In the News

Good morning, LOBC family. Today, my heart is heavy with compassion for our fellow members in Florida, who are enduring the aftermath of not one, but two major hurricanes. Over 3 million people are without power, and countless lives have been disrupted. It’s a sobering reminder that no matter how competitive this business can get, we are all people first—people with families, homes, and personal challenges.

In the mortgage world, we often go head-to-head, fighting hard for deals and working tirelessly to serve our clients. But let’s not forget that we are a community. We’re more than competitors; we’re humans, bound by shared experiences. Here at Breakfast Club, we have something special. For 30 minutes each day, we come together from all corners of the country, representing different companies, and we set aside competition for collaboration. We lean on each other, learn from each other, and lift each other up.

It’s easy to get caught up in the daily grind—chasing leads, closing deals, and striving to grow our business. But days like this remind us of the bigger picture. Life isn’t just about hitting numbers or winning the next contract. It’s about the relationships we build, the impact we make, and the way we treat each other along the way. When we extend a hand in empathy, we create connections that go far beyond business. We lift each other up not just as professionals, but as people, and that’s what truly makes a difference.

So today, let’s take a step back and remember to be grateful for what we have. Whether it’s our health, our families, or even just having the power on—it’s all worth appreciating. And let’s not forget to send our thoughts, prayers, and support to those who are facing the storm, both literally and figuratively. When we embrace empathy and gratitude, we not only uplift others, but we also find a deeper sense of fulfillment in our own journey. Let’s carry that mindset with us today, and every day.

Today, I want to share an inspiring story from a recent episode of The Loan Officer Leadership Podcast hosted by Steve Kyles, where he interviewed RK Glover, a mortgage professional who graduated from Steve’s boot camp. RK’s story is one of resilience, growth, and personal discovery.

After relocating to a new city to open a mortgage shop, RK and his wife received devastating news: their daughter was diagnosed with cancer. Despite this overwhelming challenge, RK stayed focused, and 12 weeks later, he had 8 loans in the pipeline, totaling $3 million in volume. It’s an incredible testament to his determination and the power of mindset.

In the podcast, RK shares four key takeaways from his boot camp experience, and two of them really stood out to me.

First, RK learned to apply the FROG method—family, recreation, occupation, and goals—not just with real estate agents, but with everyone he meets. It helped him form deeper, more genuine connections by focusing on what truly matters in the lives of others. This approach transforms conversations into meaningful relationships.

Second, RK came to a powerful realization: not everyone is going to be in your tribe, and that’s okay. He understood that while he might speak with 20 agents, only 4 might truly connect with him, and that’s enough. He gave himself permission to be himself, knowing that like-minded people will naturally gravitate toward him. This is such a vital lesson, especially in our industry where we often feel the need to appeal to everyone.

RK’s journey is a reminder that authenticity is your greatest strength. When you embrace who you are and focus on building real connections, success will follow.

I encourage you to check out RK’s full story on Steve’s podcast here, and if you’re looking for a transformative experience in your business, consider joining one of Steve’s boot camps. You never know what breakthroughs await you.

Stay true to yourself, and the right people—and opportunities—will come.

When we think of successful people, we often imagine trailblazers—visionaries creating entirely new paths and disrupting the status quo. But the truth is, even the most successful people are often imitating others in one way or another. While they may add their personal twist, they typically follow the blueprint laid down by those who’ve come before them. It’s not about reinventing the wheel every time, but about learning from the best and adapting those lessons to our own journey. The same is true in the mortgage business.

There’s a famous quote by Pablo Picasso: “Good artists copy, great artists steal.” Now, before you get the wrong idea, Picasso wasn’t advocating plagiarism; he was pointing out that the most successful people don’t shy away from taking what works and making it their own. They recognize greatness and pull from it. This is why being part of a community like Loan Officer Breakfast Club (LOBC) and Mortgage Marketing Animals is such a game-changer. You’re constantly surrounded by people who are doing great things, and, more importantly, who are willing to share the strategies that made them successful.

