Daily Spark Blogs

Good morning, everyone! Today, I want to talk about a simple but powerful strategy to elevate your game when it comes to making connections with referrals. We all know how valuable a referral from an agent can be—it’s like getting a warm introduction. But what happens when you make that initial call, and it goes straight to voicemail?

Most of us would leave a voicemail or send a text, but let’s take it a step further. Instead of just leaving a message, try shooting a quick video text. Introduce yourself, let the client know you’re excited to help, and give them a glimpse of who you are.

Why is this so effective? First, video allows you to convey your personality in a way that texts and voicemails simply can’t. Your tone, facial expressions, and enthusiasm all come through clearly, making it easier for the client to connect with you on a personal level. It’s an opportunity to build rapport from the very first interaction, and that’s something you don’t want to pass up.

In a world where people are bombarded with impersonal messages, a video text is a refreshing change. It’s personal, direct, and memorable. The client gets to see who you are right away, which can build trust and make them more likely to return your call.

Taking this extra step shows that you’re committed and that you care about making a genuine connection. And let’s be honest, in our line of work, trust and relationships are everything. By showing yourself, you set the stage for a strong working relationship from the very start.

So, next time you reach out to a referral and hit voicemail, don’t just settle for a message. Hit record, introduce yourself, and let the client know how glad you are to be working with them. It’s a small effort that can make a big impact.

Let’s make those connections count!

Let’s talk about something that every loan officer encounters: the voicemail black hole. You’re reaching out to real estate agents, trying to build relationships, and week after week, your calls end up in voicemail. It can feel frustrating, almost like you’re talking to yourself, and you might start wondering if these agents just don’t want to talk to you or if you’re bothering them. But instead of getting discouraged, let’s reframe the situation.

Think of every voicemail you leave as a deposit into what I like to call the “voice-bank.” Just like a savings account, these deposits might seem small on their own, but over time, they add up to something valuable. Each voicemail you leave is an investment in your marketing equity and credibility.

When you make these deposits consistently, you’re doing more than just leaving a message. You’re demonstrating your commitment, reliability, and professionalism. Real estate agents are salespeople just like you, and they understand the game. They know that building a relationship takes time and that consistent follow-up is part of the process. Even if they’re not ready to pick up the phone right now, they’re noticing your efforts. Over time, this persistence builds respect. They see that you’re serious about connecting and that you’re willing to put in the work.

But here’s the thing: not every voicemail is going to lead to a conversation. And that’s okay. Just like in sales, not every lead turns into a deal. However, when you do finally connect with an agent, they’re more likely to remember you. Your consistency will stand out, and you’ll be seen as someone who’s persistent but professional, someone who’s serious about building a partnership.

So, how can you make these voice-bank deposits even more effective? First, approach each voicemail with a positive attitude. Instead of seeing it as a missed opportunity, view it as a chance to reinforce your presence. Keep your message clear, concise, and professional. There’s no need to overcomplicate things—sometimes, a simple “Just checking in to see how things are going and if there’s anything I can do to support you” is all it takes.

If you’re feeling a bit creative, don’t hesitate to add a touch of personality to your messages. A light-hearted comment, a quick dad joke, or something to make them smile can set you apart from the crowd. However, if that’s not your style, don’t worry. The key is to be authentic and consistent. Agents will appreciate your follow-ups regardless of whether they’re straightforward or a bit more playful.

The important thing is to keep making those deposits. Over time, they will build up into something substantial. You might not see immediate results, but don’t let that discourage you. Each voicemail is another step toward building a strong, lasting relationship with the agents you’re reaching out to.

So next time you hear that voicemail beep, don’t see it as a roadblock. Instead, think of it as an opportunity to invest in your future success. Keep making those voice-bank deposits, and you’ll find that, in the long run, they will pay off. Stay persistent, stay professional, and remember that every little bit counts.

The word “corker” is an informal term that has a few different meanings depending on the context:

1. An excellent or remarkable person or thing: It’s often used to describe something outstanding, impressive, or surprisingly good. For example, “That Sarah is a real corker!”
2. A telling or decisive remark or action: It can also refer to a statement or action that is particularly effective or impressive in its impact. For example, “Those consistent calls are corker!”

The word has its origins in the idea of something that “puts a cork” on the situation, meaning it seals or concludes it in a noteworthy way.

Corker – Be one.

Some people seem to excel effortlessly, while others struggle to find their footing. You might see some crushing it with cold calls, while others experience intense call reluctance. Some display remarkable discipline, while others find it difficult to stay on track. There are those who are naturally extroverted, and others who lean towards introversion. But despite all these differences, there’s one thing that’s true for all of us: we are fundamentally the same.

