About
Most mortgage lenders are looking for production growth in the wrong place.
When…
Services
Articles by Pat
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The Biggest Lie in Mortgage Banking: Top Producers Drive Growth
The Biggest Lie in Mortgage Banking: Top Producers Drive Growth
For years, mortgage lenders have believed one thing: If we can recruit top producers, we’ll grow. But recent analysis…
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What the NFL Understands About Talent That Mortgage Lenders Don’t
What the NFL Understands About Talent That Mortgage Lenders Don’t
Most mortgage leaders are still stuck on one question: “Why invest in developing loan officers if they’re just going to…
3 Comments -
125,000 Loan Officers Gone: The Mortgage Industry’s Talent Crisis Is Here
125,000 Loan Officers Gone: The Mortgage Industry’s Talent Crisis Is Here
Let’s stop pretending this is just another cycle. According to RETR’s recent post on industry retention tracking:…
17 Comments -
What If You Knew in 90 Days Whether a Rookie Would Make It?
What If You Knew in 90 Days Whether a Rookie Would Make It?
Would you invest more in recruiting rookies if you knew they would be productive? All managers say they want to hire…
9 Comments -
Influencer vs. Loan Structurer: Why Visibility Comes Before Skill in Today’s Mortgage Market
Influencer vs. Loan Structurer: Why Visibility Comes Before Skill in Today’s Mortgage Market
There’s a hard truth in today’s mortgage business that many loan officers don’t want to hear: You can be the best loan…
4 Comments -
The Mortgage App Already Has the Answers—So Why Aren’t Loan Officers Using It?
The Mortgage App Already Has the Answers—So Why Aren’t Loan Officers Using It?
Lenders have been targeting customers for years, but most have never moved beyond basic segmentation. They group…
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The 5 Systems Mortgage Managers Must Build to Improve Production
The 5 Systems Mortgage Managers Must Build to Improve Production
Most mortgage managers are promoted because they were successful loan officers. But very few receive training on how to…
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Case Study: Increasing Loan Officer Production Through Structure
Case Study: Increasing Loan Officer Production Through Structure
Many mortgage leaders believe production improvement requires recruiting new loan officers. But sometimes the fastest…
1 Comment -
Mortgage Leaders are Looking for Growth in the Wrong Place
Mortgage Leaders are Looking for Growth in the Wrong Place
When mortgage production declines, most companies immediately look outside the organization for growth. They focus on…
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Mortgage Leaders Are Looking for Sales Growth in the Wrong Place
Mortgage Leaders Are Looking for Sales Growth in the Wrong Place
When production declines, most mortgage leaders look outside the company for growth. They ramp up recruiting.
4 Comments
Activity
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I interviewed Stephen Moye, Producing Sales Mgr/Senior Loan Officer, at New American Funding on the Paradox of the P&L Management. The current P&L…
I interviewed Stephen Moye, Producing Sales Mgr/Senior Loan Officer, at New American Funding on the Paradox of the P&L Management. The current P&L…
Shared by Pat Sherlock
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If you're heading to the AI Readiness session https://lnkd.in/g5sqdz57 at Great River Conference, this is worth two minutes before you walk in the…
If you're heading to the AI Readiness session https://lnkd.in/g5sqdz57 at Great River Conference, this is worth two minutes before you walk in the…
Liked by Pat Sherlock
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When your daughter wins Miss Vermont 2026; The lessons I cant help but learn from her….. Yes- I am a proud Father, But……It is not because she won;…
When your daughter wins Miss Vermont 2026; The lessons I cant help but learn from her….. Yes- I am a proud Father, But……It is not because she won;…
Liked by Pat Sherlock
Experience
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QFS Sales Solutions
Education
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University of Baltimore School of Law
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Activities and Societies: Passed Pennsylvania Bar
Worked full time and went at night to law school.
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Licenses & Certifications
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Pennsylvania Bar
State of Pennsylvania Attorneys
Volunteer Experience
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Avid Supporter
Delware Vally Golden Retriever Rescue
Animal Welfare
Publications
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Reaching the Top of Your Game: Best Practices of Top Mortgage Originators
MBA
One of the best selling sales book for the MBA.The book describes the practices of the number one sales person at the top 100 bank/mortgage companies.
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Academy Mortgage's Rookie Program - 2012
www.mbaa.org
See publicationInterview with Bill Bent, EVP Academy Mortgage.
