Mortgage Manager Playbook

Scott Johnson, Divisional Executive at Homebridge Financial Services, discusses Why Differentiation Matters in Mortgage Sales . Highlights include: get out and talk to people; leverage the data and target the right people; value proposition is key and recruit talent that fits your culture. Scott has been in the mortgage business for over 30 years and you will enjoy his insightful comments. Also, c...

Beth Eller, VP of Mortgage Lending at Truliant Federal CU discusses How Processors can become the next Loan Officers. Highlights include: the importance of timing and speed of deals; quality of service; adapting to change; the need for people skills and a future career path. Beth has been in the mortgage industry for over 20 years starting out as a processor, moving to a loan officer position, and...

Jeffrey Walker, CEO & Co-Founder at CredEvolv on Credit Repair: What is it? Highlights include: rapid rescore is not the best solution; HUD Certified Counseling; turning a turndown into a Yes; the importance of offering a path forward and credit well-being for life. Jeff has been in the mortgage business for over 30 years with such companies as Fannie Mae, Freddie Mac, Wells Fargo, Citi and Su...

Kurt Reisig, Chairman & Founder, American Pacific Mortgage discusses the Top 3 Emerging Trends for 2022 . Highlights include: the importance of pivoting during different market conditions; first customer is branch manager; it is always about the people, scale matters and building trust and embracing technology. Kurt has been in the mortgage industry for over 30 years and as 2022 approaches, he...

AJ Franchi, President & COO, Gold Star Mortgage Financial, talks about Reputation Management: How to Ensure a Positive Reputation in 2022. Highlights include: building relationships with investors; focus on customer experience; pick a platform to tell your story and thoughts on Net Promoter Score. AJ has been in the mortgage industry for over 13 years and he offers some important tips on Reput...

Randell Gillespie, EVP, National Production Manager at Thrive Mortgage talks about Leading Sales into a New Digital Reality . Highlights include: building customer relationships; scorecard of technology usage; customers want a bigger experience and a culture of learning and growing—hungry, humble and smart. Randell has been in the mortgage industry for over 20 years and you will enjoy hearing his...

Karen Blakeslee, EVP, East Division Manager at PrimeLending discusses Relationship-based vs Transactional Loan Officers . Highlights include: buying leads vs referral sources; how technology can help; no short cuts to relationship building and using text and video messaging. Karen has been in the mortgage industry for over 18 years after having been a math teacher. You will enjoy hearing her insig...

Eric Burgoon, Chief Lending Officer, Lake Michigan Credit Union talks about Installing a Permanent Hybrid Working Environment . Highlights include: why install hybrid working; how was hybrid working implemented; what were the goals and standards established and what are the results so far. Eric has been in the mortgage industry for 18 years and you will enjoy listening to this very timely topic.

Jared Maxwell, Consumer Direct Sales Division Leader & VP, Embrace Home Loans discusses Preparing for Lower Volumes in Consumer Direct . Highlights include: emphasize talent selection; follow up is key with consumers; connecting with your purpose; define your strategy and focus on the basics. Jared has been in the mortgage industry for 19 years and you will learn some key pointers to navigate the...

Steve Capen, Real Estate Agent and Licensed Mortgage Broker at Keller William Realty talks about Selling to Top Realtors: What works in today’s marketplace. Highlights include: setting expectations correctly; no surprises is key; give great service; develop better relationships with listing agents and get referrals from best realtors. With Steve being both a real estate agent and mortgage broker,...

Paul Gigliotti, COO of Pinnacle Home Loans and CEO & Co-Founder of Axis Lending Academy discusses Increasing Diversity, Equity and Inclusion at your Mortgage Company . Highlights include: diverse workforce generates diverse production; trend is to deepen relationships with technology; connection economy and thinking outside the box is critical in this ever changing environment. You will enjoy list...

S.A. Ibrahim, retired CEO at Radian and GreenPoint Mortgage, talks about the Future of Consumer Lending: 10 Years from Now . Highlights include: the importance of embracing change internally and externally; greater control by consumer is a big change; consumers want best offer and easy access and companies need to think like their borrower. S.A. has over 40+ years leadership experience in fintech...

