Let’s face it—the mortgage industry is shifting, and objections are becoming more common. The good news? The right rebuttals can change the game.

In fact, 79% of mortgage consumers choose the first lender they speak with, and 92% pick one of the first two.

That means having the right words—delivered with confidence—can put you in the driver’s seat to win more deals.

Here’s the deal: My partner, Carl White, and I are breaking down the top 3 objections you’re hearing right now—and exactly how to respond to them.

When you’re confident, your clients will feel confident too.

Here’s what you’ll learn:

• The most common objections borrowers are throwing your way.
• Scripts to overcome those objections with ease.
• How to position yourself as the clear choice in their minds.

We’ll even play out real objection scenarios so you can see what works and how to set yourself apart.

👉 Click here to watch the short videos

Don’t let objections hold you back from closing more loans. Equip yourself with the right tools and start turning those “no’s” into “yes’s.”

If you’ve ever thought, “It’s just easier if I do it myself,” you’re not alone. Delegation can feel like a gamble—what if it’s not done right, or worse, not done at all?

But here’s the truth: Holding on to everything is holding you back.

I see it all the time: talented, hardworking loan officers drowning in low-payoff tasks, unable to focus on what really moves the needle. Things like processing paperwork, managing emails, or chasing leads that go nowhere. These tasks may feel productive, but they’re keeping you stuck.

The Real Cost of Doing It All

Every hour you spend on low-impact work is an hour you’re not spending on activities that drive revenue, like:

• Meeting with current referral partners to deepen relationships and secure more business.
• Prospecting new qualified agent relationships who can consistently refer you business.
• Following up with past clients to ensure you remain their go-to resource for future needs.
• Strategically working on your business to leverage technology and systems that scale your efforts and free up your time.

When you’re the one doing everything, you become the bottleneck—and your business growth stalls.

The Shift to Successful Delegation

Letting go doesn’t mean losing control. It means taking control of your time by empowering others to help you win.

Here’s how to delegate effectively:

1. Start Small. Choose one low-payoff task to delegate this week. It could be something like scheduling appointments or following up with leads.
2. Define Success. Make your expectations crystal clear. What does a good result look like? What steps should they follow? Provide a simple framework they can replicate.
3. Choose the Right Person. Match the task to someone with the skills and capacity to do it well. Don’t delegate just to “offload”—delegate to build trust and competence.
4. Give Feedback. Check in to offer guidance and recognize wins. Delegation is a skill—for both you and your team—and it gets better with practice.

What Happens When You Delegate

Imagine this:

Instead of chasing paperwork or managing your inbox, you’re spending your time:

• Meeting with qualified agents who consistently send referrals.
• Following up with high-value clients who are ready to move forward.
• Strategizing ways to grow your business without adding more hours.

That’s the power of delegation. You’re not just freeing up your time—you’re creating momentum.

One of my clients, Sarah, made this shift. She was stuck closing 6–8 loans per month and working 60-hour weeks. After delegating her low-payoff tasks, she immediately gained 10 hours a week to focus on revenue-generating activities. Within 90 days, she was closing 12–14 loans a month—without working extra hours.

Ready to Make the Shift?

If you’re feeling stuck and overwhelmed, it’s time to ask yourself: What’s one task I can delegate today?

When you focus on what only you can do—like building relationships and growing your pipeline—you’ll see results that were impossible when you were doing it all.

Need help identifying what to delegate or how to get started? Let’s talk. In a quick 15-minute Results Call, we can pinpoint the tasks you need to let go of—and the ones you need to double down on.

👉 Click here to book your call

Don’t wait to take back your time. Let’s work together to make delegation your superpower.

Have you ever felt like you’re doing all the right activities—making the calls, building relationships, following up—but still not seeing the results you expect?

I recently spoke with a loan officer who was once closing $100M in loans per year. Fast forward two years, and he’s now closing just 5–6 loans a month.

He was doing everything right: making the calls, staying consistent, nurturing relationships. But his volume kept dropping month after month. He couldn’t figure out why.

We took a closer look at his business, and here’s what we found: It wasn’t about what he was doing—it was about who he was working with.

The real estate agents he relied on for referrals were no longer qualified.

Why Qualified Agents Matter

Let me break this down for you:

A qualified agent is someone who consistently closes 8 or more buy-side transactions per year. Why does this number matter? Because agents closing fewer transactions simply don’t have the volume to send consistent, reliable referrals.

