Webinar on-Demand

Incentive Compensation for LOs and Ops: Your Top 10 Compliance Questions Answered

Thoughtfully structured incentive compensation plans do double duty by attracting best-in-class talent while motivating high performance from everyone involved in originating a loan. But with ever-changing rules and regulations, designing compliant incentive plans can be tricky.

In this free 60-minute webinar, industry expert Loretta Salzano answers frequently-asked questions about loan originator, branch manager, and operations personnel compensation.

Some of the key topics discussed include:

  • Paying commissions to terminated LOs
  • Deducting assistant pay from a LOs pay
  • Producing branch managers managing a P&L
  • Quality & performance metrics for operations incentive comp structures

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Featured Speakers


Loretta Salzano

Founder Partner, Franzén and Salzano

Loretta Salzano founded Franzén and Salzano in 1997 after serving as in‐house counsel to financial institutions. Loretta advises banks, mortgage lenders, real estate brokers, title insurers, settlement agents and other settlement service providers on how to increase their business while remaining within the confines of the laws of all 50 states and federal law including, but not limited to, TILA, RESPA, ECOA and HMDA. Loretta counsels her clients regarding fair lending, compensation, marketing, licensure, fees, disclosures, reporting, and other matters related to their products and services.  Loretta was named a Top Compliance Lawyer by Mortgage Compliance Magazine, is a Fellow of the American College of Consumer Financial Services Attorneys and serves as Legal Counsel to the Mortgage Bankers Association of Georgia and to Rainbow Village, a transitional housing program. She is active in many industry and professional associations and frequently speaks on lending issues. Loretta received her B.A. with High Distinction from the University of Michigan and her J.D. from the University of Michigan Law School.


Lori Brewer

Founder & CEO, LBA Ware

LBA Ware™ Founder and CEO Lori Brewer is an accomplished entrepreneur and technology leader who has manifested her forward-thinking visions into the development of numerous fintech enterprise applications including the premier incentive compensation platform CompenSafe™ and mortgage business intelligence software, LimeGear. As an officer in the U.S. Air Force, she designed an inaugural website for the C-130 Hercules, organizing and presenting crucial information for troops around the globe. As a civilian software developer, she was hired by a mortgage lender and found similar challenges: disorganized and disparate data, a clear need for improved processes and the opportunity to show high returns on technology investments. Now with over 25 years in mortgage banking experience, she is an indispensable technology leader in the industry and recipient of the prestigious Tech All-Star award by the Mortgage Bankers Association.