The Closing Table

Howard Hanna
  • 4.6 (9)
  • Business

The Closing Table is built on one clear mission: empower those who drive the deal forward. Hosted by Duffy Hanna, this podcast reflects Howard Hanna Mortgage’s commitment to delivering a seamless, one-stop experience that protects transactions, earns clients’ trust, and creates a competitive edge no outside lender can match. Through real conversations with leaders and producers across Howard Hanna, each episode shares practical insights, timely updates, and field-tested strategies that strengthen partnerships and keep business moving.

  1. 5d ago

    Episode 19 - Your 2027 Real Estate Business Plan (Leah Gibbons & Alicia Kosec)

    A successful year in real estate starts long before the first transaction. For agents looking ahead to 2027, building an effective business plan means more than setting production goals. It requires understanding what success looks like, identifying the activities that drive results, and creating the consistency needed to sustain a business throughout the year. In this episode of The Closing Table, Duffy Hanna sits down with Leah Gibbons, Chief of Staff for Howard Hanna, and Alicia Kosec, President of Northern Ohio and Michigan for Howard Hanna Real Estate Services, to discuss how real estate agents can approach business planning for 2027 with clear goals, practical strategies, and a plan they can put into action. Drawing on their experience across real estate sales, brokerage leadership, and marketing, Leah and Alicia explore why an effective business plan begins with defining personal goals and working backward to determine the daily activities needed to achieve them. They discuss the importance of consistent prospecting, building meaningful relationships, and using an agent's existing database to recognize opportunities that might otherwise be overlooked. The conversation also explores how marketing and technology can support a more consistent real estate business. Leah shares how Howard Hanna's Success System, including Open to Close, RealScout, and CRM tools, helps agents stay connected with clients and nurture relationships. Together, they discuss why personal connections remain essential, how social media can help identify important life changes, and why staying engaged with past clients can create opportunities for future business and referrals. Beyond prospecting and marketing, Leah and Alicia highlight the importance of creating a thoughtful client experience and making better use of the resources available to agents. From working with managers and loan officers to building systems for client communication, they explain how collaboration, accountability, and consistent follow through can help agents turn their business plans into measurable results. For real estate agents preparing for 2027, this episode offers practical insight into setting realistic goals, developing productive habits, and building a business that reflects their individual strengths. A conversation about planning with purpose, maintaining momentum, and putting the right activities and relationships in place before the new year begins. Learn more and stay connected to The Closing Table here: ⁠https://theclosingtable.howardhanna.com/⁠

  2. Oct 23 ·  Bonus

    Episode 18 - Understanding the UAD 3.6 Appraisal Changes (Ken Wojnowski & Michelle Swaciak)

    Changes to the appraisal process have become an important topic of conversation across the real estate and mortgage industries. With the introduction of the Uniform Appraisal Dataset (UAD) 3.6, the way property information is collected, documented, and reviewed is evolving. For real estate agents, loan officers, and their clients, understanding these changes can help set expectations and address questions as the industry transitions to a new appraisal reporting format. In this special release episode of The Closing Table, Duffy Hanna sits down with Ken Wojnowski, President of 1st Priority Mortgage, Howard Hanna Mortgage's affiliate in New York, and Michelle Swaciak, Vice President of Operations for the Howard Hanna Family of Mortgage Companies, to discuss the UAD 3.6 appraisal changes, why they're happening, and what they mean for the homebuying process. Ken and Michelle explain how the new appraisal format is designed to modernize reporting, improve clarity, and make property information easier to understand. They discuss the differences between traditional appraisal reports and the new format, including more detailed property measurements, clearer comparable property information, and reports tailored to specific property types. The conversation also addresses concerns about how these changes could affect mortgage transactions, particularly appraisal turnaround times and underwriting reviews. Michelle shares how the mortgage operations teams began working with UAD 3.6 appraisals in August, what they've learned through early implementation, and how the industry is adapting to the transition. Ken offers perspective on why patience and education are important as appraisers, lenders, and real estate professionals become familiar with the new process. For agents wondering what these changes mean for their transactions, Ken and Michelle discuss how Howard Hanna's mortgage teams are preparing through training, communication, and hands on experience with the new reporting format. They also explain why having knowledgeable lending partners can help agents stay informed and better support their buyers and sellers as industry practices evolve. A timely conversation about UAD 3.6, the future of appraisal reporting, and how preparation, education, and collaboration can help real estate professionals navigate appraisal changes with greater confidence. Learn more and stay connected to The Closing Table here: ⁠https://theclosingtable.howardhanna.com/⁠

  3. Oct 14

    Episode 17 - Behind the Curtain of Successful Closings (Peter Bauer & Rosa Rocco)

