Nicole Poole, VP Residential Lending at The Police Credit Union, discusses Getting the Green Light for Sales Investment. Highlights include: being relevant is critical; rebuilding the shop; sell equals members’ solutions; engage employees in slower growth and build out your “story”. Nicole has been in the mortgage industry for over 20 years.

Michael Yates, SVP, Mortgage Sales Director at Mercantile Bank of Michigan. Highlights include: keeping focus on the NOW; structure equals discipline; importance of being coachable; creating your own success and LO’s business model. Michael has been in the mortgage industry for over 20 years.

David Burruss is MSR Sales Director at Mortgage Capital Trading (MCT). Highlights include: current MSR trends; assumptions matter to regulators; three guardrails; rise of smaller transactions and the Wall Street buyer. David is a top sales and marketing executive with a proven track record of outstanding accomplishment in the mortgage industry for over 25 years.

Terry Lancaster is author of How to Sell More Cars. One of Terry’s key points is that social media is not an advertising platform but it is actually a communication and connectivity platform like the telephone. Highlights of the Deep Dive interview are: develop your own tribe; who knows you—be known before found; easier the sale the more profitable and AI is changing everything. Terry has authored three #1 best-selling books: BETTER! Self Help for the Rest of Us, How to Sell More Cars, and Unstuck. He is a contributing writer for Forbes and he has been a featured speaker at TedX, The National Association of Broadcasters, and the National Automobile Dealers Association.

John Seroka, President, Seroka Brand Development. Highlights include: trust factor is key; segment emails by needs and pain points; consistent uncanned approach; use of data to segment and do more with less in today’s marketplace. With over 20 years’ experience, John’s company focuses on marketing, digital marketing, social media and and public relations for the mortgage and real estate industries. John was a former mortgage loan originator and past Chair of the California MBA Mortgage Innovation Committee.

Stephanie McGuire, SVP of Lending at AmeriCU. Highlights include: right staff is key; test and verify; investment in your people makes the biggest difference; having partners who align is critical and turn and pull-through is a key measurement. Stephanie has been in the mortgage industry for over 30 years.

Andrew Clarkson CMB, VP National Mortgage Production at UnitedFedCU, talks about Getting Out of Your Comfort Zone. Highlights include: WINS-what is important now; key is time blocking; “Hunters” market; get an accountability partner and identify strengths and what you can change. Andrew has been in the mortgage industry for over 15 years.

Marty Garrity, President of Coast One Mortgage LLC, talks about Helping Realtors Do More Business. Highlights include: vision and activities matter; don’t ignore top producers; importance of performance management and personal relationships matter—work, work, work. Marty has had long successful career in the mortgage business for over 30 years.

Adam Neft, Sales Manager at Go Mortgage discusses Developing a Successful Sales Process. Highlights include: keeping team motivated; reputation matters today; repeatable process is key; sales sequence is organized and consistent and if it doesn’t work—Change It. Adam has been in the mortgage industry since 2012 and has held roles ranging from loan officer to sales trainer to branch manager.

David Ocasio Ross, AVP Mortgage Sales at AmeriCU talks about Getting LOs to go Digital. Highlights include: start small; why resist: why not try; videos work when I don’t and shared videos are key. David has over a decade of experience in Sales, Management and Business Development. He joined AmeriCU in May of 2022 to lead their mortgage sales team.