Season 1, Episode 9 – Interview with Bryant MacKellar
In this ValuNation conversation, co‑hosts Charlie Johnson and Michael Schwartz sit down with Bryant MacKellar—former professional golfer, short‑term‑rental investor, and branch manager at Bank of England Mortgage. The result? A masterclass in turning pressure putts into purchase loans, plus real‑world intel on Gulf‑Coast vacation markets and the art of training rookie loan officers.
🎧 Listen to the episode: Interview with Bryant MacKellar on ValuNation
📍 Key topics: pro‑golfer mentality, FHA refi boom, short‑term‑rental lending, LO recruiting, AMC‑appraisal dynamics, Gulf‑Coast real estate
From Mini Tours to Mortgage Cubicles
Bryant’s résumé reads like an ESPN highlight reel—Botswana childhood, SEC golf at Auburn, ten years chasing checks on mini tours. But the 2009 refinance wave changed everything. A bank that once sponsored him handed over a phone list of portfolio clients; 16 closings his second month and 200 refis his first year proved that “making putts for dinner” translates nicely to commission sales.
“I told borrowers, ‘I’m sending the package—sign it, send a driver’s license and a bank statement, and I’ll save you $214 a month.’ Nobody said no.” – Bryant
Take‑away: In markets full of fear, clarity and speed win deals.
Short‑Term Rentals on the Alabama Gulf Coast—Boom or Bubble?
- Destinations like Gulf Shores and Orange Beach thrived during COVID: drive‑to markets, year‑round weather, and nightly rates that beat Florida’s 30A elite.
- Single‑family <> Condo Shift: Escalating HOA fees and tougher condo underwriting push investors toward three‑bedroom houses a mile off the sand—complete with golf‑cart rentals and backyard pools.
- Regulation Reality: Municipalities are capping rentals under 30 days in purely residential zones. Bryant’s rule of thumb—“Beachfront = party tolerance; suburbs = peace.” If you’re buying inland, budget for stricter lease terms.
Builder’s Pause: Bryant halted two spec builds last July when construction quotes hit $195 / sq ft + $50K delivery. “I’m glad I waited—rushing at the top of the cost curve is never smart.”
“Customer for Life” Lending—Why Purchases Trump Refis
Bryant’s branch closed 96 % purchase volume in 2024, and he wants every file treated like a future five‑loan relationship. His playbook:
- Teach, don’t pitch. Inform first‑time buyers on cycles; they’ll refi when rates drop.
- Hire outside the box. One top LO sprayed for termites two years ago—94 closings last year.
- Keep underwriters on speed‑dial. Small‑bank structure means real humans, real exceptions, real fast.
“If you’re not treating every purchase as a lifetime client, you’re doing it wrong.”
Appraisals & AMCs: The Buffer Everyone Forgets
Bryant’s blunt take: an AMC shields lenders from “why‑didn’t‑it‑appraise” rage and keeps valuations honest. His favorite story? A $1 M Dauphin Island beach house…that now sits in the Gulf of Mexico after storms shifted the shoreline. No appraiser would touch it; cash buyer only.
- Waiver Wisdom: Desktop‑value waivers appear mostly on 20 %‑down, cookie‑cutter subdivisions—not on rural horse farms or high‑rise condos.
- Reality Check: A $300K contract priced $40K over list “never stood a chance”—and Bryant warns buyers to use low appraisals as leverage, not heartbreak.
TL;DR – Episode 9 Takeaways
- Pressure builds skill. If you can make ten‑footers for rent, you can close 200 loans.
- Drive‑to beaches are investor magnets, but condo fees + new regulations shift cash toward inland single‑family rentals.
- Purchase clients are five‑loan annuities—treat them that way.
- AMCs = essential buffer. Let experts handle value debates while you manage relationships.
- Slow play kills deals and golf rounds alike—move fast, stay nimble.
📌 From birdies to borrowers, Bryant proves fundamentals—grit, speed, and honesty—will always outscore flashy gimmicks.
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