to be like and it really just starts with after you close the mortgage, everyone's happy Champagne very celebrated Tori, and you go into this email where the borrow is going to set up their payments with your brand, let's say Home Co. As you go in there, we've already loaded in the details. So the bar just needs to confirm their mortgage that this is theirs and all they have to do is set a password to create an account. It's that simple. And as they get in there, they can already start seeing some of the value you're able to provide under your brand. But let's go ahead and show just the nuts and bolts of what it takes to set up the payments. So Brian's going to go ahead and show you how he does it within 30 seconds. Let's see.
Brian Milner (00:24:43):
So let's walk through. This is a very fast and easy setup. So the first thing I want to do as borrowers, I want to decide how I want to link my account. I could do that through plaid or I could do that manually. Let's go and do that manually. Okay, so we're going to run through and it allows us to capture all the relevant data necessary and set account nickname. So we'll say next, this plays back the account we just linked. We can take a look at this and see that we could add another account or just go with what we have. Let's go with what we have. So next we're going to play back the loan details and from here they can assign and link the account that they want to use for the payment, but we also capture ACH authorization at this step.
(00:25:17):
Up next we start walking through all the standard things necessary for the authorization. Would you like to make extra payments towards your principal towards escrow? Let's go ahead and just do an extra payment towards our principal. From there, we can then decide as a user if we want to, when we want to set our frequency and draft date. So we could do it once monthly, twice monthly depending on your process of procedures. We can adapt to that if we want accelerated payments or just biweekly or bimonthly, excuse me. So let's just do once monthly save and continue from here, we allow the user to opt into different forms of notifications and alerts for your payments and we could do that through SMS. So let's say they've set up there and at the end we're done. We just play back their autopay setup and the user's complete.
Jonathan Chao (00:26:00):
So I mean that's pretty standard. And I think what's really exciting though is the magic is really what's going on behind the scenes. While this is happening, we have captured consent, whether it's through a wet nick signature or an e-signature, an authorization to set up the incoming servicer with this information and any future servicing transfer beyond that. And so to the borrower, what it looks like is everything's just automatically done. So if you can show what the experience is like for the borrower, you can see how the loan servicer has been assigned. Normally what you'd have to do is you have to go get an email, you have to go to a different website, do all this again. And if you've been servicing transfer three times like me, you have to do it three times. But what's great about this though is now it all happens within this one experience for your brand.
(00:26:43):
And when you continue you can see what we're able to do with that. And so you can see you have the standard loan payment here and we've designed it so that the servicer operates the servicing within your brand versus the other way around. And you also have the standard stuff like you can look at monitoring your equity. We do this on behalf of the lender and you can explore your mortgage, get your documents, manage your payments, manage your autopay. We monitor escrow once a very confusing aspect of the whole mortgage servicing initiative. It allows you the lender to kind of position yourself as someone who can help with home insurance, saving money on that or property taxes. And this all comes together into our partners affiliate marketplace that we've embedded right in here where we can provide a slew of solutions for all of home ownership's needs.
(00:27:30):
And so this position is your brand as a true financial partner to your homeowner throughout the life of the loan. So let's fast forward, let's say a year from now when your bar is starting to consider refinance. Well actually what's happening is we are positioning you to be the one to tell the borrower that it's time to refinance through our rate monitoring experience. And so as you kind of go through it, you'll note that we're tracking the borrower's current rate, we're tracking a market rate and also integrating with the pricing engines so that we can show a pre-qualified rate and allow the bar to explore that, understand it play with, but really positioning the loan officer and the lender brand as someone they can reach out and talk to and schedule a call with if it's something that they're interested in.
(00:28:12):
Cool. So that's what we're really excited about. We've integrated across multiple servicers and MSR buyers to provide this and we built it mobile first, but it also works on desktop, which is, I dunno why that's pretty exciting for me. And so it's fully responsive and if you go back to the slides now, you'll start seeing that we've been building this engagement technology for a number of years for servicers and with some great results and now we want to offer that to you, the lenders, so the borrower never has to feel like they're being traded off to another company. So if you go back to the slides, yeah, you'll see that. And then we'll end on the next slide, which is come talk to us. We have our booth out there. We have a wait list for folks who are interested if you're interested in early access or a demo. My favorite part about this is that as bars get servicing transferred, it's going to start being and feeling behind the scenes rather than something that they have to deal with. So we would love for your brand to to have customers for life and be the financial partner for all borrowers. Thank you.
