Why More Isn’t Always Better

What Would It Feel Like to Count on Business That Never Stops?

Why Calling Realtors Feels Pointless (Until You Do This)

 

If you’re making the calls but not seeing results, it’s probably because you’re not calling the right agents. Too often, time is wasted on agents who simply don’t have the business to refer. The solution? Focus on qualified agents—those closing eight or more buy-side transactions a year.

Here’s the math: Agents closing fewer than eight transactions a year can only refer you about two clients annually. With a 25% conversion rate, you might close one deal this year or next. It’s simply not worth the time. Instead, use tools like Loan Officer CRM, MMI, or Redder to identify qualified agents who are actively producing in today’s market.

Once you’ve found the right agents, build authentic, deep relationships. Don’t pitch products or programs—focus on becoming a true partner who creates ease and consistency in their business. If an agent relationship isn’t working, it’s likely because they’re no longer qualified. Shift your focus, go deep with the right agents, and watch your business transform.

If you want help building a strategy to connect with qualified agents and grow your business, click the link and schedule a call. Let’s make this your best month ever.

The Secret to Effortless Success

 

Sporadic bursts of effort might feel productive, but they often lead to burnout—not breakthroughs. Here’s a powerful example: If someone offered you a penny that doubles every day for 30 days or a million dollars upfront, which would you take? Most people grab the million, but here’s the truth: the doubling penny grows to over $5.3 million by day 30.

The same principle applies to your business. Consistency compounds. While one-time victories, like making 50 calls in a day, might feel like a win, the real power lies in small, daily actions done over time.

  • Make proactive calls every day.
  • Stick to Tuesday updates.
  • Call two letters of your database alphabet every Wednesday.
  • Build two to five strategic relationships weekly.

These consistent actions may feel small in the moment, but over time, they create predictable growth and massive results. Short bursts aren’t sustainable, but consistency always wins.

What are you doing consistently every week? If you need help building a plan, schedule a call with us. Let’s map out a strategy that compounds your success like that penny.

The Coffee Meeting Framework That Closes More Deals

 

Stop wasting time on coffee meetings with agents that lead nowhere. With a simple, repeatable framework, you can turn every meeting into a productive opportunity to build relationships and close business. Here’s the SWEAT process (Same Way Every Time):

  1. Set Expectations – Start every meeting by setting clear expectations. For example: “Hey, we’ve got 30 minutes, and I’m excited to hear about your success and explore ways we can collaborate.” This removes anxiety and shows you respect their time.
  2. Honor Them – Be sincere and specific when recognizing their achievements. For example: “I noticed you closed 35 buy-side transactions last year. That’s incredible—it puts you in the top 4% of agents nationwide!” Honor builds rapport and opens doors for meaningful conversations.
  3. Be Curious – Use the F.R.O.G. framework (Family, Recreation, Occupation, Goals) to ask thoughtful questions and listen. Start with: “Tell me about how you got started in real estate” or “What are your goals for the next five years?” The goal is to find alignment, not just talk about yourself.
  4. Close – End the meeting with one of three closes:
    • “Who do you have today that I could help get preapproved?”
    • “Would you mind if I follow up from time to time?”
    • “If I could show you how we’re helping agents close more deals, would you give me 30 minutes for a deeper conversation?”

This simple four-step framework ensures every meeting is intentional, effective, and geared toward building real partnerships. Try it, and watch how your coffee meetings transform into opportunities to grow your business.

Will Your Clients Remember You?

 

Your clients may love you today, but will they remember you tomorrow? A staggering 78% of mortgage and real estate clients forget their loan officer or realtor after the transaction is over. That’s money being left on the table—but here’s how to fix it.

The solution? Consistently reconnect with your past client database. Every Wednesday, dedicate time from 9–11 AM to call two letters of the alphabet. Start with A and B this week, then move to C and D next week, and so on. By following this process, you’ll reach every client in your database four times a year.

