The Builder Division is positioned for continued expansion into Florida, Alabama, South Carolina, and North Carolina. Our focus is geographic growth across the Southeast for Adams Homes, with an emphasis on Florida.
Your monthly guide to everything NorthStar
In This Issue
Managing Partners
Letter from David & Michael
The Halfway Point: Your Second Half Starts Now
NorthStar Family,
Just like that, we've reached the midpoint of 2026. Six months are behind us, and six months are still in front of us. That's worth pausing on, because the halfway point isn't just a date on the calendar. It's a checkpoint. It's the moment to look honestly at where you are, and then decide exactly how you want to finish.
Look Back Before You Look Ahead
Take a real inventory of your first half. How many loans did you close? Where did that business actually come from, whether past clients, Realtor partners, builders, or your online presence? Which relationships drove your pipeline, and which ones went quiet? You can't build a stronger second half until you understand what powered the first one. Your numbers will tell you exactly where to spend your energy from here.
The Second Half Is Where the Year Is Won
Here's the good news: the most productive stretch of the year is still ahead of you. The summer buying season is in full swing, families are racing to get settled before school starts, and the fall market is right behind it. Every closing you set up now pays off in the months to come. The advisors who finish strong in December are the ones taking action in July, not waiting for the calendar to force their hand.
What You Can Do Right Now
If you want to propel your business into the back half of the year, start here:
- Reconnect with your database. A quick call or text to past clients and referral partners keeps you top of mind. Repeat and referral business is the fastest, most affordable pipeline you have.
- Double down on what's working. Your first half numbers will reveal your best lead source. Don't spread yourself thin. Pour more into the channel that's already producing.
- Stay visible and consistent. Show up where your audience is, week after week. Consistency beats intensity. The advisors who post, call, and follow up regularly are the ones who get remembered.
- Sharpen your craft with ELEVATE. Use the tools we've built for you. A small improvement in how you handle a lead or structure a loan compounds across every deal in the second half.
- Set a clear second half goal. Write down the number you want to hit by December 31 and break it into monthly targets. A goal you can measure is a goal you can chase.
We're Building Something Bigger Together
Every one of these actions feeds our NorthStar 20 goal of growing our production and our team by 20% this year. Your individual push in the second half is what moves the whole company forward. When you win, we all win.
Half the year is gone, but the best half is still yours to write. Let's make these next six months the strongest of the year, together.
David Stallings & Michael Stallings
Managing Partners, NorthStar Mortgage Advisors
Managing Partners, NorthStar Mortgage Advisors
Builder Division
Kelly Rockouski
Volume
$150M
Approx. 500 homes in builder loan volume
Expansion
10-15
New active builder partners across the entire SE
Efficiency
50%
Converting active builders to preferred lender status
Builder Status & July Focus
- Meritage Homes: Final selection as a backup lender.
- Holland Homes: Focused on getting set up as a lender.
- A&R Homes: Working to establish as a lender.
- Cook Residential: Exploring ~10 DSCR loans to start as a lender.
- Pratt Living (TN): Additional conversations and options as a backup lender.
- Loudermilk Homes: In conversations about adding us as a lender.
- Two Resi Homes: Adding a new 150-home community with us as the lender.
- Kerley Family Homes: Continued conversations to get added as an option.
- Windsong Homes: Meeting the week of July 6 to review us as a lender.
- Tyler Chandler Homes: Will add us as a lender once the model homes finish construction.
- Adams Homes — Central Florida: Elizabeth Porter is open to an opportunity on two communities.
- Adams Homes — South Florida: Meeting with Kyle Chudesz in July around SEBC.
- Adams Homes Road Show: Visiting all 35 sales offices by end of summer.
- Adams — Huntsville, Birmingham, Charlotte & Greenville: July onboarding focus.
- Adams Playbook: Sharing for continued leverage and sales-agent training — positioning as a true resource, not just a lender.
- Americas Home Place: Visiting all sales offices by end of summer. Focus on the one-time close for C2P. Events at americashomeplace.com
- GROWTH Homes: Continuing to navigate opportunities with increased visibility in Birmingham and Texas.
July Initiatives
- Continue sharing and creating content for the Builder Newsletter
- Launch CE Classes for Builders online at northstarlending.com for NC, AL, FL
- Continue driving engagement for "Sit and Sell" with loan officers
- Generate Construction Perm Loan page online at northstarlending.com with process matrix
July Events & Engagement
July 9 · 5:30 PM
GAHBA Builders Social
July 14 · 3:00–5:00 PM
HBA Chattanooga Social Event with Builders
July 16 · 5:30 PM
GAHBA Active Adult Builder Social
July 28
Workforce Development Builder Luncheon
July 29–30
SEBC — Southeast Builder Conference, Orlando
July 30
GAHBA Forsyth & North Fulton Builder Social
Current Status & Recent Wins
- C2P Initiative: The Construction-to-Perm (C2P) strategy is underway, targeting at least 50 C2P homes this year.
