Terry "Rocky" Rockwell

• Developed and implemented new strategies and policies to establish long-term business objectives and provide strong and sustainable organizational leadership.
• Provide recruiting services representing MFG's Clients throughout the U.S.
• Identified and screened new qualified candidates and assisted in the offer process and negotiations.
• Sourced candidates from all aspects of the mortgage industry, including Operations and Sales professionals.
• Solicited and closed relationships with new clients improving the overall reach of MFG. These clients cover all types of origination, from Conventional to Government including NQM to private money.
• Referred and closed the only Executive placement in 2023.
• Implemented new sales strategies in increasing overall reach and capture rate of new qualified candidates.

•Create/designed internal and exterior training materials and presentations specific to NQM/Non-Agency
• Presented over 900 training presentations to clients and their sales staff.

• Developed and presented B2B Realtor presentations for clients to expand sales efforts.

• Review processes to ensure accurate, complete, and timely procedures and provide recommendations to management regarding potential opportunities for improvement
• Deliver world-class service to internal and external partners, strive for continuous improvement as it relates to customer experience, and share customer feedback with appropriate channels
• Maintain working knowledge of all NQM products, policies, and procedures
• Maintain knowledge of mortgage industry trends and best practices

Trained new Account Executives on NQM products and reviewed training materials to be used during sales process

• Established West coast inside sales group, onsite and remote.
• Source, recruit and train all new associates.
• Review pricing strategies, remaining competitive but maintain overall profitability.
• Develop ongoing marketing strategies, furthered brand awareness.
• Established weekly performance improvement strategies to increase productivity.
• Visited local Broker offices in support of sales to highlight specific programs.

Caliber Home Loans recently launched Caliber University, a robust, multi-year training and mentoring program. Aimed at providing an end-to-end mortgage education to recent college graduates, Caliber University gives participants exposure to leading-edge technology and extensive sales training from industry experts. Program management includes all aspects of training to assigned Homeownership Advisors. Developed training materials and assists in the weekly coaching and business planning.

• Launched Caliber University program and gathered functional and business requirements to support team and mitigate risks.
• Directed two groups simultaneous, consisting of 40 originators and outpaced projected funding volume for program. In excess of $85,000,000
• Devised tools and benchmarks to improve team performance and monitor production.
• Coached team members on productivity strategies, policy updates and performance improvement plans to accomplish challenging goals.
• Conducted weekly training for all program associates, and their assigned mentors.
• Used Video marketing to help train new associates.

Position Summary: Business development manager focused on growing non-agency production throughout the Western U.S. Supported the Correspondent lending channel and working in tandem with four national sales directors. Managed over 227 existing account relationships, specifically as the subject matter pertaining to portfolio lending (CPL) Travel as required to training events or regional sales conferences. Works with Sales and Support personnel to develop optimal work flows which will help deliver a referable loan experience. Correspondent lending suspended CPL production in mid 2020 due to market contraction.

Waterstone montage is wholly owned subsidiary of Waterstone Bank. Establishing foot print in California from ground floor opportunity. Determine and analyze specific MSA's throughout region that meet or exceed corporate minimum requirements for revenue. Recruit and retain highly professional sales force capable of producing volume levels @ or exceeding $35,000,000 per month within 18 months. Directly supervise all aspects of expansion process including full P & L responsibility. Established two offices in Southern California (San Diego, Irvine)

• Monitored sales team performance and provided effective training to help each reach targets
• Penetrated new market areas by investigating competitor products, services and trends
• Company exited California

• Increased overall market presence and footprint throughout California, starting from ground zero. Analyzed and completed pro-forma to determine market viability, managed all aspects of pricing and related compensation within those varying markets. Created sales & revenue-generating opportunities throughout state.

Established, reviewed annual marketing budgets for region and helped develop specific new marketing materials as necessary.

* Established 6 new markets throughout California

*Hired and trained over 50 sales producers during 2017.

*Maintained profitability throughout region.

Regional Vice President, Caliber Home Loans (Ranked #3 Scotsman, 2015) Oversaw retail production in Southern California region, which included 10 retail mortgage locations. Created and executed short and long-term customized comprehensive financial strategies to reach company goals.

*Increased overall lending volume by 160% $1 Billion funded.

*Grew existing sales force by 123% Assessed effectiveness of sales representatives.

*implemented proper performance improvement strategies to insure individual sales growth. *Recognized for performance (portfolio lending/VA production.)

*Ranked #1 Southwest for production and net revenue.

District manager for US Bank, 5th largest bank in United states. Managed loan origination activity for N. San Diego District. Supported 34 retail branch locations from N. San Diego county in to Temecula valley. Helped facilitate roll out of key initiatives (Salesforce CRM and processing redevelopment) Maintained regular coaching sessions to review performance standards. *Recruited and retained top loan officers to include 2 Presidents club award winners, one of which was Presidents Circle (US Banks highest honor)

*Grew productivity in all areas, including branch referrals, and home equity product suites. *Recognized for volume achievement as Presidents Club 2014.

Managed two locations for one of the largest mortgage lending credit unions in the country. Established weekly sales planning and accountability practices. Conducted 1:1 sales training and developed ongoing marketing strategy for each individual loan officer highlighting their individual strengths. Identified key growth opportunities for the business, establishing the first MSA in San Diego County. Spear headed community activities highlighting the overall strength of the credit union.

Leveraged combined experience in Wholesale and Retail lending to help establish San Diego marketplace for PNC Bank. Managed two satellite offices in San Diego and growing market to # 1 in Southern California, and #2 in Western United States, nationally ranked among 125 markets nationwide. Created business expansion plans and directed sales teams in optimal methods based on current market trends. Recruited and retained top sales talent and had two loan officers nationally ranked.

Senior loan officer supporting two large established retail banking locations in San Diego County. Established and fostered excellent working relationships with internal referral partners and staff. Maintained high cross sell ratios within Retail banking network in supporting branch goals.

Senior wholesale account executive. Managed wholesale mortgage account bases in Southern California. *Exceeded required production requirements during what is arguable one of the worst markets in recent history.

Honored 13 years in a row with Presidents Club status and nationally ranked top 5% company-wide senior wholesale account executive.