The only real difference between any of us is what we think of ourselves. That’s it. The thoughts you hold about who you are and what you’re capable of are what shape your reality. They’re what determine whether you step up to challenges or shy away from them, whether you push through tough times or let them defeat you.

If you see yourself as someone who struggles, who hesitates, or who doesn’t quite measure up, that’s the reality you’ll live in. But if you see yourself as capable, confident, and ready to take on whatever comes your way, you’ll start to embody those qualities. It’s not magic—it’s self-belief.

The key to success isn’t hidden in some external factor or secret strategy. In fact, we already know what we need to do every day to generate business. We’ve got the plan, and the path to success is clear. But the real barrier is our self-belief. It’s not about being more extroverted, more disciplined, or becoming something that you’re not. It’s about recognizing that the gap between where you are and where you want to be is rooted in your self-belief. It’s the force that either propels you forward or holds you back.

So ask yourself: Who are you? Not who have you been, or who do you think you’re supposed to be, but who are you right now in this moment? And more importantly, who do you want to be? Because the truth is, if you want to be something, you don’t have to wait. You don’t have to earn it or become it over time. You just have to decide, right now, to be it.

Once you make that decision, everything else starts to fall into place. Your actions will align with your new self-perception, and the results will follow. So today, make the choice to be the person you want to be, and let that drive your every action.

Monday morning rolls around, and for most people, it feels like the weekend ended way too soon. But not for us in the Loan Officer Breakfast Club! Around here, we don’t just tolerate Mondays—we celebrate them. Why? Because when you’re part of the Mortgage Marketing Animals, you know that Mondays are a golden opportunity to kick off a productive week. And we’re already set up for success.

The beauty of being in this crew is that we’ve got our whole week laid out. We know exactly what to do, who to call, and what to say every single day. That’s why we can wake up excited on Mondays. There’s no guesswork, no scrambling—just a clear, actionable plan that drives results.

Here’s why Monday is a Mon-yay for us:

1. We Know the Plan: On Mondays, we focus on reaching out to our top real estate agent partners and potential new ones. We’re not just calling for the sake of it; we’ve got a purpose. Whether it’s checking in, offering support, or discussing upcoming deals, we know what we’re doing and why it matters.
2. We’re Prepared: We start the week with a plan, knowing exactly who we need to connect with and what we want to achieve. This preparation gives us confidence, and that confidence turns into action. We’re not just playing catch-up; we’re leading the charge.
3. We Build Momentum: Mondays set the tone for the week. By executing our plan, making those important calls, and taking decisive action, we build momentum that carries us through the days ahead. It’s not just about Monday; it’s about setting ourselves up for a successful week.
4. We’re in Control: When you have a plan, you’re in control of your day. There’s no room for the Monday blues because we’re too busy making things happen. We know that by following our Daily Success Plan, we’re positioning ourselves to win, and that’s something to get excited about.

So, let’s flip the script on the typical Monday blues and turn it into Mon-yay! Embrace the start of the week with enthusiasm because you’ve got the plan, the preparation, and the purpose to make it a success. When you approach Monday with this mindset, there’s no stopping you. Hurray for Mon-yay!

In the mortgage and real estate industry, belief plays a pivotal role in shaping our success. Both Carl White and Steve Kyles have often emphasized that overcoming self-imposed roadblocks—like call reluctance—begins with a simple yet profound act: believing that the plan will work. 

Belief is the fourth pillar of success that Steve Kyles discusses, alongside Math, Skills, and Discipline. What’s fascinating is how belief, while technically the last pillar, also needs to come first. It’s the starting point, the gateway that opens the door to everything else. 

If we can muster even a small belief in ourselves and in the plan, something incredible starts to happen. We begin to think that maybe—just maybe—what we want to accomplish is possible. Even if we’re not yet where we want to be, having that initial belief allows us to take the first steps forward. 

Once we embrace that belief, we can start to figure out the math. This isn’t complex; it’s simply understanding the numbers behind our goals. How many calls do we need to make? How many leads do we need to generate? It’s about getting clear on what needs to be done. 

Then, we focus on learning the skills. Whether it’s perfecting our scripts, mastering follow-ups, or honing our negotiation tactics, acquiring these skills is essential. The good news is that these skills are learnable. They’re not out of reach for anyone willing to put in the effort. 

Next comes discipline. This is where many people struggle, but it’s where belief really begins to solidify. Discipline is about showing up every day, doing the work even when it’s hard, and staying committed to the process. It’s not always easy, but when backed by belief, discipline becomes more natural. 

And here’s the beautiful part: as you begin to see results—whether it’s a successful call, a new lead, or a closed deal—your belief grows stronger. You start to see that what you once hoped for is actually happening. The results reinforce your belief, which in turn fuels your discipline, sharpens your skills, and keeps you focused on the math. 

