explaining how buydowns, adjustable-rate mortgages (ARMs), and mortgage insurance impact their overarching
financial goals. Furthermore, Harrison commands immense respect from the internal operations team. Because
he meticulously pre-underwrites his files—chasing down letters of explanation (LOXs) and sourcing large
deposits upfront—Processors and Underwriters actively prioritize his loans, knowing they will not be bogged
down by missing documentation.
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5. CONSTRUCTIVE FEEDBACK & AREAS FOR GROWTH
To prepare for a progression into a Branch Manager or Regional Sales Director role, Harrison should focus on
the following developmental areas:
Delegating to Loan Officer Assistants (LOAs):
Harrison is highly protective of the borrower experience, which
often leads him to perform routine administrative follow-ups (e.g., calling employers for VOEs or chasing trailing
documents). To scale his production to the $60M+ level, he must learn to fully leverage his dedicated Loan
Officer Assistant, protecting his own bandwidth for pure origination and Realtor networking.
Database Mining & Past Client Retention:
While Harrison is an exceptional hunter of new business, his post-
closing drip campaigns are underutilized. He should actively mine his existing Salesforce database, executing
targeted automated marketing for annual mortgage reviews, Cash-Out Refinance opportunities, and Home
Equity Lines of Credit (HELOCs).
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6. FUTURE ROADMAP & PRODUCTION GOALS (FY2027)
Goal 1 (Volume Target):
Achieve a closed loan volume of $55 Million for FY2027, maintaining a minimum
85% purchase-money mix to insulate against interest rate fluctuations.
Goal 2 (Builder Account Acquisition):
Penetrate the new-construction market by securing preferred-lender
status with at least two mid-sized regional homebuilders by the end of Q2.
Goal 3 (Mentorship):
Serve as the official mentor for the branch's newly licensed Junior Loan Officer,
allowing them to shadow prequalification calls and B2B coffee meetings.
Goal 4 (Professional Designation):
Complete the necessary coursework to attain the Certified Mortgage
Planning Specialist (CMPS) designation, formalizing his expertise in advanced real estate finance.
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7. OVERALL ASSESSMENT & RECOMMENDATION
Harrison Sterling is an elite Senior Mortgage Loan Officer whose rigorous file quality, masterful B2B networking,
and uncompromising dedication to the borrower experience have driven phenomenal revenue for the region. His
ability to consistently originate and close complex loans in a challenging rate environment makes him a
cornerstone of our retail lending division. Harrison is highly recommended for the maximum allowable
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ORIGINATION FILE: LO-2026-HS // PAGE 3
