Tag: Marketing Strategies For Loan Officers

The 70-30 Rule That Keeps Your Mortgage Business Stable

February 18, 2026

If you want a clear plan to tighten up your business before things heat up, grab your free 90-day plan here: LoanOfficerStrategyCall.com and map out exactly how you will balance purchases and refinances the right way.

In this Wednesday Quick Tip, Carl shares the breakdown behind a recent 110 million dollar month and why the real takeaway is not the number, but the mix. A healthy mortgage business runs at about 70-30 purchase to refinance, and when you drift too far in either direction, it creates risk.

If you are purchase heavy, you may be ignoring opportunities in your past database. If you are refinance heavy, you likely need to increase your referral partner marketing. Carl walks through what each imbalance really means and how to correct it without slowing down what is already working.

As rates shift and the market shows signs of movement, now is the time to tighten up your systems, scripts, and daily routine. Do not wait until it gets busy to prepare. Build the muscle now so you are ready when the momentum hits.

Everybody Wants Accountability… Until It’s Offered

Episode 625

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

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

In this episode, Carl White shares a defining lesson from a conversation with his wealth coach that completely reshaped how he thinks about success, money, and personal growth. What started as a simple question, “How bad do you want it?” turned into a turning point about the true meaning of accountability and why most people say they want it until it actually shows up.

Carl unpacks the idea that accountability is not punishment or pressure, but a gift that moves you from “I’ll do it later” to “I do what I said I would do.” He explains how consistency beats intensity every time and why choosing one measurable activity each week can create more momentum than trying to overhaul everything at once.

If you have ever said you just need someone to hold you accountable, this episode is your invitation to step up. Pick one number, set a target, and decide if you are ready to take the road less traveled, because the few who accept real accountability often find it becomes the beginning of everything changing.

Sales Culture Is the Real Lottery Ticket

February 16, 2026

Episode 624

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

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

In this episode, Carl White sits down with Kevin Gillespie to unpack what actually creates explosive growth inside a branch or mortgage company and why most leaders miss it.

They kick things off with a simple but powerful question: Do you really have a sales culture, or are you just hoping your team will prospect on their own? Kevin breaks down the difference between having a title and creating true leadership, and how commitment, structure, and psychological safety are the foundation of consistent production.

You will hear the three core drivers of a winning sales culture: structured group prospecting, smart CRM leverage without using it as a hiding place, and creating “the stage” through regular presentations and events that position your team as the expert. Carl and Kevin share real examples of leaders who doubled, tripled, and even quadrupled their production by implementing these systems with consistency.

If you are a branch manager, team leader, or producing manager who wants higher per-LO production without adding chaos, this episode lays out a practical blueprint you can start using immediately.

If you are a branch manager or owner who wants to build a stronger, profit focused sales culture, learn more at ProfitDrivenPlan.com.

Lock or Float? Why That’s Not What’s Really Holding You Back

February 11, 2026

If you’re ready to stop overthinking rates and start building a predictable pipeline, head to LoanOfficerStrategyCall.com and get a clear plan for growing your marketing and lead flow over the next 90 days.

In this Wednesday Quick Tip, Carl White breaks down the real truth behind the “lock or float” debate and why most loan officers are spending way too much time worrying about the wrong thing. He explains the three possible rate scenarios, how they impact borrowers emotionally and financially, and why locking often protects everyone involved.

More importantly, Carl challenges you to shift your focus back to what actually moves the needle: consistent marketing and lead generation. When you stop obsessing over rates and start building your pipeline, you put yourself in position to close more referred deals that actually stick.

The Top 40 Rule: How Consistency and Systems Built 150 Units a Year

Episode 623

When you’re ready to see the routine Justin is talking about, go to GetMoreLoans.com. Carl and the team will walk you through the same structured process he uses and show you exactly how it works, whether you end up becoming a member or not.

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

In this episode, Carl sits down with Justin St. Clair, a Eugene, Oregon loan officer and sales manager who closed roughly $60 million across 150 units last year while helping lead a branch doing hundreds of millions in volume. Justin shares how getting started on a top producer’s team early in his career helped him build the right habits fast and set the foundation for long term growth.

Justin breaks down the single discipline that keeps his referral partners loyal and engaged: a clearly defined Top 40 list and a simple weekly rhythm that never lets relationships go cold. He explains why most loan officers lose business without realizing it, how the 21 day rule quietly costs referrals, and why consistency beats charisma every time.

They also dig into why many loan officers have enough leads but still struggle to scale, including slow speed to lead, lack of structure, and trying to do everything themselves. Justin shares how systems, delegation, and empowering your team unlock growth, along with practical advice on what to fix first if you are closing two loans a month and want to move to the next level.