Tag: Loan Officer Training

When I was a kid going through school, I had a speech impediment.
I was so embarrassed that I couldn’t talk like the other kids.

Every week, I’d get pulled out of class and taken to a special room where a kind teacher used flashcards to help me learn how to talk.

I’ll never forget her encouragement, support, and kindness.

What pushed me to keep trying wasn’t just the lessons—
It was one of my good friends, Rory.

See, I couldn’t say his name.

And as a kid, that hit me hard.
I wanted to say his name like everyone else.
I wanted to call out to my buddy without feeling different.

So I practiced.
I worked at it.
And one day… I finally started to overcome this handicap!

I’ll never forget the day I said “Rory” the right way—
And could do it on demand from that day forward.

And now… here’s the rest of the story.

That little boy with the speech problem?

He grew up to make his living by speaking.
How ironic is that!!

Today, I talk with loan officers.
I lead masterminds.
I teach to tens of thousands every month.
I coach. I do podcasts.
And it’s led to building a business that’s brought in tens of millions of dollars—and continues to do that today.

All because I kept going—

Even when it was awkward. Even when it was uncomfortable.
I pushed through the fear, with the help of my mentor, that special teacher.

I share this with you to encourage you to keep on keep’n on.

So here’s my question to you:
What’s the thing you’ve been avoiding?

The one you know deep down would grow your business—or even your life…

If you just leaned into it?

• Making calls?
• Following up?
• Doing the uncomfortable?
• Starting conversations with referral partners?

We all have our “Rory moment.”

And your breakthrough might be waiting on the other side of it.

You’ve got this.

I got a great text the other day from one of our Alliance members, Glenn Siaumau.

I wanted to share it with you, not just because it was a smart question, but because it opened the door to a BIG opportunity that most loan officers overlook.

Here’s what Glenn texted me:

“Carl, good morning. A member of my church is the CEO of the Postal Credit Union here. What is a good approach for her? What type of business should I be looking for from a credit union?”

Great question, right?

Here’s what I shared with him:

“Hey [CEO’s Name],
Hope you’re doing great! I was thinking—it might be helpful for your credit union to have a trusted mortgage partner you can lean on when your members are looking for home loans.

What we’ve seen is that when members call the big banks for a mortgage, they often end up moving over their car loans, credit cards, or even checking accounts.

I help credit unions protect those relationships by giving your members great mortgage service, without ever trying to take any of your other business.

If you’re open to it, I’d love to have a quick chat and see if there’s a way I can help you all out.”

Here’s what I want you to know:
This is one of the biggest no-brainers for credit union leaders, but most of them don’t even realize this is a problem.

They’re focused on taking care of their members day to day, and they don’t see that when a member calls a big bank for a mortgage, it could cost them the whole relationship.

Unless you reach out and show them how you can help protect that member base… they may never know the risk, or the solution you bring to the table.

You’re not taking anything away from them—you’re helping them keep what they’ve already earned. And when they see that, you instantly become a hero.

So here’s your takeaway:

**Credit unions can be an incredible referral source**and the opportunity is wide open. Most loan officers never ask.Sooooo…

Call the credit union managers or CEOs in your area, reach out. Use the message above, adjust it for your style, and have a quick chat. You might just open the door to a powerful long-term referral relationship.

I’ve closed hundreds of loans using this one little trick.

Just a quick note to help out… because that’s how all this works!