Quick Catch Up

I want to take a moment to highlight one of the most powerful lessons shared by Carl White here at Loan Officer Breakfast Club and The Mortgage Marketing Animals: Discipline trumps motivation.

Motivation is like a spark—it ignites enthusiasm and propels us into action. However, this spark can quickly fade, leaving us searching for the next burst of inspiration. Discipline, on the other hand, is the steady flame that keeps us moving forward, regardless of external circumstances.

Consider the words of Warren Buffett, one of the most successful investors of our time: “We do not have to be smarter than the rest, we have to be more disciplined than the rest.” This perspective emphasizes that consistent discipline can outweigh even superior intelligence.

Theodore Roosevelt, the 26th President of the United States, asserted, “With self-discipline, most anything is possible.” His life exemplified this principle, as he overcame personal challenges to achieve remarkable success.

Jim Rohn, a renowned entrepreneur and motivational speaker, stated, “Discipline is the bridge between goals and accomplishment.” This bridge is built through consistent, deliberate actions that align with our objectives.

In our industry, the disciplined loan officer is the one who prospects for new business by making phone calls or offers for at least 2 hours a day, consistently follows up with clients, and adheres to best practices—even when it’s challenging. This unwavering commitment leads to sustained success and growth.

Carl has taught us that success doesn’t come from the occasional burst of energy or inspiration; it’s the result of showing up and putting in the work every single day. And he’s right—this is what separates the good from the great.

As members of the Loan Officer Breakfast Club, let’s commit to nurturing our discipline. Let’s establish routines that support our goals, hold ourselves accountable, and persist through obstacles. By doing so, we not only achieve our objectives but also set a standard of excellence for others to follow.

Remember, while motivation can start your journey, it’s discipline that ensures you reach your destination.

Need help with Discipline? Visit: http://wantmoreloans.com

Wishing you continued success,

Let’s talk about cooking for a minute. Imagine you’re in the kitchen, surrounded by ingredients. Some of you might whip up a masterpiece – a gourmet meal that delights everyone at the table. Others might end up with something… well, less than perfect. Burnt toast, maybe? A cracker with cheese wiz? (We’ve all been there.) 

But here’s the thing – in the mortgage business, we all have the same ingredients to work with. Every single one of us. 

Think about it: we’ve got rates, leads, programs, realtors, clients, social media, email, phones, guidelines, turn-times, staff, assistants, processors, underwriters, rules, regulations, licenses… the list goes on. No one is working with a secret stash of magic ingredients. We’re all shopping from the same grocery store, so to speak. 

So why, with the exact same ingredients, do some people create a masterpiece while others barely scrape together a passable snack? It all comes down to how you work with the ingredients. It’s about knowing the recipe, having a plan, and getting lots of practice in the kitchen. 

You are the chef of your business. If you want to create something extraordinary, it’s time to roll up your sleeves and learn how to use what’s in front of you. Fortunately, you don’t have to figure it out alone. We have a tried-and-true recipe: the Daily Success Plan. And we’ve got expert chef schools to help you sharpen your skills – Mortgage Marketing Animals and Call Stars. 

So, don’t waste time experimenting with random mixes and hoping it works out. Get the recipe. Join us at “chef school.” Learn, practice, and perfect your dish. It’s all there for you.

Remember: We all have the same ingredients. The masterpiece is waiting for you to make it. 

Good morning, Loan Officer Breakfast Club!

I want to speak directly to something I know a lot of you may be feeling right now. You might be looking at your business and thinking, “Something’s broken.” Maybe it feels like things have spun out of control or gotten so tangled that you’re not sure what the next step is. Maybe it feels irreparable. But let me make something crystal clear:

Nothing’s broken.

Not irreparably. Not permanently. Not even close.

Sure, some things might be disheveled. Some aspects of your business may need serious attention. But nothing is beyond fixing. This business – your business – is not shattered glass. It’s a puzzle. And every piece can be put back together.

Maybe you’re feeling like your call skills aren’t up to speed, struggling to book those appointments with real estate agents. It’s not broken. It’s just a skill that needs sharpening. And it can be fixed.

Perhaps you’re facing hurdles getting loans through the system, and it feels like a maze of red tape and frustration. Not broken. It’s a process that can be adjusted and improved.

