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Mortgage Manager Playbook
Mortgage Manager Playbook episodes
- Episode 194: Transitioning from a Bank to an IMB
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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, Fifth Third and PNC to name a few. You will enjoy listening to Matt’s comments.
18 min - Episode 193: Implementing Cultural Change in an Organization
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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 and she is responsible for driving successful implementation of culture change initiatives. She has a Master’s degree in Professional Studies in Organization Development & Change from Penn State. You will want to hear Ellie’s insightful comments on this very important topic.
18 min - Episode 192: Combo Prospecting: The One-Two Punch that Fills Your Pipeline
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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 to create engagement; nurture an empowering network and develop an online brand that packs a punch. Tony is a respected sales leader and consultant with over 30 years of winning experience. He is an award-winning blogger and top LinkedIn B2B sales influencer. He teaches modernized selling as part of the eMBA program for University of Technology, Sydney.
32 min - Episode 191: Keys to Having Two-Thirds of Your LOs Ranked in the Scotsman Guide
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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. You don’t want to miss her insights into what it takes to be a top producer.
21 min - Episode 190: The Race for Talent: Recruiting Differently
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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.
20 min - Episode 189: Managing Volume & Margin in Volatile Times
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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 enjoy listening to his insights about today’s volatile times.
20 min - Episode 188: Financing Delinquent Loans in Today’s Market
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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 on delinquencies and the market outlook.
24 min - Episode 187: Starting Retail in Today’s Market
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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 his perspective about today’s marketplace.
22 min - Episode 186: The Importance of Developing your Personnel
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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 insightful comments.
20 min - Episode 185: What is Good Sales Training in Today’s Market?
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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 provides some key tips about training and her outlook for the industry that you don’t want to miss.
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About Mortgage Manager Playbook
From the publisher's feed
Looking for management solutions for your mortgage business? Want to excel in your role and take your team to the next level? You’ve come to the right place! Now you can access the minds of industry leaders to help solve pain points in your sales organization. Boost your business, manage expenses, grow your team, and retain your people with expert guidance.
Welcome to the Mortgage Manager Playbook. Find interviews with top sales leaders/experts and learn practical tips for improving sales results. This podcast is for mortgage sales managers in banks, credit unions and IMBs—specifically sales executives with P&L responsibilities. Challenge yourself to increase production and profitability with guidance from leaders in the field. Learn how they handle these issues so you can emulate their success in your business processes.
Subject matter experts give listeners quality information they can use to take their mortgage business to the next level. Hear 20-minute interviews about how to tackle the toughest challenges facing managers today. Find out the best practices for increasing revenue and productivity. Discover future trends in financial services. Grow your business and get more from your sales personnel. Understand the causes of management issues and implement solutions from experienced professionals and executives who’ve been through it all.
The Mortgage Manager Playbook offers an avenue for industry professionals to deliver their message and create an impression. This is an opportunity for both guests and listeners to build a database of contacts, create a network that benefits these partnerships, and promote connections in the growing space of mortgage lending.
Pat Sherlock hosts this podcast series, offering years of experience as a financial executive and consultant. She is the President and chief sales trainer at QFS Sales Solutions, one of the mortgage industry’s top research-backed sales consulting firms. A sought-after sales trainer and speaker at mortgage banking conferences, Pat is known as a straight-shooter who delivers on improving performance for sales organizations. The author of the MBA best-seller, “Reaching the Top of Your Game: Best Practices of Top Mortgage Originators,” she frequently contributes to mortgage trade publications and conducts popular webinars for MBA Education.
Known as the “Terry Gross of Mortgage Lending,” Pat partners with esteemed guests who leave out unnecessary fluff. With genuine interest and curiosity, she asks deep questions. This isn't a run-of-the-mill mortgage banking podcast. Get to know professional names, build relationships, and establish a place in the industry.
Jumpstart your momentum towards managerial success with helpful advice from the authorities in your field. The Mortgage Manager Playbook equips listeners with a curated database of everything needed for success in sales and management results in mortgage lending. Learn valuable training methods and strategies to help you and your team go above and beyond.
If your sales team needs training on hiring and lead generation, Pat is here to lend a helping hand. Get your weekly dose of management solutions for your business right here. Don’t forget to subscribe to the show, so you don’t miss an episode. Visit https://mortgagemanagerplaybook.com/ for more information.