ACUMA ONpoint
ACUMA ONpoint
The Hidden Power Of Equity When Risk, Speed, And Experience Align
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Most homeowners are sitting on record equity and aren’t eager to refinance into lower first-mortgage rates. That’s the opening. We invited Andria Lightfoot, VP of Client Services at FirstClose, to break down how credit unions can turn HELOC demand into real growth without sacrificing risk or member trust.
We start with the big picture: why home prices remain resilient, how a glide toward 6% rates changes borrower behavior, and where credit unions can outperform IMBs that often sideline second-lien products. Andria makes a crisp case for treating home equity as its own discipline, not a mini-mortgage. That means a digital-first intake, instant prequal, transparent milestones, and integrated verifications that turn 40-day timelines into ~10-day realities. Members want speed and clarity more than teaser rates; when your process is clean, your conversion jumps.
Then we get tactical. We discuss portfolio segmentation, adopting MISMO-aligned AVM standards, short-form titles for seconds, and updated credit models such as VantageScore 4.0 and FICO 10T. Andria shares where to keep stricter controls, higher lines, complex liens, and where data supports streamlined paths. We also explore targeted outreach using member equity data and life events to position HELOCs against high-interest debt, renovations, and education costs. The payoff is deeper relationships: more products per member and longer lifetime value.
Finally, we talk about people and culture. Appoint home equity specialists, coach branches on modern shopping behavior, and design mobile experiences that win Gen Z without jargon. When growth, risk, and experience align, HELOCs become an engine for sustainable lending and loyalty. If you’re ready to modernize home equity, achieve faster closings, adopt smarter policy, and strengthen engagement, listen now and share with your lending team.
Enjoyed the show? Subscribe, leave a review, and tell us the one HELOC step you’ll fix first.
Sponsored by Optimal Blue
30 Second Intro
SPEAKER_00The views and opinions expressed in this podcast do not necessarily reflect the views or positions of Acuma, its board of directors, its management staff, or its members. The podcast discussion presented is conversational in nature and for general information only.
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SPEAKER_03This is Acumpoy Podcast. On today's episode, we're sitting down with a friend of Acima, gaining her insights on the world of home equity and how credit unions can continue to see growth in today's market. Before we get to our episode, just a quick word from our sponsor.
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SPEAKER_01Optimal Blue is the modern proven engine behind credit union mortgage lending. As the only end-to-end capital markets platform bridging primary and secondary mortgage markets, we help credit unions operate efficiently and foster lasting member relationships on every loan. Our cloud native API first platform is powered by automation, generative AI, and real-time data. With over 20 years of experience and leading market share, we deliver measurable ROI through pricing accuracy, margin protection, and seamless connectivity. Trusted by credit unions nationwide, Optimal Blue empowers smarter lending decisions so credit unions can serve members in any market. Learn more at optimalblue.com.
SPEAKER_03Ladies and gentlemen, boys and girls, hello and welcome to ACMA's On Point Podcast. I'm your host, Peter Benjamin. Today's episode is the second of our new format where we will discuss real-world issues impacting credit unions right now. Don't worry, we will continue to have the conversations with people making a positive impact in our industry, as always. Uh, but we'll also still have a little fun along the way. So, as I mentioned, today I am joined by Andrea Lightfoot, VP of Client Services with First Clothes. Andrea, my dear, dear friend, how are you today?
SPEAKER_02I am feeling fantastic after that warm intro. I can I get you to intro me everywhere I walk into a room. That was great.
SPEAKER_03100%. I'm gonna do that. Uh I'll just follow you around and just be that intro person for you. Love it. Uh so all right. So, Andrea, I'm really excited about this. You know, and I I'm happy to kind of share with the world who you are. Um, I I've said this to you a couple of times in emails, in person, and you know, right before we start recording, you're one of my favorite people, one of the funniest people in the industry, um, most caring people in the industry as well. Um, but aside from all that, you're absolutely brilliant. So I'm I'm I I couldn't be more thrilled to sit down with you, have this discussion on you know the home equity space. And and I I I like how you are gonna be the perfect expert for this because you you you've you and I have worked together in the past, um, you know, in the IMB space. Um, but you have a strong technology background, you also have a lending background, you are you know what VP of ops uh with George Mason mortgage and IMB world, but then you start transitioning over to technology, which was I think ultimately your your true passion. Um, you know, and here you are at first close. So I'm excited to hear your take and and what you're seeing out there in the market with with regards to home equity. Um, it's gonna be an exciting conversation. Now, before we get to it, as always, gotta take a sidestep. Bring Justin into the conversation. Justin the hawk, how are you doing today? And please tell us what is the latest and greatest happening over at Acuma?
