Wholesale Account Executive

Sales, Marketing and Management. Exolent provides a straight forward approach to helping business owners make the best decisions for their company to grow and refine their business with efficiency and accuracy. Over 30 years experience in sales, sales training, coaching and analysis to build a better business. Marketing and management solutions, with a focus on detail and strategic measures to inspire the entire organization.

Prosperity Home Finance(Company NMLS#1095758), is a licensed mortgage brokerage business in Florida, specializing in residential mortgage loans: Conforming, FHA, VA, USDA, and Non-Prime. My prior professional experience working for the lender as a wholesale Account Executive for 9+ years and over 15 years in the industry, provides in-depth understanding and knowledge to originate retail mortgage loans in the state of Florida; Lori Welton NMLS #1195593.

TSG is a full service, nationwide provider of professional tax software, bank products and revenue building services for EROs and tax preparers. TSG is an IRS approved tax school with instruction in a classroom setting or online; as well provides ongoing assistance to EROs starting their own tax office, support and mentoring year round. TSG also helps established tax operations with management and cash-flow to streamline operations, enabling them to focus on quality preparers, and foot traffic to build their business.

Transitioned from Advent Financial to Community Income Tax (CIT) both affiliated with Novation Companies. Worked directly with company President to develop the CIT brand, sales infrastructure and increase revenue. Responsible for sales, program development, and contributing to strategic planning of start-up company. Responsible for hire, training and management of inside sales associates, training documents and processes. Worked closely with COO and President to develop company’s value propositions, pricing and 2014 strategy for growth. Worked closely with marketing to ensure communications via email campaigns, outbound phone campaigns, brochures, company website and any external communications were timely, professional and effective. Contributed to messaging and edits of company materials used to generate business. Worked to ensure sales co-existed and developed cohesively with other departments within Advent operations and CIT operations, as well as other Novation sister companies (i.e. Corvisa Cloud) and software companies associated in strategic relationships with CIT.

Reported to COO of Novation Companies, managed start up division of Advent’s inside sales division for independent tax professionals (EROs) which represented 40% of company volume and revenue. Proposed the concept to expand company’s business channel of independent EROs in a structured, managed sales initiative. Hired, trained and managed 20+ call agents (perm and temp) in Tampa call center. Developed training, documents and processes to enable the staff to efficiently operate within the company and with the outside sales team. 2012 generated 175,000+ settlement products (units), and approximately $2.1M in net revenue. Managed call center metrics via ShoreTel reporting; Managed remotely, traveled as needed; Set up IVR, vanity lines, emails, and marketing; Analyzed and reported on costs including payroll, marketing, IT and system set up as it relates to cost per call, volume and overall profit.

In 2014 Advent Financial ceased operation, but prior provided solutions to tax professionals (EROs) to automate their account receivables by facilitating the tax return allowing ERO fee netting, providing convenience to tax clients who cannot pay for their tax preparation in advance; helping avoid collection issues for the Tax Professional. Client demographic included high volume tax operations (service bureaus, independent multi office locations, single office Independent tax professionals (IRS registered Electronic Return Originators (ERO) which includes CPA's, Accountants and Tax Preparers). Products offered: Direct deposit, refund checks printed in office, and their own prepaid card product with focus on the LMI (Low to Moderate Income) market segment, servicing consumers who are typically under-banked. Advent Financial was an affiliate of parent Novation Companies Inc., formerly NovaStar Financial, Kansas City, Missouri.

Generated sales and service for medical supply company via b2b and retail sales. Established new relationships with South Florida Veteran Affairs Medical Centers, VAMC hospitals, Outpatient Clinics, private healthcare and rehabilitation facilities and in home retail sales to the public. Compliance with Government ADA Guidelines (Americans with Disabilities Act Guidelines), products and services included: Non-consumable patient products / durable medical equipment; Submitted job bids to VA Medical Center “HISA Grant” Program (Home Improvement and Structural Alterations) for the disabled; Mobility equipment for Prosthetic patients: Vertical Platform Lifts, Automobile Lifts, Stair-lifts, Ramp systems (modular, portable, threshold) and various other products; Evaluation, consultation, patient and caregiver training on equipment use; Coordinated price quotes, orders, installation and repairs between hospital, patient and local Service Tech. Proactive in contributing solutions and feedback for development of company's processes and sales tools; Developed and created PowerPoint presentations, flyers, and operational forms used by operations and sales.

Generated Wholesale Conforming, FHA and VA loans, established new Mortgage Brokerage Business relationships in Palm Beach County, FL. Use of Fannie Mae and Freddie Mac automated underwriting engines (DU/LP). Marketed and solicited Mortgage Brokerage Business' during difficult global market conditions. Qualified business structure of the Brokerage, Broker/Owner's personal credit status, loan production and prior to broker approval. Held Broker Presentations, trained staff on company product and use of company's web site "Fusion". Instructed and managed accounts on loan set up, packaging and loan submission. Managed loan files though the entire loan transaction: Pre-Qualification, Automated Underwriting, submission, closing, and funding. Developed marketing flyer materials. Provided company management feedback as necessary. Diligent in business development and communication with the Broker community, despite market challenges.

•Established new and managed existing Broker and Correspondent wholesale accounts, generating over $700M in loan production for NovaStar Mortgage, Inc., the company’s wholesale origination platform. Presidents Club Member, Top Producing Account Executive every month for over 7 consecutive years:•Ranked number one in Eastern Division sales 2001, 2002, 2003, 2004.•Ranked number two in Company sales 2001, 2002, 2003, 2004.•Ranked number two in Florida production 2005, Awarded for highest average pull through of 62.5%.•Amongst top 25 AE’s since 2000, annual six figure income from 2001 on.Maintained pull through as high as 80% on fundings. Low early payment default, few foreclosure losses. Additionally participated in and delivered discussion/speeches during company sponsored meetings for 200 – 300 plus employees and Senior Management, of creative, motivational, and factual content as part of the Top Producers Panel.Role of Producing Area Manager 8/2004 – 11/2005: Hired, trained and managed 3 Account Executives from outside the industry while increasing personal production. When position was eliminated companywide, returned to role of Account Executive.Additional participation beyond assigned duties: Contributed to concept, evaluation, design, plan and modification of company’s online underwriting prequalification engine, www.NovastarIS.com. Participated ongoing on the task team for system development. Continual participation with Upper Management in general discussion, ideas, solutions, feedback, strategic planning, implementation, review and critique of policies, underwriting guidelines, system changes, task teams, and marketing flyers for NovaStar Mortgage, Inc. Also demonstrated leadership in various tasks during 9 year tenure: Conference calls, panel discussions/Q&A, Tradeshow set up/tear down, community events/public speaking, FL Association of Mortgage Broker (FAMB) donations, and company sponsored events.