Tag: Branch Managers

Episode 623

When you’re ready to see the routine Justin is talking about, go to GetMoreLoans.com. Carl and the team will walk you through the same structured process he uses and show you exactly how it works, whether you end up becoming a member or not.

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.

In this episode, Carl sits down with Justin St. Clair, a Eugene, Oregon loan officer and sales manager who closed roughly $60 million across 150 units last year while helping lead a branch doing hundreds of millions in volume. Justin shares how getting started on a top producer’s team early in his career helped him build the right habits fast and set the foundation for long term growth.

Justin breaks down the single discipline that keeps his referral partners loyal and engaged: a clearly defined Top 40 list and a simple weekly rhythm that never lets relationships go cold. He explains why most loan officers lose business without realizing it, how the 21 day rule quietly costs referrals, and why consistency beats charisma every time.

They also dig into why many loan officers have enough leads but still struggle to scale, including slow speed to lead, lack of structure, and trying to do everything themselves. Justin shares how systems, delegation, and empowering your team unlock growth, along with practical advice on what to fix first if you are closing two loans a month and want to move to the next level.

Episode 622

If you want Carl and the team to walk you through the same first meeting they walked Gabe through and help you map out exactly what to do over the next 90 days, head to GetMoreLoans.com. They will show you the training resources you might be missing and help you build a clear plan, whether you become a member or not.

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.

In this episode, Carl sits down with Gabe Winslow for the follow-up conversation a lot of loan officers wish they could have after a breakout year. The first time Gabe was on the show, he had just gone from 0 to 47 units in year one. Now he is coming back after closing roughly 150 units for about $75 million and he is tracking toward an even bigger year.

Gabe breaks down what actually changed, and it is not some magic lead source or a shiny new funnel. It was leaning hard into his database as it grew, getting consistent with update and just ask calls, and building a real team so he could stop carrying the entire operation on his back. He and Carl also talk through the purchase vs refi mix, how to stair step your production without killing what is already working, and why Gabe decided to create his own refinance boom by setting expectations up front and staying radically transparent with borrowers.

They also get into a really underrated growth lever: building an affinity group and turning it into a referral engine. Gabe shares how a passion-based podcast and community became a meaningful chunk of his business, why most loan officers should build a tribe around something other than mortgages, and how the right audience can quietly become the best pipeline you will ever have.

Episode 621

If you want help uncovering the deals already hiding in your pipeline and learning how to track, protect, and convert them more consistently, head to GetMoreLoans.com and book a time to walk through the exact referral tracker and next steps with the team.

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.

In this episode, Carl shares a simple story with a powerful lesson after one coaching member uncovered 23 real, pre approved and looking buyers that had been sitting in plain sight. What changed everything was not new leads, new tech, or a complex CRM, but a simple referral tracking system that made the invisible visible.

Carl walks through exactly what happens when referrals are tracked in one place, including how follow up becomes intentional instead of random, why deals stop slipping away to other lenders, and how seeing your pipeline clearly reduces stress while increasing predictability. He explains why most loan officers do not actually have a lead problem, but a tracking and follow up problem.

The episode also breaks down why referral tracking makes delegation possible, how it reveals your true conversion rates, and why consistent tracking puts you in control of your business instead of hoping each month turns out okay. Carl closes by inviting listeners to use the same simple one page referral tracker that helped uncover Marty’s hidden 23.

If you have ever felt busy but unsure what is really going to close, this episode will show you how to get your pipeline out of your head and onto paper so you can work it with confidence and stop leaving closings on the table.

Episode 620

If you are ready to stop asking what is realistic and want help mapping out an unrealistic target and a simple weekly plan to make it happen, give the team a call by heading to GetMoreLoans.com and schedule a sample coaching call to walk through your numbers and next steps.

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.

In this episode, Carl breaks down the one word he believes has quietly held more loan officers back than rates, competition, or the market ever could. That word is “realistic,” and Carl explains how it often becomes a permission slip to play small and protect past results instead of building something better.

Carl shares why “realistic” usually means avoiding disappointment, negotiating with your past performance, or aiming so low you cannot miss. He explains why asking a better question completely changes the outcome and opens the door to breakthrough years instead of incremental progress.

The conversation walks through a real example of a loan officer who doubled her production in a single year by stopping the question of what was realistic and focusing instead on what it would take. Carl breaks down how most big jumps in production come from simple math, consistent activity, and a plan that fits real life.

If you have ever caught yourself setting safe goals just to avoid failure, this episode will challenge that mindset. You will walk away with a clearer way to set bigger targets, build a simple weekly plan, and create results that once felt out of reach.