SPEAKER_04I'm good, Peter. How are you? I'm okay. I'm okay. Okay. Well, that sucks. Like, okay. Dude, I am let's say I'm fine.
SPEAKER_03I am I'm just tired. Um, I'm I had to get that extra cup of coffee today on top of the you know the pre-workout. So it's like I'm I'm trying to like that's a lot of caffeine right there. I know, and I still feel like I could go to sleep right now. I mean, I know I know this is an audio only, only audio, but you see the bags underneath my eyes? It's like I didn't sleep at all this week.
SPEAKER_04Yeah, as everybody can see those right now. Yeah, that's what it is. Audio and seeing bags. There we go. All right. Well, uh, over here at Acuma, we are just a couple weeks away from heading to our first event of the year, our viewpoint regional summit, which will be in Dallas, Texas. It's gonna be held on March 24th and 25th. Yeehaw. Yep. Okay. There's still time to register. If you are close, head on out to see us. We can't wait to see y'all. That's better.
SPEAKER_03Musty. You see what I did there? I love it. Yeah, it's like we'll be there like a duck on a June bug. Yeah.
SPEAKER_06All right. Come on, man.
SPEAKER_04No, I I had a friend that used to say you'd ask him a question, he'd be like, Does a one-legged duck swim in a circle? And you'd be like, What? So yeah. So yeah, it's uh as a one-legged duck swims in a circle, you need to come see us in Dallas. That's right. Uh, after that, we're gonna be heading to St. Louis, Missouri for our next viewpoint regional summit that's gonna be April 14th and 15th. And then lastly, for the summit series in Baltimore, Maryland, April 28th and 29th. You do not want to miss these events. They are free for credit union and QSO members. So what are you waiting on? All right. Uh, maybe the summits aren't your fancy. Uh, don't worry. Registration for our focal point workshops is open. Uh, we're gonna be heading to the amazing San Diego, California, May 12th and 13th. So two days of learning and networking. And again, you don't want to miss these. Like, I mean, come on, they're awesome. Uh, and plus you get to see what Peter has in store this year. Um, our next our next network meeting is next week on March 10th with the underwriting networking crew. So if you're looking for other networks, don't worry. We have more coming in Q2. Just stay tuned. Uh, for all these great events and more, head over to the Acumen website for more information and to get registered. Awesome. Thank you very much. Thank you.
SPEAKER_03All right, Andrew. Andrew, Andrew, Andrew. So, like I said, I I've known you a long time. We we we worked together. Uh, we were part of you know that that the island of misfit toys um when we were together at at a certain IMB. And so you know, we it was always fun, you know, getting to know you and and and gaining your perspective. And you know, as being part of the island of misfit toys at that that old company, you know, I I just learned how how absolutely brilliant and and underutilized you were at that organization. So it it's I'm thrilled to see you thrive throughout your career. Um now I I've kind of painted the picture of who you are. I've I mean I'm I'm probably inflating your ego a little bit. Um button.
SPEAKER_02You know what the kids call that glazing? You're you're glazing right now, Peter. And I'm I'm loving it. I'm here for you.
SPEAKER_03No, no, no, I can keep it up. I can do this all day long. Um but you know, for those that do not know you, which which I'd be shocked if I could find someone who doesn't. Please. All right, so who is Andrea? Let's start with that.
