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Mortgage Manager Playbook
Mortgage Manager Playbook episodes
- Episode 281: Setting up Your Sales Teams for Success in 2025
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Erica Acie, Head of Originations, Truist. Highlights include: prioritizing the client experience as a foundational KPI; become valued financial advisors; core competencies for sales success; robust on-boarding process and embracing technology. Erica has been in the mortgage industry for over 30 years.
27 min - Episode 280: The New Version of the Power Hour
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Ruth Stephenson, Area Manager, Guild Mortgage. Highlights include: “power hour” approach emphasizing peer accountability; fostering confidence to overcome call reluctance; quantitative feedback and group discussions and commitment and incentives drive increased lead generation. Ruth has been in the mortgage industry for over 20 years.
21 min - Episode 279: Don’t Accept Poor Sales Results
Got something to say to this podcast? Send a voicemail, and you might hear yourself on the next episode!
Jen Poniatowski, Consultant, Center for Practical Management. Highlights include: tailored goal-setting improves performance; activity goals are key to success; training is crucial and often overlooked; managers need development and cultural investment encourages retention. Jen has been in the mortgage industry for over 15 years.
23 min - Episode 279: Don’t Accept Poor Sales Results
Got something to say to this podcast? Send a voicemail, and you might hear yourself on the next episode!
Jen Poniatowski, Consultant, Center for Practical Management. Highlights include: tailored goal-setting improves performance; activity goals are key to success; training is crucial and often overlooked; managers need development and cultural investment encourages retention. Jen has been in the mortgage industry for over 15 years.
23 min - Episode 278: Entering a New Market
Got something to say to this podcast? Send a voicemail, and you might hear yourself on the next episode!
Chris Blevins, National Sales Director. Highlights include: difficulty of managing remotely; less is more; start with center of influence; fund the leader and managing the right way. Chris has been in the industry for over 30 years.
27 min - Episode 277: Getting the Most out of your People in 2025
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Phil Reichers, SVP, National Sales Manager, ServiceLink. Highlights include: tech stack efficiency; serving your staff; feedback is a gift and adding value with each conversation. Phil is an experienced mortgage and technology executive with over 20 years in the industry.
23 min - Episode 276: What Makes a Successful Broker?
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Katherine Gardner, SVP, Open Mortgage Wholesale. Highlights include: size doesn’t matter; three C’s; value of repeatable process and don’t sell scared. Katherine has been in the industry for over 25 years.
22 min - Episode 275: 2025 Operational Roadmap
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Jennifer Fortier,CMB, Mortgage Banking Consultant. Highlights include: importance of a roadmap; falsity of “little tweaks”; problem of work arounds; focus on speed vs hype? and what does success look like. Jennifer has spent over 25 years in the mortgage industry.
27 min - Episode 274: Amazon Effect on Mortgage Lending
Got something to say to this podcast? Send a voicemail, and you might hear yourself on the next episode!
Jay Promisco, President, Sierra Pacific Mortgage. Highlights include: “Amazon Impact”; right now and cheap; slowing down the start; track for success and protect your book. Jay is a mortgage veteran for over 20 years.
29 min - Episode 273: What Do Loan Officers Want from Their Lenders
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Brian Weis, Consultant/Coach, Brian R. Weis Consulting. Highlights include: hiring wrong people who don’t fit; ignoring current people; lack of support/coaching; lack of manager interface and do it your self-development. Brian has over 20 years of experience in the mortgage industry.
23 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.