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PODCAST · business

Mortgage Manager Playbook

by Pat Sherlock

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 t

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Episodes

  1. Outlook for 2027

    Scott Johnson, Divisional Executive, CMG Home Loans. Key Highlights: growth is non-negotiable; junior LO model; AI should increase capacity, not simply eliminate people; and profitability has to become the discipline behind growth.

  2. How to be Successful in Recruiting in Today’s World

    Steve Capen, Director Strategic Growth, First United Bank. Key Highlights: recruiting is prospecting—not waiting for candidates; leadership problems create recruiting opportunities; recruiting requires speed and accountability; and production alone doesn’t make someone a good hire.

  3. Outlook for 2027 (Malcolm Hollenteiner)

    Malcolm Hollensteiner, Director Home Loan Strategic Sales, Atlantic Union Bank. Key highlights include: stop waiting for the market to improve; banks have an underused competitive advantage; home-equity management could be a major overlooked 2027 opportunity and industry needs product innovation.

  4. Outlook for 2027 (Joe Camerieri)

    Joe Camerieri, Lenders One, discussed the Outlook for 2027. Key highlights: lenders need to look inside for untapped production; profitability and efficiency matter more than volume; HELOC boom may have limits; and lenders need to answer question, “Why are we in the mortgage business.”

  5. How Loan Officers can Retain, Recapture, and Respond in Real Time to their Customers

    Dustin Gray, Founder & CEO, Homeowners.ai. Key Highlights: 80% of borrowers forget their loan officer within 3-6 months-Why?; birthday cards and drip emails are not retention; your database is bigger than closed loans; and loyalty is earned through repeated value, not one -time transactions.

  6. 2nd Half Outlook for 2026

    Joe Camerieri, SVP, Sales & Strategy, Lenders One. Key Highlights: AI isn’t the magic bullet---lenders are aiming at the wrong target; the real cost savings live behind the scenes; real estate ecosystems are shifting fast; consumer-direct is coming for everyone; and rate volatility isn’t a surprise.

  7. Training & Development Matter More Than Ever

    Dustin Owen, Creator & Host of The Loan Officer Podcast (TLOP). Key Highlights: mortgage industry lacks true business management discipline; developing new talent is underutilized; broker channel is gaining energy because it attracts younger, entrepreneurial originators; and training and...

  8. Managing Top Producers

    Molly Dean, SVP of Production, Leader One Financial. Key Highlights: top producers don’t want to be left alone—they want meaningful support; respect matters more than special treatment; retention isn’t just about compensation; micromanagement kills productivity; and purpose sustains long-term...

  9. Building a High Performance Sales Team

    Rebecca Costanzo, Director, Mortgage Originations at United Community Bank. Key Highlights: high-performing teams ae built through coaching; emotional intelligence is a revenue driver; manage behaviors before you measure results; and today’s best leaders don’t just manage numbers---they…

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  10. Coaching and Success in Origination

    Eric Mitchell, Chief Revenue Officer, NEXA Mortgage. Key Highlights include: AI is no longer optional; your CRM is the foundation; coaching accelerates success; implementation beats information; and accountability creates growth.

  11. Technology Should Be a Multiplier, Not a Fix

    Pat interviewed Ryan Todd, Chief Capital Markets Officer, V.I.P. Mortgage. Key Highlights: fix the process before buying more technology; measure ROI, not vendor features; root cause analysis comes before automation; and the future belongs to lenders who lower cost to produce.

  12. Build a Book that Stays: Turning One-Time Client into Lifetime Revenue

    Brian Koss, Regional Manager, Movement Mortgage. Key Highlights: 80% of borrowers forget their loan officer within 2-3 years; generic drip campaigns are dead; your database is either an annuity or a graveyard; and the best loan officers don’t sell loans—they manager debt for life.

  13. Building a Future Mortgage Company

    Jay Promisco, CEO, GO Mortgage. Key Highlights: the old mortgage model is dying; AI won’t fix a broken company; the loan officer of the future is an influencer and relationship builder; the next cycle will reward profitability over volume; and sales leaders need to simplify.

  14. Episode 316: Turning Customer Experience into Revenue: Lessons from Secret Shopping

    Tom Finnegan, Principal, Stratmor Group. Key highlights: secret shopping reveals the real customer experience; lack of follow-up is a key problem; too many LOs are order takers instead of consultants; speed matters; and customer experience is now a competitive advantage.

