Quick Catch Up

Loan officers, let’s dig into something that’s key to building your business: the post-meeting follow-up with realtors. Many of you think you need to have something new to offer every time you reach out. Sure, it’s great to provide valuable insights or helpful tools, but here’s the real deal—the main purpose of the follow-up isn’t always about offering something tangible. It’s about proving you’re consistent, reliable, and available. And just as importantly, it’s about reminding the realtor that you’re there to help them close deals.

Realtors need loan officers they can trust, not just once in a while but consistently. When you follow up regularly, you’re building trust by showing that you’ll be there when they need you. They’re juggling multiple deals, so knowing they have a dependable partner who’s just a call away is huge for them. That consistency alone can keep you top of mind when they need to refer a client for pre-approval.

But let’s not forget the other purpose of the call—you’re also in this for the business! While maintaining the relationship is key, the follow-up is your chance to remind the realtor that you’re there to help them close more deals. So, before you hang up, make sure to ask the all-important question: “Are you working with anyone this week that I can get preapproved for you so it’s a good use of your time?” This simple question shows that you’re not just there to chat—you’re there to help them move the needle.

And if the answer is “no,” don’t let that be the end of it. Respond with, “No problem! Can I count on you for the next one?” This keeps the door open for future business while reinforcing that you’re available whenever they need you.

Remember, the follow-up call serves a dual purpose: first, to show that you’re consistent, reliable, and ready to help; second, to make sure the realtor knows you’re actively looking for business. You’re here for the relationship, but you’re also here for the loans—so don’t hesitate to ask for the business.

In the end, the money really is in the follow-up. Stay in touch, stay consistent, and never miss an opportunity to ask for the business. These conversations don’t need to be lengthy or packed with new information every time. A simple check-in and a business ask can be all it takes to keep that relationship strong and build your loan pipeline.

As mortgage originators, our days are often filled with a wide array of tasks, some of which we love, some we tolerate, and others we wish we could avoid altogether. But what if we could use the “Axe of Freedom” to cut away the noise and focus on just one thing? Not three, but one single activity that we love, that we’re exceptionally good at, and that drives the most revenue for our business. This week, let’s focus on identifying that one thing and making it our primary focus.

It’s easy to pinpoint what we don’t like doing—whether it’s chasing down paperwork, dealing with minor customer service issues, or handling tedious administrative tasks. However, the real challenge is figuring out the one activity that checks all three crucial boxes: something you love to do, something you’re great at, and something that directly contributes to your income.

What Is the One Thing?

The goal isn’t to identify three separate activities but to discover the one thing that unites these three elements:

1. You Love It: What part of your job lights you up? Is it the thrill of closing a deal, the satisfaction of solving a complex problem, or the joy of connecting with clients? Think about what makes you look forward to your workday.
2. You’re Really Good at It: What’s that one thing you do better than anyone else? Maybe it’s your ability to build strong relationships, your knack for negotiating, or your skill in creating innovative loan solutions. This is where your natural talent and expertise shine.
3. It Drives Revenue: What’s the activity that has the most significant impact on your bottom line? It’s crucial to identify the task that not only brings you joy and plays to your strengths but also drives the most revenue. This is your key money-making activity.

When you find that one thing that fits all three criteria, you’ve found your sweet spot—the place where your passion, skill, and financial success intersect. This is where you should focus your time and energy.

Cut Away the Rest

Once you’ve identified this core activity, it’s time to use the “Axe of Freedom” to cut away everything else that doesn’t align. Tasks that don’t fit into this box should either be delegated, outsourced, or eliminated. This isn’t about being busy; it’s about being effective. The more time you spend on the one thing that you love, that you’re great at, and that drives revenue, the more successful and fulfilled you’ll be.

This Week’s Challenge

Take a moment this week to reflect on your daily activities. What’s the one thing that meets all three criteria? Be honest with yourself. Once you’ve identified it, make a commitment to focus on that activity and remove or delegate the rest. The freedom and clarity that come from this focused approach are transformative.

The “Axe of Freedom” is in your hands. Use it to carve out a business that not only thrives but also brings you joy and fulfillment. Focus on that one thing, and watch how everything else falls into place.

As mortgage rates begin to improve and market share increases for those who have weathered the storm, many loan officers find themselves feeling overwhelmed. It’s a strange paradox—when things should be getting better, the stress seems to multiply. Why is that? The answer often lies in the type of work we’re doing: quantity work versus quality work. 

In the hustle to keep up with the demands of a changing market, it’s easy to fall into the trap of doing more and more non-sales activities. These tasks, while necessary, often don’t directly contribute to income generation. This is the essence of quantity work—it’s about volume, ticking off tasks, and keeping the ball rolling. But here’s the problem: quantity work can quickly fill up your day, leaving little time for what truly matters. 

Quality work, on the other hand, is all about focusing on income-producing activities. It’s the work that moves the needle, brings in new business, and directly impacts your bottom line. When you’re stuck in a cycle of quantity work, it’s easy to feel overwhelmed because you’re busy, but not necessarily productive. 

