General Job Summary

The Mortgage Sales Trainer is responsible for the onboarding, training, and ongoing development of Loan Officers across University Lending Group. This role ensures newly hired and existing Loan Officers are fully trained in production execution, pricing and price exceptions, systems usage (Encompass), and sales best practices, enabling consistent performance, compliance, and customer experience.

The Mortgage Sales Trainer partners closely with Production Leadership, Strategic Growth Leaders, Recruiting, and Operations to ensure Loan Officers are positioned for success from onboarding through sustained production.

Summary of Essential Job Functions

Loan Officer Onboarding & Training

• Design and deliver structured onboarding programs for newly hired Loan Officers.
• Ensure Loan Officers understand ULG’s:
• Products and programs
• Sales process and expectations
• Pricing structure and exception guidelines
• Partner with Recruiting and Strategic Growth Leaders to align onboarding timelines with hire start dates.

Production & Sales Execution Training

• Train Loan Officers on:
• Pipeline management
• Lead conversion and follow-up best practices
• Referral partner engagement
• Time management and productivity
• Reinforce sales behaviors that drive consistent and compliant production.

Pricing & Price Exception Training

• Educate Loan Officers on:
• Pricing structure and rate sheets
• Price exception request process
• Documentation and approval requirements
• Profitability and margin awareness
• Serve as a resource to ensure price exceptions are used appropriately and strategically.

Encompass LOS Training (Loan Officer-Centric)

• Train Loan Officers on Encompass from a front-end sales perspective, including but not limited to:
• File setup and data entry
• Pipeline views and milestones
• Status tracking and communication
• Best practices to ensure clean handoffs to Operations
• Collaborate with Operations and IT to stay current on Encompass updates and enhancements.

Ongoing Development & Performance Support

• Provide refresher training and coaching for existing Loan Officers.
• Identify performance gaps and recommend targeted training solutions.
• Support Strategic Growth Leaders and Production Leadership with performance insights and recommendations.

Operations Training (Value-Add)

• Provide foundational training on operational workflows, including:
• File flow from application to closing
• Documentation expectations
• Common operational bottlenecks
• Serve as a bridge between Sales and Operations to improve efficiency and reduce friction.

Training Content & Reporting

• Develop and maintain training materials, job aids, and reference guides.
• Track training completion and effectiveness.
• Provide feedback to leadership on training outcomes and improvement opportunities.

Knowledge Management & Compliance

• Maintain strong knowledge of ULG products, programs, implementation and policies.
• Ensure training aligns with federal, state, and investor guidelines.
• Reinforce compliance-aware sales behaviors throughout training.

Other Job Functions

• All other duties as assigned by management.

Education, Training and Work Experience

• High School diploma or GED required; Bachelor’s degree preferred.
• Minimum 3 years of mortgage industry experience highly preferred.
• Prior experience as a Loan Officer, Sales Leader, Trainer, or similar role required.
• Hands-on experience with Encompass LOS required.
• Experience training or coaching mortgage sales professionals highly preferred.

Knowledge, Skills, and Abilities

• Deep understanding of mortgage production and LO workflows.
• Strong knowledge of pricing and price exception processes.
• Ability to translate complex concepts into practical, sales-focused training.
• Excellent presentation, communication, and coaching skills.
• Strong organizational skills and attention to detail.
• Ability to work cross-functionally with Sales, Operations, Compliance, and Recruiting.
• Comfortable working in a fast-paced, evolving environment.

Working Environment

Primary working environment is within an indoor climate-controlled office space and/or a private home office or some combination which will be at management’s sole discretion. Employee may be subject to fluorescent lighting, dust, and other normal indoor allergens. Employee may work in close proximity of coworkers and occasionally independently in quiet environments.

Physical Requirements

• Primarily office or home-office based.
• May require travel for in-person training or meetings.
• Extended periods of computer use and virtual facilitation.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

The salary range for this role takes into consideration a wide range of factors including but not limited to the duties of the role, experience, location, and certificates and/or education. The target salary range for this position is between $70,000 and $85,000 per year.  

**University Bank is an Equal Opportunity / Affirmative Action Employer**