Sales Management

Steven B Froebe

***** *** ** *******

Poway, CA *2064

Home Phone 858-***-****

Work Phone 858-***-****

Experience Summary

Over twenty years working in Mortgage Banking. Worked with all levels of management on a day to day basis in a corporate environment, assessing needs, developing strategies and systems administration.

Work History

2/06 – Present

Partner, Froebe Capital Partners, San Diego, CA

A consulting group focusing on the needs of mortgage bankers in the western United States.

Lead a group of seasoned mortgage professionals to provide strategic advice, solutions and initiatives in this ever changing economic environment. Provide guidance in response to recurring but changing market forces that can financially impact target profitability. Look for unexploited profit opportunities within a client’s current production by utilizing a more segmented approach to financial goals. Provide a customized Capacity Utilization Model tailored to the firm’s own business objectives. Build and provide Cost per Unit segmentation analysis with recommendations for identifying the various components necessary to arrive at net margins. Develop a management training program for the small to medium sized mortgage banker who has a need to maximize the talents of their current team for the greatest success possible.

2/05 – 2/06

Managing Director, Harbor Capital Group

Provide consistent direction and leadership to a veteran team of sales professionals as well as internal operations staff.. Responsible for developing and enforcing policies and procedures regarding the lock process, including all related forms. Create and maintain Harbor Capital Group “branded” ratesheets for subprime, Alt A and A paper product lines. Assist other team members with strategic direction regarding Product Development.

2/03 – 2/05

Account Executive, Loancity

Continuously identify and develop new relationships with appropriate customers to suit goals and objectives. Facilitate training of clients on programs, pricing, systems and operational procedures. Created a marketing campaign designed to increase customer base, as well as, inform existing clients of program enhancements and pricing migrations. Maintain and manage to daily pipeline reports in an effort to promote increased pull-through and attain greater efficiencies. Monitor expiring locks and analyze each scenario to determine best course of action. Manage customer base to assure profitable production for company. Effectively utilize my monthly marketing dollars to allow for attendance at key broker functions, trade shows, product promotions, and customer appreciation.

- Produced $12 million dollars in fundings in third month with company

- Created over 40 broker relationships within first 8 months

- Managed clients to a 70% Pull-Through ratio from submissions to fundings

11/01 – 1/03

AVP, Capital Markets, American Mortgage Network

Responsible for the creation of the Price Desk with regards to system enhancement, policies and procedures, price model/strategy and management reporting. Developed competitive survey for Senior Management. Allocated and sold conventional, jumbo, government and Alt-A loans on the Secondary Market. Responsible for monitoring market movement via Bloomberg with regards to hedging and the daily prices.

7/00 – 10/01

Manager, Loan Registration Desk, Old Kent Mortgage Company

Manage the loan registration process for all subprime loans. Responsible for developing and enforcing policies and procedures regarding loan set up, pricing and management reporting. Successfully transferred the loan registration function from Grand Rapids to San Diego, ensuring a seamless transition for the Old Kent Sales force and internal operations. Developed the process to track all price concessions and marketing specials.

12/96 – 6/00

Supervisor, Price Desk, Directors Acceptance (A Subprime Division of Norwest Mortgage)

Manage the responsibilities of the Price Desk department, which included customer service for both internal and external customers, generation of weekly price sheets, various reporting needs and training. Responsible for creating the department and its policies procedures. Developed a successful pilot program that enabled the Price Desk to provide support from satellite offices.

3/96 – 11/96

Secondary Marketing Department, Pipeline Control, Ameriquest Mortgage Corporation

Created and allocated pools for various FNMA, FHLMC, and GNMA products. Supported Branch Managers and Supervisors with both system and pricing information. Updated daily pricing based on market conditions taken from Knight Ridder.

2/87 – 2/96

Operations Analyst, Chase Manhattan Mortgage (Formerly American Residential Mortgage)

Provided system reports for branch network. Created system reports for both internal (corporate) and external (branch) use. Worked with Western sector support team to create training aids.

Project Manager, Reengineering Department

Selected by senior management to participate on a Reengineering Team. Performed analysis on existing processes and applied concepts of reengineering to achieve improvements through process innovation. The project scope involved the entire corporate infrastructure including over 100 nationwide branches. Developed a project plan which mapped out deliverables, broken down in phases (i.e., analysis, redesign and implementation planning). Received excellent reviews from the Executive Management Steering Committee. Developed the company’s first “self Directed Work Team” to implement redesigned processes. The following is an overview of major objectives:

• Established focus groups to communicate Reengineering initiatives to all levels of management and employees.

• Developed an “Express Lane” concept for document complete loans and implemented in pilot branches.

• Facilitated the development of pricing matrices.

• Made recommendations to change corporate philosophies to empower employees.

• Developed reporting tools enabling management to evaluate pricing decisions and the effect of the bottom line profitability.

Mortgage Tracking Supervisor, Secondary Marketing

Mortgage Tracking Clerk, Secondary Marketing

File Room Clerk, Operations

Education

Palomar Junior College, San Marcos CA 1984 – 1986

Attended Dr. Michael Hammer’s conference, Reengineering/The Implementation Perspective, March 1994

SDSU Profession Development, “Self Directed Work Teams”, May 1994

MgM Supervisory Course

PBS Supervisory

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