The Spring Ahead
There's a moment every year when the market shifts from waiting to moving. We're in it now.
After 18 months of rate volatility and buyer hesitation, we're seeing something different this spring: intentionality. The families coming to us aren't panic-buying or trying to time the bottom — they're making calculated decisions to stop waiting and start building their futures. That's our kind of client.
For our advisors, this means one thing: preparation wins. The deals closing in April are being set up now. The relationships that will carry you through Q2 are being built this week. The advisors who spent the winter sharpening their skills, deepening their referral partnerships, and mastering our systems are about to see the return on that investment.
At NorthStar, we don't chase markets — we prepare for them. That's why we built ELEVATE. that's why we are investing in Connect. That's why we've spent the last year creating the infrastructure that lets you focus on what matters: serving families and building your practice.
Spring is coming. Let's be ready.
There is a lot of noise in the world about the "AI Revolution" — how fast it's coming and which jobs it might take. But while the people debate the future, the reality is already here. It is now 100% clear that AI can optimize systems and build plans where no plan exists today.
This isn't just about business. It's about your life.
Michael and I aren't just watching this from the sidelines; we are living it. We personally upload our blood work, Enneagram, DISC, and Myers-Briggs profiles to Gemini. We feed it our sleep data, fitness stats, and health and weight goals. I ask it to evaluate supplements, diet, and prescriptions. We've tasked it with a critical mission: Maximize our days. We ask it to help us maximize our day start to finish to reach the highest energy, nutrition, and recovery needed to attack every single morning. I've used it to escape negative thought loops. I use it to take notes in church. I may or may not have used it to help me navigate personal relationships.
I am not asking you to just "use" AI for your job. I am challenging you to become 100% AI-enabled human beings. This is about your performance at work AND at home.
Use Gemini to scan your emails, automate your calendar, and make sure you never miss a kid's baseball game because of administrative clutter.
Use your NorthStar Gemini Pro account to break down complex files. Ask it: "What would an underwriter need to see to approve this relocation?" Use it to explain a GFE to a confused customer or run a line-by-line comparison between our quote and a competitor's.
Your social media feed should include subscriptions to people who specialize in AI content, capabilities, and news. Have this information fed to you — don't wait for you to go find it.
The time is now. This is urgent. We have built NorthStar GPT specifically for you. It is curated with our guidelines and it won't go outside of that. Use it.
We aren't just a mortgage company; we are a high-performance team. And high-performance teams use the best tools available to win.
The NorthStar Builder Division has demonstrated continued development while generating brand awareness throughout the Southeast. Our team remains highly involved in the Greater Atlanta Home Builder Association by attending weekly events, maintaining a continued presence at various charity and philanthropic organizations, and staying active on LinkedIn for B2B engagement.
There are over 200 active builder prospects in the database, all ranked in priority of importance.
Approx. 500 homes in builder loan volume
New active builder partners across the SE
Converting active builders to preferred lender status
Our partnership with Adams Homes isn't transactional — it's strategic. When they're projecting 7,000+ homes this year with major expansion across the Southeast, that's not just their growth story. It's ours. Every lot they acquire is a family we can serve. That's the NorthStar advantage: we don't just do loans for builders. We grow with them.
— Michael Stallings, Managing PartnerKelly was also appointed as a new council member for the Professional Women Building Council for GAHBA.
We're actively developing relationships with the following builders:
Adams Homes — Approx. 7,000+ homes this year across GA, FL, NC, SC, and TX. We've established a recurring Monday Backlog Meeting at 12:30 PM with Greg Wiggins, Matthew Abraham, Maddie Eifert, and Kayla. Growth includes 700 lots in Brunswick/Savannah, 1,200 lots in Charleston, 500 lots in Greenville, 4,000 homes in Florida, 500 lots in Texas, and land takes in Chattanooga. Home buyer seminars, CE classes, and sponsorship events are being conducted.
Davidson Homes — Greg Wiggins is leading the Monday Backlog Meeting at 12:00 PM. David and Kelly met with Sarah Banks to review the backup partner agreement. We're focused on remaining visible in their communities — digitally, in person, and through virtual home buyer seminars.
Paran Homes — Rachel is actively promoting an Open House with 2.99% financing to move final inventory.
GROWTH Homes — Bo and Kelly conducted a dinner with senior leadership and key management for GA and AL. Expansion into TX and SC is underway, and we continue to utilize Forward Commitment.
Americas Home Place — Final C2P Training completed February 5, 2026. Launch details include website updates, flyers, overview/plan, and introducing LOs via call and site visits.
