You Are Closer Than You Think

I remember a conversation I had with a loan officer, Stan, from Lincoln, Nebraska, 6 weeks ago. He was frustrated. He felt like he was doing everything right—making the calls, following up, staying consistent—but the results weren’t showing up fast enough.

He told me, “Carl, maybe I’m just not cut out for this.”

“You are closer than you think”, I encouraged him.

After we spoke for a bit, instead of quitting, he did one thing. He committed to reaching out to five more people that week—just five. Nothing fancy, no complicated strategies. Just simple conversations.

One of those five calls? It turned into a meeting with a past client who had been on the fence about buying again. That conversation led to a referral. That referral led to a closed loan. And that closed loan, introduced him to the listing agent, who has referred him 3 more prospects, one of which is in underwriting with Stan now.

This forward momentum encouraged him to keep pushing forward.

Earlier this week when we talked, his entire mindset had shifted. He saw that success wasn’t about making huge, dramatic moves. It was about showing up every day, doing the simple things, and trusting that the work would pay off.

I want to challenge you to do the same today. Here are three simple actions that can move the needle for you:

Call one past client – Just check-in. No sales pitch, no agenda. A simple, “Hey, how’s everything going?” can lead to a great conversation and possibly a referral.
Reach out to one agent you haven’t spoken to in a while – Real estate agents need strong lender partners now more than ever. A quick “How’s the market treating you?” can open doors.
Follow up on a lead that went cold – Sometimes, people just need a nudge. A simple, “Hey, I was thinking about you. Are you still considering buying or refinancing?” could be all it takes.

The loan officers closing the most deals right now aren’t necessarily the smartest or the most experienced. They’re the ones taking action while others hesitate.

So let’s make today count. Take the next step, and if you ever need help, strategy, or just a little motivation, I’m here.

Keep pushing forward, even if you are tired. You are closer than you think.