J. Michelle Shelton
Fayetteville,TN
Summary
Dynamic Sales Manager with a proven track record at Securitynational Mortgage, adept in strategic account development and sales team training. Leveraged CRM software and exceptional communication skills to boost customer base and revenue, achieving significant sales goals. Excelled in building lasting client relationships and driving market growth through effective sales strategies and team motivation.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Sales Manager
Securitynational Mortgage
Huntsville, AL
09.2024 - Current
- Executed strategic sales plans to expand customer base and revenue.
- Established new accounts and serviced existing accounts maintaining professional relationships.
- Resolved customer complaints regarding sales and service.
- Delivered sales presentations focused on offerings and unique advantages over competitors.
- Coached, developed and motivated team to achieve revenue goals.
- Established relationships with key clients, while maintaining existing customer base.
- Collaborated with marketing team to create promotional materials for target customers.
- Reviewed credit histories from applicants and determined feasibility of granting requested loans.
- Helped clients fill out loan applications and find ideal loan options.
- Utilized CRM systems to effectively manage client interactions and follow-ups.
- Assessed financial means and desires of each client in order to set up appropriate mortgage packages.
- Guided applicants through the loan process, from application to closing.
- Managed a pipeline of over 200 loans at various stages of processing simultaneously.
- Collected and verified financial information from applicants.
- Collaborated with company teams to expedite loan approval processes.
- Facilitated workshops and seminars on mortgage products and financial literacy.
- Verified applicant information by consulting with outside agencies, credit bureaus and businesses.
- Listened carefully to customer complaints and swiftly resolved issues by taking appropriate action.
- Reviewed client documentation and contracts for discrepancies and mistakes.
- Informed customers of application deadlines, approvals and denials.
- Gathered client debt, credit and income information to determine loan eligibility.
- Attended local networking events to build relationships with potential clients.
- Monitored loan progress, ensuring timely processing and closing.
- Developed and maintained relationships with local real estate agents.
- Addressed and resolved applicant and borrower queries throughout the loan cycle.
- Maintained up-to-date knowledge of various loan products and compliance regulations.
- Negotiated terms of mortgage loans with applicants to ensure compliance with underwriting guidelines.
- Participated in weekly sales meetings to review progress towards goals.
Branch Manager
New American Funding
Huntsville, AL
02.2019 - 09.2024
- Analyzed competitors and market trends to facilitate business growth.
- Monitored compliance with federal, state and local laws governing mortgage lending operations.
- Managed loans from application to submission to closing by coordinating file movements between underwriter, mortgage lender and closing parties.
- Ensured that all documents were completed accurately according to company standards prior to submission for underwriting approval.
- Maintained regular performance appraisals for subordinates through verbal, written and on-going review programs.
- Coordinated marketing efforts within the branch office as well as surrounding areas.
- Conducted regular meetings with staff to discuss goals, objectives, policies, procedures and performance.
- Resolved complex customer issues in a timely manner.
- Coordinated preparation of external audit materials and external financial reporting.
- Counseled clients on home purchasing and loan process as well as on industry topics.
- Oversaw daily operations at the branch including staffing schedules, workflow management, budgeting and expense control.
- Participated in community events aimed at promoting homeownership opportunities.
- Established sales quotas and monitored progress towards goals.
- Reviewed financial statements to ensure accuracy in reporting of mortgage activities.
- Oversaw loan process from origination through closing to check that every client received exemplary service.
- Analyzed mortgage market trends to identify opportunities for growth.
- Resolved customer complaints in a timely manner while maintaining high levels of customer service satisfaction.
Mortgage Loan Officer
BancorpSouth Bank Mortgage
Huntsville, AL
06.2012 - 08.2018
- Maintained up-to-date knowledge of various loan products and compliance regulations.
- Prepared and reviewed loan agreements to ensure accuracy and completeness.
- Evaluated existing customer accounts for refinancing opportunities or additional services offered by the company.
- Collected and verified financial information from applicants.
- Informed customers of loan application requirements and deadlines.
- Participated in team meetings, trainings conducted by management staff regarding updates on products, services offered by the company.
- Complied applications and paperwork and double-checked for accuracy.
- Provided guidance on various types of mortgages such as FHA loans, VA loans, conventional loans.
- Established and nurtured relationships with real estate agents and other industry professionals.
- Ensured compliance with federal and state lending regulations.
- Conducted interviews with prospective clients to gather information regarding loan applications.
- Resolved borrower complaints in a timely manner while providing excellent customer service.
- Educated customers regarding actions and strategies for debt repayment.
- Kept detailed records regarding approved, denied and received loan applications.
- Educated clients on the implications of changes in mortgage rates.
- Facilitated workshops and seminars on mortgage products and financial literacy.
- Developed and maintained relationships with local real estate agents.
- Stayed abreast of lending regulations, industry trends and market rates.
- Updated client account information and records in company databases.
- Analyzed applicant financial and credit status, evaluating assets and risk to determine loan feasibility.
Education
High School Diploma -
Lincoln County High School
Fayetteville05-1993
Some College (No Degree) - Accounting and Finance
Motlow State Community College
Tullahoma, TNSkills
- Strategic account development
- Solution selling
- Sales presentation
- Sales team training
- Business development and planning
- Employee motivation
- Goal setting
- Sales coaching
- Sales strategy development
- Market research
- CRM software
- Direct sales
- Contact follow-up
- Product knowledge
- Pipeline management
- Rapport and relationship building
- Financial records analysis
- Sales closing techniques
- Positive and upbeat
- Lead database management
- Excellent communication skills
- Superb time management
- Sales tracking
- Sales and market development
- Client relationship management
- Consultative and relationship selling
- Cold calling
- Training and development
Affiliations
- Camping
- Sewing/Quilting
- Painting
Certification
- Mortgage licenses held in AL, TN, GA, FL, TX
References
References available upon request.
Timeline
Sales Manager
Securitynational Mortgage
09.2024 - Current
Branch Manager
New American Funding
02.2019 - 09.2024
Mortgage Loan Officer
BancorpSouth Bank Mortgage
06.2012 - 08.2018
High School Diploma -
Lincoln County High School
Some College (No Degree) - Accounting and Finance
Motlow State Community College
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