The Builder Division is positioned for continued expansion with a focus on geographic expansion into the Southeast and embracing the CRM platform to optimize increased awareness. We are confident that the Builder Division will continue to be a primary driver of NorthStar Mortgage Advisors' overall growth toward our $1B growth goal.
First, I want to say how proud I am of our Loan Partner team. You continue to push files forward and do a great job setting up your files with clear notes and context for underwriting. That clarity truly helps underwriters understand the "story" of each file and move loans through more smoothly.
Even with a holiday, a shortened month, and reduced staffing, you continue to go above and beyond. That does not go unnoticed.
We've also received great feedback on the recent changes to the tasks list. Your continued patience and flexibility as we work through these process improvements has been truly appreciated. The collaboration we're seeing is exactly what helps us level up as a team.
Kendra Logan — Kendra has been with NorthStar for less than a year and came in with no prior mortgage experience. She continues to grow and excel at an impressive pace. Not only is she performing well in her role, but she's also stepping up to help train others and jump in to support files from other teams when needed. She is doing an incredible job, and we are grateful to have her as part of the NorthStar family.
Jamie M. — I also want to give a huge shoutout to Jamie M. for the exceptional work she is doing behind the scenes with all of our upcoming NorthStar events. There have been a lot of unexpected changes and moving pieces, and she continues to keep everything running smoothly and keep everyone informed. Jamie wears many hats and makes it look effortless, even though we know how much work truly goes into it. We see you, and we appreciate you.
Thank you again to the entire team for your continued dedication, teamwork, and commitment to delivering great service to our clients, referral partners, and internal teams.
February was a milestone month for Enterprise Development as we proudly hosted our very first Preapproval Specialist Foundations Training — a three-day immersive program designed to strengthen fundamentals, build confidence, and elevate performance in this critical support role.
This foundational training focused on core systems, process mastery, communication best practices, and live pipeline application to ensure our specialists are fully equipped to support their loan officers and clients with excellence. The engagement throughout the three days was outstanding, and the feedback has been phenomenal. Attendees shared that they left feeling more confident, more connected, and better prepared to succeed in their roles.
Launching this first-ever training for the Preapproval Specialist position marks an exciting step forward in our commitment to professional development across the organization. We look forward to expanding these structured training opportunities to additional support roles throughout the company in the months ahead.
A strong foundation creates lasting impact, and February was just the beginning.
| Name | Position |
|---|---|
| Zeke Patton | Underwriter |
| Skye Phillips | Loan Officer - Jay's Team |
| Travis Fredrick | Loan Officer - Drew's Team |
| Christian Brosseau | Loan Officer - Zack Creasia's Team |
| Nikki Taylor | Loan Officer Assistant |
The Underwriting Team operates as a true team — not as individuals. Members cover each other to handle file overloads, swap files, and help clear conditions, maintaining constant and consistent communication throughout the day.
Team members reach out to bounce scenarios or questions off each other after completing their own necessary research.
Friction in Closing/Funding often comes from information gaps — those moments where we aren't sure how to clear a non-standard condition or when the title company reaches out with an uncommon question.
We can bridge these gaps by becoming Research-First Operators. Before escalating, try investigating the Canopy Wiki and/or ask Gemini for answers to the question/condition. If the answer isn't clear after your research, reach out to the appropriate party with your findings in hand.
Presenting a problem plus the research you've already done turns a frantic question into a professional collaboration, making the closing of the loan a much smoother process for everyone involved.
Shout out to Nancy and the UW team for always being willing to answer our questions and for helping the closing team clear conditions for funding.
Jerahme's credit pulls jumped from 10 to 25 month-over-month — a 150% increase. This growth is driven by being proactive and leveraging every tool available to him.
Jerahme is proof that when you combine the CRM with video content, a fully optimized online presence, and disciplined outreach, the production follows.
Last week, the NorthStar team gathered in Cabo for our annual IMPACT Education Summit — a time to grow, connect, and celebrate the amazing people who make this company what it is.
Beyond the sessions and strategic planning, we took time to bond as a team through unforgettable experiences. From exploring the Cabo desert on ATVs to gathering together on a sunset cruise, these moments reminded us of something fundamental: we're lifted up by the amazing people around us.
One of the highlights of the week was our company volleyball tournament. Teams brought their energy, creativity, and competitive spirit to the beach — and the games didn't disappoint.
Congratulations to The Loan Rangers for taking home the trophy! Your teamwork and determination were unmatched.
Every team brought their A-game, and the camaraderie on and off the court was incredible. Here's to all the teams who competed:
The adventure didn't stop at the beach. Our team excursions — including an unforgettable ATV ride through the Cabo desert — gave us a chance to explore, laugh, and create memories that will last far beyond the summit.