  15. Episode 315: 2026 Trends in Production

    Dave Savage, Chief Growth Officer, TrustEngine & Founder, Mortgage Coach. Key Highlights: the game has shifted from transactional to advisory; consistency separates the Top 1%; prospecting wins before Noon; technology adoption is a mindset, not an age issue; and your database is still the #1…

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  16. Episode 314: Paradox of the P&L Management

    Stephen Moye, Producing Sales Mgr/Sr. Loan Officer, New American Funding. Key Highlights include: ownership is often given without readiness; production skill does not equal operational leadership; ownership is a trade-off, not a promotion; the economics of leadership no longer work; and the...

  17. Episode 313: Achieving High Productivity in Sales

    Jay Crowell, President, National Retail Division, Cornerstone Home Lending. Key Highlights: mission over money drives long-term success; the future belongs to human value, not just information; high performers are ruthless with focus; database equals the most underutilized goldmine; and great...

  18. Episode 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.

  19. 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...

  20. Episode 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,...

  21. Episode 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…

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  22. Episode 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…

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  23. Episode 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.

  24. Episode 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...

  25. Episode 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...

  26. Episode 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...

  27. Episode 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…

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  28. Episode 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…

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  29. Episode 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...

  30. Episode 300: Senior Age of Management and Failure to Innovate

    Andrew Panagos, President, GO Mortgage. Highlights include: mortgage business model is outdated and needs reinvention; senior leadership faces an innovation gap; recruiting young talent requires a different strategy; consumer behavior has fundamentally changed and earn-out and transition models...

  31. Episode 299: Important Trends in Reverse Mortgages

    Jesse Allen, President, Rate. Highlights include: reverse mortgages--niche to necessity; regulatory reforms have made reverse mortgages safer; distribution and awareness are the biggest constraints and future growth requires innovation in tech, training and messaging.

  32. Episode 298: Recent Trends in Recruiting from LOs to Executives

    Brian Boyles, National Sales Manager, Middleton Advisory Group. Highlights include: recruiting is still the #1 priority but needs a smarter approach; compensation is over-discussed; leadership quality and culture drive recruiting decisions; the industry is litigious and lacking flexibility; and...

  33. Episode 297: Winning Strategies during a Merger Retention

    Jerry Rader, SVP, Strategic Growth & Development, ALCOVA Mortgage. Highlights include: face-to-face communication builds trust; incentivizing retention with shared upside; retention requires a post-sale strategy; cultural fit beats highest bid and respecting people as stakeholders is the #1...

  34. Episode 296: Financial Literacy and Best Practices

    Brian Vieaux, President & COO, FinLocker. Highlights include: point of thought matters; hybrid sales model; trusted financial educator; customer centric stories and franchise with no rules. Brian has been in the industry for over 30 years.

  35. Episode 295: Upsetting the Cult of Comfort

    Michael Cush, Owner, Mortgage Startup Consulting. Highlights include: mortgage industry resists change—and it’s dangerous; AI and outside forces are disrupting the status quo; industry still doesn’t prioritize customer experience; executives are not preparing for the future and bold, not...

  36. Episode 294: Managing in a Volatile Time

    Jeff Scheuren, EVP, President, COO at Fulton Mortgage. Highlights include: volatility is unprecedented and driven by emotion, not fundamentals; hedging must be hyper-responsive and continually reassessed; communication and tools are vital for loan officer confidence; profitability relies on cost...

  37. Episode 293: Persevering Through Purpose

    Rob Robertson, Author. Highlights include: your pain can become your purpose; don’t freeze in the face of life’s hits; support systems matter; the NFL taught him more than football and plug into others when your battery is low. Rob has been in the mortgage industry for over 20 years and is...

  38. Episode 292: Building a National Recruiting Plan

    Connor Bartley, Content Creator and Podcast Host, The LO Down. Highlights include: build by design, not by default; internal alignment and realism are crucial; prioritize quality over quantity; leverage technology and community and recruit through relationship, not just offers. Connor has over 20...