Let’s say you’re working with an agent who closes just 4 buyer-side transactions annually. Here’s what typically happens:

• Half of those clients come with cash or are already working with another lender.
• That leaves 2 potential referrals per year.

Now, here’s where it gets tricky. On average, loan officers close 1 out of 4 relational referrals. These are not cold internet leads; they’re referrals where the agent has a relationship with the client.

So if this agent can only refer 2 clients this year and 2 more next year, the real question becomes: When will you close a loan with them—this year or next?

The math doesn’t lie: At this pace, it could take years to close just one loan from this agent.

The Opportunity Cost

Think about how much time, energy, and effort you’re putting into nurturing a relationship with this agent. Weekly calls, check-ins, deeper conversations—all for a relationship that simply doesn’t have the capacity to grow your business.

This is why working with qualified agents is so critical. A qualified agent has the volume to send you consistent referrals—and the ability to help you close more loans without extra hours or effort.

The Small Tweak That Changes Everything:

1. Identify your qualified agents. Go through your referral partners and find out who is still closing 8+ buyer-side transactions per year.
2. Focus on the right people. Double down on building authentic, meaningful relationships with agents who have the business to send your way.
3. Find new qualified partners. If you don’t have enough qualified agents in your network, it’s time to proactively seek out and connect with those who do.

One of the biggest mistakes I see loan officers make is staying comfortable with agents they’ve worked with for years, even as those agents’ volume declines. But here’s the truth: If they don’t have the business, they can’t send you referrals.

When the loan officer I mentioned earlier shifted his focus to qualified agents, his business turned around almost immediately.

What About You?

Are you spending time with agents who can actively help you grow? Or are you pouring energy into relationships that can’t produce the results you need?

This one tweak—working with qualified agents—can take you from struggling to thriving, without adding more hours to your day.

If you’re ready to make the shift, let’s talk. I’d love to help you identify your qualified agents and put a plan in place to start closing more loans with less effort.

👉 Click here to book your call

Let’s make sure your hard work is paying off.

You’ve probably heard the saying, “Work smarter, not harder.” But let’s be honest—when you’re trying to grow your business, it’s easy to get caught in the trap of thinking more work equals more results.

I’ve been there. You wake up early, grind through the day, and put in the hours, yet the results don’t match the effort. It’s frustrating, right?

But here’s the thing: It’s not about working more. It’s about working on the right things.

Let me share a couple of stories to show you what I mean.

Take Tanya, for example. She doubled her leads in just three months. How? Not by adding more to her plate, but by staying laser-focused on money making activities. She didn’t try to do it all—she put her energy into the actives that drive results:

• Adding simple structure to create consistent progress.
• Focusing on money making tasks.
• Using a “kind, gentle ask” to build stronger relationships.

The results? Real, measurable, and completely doable for anyone willing to make the shift​.

Then there’s Jarrod. He was already putting in the work—making calls, following up—but something wasn’t clicking. After joining my bootcamp, he made one tiny tweak: He started confidently and consistently asking for the business. That small change helped him close 5 loans in just one week, totaling $1.4M​.

The lesson? You don’t need to do more. You make a few small tweaks to see big results.

The Secret to Working Smarter (and Closing Even More):

1. Identify Your High-Payoff Activities. What are the tasks that bring in the most results? These are your money-makers—double down on them.
2. Eliminate or Delegate Low-Impact Work. What’s eating up your time without adding value? Get rid of it or hand it off. Ask yourself, “who can do this”?
3. Focus on Qualified Partners. Are your referral partners still producing? Spending time with underperformers means wasted effort. Work with those who can consistently send you business​.
4. Be Intentional With Every Call. Like Jarrod, have a clear outcome in mind. Don’t just check the box—make your ask and make it count​.

Here’s what I’ve learned: The most successful loan officers aren’t the busiest—they’re the most intentional.

Ready to Take Action?

Imagine if just one small tweak could unlock massive results for you. What if you could close more loans, with less stress, in fewer hours? 

It’s possible.

Let’s figure out what your next tweak could be. Book a free 15-minute “Results Call” with me, and I’ll help you identify where to focus your time and energy for maximum impact.

👉 Click here to book your call

You don’t have to do this alone. Together, we can uncover the strategies that will get you where you want to be.

What if you could set a clear plan for your business in 2025—one that breaks your big goals into bite-size, actionable steps for every quarter of the year?

