Mortgage Manager Playbook

Brian Weis, Consultant/Coach, Brian R. Weis Consulting . Highlights include: hiring wrong people who don’t fit; ignoring current people; lack of support/coaching; lack of manager interface and do it your self-development. Brian has over 20 years of experience in the mortgage industry.

Stewart Vickers, Author . Highlights include: first 10 seconds are key; cheat code; importance of an email list; YouTube analytics and YouTube sales funnel. Stewart shares his proven framework for YouTube success. The book is perfect for sales people and sales leaders because it gives you the step by step guide toward making YouTube work for you.

David Upbin, VP, MBA Education at MBA. Highlights include: ROI of Training; Training Investment = Better Retention; Executive coaching; Joining committees and College programs. David is the leader of the operations, program execution, and financial management of MBA Education.

Tom Finnegan, Principal and Author, STRATMOR Group . Highlights of article include: decline of bank mortgage share; risk and return of mortgage lending; needs-based discovery at branch; mortgage as a set of skills and Big World Theory. Tom is an experienced mortgage banking chief executive and is currently a strategic consultant in mortgage banking.

Mike Seminari, Director of Customer Experience, STRATMOR Group. Highlights include: why you are not getting referrals; “liking” and testimonials are not enough; delighting is delivering the unexpected; 7 keys to customer experience success and 90% of finding a LO is their personal network. Mike has been in the industry for over 25 years.

Mike Seminari, Director of Customer Experience, STRATMOR Group. Highlights include: why you are not getting referrals; “liking” and testimonials are not enough; delighting is delivering the unexpected; 7 keys to customer experience success and 90% of finding a LO is their personal network. Mike has been in the industry for over 25 years.

Suha Zehl CMB, Founder/Managing Director at Z Technology Solutions . Highlights include: implementing AI and fear problem; knowing what you don’t know; customer for life experience and emotional connection; “shiny new object problem” and tech stack evaluation. Suha has over 25 years’ experience in the industry.

James White, General Manager, Banking at Total Expert. Highlights include: data viewed as a liability not an asset; personalization is fundamental; crawl, walk and run; 4 key data points and high tech/high touch.

Greg Sayegh, Chief Strategy Officer/Co-Founder, InGenius . Highlights include: what is leadership malpractice; if recruiting you “own” them; accountability is not micromanaging; 50% close 92% of sales and key goals in selling. Greg has been in the mortgage industry for over 35 years.

Debra Killian, owner of CLOES.Online . Highlight include: communicate as soon as possible; most important mesh personality with customer; referral customers speak to immediately and offer options to customers. Deb is a 35 year veteran in mortgage lending.

Pat interviewed Michael Hammond JD,CMT at NexLevel Advisors LLC. Highlights include: out of balance sales teams; failure to manage capacity; leveraging best practices; changing manager compensation models and training as an investment. Michael is a seasoned mortgage technology executive with over two decades of experience in financial services industry.

Mark Stiving author of Selling Value, How to Win More Deals at Higher Prices. Most know they’re supposed to sell value, but don’t know how. Mark discusses how buyers discover value and how salespeople can help.

Joe Camerieri, Director of Sales, Private Label Origination at Maxwell . Highlights include: what is really different between lenders; creating scale; variable cost model; business or product and loans per month are not efficient. Joe has been in mortgage banking for over 40 years.

Bill Kroll, Managing Director, The Casey Group . Highlights include: develop a strategy; set agenda and objectives; don’t reinvent the wheel and make sure you get references. Bill retired as EVP from the ABA and has been consulting for various companies, working with Banks and Credit Unions. Bill has over 40 years’ experience in the financial industry.

Jon Overfelt, Director of Sales/Owner at American Security Mortgage Corp. Highlights include: preapprovals have ramped up costs; most tech helps consumers; slow second—fast first; leveraging time and don’t buy if can’t implement. Jon has been in the mortgage industry for over 25 years.

Jeff Scheuren, EVP, President and COO at Fulton Mortgage Co . Highlights include: key factors that drive pricing; start with cost to originate; understanding market rate movement; what is a good proxy and be a true financial advisor. Jeff has been in the mortgage industry for over 30 years.

Rick Sharga, Founder & CEO, CJ Patrick & Co. Highlights include: future for housing is bright; follow population growth; back office productivity is key; work your database and more consolidation of the inefficient. Rick’s firm is a market intelligence and business advisory that helps real estate, financial services, and technology companies develop a position of competitive advantage and...

Brian Koss, Regional Director, Movement Mortgage. Highlights include: dual representation doesn’t work; no part time people; raising value of professionalism and a la carte selection. Brian has been in the mortgage industry for over 35 years.

Tom Finnegan, Principal at STRATMOR Group. Highlights include: volume and profitability not a relationship; cost per loan now; free agent sales culture; production economics and deeper analysis of sales force. Tom is an experienced mortgage banking chief executive and is currently a strategic consultant in mortgage banking.

S.A. Ibrahim, retired CEO at Radian . Highlights include: winners will be proactive; intermediaries will enter; biggest impact will be AI not NAR settlement and AI in mortgage industry will happen sooner rather than later. S.A. Ibrahim is a seasoned executive with almost 40 years of experience in the fintech sector.

Mark Deitz, Manager Director of Mortgage at SECU Credit Union . Highlights include: networking community; relevant education; involvement in industry and monthly newsletter. Mark has been in the industry over 20 years.

Kevin Peranio, Chief Lending Officer . Highlights include: no dual representation; industries are specialized; impact of buyer’s cycle time; mine your own database and master one thing. Kevin has been in the mortgage industry for over 25 years.

Jon Overfelt, Director of Sales/Owner , American Security Mortgage Corp. Highlights include: social media as an connection tool; face to face matters; auto-campaign is not selling; doing what others won’t and take action consistently. Jon has been in the mortgage industry for over 25 years.

Dan Ervin, FVP, Mortgage Sales Director at First Merchants Bank. Highlight include: market share growth; WIIFT; living in the “Now” and assume nothing. Dan has been in the mortgage industry for over 30 years.

Greg Sayegh, Chief Strategy Officer and Co-Founder.   Highlights include:  role of Branch Manager and Regional Manager has changed; 40% industry turnover; churning of low producers and 88% of LOs are doing two loans or less a month.  Greg has been in the mortgage industry for over 35 years.