- Account Management: A steady reporting rhythm is in place, with weekly backlog meetings now running for both Davidson Homes and Adams.
- Tech & Marketing: Moving toward digital-first lead capture and CRM — including QR codes and mobile app cards for builder sales teams to use in the field.
Team & Operations
- Performance: Targeting an average of $1M per month in production per builder-specific LO.
- Growth: Recruiting 2–4 new builder-specialized LOs across FL, SC, NC, TX, and AL.
- Satisfaction: Aiming for a 100% satisfaction rating from our builder partners.
Active Business Development — July Focus
We are currently well positioned and in active development with the following builders:
- Kerley Family Homes
- Stanley Martin Homes
- A&R Communities
- Kolter Homes
- Tyler Chandler Homes
- Loudermilk Homes
- Windsong Communities
- Southwyck Homes
Current Focus for These Accounts
- Sales Manager Alignment: Communicating directly with local sales managers to ensure they understand our programs, including the new C2P flyer.
- Identifying Roadblocks: Pinpointing specific challenges and lender competition at each site.
- Preferred Status: Pushing to become the "first choice" lender to hit our 50% conversion goal.
Operations
Maddie Eifert
Welcome Our New Loan Partner
I'd like to start by welcoming our newest Loan Partner, Connie Dorris, to the NorthStar family! Connie brings over 20 years of mortgage experience with an impressive background in loan processing, underwriting, and customer service. Throughout her career, she's processed Conventional, FHA, VA, USDA, Jumbo, Bond, and renovation loans, and even earned underwriting authority while at loanDepot.
She has a proven history of managing high-volume pipelines, maintaining excellent customer satisfaction, and helping loan teams get to the closing table. We're excited to have someone with her experience and dedication joining our team, and I know she'll be a tremendous asset. Please join me in welcoming Connie to the NorthStar family!
Employee Shoutout: Jessica in Underwriting
I'd also like to recognize Jessica in Underwriting. Jessica consistently goes above and beyond for our loan teams. She structures her days around helping others succeed by getting up early, staying late, and doing whatever it takes to make sure loans are reviewed and closed on time.
June threw a lot of last-minute rushes her way that weren't planned, but she tackled every one of them with a great attitude and never hesitated to jump in and help.
Jessica, thank you for everything you do. We truly appreciate your dedication and willingness to support everyone across the company. And on a personal note, congratulations to your daughter on an incredible accomplishment! Graduating as her high school's Class President and heading to Mercer University this fall is something to be incredibly proud of. We wish her all the best in this next chapter!
Team Recognition
I also want to recognize our entire Loan Partner team. June was one of our busiest months yet. Despite several team members taking well-deserved vacations, we closed our highest volume of loans since joining Canopy.
That doesn't happen by accident. It happens because of teamwork, communication, and everyone stepping in to help one another when needed. I'm incredibly proud of this team and the commitment you've shown to helping families get into their new homes. Thank you all for continuing to raise the bar.
Process Reminder
One of our biggest pain points in June was changes being made to loan applications after they had already been assigned to the Loan Partner. We completely understand that loans aren't always perfect when they come over. Adjustments happen, and that's expected.
However, once a loan has been assigned, we ask that all communication, documentation, and requested changes flow through the assigned Loan Partner. Please do not upload documents directly to a loan file or make changes without first coordinating with the Loan Partner.
Even when a Loan Partner is on vacation, they have designated backup coverage in place. Following the same process every time keeps our files clean, ensures underwriting has the most current information, prevents duplicate work, and ultimately creates a better experience for everyone involved. Consistency in our process is what allows us to continue operating efficiently as we grow.
Loan Partner Shoutout: The 8-Day-Out Emails
Finally, I want to recognize our Loan Partners for the 8-Day-Out emails. The feedback we've received has been overwhelmingly positive. These emails have made a tremendous difference in communication by keeping borrowers, Realtors, builders, attorneys, and everyone involved informed throughout the process.
That level of proactive communication creates transparency, sets expectations, and delivers a much better customer experience. Please continue sending these consistently. It's one of the things that truly sets NorthStar apart, and it's something we should all be proud of.
Thank you, everyone, for another incredible month! Let's keep the momentum going into July.