Robin Clayton (00:29:21):
Well done showing the data transfer in the backend, I love that we often don't see that, but it's really important when we're trying to think, is this going to connect with MyTech to understand the API? That was really cool to see that. Always appreciate a mobile first experience controlling the brand is really important, particularly for the IMB and the banks and credit unions. And how are we going to make sure that the loan officers face, they can schedule, they can talk to them. That's amazing. I'm wondering if they can also, in addition to monitoring their property value, if they can monitor their credit score.
Jonathan Chao (00:29:52):
Oh,
Robin Clayton (00:29:53):
Absolutely. That would be really cool. Love that. And the explaining how escrow payments work. Very clever visualization. I know that's a pain to explain.
Christina Randolph (00:30:04):
Having took all my ideas here. So I like that you quantified somewhat the problem in the beginning. That's always for someone that maybe is not always in servicing on a daily basis, that's always good to understand stand. I would say a lot of positives with this. I see the value of the use case. What I probably would say is as a consumer myself and having been transferred just like yourself is I would've loved to hear how this is somewhat unique amongst others solutions in the market that I know kind of do similar functionality. I'll echo Robin's statements. I love the escrow visualization explanation. I personally have had issues with escrows in the past and I can't find it anywhere in the apps that my current servicer is using. So maybe there's an opportunity for you there, but I think that's one thing I would've liked to see more of is understanding the competitive landscape a little bit more.
Jonathan Chao (00:31:00):
Absolutely.
Panel Member 4 (00:31:01):
I like the fact that you can go that it seamlessly goes from servicing, transfer to servicing, transfer in this new realm. I've seen it before when it was just through the servicer lens, but this is through the originator lens and it makes a lot of sense to me. It's valuable. I like that you can see offers as well, just nod if this is correct or incorrect, but L-O-S-P-O-S integrations so that they can actually take actions on those offers. Yeah,
Jonathan Chao (00:31:30):
That's a nod
Panel Member 4 (00:31:31):
And turn 'em into loans because that's really what this is all about. That's
Jonathan Chao (00:31:34):
Right, absolutely.
Panel Member 4 (00:31:35):
Great,
Jonathan Chao (00:31:35):
Thank you.
Panel Member 4 (00:31:36):
Thanks Haven.
Jonathan Chao (00:31:36):
Thanks everyone. Appreciate it.
Panel Member 1 (00:31:43):
Great job Jonathan and Brian with Haven Servicing. Next we have Haley Rader and Nate Den Herder with Ardley.
Nate Den Herder (00:31:53):
Hey everybody, I'm Nate and this is Haley and we're here to tell you a little bit about our platform at Ardley that can help automate and supercharge your servicing portfolio recapture process. This platform works great on servicing data but also other types of data like credit card data or data about loans that you've closed in the last 24 months. Say the platform has a few main parts. We start with our advanced analytics engine that can combine your portfolio data with your product pricing, your eligibility rules and fees, and also then combine that with the servicing data that includes taxes and insurance and come up with many different loan scenarios that your borrowers can really qualify for and calculate down to a very high degree of accuracy payments that they would make if they got those loans. Then we combine that with private labeled outbound marketing engine that can present these hyper-personalized offers to borrowers and then finally get them to click on the call to action that brings them to same thing, a private labeled customer experience with all the forms that they need for the loan filled in with data about the deal and the data from the servicing portfolio as they walk through that process.
(00:33:22):
Then at the end we take the data and put it back into the LOS or CRM for your loan officers to pick up and close. So we've built, especially at this time as refinance is becoming more a part of our industry, a recapture solution where you can originate loans without having your loan officers be involved. Haley's going to walk you through how all that works.
