Producing Sales Manager

Producing Sales Manager (PSM) shall be responsible for their individual origination. The PSM shall originate and otherwise manage the loan transaction for the borrower by being the primary point of contact. Additionally, the PSM will support current direct reports in their business to ensure compliance throughout the loan process. The PSM will spend at least 80% of the workday outside of the office sourcing business and developing a referral network.

PSMs shall maintain Minimum Funding Standards of 2-5 funded loans per month.

The Producing Sales Manager will be accountable for the following:

• Loan Submission Quality – ensure a high obtain 70% fast track delivery status objective
• Review with operations to identify systemic issues and develop a plan to address same with individual loan officer and LO Branch Manager (“BM”)
• Rate locks – Optimize pull through metrics and achieve 85% locked loan pull through and 75% overall pull through
  • Review pipeline monthly with Secondary to address systemic issues, work with individual loan officers who require additional training and support around pricing and pull through
  • Manage pricing exceptions to be in line with organizational goals
  • Identify pricing exceptions gaps in LO pricing and coach and manage to best practices to minimize pricing exceptions
• Ensure LOs are trained for proper Investor selection based on pricing, delegation, underwriting style, delivery, and customer experience
• Loan/Transaction Structure
  • Be available to loan officer team to assist in structuring complicated transactions, reviewing income docs. Continuously review submissions on the Scenario Desk to develop an understanding of LO training/coaching needs. Assist in answering some requests on a weekly basis
  • Duplicate files for the LO when necessary
    • Files over 6 months old require a valid reason for duplication
    • FNMA 3.2 files are prohibited from duplication

• Work with sales team and Secondary team to identify the following:
  • Training needs for specific investor products (e.g. NH Housing, MEP Port Programs, OTC, Rehab loans ect)
  • Identify and support onboarding of new products and investors
  • Include product training component to each of the scheduled sales seminars bi-annually
  • Source new products and programs appropriate to each market
  • Support investor relations with Secondary

• General sales training to include product training component to each of the scheduled sales seminars bi-annually
• Strategy training – how to use a product/process to gain more realtor access/business
• Ensure all LOs have an on-going social media presence celebrating their competency and achievements. Work with Social Media Liaison to ensure objective is met
• Ensure all LOs are attending at least 80% of their own closings
• Forecasting
  • Monthly by submission – this includes reviewing prior forecasts to accurate commitment to sales goals
  • Annual business planning and review with LO’s
  • Quarterly meetings to review business planning goals with EVP Sales and or individual LO’s and track performance to yearly plan
• Submit monthly/quarterly/annual goals to EVP Sales/Marketing
• Ensure that direct report LOs are meeting enterprise established MEP minimum funding standards.

• Work with EVP of Sales on Marketing Strategy and Needs
• Attend area real-estate events with LO’s
• Engage with real estate boards
• Engage in mortgage industry events and with the MBA for greater visibility
• Support branch development/geographically
• Road Trips with LO’s – demonstrate live sales approach at closings and broker meetings
  • Attend at least 1-2 LO engagements per week
• Plan small scale appreciation events
• Create sales contests/incentives to drive behaviors and outcomes
• Help to recognize individuals for outstanding results via company newsletter, scoreboard announcements, awards ceremony, and other creative ways to make LO’s feel good about their MEP experience.