Loan Officer Coaching

Why an Email or Text Is Never Enough

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The vast majority of loan officers / branch managers make a huge mistake:  They send emails or texts without the willingness to make a phone call or follow up. 

Most LOs try to figure out a way to send out emails giving updates to agents and the borrowers on the progress of the loan, instead of simply calling with the updates, which gives a golden opportunity for asking for even more referrals using the simple “just ask” script at this point (this has been one of our biggest sources of even more closed loans).

Don’t get me wrong, in my branch, we also do have the automated “milestone” updates that go out to the borrowers and agents via email and text for when milestones like the appraisal come in and / or when we are clear to close…

… so those automated updates are great, but in addition to those, we actually pick up the phone and update by the phone ALSO.  That’s where we get most of our purchase referrals is with those simple update calls with our “Just Ask” script at the end to get even more referrals on those calls.  It’s kind of one of my secret sauces.

Keep in mind, the purpose of the “update calls” isn’t really to update them, even though they all love that part, it’s really to ask for yet even more referrals… and it’s very, very effective in doing just that.   Oh, did I mention that this one set of calls is responsible for most of our repeat referrals… you know, the kind of leads that actually close at a very, very high level.


Oh sure, we get some referrals from the email and text communications, but it’s when we picked up the phone that things really started to take off for us and other LOs that are doing it the same way we are.

We find the same results with all of our marketing – phone calls out trump everything else combined.

It really just makes common sense.  In our single days, if we are looking to date somebody, I think we can all agree that a phone call would out trump an email.

In fact, there is a famous study that in person meetings were #1, phone calls #2, text messages a distant #3, snail mail #4, and email was in last place when it comes to influencing people.

So why do most loan officers communicate their marketing messages with the least effective way to do it??

I’m convinced that they simply didn’t know the facts about  1. How ineffective emails are,  2. How effective phone calls are,  3. They aren’t sure what to say. 

So again, I’m not telling you not to email, I’m simply letting you know that if you are avoiding making the phone calls, that’s likely going to cause you a lot of pain and lost opportunity to close yet even more purchase deals going forward, and I can totally help you get over that.

If you need help with what to say on these update calls to get more inbound referrals, or what to say when calling your past database to get more inbound referrals, I’ll be happy to share with you the same ones that we share to our members on a free “Freedom Club Demo” call. 

There’s no charge for this and the charge for not doing it is likely HUGE!!

See ya on the inside ☺

Get Your Offers Accepted

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On this episode of Loan Officer Freedom, the #1 podcast nationwide for loan officers, I’m joined by my good friend and Freedom Club member, Kei Kullberg. 

Kei first started listening in on the podcast while in a tree stand. Technically, I guess that means we ‘met’ in a tree stand. That was a first for me… 

After listening to the podcast for twelve hours straight, he decided to come on out to one of our MasterMind events, and from there he took off running by applying the strategies and DSP (daily success plan) into his mortgage business. 

Kei reveals the valuable reasoning behind communication throughout the transaction and why picking up the phone is a win-win for all involved. You’ll be ready to put this play into action and to be sure your team is using this process the same way Kei’s is.  

Use this as your step-by-step guide to Getting Your Offers Accepted by giving the listing agent the confidence they need to move forward —– and allowing the buyer’s agent to free up their time to go bring in more leads.

We have so many more strategies that we teach here at The Marketing Animals – and we want to share them with YOU. Choose a time here that works, and we will give you these … for free. 

No obligation. < It’s just a cool thing we do. >

I wasn’t going to bring this up, but I’m going to anyway…

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At first glance, this may seem like it doesn’t have anything to do with mortgages and helping you ramp up your business, but I’ll tell you this may be one of the most important messages I have ever sent to you.

Making sure everything at home is good is critical to how we do things at work.
It all overflows to each other, home and work.

Think of a jar of water and then putting even just 1 drop of red dye in it.  The red dye doesn’t just sit there on one side of the jar, in short order the entire jar is red.  This is the same for “work and home” for us, it all overflows to each other.

That’s the set up for a life changing conversation I had about 7 years ago…

I was sitting on my front porch visiting with my then 30 something year old niece.  Out of the blue, she said “You know why so many people end up in divorce (or separating from their mate or life partner)?”

My first thought was, what is somebody that just got married a year or 2 ago going to have to say to me about How To Make Relationships Work…  what the heck does she know..

But then she shared with me something that has been an absolute game changer for me…

“The reason so many romantic “living together” relationships break up is because they confuse “marriage (or mate) issues with “roommate” issues.  You see couples really have 2 different relationships going on at the same time.  They are a romantic (or married) couple and they are also roommates.”

She went on to explain, “You see, “roommate” issues are things like leaving the cap off the toothpaste, using up the last bit of coffee without picking up more at the store, leaving the car empty of gas, or having the TV turned up too loud while the other is trying to rest or wants quiet time.”

“Marriage issues” she said, “really boils down to 3 things, beating, cheating, and/or addictions.”

She explained that we have to be very careful when we are having an argument with our mate, not to elevate “roommate” issues to “marriage” issues.  Roommate issues are just part of living with somebody and not to be elevated to “I can’t live with you because you didn’t put the milk back in the refrigerator…”

So these days I remind myself to keep things in perspective and that if I’m feeling a bit of strife in my marriage, it’s extremely likely just a small roommate issue and not worth getting upset about.

When I started doing that about 6 or 7 years ago, it was a game changer! 

Now things are pretty darn good at home, and with things pretty darn good at home, it’s way easier for things to be pretty darn good at work.  I find my work conversations go way better and I feel more confident about putting together my team, asking for the business, getting more sales and loans closed with the entire mortgage team over here.

I guess it really all boils down to, “Don’t sweat the small stuff and it’s all small stuff.”

Now I realize that some of the people that read this are single and enjoying life in that way.  Awesome.  Perhaps you know somebody that could benefit from this bit of wisdom that can be a life changing awareness for them, if so, please pass it on.

OK, so I know this isn’t my typical message, and I sincerely debated about sharing this as I didn’t want to offend somebody or perhaps seem “uncool”.  But I decided that real friends take risks to help each other out.  Thanks for letting me be a part of your awesome journey. 


If you need help with anything else, give my team a call.

Make It a Profitable First Impression

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On this episode of Loan Officer Freedom, the #1 podcast for loan officers in the world, I’m going to share with you why it’s so critical to have a formula for creating a profitable first online impression. Whether it’s your About Me page on your website or your social media profile, stick to the things that work when presenting yourself. 

We all know that the first thing people do these days is check out your online presence. Let’s say you leave your voicemail, with your name and the reason for your call… they listen and then hop on some sort of device and peek through the little (not so little) hole called the internet. Yup, somewhere on there…they’re going to find you. 

Make it a profitable first impression. 

The levels of intimacy you show in your delivery is categorized by warm to warmest. I’ll explain all those and more in this podcast along with the perfect formula that consists of the 3 main pieces of information that you MUST include in both your About Me and social media profiles. 

Tune in to hear just how I position each one…
Not sure how to set this all up and need examples? Hop on a call today with us and we will help you set it up using this formula. Find a time here that works for you.

Loan Officer Freedom