Haley Rader (00:33:46):
Awesome, thank you. Because we have a short time together, I'm going to walk you through key features of our platform to showcase the value that Nate just talked about. On the screen you see an example of the portfolio analytics tool, which is the first feature that we're going to talk about. This provides an overview of the opportunities in your portfolio. Now we are evaluating these portfolios using your fees, your pricing and eligibility rules, and we're looking at more than just interest rates, we're looking at net tangible benefits, we're looking at escrows, loan level pricing adjustments, all of those little nuances that go into pricing and determining eligibility for a loan. And that gives you these summary statistics here. So a lender or a servicer really understands the value inside of their portfolio and we are constantly doing this. Analytics don't sleep. So when the market changes, we understand when the portfolio opportunity changes and we're able to communicate that to you.
(00:34:46):
In August, we saw that our customers had a 40% increase in rate and term eligibility, which is pretty exciting, especially considering what we hope happens next week. And so we've talked a little bit about the insights. So the next piece is how we communicate these opportunities to borrowers. Alright, so what we're going to look at is our loan navigator. This is the second feature, how we communicate these opportunities to borrowers. So you're seeing two views of the same screen. We have our mobile view here and then of course a desktop view probably doesn't surprise you. 75 to 80% of borrowers come to us on a mobile device. So we wanted to make sure we had a really beautiful and intelligent mobile platform for them to go in and experience, but it's a lot easier to demo on a desktop, so we'll focus on that. So what you're seeing here is our demo environment.
(00:35:43):
Woodley Bank is a fake bank. I want you to imagine your branding, your colors, your marketing compliance language. We've built this to be a hundred percent configurable so it can be updated to match your brand voice, your compliance concerns, and we can do it very quickly. Again, because this is a demo environment, you're seeing a lot of different offers that a borrower would be able to go in and peruse. Typically we see borrowers qualify for about two to three offers. When they click into it, a borrower is able to quickly see the information that they typically have to go look for or wait for a loan officer to call them to discuss. We give them all of that information at their fingertips so that you're building trust with your borrowers while also empowering them to make financial decisions once they've selected a loan that is interesting to them.
(00:36:32):
We're going to start with the application. So I wanted to show you the first page of our application flow because we pre-fill it with servicing or origination data. Part of the Ardley platform is that you're building a relationship with your customers and you don't really do that if the first question is, Hey, what's your name? So we want to pre-fill that, ask them to confirm some information. We're showing the details of the offer throughout the application so that they understand what they're applying for and we also have help tips embedded throughout the application. Also completely configurable that help the borrower when they get stuck or if they have any questions. Now I'm sure you all are painfully familiar with the 10 0 3, so I'm going to jump forward just a little bit so I can talk about our third feature, which is autopilot. So we're going to get to this property details.
(00:37:20):
So the really cool thing about autopilot, it's our real time decision engine. It runs at scale in the background of our portfolio analytics and it runs on demand in real time as the borrower is applying. This ensures we're delivering accurate offers to the borrowers as well as our customers. And so for our fake Woodley bank, we have an eligibility rule that says home equity loans can only be done if it is their primary residence. So I'm going to go ahead and say no, and it's going to go and ask autopilot, does this borrower still qualify? Autopilot's going to say, Hey, wait a minute, I don't think so. And instead of stopping the borrower in their tracks or allowing them to apply for a loan that they don't qualify for, it's going to give them options based on their information. So I see that I still qualify for cashout refinance and I still want to get out my equity, so I'm going to go ahead and click into that, read more about the information.
(00:38:15):
Hey, that looks good, and I'm going to go ahead and start the cashout refinance. You can see that my loan details changed as well as the application path. One thing I want to point out is with Woodley, all of these offers can have a different application flow, whether you want to do a full 10 0 3 or a truncated version, we're able to offer that for all of the different loan types. Again, I'm going to skip forward because we have only a few minutes left and we're going to look at what happens after a borrower submits this application. They're going to see a summary of the loan. This includes any loan level pricing adjustments that happened as they applied or any eligibility changes at this time. We are also sending this loan and all of the application information into our customer's LOS or CRM, sometimes both in real time so that this can be picked up and processed as usual with some of our customers. This means that a loan officer is not having to touch this offer at all if the borrower is conditionally approved using autopilot, which I think is pretty cool and that really is what I wanted to showcase with you all today. I'm biased and of course think that this is a really exciting technology and I hope that you're able to see the value that we can bring by automating your retention, by showing you all of the opportunities in your portfolio and streamlining your mortgage origination. Thank you so much.
