In the News

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.

When we first start working on the Daily Success Plan, it can feel like a grind. There’s a lot of effort that goes into picking up the phone, dialing, and facing the uncertainty of the other end of the call. Many of us suffer from call reluctance, which only makes it feel more like a grind. We hesitate, we second-guess ourselves, and the fear of rejection creeps in. That reluctance can make even the simplest of tasks seem overwhelming.

But here’s the key: we keep doing it. Why? Because we believe in the plan. We trust that this system works, even if it feels uncomfortable at first. We push through those initial stages, not because it’s easy but because we know it’s worth it. It’s all about faith in the process and the results that will come if we stick with it. The grind may feel heavy, but it’s laying the foundation for something greater.

After a few weeks, something starts to change. The grind isn’t as exhausting as it used to be. It’s not that the calls are magically easier, but they begin to feel like part of a routine. You no longer dread sitting down to make those calls; it’s just something you do. It becomes more predictable. The reluctance that once held you back starts to fade, replaced by a sense of normalcy. This is the tipping point where you’re shifting from a grind to a groove.

A couple of months into consistently working the Daily Success Plan, something even more powerful happens. It’s no longer a task—it’s a groove. You don’t feel complete unless you’ve made your calls. There’s a sense that something is missing when you skip a day. It becomes part of your DNA as a loan officer. The act of making calls is no longer about overcoming reluctance; it’s about riding the wave of momentum. The calls aren’t just part of the job anymore—they are part of you.

Now, it’s your jam. You look forward to those calls. You start thinking, “Who am I going to help today?” rather than, “Who might reject me?” The mindset has shifted. You see the value, the results, and the impact. This is where the real transformation happens—from grinding it out to grooving through your day with confidence and excitement.

Once you reach this point, there’s no stopping you. It’s more than a task. It’s more than a habit. It’s a lifestyle. It’s your new groove.

We all need to get to this point, where the reluctance fades, the grind dissolves, and the groove takes over. That’s where we find the success that sticks. Keep pushing forward, trust the plan, and you’ll find yourself in that groove before you know it. And once you do, the sky’s the limit.

Today is Tuesday, which means it’s time to reach out to our active pipeline. Now, I know we’re calling to give updates, but let’s not forget—the update is just the trojan horse. The real purpose of these calls is to ask for the business.

Every transaction gives us the chance to connect with multiple people—the borrowers, the selling agent, the listing agent, the title or closing agent, and even the insurance agent. That’s up to six contacts per deal that we can keep in the loop. But here’s where we really make an impact: we don’t wait until the end of a deal to ask for referrals. We do it now—right in the middle of the transaction, when everyone’s engaged and talking to their networks.

Let’s talk about listing agents for a minute. Most loan officers completely ignore them, but they can be a huge source of future business. The truth is, they rarely hear from us. When you take the time to call a listing agent every Tuesday, give them a quick update, and offer your support, you can wow them. This simple action goes a long way in starting to build a real relationship with them.

And here’s why that’s more important than ever: with the recent NAR lawsuit and shifts in commission structures, more and more buyers are going directly to the listing agent. Many are worried about paying a buyer’s agent commission out of their pocket, even if it’s usually not the case. This makes listing agents an even bigger source of buyer leads right now.

So, when we make our calls today, don’t just give an update and move on. Engage with everyone on that list—especially the listing agents. Ask for their business. See how you can help. Build that relationship now, during the transaction, when the momentum is high.

This is your moment to set yourself apart from the competition. Let’s make it count today!

Every morning when you show up at the Loan Officer Breakfast Club (LOBC), you’re setting yourself up for success. You already know this is the right place to be because of the energy, the community, and the positivity we share together. There’s a reason why you keep coming back – because this is where good vibes thrive, and those good vibes lead to great results.

At LOBC, we kick off the day focused on what matters: positivity, growth, and success. You’re not just here to listen; you’re here to take part in something bigger. Every single one of us shows up ready to learn, improve, and share the energy that keeps us moving forward. You feel it the moment you log on: you’re in the right place, surrounded by people who want the same thing as you—to grow their business, hit their goals, and do it all with the support of a positive community.

Let’s face it, being a loan officer can be challenging. But when you’re surrounded by people who are succeeding, who share best practices, and who keep the vibe upbeat, it makes all the difference. When you leave a LOBC session, you don’t just walk away with tips or ideas – you walk away with a mindset shift. You’ve got more energy, more drive, and more clarity on what to do next. You leave knowing that these good vibes are going to fuel some good times ahead.

