Community Highlights: Meet Diandrai Webb of Cardinal Financial Company, Limited Partnership

Today we’d like to introduce you to Diandrai Webb

Hi Diandrai, can you start by introducing yourself? We’d love to learn more about how you got to where you are today?
My name is Diandrai (D’Andre) Webb! Married 18yrs to Shakia Webb and we share one daughter Kayleece Webb; 18yrs old who just graduated from High School in May 2024, and will be attending Tuskegee University this Fall.

I’m a Producing Branch Manager based in the Kansas City Metro with Cardinal Financial. I started my career path in Finance in 2003 as a Licensed Financial Advisor with Waddell & Reed in the State of LA before moving to the Mortgage industry in January 2004, in which I have held various positions ranging from Accelerated Management Trainee, Assistant Sales Manager, Branch Sales Manager, and District Manager Trainee.

I earned my Master’s Degree in Business Administration (M.B.A.) with an emphasis in Marketing & Finance from the University of Central Missouri (UCM) in Warrensburg, MO, in December 2002. Prior to that, I completed my Bachelor of Science in Business Administration (B.S.B.A) with a Concentration in Business Management at the same institution in December 2000.

My educational journey began at Southeast MO State University (SEMO) in Fall 1996, where I was a scholarship member of the football team as a Wide Receiver and pursued a Business Management degree. In the summer of 1999, I transferred to the University of Central Missouri (then Central Missouri State University), where I soon decided to shift my focus from football to my future career goals.

During my time at UCM, I engaged in several internships to gain more practical work experience. This included a Banking Internship and a Summer Management Internship with Walgreens while completing my undergraduate degree. While pursuing my M.B.A, I also undertook a Graduate Level Internship at a Wholesale Bakery Company in North Kansas City by the name of Dawn Foods. There, I was tasked to assist there Major Accounts Team that serviced Wal-Mart & Sam’s Club in developing a new role around Wal-Marts Retail Link system. The job over the summer, involved Sales Analysis, writing a final report, and providing final recommendations for the new position and job description.

From December 2000 to December 2002, I also served as a Graduate Assistant at UCM’s Small Business & Technological Center. In this role, I assisted the Consultants who supported regional small business owners with entrepreneurship training, resources, workshops, and studies.

In Fall 2001, I was also initiated into the Divine Nine Organization; Omega Psi Phi Fraternity, Inc – Iota Sigma Chapter at UCM. Over the past 20+ years, I have held various leadership and mentorship roles within the fraternity, supporting both undergraduate and graduate members.

In 2003 upon completing my Masters Degree I initially thought about a career in Financial Services; not necessarily sales but in analysis so I studied, and set for the Level I Chartered Financial Analyst Exam and did not pass. I did however pass my Series 7 Exam around the same time (on my 2nd try) and thus decided to pursue a path as a Financial Advisor with plans to possibly revisit the Chartered Financial Analyst path later perhaps. So this led me to begin my time as a Licensed Financial Advisor.

In late 2003 after some months trying to build a business outside of my natural market in the New Orleans, LA area, I decided it may be easier to give money away rather than to ask people for their money, and that thought led to my journey into the Consumer & Mortgage Lending space, with a company by the name of Beneficial Finance/Household Finance (parent company HSBC Bank). At that time I started as an Accelerated Manager Trainee in their Liberty, MO office and relocated from New Orleans to Kansas City with a referral from one of my teenage best friends wife who worked for the company in another State.

During my time with Beneficial Finance, I led two offices to their top performances, and rankings in multiple sales categories including customer service scores and was tasked with running one of the largest branches in the Division with over $90 Million in accounts serviced at the time. Due to the Great Recession the entire company was closed by HSBC Bank in the 2nd quarter of 2009 and I was unemployed for some months. In the beginning of 2010 I obtained an Assistant Store Manager position with Save A Lot Food Stores working at various locations across the Kansas City, Metro while figuring out my next move. A chance encounter with a former Branch Manager & Co-Worker from Beneficial at my nephews graduation led me back into the business with Wells Fargo after about a 1.5 to 2yr hiatus.

