Archives: Weekly Blogs

One thing I’ve learned over the years is this:

Going after whales (top producing real estate agents) is actually easier than chasing minnows.

Most loan officers assume the opposite, that whales are harder to reach, tougher to talk to, and more resistant to sales activity.

But here’s what I’ve found.

Whales recognize sales activity.
They respect it, because it’s the same activity they commit to every day.
It feels familiar, not pushy.

“Salesy” and “Chasing” are only words used by low producers (or somebody trying to sell you something that you totally don’t need).

Sales activity and sales conversations is exactly what top producing agents are doing themselves and like it when you talk to them in that same fashion. 

That leads to two simple Saturday guidelines if you want to attract a whale in the first place:

1. Do consistent top producer behavior (even before you are a top producer) 

Visible discipline. Outbound conversations. Intentional relationship building.

When a whale sees that in you, they lean in, because that’s their language.
 

2. Whatever you do, don’t hunt random shiny “minnows”
 

No scattershot posts. No gimmicks. No weekend chaos.

Whales aren’t impressed by noise and glitter. They actually guard themselves against those things.

They move toward certainty and discipline.

Come to find out, whale hunting is actually easier, not harder, when you’re operating the way whales already operate.

And the good news?

This mindset is just one of the 11 classes we’re doing at my next live event in Clearwater Beach, March 3rd and 4th.

Pipeline Accelerator Event
“A Leads, Conversions, Closings Workshop”

When you are ready for 2 days of encouragement, scripts, structure, and confidence-building strategies designed to help you stop chasing minnows and start building a whale-based business, you can get registered here:

Click the link to grab your seat

Don’t get left out!

Carl White

P.S. If you want to attract a whale, remember this:
Be the one who calls on purpose, not the one who posts in panic.
Whales swim toward certainty, not splashing.

And if you want more structure for your predictable pipeline, the Clearwater Beach event is where we go deep on this stuff, mindset, scripts, and implementation you can actually use.

If you’ve been winging your outreach or avoiding realtor conversations because you weren’t sure what to say… you’re not alone. 

Most top producers once felt that way too, they just found a better structure.

Click this link. Grab your seat. And join the top producers.

See you at the beach.

This won’t be a long blog.

Just one simple message:
I’m rooting for you.

That’s it.

Whatever kind of day you’re having —
Whether your inbox is full of pre-approvals…
Or full of fires to put out…

Whether you just had a great win…
Or you’re wondering how you’re going to make it to Friday…

I see you. I get it. And I’m in your corner.

You don’t need to prove anything to be worthy of encouragement.

You don’t need to hit a quota this week to matter.
You don’t need to close 20 loans this month to be worthy of respect.

Sometimes, we just need someone to remind us:
You’re doing better than you think. Keep going.

So no homework here.
No worksheet. No webinar. No calendar link.

Just this:

You matter. You’re needed. And I believe in what you’re building.

Always here if you need anything.  
Seriously.

I love it when, I get a message that reminds me why we do what we do.
Today was one of those days.

Kristin forwarded me a note from a loan officer named Jeremy Carlin.

Jeremy spent 22 years as a music pastor before stepping into the mortgage world, brand new, no background in the industry, starting completely from scratch.

Here’s what he shared…

“I started as a new MLO in May. I was a music pastor for 22 years before making a career change. I’ve been absorbing the YouTube videos and enjoyed a conference over the summer with you guys.

Excited to share that I just closed 6 loans in November (6-month marker), and I already have 1.5 million scheduled to close in the pipeline.

The MMA content has been my Bible and is proving that anything is possible.”

Now, look…
This is not about me.
This is about a man with a very inspiring story of success.

He came into this business with zero experience…
…who simply showed up, followed a proven plan, and refused to quit.

Six closings FOR THE MONTH with only six months in the business.

AND $1.5M already lined up.

And most importantly,
belief in what’s possible when he follows a proven system.

I love stories like Jeremy’s because they’re a reminder:
Success doesn’t care where you start.
It cares what you do next.

And if he can do it…
why not you?
Why not now?

Help me congratulate Jessica Peyton from Fredericksburg, VA… she just quietly pulled off something pretty extraordinary.

Jessica’s business doubled in the last half of this year.

And it didn’t happen because the market got easier (it didn’t).
It didn’t happen because she “got lucky.”

It happened because she added one missing ingredient most loan officers never get:

Simple, daily accountability.

Before joining the Next Level group, Jessica was like a lot of great LOs, motivated, talented, hardworking… but running her business by feel instead of by structure. In her words:

“I was kind of flying by the seat of my pants… stuck in a cycle of planning but not taking action.”

“My coach helped me get tactical with my calendar and actually DO the tasks instead of thinking about them.”

“Since then, my business has doubled… and it feels amazing to be back on track.”

Take a look at her production chart below:

 Red line = last year
 Green line = this year

The difference?
She stopped doing it alone.

She added the structure.
She added the accountability.
She added someone checking in to make sure the work actually got done… not someday, not when she “felt like it” — but today.

And it changed everything.

**If you’ve been meaning to get more consistent…

more structured…
and more profitable…**

Then I’d love for you to check out The Alliance / Next Level.

It’s designed specifically for loan officers who know what to do… they just need someone in their corner making sure it happens day after day.

No pressure.
No pitch-fest.
Just a chance to see what real accountability looks like and why it has changed the careers (and bank accounts) of so many LOs.

If you’d like to take a look, click here and I’ll have Justine show you the info.

And once again, big congratulations to Jessica.
The results are hers.
The process is repeatable.

Last week inside The Mortgage Marketing Animals member class, we taught something that hit a nerve for a LOT of loan officers…

Why so many LOs avoid meeting with real estate agents, even though we all know that 76% of purchase borrowers use the loan officer the agent recommends.

It’s not that LOs don’t want agent referrals.
It’s that they don’t have a structure for the meeting…
so they show up nervous, wing it, and leave without the result they deserve.

Meanwhile, top producers?
They aren’t chasing shiny whistles…

They’re running professional realtor meetings that naturally turn into long-term referral partnerships.

And that’s exactly what we are teaching our members on today’s Members Only class.

Here’s one tiny piece you can use right now:

Start the meeting by honoring the agent, not pitching yourself.

When you open with, “I’ve been studying your business and I’m impressed by __,”
the whole conversation shifts.
Walls drop.
Agents open up.
And they’re 10x more willing to share what they actually need in a lending partner.

That’s just the first 60 seconds of the meeting formula.

Inside the full class, we are walking through:

• How to build instant honor and rapport

• The exact questions that reveal an agent’s motivations, pain points, and decision-making style

• How to identify the real “deal-breakers” agents use when choosing a lender

• A simple structure for a first meeting that naturally leads to a high-conversion second appointment

• How to follow up with professional “proof pieces” so agents feel confident referring you

Most LOs are losing business simply because they never learned how to run this meeting.

Top producers? They’re doing it every week, and they’re using this winning formula.