FDM - Sales Manager

Description

Primary Sales Duties and Incidental Responsibilities:

· The Sales Manager’s primary duty is the solicitation, origination, and closing of residential mortgage loans, which constitutes making sales. The Sales Manager customarily and regularly performs these duties outside of the Company’s offices. Any leadership, mentorship, or support provided to other loan originators is incidental to and in furtherance of the Sales Manager’s primary sales activities.

· Maintain an active knowledge base of all of the Company loan products and an understanding of the qualifications required of each applicant.

· Identify and recommend products that meet the customer’s needs and the Campany’s lending guidelines.

· Meet with borrowers at their home, office, or any other convenient location to conduct loan interviews and collect all required application documentation, including income, assets, employment, and credit information, in compliance with RESPA, TILA, ECOA, and applicable state law.

· Review active loan files as necessary to support and advance the LO’s sales and origination activities.

· Develop referral sources from prior borrowers, real estate agents, financial planners, real estate attorneys or settlement companies, and any other ancillary business with potential to expand the LO business referral network by consistently attending local conferences, realtor events, networking events, local association events, home buyer seminars, or any other outside activities that would be expected to drive networking and referral opportunities.

· Attend closings in order to be the proper liaison for Company as the transaction concludes

· Coordinate with processors, underwriters, appraisers, title companies, and closing agents to facilitate timely loan approval and closing; respond promptly to conditions and underwriting suspense items.

· Provide borrowers with timely, accurate status updates throughout the loan process; communicate proactively regarding any delays, additional documentation requirements, or changes to loan terms.

· Maintain a working knowledge of GSE guidelines (Fannie Mae/Freddie Mac), FHA, VA, USDA, and non-QM product overlays as applicable to Company’s product offerings; apply guideline knowledge to pre-qualify borrowers accurately.

· Other duties and responsibilities as assigned

Non-Supervisory Sales Leadership

· Provide informal guidance, mentorship, and best-practice sharing to other loan originators based on personal production experience.

· Serve as a resource to answer questions related to loan structuring, product selection, and sales strategy.

· Lead by example through personal production, relationship development, and consistent adherence to Company sales practices.

· Share market insights, product knowledge, and sales techniques to enhance overall team performance.

· The Sales Manager role is a non-supervisory position. The Sales Manager does not have authority to hire, terminate, discipline, set compensation, conduct formal performance evaluations, or otherwise exercise managerial control over other employees. All such responsibilities remain with designated management personnel.

· All mentorship and leadership activities are incidental to the Sales Manager’s primary role as an outside sales loan originator.

Requirements

· Maintain active licensing required for lending activities.

· Maintain Company Minimum Funding Standards

· Spend at least 80% of the work week outside of the office developing goals outlined in this description.

· Ensure all loan origination activities comply with Regulation Z (12 C.F.R. § 1026.36), the SAFE Act, HMDA, Fair Lending laws, and all other applicable federal and state requirements.

· Never steer borrowers to loan products on the basis of personal compensation. Present loan options objectively and in the best interest of the borrower, consistent with COMPANY’s anti-steering policy and Regulation Z requirements.

· Maintain active NMLS licensure in all states in which loan origination occurs; complete required annual continuing education (CE); and promptly report any reportable events to the Company and applicable state regulators.

· Accurately enter all application and borrower data into the Company’s loan origination system (LOS) and maintain complete, organized, and audit-ready loan files throughout the origination process.

· Adhere to all Company policies and procedures, including but not limited to the MLO Compensation Policy, Compensation Policy and Procedures, Anti-Steering Policy, Privacy Policy, UDAPP, and Fair Lending Policy; complete all required Company training programs on schedule.

· Maximize personal productivity: Desire to maximize personal productivity through attention to detail, self-motivation, and adaptability to achieve branch and personal goals.