Stay Connected
WEALTH
STREAM NEWS
STREAM NEWS
Stay up to date with the latest news from the Hispanic Wealth Project
How Bernie Miller is Elevating Mortgage Professionals and Expanding Homeownership
Bernie Miller has dedicated over two decades to shaping the mortgage industry as Executive Vice President at The Federal Savings Bank. Driven by a commitment to mentorship, financial literacy, and expanding homeownership access, he has been instrumental in cultivating top-performing loan officers while guiding countless families toward owning a home.
A West Point graduate and former U.S. Army officer, Miller brings a mission-driven leadership style to the mortgage sector. His extensive expertise in sales, operations, and coaching has enabled him to build a high-performing team that helps thousands of families secure financing each year.
Recognized as a NAHREP 10 Ambassador and Certified Trainer, Miller works tirelessly to increase financial education and homeownership opportunities for Latinos and other underserved groups. Through the NAHREP 10 Certified Trainer Program, he has helped train hundreds of individuals, emphasizing the role of financial literacy and real estate in building long-term wealth.
Beyond these professional achievements, Miller leads Mortgage Banker University, an initiative focused on preparing new loan officers to become top producers. His dedication to mentorship ensures that emerging professionals have the knowledge, skills, and mindset to excel in a competitive industry.
Your career spans both military service and mortgage banking. How has your leadership style evolved across these industries?
Bernie: This question really made me reflect—big picture, I was in the Army for 14 years (West Point and my Army service)—and I am now entering my 23rd year in the lending space. The Army teaches so much about leadership, and I would say the number one feedback that you always hear is you are really doing your best because of the person next to you, the other soldier in the foxhole who is protecting your back, while you protect theirs. What makes the military work is an alignment around very distinct and focused mission parameters and goals. Those goals are reached by training soldiers and units to a standard regarding personal and team skills or tasks—every day, week, month, and year. When you report for your duty day in the Army, there is a schedule for the week, set by leadership, and you know the plan. For example, a helicopter pilot spends over 100 hours in flight training to become individually proficient in a helicopter before even being allowed to go to a unit and fly in a mission. Sometimes Real Estate and Mortgage look like careers that are all about self: you have to do the work, individual achievements, etc, but the best leaders build culture and team just like we did in the Army. Mortgage 101 classes, sales scripting and role playing, consistent coaching became the individual and mission standards from my old Army days. As bankers and operations employees got proficient, we set bigger goals and we did group coaching where we held each other accountable and cheered each other’s victories. That's probably my favorite part about NAHREP in general. It’s a very inclusive culture. We all want everyone to win, even our competitors! The events provide some amazing collaboration and further the spirit of all winning together on behalf of the Hispanic community overall.
As the founder of Mortgage Banker University, what strategies have been most effective in developing top loan officers?
Bernie: I have been blessed to grow hundreds of loan officers from scratch over the years. Further, I've been involved and growing and mentoring dozens of NAHREP top 250 originators since that program began. I think there are two secrets to building a successful loan officer or Realtor. Of course, there has to be consistent and detailed training in the first 30 days about the blocking and tackling that you just have to know. For example, for a loan officer it would be the basics of calculating income, understanding a credit report, structuring the different kinds of loans, etc. I used two key strategies in the end that I feel were very effective in building new LO's into the business when it comes to sales training.
What are the biggest barriers to homeownership that Latino and first-time buyers face, and how can the industry address them?
Bernie: I won't cover the well knows barriers—higher interest rates, low inventory, etc—further. The newest barrier that will affect Hispanics is the reversal from the FHFA on Non-permanent resident aliens (I expect that this will affect FHA and Conventional lending). However, I really think the largest barrier is simply education, and "how" does the Hispanic Wealth Project and all of these lenders and realtors out there and find Hispanics where they live and work and educate them! News flash to realtors and lenders: your "1st time buyer" seminar where five people show up IS NOT WORKING! There are thousands of "mortgage ready" Latinos out there (see the Hispanic Home Ownership Report) that do not know they are qualified and/or they don't quite understand the massive wealth building potential in Real Estate and buying the first primary residence as soon as possible.
How has your involvement in the NAHREP 10 Certified Trainer Program influenced your approach to financial literacy and community impact?
