b'Hensel continued from page 26a great benefit to our business.Much of myfiduciary duty to both the lender andclients in person, the biggest change for me day is on the phone with him since the twoborrower and our reviews show it.Its notis that my business casual attire at work has of us are the loan committee. unusual for us to spend time helping achanged to just causal!borrower find a solution to their problem even after we have decided not to approveQ Describe your idea of a perfect day.their loan request.Treating borrowers andWhere would you be?Who would lenders with the time and respect that theyyou be with?What would you be doing? desire can be time consuming but it pays dividends in the end. A My perfect days are during my annual vacation in Hawaii with my wife.I spend Q How long have you been a memberan hour or two responding to emails and of the CMA? other work matters and then a full day of Why did you join the CMA? fun and relaxation. A I joined CIMBA (California Independent Mortgage Broker Association) in the mid-80s primarily for the educational seminars.I was a founding member of CTDBA (California Trust Deed Broker Association) and was on the Board of Directors.As a member Q How did you find yourself workingof that board, I worked on the merger with in this industry?Was it love at firstanother mortgage association to form CMA. sight or a longer path?I highly value the education, networking and relationships that I have developed through A After P&G moved me to Northernthese organizations.My actions speak louder California, I started to talk with mythan words.In 35 years I have missed only one college roommate who had moved to theeducational seminar and that was because it San Diego area to join a relative in the hardconflicted with my honeymoon.I made the money lending business.I had a strongright choice missing that seminar!interest in real estate and my education wasKnowing that you have attendedQ What is the last app you in finance so hard money lending was veryQ many CMA seminars, what is onedownloaded on your phone and intriguing to me.Long story short, I movedwhy did you download it?to Southern California to join that businessthing you look forward to the most at and then later started my own business. each event?A I downloaded a golf app that is connected to my clubs.Since my clubs Q Who is your ideal/target customer? A I cant pick just one thing.The educationhave GPS sensors, after a round I can review through the seminars is invaluable asevery shot including the club used and the A We are always looking for any borrowerwell as learning new ideas (and mistakes todistance hit.Non-golfers will think so what? with good collateral along with aavoid) when talking with other members.Golfers will think that is cool!We need to reasonable loan request and exit strategy.Being with life-long friends and meetingutilize technology to our benefit in both We lend throughout the state but we avoidnew people is a highlight of every seminar. work and play.rural areas.Since we are NMLS licensed, we do a significant volume of consumer loans.Q Since the COVID-19 stay at home Our favorite consumer loan is a bridge loanorder was implemented, how to someone who has significant equity inhas your work been impacted by the their current residence and needs cash toshutdown/economy? purchase a new residence.What sets your company apartA When the shutdown hit, we kept busy Q from others? with the existing pipeline.After the initial deer in the headlights moment passed, we began to realize that the California A Since our slogan is Our Professional- real estate market was mostly not impacted ismSetsUsApart,Iwouldsayby COVID and our business has continued professionalism.We take seriously ourstrong.Since I am currently not meeting with Spring 2021 Page 27'