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The Fastest Path to 10+ Loans per Month Without the Grind · Mortgage Marketing Radio

• 0:00
  Let me ask you something, how many loans are you funding right now, and how confident are you
• 0:04
  that you'll finish this year strong? Because a lot of loan officers that I speak to feel stuck
• 0:13
  and are feeling the headwinds and challenges of this current market. Look, I know the market's
• 0:18
  been challenging, but opportunity hasn't disappeared. There's transactions happening in your backyard
• 0:24
  every single month. Take a look at the closed purchases in your county that happened and ask
• 0:30
  yourself, how many of those have you gotten? So it's kind of like that book member from years ago,
• 0:36
  who moved my cheese? Who moved my cheese? The cheese is moving, a lot more perhaps than it has in
• 0:40
  the past. The question is, are you moving and adjusting with it? Are you executing the right
• 0:45
  plays to get in front of the business that is happening, not only in your backyard, but elsewhere?
• 0:51
  And over the next few months, how do you set the tone for the rest of next year for 2026 or at
• 0:57
  least for Q1, 2026? No matter what the market does, there's only three things we can control,
• 1:03
  our mindset, our skill set, and our actions. When's the last time you've worked on
• 1:09
  any one of those? Let alone all three. If we haven't met before, my name is Jeff Zimper, host of
• 1:14
  the Mortgage Marketing Radio podcast and founder of Mortgage Marketing Institute, where I help
• 1:18
  loan officers across the country create real growth using modern marketing strategies that actually
• 1:24
  work. Before we dive into this week's episode, I want to talk about a win of the week that comes
• 1:28
  from one of our members who is part of our my Asian classes community, Steve Thomas Selling.
• 1:35
  Steve's been with me for a few years now and what he does is he builds his personal brand,
• 1:40
  builds a platform that attracts real estate agents at scale, without chasing coal,
• 1:45
  calling or paying for leads, and helps him establish his brand recognition as the preeminent
• 1:51
  loan officer in his community for agents to be attracted to. Steve is achieving his goals,
• 1:57
  because you may have heard the saying that everything you want is just beyond the other side of
• 2:01
  your reach and your reputation, and that's Steve's building. Steve just shared with me today as
• 2:06
  I'm recording this. He hosted one of our classes that we equip our loan officers to teach,
• 2:12
  and it was about AI. It's called the AI Unfair Advantage. Did it at a builder's model home,
• 2:18
  which is one of the unique ideas we have that we share with our members about different ways you
• 2:23
  can do classes that are unique and different? Well, what Steve shared with me is immediately afterwards
• 2:29
  before even doing the follow-up, he got a VA purchase lead from an agent who has attended his class.
• 2:35
  She works with Keller Williams, and he's not worked with her before. And that's just one small
• 2:41
  example of a win. And how do you build momentum? You stack wins, and you keep running the plays that
• 2:48
  move the chains. Steve shout out to you. You've been running the plays. You've been executing.
• 2:54
  You're getting results. And that's just one small example from Steve for his success. We've got
• 2:58
  a whole bunch of others. And look, with AI, with tech, and all that kind of stuff, there's multiple
• 3:05
  pillars in your business. And if you still recognize agents as a profitable pillar of business that
• 3:12
  you want to attract high quality referrals from that have a high conversion rate, but you don't
• 3:19
  want to do it the traditional way of co-calling casing and all the other things, and you'd rather
• 3:24
  attract agents to you. Well, then I invite you to go check out what we do at MyGenclasses. There's
• 3:28
  a link in the show notes or you can go to go.myaginclasses.com and go watch some of the video
• 3:35
  success stories we have from other loan officers. You'll see how they're scaling their referrals
• 3:40
  without chasing co-calling or the usual frustrations that many of you have when it comes to real estate
• 3:46
  agents. Check the link in the show notes or simply go to go.myaginclasses.com and learn more about
• 3:54
  building your own agent referral machine. Now, today's guest is someone you should know,
• 4:01
  his name is Todd Screama. And if you've been in this business for more than five minutes,
• 4:04
  you've likely heard his name or his company Summit Funding. He's been in the industry for 33 years,
• 4:10
  unsummit funding, and Summit Funding is a top 30 lender, and Todd has personally coached
• 4:15
  over 5,000 loan officers. And in this episode, what we're getting into is why most loan officers never
• 4:21
  get past four or five loans a month and what to do if that's you. The real reason call reluctance
• 4:27
  is killing your growth and how to build systems so you're not the one doing everything yourself.
