Mortgage Manager Playbook

David Lykken, President and Founder, Transformational Mortgage Solutions talks about 2023: Trends and Solutions . Highlights include: seven keys to success; be a true professional; importance of developing personnel; the need for right-sizing and identify your strengths and execute on it. David has been in the mortgage industry for over 40 years and you will enjoy listening to David talk about pro...

Todd Gosden, Senior Loan Officer at Compass Mortgage discusses Top Producer’s Game Plan: Long-term Success in Mortgage Origination. Highlights include: focus on habits; activities matter; partnership vs participate: Big Difference; strive for excellence every day and making a “deposit” every day. You will learn how he and his team provide the highest caliber of service to their clients. Todd has o...

Michael Borodinsky, VP and Branch Manager, Caliber Home Loans talks about a Top Producer’s Game Plan . Highlights include: the importance of developing personal relationships with realtors; value of marketing every day; being active in local groups; the number of calls needed to make each day and keys to long term success. Over the last 35 years, Michael has been ranked among the top producers nat...

Kim Coleman, Associate General Counsel at Primary Residential Mortgage talks about The Value of In-house Counsel and How to Evaluate Outside Counsel. Kim has been an attorney for over 10 years and you will enjoy her insights.

Ryan Todd, EVP Capital Markets at Integrity Home Mortgage talks about Building your own Bot. Highlights include: what is a bot; what tasks are perfect for bots; what activities should humans be working on; how is productivity improved and the importance of cross-training your personnel. Ryan has spent the past 20 years primarily in capital markets. He is owner of Capital Markets Consultant which s...

Matt Koch, SVP Area Manager at Ruoff Mortgage discusses Transitioning from a Bank to an Independent Mortgage Banker. Highlights include: rising importance of technology/fintech; data integrity is critical; getting to borrowers first; streamline the lending process and world class customer experience. Matt is a mortgage veteran having been in the industry for over 25 years. He has been with Caliber...

Ellie Fordyce, Chief People Officer at Westerra CU talks about Implementing Cultural Change in an Organization . Highlights include: defining culture; it’s a complex process; employee engagement is a must; research is important and it’s necessary to stay ahead of the curve. Ellie has been in the mortgage industry for over 10 years in the areas of human resource strategies, leadership development a...

I interviewed Tony J. Hughes, author of Combo Prospecting: The Powerful One-Two Punch that Fills your Pipeline and Wins Sales (AMACOM, 243 pp. Available on Amazon). This is one of the best books I’ve read on Prospecting. You don’t want to miss this interview. Highlights include: what are the best sales enablement tools for success; the importance of identifying trigger events; optimize referrals t...

Elizabeth Million, SVP, Mortgage Lending at Elevations CU, discusses the Keys to Having Two-Thirds of Your LOs Ranked in the Scotsman Guide (Top Originators). Highlights include: the importance of a sales accountability model; remove roadblocks; individual sales process; support team and focus your outreach on like-minded realtors. Elizabeth is an industry veteran with over 30 years’ experience. Y...

Ali Nassirian, Director, Home Loans at Golden 1 CU talks on The Race for Talent: Recruiting Differently. Highlights include: scaling for growth; team recruiting starts with a plan; career path is key and the importance of relationship recruiting. Ali has been in the mortgage industry for close to 20 years and you will learn some of his key tips on recruiting in today’s marketplace.

Mike Squire, SVP, Chief Lending Officer at Kinecta Federal CU talks about Managing Volume & Margin in Volatile Times . Highlights include: the importance of collaboration with internal experts; being agile and course correcting; how to handle price concessions; pricing within top 25th percentile and the use of competitive data. Mike has spent over 20 years in the mortgage industry and you will...

Phil Laren, Principal at Actogram Financial, discusses Financing Delinquent Loans in Today’s Market. Highlights include: death of refi market; rise of Fintech; cure loans advantage; Wall Street competition and delinquency arbitrage. Phil has been in the mortgage capital markets for over 30 years, designing and building proprietary hedging, trading and servicing models. You will enjoy his comments...