Or maybe you’ve lost deals because you didn’t know all the loan guidelines and product details as well as you’d like. That’s not a sign of a broken business. It’s a learning gap that can be closed. It can be fixed.

No matter what you’re facing today, know this: everything that seems to be holding you back can be fixed. Nothing is beyond repair. You have the power, the support, and the tools to make it right.

So when you look at the challenges in your business today, don’t see them as roadblocks. See them as opportunities to make repairs, to grow, and to come out stronger.

Take a breath, step back, and remind yourself: Nothing’s broken. It just needs a little fixing. And you are more than capable of doing just that.

Let’s keep pushing forward together!

As we push through the final months of the year, staying focused and driven is crucial to reaching our goals. Yesterday’s live Zoom call with special guest Jimn Kyles highlighted a powerful framework for success: Mindset, Method, Motivation. By focusing on these three areas, we can maximize our potential and finish the year strong. Let’s take a closer look at each one.

1. Mindset: Mastering Your Inner Dialogue

Everything starts with our mindset. Jimn emphasized that most of our thoughts stem from the subconscious mind and, unfortunately, a significant portion of them tend to be negative. These thoughts operate quietly, but they can significantly influence our actions, often holding us back.

To counter this, we must develop an awareness of these negative patterns and actively work to reshape them. Recognizing when doubt or fear creeps in is critical. Once identified, replace these negative thoughts with positive affirmations and constructive self-talk. For instance, when facing a challenge, remind yourself, “I am prepared, capable, and committed.” This practice is not a one-and-done exercise—it’s an ongoing effort that requires daily attention. Keeping a positive mindset is the foundation for achieving our goals and overcoming obstacles.

2. Method: The Daily Success Plan

While having a strong mindset is essential, it needs to be backed by a solid plan—your method. In this case, we’re fortunate to already have a proven roadmap in place: the Daily Success Plan. This structured approach lays out our week with precision, ensuring we know exactly what to do and when to do it to stay on track.

The Daily Success Plan eliminates guesswork and brings consistency to our workdays. Each day has a purpose, from prospecting calls and follow-ups to building relationships with referral partners and nurturing past clients. Following this method keeps us disciplined and focused, reducing wasted time and maximizing our productivity. It’s not enough to have a general sense of what needs to be done; sticking to this plan guarantees that we’re executing with precision and intention.

Ask yourself: Are you truly following the Daily Success Plan? If you find yourself deviating, recommit to it. This is your map for success, and it works when you work it. The key is discipline and consistency. With the right method in place, we turn goals into achievable, measurable actions.

3. Motivation: The Power of Your “Why”

The third “M” is motivation, but not in the fleeting sense of temporary excitement. True motivation comes from your deeper “why”—the reason you get up every day and give your best effort. Maybe it’s providing for your family, building a legacy, achieving financial freedom, or serving your community. Whatever drives you, it’s the fuel that keeps you going even on the toughest days.

Keep your “why” front and center. Write it down, reflect on it regularly, and let it remind you of what’s at stake. This type of motivation is lasting. When challenges arise, reconnecting with your core purpose can reignite your determination. Your “why” is what transforms mere ambition into lasting drive and commitment.

The Three M’s—Mindset, Method, and Motivation—work together to help us finish strong. A positive mindset keeps our thoughts aligned with our goals, the Daily Success Plan provides a clear pathway to follow, and true motivation gives us the power to keep moving forward. Focus on these areas daily, and you’ll be ready to crush your goals and make the most of every opportunity.

As we step into the final weeks of 2024, let’s make each “working Monday” a powerful launchpad for reaching our year-end goals. With only nine working Mondays left, it’s time to treat every one of them like a stepping stone toward success.

Today, we’re embracing “MONDAY” as our blueprint for action. Each letter is a spark to kick off the week, pushing us to make these last months count. Let’s break it down:

M – Maximize Your Calls

Monday is prime time to start the week strong by connecting. Every call you make can move you closer to the finish line, so maximize those conversations. Whether it’s a new prospect or a follow-up, view every call as an opportunity to strengthen relationships and build momentum. It’s easy to delay, but the effort you invest here can transform your week.

