💡 Monday Morning Focus
Ray Campbell 🔗 (SVP, Bay Capital Mortgage) is 6 weeks into his new role — call him this week, he's still picking tools.
Allied Mortgage (18% penetration, 53 LOs available) and Altitude Financial (23% penetration, 37 LOs available) are both Jeff Slaughter/Christian Alexander expansion targets — low penetration + active hiring = capture window.
Ameritrust hired Shea Pallante as CRO to lead non-QM expansion in January — new revenue leader = tech stack reset. Reach out this week via LinkedIn.
American Financing has
Bree Kruger LO (previous Homebot champion from Nova) in their org — warm door into Mike Zanatta's account (2% penetration, 40 LOs available).
Nations Lending has
Jessica Peña as internal Main POC (31% penetration, 116 LOs available) — use her to drive further adoption with Abby Bogart (CSM).
Account Details32 accounts
Bay Capital is a small IMB (19 LOs, 5% penetration). Ray Campbell's arrival creates a relationship reset opportunity — new leadership = new vendor decisions. If he adopts Homebot, he can advocate for broader rollout.
Ray Campbell·Senior Vice President - Area Market Manager
From: NOVA Home Loans (VP/Strategic Growth Leader), Fairway (Branch Sales Manager)
Your Move
Call Ray Campbell this week. He's 6 weeks into the new role — still in tool-selection mode. Frame Homebot as the engagement layer that keeps him top-of-mind with his database from day one. Start with Starter ($125/mo) or Pro ($225/mo) depending on his current database size.
Homebot Angle
New executives are the highest-value contacts because they haven't locked in their tech stack yet. Ray can become a champion at Bay Capital (currently 5% penetration) and drive broader adoption if he sees value early. His previous role at NOVA (VP/Strategic Growth Leader) suggests he's growth-focused — Homebot's engagement metrics (86% of engaged clients transact) will resonate.
AmeriTrust is a prospect (37 LOs, 0% penetration) undergoing aggressive leadership buildout — CRO, CFO, COO all hired within 12 months. Non-QM focus = sophisticated borrower base that benefits from ongoing home equity intelligence. Active hiring (1 open role, 1% growth) creates natural capture window.
AmeriTrust appointed Shea Pallante as Chief Revenue Officer in January 2026 to lead non-QM expansion, targeting new channels and higher origination volume. Per HousingWire, Pallante's mandate is to scale non-QM nationwide.
Your Move
Reach out to Pallante this week (LinkedIn or company contact). Angle: 'Congrats on the CRO role. As you scale non-QM, Homebot keeps your LOs top-of-mind with borrowers post-close — critical for sophisticated non-QM borrowers who appreciate ongoing home equity intelligence. 37 LOs at AmeriTrust, enterprise seat pricing = $150/mo/seat + $10/agent vs standard $225 + $25 = 33% discount.'
Homebot Angle
Revenue expansion = more LOs = more database engagement needed. Non-QM borrowers especially benefit from ongoing home equity intelligence — these are sophisticated borrowers who appreciate data-driven value. Homebot's unlimited plan lets them load the entire database without per-client limits. New CRO = tech stack reset window.
AmeriTrust hired Ryan Rathert as CFO in May 2025. Financial leadership hire suggests operational scaling and tech stack investment on the horizon.
Your Move
Layer into Pallante outreach: 'I see you brought on Ryan Rathert as CFO last year — as you scale, Homebot's engagement-based pricing means you only pay for what works (86% of engaged clients transact).'
Homebot Angle
CFO hire = financial rigor. Homebot's engagement-based pricing aligns with ROI accountability — you pay per engaged user, not per seat. Makes the business case cleaner.
AmeriTrust hired Jett Farrington as COO in January 2025, per HousingWire. Operational leadership layer reinforces scaling story.
Your Move
Context for broader pitch: AmeriTrust added CRO (Pallante), CFO (Rathert), and COO (Farrington) within 12 months — leadership team is being built for growth. Homebot fits the growth narrative.
Homebot Angle
Three C-suite hires in 12 months = aggressive scaling. Homebot is the engagement infrastructure that scales with them — unlimited plan means no per-client caps as they grow.
Summit is being acquired by CrossCountry Mortgage. Major integration underway with layoffs announced. With 138 LOs and 33% penetration, retention is critical during transition.
CrossCountry Mortgage (CCM), the nation's #1 retail mortgage lender, announced on March 18, 2026 the acquisition of Summit Funding, Inc., a Sacramento-based lender with 168 sponsored loan officers across 45 branches. CEO Todd Scrima stated the deal provides access to more tools and earning potential. A WARN notice filed in California lists 163 layoffs effective May 17, with executives impacted including CIO, COO, and EVPs.