Robin Clayton (00:39:48):
Interesting. Some of those offers reminded me a little bit of auto financing where they've got that card view. Love that. You could see it on mobile. I could see how that translates really easy. I do like the idea of instead of a big red arrow, no, there's no options that match your criteria. Well, we could try or what about this? And we see a lot of red X's, we see a lot of negative language. So I think that was really, really smart Inside of the POS portion, I would've loved to see LO branding. I don't know if that 800 number was to your company or central.
Haley Rader (00:40:22):
Yeah,
Robin Clayton (00:40:23):
But definitely that LO is going to want that was that first point. Really important. We retain them and then the help tips really cool. I love that you can customize 'em for the organization because there may be different pain points.
Haley Rader (00:40:36):
Thank you.
Christina Randolph (00:40:38):
I really like the portfolio level analytics. I don't think I've seen something quite like that before. And then your tagline of analytics don't sleep. That is so true. I mean everything nowadays is fed and reliant upon data, so that was huge. To hit on that I would've liked to see more about how the system gets pre-filled with the borrower's information, like if you were using a credit report or some other type of information that the borrower consented to. And then I would've loved to hear more about your integration distribution partnerships. Otherwise, I love, like Robin said, the help context. I'm a little geeky when I fill out applications. I'm a consumer myself. I like to read all the fine print. And so having it side by side from a demo perspective, I really like that you had the side-by-side desktop and mobile version, so there was no questions as to whether there is a mobile first option Or not, thank you
Panel Member 4 (00:41:34):
I'm bummed that I didn't qualify for the prime minus one home equity loan, but thank you. So no, I quite like the net tangible benefit, just as one example of nuances for eligibility, that's critical. It's not just about surfacing the opportunities but the opportunities that are actually going to close. That's a nuance that I think is very, very strong. The way I wrote this down, just nod if I got it right, is it is to basically do loans for LOs, which has left me wondering how do I produce and send those offers as an lo or is it just if you just nod it's just the system doing it or can Salesforce actually go in and trick that out or tinker with it and limit the offers if they want to?
Haley Rader (00:42:16):
It's a mix. We see both models.
Panel Member 4 (00:42:18):
Got it. And then you did say, just so I can clarify that this does then go back into L-O-S-C-R-M so that the L lo again doesn't have to touch it, right?
Haley Rader (00:42:26):
Yes.
Panel Member 4 (00:42:26):
Okay, great. Thank you. Great stuff.
Haley Rader (00:42:28):
Thank you.
Panel Member 4 (00:42:28):
Thanks Ardley.
Panel Member 1 (00:42:34):
Great job, Haley and Nate at Ardley. And next we have Varant Herculian with InGenius.
Varant Herculian (00:42:43):
Hi, I'm Varant Head of Customer Success here at InGenius, and I'm not going to use our precious time here today to tell you our company history and whatnot, but it is worth noting that all of our co-founders have deep mortgage DNA and have been loan originators at one point in time in their careers, including myself. But I am here to tell you there's three ways that you can use Loan View Connect in order to meaningfully grow your business. And that's three out of 217 powerful use cases. But this is the three really hot things that our customers are using today. First I'm going to show you how to rebuild the loan officer's database for onboarding and recruiting purposes. Then I'm going to show you how to rehydrate the database for those existing loan officers for customer monitoring and marketing. And last I'm going to show you consumer insights and data that is extremely granular and will allow you to get ahead of your competition in a declining interest rate market.
