Mortgage Manager Playbook

Mark Deitz, Managing Director, Mortgage at SECU.   Highlights include:  retraining to purchase money market; market shrinkage is an opportunity; sales leadership mindset; peer networking matters and investing in the right people. With over 20 years experience, Mark is a Certified Mortgage Banker, a Certified Mortgage Advisor and currently serves on the Board of Directors for the Mortgage...

Greg Schatz, Director of National Sales, Allied Mortgage Group .  Highlights include:  target sales strategies for different generation; Gen Z is the first digital generation; leadership matters in CRA; state auditors issue and diversified thinking is required.  Greg has more than 30 years’ experience in the mortgage industry.

Tim Pascarella, President, Ross Mortgage.  Highlights include:  don’t over think it; start with emotion; how to overcome video fear; check ego for video and ask for followers.  Tim has been with Ross Mortgage for over 24 years.  Check out his videos.

John Seroka, President, Seroka Brand Development. Highlights include: need both quantitative and qualitative metrics; lead quality matters; corporate personality; social sentiment is key and must test for success. With a track record dating back to 1987, John specializes in creating and implementing digital marketing and public relations strategies.

Stephen Moye, Sales Manager/Sr. Loan Officer, New American Funding . Highlights include: two for one selling strategies; who controls lead wins; what others can’t do; Plus 1--learn a niche and develop a skill and consistency matters in marketing. With over 25 years in the mortgage industry, he was named by Scotsman Guide and Mortgage Executive Magazine as one of the top loan originators in 2020, 2...

Michael Seminari, Director of Customer Experience at STRATMOR Group. Highlights include: takes more to have customers “love” you; what drives repeat business referrals; pulse point interactions; asking “unmasked” questions and how does Gen Z want to be handled during the process. Michael has 25 years of B2C and B2B Enterprise sales, customer experience, product management and account management in...

George Ballew, SVP, UVA Credit Union. Highlights include: Non-Delegated--limited by investor’s risk level and Delegated—your control is greater; “own the loan”; retaining top producers is a challenge and view your product mix. George has been in the mortgage industry for over 30 years.

Jay Promisco, Chief Production Officer, Sierra Pacific Mortgage . Highlights include: making a shift to managing costs; review data daily; act on data; review vendor stack and the importance of sales activities. Jay has been the mortgage industry for over 20 years.

Connor Bartley is a Senior Recruiter at loanDepot. Highlights include: walking into the unknown; handshakes to hugs; goals and dreams; get unstuck and “fill your cup”. Connor has been in the recruiting field for over 17 years. Check out Connor’s Blog.

Nestor Villanueva, AVP of Mortgage Lending at Northwest Federal CU. Highlights include: accepting changed market conditions; building relationships is key; value equation; tangible & intangible values and take action and have a long-term view. Nestor has been in the mortgage industry for over 16 years.

Dale Syta, Managing Director, Bellco Home Loans. Highlights include: getting the right people on the bus; back to basics; can’t have placeholders; who knows you and sourcing business has changed. Dale has been in the mortgage industry for over 20 years.

Bill Bodnar, Chief Revenue Officer at Tabrasa, LLC and Chief Market Analyst at Mortgage Market Guide . Highlights include: Loss of “hustle”; AI discussion; advisor of financial market information and the outlook for 2024. Tabrasa, LLC is a SaaS based provider of financial technology.

Jennifer Fortier, Principal, at STRATMOR Group . Highlights include: “shiny object” syndrome; drivers & outcomes; rush to buy technology products; automation is key and mock up new workflow. Prior to consulting, she was SVP of an independent mortgage banker where she managed secondary marketing activities and provided oversight of technology investments.

Nicole Poole, VP Residential Lending at The Police Credit Union, discusses Getting the Green Light for Sales Investment. Highlights include: being relevant is critical; rebuilding the shop; sell equals members’ solutions; engage employees in slower growth and build out your “story”. Nicole has been in the mortgage industry for over 20 years.

Michael Yates, SVP, Mortgage Sales Director at Mercantile Bank of Michigan. Highlights include: keeping focus on the NOW; structure equals discipline; importance of being coachable; creating your own success and LO’s business model. Michael has been in the mortgage industry for over 20 years.

David Burruss is MSR Sales Director at Mortgage Capital Trading (MCT). Highlights include: current MSR trends; assumptions matter to regulators; three guardrails; rise of smaller transactions and the Wall Street buyer. David is a top sales and marketing executive with a proven track record of outstanding accomplishment in the mortgage industry for over 25 years.

Terry Lancaster is author of How to Sell More Cars . One of Terry’s key points is that social media is not an advertising platform but it is actually a communication and connectivity platform like the telephone. Highlights of the Deep Dive interview are: develop your own tribe; who knows you—be known before found; easier the sale the more profitable and AI is changing everything. Terry has authore...

John Seroka, President, Seroka Brand Development . Highlights include: trust factor is key; segment emails by needs and pain points; consistent uncanned approach; use of data to segment and do more with less in today’s marketplace. With over 20 years’ experience, John’s company focuses on marketing, digital marketing, social media and and public relations for the mortgage and real estate industrie...

Stephanie McGuire, SVP of Lending at AmeriCU. Highlights include: right staff is key; test and verify; investment in your people makes the biggest difference; having partners who align is critical and turn and pull-through is a key measurement. Stephanie has been in the mortgage industry for over 30 years.

Andrew Clarkson CMB, VP National Mortgage Production at UnitedFedCU, talks about Getting Out of Your Comfort Zone. Highlights include: WINS-what is important now; key is time blocking; “Hunters” market; get an accountability partner and identify strengths and what you can change. Andrew has been in the mortgage industry for over 15 years.

Marty Garrity, President of Coast One Mortgage LLC, talks about Helping Realtors Do More Business . Highlights include: vision and activities matter; don’t ignore top producers; importance of performance management and personal relationships matter—work, work, work. Marty has had long successful career in the mortgage business for over 30 years.

Adam Neft, Sales Manager at Go Mortgage discusses Developing a Successful Sales Process . Highlights include: keeping team motivated; reputation matters today; repeatable process is key; sales sequence is organized and consistent and if it doesn’t work—Change It. Adam has been in the mortgage industry since 2012 and has held roles ranging from loan officer to sales trainer to branch manager.

David Ocasio Ross, AVP Mortgage Sales at AmeriCU talks about Getting LOs to go Digital . Highlights include: start small; why resist: why not try; videos work when I don’t and shared videos are key. David has over a decade of experience in Sales, Management and Business Development. He joined AmeriCU in May of 2022 to lead their mortgage sales team.

Brian Morley, SVP and Director of Sales and Marketing at Fulton Mortgage discusses Developing the Next Generation of Leadership Skills . Highlights include: servant leadership; creating value today; opportunistic market; “herding cats” and why do you want to manage. Brian has spent over 18 years with The Columbia Bank and Fulton Mortgage Company. Brian has spent over 18 years with The Columbia Ban...

Jess Lederman, Editor, The Mortgage Professional’s Handbook: Succeeding in a New World of Mortgage Finance talks about his recent book. Highlights include: near term opportunity is irresistible; volatility commandos; alternative strategies; paranoia reigns and cash is king. Jess is an icon in the mortgage industry and started four national mortgage companies. The Handbook has raised over $160,000...