Consider this: Steve Jobs, one of the greatest innovators of our time, openly admitted to borrowing ideas from others. He once said, “I have been shameless about stealing great ideas.” Jobs studied and imitated what worked in the industry, adding his own spin to make Apple one of the most iconic companies in history. The key is knowing who to imitate and how to do it in a way that suits your goals.

At LOBC, we’re in the business of making you better by surrounding you with winners—people whose success you can model. This isn’t about copying every single move they make. It’s about adopting the systems, routines, and habits that have proven to work, and then personalizing them to fit your unique approach. The power of community is that we learn from each other, and in this business, there’s no faster way to grow than by following the lead of those already crushing it.

When you imitate successful people, you’re tapping into a shortcut to growth. It’s not a crutch; it’s a strategy. You save yourself time and energy by avoiding common pitfalls and benefiting from the trial and error that others have already endured. The LOBC environment is rich with strategies that work. Every morning, we’re surrounded by professionals who are making deals, expanding their networks, and building businesses. Why wouldn’t you imitate what they’re doing?

It’s tempting to think we have to be 100% original to succeed, but the truth is, originality often comes from adapting and improving what’s already working. By learning from others and imitating their successes, you give yourself the best chance at creating your own version of success. That’s why membership in Mortgage Marketing Animals pays off—it provides a direct connection to proven methods that get results. You don’t have to reinvent the wheel to build a successful business, you just need to know whose wheel to imitate.

So today, take a moment to reflect: who are you imitating? And more importantly, are they worth imitating? If you’re part of this group, the answer is a resounding yes. Let’s get to work.

Quote of the Day: “If I have seen further, it is by standing on the shoulders of giants.” — Isaac Newton

Imitate the imitators, and you’ll become the one worth imitating.

“The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it.” – Michelangelo

Let’s talk about goals—more specifically, the ones we set for ourselves. Too often, we aim low because it feels safe. Hitting smaller goals gives us that instant boost of achievement, but there’s a hidden danger in that. Michelangelo’s quote reminds us that aiming too low means we risk settling for less than our true potential. We reach the goal, but we miss out on something bigger.

What if we flipped the script and aimed higher? Set goals that stretch us, challenge us, and even make us a little uncomfortable. So many loan officers set “realistic” targets because it feels less risky. But here’s the truth: when you only reach for what you know you can achieve, you limit your growth. You’re leaving untapped potential on the table, and in this business, that’s a huge missed opportunity.

You are worthy of aiming higher. It’s not just about picking a number that feels good; it’s about understanding that you’re capable of achieving it. The Daily Success Plan gives you the roadmap. Whether it’s reaching out to more referral partners, following up with past clients, or building stronger connections, the DSP is designed to help you reach any goal—as long as you’re willing to put in the work.

It’s okay to set a big goal, break it down, and map out exactly what needs to happen to get there. In fact, it’s necessary if you want to grow. If you’re aiming for five loans a month, why not aim for ten? If you’re closing 20 loans a month, why not shoot for 30? The bigger goals will force you to step outside of your comfort zone and take massive action.

The biggest danger isn’t failing; it’s setting the bar too low and thinking that’s all you’re capable of. Today, give yourself permission to aim high. Set a goal that excites you and scares you a little. Then, lean into the Daily Success Plan, follow the process, and watch what happens when you challenge your limits.

The truth is, you’re capable of so much more. Don’t settle. Aim high, and let’s crush those bigger goals together!

Let’s make it happen today!

Every morning, I wake up with a sense of anticipation, knowing that something is going to happen. I don’t know exactly what it will be, but I’m wildly optimistic because I understand that when I stay engaged with the plan – the Daily Success Plan – things always happen. When I stick to the plan, success is not a question of “if,” but “when.” Today could be that day for you.

It’s simple math: the more I move, the more I see results. The more calls I make, the more appointments I set. The more meetings I have, the more relationships I build. The more I engage, the more leads I generate. It’s all about momentum, and the secret to momentum is action. If I’m in constant motion, I’m constantly creating opportunities. And when opportunities come, success is close behind.