(00:43:39):
But one thing I'm not going to show you here today is a bunch of sexy visuals because our data is sexy just the way it is, damnit. It's not like those online dating apps where you get a headshot and it looks good, but you show up for the first date and you're like, Ooh, that's not what I signed up for, right? No, we're not going to do that to you. We are bringing sexy back and we're doing it by showing you how to onboard, recruit and drive real ROI. So let's dig into it. This is a tech demo after. All right? So I have to come in here and write loan officer's name or NMLS number.
(00:44:12):
I'm too lazy to go to consumer access, but you do have to spell it correctly, so forgive me for that. Too lazy to go to Consumer Access. It gives NMLS number. So I just typed in Jordan Reland. In fact, I didn't even spell the full last name and let's see what I got here. Boom. Completely rebuilt his database going back to January of 2019 with every transaction he has. Let's zoom in and see, sorry, first off judges, how is that for an easy and simple intuitive user experience, right? That's literally all I had to do. But let's go ahead and zoom in and see what kind of information we have here on Jordan. I see every funded date. I see there's PRMG. You know that guy Robin? All right? He's pretty good apparently, right? I can see what kind of transactions he has, whether it's a purchase or refinance.
(00:45:00):
Was it a brokered loan, right? The loan type conventional, FHA VA, the loan amount, the sales price, the buyer or borrower one and two on the transaction, the sellers on the transaction, the property type. I'm taking this all the way down to the census track data and telling you if it's an LMI or MMCT census track. So how can you use this data? What can you do with this? Well, first off, when I'm on a recruiting call with Jordan, I'm going to send this to him and tell him to check his emails. Then I'm also going to send it to you, Robin, so you can validate it against your LOS and tell everyone here how awesome and accurate our data is. Okay? But next I'm going to tell Jordan, I do not want him to try to take his database from his current employer because that will stop him and I from getting sued, right? We're seeing a lot of that these days.
(00:45:46):
And more importantly, this is probably way more accurate than anything he's been stringing together for the past five and a half years anyhow. But finally, when Jordan walks in on day one to start, I'm going to have this information already loaded into my CRM ready to announce that he's arrived at my company and immediately start to market for purchase and refinance opportunities. That's 0.1. Here's point number two. You saw what we just did for Jordan right? Now, why wouldn't you do that for every loan officer in your organization? They haven't all been there for five and a half years, have they? Even if they have, we know they don't practice good CRM hygiene, right? And especially if you're paying for monitoring services such as total experts, customer intelligence or trust engine's, borrower intelligence platform, they're only getting about a 50% hit rate on that monitoring that you're paying for. Because of the accuracy of our data, we are able to match and append accurate contact information that's going to push that hit rate from 50 to 85% for phone numbers and 91% for email. Make sure you caught that right? We're pushing the hit rate from 50 to 91%. That's real ROI, and that's point number two.
(00:46:58):
Let's move on to our third point. So some of you are starting to pick up what I'm putting down here, and you can see how powerful this data is. You're starting to realize that we can uncover opportunities irrespective of the loan officer at hand, right? So let's say that I'm seeking out new opportunities within, let's call it Los Angeles, California, probably should have picked San Diego. I like it better here, less traffic. But besides Los Angeles, let's get a little bit more specific. What are we looking for? Where's there opportunities? Well, in this scenario, I'm going to paint a story of FHA transactions is what I'm looking for. So I'm going to go down here to my loan type. I'm going to select only FHA transactions.
(00:47:37):
I mentioned some CRA fair lending kind of stuff, which might not resonate with some IMBs, but you banks know what I'm talking about. You got a maniacal focus there. So let's go serve the underserved communities and focus on those that are in low to moderate census tracks or in MMCT census tracks specifically. In this case, I'm just going to do LMI and I heard we finally started to turn to profit. We want to keep that trend. So let me go ahead and search for a minimum $550,000 loan amount. It's la, right? That's easy. It's like a one bedroom shack, and we got to make this juicy for our loan officers as well, right? This isn't enough for them. So I'm just going to focus on those opportunities that are over, let's say 7% interest rate.
