Quick Catch Up

Good morning, Loan Officer Breakfast Club! Today is Wednesday, the perfect day to focus on nurturing the relationships that fuel our business. Remember, relationships always trump transactions.

In the Mortgage Marketing Animals, we emphasize the importance of calling our past client database and our sphere of influence. These calls are a golden opportunity to deepen those valuable relationships. Whether you’re newer and leaning on your sphere or seasoned with hundreds of past clients, these relationships are the lifeline of your business.

Too often, loan officers overlook the power of a simple, heartfelt conversation. When you build a relationship where your clients know, like, and trust you, the probability of receiving referrals skyrockets. It’s a powerful, yet underutilized approach. Yet, many loan officers hesitate to ask for referrals or fail to follow up consistently.

Imagine the impact if you simply picked up the phone, expressed gratitude, and asked for a referral. That simple act can account for 30-50% of your business. Consistent, heartfelt conversations with past clients and your sphere of influence can yield incredible results.

So today, let’s focus on valuing relationships over transactions. Make those calls, have those conversations, and ask for those referrals. Before you hang up the phone, remember to use this script: “Hey, before I let you go, can I ask you a quick favor?” When they respond, “Yes,” say, “If you happen to come across any friends, family, or co-workers that might be looking to buy, sell, or refinance, can I count on you to think of me and send them my way?”

Your success lies in the strength of your relationships. Go out there and build them with enthusiasm!

As we gather today, let’s pause to appreciate the path we’re on in the mortgage industry. Our journey is marked by progress, moving thoughtfully from one stage to the next, from A to B, B to C, and beyond. This journey isn’t just about reaching a destination; it’s about recognizing the value of each step and being grateful for where we are today.

Gratitude is the cornerstone of our success. Be thankful for the opportunities we have, the industry we’re part of, and the supportive community we’ve built here at the Loan Officer Breakfast Club. Every morning, we come together not just to learn, but to share in a journey that is enriched by our collective experiences and wisdom.

However, gratitude alone isn’t enough. We must align our hearts with our goals. This alignment requires an honest look at ourselves—understanding our motivations, embracing the process, and dedicating ourselves to the steps needed for growth. It’s about moving forward with intention, knowing that each day brings us closer to our ultimate destination.

While the free daily sessions offer a glimpse into this journey, imagine the transformation possible when you go deeper. The Mortgage Marketing Animals coaching program offers a richer community, enhanced support, and more guidance to help you fully align with your goals. By stepping into the full program, you gain access to a wealth of resources and a network of individuals dedicated to supporting your growth every step of the way.

So, let’s embrace the journey together. Let’s move forward with gratitude, align our hearts with our goals, and take the next step into a deeper community with the Mortgage Marketing Animals. Together, we can unlock our true potential and achieve the success we aspire to.

Happy Monday, Loan Officer Breakfast Club! It’s December 30th, and here we are, smack dab in that strange week between Christmas and New Year’s. For many of us, last week was “Christmas Week,” a time to rest, recharge, and spend time with loved ones. A lot of our Realtor partners and fellow industry professionals also took this time off, and some are even extending it through this week to welcome in the new year.

This time of year can feel a bit odd, can’t it? The holiday buzz is winding down, but the energy of a new beginning is just around the corner. It’s a transitional time, and as loan officers, it’s easy to let this in-between week slip away without much intention. But not this year. Not for us.

This week, we’re going to future-cast ourselves into 2025.

Let’s think about it: we’ve likely set our goals for the coming year. We’ve probably dug deep into our “why” and used that as the foundation for crafting our business plans. But setting goals and writing a plan are only part of the process. If we don’t take the time to see ourselves living out those goals and that plan, we’re at risk of falling into the trap of business as usual. And let’s be honest—if we go through 2025 the same way we went through 2024, we’re not going to see the growth we want.

So, how do we make 2025 different? How do we make it better?

We do it by future-casting ourselves.

What Is Future-Casting?

Future-casting is the intentional act of envisioning the person you’ll be and the life you’ll have at a specific point in the future. It’s about painting a vivid mental picture of where you want to be, based on the goals and plans you’ve already set. This isn’t daydreaming—it’s an active exercise in visualization that keeps you focused, motivated, and aligned with your purpose.

Think about it: this is exactly what we do with our pre-approved clients. On Thursdays, we encourage them to visualize their future in the home they’re dreaming about—where the couch will go, the color of the walls, the family meals in the dining room. That vision keeps them engaged and excited about the process.

We need to do the same thing for ourselves.

Future-Casting in Practice

Take a moment today to envision yourself at the end of 2025. Where are you in your spiritual life? Your family life? Your health? Your work life?

Picture it in detail. What does your business look like? How many families have you helped achieve homeownership? How much volume have you closed? What does your pipeline look like?

Now expand that vision to your personal life. What’s your relationship with your family like? How do you feel physically and mentally? What kind of balance have you achieved?

This exercise is more than just a nice thought—it’s your roadmap. By seeing your 2025 self every day, you’re setting the course for how you’ll show up this year.

The Key to Consistency

Here’s the catch: future-casting isn’t a one-and-done thing. Just like your business plan, it requires consistency. Every morning, take five minutes to visualize the future you’re working toward. Remind yourself of your goals, your “why,” and the steps you need to take today to get there.

This practice will not only keep you on track but also make the journey more enjoyable. When you know where you’re going, every small win along the way feels like a step toward something bigger.

Make It Count

Don’t let this week slip away. Use this transitional time to set the tone for your 2025. The work you do today—mentally, emotionally, and strategically—will ripple through the rest of the year.

Let’s future-cast ourselves into greatness. Let’s make this the year we not only dream big but also take consistent action to make those dreams a reality.

Here’s to your best year yet! Keep crushing it.

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.