Truss Financial Group’s 99% Non-QM Brokerage: The AI Tools Driving Success
Jeff Miller and Jason Nichols turned a niche strategy into a scalable mortgage business. They redirected their firm’s focus toward Non-QM lending in 2015.
The early pivot
Truss Financial Group began in 2006 in traditional mortgage markets. After facing financing barriers for business owners and investors, Miller and Nichols adopted Non-QM products.
They targeted borrowers using hard money loans at 12 to 13 percent interest. Truss offered roughly 9.5 percent, winning clients frustrated with high rates.
Finding structure with partners
In about 2017, Truss formed key relationships with lenders such as Angel Oak and AmWest. Those partnerships introduced printed matrices and consistent underwriting rules.
Predictable turn times let the company scale. The firm moved from experiment to repeatable business model.
Staying committed through market cycles
From 2020 through 2022, Truss maintained a Non-QM-only approach despite agency refinance volume. The firm weathered warehouse line freezes and lengthy funding timelines.
The discipline built a loyal client base of business owners and investors. Many borrowers returned for multiple deals, some completing more than 20 loans.
Operations and production model
Today, Truss employs 22 loan officers within a layered production structure. Leads flow first to intake specialists, then to a solutions desk and a QC desk.
This setup keeps loan officers focused on client conversations. A typical officer can hold about 150 meaningful conversations each month.
Technology and AI tools
Jason Nichols built an AI-driven scenario-matching platform called MortgageQ. The tool began as a spreadsheet around 2020 and evolved into an AI product.
MortgageQ ingests documents, structures borrower data, and matches scenarios to lenders. Thousands of outside professionals now use the platform.
Truss also applies AI across communications and performance tracking. RingCentral call transcription flags complex conversations for senior officers.
Management uses Claude for analytics. Loan officers access Gemini through Google Workspace for support.
Training and onboarding
New hires complete an internal, AI-enhanced training program named Trustology. The program covers products, rebuttals, and scenario handling before live leads.
Recruits then move into a “Shark Tank” calling initiative to re-engage past applicants. Successful trainees typically begin closing loans within six to twelve months.
Referral strategy
Truss avoids mass lead vendors. The firm builds a compact network of high-value referral partners instead.
Follow-up is highly segmented. Realtors and CPAs receive tailored communication, and every referral is tracked to its source.
Results and leadership
Since embracing Non-QM, the company now closes about 1,350 loans yearly. Some loan officers are approaching seven-figure annual earnings.
Miller continues to lead production while Nichols oversees technology and marketing. Their combined strategy has produced industry tools and repeat business.
Truss Financial Group’s near-exclusive Non-QM focus proved durable. Filmogaz.com readers can study this blend of operations and AI tools for lessons in scaling specialized mortgage businesses.