(00:48:28):
You think you could do some damage with this information? Is that valuable to you? So we've showed you how to recruit Jordan, right? Onboard him, rebuild his database so that he can keep in touch with his existing customers, grow those relationships. We showed you how he can develop new opportunities and drive additional revenue for Jordan, which by the way, is one of the reasons and benefits of how we recruited him to begin with. Now, I'm just kidding. We didn't recruit Jordan. I don't work for a mortgage company and don't even try. Robin will smack you upside the head. So he's safe. But this is just three out of 217 use cases that our customers are using to drive real ROI within our platform. And while I know that our data is not going to win a beauty contest up here on this stage, trust me when I tell you this is the kind of data you want to bring home to meet your mom. It's trustworthy, reliable, and just like everyone ingenious has a great personality. So with that, I turn you over to our esteemed judges. Thank you for your time.
Robin Clayton (00:49:35):
That felt very specific. Please don't recruit Jordan. No, that was really interesting. And that is something that is an actual use case. We hear from a lot of loan officers, whereas my data, it was on a USB driver hard drive that I threw into a bathtub and then threw my toaster in after it. So that's really cool, very intriguing, that sort of thesis that if the data quality is super high, you're more likely to have a match with phone number and email. That is something that's very elusive. Would also be interested in seeing maybe social media networks infused. So maybe we could get some more social or contextual data. Love that you can infuse it into a CRM because that's the real superpower when you do marketing automation in it. Really curious about how you're able to get more of that data. And I also like the word rehydrate data. I think I'm going to use that from now on. Great job. Sure.
Christina Randolph (00:50:27):
I would agree. Again, I would've liked to hear more about your data sourcing strategy. I think that was really interesting. I'm a huge fan of pipeline portfolio views, so I liked to see all the different data elements. I don't think you touched on whether that was customizable per lender or not, but you can nod or not. Okay. And that's okay. I like that. Again, the high hit rates I had that written down. I would've liked to hear too. It sounds like you referenced a lot of different use cases. I guess selfishly, I wonder if a lender can use it for investor outgoing loan pipeline management as well. So I know this is probably focused on more top of the funnel, but I feel like that can definitely pull downstream more as well. So really interesting stuff.
Panel Member 4 (00:51:18):
Yeah, the comprehensive data set going back to 2019 is really interesting. So if you would just nod, it's not just all the data per lo, but it's like you have the buyer on every deal. You have the seller on every deal. I think you have the realtor on every deal, and obviously you have a loan officer on every deal and you show the use case of then, okay, here's everything that a loan officer's doing. But I think you can pair it to a realtor as well too if you wanted to and say, Hey, this loan officer is doing this many deals with these realtors. Correct.
Varant Herculian (00:51:47):
Exactly.
Panel Member 4 (00:51:49):
And then from a use case standpoint, then if you're trying to recruit, say if you are a, trying to address CRA requirements, you can recruit in this specific manner as well, right? So like Christina, I get that there's so many use cases with the data, but then just that very, very granular and very, very fast targeting of loans. Just say for this refi market, I've been talking about this a lot today. I love the fact that you can just totally, not just cherry pick, but also very forensically cherry pick, which I think is very, very cool. So good job. Thanks InGenius.
Panel Member 1 (00:52:35):
Great job T that was InGenius. Alright, next we have AJ Pratt with LemonadeLXP.
AJ Pratt (00:52:45):
Whoa, thank you very much. Good afternoon everybody. I'm AJ with Lemonade. Lemonade is a digital growth platform for financial service companies. So the data shows that financial service and mortgage companies are continuing to invest in tech. And just from sitting here today, there is a lot of cool tech out here. The fail point for this, of course, is if people don't start using the tech, it's useless. The tech may be convenient, but change isn't. And then what happens is you're not getting the ROI on those tech investment and you're losing those market opportunities. Now, as I said, we're a digital growth platform, but we've since evolved into a 360 degree knowledge platform with three essential components component. One, a learning experience platform to train your staff and your partners. Number two, a digital adoption platform to support your staff and your customers and your digital channels.