It’s not just possible—it’s easy with The 2025 Business Plan for Top Loan Officers.

👉 Click here to access the plan now

This one-page tool will help you:

• Identify the top 3 activities that truly move the needle in your business.
• Set achievable goals that drive results.
• Track your performance so you can measure what’s working.

Plus, you’ll get a step-by-step training video to guide you through it.

👉 Download your 2025 Business Plan here

Let’s make sure you’re not just setting goals—but achieving them.

Let’s make 2025 your best year ever,

Steve Kyles

P.S. This isn’t just another download. It’s a tool to give you clarity and momentum to crush your goals next year.

Happy Thanksgiving!

As I reflect during this Thanksgiving holiday, I feel immense gratitude for the journey we’re on together. What I’ve found is that gratitude creates energy—an energy that builds momentum, and momentum that transforms into action.

Life moves at the speed of relationships.

It’s the people around us who bring meaning to the work we do. The clients we serve, the partners we connect with, the teams we lead—all of them help us become better versions of ourselves. Today, I want to express my gratitude for you.

I’m thankful to be part of your journey and your story. Looking forward, I truly believe that 2025 is going to be a remarkable year—full of growth, opportunity, and success.

Gratitude is powerful. It creates energy in our hearts, and that energy transforms into action. It’s what allows us to build the lives we desire and deserve.

Here’s a challenge for you: Over the next few days, take a few minutes to either write out or think about who and what you are grateful for in your life and business today. Reflecting on gratitude helps to shape the energy and momentum we carry forward.

Thank you for being on this journey with me. I am grateful for each of you, and I look forward to all that we will create together in the coming year.

Have a wonderful Thanksgiving.

I was thinking about you and wanted to share this because I believe it could make a big difference.

The one thing holding you back might not be what you think. I know that feeling—you put in the work, and yet, something’s missing.

Most of the time, it’s not about doing more. It’s about making one small tweak. I know that frustration—working hard but still not getting the results.

You’re already showing up. You’re making the calls and having high-value conversations. You’re putting in the work every day.

But what if one small tweak could change everything?

Let me ask you: Are you working with qualified agents?

I recently spoke to a loan officer who had closed $100 million in a single year. His story felt so familiar to me—and maybe it will to you too. Incredible, right?

But when we spoke, he said, “For the last two years, I’ve felt lost. My business has dropped significantly. Now I’m only closing a handful of loans each month.”

I know that feeling—being at the top, and then suddenly wondering where it went wrong. It’s frustrating, it’s draining, and it can be lonely—but you’re not alone.

He was still making the calls, still putting in the work—but something just wasn’t clicking. I’ve been there too—doing the work, yet feeling like something was off. It’s tough, and it takes a toll. But here’s the good news: there’s hope… keep reading.

And you know what we found? It was simple but incredibly powerful: he wasn’t focused on working with qualified agents.

Maybe you’re doing the same thing—spending time with agents who used to be qualified, but as the market has shifted, they no longer have the same level of business. I’ve been there too—sticking with comfortable relationships, not realizing they can’t send the referrals they once could. You love these relationships, but the reality is, they simply can’t send you the business because they’re no longer qualified.

A qualified agent is someone closing at least eight buy-side transactions per year. If an agent only does four deals a year, how many referrals can they realistically give you? Maybe one. Maybe two. Maybe none.

Here’s the thing: typically, you’ll close one in four clients from relational referrals. If you’re spending your time with agents who aren’t qualified, you’re putting in a lot of effort for very little return.

When we looked at his business, it wasn’t about making more calls or doing more activities. It was about focusing on the right real estate agent partners.

Here’s the great news—by making that one small tweak and focusing on qualified agents, he got back on track. He returned to the volume he was used to.

So let me ask you: Are you focusing your time and energy on the right people? Are your partners truly qualified?

If we can refine just one part of what you’re doing, you’ll see even bigger results.

Here’s what I want you to do:

1. Identify the agents you’re working with today. Are they truly qualified?
2. Decide to focus your outbound prospecting sales activity time with the agents who can actually refer business—and make sure you ASK for the business on every call.
3. Track your results. You’ll be amazed at how much difference one small shift can make.

You’re not just a loan officer—you’re a pro.

Imagine closing more loans, with fewer headaches, without working extra hours—feeling like you’ve unlocked a whole new level of momentum.

