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Mortgage Manager Playbook
Mortgage Manager Playbook episodes
- Episode 155: Starting a Consumer Direct Business from Scratch
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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 Direct business line.
20 min - Episode 154: What Works in Digital Strategy for Banks in 2021
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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. You will enjoy listening to her insights on digital strategies.
19 min - Episode 153: Getting LOs to use Digital Technology
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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 marketing. You will enjoy Corey’s comments on digital technology and the loan officer.
22 min - Episode 152: Starting a Recruiting Group within a Mortgage Company
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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 the country and has trained hiring managers on best practices related to sourcing, recruiting, and hiring. You will enjoy listening to Ben share his thoughts on this very important topic.
22 min - Episode 151: Building a High Performance Team in a Remote Selling World
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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 MBA.
20 min - Episode 150: Moving Originators from Refinance to Purchase Money
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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 key tips from him.
19 min - Episode 149: Adjusting Capacity in a Changing Marketplace
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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 his wisdom about today’s marketplace.
19 min - Episode 148: Executing your Business Plan and Sticking With It
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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 importance of pivoting to navigate through turbulent times.
17 min - Episode 147: Originating Remotely in a Pandemic
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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. Eric has been innovative with his team and you will learn some timely tips.
19 min - Episode 146: Rookie Program: What Works & What Doesn’t
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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 program so successful.
21 min
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.