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Measuring Sales IQ - June 2012
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See publicationTraining originators for the new mortgage market requires some new thinking on what they really need.
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Producing Managers: Time for a Change? - June 2007
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See publicationWhat the competencies of branch managers should be and what tactical practices they should master.
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Seven Keys to Building a Winning Sales Culture - June 2006
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See publicationBuild top-performing origination team, seven simple principles.
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Six Keys to Consultative Selling - June 2008
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See publicationWhat are the keys to consultative selling.
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Training Rookie Originators - March 2013
www.mbaa.org
See publicationThere's a shortage of young origination talent. Here's a blueprint for growing your own.
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Walling the Walk: Three Keys to Sales Success in Origination-May 2011
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See publicationBB&T seems to have the right formula.
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Why Johnny Can't Originate - November 2010
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See publicationFuture sales model--what to look for in hiring originators.
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Why Johnny Can't Originate:One Company's Insight: Kinecta Federal Credit Union
www.acuma.org
See publicationInterview with Michael McCarthy, 1st VP and Director for Retail Production and Operations.
Projects
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Training Outbound Lead Generation for Retail Loan Officers
See projectled training instruction of inside wholesale sales origination business line. Project involved designing a three week program that included: effective telephone sales skills in mortgage banking; building a script that works and live coaching of inside sales originators calls. Also included video role playing practice.
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Ohio MBA Referral Sources Webinars
Lead presenter on series of webinars on prospecting for referral sources. Real Estate Agents, Financial Planners and Data Base Management.
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Speaker at ACUMA Conference
Presenter on how to hire sales professionals and not order takers
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Pat Sherlock
See projectPresented strategic sales strategies for 2013 to a regional bank senior management team.
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Moderator at the MBA Conference
Moderator at MGIC Conference on Best Practices in Sales Management and How to Integrate of Mortgage Banking and Retail Banking
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Bank Sales Improvement
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Hired to improve sales production, identify gaps on what was holding producers from achieving budget and implement changes to hiring and coaching process. Project involved training managers to coach their sales employees how to make a value sell. Company increased production 40%.
Other creators -
Organizations
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Mortgage Bankers Association
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Recommendations received
8 people have recommended Pat
Join now to viewMore activity by Pat
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Wheels up and off to HousingWire The Gathering. No boots, no hat. All business. Bringing my better half this year. #secretweapon.
Wheels up and off to HousingWire The Gathering. No boots, no hat. All business. Bringing my better half this year. #secretweapon.
Liked by Pat Sherlock
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Grateful for the opportunity to attend an impactful event with Link Empower! It was inspiring to connect with leaders who are truly committed to…
Grateful for the opportunity to attend an impactful event with Link Empower! It was inspiring to connect with leaders who are truly committed to…
Liked by Pat Sherlock
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"Shots fired at Correspondents Dinner." My parents were in that room. My heart dropped when that hit my CNN app. First table - less than 30 feet…
"Shots fired at Correspondents Dinner." My parents were in that room. My heart dropped when that hit my CNN app. First table - less than 30 feet…
Liked by Pat Sherlock
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Yesterday, I had the opportunity to be on Dave Savage's show, where we discussed the low-hanging fruit of working consistently with former customers.…
Yesterday, I had the opportunity to be on Dave Savage's show, where we discussed the low-hanging fruit of working consistently with former customers.…
Posted by Pat Sherlock
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❤️🎙️ Part 2 Is Here! Valentine’s Edition — SBA Style with Lyndsey Blanks 🎙️❤️ Love is in the air… and so is Part 2 of our podcast! This one is for the borrowers, the brokers, the lenders — the SBA believers who know the process isn’t always easy… but it’s worth it. 🏦✨ In this special Valentine’s episode of signed. funded. loved. we talk about: 💘 Staying committed to the SBA journey 📑 Navigating the credit box 🔥 Not quitting after the first “no” 💡 Finding the right SBA partner who truly gets your deal Because in SBA… it’s not just about approval. It’s about alignment. If you’ve ever had a deal that needed restructuring, patience, or the right lender to see the vision — this one’s for you. 🎧 Tune in to Part 2. And let’s start a convo… 👉 What’s the biggest challenge you’re seeing in SBA deals right now — credit, cash flow, collateral, or finding the right lender? LINK IN COMMENTS!
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