president of institutional lending, cross-selling, and home services.

Mr. Smith, 48, will serve on the Wells Fargo & Co. unit's operating committee.

In the newly created position, Mr. Smith will oversee correspondent and wholesale lending, and spearhead the company's cross-selling, Norwest said last week. He also will look for ways to market Norwest products through vendors of other home-related services.

Mr. Smith joins Norwest after two years at GMAC Mortgage, where he was executive vice president of national sales and marketing and president of GMAC Investment Services. At the General Motors unit's broker-dealer business he led cross-selling and retention initiatives.

He also worked at American Express for 20 years.

He will report to Peter J. Wissinger, group managing director of sales and operations.

Norwest is still looking for a successor to Patrick M. Sheehy, former executive vice president in charge of correspondent and wholesale lending, a company spokesman said.

Mr. Sheehy, who left Norwest in April to join Freddie Mac, had reported to Mr. Wissinger. But his successor will report to Mr. Smith, the spokesman said.

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