O – Own Your Day

To make these Mondays truly productive, take ownership from the moment you start. Plan, prioritize, and be proactive. Setting your intention early on means you won’t just react to what the day throws at you; you’ll be ready to steer it. When we own our day, we gain the power to shape outcomes and stay on track with our goals.

N – Navigate with Purpose

In these last weeks, purpose-driven action is key. Think about where you’re heading as you complete each task. Are you just working through a list, or are you moving with intention toward specific goals? As the year winds down, navigating with purpose means fewer distractions and more focus. Let’s aim to move deliberately through each day.

D – Drive Forward Relentlessly

This is a season to keep pushing. With the holiday season around the corner, there will be distractions, and it’ll be tempting to ease up. But relentless drive is what separates achievers from dreamers. Embrace the mindset that every day counts. Commit to giving just a little extra—one more call, one more follow-up—because those small efforts add up in big ways.

A – Act with Intention

Don’t just work; work with intent. Focus on quality over quantity. Each action should be a step toward a specific outcome. Acting with intention means making decisions based on long-term impact, rather than short-term convenience. When we’re intentional, we achieve more because we’re always moving in the right direction.

Y – Yearn for Success

Let your drive for success fuel everything you do this Monday. With 2024 winding down, this is the time to dig deep, find that spark within, and let it guide you. Yearning for success gives purpose to your hard work and ensures that you’re always aiming higher. It’s the mindset that keeps us going, even when the finish line feels far.

As we take on these last few Mondays of 2024, let’s approach each one with energy and purpose. When we maximize, own, navigate, drive, act, and yearn for success, we turn Monday into our power day, setting the tone for the entire week. Let’s make today count and use these principles to propel ourselves into 2025 with confidence and accomplishment.

Make it a great day, and I’ll see you on our next call!

Today, I want to share some inspiration from recent conversations I’ve had with some of you. Each story is a reminder of how unique our journeys are—and yet, at the core, we’re all driven by the same goals and dreams.

One of you I spoke with is in a great place, business booming, just looking to keep that momentum going. Another is facing a big challenge: she hired someone she thought would be a great fit, only to realize it’s not working out the way she’d hoped. She’s tackling this change head-on and with a positive outlook. And then, I spoke with another member who was feeling worn out. He’s been putting in the work, prospecting and showing up, but results haven’t arrived as fast as he’d like, and I could see that frustration weighing on him.

All of these conversations point to the different places we can find ourselves in this business: on top of the world, managing unexpected changes, or working through tough days. And no matter where we are on that spectrum, there are three things that will keep us moving forward every day: The Daily Success Plan, plugging into our community, and keeping a strong mindset.

Let’s break that down:

1. The Daily Success Plan – The plan is our anchor. It’s that rock-solid foundation that keeps us moving forward, no matter what. When things are going great, it keeps us focused and grounded. When we hit roadblocks, it keeps us moving forward with purpose and direction. And when we’re feeling like things aren’t clicking, it’s the steady hand reminding us that consistency always pays off.
2. Plugging into Our Community – This group, both here in LOBC and with Mortgage Marketing Animals, is a resource like no other. The collective energy, support, and accountability we find here help us navigate any storm and celebrate every victory. There’s power in plugging into this community, sharing wins and struggles alike, and knowing we’ve got a network to lean on, every single day.
3. Mindset – Finally, our mindset is the engine that drives everything else. It’s easy to get caught up in the highs and lows, but keeping a mindset focused on growth and resilience is key. When we show up each day with the right attitude, the challenges get smaller, and the wins become even more meaningful. Mindset is what keeps us steady, so remember to take a moment each day to set yours right.

No matter where you find yourself today—celebrating a high, working through a new challenge, or striving for that breakthrough—these three things will keep you on track. Stay true to the plan, plug in deeply with this community, and keep that strong mindset. When we do this day in and day out, success isn’t a matter of “if,” but “when.”

So let’s jump into today with confidence. Work the plan, plug into the group, and fuel that positive mindset. We’re building our success together, one day at a time.

You’ve got this. Let’s make today a powerful step forward.

We all know the importance of work/life balance. Finding time to spend with family, friends, and for self-care is crucial for avoiding burnout. But today, I want to introduce another critical concept that can make or break your success as a mortgage loan officer: Work/Work Balance.

