Mortgage Manager Playbook

Jim Deitch CPA,CMB, Co-Founder and CEO of Teraverde discusses Is Your Current Business Model Sustainable? Highlights include: robust purchase money opportunity; sustainability is operating profitability in good and bad markets; long-term housing outlook is strong and developing personnel is key. Jim is described as a serial entrepreneur, having founded over a dozen successful businesses. Most rece...

Pat interviews Marlene Schwoyer, EVP/Regional Sales Manager at Fulton Mortgage Co. on Using Facebook to Generate a LO’s Personal Brand . Highlights include: always take the high road with business partners and consumers; importance of sales activities; one hour many touches and just be active. Marlene has over 35 years’ experience in the mortgage industry.

Cindy Waldron, VP, Research & Analytics in the Single-Family Client & Community Engagement at Freddie Mac talks about the Mortgage Ready Report . Highlights include: Mortgage Ready is a large opportunity; first-time-homebuyers affordability map; downpayment challenges; new downpayment solutions and borrowers Smart Access. Cindy has over 25 years of experience in the mortgage and financial...

Carmen Mercado, Director, Single Family Mission and Community Engagement at Freddie Mac discusses Affordable Housing and Real Estate Professionals . Highlights include: changing demographics is great opportunity; millenniums are most diverse group; realtors as trusted experts; rethink how to do business and housing counseling partnership. Prior to joining Freddie Mac, Carmen was a real estate agen...

Kurt Blumthal, VP and Senior Mortgage Banker at Ameris Bank talks about Improv and Selling! . Highlights include: cyclical amnesia; buyers uncertainty; “love this house but”; back to basics and Yes And. Kurt has been a sales leader and top producer for over 25 years. He recently joined an improv group and he shares how improv has made him a better originator and leader.

Adal Bisharat, CEO of GoalKloud discusses Digital Transformation in Coaching . Adal talks about goal management technology for the mortgage industry. Highlights include: sales is a formula with critical steps; peer accountability; scoreboard and gamification and accountability partner in coaching. Over the past 25 years, Adal has been an innovator in the area of strategy execution and productivity...

Jeff Scheuren, President and COO of Fulton Mortgage Co. discusses Growth in a Down Marke t. Highlights include: emphasis on referral sources and construction perm; focus on Realtor relationships and partnering; loan officers' sales plan and upselling skills and team relationships. Jeff has spent over 30 years in the mortgage industry.

Teresa Bazemore, President & CEO of the Federal Home Loan Bank of SF discusses Trends in Affordable Housing . Highlights include: housing supply issue; downpayment assistance programs; financial literacy; new pilot programs and old evaluations are relevant for today’s market. Teresa has more than 25 years of experience as a senior executive in the mortgage banking field that includes building...

Ellie Fogle, Sr. VP and Divisional Sales Manager at Truist talks about How Leadership has Changed over the Last Decade . Highlights include: lead to inspire action; action trumps everything; pivot to positive; sharp shifts to digital information world and mastering inquiry. Ellie has been in the mortgage industry for over 30+ years.

Marcia Griffin, CEO/Founder of HomeFree-USA talks about the Trends in the Affordable Housing Marketplace . Highlights include: partnerships will drive diverse lending; consumers need a Mortgage Achievement Plan; fear of the credit report; pilot programs are critical and the need for community based organizations. For nearly 40 years, Marcia Griffin has been on a mission to strengthen people of col...

Brent Green, Mortgage Sales Manager-Residential Construction Lending, at Lake Michigan Credit Union talks about Construction Perm Lending: How to do it the Right Way. Highlights include: Ins and outs of builder business; quality of back office is key; knowledge of complex product is important; single note closing and loyal referral source. Brent has been in the mortgage industry for 30 years.

I interviewed author , Erica Acie who has written a great book, We Got This !, A Guide to Securing Your Greatest Future . Erica has had a long career in financial services and is currently Head of Fulfillment & Closing at Truist . Highlights include: helping other people; change is making a decision; what do you want out of life; don’t be afraid to be bold and failure equals learning. Erica is...

Jeff Walton, CEO and Co-Founder of InGenius discusses Selecting Data Vendors for Recruiting: What Really Matters . Highlights include: importance of Trident Mortgage settlement; digital redlining; accuracy is key to data and survival of the fittest. Jeff has been in the industry over 30 years.

