In the News

We’ve got a couple of things going on that you’re probably gonna want to be part of—especially if you’re in the thick of building your business or just looking for some honest, no-nonsense ways to grow it faster.

1. LOBC Zoom Call – Interview with Marty Guy Fink – March 27
Tomorrow morning on the Loan Officer Breakfast Club, we’re bringing on Marty Guy Fink. Just a year ago, she had zero loans in her pipeline. None. Fast forward to today—she’s the #1 producer at her company.

We’re gonna talk with her live about exactly what changed, what she did, and how she made it all happen.  Join here: LoanOfficerBreakfastClub.com

Totally free. Just real talk with real results.

2. State of the Mortgage Industry – April 2nd
Carl is also doing something special with the one and only, Owen Lee. This is one of those “pull back the curtain” kind of calls—no cushiony talk, just the straight-up truth about where the mortgage world stands and what to expect next.

The last time we did this, the Zoom room hit 1,000 and maxed out. So if you’re thinking about showing up, go ahead and register now, and log in early so you don’t miss your seat.

Here’s the link: StateOfTheMortgageIndustry.com

Whether you’re new around here or you’ve been crushing it for a while, these calls are the kind of stuff that helps you close more loans, build better relationships, and grow the business the way you actually want it

Let’s talk about something a lot of LOs deal with — even the experienced ones won’t always admit it out loud…

You start strong. You’ve got your list. You’re making your follow-up calls to your pre-approved-and-lookin’ clients, and checking in with your referral partners like clockwork.

Week one? You’re feeling good.
Week two? Still going strong.
Week three? You’re starting to hit a rhythm.

Then around week five or six… something shifts.

You start thinking, “Am I bothering them? Am I being annoying? I don’t really have anything ‘new’ to say…”
So what happens?

You start skipping a few calls.
Then a few more.
And next thing you know — the momentum’s gone and that little voice in your head is saying, “Maybe follow-up calls just aren’t my thing.”

Let me stop you right there.

This is one of the most common — and most costly — mental blocks we see.
And the good news? It’s fixable.

Tomorrow morning on the Live Loan Officer Breakfast Club Zoom call (8:30–9:00am ET), we’re tackling this head-on.
We’re going to unpack why those calls start to feel “off” after a few weeks…
And more importantly, we’ll show you how to flip the script so they actually feel easy, natural, and even — dare I say it — fun.

There’s a right way to set people up for these follow-up calls so they expect to hear from you.
When done right, these calls aren’t “checking in” — they’re adding value, building trust, and keeping your pipeline humming.

So if you’ve ever found yourself pulling back after a few weeks of consistent outreach… or feeling like you’re just repeating yourself with nothing new to say… this call is 100% for you.

👉 Be there live: LoanOfficerBreakfastClub.com

We’ll help you reframe how you think about follow-up — and give you the tools to make these calls feel effortless and impactful.

And hey — if something comes up and you can’t make it live, you can always get more info or catch a replay here:
👉 WantMoreLoans.com

Let’s squash the follow-up funk and make your calls a part of your business you actually look forward to.

See you tomorrow morning!

You know how fast things are moving in our industry right now—rates, guidelines, market shifts… it’s enough to make your head spin if you’re not staying ahead of the game. That’sexactly why you cannot afford to miss tomorrow morning’s Loan Officer Breakfast Club Zoom call.

We’ve got Owen Lee joining us for this week’s Mortgage Market Update—breaking down what’s happening right now and what it means for YOU and your business.

✅ What’s shifting in the market this week?
✅ How should you adjust your approach to win more loans?
✅ What’s coming next, and how can you stay ahead?

And here’s the kicker—Owen always brings an incredible slide deck that you can use in your own marketing to show clients and agents you’re the go-to expert. But here’s the deal… you’ve got to be on the live call to get it. No replays, no second chances—just show up and grab it while you can!

Join us LIVE at 8:30 AM ET / 5:30 AM PT. Grab your coffee, jump on, and start your day the right way!

👉 Click here to join: LoanOfficerBreakfastClub.com

See you there!

Good morning, everyone! Today, I want to dive deep into a concept I call “Conversion Maintenance.” This is all about staying connected with our pre-approved clients who are still searching for their dream homes. Maintaining these connections is essential in converting them from leads into actual deals.

Each Thursday, we make a point to reach out to these clients, their co-borrowers, and the referring agents. This practice, which we like to call “futurecasting,” is all about keeping them motivated and reminding them of why they wanted to buy a home in the first place. Whether it’s dreaming about the pool, the big backyard, or having those extra bedrooms, these calls help keep that excitement alive.

Consistent follow-up does more than just maintain interest—it builds trust and ensures we stay top of mind. By staying in touch, we prevent them from slipping away to competitors simply because we’ve kept the connection strong.

Today’s session is about reinforcing this approach and giving you tools to keep those conversations productive. We’re sharing a list of “20 Statements” that you can use during these calls to re-engage and motivate your clients. These statements are designed to help them see the bigger picture and reignite their excitement about home buying.

Remember, every call is an opportunity—not just to ask for business, but to ensure we’re converting these leads into successful closings. Let’s make every interaction count and keep our clients moving forward on their journey to homeownership.

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!