I can hear my mom telling me dozens of times growing up, “you are going to poke somebody’s eye out with that..”

We were all taught to always be careful and never put yourself at risk for taking a tumble, stubbing our toes, or skinning our knees.

I can tell you with 100% confidence that while that may have been good advice when playing with the ol’ dime store slingshot, in our business that same fear and hesitancy is likely what’s actually holding us back.

See, it goes back to the “fear of rejection” or the “fear of failure”…

… those 2 things raise their ugly head way too often.

First of all, people think about us way less than we think they do.  They are too worried about what you think of them.

For instance, the other day I saw a loan officer comment in a group page that he was afraid that if he called Realtors on Mondays, that they would be mad because the agents are busy putting together offers and following up from the leads they got during the busy weekends.

My gosh, that’s exactly the time you DO want to be talking to those agents!!

That’s when these buyer agents need your help to get the listing agent to accept their clients offers, then you can be the lender.  There truly is no better time to call them.

Now, feeling for this LO and the amount of fear he must live in, I checked his production on one of those new software programs where it shows all the LOs production.

Sure enough, he averaged about 1 deal a month all of last year.  It may be that the fear of rejection or saying the wrong thing has totally paralyzed him and his ability to help families out in his area.

Now don’t get me wrong, we all started there, myself included, I just made the decision to risk skinning my knees so not to stay at the low levels of closing loans. I wanted to help even more families (along with my own).

If you have also made that decision in the past, or are just now making that decision today, I give you a standing ovation.

It’s just that I’m looking to help loan officers grow from where they currently are, and it’s not until they actually take action, risk looking “stupid”, or risk skinning our knees, that’s when the growth happens.

So why was this LO (and many like him / her) so afraid or hesitant to speak to the very people, Realtors that have contracts and referrals that they need help with by getting their prospects pre-approved?

.. keeping in mind that this fear and hesitancy is resulting in him / her losing out on the truly Cinderella and Prince Charming dream life for them and their family…  which I believe them AND everybody else (you) are worthy of.

So what holds them back, what steals their epic life?  I think most of the time the LO simply doesn’t know exactly what to say.  It’s likely they haven’t had somebody help them doing some “phone role playing”.

And it’s not their fault, heck, if somebody hadn’t of shown me, I wouldn’t know either.

But here’s the thing, while it may not be our fault before, now that we know there is a solution, it is our responsibility to learn and take action.

The best part of doing phone role playing and learning “scripts”, which I prefer to call “designed conversations” (thanks Steve), is that once you know what to say, you can now just simply have those same conversations over and over and get predictable results from them, which are outstanding, over and over again… 

..you know, more closings and more income for you and your family to do even more things for yourselves and others.

… that’s the secret of top producing agents!

In addition to that, once you know what to say to get those predictable (great) results, the fear of those money making calls melt away.  Fear is replaced by confidence.  Confidence and action results in… well, it results in YOU GETTING EXACTLY WHAT YOU WANT…

… all while helping so many families… including your own ☺

If you need help with scripting or “structured conversations with predictable great results, let me know and I’ll set you up with a 1 on 1 zoom meeting where we can do exactly that.  <no charge>


It will be a complete example of the exact calls and scripts that we have with our Freedom Club members, which is a large group of hundreds of the top LOs across the nation. 

I think you will like it and benefit from it greatly.  Whether you are closing 2 or 3 loans a month or closing 20, 40, or 80 loans a month, this will be a good use of your time.

Freedom Club Demo Scripting 1 on 1 zoom meeting  <no charge>

Talk soon.

We all know that to close more loans in less time will require help. 

The key to this is asking ourselves “Do I have the right person helping me?”…

…or if I’m interviewing somebody to help me, what’s an indication that I’m talking to the right person?

Here’s the secret question I ask…

I look at every key person on my team and ask this question:

“If this person worked for my competitor, would I be worried?”

If you wouldn’t be, then that individual is probably not as talented as you may think.

Then, ask yourself this question about every employee / team member / assistant that is currently working with you now:

“Knowing what I know now, would I hire this person again today?”

If the answer is no, then you’re probably just holding onto them because of the perceived pain of letting them go.

It can be a tough situation when it’s time to let someone go, and if it’s someone you have had an ingrained relationship with that you’ve built over many years.

It can be like a psychological trauma bond, and these dysfunctional relationships tend to show up in the workplace.

When this happens, we can end up taking care of incredibly toxic people and we don’t even know it until someone points it out.

However, rotting food doesn’t get better with age – it gets worse.

I know this may be perceived as a painful topic, letting it fester will be far far more painful in the long run (and short run).  If you have something to fix here, fix it today! 

If you find yourself currently working without an assistant, one that does all those things you don’t like doing… cold calling, chasing conditions, and / or putting out fires…


Biggest no-brainer ever..

Here’s a simple question that can free up your time and help you achieve more success…

“What do I need to cut loose?”

For example:

If you don’t cut loose certain people on your team, or certain borrowers, maybe even a “referral partner”, you’re actually wasting their time (and yours)… 

…And what’s worse, they could kill your efforts to bring in more loans yet have less headaches.

