Mortgage Manager Playbook

Kevin Peranio, Chief Lending Officer, PRMG, Inc. discusses the Future Role of Loan Officer. Highlights include: What is path to pivot; diversify your selling strategies; cheaper, faster & better is the new mantra and mortgages are a team sport.

RJ Kistka, Chief Lending Officer, First National Bank of America discusses Selecting a Business Niche. Highlights include: change master; pay it forward; make it easier to sell; and people driven. You will enjoy listening to RJ talk about timing and assessing your business niche.

Alex Rosenblum, Chairman and CEO, Axia Home Loans talks about the timely topic of Hiring the Right People. Highlights include: #1 Decision service and people; excellence wins; plan and stay the course and play to strengths. You will want to hear Alex discuss all of these topics as well as sales culture and product mix.

Teresa Bazemore, CEO of Bazemore Consulting, Director of T. Rowe Price Mutual Funds and former President of Radian Guaranty discusses Establishing a Clear Direction. Highlights include: Spin the Dime Game; Town Halls; scenario planning; challenge of growth vs. survival and having the right people in the room. Teresa gives a very timely talk for today’s environment.

Dave Lowman, with over 40 years of national and international finance expertise, talks about Getting Experienced Originators to use New Technology. He is a member of the Board of Directors for Stearns Lending and Roostify. Dave is the former EVP of Freddie Mac’s Single Family Business. Highlights include: mirror good manager; don’t be a sales dinosaur; consumers will make the choice and you can’t manage unless you measure.

Alissa Sykes, Sr. VP, Chief Growth Officer, Sunmark CU discusses Managing Remotely. Highlights include: employee check-ins; online fun-hangout; little things matter; never stop learning and be a mentor. Listen to Alissa talk about this very timely topic for today’s environment.

Marc Hernandez, SVP, Head of Retail Lending, Alterra Home Loans talks about Preventing Employee Disengagement. Highlights include: celebrate small wins; correct bad behavior quickly; servant leadership and communicate proactively. You will want to hear Marc’s thoughts on how to create a positive environment.

Rob Robertson, Senior Executive, Sales & Operations gives an inspirational talk on Setting a Good Example. Highlights include: Servant Leadership—what it is and how it’s implemented;90% of business is attitude; everyone is a walking commercial; and how you show up matters. Don’t forget to listen for Rob’s 10 Tips on Setting a Good Example.

Phil Shoemaker, President of Originations, Home Point Financial talks about Scaling Your Sales Group. Highlights include: Thinking Small vs. Thinking Big; Recruiting Known Performers; Keys to Compensation Design; and Emphasize Volume & MBO.

Pat interviews Mark Korell, Chairman, Hamilton Group Funding. Highlights include: Three Keys to being successful with the Boss; Handling Resisters and Change and New Leadership. You will want to hear how Mark applies Lou Holtz’s Rules for Success.

Pat interviews Joe Ventre, VP, Mortgage Sales Manager at LCNB National Bank. Highlights include: know your team; how to be personally invested; the observation role and trust and learning. Listen to how he applies “Sparky’s Rules”.

Pat interviews Brian Koss, Executive VP, Mortgage Network. Highlights include: what is the manager role model; problem autopsy; communication is key; clear mission and taking care of internal customers.

Pat interviews Ruth Lee, Founder and CEO, Big Think. Highlights include: how to be honest but not hurtful; hire slow fire fast; employee engagement and understanding the why.

Pat interviews Katherine Gardner, EVP and Chief Production Officer, Arc Home Loans. Highlights include: understanding the why; asking questions; open communications and how you can’t rush being trusted.

Pat interviews Laura Burford, First VP, Director of Mortgage, American National Bank. Highlights include setting the standards; establishing greatness standards; creative avoidance and being honest and real with employees.

Pat interviews Greg Gianoplus, Reverse Mortgage Division Manager, Alpha Mortgage. Highlights include value based leadership; vision and purpose; production vs customer driven business and competitive advantage.

Pat interviews Ty Kern, Executive Managing Director, Nat’l Production, Sun West Mortgage. Highlights include working for your employees; scaling a business; knowing your metrics and accountability and authority.

Pat interviews Bill Bent, EVP, Retail Production, Loan Simple. Highlights include people and their patterns; loan officers uniqueness; managing prima donnas; and removing a personal glass ceiling.

Pat interviews Terry Aikin, Managing Director, MGIC. Highlights include balancing personal/professional demands; spending time on developing sales professionals; and staying focused on the big picture.

Pat interviews Erik Jenner, Director Residential Mortgage Lending, Kinecta Federal CU. Highlights include managing with trust; looking at leading/lagging indicators; and measuring sales activities.

Pat interviews Shawn Stougard, Senior Vice President, Loan Simple. Highlights include communication and leadership; motivation; managing to strengths; and prejudging.

In this episode, Pat interviews Jason Sasena, Chief Lending Officer, Westerra Credit Union, on how to break down the silos between sales and operations. Highlights include effective leadership strategies to bridge the gap between departments; building relationships with remote sales teams; and creating an environment of shared success.

Pat interviews Carol Toren, President, CLT Consulting Group. Highlights include key practices to optimize meeting time; handling in-person and remote meetings; and keeping participants engaged and on track.

Pat interviews Mike Mulwani, Director of Mortgage, First International Bank & Trust. Highlights include the best sales team engagement strategy; building team consensus; and using a fact-based approach to maintain integrity and credibility.

Pat interviews Pat Casey, EVP, Fulton Mortgage Company. Highlights include the importance of developing leadership skills; the value of mentoring; and hiring for cultural fit.

Pat interviews Malcolm Hollensteiner, Head of Mortgage Production, Sandy Spring Bank on creating a positive environment. Highlights include: Key hurdles for top producers; creating a positive environment; and the best way to work with an existing team.

Pat interviews Richard Custer, Eastern Divisional Manager, Rock Mortgage on making the jump from top producer to manager. Highlights include: The Secret Sauce in managing; does micro-managing work; and making the jump to management.

Pat interviews Lisa Schreiber, SVP Non-Agency at NewRez on getting your sales team to adopt a new sales strategy or skill. Highlights include: The Secret Sauce – What makes a manager successful; key practices in managing a new staff; and tactics to help employees adopt change.