Your Move
URGENT: Contact Connor Parsons (CSM) immediately. Summit is being absorbed by CCM — this is a retention/transition risk. Reach out to remaining Summit LOs to ensure Homebot continuity under new ownership.
Homebot Angle
M&A creates chaos. LOs leaving Summit or transitioning to CCM need stability. Homebot is the one constant borrowers recognize through the transition.
Allied is an existing customer (18% penetration, 65 LOs total, 53 available for capture) flagged as an expansion opportunity. CSM is Jeff Slaughter. New LO captures = net-new revenue and fuel the expansion conversation upstream. Active hiring (2 open roles, 2% anticipated growth) creates natural capture opportunities.
Altitude is an existing customer (23% penetration, 48 LOs total, 37 available for capture) flagged as an expansion opportunity. CSM is Christian Alexander. Same profile as Allied — low penetration + active footprint = room to grow seat count.
Nations Lending is an existing customer (31% penetration, 168 LOs total, 116 available for capture) with CSM Abby Bogart. Flagged as expansion opportunity. Jessica Peña is the internal Main POC — warm relationship to drive further adoption. Active hiring (12 open roles, 4% anticipated growth) creates natural capture window.
Highlands is in expansion mode with new branches in Missouri and Texas. With 157 LOs and 29% penetration, significant upside remains. Strong workplace culture = receptive to retention-focused tech.
Highlands Residential Mortgage announced new branch openings in Springfield (March 30, 2026) and Branson, Missouri (March 18, 2026), with Branch Manager Erich leading Branson expansion. Additionally, David Couch was named Branch Manager of San Antonio location (March 2, 2026).
Your Move
Reach out to Laura Powers (CSM) immediately. Multi-branch expansion signals aggressive growth phase — perfect timing to pitch Homebot enterprise licensing across new branches.
Homebot Angle
New branches need tools to establish borrower relationships fast. Homebot gives new LOs instant credibility and engagement from day one.
Highlands ranked No. 3 in the 2025 Top Workplaces D-FW competition. The company was previously ranked #1 Best Mortgage Company To Work For in America by National Mortgage News in 2019 and continues to receive workplace culture awards.
Your Move
Use culture angle in outreach — Homebot aligns with employee empowerment and borrower-first messaging that drives their awards.
Homebot Angle
Culture-focused lenders invest in tools that make LOs' lives easier. Homebot = happier LOs + more engaged borrowers.
Atlantic Coast just completed a strategic acquisition in late 2025 and is integrating in Q1/Q2 2026. With 114 LOs and 132% penetration (likely including Tidewater LOs in new count), focus on adoption and expansion with acquired team.
Atlantic Coast Mortgage (ACM) announced on November 10, 2025 the acquisition of Tidewater Mortgage Services, Inc., a coastal Virginia lender serving the Mid-Atlantic and Southeast. The deal combines ACM's technology platform with Tidewater's regional presence and adds approximately 45 loan officers to ACM's team. A subsequent December 2025 announcement noted the deal was expected to be immediately accretive in 2026.
Your Move
Post-acquisition integration is happening NOW. Connor Parsons (CSM) should reach out to ensure Homebot is part of the integration plan for incoming Tidewater LOs.
Homebot Angle
ACM is integrating Tidewater LOs. Homebot provides a unified borrower engagement platform that makes the transition seamless for clients of both legacy companies.
American Financing is an existing customer (2% penetration, 41 LOs, CSM Mike Zanatta). Bree Kruger was a champion at a previous Homebot customer (Nova) — warm door into the account. Use her familiarity to expand adoption. Active hiring (3 open roles, 4% anticipated growth) creates natural capture opportunities.
Absolute is a prospect (91 LOs, 5% penetration) that just acquired Fidelity Direct (29 LOs). Combined entity = 120+ LOs under one roof. Integration window = tech stack reset opportunity. Active hiring (2 open roles, 1% anticipated growth) plus acquisition = double capture window.
Absolute acquired Fidelity Direct Mortgage in December 2025, adding assets and team. Maria D'Souza-Datta (founder/president of Fidelity) joined Absolute as Executive Operations Manager and board member. Per National Mortgage Professional, integration is ongoing.
Your Move
Flag to CSM team (this is strategic/enterprise territory). If SMB outreach is appropriate: target Fidelity LOs who migrated to Absolute (29 LOs total at Fidelity pre-acquisition). Frame: 'Transitions are disorienting. Homebot gives you continuity — your clients keep getting value reports from YOU regardless of corporate changes.'