Belief starts out as a small, tentative seed, but with the right nurturing, it grows into a powerful force that drives everything else. It’s okay to believe. In fact, it’s necessary. 

Belief is not just about optimism; it’s about giving yourself permission to succeed. It’s about allowing yourself to envision a future where you achieve your goals. So, take a moment today to remind yourself: it’s okay to believe. It’s okay to believe in the plan, in the process, and most importantly, in yourself. 

Today on the Loan Officer Breakfast Club (LOBC) live Zoom call, we’re providing an incredibly useful resource: a list of 184 things real estate agents do. This couldn’t be more timely with the new NAR (National Association of Realtors) rules set to roll out in just three days. These rules, part of a recent settlement, require that homebuyers must have a signed buyer agent agreement before they can tour homes. This change means buyer agents are now under pressure to clearly communicate their value to potential clients and get them to sign on the dotted line.

The list we’re giving away today could be a game-changer for realtors struggling to demonstrate their worth in this new environment. We’ll be sharing it live during the Zoom call, so all attendees can download it directly from the chat. It’s a powerful tool that could make a significant difference in how realtors approach their buyer presentations.

For loan officers, this list provides an easy conversation starter with your realtor partners. Many LOs often feel the need to have something to “give” before they feel comfortable picking up the phone. Today, you’ve got that something—a valuable resource that could help your partners in a big way. It’s a perfect ice-breaker, an easy call to make.

But what about tomorrow? What happens after you’ve shared the list and made that first call? This is where many loan officers struggle. The fear of rejection, the uncertainty of what to say next, and the pressure of maintaining relationships can lead to call reluctance. And if you’re only making calls when you have something to give, you’re missing out on consistent, ongoing opportunities.

Overcoming Call Reluctance: The Real Challenge

Call reluctance is a common hurdle for many loan officers. It’s that feeling of hesitation, the anxiety of making that next call, especially when there isn’t an obvious reason like today’s giveaway. But here’s the truth: The only way to build and sustain a successful mortgage business is through consistent, proactive outreach. You can’t wait for the perfect moment or the perfect gift to offer. You have to be willing to reach out, start conversations, and build relationships even when it feels uncomfortable.

That’s where the Mortgage Marketing Animals come in. We understand that call reluctance is more than just a passing feeling—it’s a significant barrier that can hold back your business. But it doesn’t have to. We’ve helped countless loan officers overcome this challenge by providing the tools, training, and support needed to build confidence and consistency in their outreach.

Today’s resource is an easy way to break the ice, but what happens next is even more important. We’re here to ensure you have the skills and mindset to keep making those calls, day after day, week after week. Whether it’s learning how to structure your conversations, mastering the art of follow-up, or simply getting into the habit of regular outreach, we can help you get there.

Make the Call, Then Keep Making Them

Take advantage of today’s easy call, but don’t let it be a one-time thing. Build on this momentum by joining us at Mortgage Marketing Animals. We’ll show you how to turn that initial contact into a lasting relationship. And if you find yourself hesitating or feeling unsure, remember—you’re not alone. We’re here to support you every step of the way.

I was sitting in an open house over the weekend, and something interesting came up that I think illustrates the difference between perception and reality. Several visitors who stopped by had the perception that if they wanted to buy the home, they needed to go directly to the listing agent. Their reasoning? They feared that working with a buyer’s agent would mean paying an extra commission. 

This misconception seems to stem from the recent National Association of Realtors’ lawsuit settlement, which has led the media to spread some misinformation. The media is impressing upon the general public that sellers can no longer pay the buyer agent’s commission. But here’s the reality: that’s absolutely not true. Sellers can still pay for the buyer’s agent commission, no problem whatsoever. In fact, it’s still being done every day. Unfortunately, the perception planted in consumers’ minds has led them to think this misinformation is reality. 

The second example hits closer to home for us as loan officers. There’s a widespread perception that high-producing real estate agents—those top-performing “whales” in the industry—are already locked in with loan officers they’re 100% committed to. Many loan officers believe there’s no possible way to build a relationship with these agents because they’re perceived as out of reach. But here’s the truth: that’s simply not the case. 

Every day on CallStars and within Mortgage Marketing Animals, we hear success stories from loan officers who have managed to land appointments with these high-producing agents. Not only do they land the appointments, but they also start drawing business from them. The unfortunate reality is that most loan officers out there believe that breaking into these relationships is impossible—just like how the media is making consumers believe they need to go directly to the listing agent. 

The bottom line is that letting perception become your reality can severely limit your opportunities. Don’t fall into that trap. There’s a big difference between perception and reality, and once you recognize that, your opportunities expand tremendously. 