Here’s the beautiful thing: this applies to every single person on this call. Right now, you have the power to make today a game-changer. There’s no secret formula other than being engaged. When you lean in, something will happen. Maybe it’s a new connection, a fresh opportunity, or even an unexpected breakthrough. But the key is to keep pushing forward, because every step you take builds momentum.

What I love about this business is that every call, every appointment, every meeting plants a seed. Not every seed will sprout today, but over time, with consistency and effort, those seeds will grow into results. The more we plant, the more we harvest.

Let me remind you of this: the more engaged you are, the more exciting things will happen. Today could be the day that you receive that referral you’ve been waiting for. Today could be the day a lead turns into a long-term client. Today could be the day you establish a relationship that transforms your business. And the best part? You are in control of how much happens by how engaged you are.

This isn’t just about being busy; it’s about being purposeful with your actions. It’s about knowing that when you follow the plan, when you stay focused on making those calls, setting those meetings, and nurturing those relationships, things will happen. Success isn’t a mystery; it’s a result of the actions you take.

So, as you move through today, be wildly optimistic. Know that something is going to happen. Feel that excitement, because when you stay engaged and follow the plan, you’re creating a day full of opportunities. Embrace the momentum, take action, and watch as something great unfolds today.

Get out there and make it happen!

Let’s take a moment to reflect on a powerful verse from 1 Peter 1:12a: “Therefore I will be ready always to remind you concerning these things, even though you know them…” This verse hits home for us here at Loan Officer Breakfast Club, because that’s exactly what we do each day—remind one another of the things we already know, the activities we know work, and why it’s so important to stay the course.

Most of us at Loan Officer Breakfast Club are already familiar with the Mortgage Marketing Animals Daily Success Plan. It’s a proven system that breaks down exactly what we need to do each day to succeed—making outbound calls, following up with leads, reaching out to referral partners, and staying connected with past clients. But at the heart of it all, the Daily Success Plan is focused on asking for the business and asking for referrals. Every outbound call, every follow-up, and every connection we make sets us up for that crucial moment where we confidently ask for the business.

As Carl White always reminds us, “He who makes the most offers wins.” This simple but powerful statement reinforces the idea that asking for the business is what leads to success. The more offers you make, the more business you’ll close. Whether you’re calling a new lead, touching base with a referral partner, or following up with a past client, every interaction is an opportunity to make an offer and ask for the business.

We don’t need to reinvent the wheel. We know that the Daily Success Plan is the roadmap to success in this business. It’s all about executing the plan every day, staying consistent, and using each interaction as an opportunity to ask for the business. Whether you’re asking for new clients or referrals, that simple step is the one that drives results.

This is why Loan Officer Breakfast Club exists. We’re not here to throw out new ideas or chase the latest trend. We’re here to keep you focused, motivated, and on track. We’re here to remind you of the prospecting activities that drive results, even when it feels repetitive. Because, at the end of the day, it’s the simple things—consistent outreach, maintaining relationships, asking for the business, and making those follow-up calls—that separate successful loan officers from those who get stuck.

It’s easy to get distracted by the constant noise in our industry. There are always new tools, apps, and strategies being promoted that promise faster, easier ways to build business. But the truth is, all that noise can pull you off course. It can lead to analysis paralysis, where you’re spending more time chasing the next big idea than you are doing the work that truly matters. We’re here to remind you not to get caught up in that trap. Focus on the activities that matter and always ask for the business.

One of the most powerful aspects of Breakfast Club is the chance to hear from loan officers who are winning by doing the basics. When we feature those who are seeing success, it’s a reminder that sticking with the fundamentals really works. It reinforces the fact that the proven strategies—consistent prospecting, building relationships, asking for the business, and staying disciplined—are what will get you where you want to go.

That’s why we encourage you to join us every day. Come back for your daily reminder. Keep yourself grounded in what works. And if you’re looking for more support, consider joining Mortgage Marketing Animals, where you’ll get even more reminders and insights on how to stay the course and avoid distractions.

Remember, success in this business isn’t about chasing new ideas every day. It’s about staying consistent with what works, day after day. We’re here to remind you of that, to keep you focused, and to help you stay on track. So, let’s stick with the plan, stay focused, keep asking for the business, and keep moving forward—because we all know what works, and we’re here to make sure we don’t lose sight of it.