Bernie: The NAHREP 10 program allowed me to speak in front of so many more audiences because I could now help organizations understand that I just want to help expand Hispanic home ownership, not somehow pitch my company! I am now seen in the NAHREP community, along with my wife Tammy who I speak alongside at many events, as a true advocate for growing Realtors, Lenders, and Hispanic wealth in general. The feedback we get from our talks, when we MC galas, and support local chapters is so rewarding, and I know we are making a difference in the community.
Further, the Hispanic Wealth Report, and the Hispanic Home Ownership Report are absolutely amazing! The statistics and stories there are the best way to inspire Latinos to action around building wealth and how to do it now!
What long-term impact do you hope to leave on the mortgage industry through your leadership and mentorship efforts?
Bernie: I think Tammy and I together are showing top producers how to grow a big business and also a fulfilled life. At the core, this is really what the NAHREP 10 teaches. Understand that wealth and prosperity is not all about the money, learn to respect and master the basics of money, and build something wonderful for your family and the community—and do it together. In a previous season of life, Tammy and I ran at this business with no guidance, no coaching. Only relentless work—and we both ended up divorced! Now we teach career-minded couples how to get back on the path to a vibrant marriage. We are teaching intentionality through various frameworks that we have cultivated in our second marriage. In the end, when you build a six-figure marriage, you can grow a seven-figure life. We want to set the example out there and teach couples how to achieve that harmony, how to stay in the top 10% of your profession, and how to remain active and impactful in the lives or their families and children.
The best way to grow Hispanic wealth as practitioners, is to "show" them through our examples! Not just tell Hispanics how to do it. I think this is a consistent message that Tammy and I are excited to deliver!
With an unwavering commitment to service, financial empowerment, and mentorship, Bernie Miller continues to shape the mortgage industry and help families create generational wealth through homeownership.
If you’re inspired by Bernie’s story and want to make an impact in your own community, consider applying to become a NAHREP 10 Certified Trainer. Learn more and apply here.
A West Point graduate and former U.S. Army officer, Miller brings a mission-driven leadership style to the mortgage sector. His extensive expertise in sales, operations, and coaching has enabled him to build a high-performing team that helps thousands of families secure financing each year.
Recognized as a NAHREP 10 Ambassador and Certified Trainer, Miller works tirelessly to increase financial education and homeownership opportunities for Latinos and other underserved groups. Through the NAHREP 10 Certified Trainer Program, he has helped train hundreds of individuals, emphasizing the role of financial literacy and real estate in building long-term wealth.
Beyond these professional achievements, Miller leads Mortgage Banker University, an initiative focused on preparing new loan officers to become top producers. His dedication to mentorship ensures that emerging professionals have the knowledge, skills, and mindset to excel in a competitive industry.
Your career spans both military service and mortgage banking. How has your leadership style evolved across these industries?
Bernie: This question really made me reflect—big picture, I was in the Army for 14 years (West Point and my Army service)—and I am now entering my 23rd year in the lending space. The Army teaches so much about leadership, and I would say the number one feedback that you always hear is you are really doing your best because of the person next to you, the other soldier in the foxhole who is protecting your back, while you protect theirs. What makes the military work is an alignment around very distinct and focused mission parameters and goals. Those goals are reached by training soldiers and units to a standard regarding personal and team skills or tasks—every day, week, month, and year. When you report for your duty day in the Army, there is a schedule for the week, set by leadership, and you know the plan. For example, a helicopter pilot spends over 100 hours in flight training to become individually proficient in a helicopter before even being allowed to go to a unit and fly in a mission. Sometimes Real Estate and Mortgage look like careers that are all about self: you have to do the work, individual achievements, etc, but the best leaders build culture and team just like we did in the Army. Mortgage 101 classes, sales scripting and role playing, consistent coaching became the individual and mission standards from my old Army days. As bankers and operations employees got proficient, we set bigger goals and we did group coaching where we held each other accountable and cheered each other’s victories. That's probably my favorite part about NAHREP in general. It’s a very inclusive culture. We all want everyone to win, even our competitors! The events provide some amazing collaboration and further the spirit of all winning together on behalf of the Hispanic community overall.
As the founder of Mortgage Banker University, what strategies have been most effective in developing top loan officers?
