Tag: Mortgage Marketing Animals

I just finished my morning bike ride, and I was pondering the entire 2 hours, so I thought I would come in and download from my brain my thoughts while peddling this morning. 

First of all, let’s cut through the noise. 

If you’re looking to make more money, close more deals, and build a business that doesn’t run you into the ground, then keep reading—because this is the No B.S. Guide to Making More Money in 2025 as a Loan Officer. 

Warning: 
I’m not here to give you fluff. I’m here to tell you what actually works. 

Step 1: Own Your Mornings Like a Top Producer 

Most loan officers waste their mornings on emails, paperwork, or “getting ready” to work. 

The best loan officers make money first. 

Here’s how: 

• One hour of outbound calls – Call past clients, pre-approved buyers, and realtors. 

• One hour of follow-ups – Nurture leads who are “thinking about it.” 

• One hour of business-building – Post content, network, or meet with referral partners. 

Hard truth: If you’re not making money before noon, you’re losing money. 

Step 2: Stop Chasing – Start Attracting 

Most loan officers chase leads. The top producers attract them. 

Here’s how: 

• Communicate with your ideal referral partners and clients.  

• Post real success stories, not boring mortgage facts. 

• Stay top-of-mind with a weekly email, video, or text to your database. 

Reality check: If people don’t know who you are, they’re not sending you business. 

Step 3: Follow Up Like a Closer 

Want to make more money? Talk to people more times than you think you should. 

Most loan officers call a lead once and never follow up. That’s why they struggle. 

Here’s the fix: 

• If they don’t say no, assume they still need you. 

• Don’t ask, “Are you still interested?” Instead say: 

• “Hey [Name], just checking in—did you find a home yet, or is the search still on?” 

• Follow up at least 7 times. 

Loan officers who follow up the most, close the most. Simple math. 

Step 4: Build a Referral Machine 

Want more high-quality leads without buying them? Get more referrals. 

Here’s how: 

• Give before you get. Do a favor for a realtor or past client first. 

• Ask the right way. Instead of “Know anyone who needs a mortgage?” say: 

• “Who’s the next person I should be introduced to?” 
   

• Follow up on those referrals like green on a pickle and thank the person who referred them to you, whether it works out or not. 

Referrals aren’t random—they’re earned. 

Step 5: Cut the Time-Wasters 

Most loan officers drown in busy work that doesn’t make them money. 

Here’s what to outsource or automate as soon as possible: 

• Loan processing – Get a Processor. 

• Social media posting – Hire a VA. 

• Chasing conditions and putting out fires – Get a Loan Partner. 

Your job isn’t paperwork—it’s getting new business. Everything else should be delegated. 

Ready to Take Action? Here’s the Three-Part Challenge 

1. Lock in a “Money-Making Morning” – Outbound calls, follow-ups, content. 

2. Follow up with every warm lead at least 7 times. 

3. Send one referral request per day. 

Do this for 30 days and watch your income grow. 

Want accountability? Join me and thousands of loan officers using my patented scripts and conversation guides. 
 
This is where the real closers are sharpening their skills daily. 

No gimmicks. No fluff. Just real results. 
 
Go to GetMoreLoans.com and tell them you want to go over my proven plan and scripts and they will give you some… free. 

Let’s win 2025. 

If you’re serious about closing more deals and scaling your business, don’t just read this—implement it. And if you want a community to hold you accountable, This Is Where Your Journey Starts.  

Too many loan officers get stuck in planning mode, obsessing over every little detail instead of just taking action.  

It’s easy to believe that if we just perfect our plan, then success will follow. But in reality, we learn far more by doing than by overthinking. 

Stop Overcomplicating Referral Partnerships 

A common example? Loan officers overcomplicate the process of building relationships with referral partners.  

Instead of waiting until you have the “perfect” pitch, just reach out and make a connection. 

Try this: 

“Hey [Agent’s Name], I think you’re awesome, and I’d love to treat you to a cup of coffee so you can tell me more about how awesome you are.” 

That’s it. No elaborate scripts, no fancy presentations. Just a simple, genuine invitation.  

The real magic happens during that meeting. When you’re wrapping up,  make it clear what they can expect: 

• I’ll close you on time. 

• I’ll keep you updated on the loan process. 

• I’ll follow up on your leads like green on a pickle. 

Those are the 3 biggest pain points of high-producing agents according to a survey that they answered. 

Action Teaches You More Than Planning Ever Will 

We all want to know everything upfront—the exact right way to approach a referral partner, the best way to handle objections, the perfect follow-up strategy.  

But the truth is, you only get better by doing. 

When you start taking action, you’ll get real-world feedback that no book, course, or brainstorming session can give you. You’ll hear objections like: 

• “I already have a loan officer.” 

• “I’ll send you leads if you pay me first.” 

And because you’re in the game, you’ll learn how to handle them. You’ll adjust, improve, and keep moving forward—something that never happens when you’re just sitting there, thinking about your next move. 

Risk Looking Stupid (It’s Worth It) 

Taking fast action means embracing imperfection.  

You won’t always say the right thing. You might stumble over your words. You might even feel a little embarrassed. But guess what? The more you do it, the better you’ll get. 

So be willing to risk looking stupid. The people who win in this business aren’t the ones who have the most polished presentations—they’re the ones who take action, build relationships, and keep learning. 

Bottom Line 

Get out there and do the thing. Have the conversations. Make the calls. Book the meetings. You’ll learn far more from experience than you ever will from a perfect plan. 

Action beats perfection every single time.

So, I was thinking… What’s one thing I could do to help you close more loans without breaking a sweat? 

Then it hit me. Give you Kevin’s book, Loan Officer Success. For free. 
 
 

He interviewed 12 loan officers that were each closing over $100 Million in personal production for the year and then wrote down the things these top producers said moved the needle the most for them. 
 
It’s packed with 12 strategies loan officers use RIGHT NOW to generate leads, build referral networks, and free up time. 

The book’s digital version was too big to attach (trust me, I tried), so… 
Tell me where to send it here. 

Instant access. No waiting. 

Some would tell you that “I’m only giving this to the first 400 people” or something silly like that which we all know is always BS.  
 
But I will say Get it now as it will be a very good use of your time. 

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.

I had just come off stage at one of the state mortgage association conferences when a loan officer asked me a great question: 

“Carl, should I market to renters of apartment complexes?” 

Here’s what I shared with her… 

The biggest challenge when targeting renters is this: You have no idea when they’re ready to buy. 

It’s a 2-step uphill battle: 

1. Convince them that buying a home is the right move. 

2. Convince them that you’re the lender to help them do it. 

I’m not a fan of that approach. 

Here’s why: 

I’d rather spend my time finding people who are already looking for me—prospects who’ve already made the decision to buy. 

Look for people who are looking for you. 

And the best way to find those buyers? Through referral sources who are already talking to them: real estate agents, financial planners, property managers, insurance agents, and more. 

Otherwise, while I’m busy convincing a renter that buying is the right move, I’m missing out on the prospects who’ve already made that decision and are just waiting to be connected to me. 

Now, I’m not saying renters should be ignored entirely. The idea of befriending property managers who can alert you when someone is ready to buy—that’s a great strategy. 

But doing general marketing to renters without knowing their intentions is like digging dry wells: labor-intensive and unpredictable. 

I prefer to dig wells that produce an ongoing stream of business. 

Real estate agents, financial planners, and others already have access to motivated buyers and can keep sending deals your way consistently. 

Why chase when you can attract? 

Ready to dig wells that actually flow with business?
Set up a quick chat here, and I’ll show you how.