SPEAKER_02Yeah, well, you know, before I jump into the CV, which is probably the least exciting part. No, you can take that personally. Yeah, like I I have uh I'm I'm that I'm I'm the poster child for mortgage banking. I did not write on my you know kindergarten dream board when I grow up, I want to implement technology for mortgage banks and your diary. I want to be in exact, but honestly, um, you know, as many of us do, I had family in the business. I had a great mentor right out of um high school college who took me under her wing. And um, the thing that's most near and dear to my heart is I got to live out kind of my uh own. It was a dream to eventually work with credit unions because every Christmas Eve we would watch It's a Wonderful Life. And I identified with George Bailey in terms of wanting to help the community, sticking up against old Potter, like getting in there and being like, we can do this better for our neighbors, our friends. Um, that that drive of giving back. I went to an undergraduate school that our our motto was uh enter to learn, go forth to serve. And I think that kind of sums up um not only as type of mother I am, I've got two beautiful boys, been married for over 25 years, um, but also just my career. Like I love technology because it's the one great differentiator in how each of us approaches our day. You can you can factor in attitude, you can factor in grit and all these other things, right? Read a good Harvard Business Review uh journal article on that topic. But ultimately, look at what AI is doing. We're all kind of um, you know, beholden to how how well we can learn and consume and then advance in our knowledge of technology. So uh but to me, that's the great equalizer. And I wanted to be a part of that, and I wanted to help people in deep, meaningful ways that I could see represented in my community.
SPEAKER_03No, I I I love that. Um, I mean, you bet you mentioned you you're you're you're you're you're you're undergrad. Correct me if I'm wrong. I I might be wrong. Um, I think I remember someone telling me you weren't also an attorney or you were going to for go to school fail.
SPEAKER_02I wish. No, my husband's the attorney and he's a attorney. And he is a uh mortgage banking corporate law is what he started in. So for the first half of both of our careers, the dinner time conversation was a lot of tread, a lot of regulation, a lot of uh arguing over um was this uh uh you know acceptable for eco purposes. So anytime I get on the phone with a chief risk officer or head of compliance, I've had the benefit when I was at um United Bank under their subsidiary George Mason Mortgage to sit through many, many audits. So I empathize deeply with that risk uh context of everything that we're doing. It's kind of one of my favorite parts of getting on site with customers is not just talking to them about their process, but what past compliance decisions are holding us hostage on how we're thinking creatively about solving new problems.
SPEAKER_03Right. I mean, I love that. I love it. Um, but I do know you have like your PMP, right?
SPEAKER_02So Yeah, but I did get a master's of Georgetown. Sorry, teased it out of me. Yeah, you see a technology from Georgetown, but you know, a lot of that again, um schools that have, I think, a mission-driven purpose. That that's what I love. I mean, I'll I'll shout out Acuma. Like this is the organization that when we come on site, we've been at Curins and you know, Peter and team, his first question is always, what more can I do from for my members so they can help their members? That to me is just the reason why I'm getting out of bed every day.
SPEAKER_03Well is to see that progress. Well that. All right. So, you know, honestly, and and thank you very much for walking us through that. You know, and and you you've you've seen you've been on all sides, right? You you had this passion for credit unions. You know, a few weeks back, you you and I had because you were also in the DC area, one of the cool kids in the DC area.
SPEAKER_06Yeah.
SPEAKER_03Uh we were able to grab breakfast together, and and I I just love your passion for our industry, but more importantly, credit unions. And you know, here you are at first close, right? You know, first close is a technology provider that you know really specialized in supporting you know home equity, right?
SPEAKER_06Mm-hmm.
SPEAKER_03And so I and I I'm happy that we're having this conversation because home equity in the past few years has really taken the priority over everything else in in credit unions when it comes to real estate lending. And I'm not saying that that is a negative. Um, I I you know it it's listen, if you have this this product that people want, sell it. And but you know, there's always peaks and valleys, there's always times where mortgage is gonna take priority, HELOC takes, you know, the the back seat. But you know, I I think for us as credit unions, we we we really need to be consistent in that, right? Continue to focus on it. People are always gonna want home equity, right? Sometimes it's gonna be the better option than refinancing. So how can you know, I so I think that's why we're having this conversation today. It it's and I guess I'll jump right into it. You know, so what when it comes to like when you're out there, you know, and you talk to a lot of credit unions and how you can support them with home equity and and really strengthen their home equity you know product, you know, what are you seeing happening in the home equity market with market? You know, it can be HELOC, it can be fixed equity loans, doesn't really matter. You know, are people, are credit unions still focused on this product? And do you feel like there is demand? Is are are members still seeking this out? And because of that, people are are wanting to grow their their product. I mean, what what's how what's this market look like when it comes to home equity based off what you're seeing?
