Every now and then, I’ll ask a loan officer a simple question: “What’s your biggest problem right now?” Most of the time, the answer sounds like this: “I don’t have enough closings.” And I get it. That feels like the problem. But it’s not the problem. It’s the symptom. Why “Not Enough Closings” Isn’t the…
Every Monday, Meg and Jennifer run a members-only session called Dialed In. It’s simple. This past Monday, Meg asked a question that I love: “How about some wins?” Within minutes, the chat lit up. Here’s what came in: Now here’s the important part. None of that happened because they felt motivated. It happened because they…
Years ago, my wealth coach shared something with me that, at first, I thought had nothing to do with wealth. But it turned out to be one of the most powerful lessons I’ve ever learned. He asked me a simple question: “How bad do you want it?” I told him I had a burning desire…
I want to kick off this blog post with a quick win that highlights something we talk about constantly with loan officers: productivity. One of our newest members, Chris O’Neill from Trinity, Florida (basically my neighbor right down the road), joined us just 10 days ago. This week he sent in his reflection from the…
I hate the R word. Not rates.Not renters. The one I’m talking about is “realistic.” Because I hear it constantly when I talk with loan officers about their loan officer production goals. I’ll ask: “A year from today… what would make you happy with your progress?” And almost every time, the response sounds like: “You…
There’s a term I use when I see a loan officer jump from one strategy to the next without ever finishing what they started: Half-built bridges. It usually looks like this. You start a new loan officer marketing strategy.You get it about 70–80% done.You’re excited.You’re close. Then you see a new shiny thing. And you…
Most loan officers think they need more pre-approvals. But what they really need… Is more contracts. How many buyers do you have right now who are technically pre-approved… but they’re just sitting there? No offer written.No contract in play.No momentum. It’s not because those buyers are a waste of time. It’s because life happens. They…
Check out the latest production chart from NAR and something becomes immediately clear: Most Real Estate Agents aren’t doing many deals. And yet… Over the weekend, Jim Yarrington from Overland Park, Kansas landed 5 purchase contracts. This week, Michelle Garibay from Pleasant Prairie, Wisconsin picked up 18 referrals from 15 different referral partners. These aren’t…
There’s a great book called The 5 Love Languages. It explains how different people experience feeling valued. Some people need Words of Affirmation.Some need Physical Touch.Others need Gifts, Quality Time, or Acts of Service. Once you understand your own love language, it’s easy to recognize yourself in one of them. But here’s what’s interesting. We…
What if one simple change could dramatically increase your referrals, strengthen your agent relationships, and position you as a leader in your market? Not more scripts.Not more cold calls.Not more chasing. Better questions. Over the years, I’ve discovered something that completely changed the way I build referral relationships. And it wasn’t a new marketing tactic….
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