Real Estate Loan Originations Manager

Position, Purpose and Objectives:

The Real Estate Loan Originations Manager exists to create and maintain a strong member-centric mortgage sales and service environment that aligns with Texans Credit Union's core values. This role leads and develops Mortgage Loan Originators by providing coaching, performance management, pipeline discipline, and sales leadership that support exceptional member experiences and sustainable loan growth. The manager partners closely with Real Estate Lending leadership and cross-functional teams to establish production goals, improve pull-through, support referral and business development efforts, and maintain a smooth, compliant origination process from lead through closing. Qualified candidates will have a strong hands-on approach to people leadership, a goal-oriented mindset, and a background in mortgage production, sales leadership, and financial institution operations.

Major Duties and Essential Functions

• Embraces the core values of Texans CU including excellence, people, integrity, and collaboration.
• Lead and develop Mortgage Loan Originators through regular 1-on-1 coaching, observation of member interactions, call reviews, pipeline reviews, and individualized development planning.
• Partner with the VP, Real Estate Lending to forecast production, establish sales goals, and implement strategies that align with corporate objectives, portfolio goals, and member growth expectations.
• Create and maintain a strong member-centric mortgage sales and service environment that supports an exceptional experience for members, referral partners, and internal stakeholders.
• Review and track the effectiveness of coaching by identifying and maintaining core metrics and key performance indicators (KPIs) including application volume, funded volume, pull-through, conversion, cycle times, and member satisfaction.
• Drive a disciplined sales cadence by monitoring lead management, outbound follow-up, prequalification activity, pipeline movement, lock management awareness, and closing performance.
• Support Mortgage Loan Originators in originating first mortgage loans, home equity products, and other real estate lending solutions that meet member needs and Texans guidelines.
• Coach to effective consultative selling, needs discovery, product positioning, and objection handling while reinforcing accurate disclosures, expectations setting, and timely follow-up.
• Collaborate closely with processing, underwriting, closing, secondary, servicing, compliance, and branch or contact center partners to maintain a smooth and efficient application process from beginning to end.
• Maintain detailed working knowledge of the loan origination system and related mortgage systems & processes. Partner with lending leaders and appropriate analysts or vendors to improve system flow, address issues, and enhance reporting.
• Work with lending management, internal audit, and compliance departments to help ensure proper controls are in place and front-end origination activities meet applicable regulatory, investor, and internal policy requirements.
• Generate motivating sales contests, recognition programs, and performance routines that effectively drive desired behaviors and align with company objectives.
• Responsible for training, motivating, developing, counseling, and disciplining employees in accordance with Texans policies and leadership expectations.
• Provide oversight and direction to new hires during onboarding, training, ramp-up, and the first 90 days to ensure appropriate knowledge, licensing readiness where applicable, and consistent production expectations.
• Handle and resolve complex member issues, escalations, and production challenges, taking ownership and escalating when appropriate.
• Assist in recommending, implementing, and supervising the department budget, staffing plans, and resource needs related to the sales function.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• All other duties as assigned.

Positions Directly Supervised

This position has supervisory responsibilities over Mortgage Loan Originators and may provide day-to-day leadership support for other sales-related roles within the Real Estate Lending function as assigned.

Specific Knowledge, Skills, and Abilities Required for This Position

• Commitment to EPIC values and Texans' member experience expectations.
• Demonstrate thorough knowledge of mortgage sales, origination workflow, and member service expectations in a real estate lending environment.
• Ability to inspire and motivate others to achieve their best performance with a strong emphasis on member satisfaction, production, and quality.
• Strong communication, presentation, and interpersonal skills.
• Strong understanding of effective selling strategies, referral generation, objection handling, and pipeline management in mortgage lending.
• Working knowledge of conventional, government, jumbo, portfolio, construction-to-permanent, home equity, and other residential real estate lending products as applicable to Texans offerings.
• Knowledge of mortgage compliance and disclosure requirements, including the ability to reinforce adherence to applicable federal and state regulations, investor guidelines, and internal policy.
• Proven communication and diplomacy skills to work cross-functionally to influence others, drive results/change, and implement new processes and procedures.
• Ability to affect positive behavior change and patterns.
• Ability to assess development needs and provide effective coaching.
• Ability to genuinely connect with others.
• Excellent organizational skills and attention to detail.
• Skilled at prioritizing tasks and managing time to meet deadlines.
• Strong commitment to achieving positive results.
• Acts with sound integrity and always protects confidentiality.
• Strong analytical and problem-solving skills.
• Proficient with Microsoft Office Suite or related software and comfortable using mortgage LOS, CRM, and reporting tools.

Education: Minimum of high-school diploma or equivalent. Associates degree or higher-level, job-related certification is preferred.

Experience: Minimum 7 years in mortgage lending, real estate lending sales, or a goal-oriented financial services sales environment and 3 years in a management or supervisory role. Minimum 5 years' experience with a financial institution, mortgage company, or related lending organization, with direct involvement in mortgage origination and/or sales leadership preferred.