Enterprise Development
Jennifer Collins
In June, Enterprise Development remained focused on supporting leadership and operational needs across the organization as priorities continued to evolve, while maintaining momentum on current efforts and staying available as a resource for management teams where support was needed most.
Throughout the month, Enterprise Development continued to provide guidance, assist with ongoing projects, and support collaboration across departments to help ensure alignment with organizational goals and priorities.
Welcome to the Team — June New Hires
| Name | Role |
|---|---|
| La'Niya Robinson | Summer Intern — Douglasville |
| Connie Dorris | Loan Partner |
Underwriting Manager
Nancy Fowler
As we move through June and into July, we are continuing to see high volume across the company. I want to extend a sincere thank you to everyone for your continued dedication during this peak season. Your efforts to get loans approved and cleared to close in a timely manner are vital to our success.
I am pleased to share that we are actively interviewing to expand the underwriting department, and hope to welcome a new team member in the coming weeks.
I would also like to say a special thank you to everyone in the underwriting department, especially Bridgette Walker, Tonya Belor, Jessica Piotrowski, and David Reese, for working some late evenings and a few weekends to get through the loans and ensure closing dates are met.
Guideline Changes & Reminders
FHA Borrower Personal Debt: Per FHA Handbook 4000.1, personal debts paid by a borrower's business can no longer be fully excluded from their DTI. You may only omit the interest portion of the payment; the principal portion of the payment must now be included in the borrower's personal qualifying ratios.
VA Partial Entitlement: Action required: Everyone must double-check that they are using the correct county loan limits when completing the partial entitlement worksheet. Why it matters: Mistakes here cause major closing friction, specifically leading to incorrect down payment requirements and unnecessary stress for the borrower.
Reconsideration of Value (ROV) Process: Every ROV request must go to the underwriter first for initial screening. Only the underwriter has the authority to reject any request that violates agency or company guidelines, which renders the submission invalid.
Points of Friction: Documents Required at Initial Submission
Please make sure the following are in the file at the time of initial submission:
- Government loans: CAIVRS
- FraudManager
- VA Certificate of Eligibility
- VA Bonus Entitlement worksheets
- VA Paycheck City
Thank you for your continued focus and partnership.
— Nancy
Closing/Funding
Edwin
🌟 Team Shoutout
I want to start by giving another huge thank you to Tommy and Sandi for their continued incredible work ethic. Month after month, your dedication and willingness to jump in whenever needed keeps our team moving forward — we truly appreciate you both!
Keeping the Momentum
Lately, I've been seeing fewer Post-Closing and QC audit emails coming through, which is a massive win for our team. Let's keep up that amazing momentum and continue paying close attention to the details on every single file.
As we navigate the upcoming weeks and team members take well-deserved PTO, we will all need to step up and support one another to keep things running seamlessly!
Market Pulse
July 2026
July 2026 Market Snapshot
What Advisors Need to Know This Month
📊 Rates
The 30-year fixed is hovering around 6.5% (Freddie Mac, mid-June) — down slightly week-over-week and below last year's 6.8%. The Fed is holding and signaling "higher for longer," with inflation ticking back up, so don't sell buyers on a coming drop. Today's rate is the rate to act on.
🏘 Inventory
Supply sits near a 4.5-month level — the most choice buyers have had in years, though inventory growth is slowing. Across our Sun Belt footprint (GA, FL, AL, NC, SC, TX), listings have neared or passed pre-pandemic levels. Pre-approved buyers have leverage right now — make sure yours are ready to move.
🏗 Builder Activity
Builders are sitting on elevated unsold new-home supply and are cutting prices and offering rate buydowns and affordability incentives to keep sales moving. That's a direct opening for our buydown programs and C2P — confirm Kelly's July builder events before publishing. If you're not in the builder channel yet, now is the time.
💡 Buyer Sentiment
Existing-home sales rose 3.2% — the strongest pace since December — and first-time buyers hit 35% of the market, the highest since 2020. Affordability has improved year-over-year. Add the back-to-school clock and motivated buyers are transacting now, especially first-timers.
🎯 The July Opportunity
We're at the year's midpoint with rates stable, more inventory, and builders handing out incentives. The advisors who finish the year strong are building their fall pipeline right now — lead with buydowns and first-time-buyer programs, stay visible, and convert the summer rush.
Marketing
Lauryn Hopson
🌟 Content Creator Spotlight: Skye Phillips
This month's shoutout goes to Skye Phillips for showing up consistently on social media. Posting once is easy — posting week after week is what actually builds an audience, and Skye is doing exactly that. That kind of steady presence is how you stay top of mind so that when someone in your network is ready to buy, you're the name they already trust.
