How To Run Sales Meetings That Build Culture and Performance — with Jay Crowell
By: Dave Savage
January 27, 2026
Jay Crowell
President National Retail Division
Cornerstone Home Lending
Jay Crowell has been a fixture in the industry since 2003, building a single branch location to $500 million in annual volume before taking the helm of national retail production at Cornerstone.
His question for you: Are you a serious mortgage professional in 2026?
Simply…
Do you have your goals written down?
Do you know what it’s going to take to get there?
The 5-Part Sales Meeting Structure
To transform your weekly meetings from boring standard updates into powerful cultural drivers, implement Jay’s five-step blueprint:
- Gratitude (5 Minutes): Go around the room to share items of gratitude. Rule out easy answers like “family” or “the weather” to force team members to genuinely scan their environments for hidden wins.
- Wins and Learns (15 Minutes): Highlight what went right, but also share mistakes openly so the collective group can add those solutions to their toolkits.
- Underwriting/Investor Update (10 Minutes): Review guideline modifications, niche product configurations, and processing roadblocks.
- Marketing & Scripting (10 Minutes): Walk through real, functional email layouts, client scripts, or live MortgageCoach configurations.
- Mindset Reset (10 Minutes): Conclude with perspective. Sales is an endurance sport filled with rejection; keep your team focused on outward service to maintain momentum.
The Definition of Professional Strategy
Being a serious professional means having written targets, a daily action plan, and defined core convictions. When you run your business with internal abundance, you gain the clarity required to prioritize true partners, deliver exceptional service, and navigate shifting markets with absolute confidence.
Watch the full interview from last week’s sales meeting on the MortgageCoach YouTube Channel.