During my time at Wells Fargo Home Mortgage, beginning in March of 2012, I had the opportunity to learn about different sides of the business that I had previously just barely been exposed to toward the end of my time at Beneficial. After working on the Traditional Mortgage side of the business all of 2012, in 2013 I begin my transition into Wells Fargo’s Renovation Mortgage Financing dept becoming an expert and ranking in the tope 5 to 10 in various unit production categories during my time in that dept. In 2016 Wells Fargo begin to transition away from Renovation financing and I moved on to LeaderOne Financial for 1yr now being able to originate all loan types, and not just Renovation loans. In the summer of 2017 I left LeaderOne Financial and moved to loanDepot about the next for 5.5yrs in which I was able to continue to grow and service clients through probably one of the craziest time outside of the Great Recession in 2020-2022. In January 2023 I moved to Cardinal Financial to pursue an improved opportunity as I continue my growth in this industry.

Cardinal Financial Company, Limited Partnership NMLS 66247
Harold Diandrai Webb NMLS 893074
Producing Branch Manager
Equal Housing Opportunity
For licensing information, go to: www.nmlsconsumeraccess.org/EntityDetails.aspx/COMPANY/66247
Licenses: www.cardinalfinancial.com/nmls-licensing

I’m currently Licensed to work in: Arkansas (109881), California (CA-DFPI893074), Florida (LO120246), Georgia (893074), Kansas (LO.0034067), Missouri (14397-MLO), Texas

We all face challenges, but looking back would you describe it as a relatively smooth road?
The road in the mortgage industry is not a smooth one I would say, but can be in terms of creating positive impact for clients lives which is the primary goal.

I’ve worked through the Great Recession & Foreclosure crisis which begin around 2007. I’ve had periods of being unemployed during that time, and had to transition out of the industry completely for nearly 2yrs. If you pursue a career in this industry there will be times that you question whether or not its the right thing for you I can guarantee.

I’ve most recently witnessed the most extreme Economic impact since the Great Recession with the COVID crisis in 2020 & 2021 & historically low interest rates. Only to see a drastic & quick shift beginning around the 3rd to 4th quarter of 2022 in which we have witness the most accelerated increase in interest rates in such a short window since my 20yrs in the business.

I work for 100% Commission and in doing so its a matter of managing the highs and lows with business and income swings while maintaining strategies that can help you sustain no matter what environment you are presented with. Part of this also involves aligning yourself with companies/lenders that can help you best serve your core clientele, and their needs. This requires continuously monitoring shifts in the business as a whole and within the company you are employed with as these various shifts in the industry can occur suddenly at times. You must be tracking chatter, articles, market data, and networking while making sure you are shifting to the needs of any given market as necessary and able.

One lesson I learned from the Great Recession was to focus on self sufficient strategies and continuous relationship building that could sustain me and help keep my business somewhat Recession proof during down periods. For example by some data reports nearly 140,000 Loan Officers are no longer in the business since late 2022 and that itself speaks to the challenges you can face in surviving during any given time in this industry.

In addition to Economic factors in this industry you also have to deal with and manage Regulatory, Policy, and Loan Guideline changes which are also continuously evolving.

Technology changes have been a positive I would say, but are also continuously evolving things to manage and monitor in the industry. These tools could be the Loan Originating System(s) that lenders recruiting you use; which can make your life easier or more difficult in terms of executing transactions more seamlessly. This is ultimate goal; to be able to provide clients the most streamline experience possible during the preapproval & loan transaction phases. These could also be as simple as email, social media, internal chat tools, and texting as well. For example when I begin in the industry texting and social media where just becoming new tools people were beginning to use outside of the business not even thinking about using them yet “in the business”. Twenty years later I feel as though these are now all necessities of the business if you intend on surviving and thriving.

