You are enough

We hear it all the time… 

“You have to bring value to your agents”

And you know what, “they” are right…. And perhaps “they” are missing the real truth..

Here’s the problem.  So many LO’s hear that and then freeze because they think (and have been mistakenly told) that they have to….

… bring their agents buyers

… help the agents build their business

… teach classes
… become the agent’s personal assistant and errand boy/girl

And the list goes on and on and on and on
<usually fueled by somebody trying to sell you something you don’t need>

So now the LO is led to believe that before they can get referrals, they have to learn how to do all those things first… which most of the time never happens…  

Classic overwhelm that is totally unnecessary.

…which results in the loan officer stuck with yet another mediocre month of closings and / or another month of slow, if any, growth.

And even for those LOs that do spend all their time doing those things and finally “deem themselves worthy”, what if you found out all that was totally unnecessary and putting in all that work actually slowed your growth…

Here’s the real truth of it all…


Let me explain.

The thing you bring of value is “YOU”.

For example, let’s say your friend owns a car wash.  Where would you go to have your car washed?  At your friend’s car wash of course.

Even if another one was a bit cheaper and / or a bit closer.

I want you to think of who your best friend is.  Got their name and their face in your mind now?

Now I want you to think of why they are your friend.  Is it because they come over and mow your yard every Saturday for free?  Do they come over and clean your windows every Monday?

Of course not, that’s not why they are your friend.

They are your friend because of how you feel about them, and how they make YOU feel when you are around them.

Now, if you REALLY needed your yard mowed and your windows cleaned, would they come help you out of a bind?  Of course they would.  Just like you would for them.  But the actual service isn’t why you are friends.

Same thing with referral partners.

I work with people who I genuinely like.  We just happen to do business together also.
These are people who I would hang out with anyway, we just happen to now work together also.

And here’s the other “truth” I have discovered.  There are over a thousand agents in our areas and there’s only 1 of you (me).  That puts the odds highly in our favor. 

It turns the table that YOU are the prize.

Now, with our friends (agents) that we work with, do we refer business to them when the opportunity arises… of course.

Do we help them build their business once we are working together… yes.  But keep in mind, I have found it best to work with very successful agents who already have a successful business and they really don’t need any help in that area.

Do we teach classes?  Well only if that is something that you truly enjoy doing, of course.  But understand, it’s totally not necessary.

Do we help them with social media?  Perhaps, but again, only if you already know how and only if you enjoy doing that.

They don’t work with us because of those things.  They work with you because you genuinely like them and people like people who like them and then refer to those people that they like.

In other words…


Now, do we need to close their loans on time.. yes

Do we need to give great communication during the loan process.. yesDo we need to follow up on their referrals like green on a pickle so they get more referrals from those leads going forward… absolutely. 

By the way, that’s the 3 things that over 10,000 agents said were most important to them during a large survey I did with agents.

So instead of spending a ton of time on doing things that are actually totally unnecessary, let’s spend that same time and energy actually connecting up with the agents who are already successful and simply find out which of those we have a natural connection with because….


Then and only then, of course you can learn how to help out in other ways… even though that is likely totally unnecessary.

7+ Profit Maximizers for Your Mortgage Business

On this episode of Loan Officer Freedom, the #1 podcast for loan officers in the world, I sit down and talk to one of my partners in the Freedom Club, my good buddy Kevin Gillespie.

Kevin runs a unique group within the Freedom Club known as Branch Manager Academy. This group is comprised of high-level branch managers, some doing up to 3.5 billion in operations, that share their advice and ideas with one another.

Kevin and I discuss the detailed versions of each of these maximizers for the most effective profitability of your mortgage business.

Listen in to hear the 7+ valuable profit maximizers to run a successful branch. 

Want to learn more about the Freedom Club? Click this link and pick a day that works best for you. My team will map it all out for you. Schedule Here.

You’re Enough Video With CTA

As a loan officer we often feel like we need to provide value to our realtor partners. Well Tammy and I are here to tell you that you are the prize. Forget buying leads and creating flyers. YOU are enough. For more scripts & conversation starters, set up your one on one call with our coaches here: http://wrgo.io/TheMarketingAnimals/29487

the “Do you trust me?” script..

Something a little different this Saturday to help you out.

In this short video, myself and the lovely Mrs. White will give you the script to get more assistant help to close more loans in less time… even if you don’t have an assistant now!

This simple script has worked for me every time I have used it, and it also worked when one of the LOs in my branch used it on me…. (sneaky rascal she was..)

Let me know what you think.

Watch Short Video Here

Your Mortgage Maverik,

Carl White

Branch Managers Hiring Real Producers

As a branch manager, how do you attract new talent? In this episode of Loan Officer Freedom, the #1 podcast nationwide for loan officers, I am joined by Travis Newton, a branch manager out of Oregon. 

This episode focuses on what criteria we both have used to seek out options vs. opportunities when bringing a new hire on. Travis gives us his viewpoint for the way he reads the potential in the loan officers he hires. 

Because he doesn’t have very much time to train from square one, he makes sure the LOs he brings on are established talent and can produce high volume for the company.  

Tune in to hear how my buddy Travis has hired not 1, not 2, but 3 – $100M+ producers in the last 10 months.  

Interested in learning more from my team here at Mortgage Marketing Animals? I’m offering a free coaching call to loan officers. Schedule Here.