If you don’t cut loose from certain places, you’re being held down from a greater level of success or may not ever be able to achieve your greatest potential and live the life you were meant to live.

If you don’t cut loose certain habits in your life, you’re unnecessarily causing yourself anxiety, frustration, and negative outcomes. And what’s worse, they could kill you…  Trust me, I’ve had some doozies in my past.

What in your life do you need to cut loose because it will cause you serious damage in terms of money, stress, wasted time, reputation, or progress?

It’s important to realize that cutting people loose frees them. Cutting mediocrity and negativity loose frees YOU.

Come up with at least 5 things in your life that you need to cut loose, or they will drag you down.

Remember: You don’t need to tolerate mediocrity.

Once you’ve determined what you need to cut loose, here’s the next question:

“What am I best at?”

This is the question that really could transform your life. Why?

Because your life then becomes focused on what you’re best at.

Cutting the nonsense out of your life and focusing on what you’re best at multiplies your life in so many positive ways.

We may think when we cut these things out that we have less, but we actually have more… much much much more..

It happens through simplifying your life.

Talk soon!

Carl White

How do you measure up when compared to other LOs?

Before I show you the answer, let me share with you something that really made all the difference to me.

So often, when we want to know how we are doing, we look out at the horizon…

… what I mean by that is, it’s like if you and I are in a canoe and we are paddling out to the horizon…  you know, that spot to where the sky and the water meet.. that’s our destination.

What happens as we paddle out to that spot, the horizon?

That’s right, it keeps moving.  We never actually get there.

So the point is, if we are looking forward, or comparing ourselves to somebody else, that’s a moving target and we don’t actually ever get there, which leads to disappointment, even if we are achieving great things compared to our own “last year.”

Here’s the take home message…

.. if you want to see how you are doing, you can’t look forward, you have to turn around and look behind you to see how far you have come from the shoreline if you want to measure up “how you are doing”.

Only compare your “current” self to your “last year self” to gauge your progress.

It’s easy to get disconnected or “not relatable” by seeing how some of our Loan Officer Freedom Club members are doing, like Katie White (no “blood” relationship to me) who is in my “2 Comma Club” (which means she W-2’ed more than $1,000,000 last year as a loan officer). 


Loan officer Katie White from Austin, TX

But you need to understand that Katie has simply been paddling her boat using the right strategies, the right scripts, and with the right people for several years now.  When she first started, she was right where you may be now, which is totally great for starting this journey.

Just so you know, I actually share those stories like Katie’s to help inspire you to what is possible, but I want you to compare your current self to ONLY your year ago self.

If you need help with “right activities”, “right strategies”, or “right people”, I can help you here.

I believe in you, and you are worthy!

Carl White

Anytime I hear “stop begging for business” or “stop chasing business” or “stop chasing Realtors” I know that 1 of two things are true, and maybe both, or either

1. They are getting ready to sell me some magic fairy dust on how I can make sales by doing nothing, or..

2. They are a bad salesperson. 

Let me explain…

I was talking with an LO at an event and he said he didn’t want to beg for business.  I asked him what does begging look like.  He said, you know, asking somebody for a referral, them not sending you any, then asking them again for a referral.

Does McDonalds advertise to you once and then never again.  Does Ford or Chevy show you one of their cars one time on one ad, then never again?

They know that they have to offer you a new car when you need one.  They just don’t know when you need it.

When we ask for referrals, we need to ask when something has gone wrong with their current relationship. 

It’s been my experience that sometimes this “something wrong” can be something as simple as their current loan officer not asking for the business and taking everything for granted. 

We just don’t know when that moment of opportunity is going to exist with that particular agent, so we ask for the business often.

Asking for business; asking for referrals isn’t begging.  That’s salesmanship.  That’s what sales people do, or at least the good ones. 

Again… good sales people think selling is a good thing.  Bad sales people think sales is a bad thing.

Now if the reason I don’t want to ask for the business is because all their loans close late, or they have no help and they’re already working till 9pm every night, well, those things need to be fixed first.

You see, if I know that somebody is better off working with me, than it is likely with most of my competitors, I’ve always thought it’s my moral obligation to offer them my services because I’m helping them.

I put it in my mind that if I don’t ask for the business, don’t ask for the referral, then that home buyer is going to be using another lender, and with that lender closing on time, well, all bets are off. 

Perhaps that other lender will not close on time, causing stress to that family, perhaps the deal will fall through because a backup contract comes into play now, and they lose their dream home… all this because the loan officer that lost the deal simply didn’t ask for the business to help them avoid working with a less capable lender. 

It’s our moral obligation to ask for the business. 

Begging is on your hands and knees with your face at that ankles pleading as if for your life. 
Asking for business with every conversation is just good salesmanship that is practiced by top producers and it is not to be confused with “begging”….   Trust me, any time you hear “begging for business”, hold on to your wallet.

If you need help with scripting, just let me know.  I got your back, and I’ll help you for free.