  39. Episode 291: Three Types of Leaders: What Works in Volatile Markets

    Michael Moorhouse, CEO & Founder, Moorhouse Group. Highlights include: three types of distinct leader groups; sales staff disconnect; failure to recognize “true state”; renting loan officers and retention-proof your staff. Michael is a seasoned executive with over 30 years of experience in…

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  40. Episode 290: Rocket & Zillow Views on Future of Mortgage Banking

    Michael Kelleher, Founder, Adopt the Brand and Co-Founder, Easy Mortgage Apps. Highlights include: closed-loop digital mortgage model; loan officers must go digital; Zillow’s “Super App” is a game-changer; data-driven prospecting and mortgage calculator experience. Michael has over 15 years’...

  41. Episode 289: Why be a Broker in a Challenging Market?

    Kirk Redding, Co-Founder, President, Promise Home Loans. Highlights include: broker model growth; industry challenges; success factors in the broker model; changing realtor perceptions and the need for strong support system. Kirk has thirty plus years of mortgage banking, brokering and marketing...

  42. Episode 289: Why be a Broker in a Challenging Market?

    Kirk Redding, Co-Founder, President, Promise Home Loans. Highlights include: broker model growth; industry challenges; success factors in the broker model; changing realtor perceptions and the need for strong support system. Kirk has thirty plus years of mortgage banking, brokering and marketing...

  43. Episode 288: New Revenue Growth Opportunities for 2025

    Ralph Armenta, SVP, Incenter Lending Services. Highlights include: growth of private label mortgage securities; shifting trends in mortgage banking; opportunities in Residential Transition Loans (RTL); focus on high volume areas and the four R’s of successful lending strategies. Ralph has spent...

  44. Episode 287: How to Manage Change

    Jeff Schummer, CEO, Financial Independence. Highlights include: the importance of understanding the business situation; right people and change coalition matter; vision and communication drive change success; trust is essential and leaders must stay connected to the front lines. Jeff has over 30...

  45. Episode 286: Overcoming Key Mistakes in Leadership

    Jeff Schummer, CEO, Financial Independence. Highlights include: four managing challenges in 2025; falsehood of training as an expense; need for structured learning process; five key leadership mistakes and culture of continuous learning. Jeff has over 30 years’ experience. This is Part 1 of a two...

  46. Episode 285: Untapped Market Opportunities

    Chuck Sanders, CEO and Founder at Diverse Mortgage Services. Highlights include: restore the personal touch; minority markets untapped; grass roots engagement opportunity; technology a competitive edge and “Jaime Dimon’s stand”. Chuck has over 20 years’ experience in the mortgage business.

  47. Episode 284: Growing Your Mortgage Business in 2025

    Rick Roque, VP, Growth at NFM Lending. Highlights include: expansion and discipline; small pool of recruitable LOs; automation and lower costs; super brokers and specialized call centers. Rick has experience as a mortgage broker, entrepreneur and a national leader in growth strategies.

  48. Episode 283: Developing a Change Management Strategy

    Scott Moriarty, Principle Partner, Mountain View Advisors. Highlights include: proactive technology change management is essential; need to leverage existing systems effectively; focus on data-driven decision-making; leadership empowerment and employee dedicated change management team. Scott has...

  49. Episode 282: The Why of Money

    Eric Mitchell, Author and Chief Revenue Officer, Client Direct Mortgage. Highlights include: five key drivers of the 1% in sales; your personal profound experience; true mentorship; restructuring of sales roles and reluctance to change. Eric has over 25 years’ experience in the mortgage industry.

  50. Episode 281: Setting up Your Sales Teams for Success in 2025

    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...

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ABOUT THIS SHOW

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 t

HOSTED BY

Pat Sherlock

CATEGORIES

business

Frequently Asked Questions

How many episodes does Mortgage Manager Playbook have?

Mortgage Manager Playbook currently has 230 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.

What is Mortgage Manager Playbook about?

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,...

How often does Mortgage Manager Playbook release new episodes?

Mortgage Manager Playbook publishes regularly with 230 episodes available. Check the episode list for the typical release schedule.

Where can I listen to Mortgage Manager Playbook?

You can listen to Mortgage Manager Playbook on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.

Who hosts Mortgage Manager Playbook?

Mortgage Manager Playbook is created and hosted by Pat Sherlock.
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