A lot of loan officers assume they need hundreds of Real Estate Agents sending them business. More contacts. More names in the CRM. More networking events. More coffee meetings. More people to market to. But one of our coaches recently reminded me why that is not always the case. Jacek Gillispie closed 89 loans in…
Summer has a funny way of sneaking up on a loan officer. Nobody wakes up one morning and decides: “You know what? I think I’ll stop building my pipeline for a month.” It happens much more quietly than that. A vacation here. A shortened week there. A couple mornings when the calls do not get…
There is a point in a loan officer’s business where more production stops feeling like a win. You worked hard to get here. You built relationships. You learned how to prospect. You generated referrals. You improved your follow-up. The loans started coming in. And then something strange happened. The business you worked so hard to…
A buddy of mine sent me an email the other day that really got me thinking. It was about productivity and the way we organize our days. Most people assume better productivity starts with something new. A new app. A new calendar. A new planner. A fancy time-management system with seventeen categories, six colors, and…
There is a piece of advice loan officers hear all the time: “You just need to do more.” Make more calls. Talk to more agents. Send more emails. Post more videos. Buy more leads. Follow up more often. And sometimes, that advice is correct. Sometimes you really do need more activity. But sometimes doing more…
There is a stage in the mortgage business where working harder stops being the answer. In the beginning, doing more can absolutely help. You make more calls. You follow up more often. You meet with more Real Estate Agents. You take better care of your database. You become more disciplined with the activities that create…
Every successful person I’ve ever met had help. Athletes have coaches. Business owners have mentors. Musicians have teachers. Why? Because experience shortens the learning curve. The mortgage business is no different. The Cost of Learning Everything Yourself There are two ways to learn. You can figure everything out through trial and error. Or you can…
If you ask most loan officers what’s holding them back, you’ll hear answers like: “I need more leads.” “I need rates to come down.” “I need better marketing.” Sometimes those things are true. But after coaching loan officers for decades, I’ve discovered something else. The biggest challenge usually isn’t knowing what to do. It’s consistently…
Every loan officer has those days. You wake up motivated. You’re ready to prospect. You knock out your follow-up calls, connect with a few referral partners, and by lunchtime you’re thinking, “I’ve got this.” Then Tuesday shows up. Or Wednesday. The phone rings. A file gets complicated. Your inbox fills up. Before you know it,…
Several years ago, I was having a conversation with my Uncle David that has stayed with me ever since. He said something simple, but incredibly powerful: “Carl, live your life with as few regrets as possible.” I’ve thought about those words many times over the years. The older I get, the more I realize they…
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