(00:53:42):
And number three, an AI powered knowledge base to give your customers and you access to any information as soon as they need it. Essentially, look at us as the connective tissue between your tech and the people who are meant to use it. So what we're going to start with first is we're going to go look at the learning experience platform to train your staff and your partners. So what you're looking at here is the main screen of the booster game, and it was built in the image of today's most addictive mobile and social games. And we did that because of your staff's aversion to training. I'm sure it's years of dreadful compliance training they've had to endure and therefore they probably don't like it much. Now I'm going to go into a ton of detail about this stuff. Essentially it's to drive initial participation and continued engagement, and it does a lovely job with that, about an 86% voluntary participation.
(00:54:35):
Once I go into the learning, I'm greeted with an array of potent learning strategies. Micro, micro-learning game-based learning tech, walkthroughs, videos, role plays, all things designed. Whoops, I hit the wrong button. I knew that would happen. All things designed to get better learning outcomes faster. So as I go into a course here, what I'm going to do is I'm going to take a standard way that we all get stuck sort of dealing with training. We have to read something. So the problem with that is as you go through reading, usually by paragraph two, your brain starts to fizzle out and you don't remember everything. What lemonade does is it transforms that into a game. So what I've done is I've hidden two mistakes in this text that I've got to find before I lose my five hearts in the top of the screen. So I start reading, I find a mistake, I click on it, and sure enough, I got to go in and put in the right answer.
(00:55:27):
So that's an example of foundational learning. The next thing I wanted to do is focus on why we were here, which is technology and tech walkthrough. So whether it's an L-O-S-A-C-R-M, whatever it happens to be, I want to get people using this the right way from the get go. So in this example, let's imagine that this is new tech that nobody's ever seen. So I'm going to be nice to them. I'm going to go with guided practice. In guided practice, it walks me through explaining everything, the who, where, what and why of how the tech works, showing me each and every step that I need to do in order to complete it. So that's lovely and good to introduce tech to me. But now what I want to do is I want to get my people to be really, really fluent in using it. So I'm going to change from guided practice over to play for real.
(00:56:09):
Two big changes, the hearts came back in the top right corner, and number two, the instructions disappeared. I now need to remember the actual steps of doing this, and if for example, I blow it, you're going to see that I just lost a heart and I'm going to have to climb back on my horse and go again. So that's an example of training on your digital and this can be done for anything. The next one I really wanted to bring together was handling why we did all this training in the first place. It's usually to drive growth, to have a conversation, to drive the business goals. So in this case, I just picked an easy one of helping a customer find a mortgage, and here I'm going to go in and the customer's going to say a bunch of things and I'm going to go try to navigate this conversation.
(00:56:49):
Now I'm really not going to read an answer. So they might run away from me and hang up or run out the door. Yeah, there it goes. I lost a heart. He got so frustrated, I chose completely the wrong answer. So those are just a couple examples. A couple things I wanted to highlight before I change off this one is certification. As a leader, I love these. I'm in charge of goals. I take the important content, I build a certification. It can be built in under two minutes from right there. I hit go and it handles all the emails, all the reminders, all the tracking, and it's done for me that quickly. The second thing is getting content into the system. So I showed you that tech walkthrough, first of all, that tech walkthrough can be built in 20 minutes. Second piece about that is you're wondering, oh, do they integrate?
(00:57:32):
Do they integrate? Can it build on mine a hundred percent. It works on any tech stack. The other thing is getting content into lemonade. So take a PDF, we have generative ai. You give it to it, you hit go. It can build a multitude of different rounds including role pays. It goes really quick so you get content into the system quickly. So from here, where I'm going to go is I'm going to go over to the digital enablement and digital adoption platform. So this is for our customers, our staff, our partners. So right here, what I'm missing over is that same demo that I built once on the training side. Well, I just picked it up and I put it over into the customer facing side. And what's cool about this is it's now on a searchable WCAG Brandable website, and it also did something cool. It converted it from a walkthrough to a talk through Welcome to News Unified Mortgage. And it's not hooked up and you can't hear it, but trust me, it's doing a lovely job explaining to me what it's doing.
