The High-Performance Manager: Proven Systems to Lead, Recruit, & Coach Winning Sales Teams

Join MBA Education and industry thought leaders for a dynamic discussion on how to lead with confidence in the new year, communicate with clarity and scale a team that thrives, and develop a roadmap to stronger, smarter, and more successful management. This fast-paced session reveals the core systems, strategies, and behaviors that separate average managers from elite leaders who consistently recruit top talent, retain originators, and drive profitability.

The discussion is derived from the newly released Mortgage Manager Mastery book authored by MBA member, Pat Sherlock, and will feature two of the book’s authors. Scott Johnson from CMG Financial will discuss Why Strong Managers Matter, and Erica Acie from Truist will discuss Bridging the Communication Divide.

Date/Time:

• Tuesday, January 20 (2:00 PM - 3:00 PM ET)

Objectives:

• Implement a predictable, daily recruiting rhythm and use proven conversation scripts to uncover real opportunities with loan officers
• Apply the Weekly Coaching Cadence to drive performance, secure commitments, and ensure pipeline reviews turn into behavior-changing sessions
• Understand why strong managers—not market conditions—are the primary drivers of retention and production, reinforced through our interview
• Use communication frameworks from our interview to improve clarity, alignment, and trust across sales teams
• Create a leadership environment where recruiting is proactive, coaching is consistent, and originators stay longer and produce more

Target Audience: 

• Branch Managers and Heads of Production
• Loan Officers and Loan Officer Assistants
• Regional Managers
• Divisional Managers
• Head of Sales, Originations

Speaker(s):

• Moderator: Pat Sherlock, President QFS Sales Solutions
• Scott Johnson, Divisional Executive, CMG Home Loans
• Erica Acie, Head of Originations, Truist