Real Estate Sales Manager

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Overview :

The Mortgage Lending Sales Manager is a pivotal role responsible for managing the performance and productivity of inbound loan originators, loan assistants, and an outbound sales team that calls on digital leads and takes application calls.

This manager is also responsible for overseeing the rate lock desk, ensuring competitive and timely rate locking for our members.

The ideal candidate will have extensive experience in mortgage sales, a deep understanding of the mortgage lending process, and a proven track record of leadership and team development.

Overview - Duties and Responsibilities :

Leadership and Team Management :

Lead, mentor, and manage a diverse team of inbound loan originators, loan assistants, and outbound sales representatives.

Develop and implement strategies to achieve sales targets and maximize loan production.

Conduct regular team meetings to review performance, address challenges, and set goals.

Provide continuous training and development opportunities to team members to enhance their skills and knowledge.

Foster a positive and collaborative team environment that promotes high performance and exceptional member service.

Sales Strategy and Execution :

Develop and implement sales strategies to drive mortgage loan growth and increase market share.

Analyze market trends and competitive landscape to identify opportunities and adjust sales tactics accordingly.

Collaborate with the Director of Mortgage Lending and the Creative team to develop and execute marketing campaigns and promotions to generate leads.

Monitor and analyze sales metrics to track performance and identify areas for improvement.

Inbound Loan Origination Oversight :

Ensure inbound loan originators provide accurate and timely information to members about mortgage products and services.

Review and approve loan applications to ensure they meet credit union policies and regulatory requirements.

Monitor loan originators' performance, providing feedback and coaching to improve productivity and efficiency.

Resolve escalated member issues and complaints, ensuring a positive member experience.

Outbound Sales Team Management :

Oversee the outbound sales team that calls on digital leads and takes application calls, ensuring effective lead management and conversion.

Develop scripts, call strategies, and follow-up processes to maximize lead conversion and member engagement.

Monitor outbound sales activities, providing feedback and coaching to improve performance.

Collaborate with the marketing team to ensure alignment on lead generation and nurturing strategies.

Loan Processing and Closing Coordination :

Collaborate with the processing and closing teams to ensure smooth and efficient loan processing and closing.

Address and resolve any issues or bottlenecks that arise during the loan processing and closing stages.

Ensure all loan files are complete and accurate before submission to underwriting.

Coordinate with external partners, such as title companies and attorneys, to facilitate timely and accurate loan closings.

Regulatory Compliance :

Ensure all mortgage loan sales activities comply with federal, state, and local regulations, including RESPA, TILA, ECOA, HMDA, and others.

Stay informed of regulatory changes and industry developments, implementing necessary updates to policies and procedures.

Conduct regular compliance audits and reviews, identifying and addressing potential areas of risk.

Develop and implement training programs to ensure team members are knowledgeable about compliance requirements and best practices.

Member Service Excellence :

Ensure a high level of member service is provided throughout the mortgage loan process, from application to closing.

Address and resolve escalated member issues and complaints promptly and effectively.

Implement member feedback mechanisms to continuously improve the member experience.

Collaborate with the member services team to ensure seamless integration of mortgage services with overall member experience.

Performance Monitoring and Reporting :

Develop and monitor key performance indicators (KPIs) for the mortgage loan sales team, ensuring alignment with organizational goals.

Prepare and present regular performance reports to senior management, highlighting achievements, challenges, and areas for improvement.

Utilize data analytics to identify trends, forecast volumes, and make informed decisions about staffing and resource allocation.

Implement performance improvement plans for team members as needed, ensuring accountability and continuous improvement.

Individual Relationship Management :

Develop and maintain strong relationships with key members and prospective members, including employee borrowers, to drive mortgage lending growth.

Provide personalized mortgage solutions tailored to the individual needs of members.

Conduct regular follow-ups with members to ensure satisfaction and address any concerns or questions.

Corporate Partnerships :

Identify and establish corporate partnerships to expand mortgage lending opportunities.

Develop and execute strategies to engage with corporate partners and their employees.

Represent the credit union at corporate events, workshops, and meetings to promote mortgage products and services.

Collaborate with the business development team to identify and pursue new partnership opportunities.

Requirements

Bachelors degree in Business, Finance, or a related field; Masters degree preferred.

Minimum of 7-10 years of experience in mortgage sales or mortgage lending, with at least 3-5 years in a management role.

Comprehensive knowledge of mortgage products, lending regulations, and underwriting guidelines.

Proven leadership and team management skills, with a track record of building and leading high-performing sales teams.

Excellent analytical, problem-solving, and decision-making abilities.

Exceptional communication and interpersonal skills, with the ability to effectively interact with internal and external stakeholders.

Proficiency with mortgage loan origination systems (LOS) and related software, such as Encompass, Calyx Point, or similar platforms.

Strong organizational skills and attention to detail, with the ability to manage multiple priorities in a fast-paced environment.

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