Pete Roeske, EVP, Retail Lending at AmeriHome Mortgage talks on Starting Retail in Today’s Market . Highlights include: win with consultative approach; the need for more joint ventures; the importance of culture match; data base of drip campaigns still matters and establishing relationships with referral sources is key. Pete has been in the mortgage industry for over 25 years and you will enjoy hi...

Peter Benjamin, President of American Credit Union Mortgage Association (ACUMA) talks on The Importance of Developing your Personnel . Highlights include: now is a pivotal moment in mortgage; affordable housing is a big issue; career path is critical and training in good and bad mortgage markets. Peter has been in the mortgage industry for over 20 years and you will enjoy listening to his insightf...

Leslie Garner, SVP of Sales at InstaMortgage discusses What is Good Sales Training in Today’s Market? Highlights include: train manager first policy; accountability is key; know your numbers—goal setting; technology vs culture; and a career path is critical. Leslie has spent over 30+ years in the mortgage industry starting out as a loan officer and then moving into sales management. Leslie provide...

Edward Jacuinde, CEO & Founder of Edward Jacuinde Real Estate discusses Real Estate Agents & Loan Officers: Relationship Building. Edward was a loan officer, real estate agent and now owns his own real estate brokerage firm in Corona del Mar, CA. Edward shares his thoughts on how to increase referral sources for LOs, what do real estate agents want from loan officers and what type of commu...

Dan Habib, EVP and one of the founders of MBS Highway talks about Crypto Markets and Mortgages . Dan provides an excellent primer on Crypto Markets—what they are, how are they used, and how they could be used in the mortgage marketplace. Dan was just honored by National Mortgage Professional Magazine by being named one of the top 40 under 40 mortgage professionals in the country. You will enjoy li...

Ed Rogers, Manager, Consumer Solutions/SME at Built Technologies talks about Renovation Lending: What’s it all about? Highlights include: lender differentiation; more than fixer-upper lending; underutilized product—it’s not harder just different and it’s a $25-$40 billion market. Ed has over 25 years of experience in all aspects of residential construction and renovation lending. You will enjoy li...

Justin Demola, President of Lenders One discusses Emerging Trends in 2022 and the Future Outlook . Highlights include: be aware of where you are in the mortgage cycle; the importance of pivoting fast; more efficiency is critical and technology vs human touch in mortgage. Justin has been in the mortgage industry for over 20 years and is currently a Board Member for the MBA of NJ. Justin has insight...

Greg Decristofaro is currently Business Development Manager at Homebridge Financial. Greg was a top producing real estate agent and national trainer for Keller Williams for many years. He has seen all sides of real estate and mortgage lending. He gives us his thoughts on what makes a successful working relationship between a real estate agent and a loan officer. You will enjoy his candid comments.

Tom Hutchens, EVP of Production at Angel Oak Mortgage Solutions discusses Trends in Non-QM: Why it isn’t Subprime 2.0. Highlights include: finding good people and maintaining culture; listening is key; “servant” mentality; profile self-employed; role of technology and the importance of having “skin in the game”. Tom has been in the industry for over 20 years in such areas as mortgage, appraisal an...

Pat Aritz has been a top producer in the real estate business since 2013 and is currently with Realty Executives in Arizona. Pat spent over 40 years in the mortgage banking industry. Pat discusses what’s it like being a real estate agent and how to develop successful relationships with loan officers.

Aubri Holler is currently a Real Estate Agent with Fathom Realty after having her own mortgage title business for over 20 years. Aubri talks about being a real estate agent and how to develop a good business relationship with a loan officer.

Shondell Varcianna, CEO & Founder of Varci Media talks about What Types of Social Media Marketing should LOs do in 2022? Highlights include: go where your customers are; importance of customization; what is the art of snippets and repurposing and the magic number 750 for Blogs. Shondell has been in financial services for over 20 years with Bank of Montreal and Canada Mortgage and Housing and t...

Stacey Harding, Executive VP at Cherry Creek Mortgage talks about Identifying Talent & Setting them up for Success . Highlights include: due diligence and discovery process when interviewing must be deep; job fit is key; repeat vision monthly; long game strategy and no short cuts and zoom world of recruiting. Stacey has been in the mortgage business for over 30 years and he shares his views on...