As I reflect on my time with Mortgage Marketing Animals, working alongside Carl White and Steve Kyles for the past three years, I feel a deep sense of gratitude and a compelling urge to share something truly special about these leaders. You see, within the mortgage coaching industry, it’s rare to encounter individuals who operate from a place of sincere, intimate concern for their members. But that’s exactly what Carl and Steve embody—genuine care for others. 

From the moment I joined this team, it was clear that their motivation went beyond just building a successful business. Carl and Steve are deeply invested in helping others achieve success, not just in business, but in every facet of life—spiritual, personal, and family life included. Their drive isn’t fueled by personal gain but by a heartfelt desire to see others thrive. It’s about more than just numbers and loans; it’s about building a life that is fulfilling and meaningful. 

What’s remarkable about Carl is that he could walk away from Mortgage Marketing Animals and Loan Officer Breakfast Club today, and he’d still live an extraordinary life. But he doesn’t. Why? Because he finds true fulfillment in helping others succeed. This isn’t just a job for him; it’s a calling. And that passion and mindset have permeated the entire organization. 

Every day on Call Stars, I witness this genuine concern for others in action. Loan officers from all over come together not just to make calls but to support each other, offering advice, sharing successes, and even forming small groups to provide even more focused support. It’s a community built on care, where the success of one becomes the success of all. 

I was recently invited to join one of these small groups by a couple of Loan Officer Breakfast Club members, and I’m genuinely excited about it. The idea of being part of a group where everyone is committed to helping each other grow, both professionally and personally, is incredibly motivating. I’m looking forward to not only receiving help but also contributing in any way I can to support others. 

At its core, Mortgage Marketing Animals exists because Carl White has a heart for people. He cares about you, your family, and your success. And he’s designed his organization in such a way that this care and concern spill over to its members, who in turn, care deeply for others. It’s a powerful cycle of support and encouragement that makes a tangible difference in the lives of everyone involved. 

If you’re reading this and you’re not experiencing this kind of genuine support and community in your current environment, I encourage you to join us. The sense of belonging and the level of care you’ll receive is unmatched, and it could very well be the missing piece in your journey to success. Come join us—you deserve to be in a place where you’re truly cared for and supported, where your success is a shared goal, and where you can grow not just as a professional, but as a whole person.

Yesterday, I had a powerful conversation with Steve Kyles on the Mortgage Loan Officer Podcast. We dug into the importance of team structure and how it plays a crucial role in the growth of an originator and, by extension, the entire organization. The takeaway was simple but profound: healthy things grow. 

A well-structured team allows an originator to focus on what they do best—originating loans. It removes the clutter and noise that can distract from the core activities that drive business forward. When an originator is allowed to focus on what matters most, growth is a natural outcome. This doesn’t just benefit the individual; it lifts the entire organization, creating a cycle of growth and success. 

But what happens when the structure is lacking? Unfortunately, I had a conversation with a frustrated loan officer yesterday that perfectly illustrated this point. This loan officer was dealing with a last-minute cash-to-close issue on a deal that was supposed to close the next day. The stress and frustration in his voice were palpable. This wasn’t just an isolated incident; it was a symptom of a larger problem—poor team structure. 

Another loan officer I spoke with this week echoed similar frustrations. She mentioned that she feels like she’s constantly “processing for the processors.” Instead of focusing on originating new loans and building relationships with referral partners, she’s bogged down in tasks that should be handled by someone else on the team. This is a clear sign that the structure isn’t supporting her growth. Instead, it’s stifling it. 

These conversations highlighted a critical truth: team structure and organizational structure are essential for growth. Without a solid foundation, even the most talented and motivated originators will struggle to reach their full potential. They’ll find themselves caught in a cycle of putting out fires and dealing with issues that shouldn’t even be on their radar. 

But when the structure is right—when the right people are in the right roles, and everyone is empowered to do what they do best—growth becomes inevitable. The originator can focus on generating new business, the processors can ensure smooth transactions, and the entire organization can move forward together. 

This is why I believe so strongly in the concept that healthy things grow. A healthy environment—whether it’s a team, an organization, or even your personal life—will naturally foster growth. But if you’re not seeing growth, it’s time to take a hard look at the structure around you. Are you in a healthy environment? Is your team set up to support your success, or is it holding you back? 

If you’re finding yourself frustrated, overwhelmed, or unable to grow, it might be time to reevaluate your team structure. Healthy things grow, but only when they’re in the right environment. Let’s make sure you’re in a place where you can thrive. 

If you want to explore how to create a healthy, growth-focused team structure, reach out. I’d be happy to share more insights from our conversation and help you set up the right foundation for your success.