Kevin Neely, East Coast Sales Manager for GoPrime Mortgage, discusses his views on Rethinking Hiring Experienced Originators: Start a Rookie Program . Highlights include: the switch to purchase money; bring “new blood” to industry; processor assistant program and attitude and aptitude hiring. Kevin has been in the mortgage industry for over 10 years and you will learn some interesting tips on hiri...

John Marshall, President and CEO of Home ASAP, a Facebook Marketing firm for Realtors interviewed Pat Sherlock on Building a Purchase Business with Realtors. Pat discussed trends in mortgage banking including strategies lenders are doing in a hot real estate market with multiple bids for residential properties and best practices of top producers in developing business with Realtors.

Frank DiMaio, SVP, Director of Sales/Marketing at Univest on Hiring Virtually. Highlights include: importance of involved leadership; targeted approach—look for strategic match; make connections through LI, social media and texts; and holistic recruiting approach. Prior to Univest, Frank was with Wells Fargo and GMAC. Frank has been in the mortgage industry for over 20 years and you will learn som...

Andy Voyles, VP Area Manager at Bank of England Mortgage discusses Finding Relevance for Yourself . Highlights include: embracing a hybrid working model; decision made to move down the corporate ladder; enjoyment of working day to day with staff and deciding what you like and don’t like. Andy has been in the mortgage industry for over 20 years in many senior level positions. He now is taking a dif...

Taylor Stork, COO, at Developer’s Mortgage Company discusses the Best Practices for Managers in Delegating to their Staff. Highlights include: Assigning responsibilities with authority and ownership; work flow and human capital issues; coach and develop other people and key to delegation is teach back. You will enjoy listening to Taylor share is personal story and how he used delegation.

Daniela Bigalli, SVP, Sales and Marketing at Homestead Funding Corp. talks about Lead Generation for Consumer Direct . Highlights include: review asset allocation; try smaller testing pilots; the importance of being in front of client first; speed to contact and team must believe in strategic mission. Daniela has been in the mortgage industry for 18 years and you will enjoying her very insightful...

Cindy Tomcak, Consultant/Coach at Make Every Conversation Count, talks about Managing Culture in a Remote Working World . Highlights include: personal development: how to develop me as a person; be able to pivot; how to manage hybrid working; employee value proposition and culture of collaboration engagement. Cindy has work in the mortgage industry for over 30 years and you will enjoy listening to...

Nicholas Rutherford, SVP Atlantic Coast Mortgage, discusses Starting a Consumer Direct Business from Scratch . Highlights include: determine the right strategy; allow time to set up CD business; 1st call matters; be authentic—no scripts and communicate in the customer’s preference. Nick has spent over 10 years in the mortgage business and you will learn some key tips in setting up a Consumer Direc...

Deborah Whiteside, SVP Endorsed Solutions/President ABA Community Banks Mortgage LLC , discusses What Works in Digital Strategy for Banks in 2021 . Highlights include: digital strategy starts with vision; know your processes; the importance of communicating the change to the staff and the impact of technology vendors consolidating. Prior to joining the ABA, Deb spent over 15 years at Fannie Mae. Y...

Corey Shelton, SVP Marketing, Atlantic Coast Mortgage talks about Getting LOs to Use Digital Technology . Highlights include: understand vision--lead employees; adapt or die; scenario-based training; grow vs change; and overall brand & experience in scale. It’s all about the mortgage experience. Corey has been a web developer, a business owner and now is responsible for brand strategy and digital...

Ben Green, SVP, Strategic Growth at Synergy One Lending talks about Starting a Recruiting Group within a Mortgage Company . Highlights include: recruiter should have mortgage experience; three tests for candidates; mutual fit top match requirement; long-term recruiting approach and introductory call and follow up. Ben has recruited loan officers, sales leadership, and operations personnel across t...

Kim Dybvad, Market Manager for PrimeLending discusses Building a High Performance Team in a Remote Selling World . Highlights include: try to listen and not give a solution; resiliency; set aside one-hour a day for learning; technology is critical and stay in touch “Game Night”. Kim has over 30 years experience in the mortgage industry and has spent over the past 9 years as President of the Ohio M...

Scott Bristol, EVP Retail, RoundPoint Mortgage, discusses Moving Originators from Refinance to Purchase Money . Highlights include: right sizing with ops; step into conflict vs avoid conflict; use tools that differentiate; purchase money is a long term play and the difficulty of reconnecting with realtors. Scott has had a long and successful career in the mortgage industry and you will learn some...