One of the habits that has been a cornerstone for me is waking up early and spending time in quiet reflection. It’s something I’ve always done naturally, but over the years, I’ve come to realize that many successful people make this a regular part of their day as well. Now, I’m not claiming to be the most successful person out there, but I’ve been fortunate to know and work alongside some people who are. One of those people is Carl White. He’s said on several occasions, “All we do is think and write.” That phrase really resonates with me because I’ve found that quiet moments, especially in the early morning, are where the best ideas come to life.

For me, these quiet moments of reflection are where I’ve re-invented myself multiple times in my career. I can directly trace some of my biggest decisions and life changes back to sitting in silence and thinking. A prime example of this is the decision that led me to where I am now, with the Loan Officer Breakfast Club. It was early one morning, and I was reflecting on my career. I had this feeling that it was time for a change. That led me to make a bold move—I decided to leave the National Real Estate Post and make a call to my friend Carl. After some more quiet thinking, that call turned into a partnership. And here we are, three and a half years later, doing things I could never have imagined back then. That journey, all the way from that moment of early morning reflection to where I am now, started in silence—just thinking.

But it’s not always about big, life-changing decisions. Most of the time, it’s about working through smaller, day-to-day challenges. Whether it’s business strategy, personal goals, or even just finding clarity on an issue that’s been hanging over my head, the early morning quiet is when I do my best thinking. When there’s no noise or distraction, I can get down to the root of things. It’s not something I can do in the middle of the workday. Between calls, meetings, and the daily hustle, there’s no space for deep, critical thinking. For me, it has to be in absolute silence.

And I’m not alone in this practice. Some of the world’s most successful people have built time for quiet thinking into their routines. Take Warren Buffett, for example. He’s known for spending a good part of his day just sitting and thinking. In fact, he once said, “I insist on a lot of time being spent, almost every day, to just sit and think. That’s very uncommon in American business. I read and think. So I do more reading and thinking, and make less impulse decisions than most people in business. I do it because I like this kind of life.” That’s a powerful statement from one of the most successful investors of our time. Buffett attributes his success to the time he spends thinking, rather than constantly doing.

Then there’s Bill Gates, who takes it even further with his famous “think weeks.” Gates isolates himself for an entire week, twice a year, to do nothing but read, think, and plan. These weeks are when he’s come up with some of his most important innovations and decisions. Gates understands, just like Buffett, that being busy doesn’t necessarily mean being productive. The most valuable insights come from stillness and reflection, not from constant motion.

I believe there’s something deeply healthy and transformative about setting aside quiet time to think. It doesn’t always have to result in a major business decision or a career shift. Sometimes, it’s simply about clearing your mind, solving a small problem, or coming up with a fresh perspective on something you’ve been struggling with. That space for quiet reflection is where I feel the most centered, and I’m willing to bet it’s the same for others.

So, if quiet reflection isn’t something that comes naturally to you, I’d encourage you to make the effort to incorporate it into your daily routine. Start small—maybe just 10 minutes each morning—and see what comes from it. I can almost guarantee that you’ll notice a difference in how you approach decisions and challenges, both in business and in life. Great things can come from sitting in silence and just thinking about it.

As we officially head into the final quarter of 2024, it’s time to get serious about Q4 strategy. Historically, this quarter is often the slowest in the mortgage and real estate industries due to a combination of factors: major holidays like Thanksgiving and Christmas, colder weather in many parts of the country, and a general slowdown in consumer activity. People tend to hunker down, stay indoors, and put off big decisions until after the new year. However, as mortgage professionals, we can’t afford to take our foot off the gas.

This year, we might be looking at a silver lining in the form of potentially favorable interest rates. If rates do indeed start to drop or stabilize, we have an opportunity to capture some refinance business. In particular, cash-out refinances and debt consolidation loans could be key products to focus on as people prepare for holiday spending and look for ways to manage their personal finances. Let’s talk about how we can make the most of Q4 despite its typical challenges.

