by Pat Sherlock
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 and industry needs product innovation.
Joe Camerieri, Lenders One, discussed the Outlook for 2027. Key highlights: lenders need to look inside for untapped production; profitability and efficiency matter more than volume; HELOC boom may have limits; and lenders need to answer question, “Why are we in the mortgage business.”
Dustin Gray, Founder & CEO, Homeowners.ai. Key Highlights: 80% of borrowers forget their loan officer within 3-6 months-Why?; birthday cards and drip emails are not retention; your database is bigger than closed loans; and loyalty is earned through repeated value, not one -time transactions.
Joe Camerieri, SVP, Sales & Strategy, Lenders One. Key Highlights: AI isn’t the magic bullet---lenders are aiming at the wrong target; the real cost savings live behind the scenes; real estate ecosystems are shifting fast; consumer-direct is coming for everyone; and rate volatility isn’t a surprise.
Dustin Owen, Creator & Host of The Loan Officer Podcast (TLOP). Key Highlights: mortgage industry lacks true business management discipline; developing new talent is underutilized; broker channel is gaining energy because it attracts younger, entrepreneurial originators; and training and development must be intentional, cultural and led by experts.
Molly Dean, SVP of Production, Leader One Financial. Key Highlights: top producers don’t want to be left alone—they want meaningful support; respect matters more than special treatment; retention isn’t just about compensation; micromanagement kills productivity; and purpose sustains long-term success.
Rebecca Costanzo, Director, Mortgage Originations at United Community Bank. Key Highlights: high-performing teams ae built through coaching; emotional intelligence is a revenue driver; manage behaviors before you measure results; and today’s best leaders don’t just manage numbers---they understand people.
Eric Mitchell, Chief Revenue Officer, NEXA Mortgage. Key Highlights include: AI is no longer optional; your CRM is the foundation; coaching accelerates success; implementation beats information; and accountability creates growth.
Pat interviewed Ryan Todd, Chief Capital Markets Officer, V.I.P. Mortgage. Key Highlights: fix the process before buying more technology; measure ROI, not vendor features; root cause analysis comes before automation; and the future belongs to lenders who lower cost to produce.
Brian Koss, Regional Manager, Movement Mortgage. Key Highlights: 80% of borrowers forget their loan officer within 2-3 years; generic drip campaigns are dead; your database is either an annuity or a graveyard; and the best loan officers don’t sell loans—they manager debt for life.