• 4:33
  At some point, you've got to get out of being the operator and be able to scale. And that comes
• 4:40
  down to a few different key things that Todd's going to share in this episode. We've got some wild
• 4:45
  stories from vending machines to Ferraris that will change how you think about business
• 4:51
  and life. So if you want to get clear about finishing this year strong and set yourself up for
• 4:56
  a better 2026, check out this episode. It's for you. Let's get into this week's show.
• 5:13
  Todd, welcome to the show. Hey, thanks, Jeff, for having me. It's just fun to do this stuff.
• 5:18
  I'm surprised it's took taking us this long to get here. I mean, you know, it's not like you're not
• 5:22
  known in my world, right? The loan officers are interested in your name for years as well. And I'm
• 5:28
  like, I don't know why we just never connected. Well, I'm glad that's the fun way to do it.
• 5:33
  No, it certainly is. And I'm glad we're finally doing it because I think it's the right time
• 5:37
  in the marketplace right now. And you obviously, so the folks who may not be familiar with you,
• 5:42
  heard who you are in the intro, you've got an incredible resume and background in this industry
• 5:47
  with summit funding and, you know, we can get into all the accolades volume and, you know,
• 5:52
  thousands of elbows you've coached and stuff over the years. What I want to do is cut to the chase
• 5:56
  because you do have this both breath and depth of an understanding of really what it takes to
• 6:01
  succeed across all markets, all cycles, you know, be it you being in this, what, 20, 30 years now?
• 6:07
  33 years. 33 years. I know. I know. I don't look that old, Jeff, but I'm old.
• 6:15
  I get, yeah, this is industry can aid you. So we are coming out of about three years of winter time,
• 6:20
  right? Of some challenging markets, rates and headwinds and all the stuff. And now we're seeing
• 6:26
  some relief on the horizon, regards to rates affecting affordability mindset. And so what I
• 6:33
  wanted to do was take your, your very, you know, um, um, in depth understanding of the psychology,
• 6:40
  the habits, the systems of what you've seen because you've coached some of the most successful
• 6:44
  originators in the entire country for years. You now have a chance to coach the listener. I don't
• 6:51
  care where they're at in the business. Let's just, let's just say that they recognize the opportunity
• 6:55
  in front of them over the next three months to six months. What are you coaching Ellos to do right
• 7:00
  now heading into the end of this year for the start of 2026? Well, first of all, just some
• 7:05
  context. I agree with everything you said. So just so you can hear it from a mortgage company owner
• 7:11
  and an originator, uh, and, and a coach for 24 years, we haven't had this benefit market
• 7:18
  since the 80s. And so it's important to realize that, hey, a couple of things. First of all,
• 7:26
  there, there was 4% of loan officers according to MoDex last year that did over 20 million.
• 7:31
  4%. So if you, if you do the math and you're like, okay, 4% of loan officers made 200 plus thousand.
• 7:38
  Yeah. But that's dismal. That's, that's not, I'm a bad. That's really bad. Okay. Yeah.
• 7:43
  Uh, then now there's still 250,000 home loans done a month in America, but there used to be
• 7:51
  400, 500,000. So, so it's been bad. And I think it's okay to say that without excuses without,
• 7:58
  it's just, there's a cycle going on, right? So understand that cycle happened. Yes, we're,
• 8:04
  hopefully we're starting to come out of that. Probably not an overnight recovery by any means,
• 8:09
  but hey, a 15% bump in the market is is a lot more loans, especially when you have roughly half
• 8:15
  the people gone from it. So that 15% may feel like 30% to you. So there's a lot of, I prefer to look
• 8:24
  at logic and patterns rather than emotions because our emotions can lead us astray.