And it doesn’t stop here. LOBC is the launchpad, but the journey continues when you apply what you hear, when you take action, and when you connect even deeper with the community. Have you joined us in Mortgage Marketing Animals or participated in Call Stars? That’s where you see the magic really come to life. You get accountability, encouragement, and a constant source of motivation. The good vibes multiply, and before you know it, you’re not just being encouraged—you’re the one encouraging others, helping to lift others up in the same way you were when you first joined.

The formula is simple: surround yourself with positivity, take consistent action, and the results will follow. LOBC is where we reinforce this truth every single day. You’re already here because you know the power of starting the day with the right mindset. These mornings help you build great habits, hear amazing success stories, and take on each day with a renewed sense of purpose.

So, let this serve as a reminder: good vibes lead to good times. Keep coming back, keep pushing yourself, and stay connected to the people who help you grow. The sky truly is the limit. When we share the same energy and push each other to new heights, the good times are inevitable. So let’s keep the good vibes going and watch how they fuel our success. The more you engage, the more those good times will roll in!

Happy Friday, everyone! Today’s message is all about leveraging what we’ve got. As loan officers, we often get so caught up in the hustle of prospecting calls Monday through Thursday that by the time Friday rolls around, it’s easy to just push through the day without really reflecting. But Fridays are perfect for evaluating and fine-tuning our operations.

Many of us have staff, tools, and technology at our fingertips, yet these resources are often underutilized. Ask yourself: Are you leveraging your team’s full potential? Is the technology you’ve invested in actually streamlining your business, or is it sitting idle? These are important questions to consider as we shift into “working on the business” mode.

Fridays, with a bit more breathing room, are the ideal time to assess where friction points exist in your processes. Maybe it’s in how leads are being managed, or perhaps the follow-up systems aren’t as efficient as they could be. It could be something as simple as under-automating your email campaigns or not fully utilizing your CRM. Whatever it is, now’s the time to step back and put some mental elbow grease into it.

Think about where your time gets bogged down. Is it in redundant tasks that could be delegated to a team member or automated with technology? Could you be leveraging your assistants more effectively? Could your database be mined more thoroughly for potential opportunities? These are the questions that can transform your Friday from just another workday to a launchpad for smoother operations next week.

If your Fridays don’t yet look like this—if they’re just a spillover of the week’s chaos—then maybe today’s the day to rethink that. Carve out space for this kind of strategic work. Block off an hour, take a deep breath, and really evaluate how you can make things smoother and more productive.

Here are a few tips for where to start:
1. Evaluate your technology stack – Are you getting the most out of your CRM, marketing platforms, and automated systems?
2. Assess team roles – Is everyone operating at full capacity, or are there tasks you’re still handling that could be delegated?
3. Review your workflows – Are there steps in your process that create unnecessary friction? How can you streamline?

Today’s a great day to make sure you’re leveraging everything you’ve got to its fullest potential. Let’s get to it!

Happy Thursday, everyone! Today, we focus on calling our pre-approved clients who are actively looking for a home. Thursday is the perfect day to check in with them, and there are a few key reasons why we make these calls.

First, we want to keep our clients encouraged. Buying a home in today’s market can be stressful, and it often takes time to find the perfect property. By checking in with them every week, we remind them that the right home is out there and to keep looking. That encouragement can be the difference between a motivated buyer and one who gives up. As professionals, we need to stay positive for our clients and reassure them that they’re on the right path.

Second, we uplift our realtor partner. That relationship is critical! By staying in touch with the clients referred to us, we reinforce the trust our real estate agents have in us. We also ensure that the agent knows we’re working hard to keep things moving. That’s a win-win for everyone. A strong partnership means more referrals in the future.

Third, things can change quickly in the market. Interest rates could shift, or the client’s situation might change. When we call, we offer to run new numbers if needed, which can help reassure the client that they’re still in the best position financially. This shows we’re on top of things and proactive in ensuring they have the most accurate information.

But there’s another very important reason why we reach out to our pre-approved clients weekly—referrals. It’s easy to forget that when someone is in the process of buying a home, they’re telling everyone in their life about it! Friends, family, coworkers, people at church—you name it. And when they share their story, conversations start. And guess what? In those conversations, someone they know may also be looking to buy, sell, or refinance. That’s where we come in.

If we don’t remind our clients that we’re looking for referrals, they’re not going to automatically think about it. They don’t know how our business works unless we tell them. So, every time we call, we need to remind them, “Hey, if you come across any friends, family, or coworkers who might be looking to buy, sell, or refinance, can I count on you to connect me with them?” It’s that simple.

