What I Learned About Sales From My Cat

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, your host, Carl White, shares some surprisingly powerful sales lessons—straight from his bald little housemates (yes, his…

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

In this episode, your host, Carl White, shares some surprisingly powerful sales lessons—straight from his bald little housemates (yes, his hairless cats).

You’ll learn why you should never assume someone’s not interested, how consistency beats brilliance, and the importance of focusing your energy on the right people.

Carl also drives home why making the ask—clearly and unapologetically—is what separates average loan officers from consistent closers.

This fun and oddly insightful episode is a reminder that charm, confidence, and persistence are all part of the sales game—so next time you need a little motivation… be the cat.

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

How Scarcity Thinking Is Costing You More Than You Know

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, your host, Carl White, sits down with Kristin to unpack the hidden trap of scarcity mindset—and how it quietly holds loan…

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

In this episode, your host, Carl White, sits down with Kristin to unpack the hidden trap of scarcity mindset—and how it quietly holds loan officers back from growth.

They dive into the real reason so many LOs cling to one deal, one referral partner, or one source of business… and why that small thinking leads to small results.

You’ll hear how shifting from “what if I lose” to “what could I gain” can unlock your potential—and what it really takes to move from fear-based decisions to action built on abundance.

This conversation isn’t just motivational—it’s a call to step into a bigger future by doing the things that actually create one.

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

Should You Go to Every Closing?

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.

What Everybody Isn’t Talking About, But Should

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, your host Carl White teams up with Owen Lee to unpack the quiet earthquake shaking up the mortgage industry—massive moves…

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

In this episode, your host Carl White teams up with Owen Lee to unpack the quiet earthquake shaking up the mortgage industry—massive moves by Rocket Mortgage that most LOs have already stopped talking about.

They reveal how Rocket’s acquisition of Redfin and Mr. Cooper could reshape borrower behavior forever, giving them first dibs on millions of consumers before the rest of us even know they’re looking.

Carl and Owen use a powerful bear-and-salmon analogy to show how referral-based LOs risk losing deals unless they evolve fast—and how smart use of predictive tech can help you stay ahead.

This isn’t a doom-and-gloom episode—it’s a call to action packed with clarity, urgency, and opportunity for those willing to pivot now.

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

67 Closings in One Month (Here’s the Real Reason Why)

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.