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 dives into a crucial question: Should loan officers market to renters at apartment complexes?
While understanding the market is interesting, Carl emphasizes that your marketing strategy is what truly dictates your success in closing loans.
He shares insights from a recent conference and explains why targeting renters can be a challenging and time-consuming approach.
Instead, he advocates for focusing on motivated buyers who are already ready to take action.
If you’re ready to start attracting the right kind of business and want to learn simple techniques to build your own well of steady referrals, visit wantmoreloans.com to schedule a call with Carl and his team.
We know that referred leads close at a rate of around 25%, while social media leads close at just 1%. That’s 1 in 4 versus 1 in 100—no contest. Referred leads win every time.
So why don’t all LOs focus on the higher-converting, easier-to-close “referred leads”?
Because most haven’t learned the “never milk a squirrel” lesson. (There’s a mental image that’s hard to forget, right?)
If you need milk for breakfast, you’re not chasing squirrels. You go for the cow with plenty to give. The same goes for referrals—you want to target real estate agents with enough buyer-side deals to make a difference.
Let’s break it down:
The average real estate agent closes just 4 buyer-side transactions per year. Of those, 1 buyer is paying cash, and 1 is using their bank’s loan officer or a family connection. That leaves only 2 potential buyers per year for you to work with.
Since referred leads close at around 25%, it would take 2 full years with that agent to close 1 loan.
Bottom line: You can’t afford to spend time prospecting agents who aren’t producing enough deals.
Instead, focus on agents closing 12 to 24 per year—that’s always been my personal sweet spot.
Agents at this level will help you close deals consistently, ideally 1 every month. But here’s the key: Only 4% to 5% of agents fall into this category—about 1 in 20.
The reason most LOs give up on prospecting isn’t because they’re doing something wrong—it’s because they aren’t qualifying agents before meeting them… or they are trying to milk squirrels…
Showing up at random open houses or cold-calling agents without qualifying them is like walking up to a palm tree and expecting apples. Or, worse yet, trying to milk a squirrel.
Sure, it might work, but not enough to matter.
Let’s focus on closing more loans, not chasing squirrels.
When you’re ready to stop wasting time on low-producing agents, let’s talk on how you can get a list of over 1,000 qualified agents in your area with just a click, along with other epic ways to build these solid relationships.
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 VA loan expert Mr. Michael Fischer to dive deep into the world of VA loans and debunk some common misconceptions.
Michael highlighted the phrase “don’t FHA my VA,” which refers to the tendency of some loan officers to apply FHA guidelines to VA loans unnecessarily, potentially hindering veterans’ access to homeownership.
He explained that VA loans allow veterans to convert their primary residence into a rental without needing extensive documentation, have no flip rule, and do not require a minimum distance for relocation.
He also noted that anyone can gift funds for a VA loan without stringent sourcing requirements, and there are no age restrictions on the roof’s life.
Whether you’re a seasoned professional or new to the industry, this episode will equip you with the knowledge to stand out in the market.
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Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.
In this episode, your hosts, Carl White and Owen Lee dive deep into the current state of the Consumer Financial Protection Bureau (CFPB) and its implications for the mortgage industry.
With rapid changes happening in Washington, we discuss the origins of the CFPB, its intended purpose, and how it has evolved over the years.
They unpack the recent buzz surrounding Elon Musk’s provocative post about the CFPB and what it could mean for loan officers and the industry at large.
They also explore the pros and cons of potential changes to the CFPB, including the impact of funding cuts versus complete dissolution.
Whether you’re a loan officer, branch manager, or simply interested in the financial landscape, this episode provides valuable information and actionable steps to stay informed and engaged.
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 Tara McCafferty, the “Queen of Mortgages” in Jacksonville, Florida.
After relocating from Reno, Nevada, Tara shares her journey of starting fresh in a new market where she knew no one.
Tara discusses the challenges and triumphs of building her mortgage business from the ground up, including her strategies for networking with real estate agents and establishing a strong presence in Florida.
Discover how she closed 13 units in one month and how half of her business now comes from her new home state.
Tara emphasizes the importance of persistence, finding your “why,” and the power of numbers in achieving success.
Don’t miss this episode filled with valuable tips and encouragement for anyone looking to thrive in the mortgage industry!
Visit getmoreloans.com for more information on how to elevate your mortgage business!
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