International City Mortgage Annual Sales Conference a Success

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International City Mortgage, a privately held residential mortgage direct lender since 1987, holds successful sales conference, energizing attendees with lively discussions and enlightening presentations.

International City Mortgage (ICM) today announced that its annual sales conference held recently at the Rancho Las Palmas Resort & Spa in Rancho Mirage, CA was a big success. The conference, which took place over three days, was well organized, well attended, and well received.

“It was an opportunity for attendees to share best practices; hear from industry, sales, business, and motivational experts; and have a bit of fun, too,” said Farrell Facey, CEO at International City Mortgage.

“It was a very worthwhile conference,” said ICM Regional Vice President Dave Morgan. Commenting on the key messages he took away from the conference, Morgan continued, “First, the volume of available business is much smaller now than in the past. Your knowledge base must be at the highest level to compete. Second, it is important to be authentic and positive. Remember that the number of positives in your life outnumber the negatives tenfold. Focus on and be thankful for the positives. And third, don’t let yourself be hypnotized at the office, stay focused and make every minute at work count, then enjoy your time off.”

Richard Murphy, ICM Regional Vice President, was also enthusiastic about the event, “When other companies are shutting their doors or cutting costs, it’s great to be with a company that is growing and rewards its employees with a quality event - awesome.”

On day one of the conference several attendees braved the heat and competed in the Second Annual ICM Golf Tournament. That night the entire group heard from guest speaker Anthony Galie, a practicing psychotherapist, author and lecturer on the subconscious aspects of business. His program dealt with how to use the subconscious to develop positive outlooks, improve concentration, and achieve results. Galie’s entertaining hypnosis demonstration was the highlight of the evening.

The conference continued the next day with a recap of the company’s 2011 successes, which included 40% year-over-year growth; expansion into Nevada and Illinois; additional investors, loan products and warehouse funding capacity; Fannie Mae approval and implementation of the company’s own Fannie Mae Direct product. Among the many stated company goals for 2012 were slow, steady growth with the right people; commitment to increased training; staffing for 24-hour turn times; hiring in Operations, Underwriting and Compliance; and increased products and programs.

Lively discussions with top producers/branch managers Lupe Fonseca and Bob Maldonado were followed by additional guest presenters Pat Sherlock, founder of QFS Sales Solutions, and motivational speaker Mike Robbins. Sherlock analyzed the sales techniques and work habits of ICM’s top producers then led attendees through steps to improve sales production results, stressing the importance of skills/knowledge, consultative selling, prospecting/leveraging people you know, and preparation. Robbins, a former professional baseball player turned speaker/best-selling author, spoke to the group about bringing more appreciation into their lives and the great power of authenticity, both being fundamental to success and fulfillment.

Other conference segments on days two and three included secondary marketing strategies; mortgage insurance; customer relationship management, featuring practical applications by ICM Regional Vice President Chris Freck and ICM Branch Manager Francisco Jara; a presentation by ICM Renovation Specialist/Loan Officer Luis Munoz; as well as an RVP Panel consisting of Mike Fawver, Chris Freck, Dave Morgan and Richard Murphy, that answered numerous questions from the attendees and explained what they thought was most important for success as a loan originator.

The conference culminated with raffle prizes and the presentation of April production awards. Nick Weaver, Ontario Branch Manager, accepted the Top Funding Branch award. Lupe Fonseca, Tustin Branch Manager, received the Top Funding Originator award.

“This was a great opportunity for our sales team to interact directly with our top producers, both during the general session and on a one-on-one basis,” said Mike Matthews, ICM SVP of Production. “All of our speakers were top quality and engaging, and the RVP Panel went over really well, generating a lot of good questions from the room. I think everyone left the conference energized and with a renewed sense of purpose.”

About International City Mortgage:
International City Mortgage (ICM) is a privately held residential mortgage banking direct lender. Founded in 1987 on the principles of responsible lending, competitive rates, and exceptional service, they have successfully weathered mortgage industry cycles and are positioned for sustained growth. Their retail branch locations are focused primarily on purchase transactions, which are generated from strong relationships with Realtors and Builders. They offer a wide range of financial solutions for homebuyers and homeowners, including the top Conventional, FHA, VA, USDA, Jumbo and Bond products available within the industry today. Loans made or arranged pursuant to California Department of Corporations Residential Mortgage Lenders License #4130570, NMLS-DOC: 222730, HUD Mortgagee #7906300005, Illinois Residential Mortgage License #MB.6760856, and Nevada Mortgage Banker License #3795. ICM’s business services and products do not originate from HUD, FHA, the Government of the United States, or any Federal, State or local government agency. For more information, please visit the Company website at

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