    A successful mortgage closing involves much more than submitting an application and receiving an approval. Behind every transaction is a team of people working through the details, communicating across departments, and finding solutions when challenges arise. For real estate agents and their clients, much of that work happens out of sight, but it can make all the difference in getting to the closing table. In this episode, Duffy sits down with Peter Bauer, Vice President of Sales for Howard Hanna Mortgage Services in Pennsylvania, and Rosa Rocco, Senior Vice President and Director of Mortgage Operations for Howard Hanna Mortgage Services, to discuss what happens behind the scenes of mortgage lending and how the relationship between Sales and Operations helps support agents and their clients throughout the transaction. Peter and Rosa share perspectives from their decades of experience in the mortgage industry, including why preparation and clear expectations are so important before a loan ever reaches underwriting. They explore how gathering documentation early, understanding each borrower's financial situation, and explaining the reasons behind mortgage requirements can help prevent unnecessary delays and create a smoother experience for everyone involved. The conversation also turns to the relationship between Sales and Operations, the misconceptions each side has about the other's responsibilities, and why communication becomes especially important when a transaction doesn't go according to plan. Peter shares a recent example of a loan that nearly fell apart just before closing and how the team worked together to find an alternative financing solution and close the transaction in just ten days. Looking ahead, Peter and Rosa discuss how new mortgage technology is changing the application and verification process, making it easier to collect information and reducing the burden on borrowers. They also explain why the goal isn't simply to close loans faster, but to make the entire experience more efficient, transparent, and manageable for buyers and the real estate professionals guiding them. A conversation about the mortgage process, the people behind every closing, collaboration between Sales and Operations, and how preparation, communication, and creative problem solving help protect transactions and build confidence from application to closing Learn more and stay connected to The Closing Table here: ⁠https://theclosingtable.howardhanna.com/⁠

  4. Oct 1

    Episode 16 - When the Market Doesn’t Follow Rules (John Shami & Sonsee Schramm)

    Today’s housing market does not fit neatly into one category. Inventory is growing in some areas, buyers are finding more room to negotiate, and homes may be taking longer to sell. At the same time, certain properties and price points are still attracting multiple offers and strong competition. In this episode, Duffy sits down with John Shami, Loan Officer with Howard Hanna Mortgage Services, and Sonsee Schramm, Agent with Howard Hanna Real Estate Services in Amherst, Ohio, to talk about what they are seeing in the market and why conditions can look very different depending on the buyer, seller, location, and price point. With more than 50 years of experience across real estate sales, management, and mortgage lending, John shares perspective from decades of changing interest rates and housing cycles. Sonsee brings the view from today’s transactions, where buyers are beginning to negotiate more on price, inspections, and other terms while sellers adjust to a market that may require more flexibility. They also discuss how higher mortgage rates are influencing affordability and buying power, why life changes continue to bring people into the housing market regardless of broader conditions, and how buyers can adapt their search rather than simply waiting for the market to change. The conversation also turns to an opportunity for real estate professionals: reconnecting with buyers who were previously preapproved but stepped away after losing out on homes or becoming frustrated with the market. As inventory and negotiating conditions change, those buyers may find that their experience looks different today. A conversation about the changing housing market, mortgage rates, buyer and seller expectations, affordability, inventory, and why understanding the market in front of you matters more than trying to define it with a single headline. Learn more and stay connected to The Closing Table here: ⁠https://theclosingtable.howardhanna.com/⁠

  5. Sep 16

    Episode 15 - Culture That Grows With You (Gary Scott & Stephanie Gossett)

    As real estate organizations grow, maintaining a strong culture takes intention. It comes through in how leaders support their people, how teams respond to challenging markets, and how agents are equipped to grow their businesses while continuing to deliver a high level of service to their clients. In this episode, Duffy sits down with Gary Scott, President of Howard Hanna Allen Tate, and Stephanie Gossett, Regional Vice President of Howard Hanna Allen Tate, to talk about leadership, culture, and what it takes to grow without losing the values that bring an organization together. Gary and Stephanie reflect on their own careers in real estate and the evolution of the Howard Hanna Allen Tate culture, including the importance of putting people at the center of decisions. They also explore the continued growth of the Charlotte real estate market and how changing market conditions are creating new expectations for today’s real estate professionals. The conversation turns to what agents can control in a challenging market, from staying consistent and intentional to educating clients and creating opportunities instead of waiting for business to come to them. They also discuss the role of mortgage, title, and insurance partners in creating a more connected real estate experience and giving agents direct access to people who can help when a transaction becomes complicated. Looking ahead, Gary and Stephanie share why strong leadership, local expertise, trusted relationships, and the human side of real estate will continue to matter, even as technology and AI reshape the industry.A conversation about real estate leadership, company culture, the Charlotte housing market, agent growth, and what it takes to build a business and culture that can grow together. Learn more and stay connected to The Closing Table here: ⁠https://theclosingtable.howardhanna.com/⁠

  6. Sep 2

    Episode 14 - Opening Doors to Homeownership (LaMarcus Thurman & Mariah Tosadori)