Bernie: I have been blessed to grow hundreds of loan officers from scratch over the years. Further, I've been involved and growing and mentoring dozens of NAHREP top 250 originators since that program began. I think there are two secrets to building a successful loan officer or Realtor. Of course, there has to be consistent and detailed training in the first 30 days about the blocking and tackling that you just have to know. For example, for a loan officer it would be the basics of calculating income, understanding a credit report, structuring the different kinds of loans, etc. I used two key strategies in the end that I feel were very effective in building new LO's into the business when it comes to sales training.
- You need to drip small sales tactics daily for 60 to 90 days, and then make them practice this before moving on to the next tactic. Many sales programs try to teach everything in two weeks. Sales is a verb, it’s an action! You need practice speaking to a new referral and taking an application before you can understand how to have their rate lock conversation in a few weeks. Further, this tactic makes sales people go sell without "knowing everything"—and if sales isn't the right fit for someone (which is OK, of course!)—they figure that our much faster.
- There has to be "hands on" mentorship. There is an ancient Chinese proverb: “If you want to know the best way to climb the mountain, ask someone who is on their way back!” Daily mentorship, shadowing real phone calls with a top producer, those things are just critical. I used to take groups of MBU loan officers out to open houses on the weekends to meet realtors and "show them" how it works, not "tell them" what to say and when to say what are best witnessed, not just taught.
- Lastly, producing loan officers that want to get to the next level need to be coached. An external coach will get you more results, will push you, and it will be worth the money!
What are the biggest barriers to homeownership that Latino and first-time buyers face, and how can the industry address them?
Bernie: I won't cover the well knows barriers—higher interest rates, low inventory, etc—further. The newest barrier that will affect Hispanics is the reversal from the FHFA on Non-permanent resident aliens (I expect that this will affect FHA and Conventional lending). However, I really think the largest barrier is simply education, and "how" does the Hispanic Wealth Project and all of these lenders and realtors out there and find Hispanics where they live and work and educate them! News flash to realtors and lenders: your "1st time buyer" seminar where five people show up IS NOT WORKING! There are thousands of "mortgage ready" Latinos out there (see the Hispanic Home Ownership Report) that do not know they are qualified and/or they don't quite understand the massive wealth building potential in Real Estate and buying the first primary residence as soon as possible.
How has your involvement in the NAHREP 10 Certified Trainer Program influenced your approach to financial literacy and community impact?
Bernie: The NAHREP 10 program allowed me to speak in front of so many more audiences because I could now help organizations understand that I just want to help expand Hispanic home ownership, not somehow pitch my company! I am now seen in the NAHREP community, along with my wife Tammy who I speak alongside at many events, as a true advocate for growing Realtors, Lenders, and Hispanic wealth in general. The feedback we get from our talks, when we MC galas, and support local chapters is so rewarding, and I know we are making a difference in the community.
Further, the Hispanic Wealth Report, and the Hispanic Home Ownership Report are absolutely amazing! The statistics and stories there are the best way to inspire Latinos to action around building wealth and how to do it now!
What long-term impact do you hope to leave on the mortgage industry through your leadership and mentorship efforts?
Bernie: I think Tammy and I together are showing top producers how to grow a big business and also a fulfilled life. At the core, this is really what the NAHREP 10 teaches. Understand that wealth and prosperity is not all about the money, learn to respect and master the basics of money, and build something wonderful for your family and the community—and do it together. In a previous season of life, Tammy and I ran at this business with no guidance, no coaching. Only relentless work—and we both ended up divorced! Now we teach career-minded couples how to get back on the path to a vibrant marriage. We are teaching intentionality through various frameworks that we have cultivated in our second marriage. In the end, when you build a six-figure marriage, you can grow a seven-figure life. We want to set the example out there and teach couples how to achieve that harmony, how to stay in the top 10% of your profession, and how to remain active and impactful in the lives or their families and children.
The best way to grow Hispanic wealth as practitioners, is to "show" them through our examples! Not just tell Hispanics how to do it. I think this is a consistent message that Tammy and I are excited to deliver!
With an unwavering commitment to service, financial empowerment, and mentorship, Bernie Miller continues to shape the mortgage industry and help families create generational wealth through homeownership.
If you’re inspired by Bernie’s story and want to make an impact in your own community, consider applying to become a NAHREP 10 Certified Trainer. Learn more and apply here.
More Wealth Stream News
Hispanic Wealth Project Pillars
Click on one of the pillars below for more articles.