Steve Kyles and Carl White recently tackled this issue on their podcast titled “Feeling Overwhelmed? Take Control and Focus on What Matters Most.” They highlight that much of the overwhelm loan officers feel comes from being pulled back into loan files that should be in the hands of the processing team. These files are already in contract and should be smoothly moving toward closing, but instead, they keep pulling the loan officer back into the weeds. 

This happens because of inadequate support on the back end. When you hand off a file to the processing team, it should be just that—a handoff. The loan officer’s role should be done unless there’s a major issue like a qualifying problem or a need for restructuring due to something like a low appraisal. Everything else should be managed by the closing team, taking the file all the way to the closing table, and ensuring an on-time closing. 

To alleviate this stress, Steve Kyles outlines five critical benchmarks that should be hit every time on every file. These benchmarks ensure that the process moves smoothly without dragging the loan officer back into the file unnecessarily. While I won’t go into detail here, I highly recommend you listen to the podcast to learn about these benchmarks and more. 

So, here’s your action item for today: Evaluate your current situation. Are you feeling overwhelmed because you’re buried in quantity work? Is your team structured in a way that you keep getting pulled back into files that should be out of your hands? If so, it’s time to make some changes. Reorganize your tasks, delegate effectively, and focus your energy on quality work—the work that truly drives your business forward. 

Take control of your workload, focus on what matters most, and listen to Steve and Carl’s podcast for some great insights on how to manage your time and energy better. 

Remember, being busy isn’t the same as being productive. Shift your focus from quantity to quality, and you’ll not only see better results, but you’ll also feel more in control and less overwhelmed.

Here’s the link to the podcast for your reference: Feeling Overwhelmed? Take Control and Focus on What Matters Most. Make today the day you start working smarter, not harder.

Hey there, Loan Officers! Let’s kick off today’s LOBC live show with a powerful thought: 79% of homebuyers go with the first lender they speak with. Now, think about that for a minute. That’s a huge chunk of the market that could be yours simply by being the first to answer the call. But what happens if you miss that call? What if you’re caught up in another conversation, in a meeting, or grabbing a coffee? That potential client might just move on to the next lender, and before you know it, that 79% opportunity is gone.

In a recent podcast episode, Carl White chatted with Kristin Simpson about a story that hits home for many of us. A guy emailed Carl, frustrated that he lost a deal because he couldn’t pick up the phone when the buyer called. He called back within 60 minutes—pretty quick by most standards—but by then, the buyer had already connected with another lender and was off the market.

Carl and Kristin didn’t just sympathize with the guy—they offered a solution. It’s a simple one, but man, it’s effective. Consider using an inexpensive call service. These services are a lifesaver, especially when you’re in a bind and can’t answer your phone immediately. When you forward your calls to a service, you ensure that someone—an actual human being—is always there to pick up the phone.

Here’s the deal: When a potential buyer calls, they’re often ready to make decisions. They don’t want to leave a voicemail or wait around. They want to speak to someone, feel heard, and start moving forward. That’s where a call service shines. These companies don’t just answer the phone; they can follow a well-crafted script tailored to your business, schedule appointments directly into your calendar, and even try to connect the caller to other members of your team if you’re not available. It’s like having an extra set of hands without the full-time salary.

The stats speak for themselves: 79% of buyers go with the first lender they talk to, and 92% end up working with one of the first two loan officers they speak with. So why take the chance of being number three—or not getting a shot at all?

Investing in a call service could be the game changer you need. Imagine never missing a call, always having a friendly voice ready to engage potential clients, and staying at the forefront of a buyer’s mind. It’s not just about being available; it’s about being consistently available. That’s the kind of reliability that turns potential leads into closed deals.

If you’re interested in learning more, I highly recommend listening to Carl’s full podcast episode with Kristin Simpson, titled “How to Close 79% of Every Home Buyer That You Talk To.” It’s packed with insights that can help you turn this 79% opportunity into a regular reality. Check out the podcast here.

Remember, in this business, being the first to connect can make all the difference. So, don’t let another call go to voicemail—get yourself set up with a call service and start closing those deals!

Good morning, everyone! Let’s kick off the day with some valuable insights from Carl White’s Loan Officer Freedom Podcast, Episode 406, titled “Octopus Marketing.” Carl shares a powerful concept that every loan officer should consider: the idea of using multiple “arms” or methods to generate business, just like an octopus. 

We all know that the Daily Success Plan (DSP) is crucial to our business. It’s the foundation of our daily activities and helps us stay consistent in our efforts. However, it’s essential to remember that relying on just one method to generate business isn’t enough. Think of it this way—if an octopus had only one arm, it wouldn’t be very effective at catching its prey. That’s why it has eight arms, each working independently to achieve a common goal. 

Carl emphasizes the importance of having multiple marketing methods in place. If you’re solely focusing on making phone calls, you’re limiting your potential. But when you start adding other methods, like email marketing, direct mail, social media, blogging, and even podcasts, you’re creating multiple avenues for generating business. Each of these methods is like an additional arm, reaching out to different segments of your target audience. 

