Scott Potter

Guaranteed Rate Affinity is a joint venture between Guaranteed Rate Inc., a top five mortgage lender, and Anywhere Real Estate Inc., the nation’s largest owner and operator of residential real estate brokerages. I am the leader responsible for all sales operations for Guaranteed Rate Affinity.

Responsibilities:

• Reporting, data, and analytics.
• Sales performance management.
• Operational supervision of profit and loss branches.
• Initiative and project management.
• Corporate real estate management (264 leases and subleases across the U.S.)
• CRM development, usage, and management.
• Joint partner initiatives with Anywhere Real Estate.
• Executive support (Presentation decks, Board of Directors support, Ad Hoc analysis)

Accomplishments:

• Turned a low-performing Profit and Loss branch business segment into a high-performing business segment. I was asked to lead this unit in December 2023. At this time, we had 17 individual P&L branches funding $725M in volume annually ($42.6M per branch), with corporate profitability at a loss in 2023. In 2024, I was able to consult each branch, resulting in eight unprofitable branches closing operations. I added additional resources, consultative support, and accountability to the remaining branches. This resulted in $556M in volume in 2024, with 9 branches ($61.8M per branch), and a significant increase in corporate profitability. This good news story has provided confidence that previously did not exist within the sales leadership team. We are now actively adding additional strong P&L branches for 2025.
• Architected two separate CRM rollouts for loan officer recruiting. (Total Expert & Bullhorn). Guaranteed Rate did not use CRM for recruiting development at the time. Led a team that built out the recruiting process, development milestones, API connections, communication cadences, full reporting suite, and accountability practices for adoption. The success of the CRM workflow led to adoption by the parent company. This has resulted in the recording of approximately 95,000 recruiting-related milestones and notes in 2024 by approximately 30 remote users. Representing the hiring of approximately 949 loan officers and adding $17.1B in funded dollars since 2020. It is also important to note that hiring has remained steady in 2023 and 2024, with approximately 15 fewer recruiters and field leaders. This headcount reduction has led to savings of $1.8M per year, while maintaining hiring. CRM usage and subsequent data analysis has led to targeted marketing and call campaigns, making each remaining hiring leader more efficient and effective.
• I assumed responsibility for corporate real estate leases in September 2023 and was asked to find cost savings and efficiencies. In September 2023, we had 296 leases and subleases, with a monthly expense of $243K ($2.93M per year). After completing a review of each lease and sublease, I was able to work with the sales teams to find opportunities to combine spaces and close offices that were not supported by the production of the occupants. By January 2025, we will have 260 leases and subleases, with a monthly expense of $193K ($2.31M per year). This is a yearly cost savings of $620,000. This effort will continue into 2025.
• Developed and continue to manage the Loan Officer performance management program. This program identifies low-performing loan officers and provides status updates on new hires. This program has been recognized as having a significant impact on identifying loan officer challenges, improving communication, and helping to maintain capacity in fulfillment operations. This program was adopted by the parent company.

• Developed strategies to increase revenue from existing accounts.
• Developed and maintained relationships with key accounts to ensure customer satisfaction.

During my 17-year career at PHH, I gained a wide range of experience and responsibilities. My career trajectory shows increasing levels of responsibility, often within highly matrixed and, at times, ambiguous environments.

• Director, Sales Operations, 10/2013 - 12/2017
• Manager, Sales Operations, 08/2012 - 10/2013
• Loan Processing Manager, 6/2011 - 8/2012
• Sales Manager, 8/2003 - 6/2011
• Senior Sales Consultant, 8/2000 - 8/2003