The IMPACT Summit isn't just about education and professional development — it's about building the relationships and culture that make NorthStar a place where people thrive. When you're surrounded by people who lift you up, challenge you to grow, and celebrate your wins, everything feels possible.
Here's to the people who make NorthStar more than just a company — they make it a family.
Cabo wasn't just a trip — it was proof that what we're building here is different. When the Loan Rangers took the volleyball title, I saw a team that competes together, celebrates together, and shows up for each other. That's culture you can't manufacture. You have to earn it.
— Michael Stallings, Managing PartnerThe 30-year fixed is holding in the low-to-mid 6% range — not the 5-handle buyers hoped for, but stable enough to plan around. The volatility of 2024–25 has given way to something clients can actually work with. Message to buyers: predictability has value.
Early signs of loosening. Sellers who sat on the sidelines are testing the market, particularly in the $400K–$600K range. This is where first-time buyers and move-up families live — and where NorthStar advisors should be positioning.
Our Builder Division is tracking strong momentum from Adams Homes, Davidson, and GROWTH. New lot acquisitions in Brunswick, Charleston, and Greenville signal confidence. If you're not connected to Kelly's builder network, now's the time.
The "wait for lower rates" crowd is shrinking. Smart buyers are doing the math: a 6.5% rate on a home purchased today beats a 5.5% rate on a home that costs 8% more next year. Help your clients see the full picture.
Spring historically brings 40% of annual purchase volume. The advisors who win this season are the ones who spent winter building their pipelines. If yours is thin, double down on realtor outreach this week — not next month.
We're excited to welcome Travis Fredrick to the social media stage with his new handle @travisfredrickmortgage! Travis is jumping in and building his presence, and we're here to support him every step of the way.
A huge shoutout to our team members who showed up consistently on social media throughout February:
Your dedication to showing up doesn't go unnoticed. Keep it up!
Social media isn't about instant results — it's about building trust over time. The goal isn't to go viral or post perfectly polished content every day. It's about being authentic, staying consistent, and letting your audience get to know you.
Don't let the pressure of "doing it right" keep you from starting. Your voice, your expertise, and your personality are what make you stand out. Show up as yourself, share what you know, and be patient with the process. The relationships you build through consistent, genuine engagement will pay off — just not overnight.
Social media is a long game, and the best way to win is to simply stay in it.
| # | Mortgage Advisor | Volume | Families |
|---|---|---|---|
| 1 | Clayton Tyrel | $10,344,165 | 29 |
| 2 | Stephen Michael Templeton | $5,877,805 | 11 |
| 3 | Gage Dollar | $5,269,379 | 18 |
| 4 | Rebekah Wagers | $4,133,770 | 17 |
| 5 | Zachary Creasia | $2,723,578 | 9 |
| 6 | Andrew Lingo | $2,496,800 | 8 |
| 7 | Mitchel Feraco | $2,296,207 | 5 |
| 8 | Jerry Queen | $1,975,694 | 8 |
| 9 | Kelsey Wetzel | $1,727,195 | 6 |
| 10 | Wesley Barclay | $1,490,667 | 4 |
| 11 | Dexter Gaines | $1,490,238 | 5 |
| 12 | Jared Hudson | $1,413,694 | 4 |
| 13 | Wesley Kelley | $1,216,334 | 4 |
| 14 | Jennifer Collins | $1,055,000 | 2 |
| 15 | Stephen Shields | $1,010,669 | 3 |
| 16 | Heather Gravley | $998,551 | 4 |
| 17 | Laura Royal | $862,225 | 3 |
| 18 | Rachel Benton | $848,000 | 2 |
| 19 | Jason Cryder | $728,265 | 1 |
| 20 | Hayley Sansing | $712,900 | 3 |
| 21 | Meredith Waddell | $709,600 | 1 |
| 22 | John Alexander | $698,000 | 2 |
| 23 | Jen Broome | $673,988 | 3 |
| 24 | Macie Baglin | $665,146 | 2 |
| 25 | Hannah Queen | $530,290 | 3 |
| 26 | Joseph Brown | $527,500 | 2 |
| 27 | Jerahme Wetzel | $511,250 | 2 |
| 28 | Michael Stallings | $274,308 | 1 |
| 29 | Rachel Jernigan | $271,000 | 1 |
| 30 | Matt Coker | $210,000 | 1 |
| 31 | Chris Stacy | $125,900 | 1 |
Spring buyers are moving fast. By the time they find the house, they need to be ready to compete. That means pre-approvals need to happen before the Sunday open house, not after.
Your action item this month: Review your current pre-approval pipeline. How many active, qualified buyers do you have ready to make offers? If the number is under 10, you have work to do.