(00:58:30):
Now what we also do with this site is it integrates. So chatbots, IVR, call centers, retail websites, apps, all of these tools integrate. So wherever your customers or who you want to support are, we don't want them to call in. We don't want them to have to come in. We don't want them to go to our competitors and look somewhere else. We want to support them where they're, and this is what this tool will do. We even have one client who stood up nine different platforms all at once, and I have case studies on that. Come by the booth and I can get 'em to you. Now, the last piece I wanted to show you is our AI powered knowledge base. So what I haven't told you, we have 95 customers and they actually vote. It's a software Lemonade. What they want it to do, improve the learning culture, do more with less.
(00:59:16):
Well, the next one we've heard all the time is support our staff in the flow of work. The bottom line, they've realized there's too much for people to know and they want them to have the information immediately. So what we did is we created a tool where I can take any document, compliance, procedure, sales, you name it, and I drag it in over here and you can see the multitude of files types over on the right hand side. From then I hit synchronize. Now as an employee, I can go over to here and I can go down here and hit Ask ai. Now I preset a question. I figured typing would be a challenge in front of all you people. So what are the guidelines for lenders? So what it will do is it's completely secure and it will only look at the information that I've given to the system.
(00:59:57):
It doesn't go out onto the internet and it will find that information. And if there's two documents, let's say compliance documents in the sales document, it will synthesize that information and give it back to me. When it gives it back to me. It will also give me the footnotes of the source documentation by the end of the month. It will also give me the ability to have the training right there in front of the user. So there's no excuse anymore for our staff not to have the information. Now I've realized I probably should move on to why we were here in the first place. And that is results. So first of all, we had a case where we drove, it's one of our largest clients. We're talking about getting people to move from the old way to the new way. We had a 91% increase in adoption. We had a 56% reduction in attrition because training was done properly. We had a 71% reduction in cost. And lastly, we had a 51% increase in speed to proficiency. So that's moving people from the old system to the new system. And all these are available at my booth with the Giant Lemon in case studies if you want to come by. Thank you all very much
Robin Clayton (01:01:07):
Was really encouraged that you mentioned it's closed loop. A lot of these training materials are proprietary or maybe it's confidential in nature. This is a really strong use case for ai. Well, what questions should I hit? There's PDFs and websites and all this internal stuff that I've got to shove in. And I think what's really interesting about Lemonade is a lot of folks in this room could benefit from this, even if they're not mortgage lenders. I think it could apply to a lot of our technology partners. So very smart sort of niche. I love that you guys are here would be interested to see if it connects with HR, ISS or LMSs or other systems. People spend a lot of money on setting that up. You're nodding says yes, certification really cool if you're trying to run an initiative or get people fired up. Yeah, really strong.
AJ Pratt (01:01:53):
Thank you.
Christina Randolph (01:01:55):
Well, who does not love a spinny, bouncy, cute lemonade or lemon? So that caught my attention. I would say the only negative I was going to say is it looked like it's a lot of setup, but I think you answered the question of it takes about 20 minutes. I'm sure that varies amongst the different type of modules and training subject matter, but that was going to be my only negative. Otherwise, I think you hit on a lot of metrics and information that I was looking for. I like the fact that you were very original in this category of technology and like Robin said, it's very promising that it's a lot of broad application lender, tech partner, GSC, what you name it. I think you have very broad application.
Panel Member 4 (01:02:38):
I love the Go-to-market positioning of not just about being about compliance. Robin mentioned one use case of using it for certain initiatives just to fire people up. And I would just underline what you already said, which is digital adoption. A lot of tools in this room at this conference in everybody shops, and this is how you get people to use it. And I'm going to echo Robin again. If ever there was an AI use case that's relevant and real today, right now, and not a shiny object, this is one of 'em. I like it. Sorry you had some travel trouble last night, but glad to have you.
AJ Pratt (01:03:09):
We made it. I'll fall asleep. Thank you everybody for having me. Appreciate it.
Demos: DocMagic | CoreLogic | Haven | Ardley | InGenius | LemonadeLXP
September 27, 2024 11:52 AM
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