Regulatory and policy changes are out of your control, but will happen and must be adapted to for survival I would say. For example in the past year there has been a significant shift in terms of how the Agencies (FHA, VA, Fannie Mae, Freddie Mac) view one particular type of income in the industry referred to as Variable Income, and how they require it be calculated. Understanding what is required to combat that, and still making sure clients are receiving the most favorable income calculation possible within the allowed changes/rules can be the difference in making a deal work or not. So understanding these nuances can be the key to your survival in the business and ability to service clients effectively.

We’ve been impressed with Cardinal Financial Company, Limited Partnership, but for folks who might not be as familiar, what can you share with them about what you do and what sets you apart from others?
First of all I am not Self Employed just to note that, as I know your publication does a lot to support Entrepreneurs and their stories and businesses. I do however and have since 2012 worked for 100% Commission so I can relate to Entrepreneurs in that way in terms of your monthly or annual income not being guaranteed ever.

I work with and offer pretty much all Residential Mortgage Financing Loan Program options available in the market.

I specialize in both Purchase & Refinance Residential Mortgage Financing and work mostly with Owner Occupants, but also assist some Investors & Non Owner Occupants depending on the specifics of their need. I have specialized in Renovation Mortgage Financing since 2013 as well, which is a niche product/program. I run about a 50/50 split on FHA verse Conventional Loan fundings on average, and can work with a wide range on loan amounts being under $100,000 and up over $1,000,000. The average loan amount of my typical clientele would be anywhere from $100,000 up to $450,000 range and over I would say.

In addition to my roles in education and mentoring, I actively support partners and clients through speaking engagements at homebuyer education workshops and hosting workshops for referral partners as well. I have also taught Real Estate Continuing Education courses approved by the States of Kansas and Missouri on Renovation Financing. Furthermore, I contribute financial support to referral partners by sponsoring events they host whenever possible be it a donation or flyers and swag materials.

Brand wise I am most proud of my Reputation in the business amongst those who know me and know how I operate. Reputational risk is the key component and most important thing to me as I continue to navigate this industry. In addition, protecting the reputation of those Referral partners you do business with is important just the same. Once someone (Real Estate Professional, Past Client, Friend, Family) refers business to you; how you handle & communicate with that referral is important. This can ultimately make or break not only your career, but the career or relationship with the referral partner as well.

I want your readers to know that if they need a highly competent, educated and professional partner for their Residential Home Mortgage Financing needs or the needs of someone they know tor each out to me for consultation. I may not be a fit for everyone, but I can help everyone who is willing to accept my professional guidance I would say. I like to say I “provide professional guidance, but cant make everyone accept it,” and that’s okay.

Risk taking is a topic that people have widely differing views on – we’d love to hear your thoughts.
I believe in risk taking, but probably more so in calculated risks I would say; but I am a risk taker according to my wife. I have taken some career and financial risks over the years. Financial risk would be something that I may have money on the line with taking and I tend to be as measured as possible. Professional risk may be a matter of deciding what company to work for at any given time which could also tie into financial risk and income potential. Familial risk is me taking into consideration the effect(s) on any given decision I make and what its direct impact will be on my family.

Ultimately assessing risk is what I do for a living as a Producing Branch Manager originating mortgage loans in this industry. What all home mortgage lenders, their underwriting departments, and these agencies such as VA, FHA, Fannie Mae & Freddie Mac with their Guidelines are ultimately trying to assess is how risky a borrower is. Determining the likelihood given the information we have that they will or wont repay the Mortgage. So risk analysis I would say is definitely a part of my everyday work life.

Contact Info:

• Website: https://www.cardinalfinancial.com/loan-originator/diandrai-webb/
• Instagram: https://www.instagram.com/diandrai.webb/
• Facebook: https://www.facebook.com/DiandraiWebbKC
• Other: https://www.zillow.com/lender-profile/diandraiw/