Mortgage Manager Playbook

Tom Finnegan, Principal, Stratmor Group talks about Adjusting Capacity in a Changing Marketplace . Highlights include: revenue story; work from home success; people vs technology; opt-in using technology and execution as a differentiator. Tom has over 35 years of comprehensive mortgage banking experience, with particular focus on mortgage banking operations. You will enjoy listening to Tom share h...

Nick Pabarcus, EVP of Stearns Lending and Board Member of CA Mortgage Bankers Association talks about Executing your Business Plan and Sticking with It. Highlights include: develop a detailed plan with controllable factors; three high and three low scenarios; review fixed costs; IT plan and sales headcount. Nick has been in the mortgage industry for over 20 years and you will hear his ideas on the...

Eric Declercq, President of Weichert Financial Services, discusses Originating Remotely in a Pandemic. Highlights include: stabilize the environment; provide social media strategy; conduct prospecting Zoom calls; video concepts; prospect for inventory and remain positive and have a long term outlook. Eric has spent many years in the mortgage business previously with Loan Depot and Capital One. Eri...

Dan Holtz, Co-CEO and Co-Founder of Sovereign Lending Group talks about Rookie Programs: What Works and What Doesn’t. Highlights include: Good people are available today; Rookie Program details including the interview process, specific hurdles employees must meet and investment payback. Dan has had a Rookie Program in place for over three years so you will enjoy learning about what made his progra...

Deb Jones, SVP Director of Capital Markets, at Citizens Bank talks about Explaining Loan Pricing to Originators. Highlights include: transparent pricing policies; two types of loan officers; transactional business; market commentary and stop resisting and start helping. Deb has spent almost 30 years in the mortgage industry and you will enjoy her discussion on this timely topic.

Tammy Butler, CEO, Fair Lending Diversity and Publisher of Mortgage Currentcy discusses Wisdom from a Mortgage Banking Serial Entrepreneur. Highlights include: how to achieve results differently; people are different; managers as recruiters; crowdsource information and opinions and how to manage wearing many hats. Tammy has started business, acquired businesses and sold businesses over many years....

Jennifer Whip, Principal, Cambridge One talks about the Lessons Learned in having a Corporate Career vs. Owning your Own Business. Highlights include: delegating is key; people will rise to the occasion; remove mundane tasks; client drive-value proposition and networking with other consultants. Jennifer was with Fannie Mae for over 25 years. As a seasoned veteran, you will enjoy listening to how s...

Rob Spellman, Board Member & Advisor to President of Gold Star Mortgage, discusses Management Styles and Originators. Highlights include: constantly evaluate the team; have a repeatable process; 80/20 is real; top LOs should be treated differently and identify LOs strengths. Rob has spent many years in the mortgage industry with some of the top mortgage lenders. You will want to hear Rob talk...

Pat Sheehy, President & CEO, Hamilton Home Loans talks about How to Manage an Outside Owner of a Mortgage Co. Highlights include: frequent communication is key; spend time coaching and teaching; setting expectations and being transparent; deliver the good and bad; be patient and focus on the long-term view. Pat has over 30 years of experience in the mortgage industry and you will enjoy listening t...

Brian Vieaux, President, FinLocker discusses How do you Drive LOs to be Top of Mind in their Marketplace. Highlights include: what is the LO doing to be digitally relevant to the consumer; content must be personal to an individual; it’s critical to offer value added content; how do you become a local expert and what technology will you use to differentiate yourself in 2021. Brian has over 28 years...

Kevin Crichton, President and COO, EMM Loans LLC talks about Making the Transition from a Large Lender to a Smaller Lender. Highlights include: the challenge of blending cultures; be ahead of the curve—be proactive; listen, not just hear; how to strike the right balance between structure and entrepreneurship and your partners are critical to growth. Kevin has spent over 35 years in the mortgage in...

