Show overview
Mortgage Manager Playbook has been publishing since 2020, and across the 6 years since has built a catalogue of 223 episodes. That works out to roughly 90 hours of audio in total. Releases follow a fortnightly cadence.
Episodes typically run twenty to thirty-five minutes — most land between 20 min and 27 min — and the run-time is fairly consistent across the catalogue. None of the episodes are flagged explicit by the publisher. It is catalogued as a EN-language Business show.
The show is actively publishing — the most recent episode landed 2 weeks ago, with 15 episodes already out so far this year. Published by Pat Sherlock.
From the publisher
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.
Latest Episodes
View all 223 episodesCoaching and Success in Origination
Technology Should Be a Multiplier, Not a Fix
Build a Book that Stays: Turning One-Time Client into Lifetime Revenue
Building a Future Mortgage Company
Episode 316: Turning Customer Experience into Revenue: Lessons from Secret Shopping, Tom Finnegan
Episode 315: 2026 Trends in Production
Episode 314: Paradox of the P&L Management
Episode 313: Achieving High Productivity in Sales
Ep 312Episode 312: The Why of Money: Change or Become Irrelevant
Eric Mitchell, Chief Revenue Officer, NEXA Mortgage. Key Highlights include: change is no longer optional; top talent leaving is the #1 warning sign of a failing organization; learning equals value; the problem isn’t knowledge—it’s execution; and systems are no longer optional especially CRM.
Ep 311 Episode 311: AI that Move Loans
Paul Wyner, Chief Solutions Officer, Revolution Mortgage. Key Highlights include: AI in mortgage is an evolution—not a replacement; the biggest shift is from tools to orchestration; lack of adoption is the real risk; AI should augment not replace human roles; and the real opportunity is freeing salespeople to sell.
Ep 310Episode 310: Loan Officer Retention Strategies
Pat Polson, SVP, Div. Sales Mgr for NC/VA/TX. Key highlights: retention starts in recruiting, not after the hire; managers must uncover a candidate’s real “why”; day one onboarding must create a “wow” experience; retention requires ongoing manager involvement; and lenders must be honest, intentional, and structured.
Ep 309Episode 309: Removing Friction in the Mortgage Process
Mike Cush, VP of Purchase Strategy, AmeriSave. Key Highlights: removing friction must start with the consumer, not the lender; too much tech is built to help the lender, not improve the customer experience; AI should simplify the process; best place to reduce friction is a the beginning of the home search; and lenders need to rethink their strategy now because AI will change mortgage quickly.
Ep 308Episode 308: The Unbelievable Adventures of Gabby and Josh Can, Author LaTasha Waddy
LaTasha, President, NFM Lending. As a lawyer (and a mom of five), LaTasha wanted to write something for her children about making wise decisions, then expanded it into a creative way to teach financial literacy. Key highlights include: money can be used in more than one way; spending is ok—but not all at once; create a simple plan—spending and saving; future—you needs to have options; and making wise money decisions.
Ep 307Episode 307: Corporate Cure, author John Owens
John Owens, CEO Primis Mortgage Co. and author. Key highlights include: culture drives long-term success; leadership begins with self-awareness; core values must be authentic and actionable; culture determines performance and strategy and technology depend on culture.
Ep 306Episode 306: What Mortgage Leaders must Rethink in 2025-2030
Brad Blumberg, Co-Founder, Aster Key. Key highlights: Trust is the new currency; Consumer Data is treated as “owned” by institutions—and that’s the core problem; Legacy systems are the biggest security liability; Putting consumers in control unlocks both security and growth; and Trust and privacy are untapped marketing and competitive advantages.
Ep 305Episode 305: Speed to Need: The Consumer’s Homeownership Journey
Dave Savage, Chief Growth Officer, TrustEngine & Founder, Mortgage Coach. Highlights include: real competitive edge comes from identifying and addressing consumer needs—even before the consumer is fully aware they have them; success requires delivering data-driven insights directly to LOs in simple, mobile-first formats with scripts and tools to act immediately; top producers differentiate by getting in front of the customer earlier—before they’ve engaged a referral partner; the industry underinvests in financial literacy, waiting until buyers are in their 30s or 40s; and the modern LO must evolve beyond transaction processing to educator and presenter. The future belongs to mortgage professionals who combine data + education + proactive engagement to reach borrowers at their true Speed to Need.
Ep 304Episode 304: Breaking Free from Transactional Training Model
Dave Savage, Chief Growth Officer, TrustEngine & Founder of Mortgage Coach. Highlights include: discussion of transactional training vs advisory model; the trap of price and rate thinking; leadership’s role; the LO as wealth advisor and the use of technology in the future. The illiterate of 2025 and beyond will not be those who can’t read/write but those who can’t unlearn old practices and relearn new ones.
Ep 303Episode 303: Branch Manager Misalignment: Impact on Lenders’ Profitability
Rich Weidel, CEO, Princeton Mortgage. Highlights include: industry profitability challenges; misalignment across the organization; productivity as the key driver of cost; cultural and leadership issues and path forward: transparency and smaller profitable teams. Rich has been recognized as the 2019 Most Admired CEO Award – Philly and National Mortgage Professional Top 40 Under 40.
Ep 302Episode 302: What is Means to be an Entrepreneur in Sales
Randell Gillespie, President, LeaderOne Financial. Highlights include: true sales entrepreneurship requires initiative, risk and ownership; avoid the “herd mentality”; managers must foster a “retailpreneur” culture; leadership demands selflessness and coaching and long-term industry growth depends on trust, talent quality and purpose. Randell has been in the mortgage industry for over 25 years.
Ep 301Episode 301: Hunting in a Down Market: Affordable Housing Opportunities
Bernard Nossuli, COO, iEmergent. Highlights include: minority homebuyers will drive future growth; denial rates are higher for diverse borrowers; data-driven targeting is the new competitive advantage; most lenders lack a forward-looking strategy and market opportunities are being missed due to outdated assumptions. iEmergent is a forecasting, analytics, and advisory company for the mortgage industry.