Jason Hultgren, SVP and Director of Mortgage Sales at UCB talks about Developing Loan Officers in a Difficult Market. Highlights include: building a high performance team; leaner is better; the importance of listen, learn and lead; CRA top priority and getting out of your comfort zone to move the needle. Jason has been in the mortgage industry for over 25 years and you will enjoy his comments.

Keith Kemph, President & CEO of BlackFin Group, discusses Product Diversification in Today’s Volatile Market. Highlights include: the importance of specialization in mortgage products; how to lower costs per loan; how to invest in operations/technology for the next cycle and the need for mortgage solutions for baby boomers who will need assisted living support. Keith has been in the business f...

Ralph Remy, Director of Client Digital Experience at National MI, discusses What Works in Managing in 2023 . Highlights include: back to basics; what type of lender are you; coaching for development; intentional training and training your team to “Think Amazon”. Ralph has over 25 years of experience in leading strategic change and developing successful sales and service teams as it relates to Clie...

Gene M. Lugat, EVP of National Production Strategies & Multicultural Lending at PrimeLending, talks about Retaining Top Producers: Strategies that Work . Highlights include: execution on price and product is key; importance of live sales rallies; pricing strategies for FTHB and the hot topics of education and coaching for top producers. Gene has more than 36 years in the industry and has held...

Tim Ross, CEO of Ross Mortgage, talks about Managing Successfully for the Long-term. Highlights include: building a fortress balance sheet; the importance of cash; develop a 5-year plan; reduce the friction in the process and the secret sauce of human touch. Tim has been in the mortgage business for 40 years, through good times and difficult times. You will want to hear his thoughts on the outlook...

Jessica Wright, Advisor for the Future Housing Leaders program at Fannie Mae discusses the program. Highlights include: Developing new partnerships with housing finance, real estate, non-profit entities, and colleges and universities to help close the workforce diversity gap. It connects college students from diverse backgrounds to opportunities for paid internships and entry-level jobs in the hou...

Gary Culbreath, VP, Learning and Development, Freedom Mortgage talks about Selling Training to Management in a Down Market. Highlights include: understanding the needs of different stakeholders; the importance of cross training in 2022; identify the potential gaps of learners; how to structure the modules; evaluation of managers and live instruction works best. For over 30 years Gary has been invo...

David Stein, Partner at Taft, Stettinius & Hollister discusses the Trident Mortgage Settlement Case . Highlights include: proactive steps a lender can take; evaluate office locations; affirmative employee work force; affirmative advertising and conduct fair lending analysis. David’s firm maintains a national practice in Banking and Consumer Financial Services. For nearly 20 years, David was ge...

Lyubomira Buresch CMB, Founder & CEO, Polygon Research talks about Using Data to Increase Minority Applications . Highlights include: using data to provide market insights for better decision-making; HMDA – American Community Survey; corporate culture matters on how data is used; “Social Index”-Fannie Mae and the potential is large for Mortgage Ready borrowers. Lyubomira has over 20 year exper...

John Roberts, Co-Founder & Chief Executive Officer, Edge Tradeworks discusses Whole Loan Trading: How it Can Help in Difficult Markets. Highlights include: selling to agencies can be expensive and whole loan trading can be a better alternative; buy and sell loans with transparency and negotiate directly and receive loan prices backed by data and analytics. Throughout his career, John worked wi...

Jeffery Stanton, SVP, Strategic Growth at Guaranteed Rate discusses Today’s Three Mortgage Wars: Pricing, Traditional and Virtual . Highlights include: invent your own market; have a personal spin; importance of understanding your products; know three to five things and go deep and box lunch meet ups. Jeff has been in the Retail Mortgage industry for more than 25 years and has held positions as a...

I interviewed Brant Pinvidic, Author, of the book The 3 Minute Rule: Say Less to Get More from Any Pitch or Presentation (Portfolio, 256 pp, Available on Amazon). I think it is one of the most important business books written and I highly recommend it. Brant is sharing a step by step guide on how to influence and present an idea or service to a prospect or client in 3 minutes. Brant has a highly s...