• 8:31
  If you're talking about a couple big things on my head, when you, when you talk about the,
• 8:38
  the loan officer that, hey, this is their long term career and they've suffered through the last
• 8:42
  three, three and a half years. What is it, what's it going to take in order to get back to where
• 8:49
  they were before, if they're not already? First of all, let's talk about refinances because we know
• 8:55
  that, that, that rates are coming down and you know, with a little bit of help, you can get in
• 9:01
  the low sixes and a lot of people closed at seven, seven and a half and their debts have gone up.
• 9:09
  I think three or four months ago, we said, I'm high in consumer debt. So we have a lot of debt
• 9:15
  and homes from 2000 to 2005, doubled the home values in the market. But my 200,000 on a house is
• 9:23
  now worth 400,000 and I've got a ton of that, but I've also got a ton of debt. So I think there's
• 9:29
  a lot there. I was talking to a loan officer this morning, he says, I need a script to call 100
• 9:34
  past clients. I said, okay, well, good job on all 100 past clients. When you're doing it, he says,
• 9:38
  tomorrow, all day, 12 hours, I scheduled just to call 100 past clients. I said, good. I said,
• 9:44
  the script is this. I said, Jeff, we all know that rates are coming down, but the question is,
• 9:50
  how low do they go? Right now, you're at seven and a quarter, I can get you to six and a quarter,
• 9:55
  it's going to save you $250 a month. But the danger is, oh my God, they could go to five and a half
• 10:01
  and I'll miss the boat. So we came up with a program called the free refinance. So if any time
• 10:07
  rates drop in the next year, after I close your loan, we're going to save you $250 a month,
• 10:14
  we're going to pay off these credit cards that'll free up another $300 a month. That's the right
• 10:18
  thing to do to make your 18% credit card now a 6% tax deductible. So your net interest on that's
• 10:25
  going to be 4%. So that's the smart thing to do. I'm going to give you a guarantee that if your
• 10:31
  rates go down further, I'm going to refinance you for free. How does that sound to you?
• 10:37
  It's a no risk. So when you talk about offers and scripting, that becomes very important.
• 10:45
  That's way different than me saying, hey, Jeff, it's odd. I say rates are six and a quarter. Do you
• 10:49
  want to refinance? Yeah, yeah. Average person has no context and you didn't take away their fear and
• 10:56
  concerns. I don't how you get that message out is important. I mean, I would scream at the top,
• 11:02
  my lungs through I have it through email, through social, like you should be doing all those things.
• 11:09
  So that's a simple way of doing it. When you talk about the purchase side, that's a whole
• 11:14
  other thing. You and I were talking just for a second off camera and I said, you know, Jeff,
• 11:20
  I've literally coached over 5,000 loan officers and I'll ask you this question. Of course,
• 11:26
  what I've taught for 24 years now is, make at least 20 a bound calls today. Now, Jeff,
• 11:34
  how many loan officers do you think actually do that? Did I just take a guess? That you've coached
• 11:43
  10 to 20%. Zero. Zero. Really? Okay. Almost zero. I only know of one gentleman,
• 11:52
  Olig to catch up in Seattle and Olig closed 430 loans last year. If I remember correctly, I just
• 11:58
  talked to him a couple months ago and he does that and he has structure and systems mass marketing
• 12:06
  does all that stuff. But he personally still makes a ton of outbound calls. That's the only
• 12:13
  person I know of that does it. I'm not saying people don't make any sales calls. They don't make
• 12:19
  enough sales calls. So if you think about it, I'll tell you a quick story. My dad,
• 12:27
  when I was really little, we were very fancy. We lived in a not a single wide, but a double wide
• 12:32
  trailer. My dad was a musician and he owned a bar. Well, two little kids come along and he's like,
• 12:42
  I've probably got to make money. So he came over, his parents came over on the boat from Italy and they,
• 12:50
  she had my grandparents had seven children and my dad was one of them and they all ended up being
• 12:57
  entrepreneurs. And way back on the day, my grandmother, so she was the first person to ever
• 13:03
  throw Tupperware parties. So like, you teach people how to do workshops all the time. She was like
• 13:08
  one of the original workshop party people. Okay. Anyway, long story. So my dad starts, he does this
• 13:17
  weekend. He had his kids all weekend doing mailings and he mailed a thousand people to gas stations
• 13:25
  in the state of Oregon. We lived in Reading, California. Well, a bunch of people called him on his,
• 13:33
  on his flyer that he sent out is trying to sell him venue machines. Now, this is in the 70s,
• 13:38
  this is before AMPMs and 7-11s at convenience stores. There, there wasn't any. So they all had
• 13:44
  venue machines. So he went on the road and he booked 33 appointments and he got six sales.