Brian Simon, President, Lenders One Mortgage Cooperative and Trelix discusses How the Consumers’ Journey has Changed . Highlights include: hire employees not like you; have patience—success does not happen overnight; rise of independent mortgage banker will continue; be more convenient to consumers and future of branch structures is questionable. Brian has spent many years in the mortgage industry...

Otway Wallace, SVP, Director of Mortgage Sales, Southern Division at South State Bank discusses the Future of Video Selling in Origination. Highlights include: slow down and be patient; be relevant; all stewards in business; personal connections with video and the uses of technology in business. Otway talks about introducing the team by video. You will particularly enjoy his English Bull Dog story...

Stacy Blair, Regional Manager Consumer Direct, NewRez talks about Helping Order Takers Become Value Sellers. Highlights include: stride for respect; stay humble; treat employees like family; give consumers multiple options and focus on conversion rate. Stacy has some very thought provoking ideas on selling that you will enjoy hearing about.

Danny Deaton, EVP, Head of National Production, Highland Residential talks about Helping Experienced Originators Adapt a New Way of Selling. Highlights include: knowledge is power in serving customers; servant leadership; net promoter scores matter; selling is a value added process and when there is a problem—apologize. Danny has been in the mortgage business for over 40 years and you will enjoy l...

Joe Camerieri, EVP, Client Account Management, Mortgage Cadence/Accenture talks about What is the New Normal in Selling. Highlights include: management transparency; know the rules; resist hiring people like you; future is consumer direct and poor performers are not corrected by training. Joe gives some key points on what he sees as the keys to the new normal in selling.

Susan Brown, SVP, Construction Loan Production Director, Umpqua Bank discusses Holding Employees Accountable . Highlights include: hard stuff in the morning; look for key characteristics; take time to think and plan and the importance of role play during the interview. You will enjoy Susan’s talk on managing people and leadership.

Steve Powell, SVP, Growth and Leadership Coach, Atlantic Bay Mortgage Group, discusses Building a Positive Accountability Structure. Highlights include: accountability and choice; progression of thinking; ownership and self-awareness; mentoring, training and coaching and embracing reality. With Steve’s many years in the business, you will learn the key points about Building a Positive Accountabili...

Tim Frederick, Group VP, M&T Bank—Consumer Direct, talks about Establishing Meaningful Employee Objectives. Highlights include: establishing clear communication; small goals; quarterly check-ins; momentum must be quick and how to ground in reality. You will enjoy Tim’s talk on employee objectives.

Maria Fregosi, Chief Financial Officer, Home Point Financial discusses her views on Scaling Profitability. Highlights include: the importance of knowing your baseline; boom vs bust; what is the true cost per loan; becoming relevant and explain the why.

Mike Fontaine, Chief Operating Officer/CFO, Plaza Home Mortgage talks about Planning for Tomorrow in a Volatile Marketplace. Highlights include: establish a strategic committee; look for big wins; erase customer pain points; don’t forget about the future when busy and scorecard metrics.

Kevin Peranio, Chief Lending Officer, PRMG, Inc. discusses the Future Role of Loan Officer. Highlights include: What is path to pivot; diversify your selling strategies; cheaper, faster & better is the new mantra and mortgages are a team sport.

RJ Kistka, Chief Lending Officer, First National Bank of America discusses Selecting a Business Niche. Highlights include: change master; pay it forward; make it easier to sell; and people driven. You will enjoy listening to RJ talk about timing and assessing your business niche.

Alex Rosenblum, Chairman and CEO, Axia Home Loans talks about the timely topic of Hiring the Right People. Highlights include: #1 Decision service and people; excellence wins; plan and stay the course and play to strengths. You will want to hear Alex discuss all of these topics as well as sales culture and product mix.

Teresa Bazemore, CEO of Bazemore Consulting, Director of T. Rowe Price Mutual Funds and former President of Radian Guaranty discusses Establishing a Clear Direction. Highlights include: Spin the Dime Game; Town Halls; scenario planning; challenge of growth vs. survival and having the right people in the room. Teresa gives a very timely talk for today’s environment.