SPEAKER_02Yeah, and and I have to say, you know, the credit unions see the potential when you hear numbers like 38 trillion of untappable equity. Um, that's a highly contested number. Sometimes you'll see it in the high 20s, 20 trillion, still, 28, 26 trillion, still a lot of equity to go out and tackle. And when IMBs look at the HELOC product as mostly um margin thin and on life support, and therefore, you know, even if demand's high, how do you actually capitalize on that? Credit unions are in a very unique spot to come in and win the day in this space. Um, National Association of Realtors just came out, end of Q4. You know, we're all watching the stats, we're all like anxiously waiting for credit updates, you know, dips and all that. It's it's interesting that NAR said if you have rates hitting 6%, that's their that's their magic eight ball number going into 26 this year, and median home prices are still going to grow at at least minimum 4%. There's so much equity still out there with this. Is the the important cross section, I think, that credit unions understand because you have the data for your membership. You know exactly what transunion is out on the they're on the rooftops shouting 80% of those with homes with that amount of equity are at 720 FICO scores and above. So this is not going out and running, you know, race to the bottom just to get volume. This is a huge opportunity to expand your cross-sell function at the credit union. How many meetings are we all on about the upsell cross-sell function? Gotta get more members in, got to retain members for life. If that's the marching order at the highest strategic level, I'm seeing credit unions chair swivel directly into their HELOC strategy and go, great, either one of two things, consolidate consumer into mortgage or mortgage into consumer. We're seeing a lot of that movement and in our credit base, or they're going out. And as I jokingly called it when I was in community banking, it's the Pac-Man maneuver, think of the little mouth, eating the small circles, right? We're seeing so much consolidation. I'm sure you guys get a lot of questions on this uh on the podcast of when's the right time? What do I look for on the balance sheet? It's actually looking at the portfolio for HELOCs that comes up quite a bit because there's so much potential there relative to growing um just total volume and units on that side of the house.
SPEAKER_03I mean, so you you mentioned like that magic number of six percent, you know, and yeah, I you know, we we've talked about this, you know, for the past few years, and and we we've really said that number this whole time as well. Six percent is when people are really kind of kind of come out of their shell and figure out something, right? Takes takes steps, right? I think right now you have a lot of people that are sitting on the sidelines because and I'm using just an example, right? Interest rates are seven percent, even though they're not seven percent so interest rates are seven percent, and because they they hear that on the news, they're not going to even look, right? And so at once we start getting to that six percent, people will start taking advantage or start looking at the possible options they have available. You know, to that to that point, our you know, and and our credit unions, you know, that that you talk to, and the and the credit unions that that you know that are that are clients of yours, are are they preparing for this or are is this more about they have the need, they have the demand, and they just have to improve their processes, their procedures, their products. When we go down that list of everything that we that they can improve.
unknownYeah.
SPEAKER_03What is it? Yeah. Sorry, go ahead, Peter. No, it's no, no, no. Please, this is the same thing.
SPEAKER_02I was saying that the part on the credit union side that I keep hearing, and I was just on site last week. I love getting out and traveling, meeting with our customers. Um, we are, you know, 95% book of business credit unions is what we do. And because we're trying to be the, you know, we're the authority in home equity, this is all I talk about, right? So I get pretty jazzed when I hear a CLO, you know, come in over lunch and say, either I have so much business, I've got to think about the way I'm processing these files and the technology piece, or a new CLO that was brought in through MA or other means that's that was given the marching orders. Now go grow volume by 2x. So I think both camps are out there pretty active right now. And the ones that are winning the day are those that actually stop and go, whoa, whoa, wait. Yeah, there's operational stuff. You know, maybe we're stuck with a core we can't change. Maybe I'm understaffed and I myself am wearing many hats in leadership. I think those listening in are probably in that bucket, right? That's just kind of the gig at a credit union. Um, but what is fascinating is that both camps are finally realizing, like the warning bells are going off, that you can't treat equity like first trust residential mortgage. You can't. That 100%, if you're taking your thinking and applying it on a standard, even a closed-in second to the equity space, you're losing that momentum because you're thinking in terms of that intake form when really what we're seeing that moves the needle is focusing on member shopping experience. We all want to have an Amazon experience. I do. I do. If I get on a website and it's like, oh my gosh, this took me too many clicks, forget if it's also now financially charged or emotionally charged. I I'm done, right? So if you're out there with a PDF in your branch, thinking that you're gonna grow HELOCs, that first step into evaluating, okay, what do what do we need to do? How do we start playing in this space is actually not worrying about what your core is on the back end. It's thinking about that upfront member experience and shift your own thinking. Think about credit cards. I mean, how many people are shopping for credit cards walking into a branch? Zero percent, right? People are walking into the branch to shop for a car loan. All your auto loan business, your credit card business has moved digital. You've seen how to compete. Now we just give a nudge and give a product and give some technology solutions to get into the shopping experience. And then I think that is where now um looking across the demographics of again, again, uh full disclosure, as a geriatric millennial on this on the show, uh Peter as well, you know, our our youngers, the the Gen Zs that are coming in, that's the market capture for the membership that comes up on every board meeting. I'm sure quarter over quarter, it's like we don't have we don't have a Gen Z membership up. So getting into the place of yes, they're looking to expand if they're already there. They're gonna pack hand that business. Or when they evaluate, if they have analysis paralysis, we step in and go, whoa, whoa, whoa, hold on. This is actually an easy equation to solve for. Let's just the one bite of the elephant, right? The first bite, member intake, you got a PDF, you got some widget on a website, that's probably where you want to start thinking.
