The “I have To Give 3 Cards” Script

So I was sitting in my office the other day and Sue, a loan officer who is a private consulting client of mine, sent me over a message as a quick SOS signal. Here was her message:

“I have a realtor with me right now – here’s the question: Her brokers (she is in FL) tell her that there is a “law” that she has to recommend more than one lender. I know there is no such law, but what do I say to her Carl? I need to know ASAP as I’m sitting with her now. Thanks!”

How many times have we all heard the ‘ol “I have to hand out 3 cards” response from agents?!

Now, some of the time, this is a real situation that is in agents’ minds that they really think they do need to hand out 3 cards based on some erroneous information that somebody has given them. Other times it’s nothing more than a “deflection” response from agents, you know, meaning that you really haven’t given them a reason to give out just your card…


You don’t actually want them to give your card to a prospect, who may or may not call you, by the way.


…you want the agent to tell the prospect you will be calling them, then that agent call you and give the referral to you. This ensures a solid connection, instead of the ol’ “well, I gave them your card, I’m not sure why they didn’t call you…” response from agents.

So here’s the script that I sent over to Sue, my private consulting client:

“Awesome, it’s an honor to be one of the 3. At least we know that 1 out of every 3 of your referrals will close on time and you will have great communication on the loan process, and that 1/3rd of the time that your leads will be followed up like great on a pickle, so at least on those, you will get even more referrals from them once they are in your past database. On the other 2, well, all bets are off.”

Now, let’s talk about that script for a minute and I’ll explain why it works so well, and give you some follow up information that will help you get a lot more referrals in other ways too.

A few years ago I sent a survey out to around 15,000 real estate agents asking them what their #1 complaint was with loan officers that they refer to.

Here’s what came back in the order of importance to them:

#1: They don’t close on time

#2: They don’t communicate with me on the loan process, I don’t know what’s going on with the file.

#3: The loan officer doesn’t follow up on my leads

So I knew right then what to focus on in my marketing to agents….

I call this my “Realtor Referral Getting” Checklist:

1. Close on time!

2. Communicate with them every Tuesday morning on what’s going on with the files we are working on together (either me or my team calls them with updates)!

[by the way, there’s another script my team uses to get tons more deals when we do those weekly updates. Be sure to ask me about the “Just Ask” script when you do your complementary strategy call with us by going here: www.LoanOfficerStrategyCall.com

3. Follow up on their leads relentlessly!

So you want to weave those 3 things in all of your marketing and scripts because those are the things they said are most problematic with their current lender they are giving all their referrals too.

When you cover those 3 things, you’ll get a deluge of business from agents…


But listen to this, it’s one thing to say you’re going to do those 3 things, it’s another to actually do them.


But we can talk about how to structure “who’s doing what” in your current day to day activity to show you how to use your current resources to make those 3 things happen like clockwork during your strategy call. It’s way easier than you think…

…it’s just prior to now, nobody has shown you how…

… but once you know just a few things, you’ll see how epic your mortgage business can be, getting even more referrals and all with less stress

On your strategy call, we will be going over some other “loan getting” scripts too. This call will be a great source for even more free scripts

Go here now to see if there are any openings left for your complimentary strategy call

Good Ole’ Fashioned Business Tools for The New Loan Officer
Episode 174

carl steve frank

You’re in for a treat on this episode of Loan Officer Freedom, the #1 loan officer podcast in the world, as the tables turn when I am interviewed by an up-and-coming loan officer.

Hudson Beebe, based out of Spokane, Washington, is the youngest podcast guest I’ve ever had on. He runs down a list of basic, important questions about starting out as a loan officer and what he needs todo to get on the road to freedom.

I share with Hudson what I have experienced firsthand are the greatest basic strategies and activities to grow your mortgage business and structure it the best way possible.

The next generation is coming up the pipeline and I am honored to be the person that they reach out to with questions on what works when becoming a loan officer.

I’d love if you’d join us at our next Mortgage Marketing Animals event in Clear water to get even more strategies to plan out–Register here: MastermindRetreats.com

Ready to move to the front of the line on the calendar? Schedule here: LoanOfficerStrategyCall.com

NAMMBA Connect 2021 Atlanta – The Place to Be in September
Episode 173

Carl White speaking at an event to members

Are you ready to open your minds to what the future of the mortgage space is and be a part of the growth? Then listen in to Loan Officer Freedom, the #1 podcast for loan officers in the country, as Guest Host, Steve Kyles, in for Carl White, talks to Tony Thompson, Founder & CEO of National Association of Minority Mortgage Bankers of America, to learn more about this incredible opportunity in September of 2021.

The mission that NAMMBA is on to gather people of all kinds, ages, and cultures to connect them by creating relationships and providing the extensive knowledge to grow their business, is inspiring the next generation. Be a part of this – sign up today!

Get your tickets here!

If you’re a loan officer ready to take your business to new heights by closing more loans with less headaches, then let’s talk strategies. <no charge> Click To Schedule.

Set Goals Higher to Make Work Optional
Episode 172

pack of animals

What activities stand between 40 and 60 loans per month or 15 and 30…so on and so forth?

Carl White here, bringing you another episode of Loan Officer Freedom, the #1 podcast for loan officers worldwide. I’m joined today by my good friend, Scott Hudspeth, a Freedom and Coolness Accelerator at Agent Mastermind.

We’re talking about how setting a goal and understanding the activities to get there is your first step toward freedom. Don’t sell yourself short by not setting the bar high. It’s realistic to map out your dream life and think about how much income you need to make it come true. Once that happens, our coaching programs, resources, and strategies will set you up for achieving those goals.

Scott and I share how to get a clear picture of your day and set your journey in motion for the days when you will be able to celebrate your highest successes with likeminded loan officers.

We want to help people create memories, not regrets.

Want to know how to close even more loans with less headaches, then go ahead and choose time that works for you here: complimentary strategy call or visit LoanOfficerStrategyCall.com.

Show Up to Jump on the Digital Shift Train
Episode 171

2021-07-30 16.01.39

Have you been able to adapt to the new digital world or are you still comfortable playing Atari?

On this episode of Loan Officer Freedom, the #1 podcast worldwide for loan officers, I’m joined by my buddy and top Marketing Technology Director as well as author of ‘Get Disrupt or Die’, Geoff Zimpfer.

Geoff shares details with us on what he calls the “hybrid loan officer” and explains exactly why your social media and online presence is a key part of your business’s success. If you’re still on the fence about joining the digital world, you could be sacrificing your future production. Find out why on this episode.

Listen in and learn how to keep yourself front and center with accurate and consistent information in the world of digital we now live in.

If you’re interested in finding out how to close even more loans (without working more hours) Set up your complimentary strategy call today by visiting, LoanOfficerStrategyCall.com