I met Scott Griffin at the beginning of 2016. Scott is a mortgage broker located in Los Angeles who is knocking it out of the park in one of the most competitive markets on earth. He’s a humble guy who’s letting me share his recent numbers to inspire others to believe they can do the…
How Loan Officers Can Take Control of Their Time Are you feeling stressed out in your loan officer career? Does it seem like the pressure never lets up? Like you never have enough time to do everything you need to do? Are you being pulled in a hundred different directions all at once? Being a…
Mark Brewer, a loan officer out of Corinth, Texas, is one of our new Mortgage Marketing Animals members. He sent me a text the other day asking me a powerful question: “Carl, I see these cats making $100k, $200k, even $300k a month. How do they do it? What are they doing differently from me?”…
Loan officers will pay big money not to have to pick up the phone, but they’re just not getting results. If you want to be a top producer in the mortgage industry, you have to spend time on the phone, plain and simple. Why do loan officers have call reluctance? Because they’re afraid of being…
Matt Enfield is a brand new loan officer out in Utah who listened to our podcast, then took my advice to just start asking for business. He closed 7 loans (over $2 million) in his first full month licensed, and sent me a Facebook message to thank me. So we sat down recently for a…
When Kristen Jamison and I met almost seven years ago, she had closed a grand total of ZERO loans. Last month, she closed 54 loans in personal production. She’s a true zero to hero story, the classic “small town girl makes good.” And, through it all, she’s still the same wonderful, humble person she’s always…
So many loan officers are freaked out about leads. “I need leads. I need leads. I need leads.” Unless you just started yesterday, it’s very likely you don’t need new leads. They’re almost definitely sitting there right under your nose; you just aren’t looking. I know it’s sexier to go out and get new business than to…
All loan officers get shopped sometimes. Borrowers are trained to call around and ask about rates. Those are just the facts. And you know what? It’s okay. Instead of getting frustrated about this reality, let’s put it in perspective. If you’re closing 25% of your referred leads, you’re good. Our goal doesn’t need to be…
My friend Cindy Ertman is a self-proclaimed Beach Girl located in Manhattan Beach, California. She’s been in the mortgage industry for 32 years, and I sat down with her recently to ask her what loan officers should be doing to ramp up this year. Cindy decided very early on in her loan officer career that…
Some time ago I was chatting with a guy who wanted to pick my brain for loan officer tips. “What’s the biggest reason loan officers fail to reach their full potential?” he wanted to know. This was only the 200th time I’d been asked that question, so I had a ready answer. “That’s easy,” I…
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