SPEAKER_03So you know, a couple things. Uh yeah, I I want to go back to one of the first things you said is not treating home equity like mortgage. And so I uh the reason I'm gonna go back to this is because really for the past four years, and and I you know I've been uh you know president of this association actually four years and a few days.
SPEAKER_02Um happy anniversary. Thank you. Congrats.
SPEAKER_03Thanks. We've been pushing to get home equity out of consumer, right? Because a lot of credions have home equity processing, home equity lending with Within their consumer lending divisions. Yep. But now you're saying Whoa whoa whoa it now needs to be its own separate animal. You need to treat it like its own separate animal. Yeah. And almost have to the point where you have home equity specialists that solely focus on that, focus on that experience because it is becoming a product because of everything that happened post-COVID, you know, with 3% paper and everyone just wanting home equities and not refinancing. It's now becoming that product that requires it. And I I love that you said that because I think the smart credit unions do that. I'm not saying there's they're smart and and not smart, but I'm saying there's there's credit unions out there that have always done that, right? They they focus on that member experience, and so therefore they have it separated. So to that point, now here's the next question. You know, if there was like one or two actionable strategies credit unions can use to grow their home equity volume, I I I like where you were going with separate it out, right? Yep. Great specialist. Yeah, and you can consider that one of the actionable strategies. Are there what else can a credit union do to really grow this, this, this platform? Because it is an important platform.
SPEAKER_02Yeah, yeah. Absolutely. You know, that upfront shopping experience that I mentioned is step one. I was talking to a credit union uh last week that um, you know, is processing maybe like 10 loans a month and they want to get to 50. And that's no small feat. I want to also acknowledge that um we're not just talking about the big boys, the big guns, you know, in reference to growth. We've seen material growth. Um, Sharon View Credit, which is a customer of ours, did a case study, doubled volume, talking like, you know, 35 to 70 million. Those are still impactful numbers on a balance sheet by the end of the year, right? And then at the same time, the need for speed. So you've got to decrease your closing time because that's gonna actually help with member experience. So the upfront intake process, let's talk about that for a second. What can I do to change that? Well, step one, do you know it? Do you actually has someone come in? Has that HELOC specialist come in and evaluated and said, wait a second, we're running a member through a very labor-intensive, um, high paper regulated process as if it's a trade loan when it's not. It's not. We have some, we have some leniency. We have a little bit of flexibility in our credit rest posture there. So take a look at how that file is coming in and what technology are you leveraging? There's a lot of good, we're we're one of many in the marketplace. And I want to see credit unions win. And I would love to see you just challenge the thinking that it's not because the program stinks, like our rates aren't good. We don't have a teaser rate, we're not going fast enough. You would be surprised how often a member is happy with a transparent, stable, predictable process that is digital. So, okay, I'm at a 40-day close. Well, I know our product gets folks down to a 10-day close. We have several case studies that are less than that, depending on the state footprint. But you yourself could do that by simply moving away from an old, outdated, give me your name and phone number, and someone from the branch is gonna call you back. Or walk into the branch and the branch isn't even helping sell the HELOC because they've got to find the piece of paper, put it in front of the member, ask them to start completing it, right? There's this whole idea of reduce friction because if demand's high, friction actually hits you twice. It's hitting you at the point of thought where the member doesn't even want to like, it's like, ah, this is too much. This is overwhelming already. Make this easier for me. And it's gonna hit you again, even if you do pull that member in. And now you're like, oh, death by a thousand. I need this, I need this pay stub, I need this one thing. Oh, now I can't close you. Can you come in here? Let's schedule you there. You know, six weeks later, you get your money. They want to say hello and get that money in the HELOC space. That's a very different expectation we got to work with. So your upfront technology, do not fear. There are bolt-ons. Um, these are integrated platforms. IT and security are not gonna panic. Okay. There's a lot of good solutions out there for you that allow you to keep your core and we can work around