An IRELA CLE Webinar

Concessions, Closing Costs & Compensation: Understanding the Options

Laura Ellis - Baird & Warner

 Esther Phillips - Key Mortgage Services

MCLE approved for 1-hour General CLE credit

Registration is Free for IRELA Members
Non-Members ~ $50*

This presentation will cover:

• Interested Party Credits (IPC’s)
• The impact of utilizing seller credits towards Buyer Agent Compensation
• How to structure transactions when buyers wish to pay the commission to their agent through a seller credit or concession
• Best practices for agents, attorneys, and lenders to achieve a successful client experience

Laura Ellis

Laura Ellis is the chief strategy officer, executive vice president and president of residential sales at Baird & Warner. In this position, Laura partners with leadership across all business units to implement our companywide strategic integration plan and align our sales teams to drive business growth. Laura also has responsibility for the day-to-day operations of residential sales and serves on the company's executive committee.

Prior to this role, Laura served as Baird & Warner’s senior vice president of sales where she oversaw the operation of all branch offices and the creation of the Baird & Warner Leadership Institute, a unique training program that teaches leadership and business skills to sales associates while preparing them to take on management positions.

Laura joined Baird & Warner in 1998 as sales manager of the Bolingbrook office. During her eight years as manager, the office consistently broke records in production, recruiting, mortgage and title while earning a reputation for innovative practices.

In 2006, Laura was brought to the Baird & Warner corporate office to serve as director of sales operations and later as senior vice president of sales.

Prior to joining Baird & Warner, Laura served as a manager and certified trainer for Century 21 following a 10-year career as a top-producing agent in her office and in her region.

Esther Philips

Esther brings over 30 years of dedicated experience in the mortgage industry, with a significant tenure of 13 years at Key Mortgage Services. Throughout her career, Esther has held pivotal roles encompassing operations, training and sales — focusing particularly on sales and sales leadership for the past 20 years. Currently serving as Senior Vice President and Managing Director of Sales at Key Mortgage, Esther leverages her extensive background as a top-producing originator to adeptly balance the demands of business development with deep industry expertise.

Recognized for her unwavering commitment to enhancing productivity and client satisfaction, Esther is passionate about equipping teams with cutting-edge tools, effective strategies and streamlined systems. Her relentless pursuit of continuous improvement fuels her leadership, driving sustainable growth and operational excellence within the organization.

Beyond her professional endeavors, Esther finds joy in a diverse range of sports activities - both watching and participating. She cherishes spending quality time with her family — her supportive husband, two daughters and their beloved Bulldog named Jack.

PCAM Course ID: 

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