Homebot Angle
M&A = 90-day vendor reset window. Acquiring company standardizes tech. Homebot can roll out across the combined entity as the unifying engagement layer. LO-level pitch: continuity during transition — your clients still get value from YOU, not the parent company brand.
Intercap is an existing customer (115% penetration — they've overprovisioned, 107 LOs total, -16 available). CSM Connor Parsons. Marketing Team and Peter Holley are internal champions — use them to optimize seat allocation and ensure active engagement.
Nova is an existing customer (66% penetration, 125 LOs total, 43 available for capture) with CSM Megan Griesser. Bree Kruger and Tech Marketing (Data POC) are internal champions. Active hiring (14 open roles, 8% anticipated growth) creates natural capture window for the remaining 43 LOs.
Residential Wholesale is an existing customer (82% penetration, 73 LOs total, 13 available for capture) with CSM Laura Powers. RWM Home Loans Marketing (Data POC) is the internal champion. Active hiring (3 open roles, 1% anticipated growth) creates natural capture window for the remaining 13 LOs.
SFMC is an existing customer (6% penetration, 93 LOs total, 87 available for capture) flagged as expansion opportunity. CSM is Bethany Neeley. Active hiring (15 open roles, 15% anticipated growth) creates natural capture window for the remaining 87 LOs.
Canopy is aggressively recruiting high-producing LOs with a tech efficiency story. With 194 LOs and only 19% penetration, strong upsell opportunity exists if positioned as part of their tech stack.
Canopy Mortgage published a detailed announcement about reducing cost-to-produce through their proprietary Nano Loan Origination System, positioning themselves as a tech-forward alternative to legacy platforms like Encompass. The platform automates compliance and reduces operational headcount, enabling 8-12 day closings.
Your Move
Engage Abby Bogart (CSM) to pitch Homebot as complementary tech that enhances the borrower experience Canopy is promoting. Schedule demo focused on retention automation.
Homebot Angle
Canopy is selling efficiency and tech innovation. Homebot fits perfectly into that narrative as a borrower retention engine that requires zero LO effort.
SWBC is a large diversified financial services firm. New CMO signals investment in marketing and borrower engagement. 155 LOs with 71% penetration — focus should shift to adoption/utilization.
SWBC announced Angelica Palm joined as CMO in March 2026, bringing 20+ years of marketing leadership to strengthen brand strategy and support the company's continued growth. This follows the May 2025 hiring of Steve Remington as COO.
Your Move
New CMO = new budget and new priorities. Connor Parsons (CSM) should intro Sam to marketing leadership to position Homebot as a co-branded borrower engagement platform.
Homebot Angle
Marketing leaders love Homebot because it's branded borrower touchpoints at scale. Palm will be looking for tools to amplify SWBC's brand in borrowers' inboxes.
Waterstone is profitable and investing in leadership and recruiting. With 135 LOs and 30% penetration, solid mid-market account with expansion potential.
On February 11, 2026, Waterstone announced four home office promotions: Casey Seefeldt to VP of Capital Markets, Melissa Wagner to VP of Human Resources, Scott Howard to Director of Information Security, and Zach McCarthy to Director of Financial Planning and Analysis. The moves strengthen leadership across core departments.
Your Move
Leadership refresh = renewed focus on strategy and tools. Abby Bogart (CSM) should connect with new VPs to explore how Homebot fits into 2026 strategic priorities.
Homebot Angle
New leaders want wins. Homebot provides measurable borrower engagement metrics that make new VPs look good to C-suite.
Waterstone Mortgage achieved Q4 2025 pretax income of $900K and net income of $656K, marking three consecutive profitable quarters. CEO Jeff McGuiness credited focus on customers, efficiency improvements, and strong recruiting in 2025, expecting new originators to impact 2026 results.
Your Move
Profitable + recruiting = expansion mindset. Good time to pitch Homebot to new hires as onboarding/retention tool.
Homebot Angle
Profitability means budget availability. Waterstone can afford to invest in retention tools that protect their hard-won gains.
Alcova is a prospect (141 LOs, 4% penetration) with Total Expert + BombBomb + Mortgage Coach in their tech stack. Active hiring (5 open roles, 2% growth). Tech-forward shop — Homebot complements their existing tools (Total Expert integration, BombBomb video embeds, Mortgage Coach TCA surfacing).
Alcova partnered with Down Payment Resource in October 2025 to expand access to homeownership, per Send2Press. DPA integration = product enhancement signal.
Your Move
Frame as product momentum: 'I saw you partnered with DPR — as you enhance your product stack, Homebot complements those DPA tools by keeping borrowers engaged post-close. 86% of engaged clients transact with their LO.'