If we’re not doing this, we’re being wildly irresponsible as salespeople. We’re missing opportunities that are right in front of us. These clients are already in conversations about real estate, and if we’re top-of-mind, they can bring us into those conversations. If we’re not, we risk losing that connection.

So, let’s make sure we’re consistent with these Thursday calls. Keep the clients encouraged, uplift our realtor partners, offer to crunch new numbers, and—most importantly—ask for referrals. This is how we protect our business and make sure we’re maximizing every opportunity.

Let’s get to work!

Good morning, everyone! Let’s kick things off today with a friendly reminder: Gosh darn it, people like you! And that’s exactly why today’s focus is on one of the easiest and most impactful calls you can make—your past client database calls.

These aren’t cold calls, and there’s no reason to feel nervous. Why? Because your past clients already know you, they already trust you, and they’ll be happy to hear from you. This is a simple, three-part call that will not only leave your clients feeling appreciated but can also open the door to new business.

Here’s how it goes:

Step one: Express gratitude. Start by thanking them for doing business with you in the past. It’s genuine, it’s kind, and it’s always well-received.

Step two: Check in. Ask how they’re doing. It’s not about business right off the bat—it’s about making that human connection. How’s their home? How’s life? Small talk that builds rapport and keeps the conversation light.

Step three: And here’s the magic. As you wrap up, say, “Before I let you go, if you come across any friends, family, or coworkers who might be looking to buy, sell, or refinance, can I count on you to connect me to them?” This is key. You’re not just asking for their business—you’re positioning yourself as a resource for the people they know.

This call is so powerful because while the client themselves might not need your services right now, they almost certainly know someone who does. Whether it’s a friend looking to buy their first home, a coworker needing a cash-out refinance, or a family member consolidating debt, your past clients can open doors for you that you might never have imagined.

And the best part? It’s an easy call to make. Gratitude, a little small talk, and a quick ask before you say goodbye. Gosh darn it, people like you, and they’ll be happy to help you out if you simply ask.

So go make those calls today. Trust me, you’re going to get a great response!

Let’s take a moment to talk about something we do almost every day on the Loan Officer Breakfast Club—we ask participants to “share some wins.” There’s a powerful reason behind this, and it’s not just about celebrating successes. It’s about showing, day in and day out, that getting great results is possible, even in what many consider a “tough market.”

Why Wins?
Every day, loan officers from all over share their wins with the group. Why is this so important? Because when you hear from others who are in the same position as you—facing the same market, the same challenges—it hits home. It’s not just about listening to coaches or experts talk about what you should do. It’s about hearing real stories from your peers, the people working right alongside you in the field, making things happen.

These aren’t hypothetical victories. These are everyday loan officers, just like you, following the Daily Success Plan and seeing results. When they share how they booked new appointments or closed another deal, it’s not just talk. It’s proof that the plan works. It shows that success is real and achievable, even in today’s market.

It’s Proof, Not Just Theory
Listening to a coach tell you to “do this” or “try that” is valuable, no doubt. But when you hear a fellow loan officer sharing their success story—someone who was facing the same rates, the same challenges—it makes it real. It’s no longer just advice; it’s a proven path.

When you hear a loan officer say, “I followed the plan, and here’s what happened,” it gives you confidence that the plan isn’t just theory. It’s working for them, and it can work for you too. Every win that’s shared is a reminder that the market might be challenging, but the opportunity for success is still very real.

Why Now?
If you’re tuning into the zoom calls but haven’t joined Mortgage Marketing Animals yet, the question you should be asking yourself is—why wait? Those wins that are being shared every day aren’t happening by chance. They’re the direct result of people working the Daily Success Plan and committing to action.

The longer you sit on the sidelines, the more wins you watch go by. If you’re serious about growing your business, now’s the time to take that step. The wins aren’t going to slow down, and the market isn’t going to wait for you to get ready. The sooner you jump in, the sooner you can start seeing those same results for yourself.

The Real Impact
Sharing wins is more than just celebrating success. It’s about showing that the path to winning is real, and it’s working for loan officers just like you. It’s not theory—it’s reality. And that’s why we do it. We want you to see for yourself that following the plan leads to results.

So the next time you hear someone share their win on the call, remember: that could be you. The opportunity is there, but you’ve got to take action. If you haven’t joined Mortgage Marketing Animals yet, now’s the time. Don’t let another day go by without giving yourself the chance to share your own wins.