that and still optimize that front end. The second one I really want to talk about that's actually um, you would think it'd be back shop automation. It's more tech stuff. No, actually, it's credit risk. Your portfolio management has two key factors that are sitting there waiting to be capitalized on. One is have you when was the last time you evaluated those underwriting guidelines? Did have you taken a look at the Vantage Score for 4.0 or FICO 10T? Are you guys even looking, I mean, are you looking at that? What kind of title products are you using? Are you trying to use a first trust title product with full binder, IC, blah, blah, bright? And you could be doing um a three-day turntime title search, most recent, you know, um, conveyance, 24 months chain of title, tax info, lean and and legal vesting, liens and judgments, boom. You got that sucker in like a day or two. That's different than I waited around for a week and a half to get title work because title work is just the one title company I use for both sides of the house. So credit brisk is the second thing I'd say, Peter, is just even taking that step back. I think, you know, when there's decision by committee, nobody wants to have to go back to the committee and go, hey, the hi HELOC division over here. What can we do? But what we like to do is I'll actually step in as a technology provider and ask during our discovery phase for those meetings with compliance in the room for credit risk in their capital markets in the room, and try to understand can you justify those decisions now in 2026 that might have been made 10 years ago in a very different regulatory environment?
SPEAKER_03Yeah, and and you actually started going down a path of you know the credit risk and totally stole my thunder with regards to one of my questions. But how do you balance that credit risk between growth? And I guess you have growth, you have member, you have you have risk, but then you also have the member experience, right? How do you find balance between really all three of them? Because all too often credit unions because of we'll we'll call it financial constraints, we'll call it um uh operational when it comes, you know, um uh headcount constraints tend to go overboard on risk.
SPEAKER_06Yeah.
SPEAKER_03And growth is put to the you know, put in the back burner. And we'll say member experience is number two. Let's still have risk, they focus on member experience, but then growth, eh, whatever, right? Yeah. How do you find that balance between all three pillars?
SPEAKER_02Well, you know, growth right now, um, at least from what I'm seeing in the data from our our um friends over at uh Core Logic and others is showing that the um HELOC average loan amount is like just north of like a buck fifty,$175, give or take, uh thousand dollars. And so I think the stringent guidelines for the one-off borrower that's taking out a half a million dollar HELOC, a$400,000 HELOC, I'm not challenging that with greater um, you know, with greater risk for a Rio, right? You've got to be able to collect on that property, you have to be in the right lean position, all of that. That that makes sense to me, right? I'm not over here arguing that we have to start becoming non-QM, 100% LTVs, but within reasonable guidelines, still with a 20% equity buffer in this market, with an 80% LTB max, I am seeing a level of just conservativeness on these loans that is shocking. Something like, well, we can't order an AVM, we can't trust an AVM on a loan amount that's$100,000. And my first question is, do you know why? What happened that informed that decision? And two, let me put you in touch with our friends at MISMO, because we have a new ABM standard. We have the new ABM regulation that came out in October. That to me is part of the package of being uh in an association like Acuma, is you're getting real-time information that's shifting the way you're going to then layer your tranches of credit risk. So I think the balance is be balanced in the places that you know you still can serve your mission and vision for the credit union without risking something in the portfolio. Okay. So I'm I think when you actually look at the low-hanging fruit, those smaller loan amounts, still 80% LTVs, you will have an opportunity to work your portfolio. Everybody on this pod that's listening to this podcast has some CRM that they can look at. Let the data guide you. Go look at your list of defaults in the last 24 months. I guarantee they're not happening in that lower bracket. And start doing some targeted marketing that actually lets your members know we want to keep you here. We we want your business. We want to see you grow. Your kids are going off to college. You got to re instead of that car note, let's get you an equity loan. Let's get you something that's flexible for where you are for life within the credit union. So to me, the balance is um be strategic and where you're placing that that growth trajectory. Don't feel like you have to do it up and down um the risk layers.