Homebot Angle
Product partnerships = tech-forward culture. Homebot fits the same product-enhancement narrative — we're the engagement layer that makes your existing tools work harder. DPA helps them buy; Homebot keeps them engaged for repeat/referral.
Nest Home Lending (Cornerstone) is a prospect (9 LOs, 22% penetration — 2 LOs on Homebot). Pam Carrington is a previous Decision Maker/Main POC from a Homebot customer — warm door. Use her familiarity to expand adoption across the remaining 7 LOs.
American Portfolio is a prospect (74 LOs, 50% penetration — 37 on Homebot, 37 available). Brooks Kelly was a champion at GO! Coaching (Homebot customer) — warm door. Use his familiarity to expand adoption across the remaining 37 LOs.
Kind Lending is a prospect (41 LOs, 2% penetration) with Sales Boomerang (competitor) in their tech stack. Laura Roedel (TPO Marketing) and Mark Shelton (VP Retail Onboarding) are previous Homebot champions — warm door. Displacement angle: 'Sales Boomerang fires trigger alerts. Homebot delivers ongoing monthly engagement that CREATES the relationship context for those triggers to convert.'
Planet Home Lending is a hunting-license target (145 LOs, 8% penetration) with Total Expert in their tech stack. Candice McNaught and Nickolas Blair are previous Homebot champions — warm door. Use their familiarity to initiate conversation. Active hiring ongoing.
River City Mortgage is a prospect (21 LOs, 0% penetration). Chad Curtin (VP of Strategy & Growth) and Holidae Yauger are previous Homebot champions — warm door. Use their familiarity to initiate conversation. Active hiring (2 open roles, 6% anticipated growth) creates natural capture window.
Select Lending Services is a prospect (15 LOs, 20% penetration) that partnered with Premier Sotheby's in January 2025. Christian Hartung is a previous Decision Maker from Select Lending Services (Homebot customer) — warm door. Use his familiarity to expand adoption.
AnnieMac acquired Home Solution Lenders in August 2025 and continues to expand. With 272 producing LOs and only 28% penetration, there's significant white space.
AnnieMac COO Craig Ungaro was featured in Inside Mortgage Finance discussing how the recent federal government shutdown affected mortgage operations. He noted delays for borrowers needing tax return verifications, flood insurance, or USDA financing, but expects a quick return to normal as government reopens.
Your Move
Check in with CSM Emily Bryan to see if account needs any support messaging around government-related loan delays.
Homebot Angle
Government disruptions create borrower communication gaps. Homebot's automated updates can fill this void and position AnnieMac as proactive during uncertainty.
First Home is a regional powerhouse in Mid-Atlantic with 119 LOs and 49% penetration. Strong first-time buyer focus aligns well with Homebot's affordability and education tools.
First Home Mortgage Corporation earned statewide recognition in March 2026 for its impact on Maryland homeownership, taking home multiple honors at the 2025 annual partner awards hosted by the Maryland Mortgage Program. The company continues its four-decade focus on first-time buyer financing and down payment assistance.
Your Move
Awards = marketing moments. Abby Bogart (CSM) should suggest Homebot co-marketing around the award to extend PR value.
Homebot Angle
Award-winning lenders need award-winning tools. Homebot helps First Home deliver on the customer experience that earned them recognition.
Goodleap is a prospect (101 LOs, 0% penetration). Hayes Bernard (CEO) has Decision Maker flags from a previous Homebot customer — warm door at the top. Use his familiarity to initiate conversation. Goodleap is a fintech sustainable home solutions platform (solar, HVAC) — Homebot's home equity intelligence complements their product.
Point Mortgage is a prospect (50 LOs, 6% penetration) with Total Expert in their tech stack. Lawrence Dewan is a previous champion — warm door. Use his familiarity to expand adoption.
Pfn Lending Group is a prospect (27 LOs, 4% penetration). David Young is a previous champion — warm door. Use his familiarity to expand adoption.
Resource Financial is a prospect (28 LOs, 4% penetration) with Total Expert in their tech stack. Adair Floyd is a previous champion — warm door. Use their familiarity to expand adoption.
Ross Mortgage is a prospect (18 LOs, 11% penetration) with SureFire (competitor) in their tech stack. Jim Gussman is a previous champion from Cherry Creek Mortgage — warm door. Displacement angle: 'SureFire is a CRM with drip campaigns. Homebot generates the personalized content that makes those drips valuable — and, not or.'
Rize Mortgage is a prospect (37 LOs, 3% penetration). Howard Vernick is a previous Decision Maker from Hamilton Home Mortgage (Homebot customer) — warm door. Use his familiarity to expand adoption.