Welcome to Monday, everyone! Every week, we get a fresh start. It’s another chance to sharpen our skills and grow as loan officers. The calls we make Monday through Thursday are more than just tasks—they’re opportunities to build relationships, refine our strategies, and generate more business.

Monday: Real Estate Partner Calls

Mondays are all about connecting with our real estate partners. Whether it’s scheduling an appointment with someone new or following up with an agent you’ve already met, today’s calls are crucial for building and maintaining those valuable relationships. Use this time to make a great impression, offer value, and, most importantly, ask for business. Every conversation is a step toward growing your referral base.

Tuesday: Active File Updates

Tuesdays are dedicated to the deals already in motion. Calling everyone in your active files—borrowers, co-borrowers, agents, even the closing officer or insurance agent—helps you stay on top of each deal and builds trust. Make sure they know where things stand and then ask, “Do you know anyone else who could use my help?” It’s an efficient way to both manage your pipeline and generate referrals.

Wednesday: Past Client and Sphere of Influence Calls

Wednesdays are for reconnecting with your past clients and people in your sphere. These calls aren’t just a way to stay top of mind—they’re a way to remind people you’re still there to help. Whether it’s a simple “I was thinking about you” or a gentle reminder that you’re available for referrals, these conversations keep your network strong and engaged.

Thursday: Pre-Approved and Looking Calls

Thursday is all about checking in with your pre-approved clients who are still looking for their home. These borrowers may not be in contract yet, but staying in touch keeps them motivated and confident in their decision. While you’re at it, reach out to the realtor who referred them and strengthen that relationship. Don’t forget to ask both for referrals—it’s a perfect opportunity.

Closing Thoughts: Consistency Breeds Success

At the end of the day, success in this business comes down to consistency. Every call we make, every relationship we build, every referral we ask for—it all adds up. This week is a fresh chance to double down on the basics, fine-tune our approach, and push ourselves toward bigger goals. Let’s make each call count, keep our focus sharp, and go after the business that’s out there waiting for us!

I had a powerful moment of reflection during a casual Zoom meeting with my team recently. One of our team members shared an experience that really resonated with me, and I think it offers a valuable lesson for all of us. She was talking about her journey through a call reluctance class led by Kevin Gillespie, and during the meeting, she got vulnerable, opening up about some deep personal discoveries she’s been making.

She shared how she’s been uncovering some internal barriers—emotional challenges that she believes have been holding her back in both her personal and professional life. These are the kinds of realizations that can be tough to confront, but what impressed me the most was her resilience. Despite the intense emotional work she’s doing on the inside, she hasn’t let it stop her from doing the work that needs to get done on the outside.

She’s been digging up some pretty powerful and emotional stuff, but she hasn’t let it derail her. In fact, she’s been more committed than ever to sticking with her plan and doing the activities that drive success. This kind of commitment shows that she understands a key principle: even when we’re doing the hard, internal work, we can’t let it prevent us from continuing to push forward in our business.

Working on the Inside

When we talk about working from the inside out, we’re talking about taking the time to look inward, identifying the things that might be holding us back, and addressing those issues head-on. It’s not easy. In fact, it’s some of the hardest work we can do. Our team member’s openness about her journey reminded me that we all have areas where we can improve, and sometimes those areas are more personal than professional.

It takes courage to dig deep and explore those internal challenges—whether it’s fear of failure, lack of confidence, or unresolved personal issues. But it’s the only way to grow, not just as a mortgage originator, but as a person.

But Don’t Stop the Work

The most important takeaway from her story is this: She didn’t stop. Even as she was doing this tough, emotional work, she stayed committed to her plan. She kept making her calls, staying disciplined, and doing what needed to be done to keep moving forward. That’s something I admire and think we can all learn from.

Too often, when we start focusing on our internal struggles, it can feel overwhelming. It’s easy to get bogged down and let it become an excuse to pull back from the external work that leads to success. But as our team member demonstrated, the key is to keep pushing forward, even when the inside feels messy. You don’t have to have everything perfectly sorted out to make progress.

The Lesson for Us All

I’m proud of her for the commitment she’s shown to both herself and her business. It’s not easy working on the inside while still working on the outside, but it’s necessary. The truth is, the most successful people are often those who have learned to balance both—the internal growth and the external grind.

So this week, let’s take a page from her book. Don’t shy away from the internal work that needs to be done, but don’t let it become a reason to stop the external work, either. Keep making the calls, setting appointments, and doing the things that bring success, even while you’re digging deep and facing those internal challenges.

It pays to do both. The work you do on the inside will make you stronger, but the work you do on the outside is what will move you forward. Let’s commit to doing both.