What do I mean by “Work/Work Balance?” It’s all about ensuring that you’re managing your time and energy effectively within your workday. As loan officers, we wear many hats. We have our outbound prospecting calls, referral partner meetings, loan consultations, and marketing activities like social media, podcasts, and events. Each of these is essential to growing your business, but if you’re not balancing them properly, you’re setting yourself up for frustration, missed opportunities, and an imbalanced workload.

The core of Work/Work Balance starts with your outbound prospecting. We all know how important it is to commit to those two hours of disciplined, focused prospecting every day. This is the foundation of your business. It’s non-negotiable. If you aren’t spending enough time on the phone, reaching out to potential clients and nurturing those relationships, it’s going to show up in your pipeline—and not in a good way.

But here’s the thing: prospecting is just one piece of the puzzle. You also need to balance it with everything else you do. That includes meeting with referral partners, conducting loan consultations, and staying active with your farm-marketing activities—whether that’s posting regularly on social media, hosting a podcast, or attending community events and mixers. These activities keep you visible, relevant, and connected to both your clients and referral partners.

If your focus is too heavily weighted on one area (like doing nothing but prospecting calls) while ignoring the others, your business will feel out of balance. For example, if you’re making all your calls but not meeting with referral partners, your long-term referral relationships will suffer. On the flip side, if you’re spending all your time on marketing but neglecting the daily discipline of prospecting, you’ll find your pipeline drying up.

That’s where the importance of getting your calendar straight comes in. To create a true Work/Work Balance, you need a clear, structured plan. Block out dedicated time in your calendar for each critical area—prospecting, referral partner meetings, loan consultations, and marketing activities—and then stick to it. Be disciplined about following your schedule, just like you would with any other commitment.

Your calendar is your roadmap. When you stick to it, you’re ensuring that you’re not only getting the immediate results you need from prospecting but also building the long-term relationships and brand presence that will sustain your business for years to come.

The bottom line? If you want your business to thrive, it’s not just about managing work and life—it’s about managing all the different facets of your work within your workday. Get your calendar in order, stay disciplined, and you’ll find that everything else falls into place.

Good morning, everyone! Today, I want to talk about a concept that I’ve learned from my time as a guitar player, but it applies perfectly to our work as loan officers as well. If you’ve ever played or listened to guitar, you might be familiar with the phrase “less is more.” It’s something that the truly great guitar players have mastered. They can communicate so much with just one or two well-placed notes. They don’t rely on playing a thousand notes in a frenzy. Instead, they dig deep, touch the listener’s soul, and convey an incredible amount of emotion with just a few, skillful touches.

Now, what does this have to do with being a successful loan officer? The answer is everything. Just like in music, where less can be more, our prospecting efforts should follow the same principle. We don’t need to be everywhere, talking to everyone, and spreading our energy too thin. In fact, statistics show that about 63% of homebuyers find their loan officer either through a referral from a real estate agent or by being referred by a family member, friend, or co-worker.

That statistic points us to the two prospect pools that really matter—Realtor partners and past clients or your sphere of influence. These are the “two notes” that can help you build a deep, meaningful pipeline. Rather than casting a wide net and trying to connect with anyone and everyone, it makes more sense to go narrow and deep with these two groups. These are the relationships that are most likely to bear fruit and resonate with your business.

When you focus your energy on nurturing those key Realtor relationships and staying top of mind with your past clients, you’re playing the notes that really hit home with your audience. You’re working the areas that are most likely to produce results, rather than spreading yourself thin by trying to do it all. Sure, there will be times when you might play a few extra notes—maybe dabble in other marketing channels or prospecting strategies—but your core effort should be focused on what works the best.

The idea here isn’t that doing more is wrong. There’s a place for variety in both music and business. But in the long run, playing a few, carefully chosen notes with precision and skill is what truly makes the impact. By focusing on your Realtor relationships and your sphere of influence, you’re putting yourself in the best position to succeed.

So, let’s embrace this “less is more” mindset. Let’s be intentional with where we invest our time and energy. Remember, a few focused, well-played notes can create a masterpiece in your pipeline.

Let’s go out there today and make some beautiful music!

