Archives: Weekly Blogs

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.

Let’s talk about something every loan officer faces, but few admit: call reluctance.

That knot in your stomach before you pick up the phone.
The “I’ll do it later” excuse.
The overthinking, the procrastinating, the false busywork.

It’s fear. Fear of rejection. Fear of not sounding good enough. Fear of bothering someone.

Having studied this topic for decades because we all know that nothing makes more sales than calls.

One thing I have found the solutions all come back to is…

…Your why has to be bigger than your fear.

Think about it like this:

If a parent sees their child run out into the street, they don’t stand frozen on the curb worrying, “What if I trip? What if people laugh at me? What if I look silly?”

No. They run. They sprint straight into danger without a second thought.
Because their WHY, protecting their child, is bigger than their fear.

That’s the same muscle you and I have to build when it comes to making calls.

For me, I overcame call reluctance by tying each call to something that matters more than my discomfort.

• Providing stability for The Lovely Mrs. White.
• Paying for my kids’ school, because they each had dreams that I wanted to help make happen.
• Helping people going through hard times because people did the same for me when I needed it.

When those reasons burn brighter in your heart than the little fears buzzing in your head, the phone gets a whole lot lighter in your hand.

So here’s your Saturday Strategy:

1. Write down 3 things that you really want (I find it’s best to pick something that you want for somebody else.)
Put them on a sticky note by your phone.

Let them stare you in the face every time you’re tempted to hesitate.

2. Before you dial, pause for 30 seconds.
Close your eyes.
Picture your “why” as clearly as you can. See it, feel it. Say it out loud.

3. Then ask yourself: Is that worth one uncomfortable conversation?

The answer is always yes.

Fear doesn’t vanish. But when your why is bigger than your fear, you’ll move anyway. And that’s where the deals, the partnerships, and the life you want are waiting.

Most people would be shocked if they knew what it really costs to own a McDonald’s.

Here are the averages:

• Buy-in: $2.15 million
• Average annual profit: $150,000
• Break-even time: over 14 years

That’s right. Invest over two million dollars… and you’re capped at about $150K a year, no matter how many hours you spend making French fries or mopping the lobby.

Now compare that to us lucky few who are in the mortgage business…

A loan officer closing just 4 loans a month is making about the same $150,000 a year… without putting up $2.15 million and without hiring 50+ employees to serve burgers.

And if we simply spent the same amount of time prospecting as a French fry guy / gal spends frying French fries, we’d close far more than 4 loans. In fact, doubling from 4 to 8 loans isn’t a far-off dream. It’s very doable — when you know how.

That’s the beauty of this business. Whatever level you’re at, you can move up quickly. And unlike a McDonald’s, where you’re locked into that $150,000 ceiling, in mortgages the opportunity grows with you.

Truth is, many of us may be squandering what is an incredible career opportunity. We’ve got it way better than we sometimes realize. The only question is whether we have a clear map of how to tap into it.

That’s what we do at GetMoreLoans.com. We’ll show you how to double your production without doubling your stress.

Why fry French fries when you can close more loans?

I’m sitting outside on the front porch, outside in the open air, enjoying the quiet, it hit me:

“Unfollow your instincts.”

I read that somewhere recently, and I’ve been chewing on it ever since.

See, our instincts are designed to play it safe.
And that’s good when it comes to not jumping out of an airplane without a parachute.

But those same instincts can keep us from trying new adventures… or saying yes to an opportunity… or taking that leap of faith that could change everything.

That’s when instincts stop protecting us, and start confining us.
Like living life as “the bubble boy.”

Too safe. Too protected. Missing out on the good stuff.

Truth is, even when it doesn’t pan out, I’ve learned more from the things that didn’t work out than from the ones that did. And those missteps? They’ve turned into some of my very best stories.

But you only get those stories, and those breakthroughs, if you’re willing to skin your knees a little. To crash and burn once in a while.

Otherwise, you don’t move forward.
And you might just miss out on your best stories.

For us in this business, it’s the same.
If we only follow our instincts, we’ll stick to the “safe” path, avoiding calls, avoiding new systems, avoiding putting ourselves out there.

The problem with that is, growth lives outside the bubble.

And the good news? You don’t have to jump alone.

At GetMoreLoans.com, we’ll map out a plan with you, so you can push past your instincts safely, and step into the kind of opportunities that create your best stories.

The other day I bought some peaches. When I took them out of the package, they were rock hard, nowhere near ripe.

That’s when the lovely Mrs. White told me a little trick: “Put a banana in the bowl with them.”

So I did. And sure as the world, the very next day those peaches were noticeably softer, sweeter, and ready to eat.

Apparently bananas release something that speeds up the ripening of other fruit.

Now here’s why I’m telling you this.

When you market to your past database, don’t just send dry mortgage info. It’s too boring. People will tune it out.

Instead, add in little life hacks, simple insights, or small secrets, just like the banana with the peaches. It makes people perk up. It keeps you top of mind. And then, at the end, drop in a simple call to action.

We’ve seen over and over that this is one of the most effective ways to email and market to your past database.

Here’s why it matters:

• If you’ve got 300 people in your past database…
• You should be closing 3 loans a month as a minimum just from that.
• At $3,000 a loan, that’s $9,000 a month — or $108,000 a year.

And if you’re not seeing that right now, you’re leaving money on the table.

So here’s what we’ll do:

We’ll help you map out your entire past database marketing plan.
We’ll show you what to send, how often, and what to include so you get results.

After all, every $108,000 helps…

And yes, we’ll make sure you’re weaving in little “banana & peach” moments that grab attention.

Go to GetMoreLoans.com and we’ll walk you through it.

Because closing more loans doesn’t always mean working harder, sometimes it’s just about adding the right banana to the bowl.

Help You Win Even More,
Carl White

PS. Small touches matter more than you think. One quick story, one simple hack, one unexpected insight can ripen a relationship faster than a hundred generic “mortgage updates.” 

Let’s build your plan together: GetMoreLoans.com.