SPEAKER_03Love that. Love that. You know, and real quick, you know, shout out to Acima Member Sharon View for, you know, I I read that case study. It was fantastic to see their volume. You know, Kelton Graham is the man. Uh HH Geth Miller. HH Geth Miller is awesome. Um, so I mean, I yeah, absolutely. It's a great, oh yeah. So I'm not surprised that they're that they're doing special stuff. Um, but anyways, all right. So, you know, I I I want to continue this conversation, but unfortunately, we're we we have officially pushed time. So I'm I'm gonna wrap up with my my the same last question I I ask everybody before we transition to the second segment. What keeps you going? So I'm never gonna get you know past you know the human factor of this, and I appreciate you walking us through the you know what you're seeing in the home equity world, but the big question is, what keeps you going? What keeps fueling you forward, you know, in our industry, in life? It doesn't really matter.
SPEAKER_02I every day try to challenge myself to wake up with the intent to change somebody else's life for the better, even if that's something really small, right? And I was in a room with some uh processors and underwriters a couple weeks back on site. We were showing them a solution, the joy on their face as they were feeding back to me the material changes of how they will show up to their job differently and how they will perform their job every day. You to me, there's nothing better in this world than being able to put your head on the pillow every night and go, man, I made even some small difference in the life of another person and the rippling effect, the butterfly effect of that, especially in the credit union space. I I deeply empathize with those that have been at that credit union 20, 30, sometimes 40 years. I was in a room at one credit union. We had almost 200 years of experience at the credit union at the table, talking to us about their processes. So if I can make their job a little bit easier, man, there's genuinely nothing better. And then just, you know, carrying that into any place in your personal life. I think if you can show up in that way, even the hard days seem a little bit easier.
SPEAKER_03Love that. Love that. All right, Andrew. It's now time to transition to the second segment of the pod. And this is sometimes where we'll play Jeopardy, we do dad jokes, but today we're gonna play the new game. It's not really a game of, but it, you know, we're we're going to just have, I guess, play a game of wrong answers only. So bear with me while I share my screen. And so there is no game, there is no win winner in this. It's just funny answers only. Okay. Okay. So on your screen, you I I I found this this interesting website called Word Wall. I haven't pushed start yet, but so for I'm I'm trying to paint a picture for everyone that's listening. So in front of in front of Justin and Andrea, there's like this little wheel that has random things. Okay. And so when I push start, the wheel's gonna spin. And it's gonna land on it's not so much a word, but a phrase or a question. And of course, the goal is shoot out the wrong answers only. Okay, so funnier the better, and we'll go from there. No winners, it's almost like dad jokes, okay?
SPEAKER_02So love it. Love it.
SPEAKER_04So we're both giving the wrong answer at the same time. That would be yeah. So first one.
SPEAKER_03Just blurt it out. Just blurt it out. Okay, Justin. Let's go. All right, you ready? So here we go. I'm gonna spin it. Allow me to read it and then blurt it out. You ready? All right, here we go. Spinning. What do you usually do in the bathroom? Come on, Andrew. You're not supposed to last.
SPEAKER_02You're supposed to answer the question. First name to my mind. Um uh shoveling snow.
SPEAKER_04Shoveling snow. There you go. Oh, that's a good one. Uh I don't know, drive to work. Drive to work. Come on, it gotta be faster.
SPEAKER_03Gotta be faster. Okay, no.
SPEAKER_06Okay.
SPEAKER_03All right, here we go. All right, here we go. Spinning. And we landed on. What do you make?
SPEAKER_02How do you make a cake? How do you make a cake? As fast as possible and using non-gredients.
SPEAKER_04I was gonna say as fast as you can.
SPEAKER_03All right, spinning.
SPEAKER_02Make a cake in that concrete mixer.
SPEAKER_03That's right. Where do you sleep?