The Challenges of Q4

Before we dive into strategy, let’s acknowledge the specific obstacles this quarter presents:

1. Holiday Distractions: Thanksgiving and Christmas tend to shift people’s focus away from major financial decisions. People are busy with travel, family, and celebrations.
2. Seasonal Weather: In many parts of the country, colder weather and snow can make moving or house hunting less appealing. This slows down the real estate market, which in turn affects mortgage applications.
3. General Slowdown: People naturally defer big decisions to “next year,” waiting for a fresh start in January rather than taking action during the last few months of the year.

Key Questions to Drive the Conversation

• How are you planning to keep your pipeline active despite the seasonal slowdown?
• What strategies have worked for you in past Q4s?
• How do you plan to adjust your marketing or outreach efforts as we move into the holiday season?
• Are you already seeing signs of interest in debt consolidation or cash-out refinances from your client base?

These are the types of questions that can help spark an open conversation and get us thinking about creative solutions to keep business flowing.

Strategic Suggestions for Q4 Success

1. Focus on Refinances: With the possibility of interest rates working in our favor, now is the time to reach out to past clients who could benefit from a refinance. A simple rate drop could lower their monthly payments, while a cash-out refinance could help them manage holiday expenses or consolidate high-interest debt. Make sure your database is updated, and start targeting those clients who may benefit the most.
2. Debt Consolidation as a Key Product: With consumer debt levels remaining high, many people could use a fresh financial start before the holidays. Promoting debt consolidation as a solution not only benefits your clients but could also generate new business. Highlight the long-term savings a debt consolidation loan can offer, especially for clients with multiple credit cards or personal loans.
3. Maintain Consistent Outreach: Just because it’s Q4 doesn’t mean you should ease up on your marketing efforts. In fact, this is the time to double down on outreach. Email campaigns, targeted social media ads, and personalized check-ins can go a long way in reminding clients that opportunities still exist in this market. Consistency is key.
4. Leverage Holiday Themes in Marketing: Don’t be afraid to incorporate the holiday season into your marketing messages. Use Thanksgiving and Christmas as opportunities to express gratitude to your clients and remind them of the financial benefits of refinancing or consolidating debt. Position yourself as a partner who can help them finish the year strong and start 2025 on solid financial footing.
5. Plan for Q1: While focusing on closing deals in Q4 is essential, this is also a time to plant seeds for Q1 success. Build relationships, offer value, and keep your clients informed about what’s happening in the market. This will set you up for a strong start once the new year arrives.

Keep the Conversation Going

Q4 doesn’t have to be a quiet time in your business. By focusing on refinance opportunities, debt consolidation, and consistent marketing, we can overcome the challenges of the season. So, what are you doing to make the most of this final quarter? How can we help each other succeed during this traditionally slow period? Let’s share our ideas and strategies to make sure Q4 2024 is one of our strongest yet.

We’ve all been there. You’re on one of our LOBC live Zoom calls, and the energy is electric. Our members are sharing their wins, celebrating closing 10, 15, or even 20 loans in a single month. It’s inspiring, but for some, that same celebration might stir up feelings of self-doubt. You might be sitting there thinking, “What am I doing wrong?” or “Why am I not getting those kinds of results?” It’s easy to feel like you’re falling behind, but I want to remind you of something important: the people achieving these big wins were in the same boat not too long ago.

The success you’re hearing about is not magic. Those loan officers didn’t just wake up one day with a full pipeline or a magic touch that suddenly got them there. They’re regular people—just like you. They weren’t always where they are now. They didn’t start with all the answers, but what they did have was a system, and they worked it faithfully. They followed a plan: The Daily Success Plan (DSP).

And here’s the key point: they are still working that plan today. It’s not about being lucky, having special connections, or being a genius. It’s about consistency. It’s about having the discipline to show up every day and execute, even when it feels like nothing is happening. The DSP is your roadmap to achieving the exact same results.

If you’re feeling down or frustrated when you hear others’ successes, I get it. But don’t let that frustration paralyze you. Instead, let it motivate you. Let it serve as proof that it can be done, and more importantly, it can be done by you. The originators you’re hearing about were once watching others share their wins, too. But they made the decision to trust the process, learn the system, and stay committed to it. Now it’s their turn to shine. Your turn is coming.