Give her a follow and see how it's done: @skyeknowsloans. If you want help getting into a posting rhythm of your own, that's exactly what I'm here for.
This Month's Focus: Designing a Hook That Actually Converts
Your hook — the first line of a post, reel, or video — decides whether someone keeps watching or keeps scrolling. The hooks that generate the most leads all do the same two things: they name a specific struggle, then hand over the solution.
Relatable doesn't mean talking to everyone. It means talking to one person about the exact problem keeping them out of a home. When a borrower hears their own situation described out loud, they instantly think "that's me" — and now you have their attention. Then you become the person with the answer.
The Formula: Struggle → Solution
- 1. Call out the struggle. Name the specific roadblock your ideal borrower is feeling — the more specific, the more it lands.
- 2. Hand them the solution. Position yourself as the person who has solved this exact problem, many times.
See the difference:
✗ Generic: "I can help you buy a home!"
✓ Relatable hook: "I'm self-employed and was told I couldn't buy a house because of it — here's the solution that's helped me close tons of self-employed borrowers."
Pick one type of borrower you love working with — self-employed, first-time buyers, recent transplants — and write a hook that names their struggle and your solution. That's your next post. Need a hand crafting it? Send it my way.
Team Recognition
Compliments & Shoutouts
This is your space to recognize a teammate who went above and beyond. Shoutouts submitted by the NorthStar team each month.
Dexter Gaines
Thank you to the entire Underwriting Team for continuing to grind it out this month and for working over the weekend! 👏 🙏
Want to submit a compliment for next month's issue? Reach out to Lauryn in marketing!
Team Celebrations
July Birthdays 🎉
July 1 🎂
Hannah Queen
July 2 🎂
Kelsey Wetzel
July 7 🎂
Nate Duce
July 7 🎂
Banu Venugopal
July 9 🎂
Dekota Oechsle
July 11 🎂
Alisha Thomas
July 16 🎂
Christian Brosseau
July 17 🎂
Jen Broome
July 18 🎂
Collin Parker
July 18 🎂
Nikki Stacy
July 22 🎂
Nancy Fowler
July 22 🎂
Kicha Gaskin
July 27 🎂
Meredith Waddell
July 28 🎂
Lauryn Hopson
July 31 🎂
Emily Meek
Wishing all of our July birthday celebrants a wonderful month! 🎈
Employee Highlight
Getting to Know the Team
Each month we spotlight members of the NorthStar family — the people behind the pipeline who make this company what it is. This month, meet Kayla Sweat from our Operations team.
Kayla Sweat
Loan Partner
A Little About Me
I'm from Paulding County, GA! Outside of work, I love going to concerts and spending time with my family, friends, and all of our animals. I have a 13-year-old daughter, just celebrated 14 years of marriage, and our household includes 3 dogs, a rooster, and 2 pigs — so there's never a dull moment!
A Day in the Life
A typical day involves meetings, reaching out to borrowers for the items needed to clear their files, and collaborating across departments to get loans to the finish line.
One Thing She Wishes Every LO Knew
Communication is everything. Notes, regular check-ins, and staying open with your processor can make the entire process smoother for everyone involved. When we're all on the same page, things just flow.
💡 What Kayla Loves About NorthStar
What I enjoy most is the people. Everyone at NorthStar, in Operations and beyond, is helpful, kind, knowledgeable, and understanding. That makes all the difference.