There are a couple of key reasons why this approach is so effective. First, by diversifying your marketing efforts, you increase your chances of connecting with potential clients. Each method brings a different opportunity to the table, and together, they create a comprehensive strategy that covers all your bases. Second, if one of these methods becomes less effective or even obsolete, you’re not left scrambling. You’ve still got several other “arms” working for you, ensuring that your business continues to grow. 

So, the takeaway here is simple: First, always work the DSP as your main marketing ARM, but be sure to have multiple marketing strategies in place, and don’t be afraid to experiment with new ones. If one approach stops working, you can easily pivot and replace it, just like an octopus can regrow a lost arm. 

For a deeper dive into Carl White’s Octopus Marketing strategy and more tips on how to expand your marketing efforts, check out the full episode here: Carl’s Octopus Marketing Podcast.

Here’s to expanding our reach and securing more business!

On August 2nd, we witnessed the best mortgage rates we’ve seen in a long time. It didn’t take long for those rates to drop off, but now they’ve crept back up to being just a bit better than they were on that day. As expected, loan officers quickly took to social media, eager to capitalize on the surge in refinance opportunities. It’s understandable—refinances can bring in quick business. But while it’s smart to seize those opportunities, it’s just as important, if not more so, to stay focused on the bigger picture.

The purchase market is where long-term, sustainable success is built. It’s where your efforts with Realtor partners pay off and where your business remains steady, regardless of fluctuations in rates. The relationships you’ve developed with these partners are invaluable, and now is not the time to let them slip.

Sure, it’s easy to get caught up in the excitement of refinance business. A quick influx of applications can be tempting, especially when rates are favorable. But don’t forget the foundation you’ve laid with your Realtor partners. Those relationships have taken time, effort, and dedication to build, and they are crucial for maintaining a thriving, stable business over the long haul.

This is where discipline and a solid strategy come into play. Your Daily Success Plan is designed to help you balance these opportunities without losing sight of your primary goals. It ensures that you’re not only capturing refinance business but also continuing to generate purchase leads and nurture those key Realtor relationships.

Every day, make it a priority to connect with your Realtor partners. Keep those lines of communication open, stay engaged, and continue providing the value they’ve come to expect from you. When refinance opportunities arise, you’ll be in a strong position to handle them, but without compromising the purchase business that is the backbone of your success.

Remember, the rates might fluctuate, but the need for strong Realtor partnerships remains constant. Stick with what sticks—keep your focus on the purchase business, maintain your discipline, and continue to execute your Daily Success Plan. By doing so, you’ll ensure that you’re not just riding the wave of current rates but also building a business that will thrive in any market condition.

Let’s stay the course and make today another successful one!

With the election just around the corner, we’re all bound to feel the tension in the air. Political conversations are becoming more frequent and intense, and as mortgage loan originators, we find ourselves in the unique position of being in constant communication with clients, colleagues, and business partners. These conversations can sometimes drift into the political arena, and it’s easy to get caught up in the heat of the moment, sharing our own views and opinions.

However, I believe that as professionals, we need to be extremely careful about how and when we express our political beliefs. The relationships we’ve built with our clients and peers are based on trust, respect, and understanding. When we venture into political discussions, especially in a public or professional setting, we run the risk of alienating people who may see things differently. And let’s face it—politics can be incredibly polarizing.

It’s important to remember that there are smart, educated, and well-meaning people on both sides of any political debate. These individuals have reached their conclusions based on their own experiences, values, and beliefs. Just because someone disagrees with us doesn’t mean they’re uninformed or unreasonable. By respecting the diversity of thought that exists in our society, we show our clients and colleagues that we value them for who they are, not just for how closely their views align with ours.

Sharing our political opinions openly, especially in a business context, can create unnecessary divisions. In some cases, it might even cost us a client or damage a professional relationship. Is that really worth it? Our primary focus should always be on providing the best possible service to our clients and fostering positive relationships with our colleagues. When political discussions take center stage, it can distract from our main goal: helping people achieve their dreams of homeownership and financial security.

Now, I’m not saying we shouldn’t have political opinions or that we should never discuss them. Everyone has the right to their beliefs, and it’s natural to want to express them. However, I strongly encourage everyone to consider the potential impact of those conversations, especially in the workplace. It might be better to reserve these discussions for private settings where we can speak freely without the risk of unintended consequences.

I fully understand that not everyone will agree with this approach, and that’s okay. We’re all entitled to our own viewpoints, and I respect that. But I hope that by taking a step back and thinking about the bigger picture, we can all agree that maintaining strong, positive relationships with our clients and colleagues should be our top priority. Let’s focus on what unites us rather than what divides us, and continue to build the trust and respect that are the foundations of our business.

In these times, it’s more important than ever to be thoughtful, considerate, and professional in all our interactions. Let’s keep the political discussions to private conversations and stay focused on what really matters—serving our clients and supporting each other as we navigate the challenges of our industry. After all, when it comes to our business, it’s just not worth risking everything over politics.

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.