Good morning, everyone! Today, I want to talk about something that has had a huge impact on my week-to-week performance—hitting Monday hard, fast, and aggressive. If you’ve ever noticed, the way you start the week often sets the tone for the next several days. That’s why today, we’re not easing into things—we’re flooring it.

Think of Monday like the start of a race. If you get off the blocks quickly and with force, you’re ahead of the competition. But if you approach it with hesitation or lackluster energy, you’ll feel like you’re playing catch-up the entire week. From my experience, when I go full throttle on a Monday, the rest of the week just falls into place.

What do I mean by “flooring it”? I mean diving headfirst into your outbound prospecting. Make your calls early. Set your appointments. Get the ball rolling as soon as you can. When you hit your prospecting with energy and enthusiasm on a Monday, not only do you set up the week for success, but you also build momentum that carries you through. By Friday, instead of feeling worn out, you’ll feel like you’ve conquered the week.

On the flip side, I’ve seen what happens when I ease into a Monday. If I take it slow or let distractions get in the way, the entire week feels like a grind. Instead of being ahead of the game, I find myself scrambling to catch up, and the week feels like an uphill battle. But when I treat Monday like the golden opportunity it is—when I hit the gas—the rest of the week gets easier. The hard part is already done.

So today, I challenge you to floor it. Grab your list of prospects and hit the phones with purpose. Send out those emails with confidence. Set your appointments and follow up like there’s no tomorrow. Treat Monday with the urgency and energy it deserves, and watch how the rest of your week unfolds more smoothly.

I’ve found that a great Monday means a great week. It’s as simple as that. When you make more connections, schedule more meetings, and push harder at the beginning of the week, your week becomes about maintaining that momentum, rather than struggling to create it.

Let’s make this Monday the day we set ourselves up for success. Let’s give it everything we’ve got. Remember, we’re not just surviving this week—we’re thriving. Let’s make this “Mon-yay” awesome, and I guarantee the rest of the week will feel like it’s downhill from here.

So what are you waiting for? Floor it!

Today’s Daily Spark is a call to be thankful. As you get ready for today’s Loan Officer Breakfast Club (LOBC) call, take a moment to truly appreciate what you have in front of you. This isn’t just another meeting—it’s a daily opportunity to tap into a community and a plan that can transform your career. And the best part? You get it all for free, Monday through Friday.

Be thankful that you have the chance to show up every day at no cost, receiving not just motivation and inspiration, but a real, proven strategy for success. While many loan officers are out there struggling, hoping something works, you’ve been handed a blueprint that’s guaranteed to deliver results. Be thankful that you aren’t left guessing each day about what will bring in business. Instead, you have a system that has worked for countless others, with testimonies pouring in daily. It’s not a hope or a wish—it’s a reality.

Be thankful for the incredible support you receive from this community. How many times have you seen LOBC members rally around one another, offering advice, encouragement, or even job opportunities? Be thankful that you’re surrounded by people who genuinely care about your success and are willing to go the extra mile to help you achieve it. This level of camaraderie and shared purpose is rare in our industry. While others may feel lost or isolated, you have a tribe of fellow loan officers lifting you up and helping you grow.

Be thankful for the plan you’ve been given—one that not only shows you how to bring in new business but also teaches you how to build a team, manage your finances, and grow a sustainable, thriving business. Many loan officers are stuck living “loan to loan,” but you’re in a position to build something much bigger, thanks to the strategies you learn here every day.

But here’s the thing: everything you get for free at LOBC is just the tip of the iceberg. The daily Zoom calls provide valuable insights, but there’s so much more that goes far deeper than we could ever cover in a 30-minute session. Be thankful that you’re aware of the full, rich experience that Mortgage Marketing Animals has to offer. The complete plan dives into every aspect of your business, providing detailed strategies and tools that can accelerate your success even faster.

For just a few dollars a day, you can fully tap into the entire system and make the most of everything available to you. It’s a blessing to have access to a resource like this, and it would be a shame to let it pass by without taking full advantage. Don’t squander the opportunity you’ve found at LOBC—become a member and unlock the full potential of what Mortgage Marketing Animals can do for your career.

Today, be thankful for the resources, the support, the plan, and the community. Tomorrow, keep that gratitude going. You’ve found a place where you can not only survive but thrive. Let’s make the most of it together.