    For many aspiring homebuyers, the biggest barrier to homeownership is not always whether they can qualify. It is knowing where to begin, understanding what options are available, and having someone willing to help them build a plan. In this episode of The Closing Table, Duffy sits down with LaMarcus Thurman, Vice President of Community Lending for United Purpose Mortgage, and Mariah Tosadori, Loan Officer with United Purpose Mortgage, to discuss how education, financial coaching, and a more personal approach to mortgage lending can open doors to homeownership. LaMarcus and Mariah share how they work with first time homebuyers and others who may have already been told no, starting with a conversation instead of an application. They explore how understanding credit, budgeting, down payment assistance programs, and other financing options can help buyers become more informed and confident about what is possible, whether they are ready to purchase today or need more time to prepare. Throughout the episode, LaMarcus and Mariah reinforce a simple idea: being told no today does not have to mean no forever. With education, a clear plan, and the right people in their corner, prospective buyers can better understand where they stand and what steps can move them closer to homeownership. They also look beyond the individual transaction to the role community involvement can play in expanding access to homeownership. LaMarcus shares the purpose behind the Community Impact Collective and how real estate professionals, lenders, and community leaders can come together to better understand the barriers buyers face and connect more people with helpful resources. A conversation about mortgage education, financial coaching, community lending, and creating more opportunities for people to confidently pursue homeownership. Learn more and stay connected to The Closing Table here: ⁠https://theclosingtable.howardhanna.com/⁠

  7. Aug 19

    Episode 13 - Why Title Matters More Than Ever (Lori Morgan & Colleen Anthony)

    Title issues, wire fraud, and last minute surprises can put even the strongest real estate transaction at risk. Knowing what happens behind the scenes before closing can make all the difference in protecting the deal and keeping clients moving forward. In this episode, Duffy sits down with Lori Morgan, Settlement Officer with Barristers Land Abstract, and Colleen Anthony, Howard Hanna Real Estate Agent at our Lawrenceville - City Living Office, to discuss why title matters more than ever in today’s real estate environment. Through real examples from the closing table, they reveal the issues that can surface late in a transaction and the communication and problem solving it takes to resolve them. Lori and Colleen share stories involving tax liens, property boundaries, power of attorney documents, and wire transfers, showing how quickly unexpected challenges can arise. They also discuss the growing risk of wire fraud, the importance of verifying financial information, and why having direct access to trusted title and mortgage professionals can help address problems quickly. Throughout the conversation, they highlight the value of strong relationships and open communication throughout the title and closing process, giving real estate agents a closer look at the work happening behind the scenes to protect their clients and transactions. A practical conversation about title insurance, wire fraud, communication, and the people working behind the scenes to help real estate transactions reach the closing table. Learn more and stay connected to The Closing Table here: ⁠https://theclosingtable.howardhanna.com/⁠

  8. Aug 5

    Episode 12 - How Great Partnerships Build (Elaine Young & Angi Standish)

    Great client experiences rarely happen by accident. Behind every smooth real estate transaction is a strong partnership built on trust, communication, and a shared commitment to helping clients navigate one of life's biggest decisions. In this episode, Duffy sits down with Angi Standish, Broker in Charge with Howard Hanna Allen Tate Real Estate, and Elaine Young, Loan Officer with Howard Hanna Mortgage Services, both from our Lake Norman, NC office, to discuss what it takes to build lasting partnerships between real estate agents and loan officers. Drawing from years of working together, they share how alignment, consistency, and mutual respect create a better experience for clients and stronger relationships across every transaction. Angela and Elaine offer practical insights on building trust with referral partners, becoming an integrated part of the office culture, communicating through challenges, and creating confidence for clients from contract to closing. They also discuss how newer real estate and mortgage professionals can establish credibility and develop meaningful professional relationships from the very beginning. Together, they explore why the strongest partnerships are about more than closing deals. They are about showing up consistently, solving problems together, and putting people first every step of the way. A conversation about partnership, leadership, client experience, and the relationships that help great real estate transactions feel seamless. Learn more and stay connected to The Closing Table here: ⁠https://theclosingtable.howardhanna.com/⁠

See All (19)

Ratings & Reviews

4.6
out of 5
9 Ratings

About

The Closing Table is built on one clear mission: empower those who drive the deal forward. Hosted by Duffy Hanna, this podcast reflects Howard Hanna Mortgage’s commitment to delivering a seamless, one-stop experience that protects transactions, earns clients’ trust, and creates a competitive edge no outside lender can match. Through real conversations with leaders and producers across Howard Hanna, each episode shares practical insights, timely updates, and field-tested strategies that strengthen partnerships and keep business moving.

Information

  • Creator
    Howard Hanna
  • Years Active
    2026
  • Episodes
    19
  • Rating
    Clean
  • Copyright
    © Howard Hanna
  • Show Website
    The Closing Table

You Might Also Like