What’s standing between you and those same results isn’t talent or luck. It’s commitment. It’s plugging into Mortgage Marketing Animals, mastering the DSP, and showing up to Call Stars. When you join in and follow the plan—really work it, not just dabble in it—you’re going to see results. You’ll be the one sharing your wins and inspiring others.

Success doesn’t happen overnight, but it does happen over time. It’s about showing up every day, doing the right activities, and trusting the process. If you’re listening to these stories of success and feeling like it’s out of reach, it’s not. Everything you’re hearing is within your grasp—but you have to take action. Stick to the plan, be disciplined, and stay faithful to the process. Before you know it, you’ll be the one everyone is cheering for on the next Zoom call.

High tides lift all ships. Get on board, and let the plan carry you to the top.

There are many sales jobs out there, but few can compare to the role of a loan officer. In this world of mortgages, it takes someone special, someone unique, to rise to the top and succeed. You see, being a loan officer isn’t just about numbers on a page or percentages in a spreadsheet. No, it’s about the constant, unrelenting pursuit of possibility. To be a great loan officer, you must have more than just the ability to sell; you need a mind that moves like water—adaptable, creative, analytical, and always sharp.

A loan officer stands at the intersection of dreams and reality, where they help people navigate one of the most significant financial decisions of their lives. This profession demands more than any ordinary salesperson could handle. It requires an intense ability to think deep and wide, to understand a client’s unique situation, and to craft solutions from a tangled web of numbers, documents, and regulatory requirements. At any moment, a file can shift, sometimes with the force of an earthquake, sending tremors through every stage of the process—from origination to closing. But the loan officer doesn’t flinch. They steady themselves, keeping everything from derailing, knowing that their job is not just to process paperwork but to make the impossible, possible.

The truth is, a great loan officer must wear many hats. Problem-solving becomes second nature, almost instinctual. Whether it’s figuring out a complex income structure, troubleshooting credit issues, or navigating an underwriter’s demands, they can see both the forest and the trees. They manage the broad scope of a deal while never losing sight of the minute details that could make or break it. And they must do all this while being prepared for the unexpected. Any problem could arise—often when it’s least convenient. But still, they press forward, solving one issue after another, juggling files, deadlines, and relationships with ease.

At the heart of this profession lies something deeper: an unshakable desire to win. The best loan officers have this fire inside them. It’s not about ego; it’s about the thrill of the chase, the challenge of finding a way when others can’t. They don’t shy away from competition. In fact, they thrive on it. They’ll fight for a deal until the very end, even if every twist and turn along the way tests their patience and resolve. They’ll push through the frustration because they know that, on the other side, victory awaits—not just for them but for their clients, who are counting on them to succeed.

But let’s not forget what truly sets a great loan officer apart. Yes, they can sell. Yes, they can solve complex problems. Yes, they are relentless in their pursuit of success. But none of that matters without relationships. To be a successful loan officer means you must find people, build connections, and nurture them over time. It’s the trust you cultivate with real estate agents, clients, title companies, and underwriters that allows you to move mountains. Without these relationships, even the most skilled LO would find themselves adrift. Relationships are the lifeblood of this business, and maintaining them requires just as much effort, care, and strategy as closing the deals themselves.

And so, to be a loan officer is to be part of something extraordinary. Not everyone can do it. Not everyone is built for the pressure, the constant balancing act, or the daily grind that this job demands. It takes a special kind of person to wake up every morning, ready to tackle the unknown, to solve the unsolvable, to win against the odds.

It’s something to be proud of.

You, as a loan officer, stand in a category of your own. You are more than just a salesperson. You are a problem-solver, a relationship builder, a fighter, and a closer. You’re part of a profession that demands everything from you, every day. And you rise to the challenge, time and time again.

So, stand tall. Be proud. Because what you do isn’t easy. It’s not for everyone. It’s for the few, the relentless, the ones who know that success doesn’t just happen—it’s made. You make it, every single day.