Kristy Williams Fercho

Wildcard
DISC Type : csi

Head of Diverse Segments, Representation and Inclusion at Wells Fargo

Charlotte, North Carolina, United States

Overview

Kristy Fercho is a senior executive at Wells Fargo, currently leading Financial Inclusion initiatives. With a background that includes heading one of the nations largest home lending divisions and extensive experience at Fannie Mae, she is a recognized leader in mortgage banking, dedicated to expanding marketplace and workplace diversity.

Personality Overview

Curious But Skeptical

ROI Driven

Requires Proof

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Financial Inclusion
As Head of Financial Inclusion at Wells Fargo, she is focused on creating products and solutions that address inequities in the financial system for underserved communities.
Affordable Housing
A core mission throughout her career, she has consistently worked to increase minority homeownership and create sustainable paths to building generational wealth through property.
Diversity in Leadership
As the first Black chair in the Mortgage Bankers Association's history, she champions the business and moral need for corporate leadership to reflect the diverse communities they serve.

Media Appearances

Wells Fargo Names Fercho Head Of Diverse Segments, Representation and Inclusion. Featured in National Mortgage Professional

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Meet Kristy Fercho, Wells Fargo's Head of Diverse Segments, Representation and Inclusion. Featured in Instagram

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Wells Fargo promotes Fercho to lead its diversity and inclusion group. Featured in American Banker

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Work History

11-2022
Head of Diverse Segments, Representation and Inclusion at Wells Fargo
8-2020 - 5-2023
CEO of Home Lending at Wells Fargo
9-2017 - 8-2020
President of Mortgage at Flagstar Bank
1-2016 - 6-2017
SVP, Single Family Business- West at Fannie Mae
4-2007 - 12-2015
SVP Customer Engagement at Fannie Mae

Education

1998 - 2000
MBA from Saint Joseph's University - Erivan K. Haub School of Business
1984 - 1988
BS from University of Southern California

More Information

Social Presence :

Prographics :

Exp : 18 Location : Charlotte, North Carolina, United States Job Level : Mid-senior Designation : Head of Diverse Segments, Representation and Inclusion at Wells Fargo
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Insights For Selling To Kristy

During A Call Or A Meeting

DO's

  • Help them understand the risk aspect fully while inspiring confidence
  • Focus on immediate action-items rather than the larger goals
  • Build rapport, it will come handy to handle hard questions later

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Kristy is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Kristy

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Kristy move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Kristy take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Kristy

Personality Compatibility


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