Not sure what to say? Keep it simple:

  1. Reintroduce yourself and thank them for being a client.
  2. Chitchat briefly about life or how things are going.
  3. Let them know you want to be their mortgage or real estate professional for life.
  4. Ask for the business: “Can I count on you to refer friends, family, or coworkers who are looking to buy, sell, or refinance?”

This strategy keeps you top of mind and builds stronger relationships. On average, actively working your database can result in one closing for every 100 past clients. That’s business waiting for you—don’t let it slip away.

Start calling your database this week, stick to the process, and watch how this small but powerful habit transforms your business.

Still Struggling with Updates? Here’s How to Fix it Fast

 

Feeling overwhelmed by all the updates you need to give clients and agents? Let’s simplify it. I’ve learned that turning routine updates into “Just Ask Updates” not only streamlines the process but also helps you generate relational referrals along the way.

The key is to deliver clear communication that assures both clients and agents that everything is on track. Here’s the magic phrase:
“We’re on track for a smooth and flawless closing.”

This phrase addresses what everyone really wants to hear and keeps the call short—just three minutes instead of ten. If questions arise, you can delegate the details to your team while keeping the conversation focused. Then, at the end of the call, ask for the business. For agents, try: “Who have you run into recently that I can help get preapproved?” For clients, use the 3×3 ask: “Could I count on you to refer friends, family, or coworkers looking to buy, sell, or refinance?”

When you combine effective updates with a simple ask, you’ll not only reduce overwhelm but see up to a 20% increase in fundings. Ready to take your updates to the next level? Let’s make it happen.

How to beat 90% of the competition

 

Did you know that beating 90% of your competition can be boiled down to just two things? It’s not complicated, but it requires focus and consistency. Here’s the game-changer:

  1. Show up. Simply by showing up, you automatically eliminate 50% of your competition.
  2. Show up with a great attitude. Adding a positive mindset helps you surpass an additional 40% of competitors.

“Attitude’s a choice. It’s not what happens to me, it’s what happens in me.” 

If you’re wondering how to stay consistent and keep your attitude in check, we’ve got you covered. The Loan Officer Breakfast Club, led by industry pros like Frank Garay and Carl White, is designed to help you build habits that win. It’s free and happens every weekday morning—because success starts with showing up.

Ready to take your game to the next level? Watch the full video for insights on consistency, mindset, and how to crush your daily goals.

How to Confidently Brag About Yourself and Win More Business

 

Let’s face it—getting asked, “What makes you different?” can be a tough question to answer without stumbling or sounding boastful. But here’s a simple, professional way to stand out:

When someone asks why they should work with you, confidently start with:
“What I’m known for is…”

This phrase shifts the focus to your unique strengths and value. For example, I say, “What I’m known for is my ability to help realtor partners make even more money through our real-time referral program.” From there, I ask, “Would you like for me to show you how?” It turns a potential awkward moment into a real conversation about what sets you apart.

If you’re not sure how to define your own “What I’m known for,” send an email to support@loanofficerleadership.com for my list of 101 reasons why realtors should work with you. It’s my gift to you—and it’ll help you position yourself as the go-to choice for your partners.

Start practicing this approach today, and you’ll have your agents saying, “Whoa, tell me more!”

Are You Missing This Step in Your Calls?

 

I was just talking with Jared Manley, who added five loans to his pipeline in one week by making one simple change: he started asking for the business. Jared joined my eight-week boot camp with one goal in mind: to master the art of asking. He was making calls, having great conversations, but consistently missing the key step of clearly asking agents and buyers for their business.

Over the weeks, Jared developed the discipline of ending every call with a clear call to action—no exceptions. The results? By week eight, he had skyrocketed to 95% consistency in asking for the business and was seeing results like never before. As Jared said, “Now I don’t get off the phone unless I’ve asked for the business.”

Here’s my challenge to you: When you’re making your calls, don’t just do the work—finish strong. Ask for the business. If you need help with scripts, strategies, or accountability, check out the Loan Officer Success Boot Camp. Click the link and let’s work together to take your results to the next level.

If Jared can do it, you can too.