In feudal Japan, the samurai were the armed supporters and protectors of wealthy landowners. They weren’t just warriors — they were trusted advisors, problem solvers, and strategists. They knew the terrain, respected the chain of command, and acted with honor in service of something bigger than themselves.
In today’s market, the best mortgage loan originators who have mastered Non-QM are like the samurai class of MLOs. It was this thinking that inspired the fireside chat with two of the best in the country, sponsored by our friends at The Loan Store that we held last month.
Closing Non-QM loans takes more than product knowledge. It takes discipline, clarity, and an unwavering code of conduct. In this special conversation hosted by NMP and made possible by The Loan Store, I had the honor of sitting down with two of the most respected and productive Non-QM originators in the country: Scott Valins of GoRascal and Kenny Simpson of The Simpson Team.
Will Pendleton and Adam Wagner from The Loan Store also joined us, who added their deep insight into how great originators navigate today’s complex lending environment. I’m grateful to them both for bringing their perspective and for The Loan Store’s sponsorship, which helped make this session possible.
The Non-QM Samurai Mindset
The metaphor of the samurai: one who operates with intention, honor, and skill, was the perfect lens through which to view this discussion. Both Kenny and Scott embody that mindset in how they lead their teams, communicate with clients, and approach problem-solving.
Scott emphasized that a true Non-QM professional honors the deal, even when it can’t be done. That means being upfront with bad news, avoiding overpromising, and always protecting referral partners’ trust. For Kenny, the comparison went even deeper.
“You’re going into battle,” he said. “You need to know your weapons: bank statements, DSCR [Debt Service Coverage Ratio], P&L [profit and loss statements], tax returns. You have to master them if you want to lead.”
Their Tools Of The Trade
Two of the samurai’s tools were the katana, their famous long sword and primary battle weapon, and a tanto, their short dagger. We asked Kenny and Scott what their two favorite tools were that they rely on daily:
- Kenny shared that his camera (for content) and his account executives (for creative structuring) are what keep him sharp and productive.
- Scott pointed to his team, who are highly trained and empowered, and his tech stack, which includes MortgageQ, an AI-powered scenario engine created by a Non-QM focused mortgage broker, plus automated workflows that allow him to scale without sacrificing precision.
For New Originators Entering Non-QM
With only about 10% of MLOs embracing Non-QM, whenever we host Non-QM webinars, there are a lot of MLOs looking to find their path to Non-QM mastery. Both leaders urged new MLOs to avoid overcomplicating Non-QM, especially DSCR loans. “At its core, it’s about rent covering PITIA,” Scott said. Kenny added, “Start by learning. Call your AEs. Understand what an exception is and how to use it to help your borrowers.”
They also emphasized that Non-QM should not be viewed as a niche, but rather a strategic advantage — especially when deals fall apart at traditional lenders. “Be the broker that agents call when the bank says no,” said Scott.
Mastering Exceptions
With as much as 50% of Non-QM volume requiring exceptions, both Scott and Kenny stressed the importance of documentation, expectation-setting, and knowing how to make a business case to your investor. “It’s not just about the file,” Kenny noted. “It’s about the story.”
They also warned against the dangers of ego. Stay focused, stay humble, and never let emotion get in the way of protecting your relationships and reputation.
Daily Habits That Win the Day
The routines shared were a masterclass in time-blocking and discipline:
- Kenny starts his day at 3:00 a.m., handles tasks like content creation, works out, and then begins his mortgage day by 8:30 a.m. He blocks out distractions and limits his energy to what matters most: connecting with clients and solving problems.
- Scott’s day starts with a workout and a team sales meeting focused on market updates and education. His calendar is his guide, and he builds in time for leadership, origination, and innovation.
Both credited coaching and mentorship as a key component of their success. Whether through paid coaches, YouTube videos, or mastermind groups, they continuously invest time and money in their growth.
Why Content Is The Samurai's Marketing Sword
Kenny’s marketing strategy centers around video — on Instagram, via emails, and across YouTube. “You don’t need anything but your phone to build trust,” he said. Scott also sends out regular blogs and newsletters, using tools like ChatGPT to spark ideas and engage his audience.
Their advice: master one platform, educate your audience, and make it about them, not you.
Final Thoughts: Lead With Honor
As the session came to a close, what stood out to me was how much of what makes these originators great has little to do with Non-QM products — and everything to do with mindset, systems, and service.
They operate like samurai, with discipline, intentionality, and a code of honor.
I want to thank Will Pendleton and Adam Wagner once again for their insight and support — and also The Loan Store for sponsoring this valuable conversation.
If you’re a broker who wants to succeed in today’s market, the path is clear: Learn from these samurai. Master your craft. Show up every day with purpose. And always put the borrower and your partners first.