SPEAKER_02At my desk.
SPEAKER_03Under how side. All right. Spinning. What three products do you use to keep yourself clean?
SPEAKER_04Oh, uh dirt, soda, and uh orange juice.
SPEAKER_02Fantastic. I I have no notes. Uh A plus, Justin.
SPEAKER_03No notes. Okay. There you go. Spinning. How do you correctly drink water?
SPEAKER_02Vibes only.
SPEAKER_03Vibes only.
SPEAKER_02I guess I'd say.
SPEAKER_03Yeah, with your pinky in.
SPEAKER_02The only correct way.
SPEAKER_03Pinky in or pinky up? Pinky in. Pinky. Like it with your like you're gonna drink a glass of water with your pinky in the water.
SPEAKER_02Ask Justin to model that next time you see him at a conference.
SPEAKER_03I can't even figure out. You would have to hold that cup really weird. Okay. Spinning. What does this picture show?
SPEAKER_04Uh deer playing chess.
SPEAKER_02What? It's so for the viewer, for the listeners, it's a monkey at a desk? Chimpanzee? I should be.
SPEAKER_03Yeah, it's it's definitely a chimpanzee, and it looks as though it has like a one of those little open. You know, like those old clear-to-close stamps? Um and it's like stamping a piece of paper, which is the most random picture. But anyways, cool.
SPEAKER_02Processing from 1987.
SPEAKER_03That's pretty much it.
SPEAKER_02That's the right answer. Sorry.
SPEAKER_03All right, spinning. Where do you do your laundry? In the riverbank.
SPEAKER_02Mill middle of the street. Riverbank, Justin?
SPEAKER_04Yeah, riverbank.
SPEAKER_03People actually used to do that.
SPEAKER_04If you're necessarily people actually used to do that, I mean you're supposed to say like we don't do it now. So technically it would be okay, airplanes. There you go.
SPEAKER_02I only do my laundry if I'm on an airplane. Airplane zone.
SPEAKER_04No. There you go.
SPEAKER_03All right, last one. There we go. Spinning. What do you wear to school?
SPEAKER_02What do we wear to school? Uh my clown, my clown uniform.
SPEAKER_04That's what I wear to school.
SPEAKER_02From clown college. That's for another podcast another time.
SPEAKER_04But I definitely would have five stars. Could you actually wear a clown call a clown costume to school? Did you really go to college school?
SPEAKER_02No.
SPEAKER_03She said wrong answers only. I'm I'm by the way, by the way, when you said that's for another podcast, I almost went down that path of wait a second. She's done a lot of stuff and she has like she loves learning. I could see you, you know, you know, showing up to someone's like like a business development meeting, like doing some type of like clown magic trick.
Marker 02
SPEAKER_02There's been some Zigfried and Roy energy at some presentations. We're talking full white sequence jumpsuits and bangled tigers. Just saying. That's again for another podcast another time. First close famously known for bringing a cheetah to a Meridian Link conference. Uh that's one of our great. I know. Again for another time. And that's it, guys. Guys and gals, that's it for all wrong answers.
SPEAKER_04I think it's hot dust trying to bring a horse. Oh, Andrea.
SPEAKER_02Thank you. Thank you for the good laps.
SPEAKER_03That was that was awesome. Well, Andrea, thank you so much for joining us on today's podcast. Really enjoyed our conversation as always. Um, I I again I I I want to thank you from the bottom of my heart for for being such an one amazing person, but advocate and supporter of the credit union world. You know, it it's it's I'm hoping the people who listen to this this episode heard it in your voice, how how caring and compassionate you are about seeing credit unions be successful. So thank you very much.
SPEAKER_02Mobb it. Thanks for having me. Of course.
SPEAKER_03And Justin, as always, thank you. Absolutely, it is my pleasure. And to close out, thank you again to Optimal Blue for sponsoring today's episode. And to all of you, we know your time is valuable. Thank you for tuning in to the latest episode of Acuma's On Point Podcast. We hope you enjoyed it. Until next time, be well, my friends.
SPEAKER_00Thanks for listening. We'll see you next time at the Acuma on Point Podcast. If not already, be sure to subscribe and give us a five star rating. For more great episodes and information, be sure to visit us online at Acuma.org. And to get the latest updates, head over to our LinkedIn page.
