Jon Overfelt, Director of Sales, ASMC. Key Highlights: develop and retain LOs instead of constantly recruiting; develop 90-day execution plans; protect profitability and the balance sheet; and make faster decisions about underperformers.
Scott Johnson, Divisional Executive, CMG Home Loans. Key Highlights: growth is non-negotiable; junior LO model; AI should increase capacity, not simply eliminate people; and profitability has to become the discipline behind growth.
Steve Capen, Director Strategic Growth, First United Bank. Key Highlights: recruiting is prospecting—not waiting for candidates; leadership problems create recruiting opportunities; recruiting requires speed and accountability; and production alone doesn’t make someone a good hire.
Malcolm Hollensteiner, Director Home Loan Strategic Sales, Atlantic Union Bank. Key highlights include: stop waiting for the market to improve; banks have an underused competitive advantage; home-equity management could be a major overlooked 2027 opportunity...