Are you ready to make that one tweak and see the results for yourself?

Schedule your 15-minute “Results with Steve” call so we can identify that one small tweak to exponentially grow your results.

Let’s take massive action together.

Have you ever woken up and just didn’t feel like doing that one activity you know will bring the results you’re looking for?

I’ve been there too.

The other day on the Loan Officer Breakfast Club, I heard something that really hit home:

“Champions are made on the other side of ‘I don’t feel like it.’”

How true is that?

We’ve all had those days where the motivation isn’t there, but we still know what needs to be done. What I’ve found is that real champions take massive action, and the feelings follow later.

There are two types of loan officers:

1. Those who are driven by feelings.
2. Those who are driven by routines that consistently deliver results.

Here’s what I’ve noticed: when I’m surrounded by a community of people moving in the same direction, I’m no longer waking up every day deciding whether I’m going to do the right sales activity. The decision has already been made. I’m just stewarding the decision.

That’s what champions do.

And here’s what makes it easier:

When your part of a community that’s seeing real results from simple, daily actions, the process becomes second nature. In the 8-week boot camp, we dedicate an entire week to building a routine that removes feelings from the equation. We focus on:

• How to create margin by taking the right things off your plate.
• How to establish routines that keep you accountable in a cool, non-pushy way.
• How to focus on activities that bring the most results—like the ones that helped you close your last five deals.

If you’d like to be part of this and get front-of-the-line access to the next boot camp when pre-registration opens, click here to join the list.

This boot camp is changing lives—here’s a story I think you’ll appreciate:

Testimonial Highlight:

David Mendez was closing around $1 million a month. After graduating from the 8-week Bootcamp, he now has over $5 million in his pipeline. His success came from building the right routines that scaled his business without adding extra hours.

Have you ever been putting in the work, making the calls, and following up, but the results just don’t seem to match the effort?

I’ve been there, and I know how frustrating that can be. You’re doing everything right, but it feels like something’s missing. 

It’s not your fault—sometimes, we simply overlook one key area: strategically asking for the business. And that’s often where we leave money on the table.

That’s exactly what happened to Jarrod Manley. He was already making high-value calls, but he wasn’t consistently asking for the business. 

Sound familiar?

After joining my boot camp, Jarrod made one small tweak. He learned exactly who to call, what to say, and how to confidently ask for the business without feeling salesy. The result? 

In just one week, Jarrod added 5 loans to his pipeline, totaling $1.4M!

Here’s the thing—it wasn’t a complicated strategy. It was simply about being intentional with every call and having a clear ask.

What if you could close even more of the business you’re already working on, just by making this one small adjustment?

As a pro, you know that every call should have a desired result. It’s not about being pushy—it’s about asking for the business in a way that feels natural and effortless. 

When you approach each call with that mindset, you’ll start closing more deals with less effort—because that’s what pros do.

If you’re ready to stop leaving money on the table and want to know exactly what to say to close more loans, let’s hop on a 15-minute Results Call. I’ll walk you through the simple tweak that worked for both Jarrod and me—and show you how it can work for you too.

Click Here to book your 15-minute call with me now.

Bill Egan just shared a huge win with me, and I had to pass it along.

He’s absolutely nailed down what I like to call “The Question,” and it’s opening up serious opportunities.

Here’s what happened:

Bill called a top-producing agent who was dismissive at first. She asked him to just send over his rate sheets, saying, “I can get all the info I need from those,” while she was at lunch with a client.

Now, most people would walk away at that point.

But not Bill.

Instead, he asked her one simple question:

“If I could show you how to close 8-16 more deals per year without you doing anything extra, would you give me 30 minutes of your time?”

That question got her attention.

She said yes, and Bill immediately locked in a Zoom meeting for next Wednesday at 9:30.

He’s ready to wow her with a presentation that’s all about delivering real value—real referral leads that close at a high rate, not gimmicks or TikTok-style leads.

What’s even cooler?

It’s not a sales trick. Bill can deliver exactly what he promised because he’s got the process to back it up.

The takeaway here?

Bill’s not waiting around. He’s out there doing the work, taking action, and focusing on real prospecting that actually moves the needle.

That, my friends, is what you call courage.

And success always follows those who are brave enough to take action.

When you’re ready for help with “how to” and “who to” to get even more loans, Schedule a Call with Me – HERE.

I got your back.