Tag: business owners

I’m currently at 36,081 feet and streaking across the sky at 537mph and I thought I would drop you a quick note.

This came up in a recent support call, and I thought it might be helpful to pass along to you—especially if you’re pushing to grow past 4, 5, maybe even 10 loans a month.

Here’s the question:
“How do top-producing loan officers attend all their closings and still grow their business? Isn’t attending the closing a top money-making activity?”

Fair question.

Here’s the honest answer:
They don’t go to every closing. And neither should you.

Now I get it—closings feel like a big deal. They’re exciting. You’ve worked hard. You want to be there.

But here’s what the pros know:
Closings are the reward, not the opportunity.

The real money is made before the closing—when you’re prospecting, having referral conversations, and building your pipeline.

If you’re attending every single closing, you’re probably not doing enough of those things.
That’s a hard truth, but a helpful one.

Top producers—folks doing 15, 20, even 30+ loans a month—don’t have time to attend every closing. Sometimes they have two or three in one day, maybe even at the same time.

Instead, they have a system:

• A team member attends the closing and represents them with class.
• Or they send a short, heartfelt video to the client. Maybe a quick thank-you call.
• For VIP clients or special circumstances? Sure, they might show up in person. But that’s the exception, not the habit.

And here’s something else the pros never wait on:

They don’t wait until closing to ask the listing agent for referrals.

That ship sailed 4 weeks ago.

The smart LOs—our LOs—make contact on day one.

The same day the contract comes in, they call the listing agent, introduce themselves, and start building that relationship.
They use a simple script to turn that first touch into a future deal.

Because once the closing happens? You’re old news.
The agent’s already knee-deep in the next deal. And the next LO that called them first.

So if you’re wondering how to scale without sacrificing service—this is it:

Spend your time where it pays off the most…

…And have a system that makes the client feel like you were at the closing, even if you weren’t.

That’s how you go from good… to great.

Schedule a one-on-one free coaching call, click here or visit LoanOfficerStrategyCall.com.

Just wanted to share something that fired me up…

One of our longtime private coaching members, Tammy Saul, texted me this the other day:

Just in case you missed that:

“Closed 67 loans in May for just over $23 million…

$500k in revenue, $200k in expenses.

Already have 55 loans in process for June.”

And keep in mind, that’s not a team of 5 loan officers, or even 3.

That’s her own personal production, just her and her assistants.

Now, I’ve known Tammy a long time. I’ll tell you what this wasn’t —

It wasn’t luck.

It wasn’t the market.

It wasn’t some magical lead source.

It was structure.

It was systems.

It was having the disciple to do the things that work, day in and day out.

What I love most is that she doesn’t look for shortcuts—she builds.

She leads.

And she’s showing the rest of us what’s possible when we stop overthinking and just take focused action every day.

Nothing fancy, no magic beans, just a burning desire and focusing on what actually works.

The truth is… most loan officers are only missing one or two pieces.

Tammy just happens to do those pieces every single day.