Production
June 2026 Numbers
Total Volume
$67.5M
$67,537,542 funded · June 2026
Units Closed
212
Loans closed in June
Production Report
2025 YTD vs. 2026 YTD
January–June funded volume — year-over-year comparison
Jan–Jun 2025 YTD
$312.9M
Company-wide funded
→
Jan–Jun 2026 YTD
$350.9M
Company-wide funded
+12.1%
YTD Growth
+$37,996,438
June 2025
$68.5M
Company-wide funded
→
June 2026
$67.5M
Company-wide funded
-1.4%
June YoY Change
-$1.0M
Top Advisors — June 2026
1
Clayton Tyrel
$9,418,680
31 units
2
Stephen Templeton
$6,386,597
15 units
3
Zachary Creasia
$5,817,438
15 units
Full Standings June 2026
| # | Advisor | Volume | Units |
|---|---|---|---|
| 1 | Clayton Tyrel | $9,418,680 | 31 |
| 2 | Stephen Templeton | $6,386,597 | 15 |
| 3 | Zachary Creasia | $5,817,438 | 15 |
| 4 | Mitchel Feraco | $5,594,169 | 13 |
| 5 | Drew Lingo | $4,760,800 | 15 |
| 6 | Jen Broome | $3,333,107 | 11 |
| 7 | Rebekah Wagers | $2,745,554 | 8 |
| 8 | Macie Baglin | $2,271,693 | 9 |
| 9 | Stephen Shields | $2,051,181 | 7 |
| 10 | Dexter Gaines | $2,028,176 | 6 |
| 11 | Kelsey Wetzel | $1,973,039 | 7 |
| 12 | Gage Dollar | $1,945,452 | 10 |
| 13 | David Cryder | $1,779,180 | 3 |
| 14 | Nathan Duce | $1,445,950 | 5 |
| 15 | Lindsey Limardo | $1,400,622 | 6 |
| 16 | Rachel Benton | $1,371,517 | 5 |
| 17 | Laura Royal | $1,305,010 | 3 |
| 18 | Bo Stallings | $1,295,177 | 4 |
| 19 | Lee Brown | $1,188,421 | 5 |
| 20 | Jennifer Collins | $1,018,966 | 2 |
| 21 | Jay Alexander | $920,755 | 4 |
| 22 | Keith Queen | $822,736 | 4 |
| 23 | Meredith Waddell | $707,260 | 3 |
| 24 | Wesley Barclay | $500,663 | 2 |
| 25 | Rachel Duce | $490,000 | 1 |
| 26 | Greg Wiggins | $486,825 | 2 |
| 27 | Matt Coker | $420,000 | 1 |
| 28 | Skye Phillips | $414,000 | 1 |
| 29 | Eric Upchurch | $396,825 | 1 |
| 30 | Wesley Kelley | $383,838 | 1 |
| 31 | Alisha Thomas | $363,570 | 2 |
| 32 | Hannah Queen | $363,298 | 1 |
| 33 | Chris Stacy | $355,000 | 1 |
| 34 | Kicha Gaskin | $342,000 | 1 |
| 35 | Jon Howell | $330,770 | 1 |
| 36 | Judith Freve Reese | $328,532 | 3 |
| 37 | Travis Fredrick | $285,000 | 1 |
| 38 | Hayley Sansing | $249,342 | 1 |
| 39 | Jerahme Wetzel | $246,399 | 1 |
| ★ | Grand Total | $67,537,542 | 212 |
This Month's Focus
July Priority: Own the Peak of Summer
We're at the midpoint of the year. The advisors who finish strong are the ones who stay visible and consistent right now.
July is the heart of the buying season. Families want to be settled before the school year, summer relocations are in full swing, and motivated buyers are ready to move. This is the month to convert the pipeline you've been building — and to set up a strong second half of the year.
Your action item this month: Do a mid-year check-in with every active referral partner. Ask how their year is going, where they need support, and how you can make their next closing easier. A five-minute conversation now protects your pipeline through the fall.
Here's your playbook
-
1Run your mid-year pipeline review. Look back at the first six months — where did your business come from, and which relationships drove it? Double down on what's working for the rest of the year.
-
2Reach the back-to-school buyers. Families who want to be moved in before the school year are racing the clock. Post about timelines, pre-approvals, and how fast you can move — be the advisor with the answers.
-
3Reconnect with one past client. A quick "happy summer" check-in keeps you top of mind for referrals and repeat business. The relationships you nurture in July pay off all year.
Half the year is behind us. Make the second half your best one yet — stay visible, stay consistent, and keep building.
Past Issues
Volume 1 · Issue 1
February 2026
Published February 2026
The inaugural issue — NorthStar 20 vision, Builder Division targets, Operations shoutouts, Enterprise Development onboarding framework, Underwriting team profiles, and Marketing digital spotlight.
Read Issue →
Volume 1 · Issue 3
April 2026
Published May 2026
IMPACT Gala recap, LO of the Year Clayton Tyrel, David & Michael's letters on relentless pursuit and the driver's seat, Builder Division spring push, Underwriting friction points, and March production numbers.
Read Issue →
Volume 1 · Issue 4
May 2026
Published May 2026
Employee highlights (Aimee & Abby), team shoutouts, Michael's ELEVATE letter, Builder Division summer push, compliments section, May birthdays, and April production numbers.
Read Issue →
Volume 1 · Issue 5
June 2026
Published June 2026
ELEVATE goes live — launch letter from David & Michael, Builder Division summer strategy, Operations & Underwriting momentum, CoVideo marketing focus, employee highlights (Becky Powell & Marci Norris), May production, and the May advisor leaderboard.
Read Issue →
Volume 1 · Issue 7
August 2026
Coming Soon
Next issue will appear here once published.