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Senior Business Development 

&

Management Leader

Internal Sales Manager / Vice President / Senior Mortgage Banker

Professional Summary Highly successful, dynamic corporate business development leader with extensive financial, operations, sales/marketing and customer service expertise. Offer broad base of management expertise gained within both rapid-growth and turnaround environments. Extensive relations and communications expertise coupled with experience in repositioning business with ability to quickly adapt in changing markets. Resourceful problem solver with forward-thinking abilities and decision making dexterity to effectively conceptualize and implement solutions to challenging issues and objectives. Develops innovative and profitable business initiatives with various internal departments and external business partners. Trusted adviser and team builder with strong track record creating a culture of growth and partnerships through empowering individuals and teams to succeed while seizing business opportunities.

Selected Accomplishments

The Mortgage Subsidiary of the Toll Brothers Company America’s Premier Luxury Home Builder                                                                                          

• Regional team grew market share 9% exceeding production goalsby delivering 1,700 mortgages in 20 months valuedin excess of $730MMduring a volatile, contracting marketplace.

• Increased referrals while improving customer service satisfaction scores from 3.27 to 4.44 (out of 5). This resulted from implementing new, customer retention policy and procedures along with developing specialized curriculum educating the mortgage group and key team personnel. TBI's brand recognition and exposure grew participating in all Toll's marketing venues.
  

• Strategically increased mortgage capture rates from 47% to 56% in 9 months by optimizing Toll’s home sales associates awareness of TBI’s value and benefits, through providing exemplary service in timely communication, meeting target deadlines and face-to-face relationship management.

• Improved communications protocol raising Toll home sales associates customer referrals and support by 25% in targeted states. Successfully achieved through weekly communication meetings with customers, mortgage sales team leads, back-operation support staff, and business development managers delivering critical progress reports to Toll’s sales and project managers.

• Advised senior management of a profitable opportunity in pending legislative changes to FHA identified within the “Economic Stimulus Act of 2008” recommending TBI Mortgage earn HUD’s approval as a FHA Direct Endorsement Lender. As the subject matter expert and project management lead, developed the curriculum and facilitated educating four diverse groups within TBI and Toll’s building division. This complex business initiative produced substantial revenue and market share enhancements.

• Executed an operational objective improving customer contact and loan retention by 30%. Played significant cross-functional consultative role between TBI’s Training Director and Toll’s IT department integrating real-time customer interaction records in TBI’s proprietary origination software with Toll Brothers sales reporting platform.

• Optimized business efficiency by relocating TBI’s South East Operation Center to Toll’s corporate offices. This initiative saved $250K in annual operating expenses requiring expedited replacement of all mortgage and key back-office support personnel.

The Mortgage Division of SouthBank a South East Regional Federal Savings Bank

• Managed sales and production of 7,912 mortgages in 30 months for direct, bulk sale to secondary and capital markets investors.

• 1^st Trust Group team attained a significant goal- 2 year average production volume exceeded $240MM per year.

• Launched new e-commerce team; originated 943 mortgages in 16 month’s with volume exceeding $54MM.

• Raised existing benchmark lead-to-close ratios from 4.25% to 6.00% in 12 months.

• Identified and resolved issues with unacceptable personnel training leading to inefficiencies. Conceived and implemented SouthBanc’s core training curriculum and customer feedback response increasing staff retention from 50% to 75%.

• Increased average fee income over a 7-month time period from 5.75% to over 7.00% in specialized product lines.

• Improved profitability 10% through workflow best practice enhancements, internal cost controls and with service providers.

• Reduced retail production costs 15% within 12 months through prospect follow-up systems and utilizing advanced property appraisal technologies.

Highly Rated Metro Washington DC Area Community Bank

SENIOR MORTGAGE BANKER

• Improved CBNV’s Northern Virginia market presence and referrals by increasing goodwill exposure with realty agents and middle tier builders. 

• Received Best Customer Service Award three times through applying knowledgeable expertise, value and trusted insight.

• Led strategic minority loan diversification and CRA program initiative resulting in over $7MM annual loan closings in the Northern Virginia market.

• Averaged 225 basis points on originated mortgage loans and top revenue producer status while simultaneously maintaining exceptional customer service and expanding referral networks.

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