• 13:52
  In today's dollars, he came home. He had made $6,000 in a week. And he's like, home run.
• 14:00
  Long story short, he started developing that business and my whole life from the time I was seven,
• 14:07
  every morning, being in the phones. Like, I couldn't answer him.
• 14:11
  Eight in the morning till two o'clock in the afternoon, every day, that's what he did.
• 14:16
  That allowed him to make a lot of money. So if you, then you take that to loan officers,
• 14:21
  and you say, I made three calls last week and I got one appointment. I'm like, okay, that's not,
• 14:32
  that sales math doesn't work. I said, because for every 10 opportunities you have of meeting with
• 14:38
  a referral account like a good real estate agent or an investor or a financial planner,
• 14:44
  for every 10 meetings, you're only going to do business with two. So you need 10 of those meetings
• 14:50
  all the time. Yeah. Maybe once a week or five or five a week at the minimum.
• 14:57
  Now, the reason I say this is, when I've watched loan officers, there's two problems either massive
• 15:07
  call reluctance, which is normal for everybody. Or if they're doing six, seven, eight,
• 15:13
  ten loans a month, it's the first thing to go is that development side of the business.
• 15:20
  And so what I have top people is to have someone make the calls for you. And this is a big subject
• 15:28
  because people always say, oh, they won't say things right. They won't do this. If you have a really
• 15:33
  good offer and you call a good, let me do a role play. Jeff, you are, you're a successful
• 15:43
  realtor. You closed 20 deals last year, okay? I'm a dialer, right? I'm an appointment center.
• 15:49
  And I call you and I say, hey, Jeff, it's touchscreen over here. At some of the funding, I work with
• 15:53
  Jim Reid. Do you have just literally 60 seconds? Sure. Sure. Okay. What's this, you know, the,
• 15:59
  what's this about, right? Yes. If I want to get straight to the point, Jim has a list of the top
• 16:05
  hundred investors in this area. They bought 420 homes last year. He is calling and setting up
• 16:13
  appointments with these investors and he needs a really good realtor to go with him.
• 16:17
  If we can get two or three or four of these investors, it probably gets you another ten deals
• 16:22
  next year. And Jim meet with you about this strategy for 15 minutes. Yeah. Most of them say yes.
• 16:28
  Right. Sure. Right. Now Jim really does have the list of investors and we've got their names,
• 16:33
  their social sites, their cell phones, we got it all. Okay. So you got to do some work in order to
• 16:38
  make an offer. But when you make that offer, it's, it's got to be something that they want,
• 16:44
  which is money, I'm or join. In this market, it's money. That's it. Okay. Because everyone's
• 16:50
  starving. So we just focus on money offers. Okay. Yeah. But the next problem is I don't have four
• 17:00
  hours today to make those calls. I hear someone to do it for you. It's that simple. Yeah. I mean,
• 17:07
  I think the premise is understandable. There's, you know, then there's then there's the excuses
• 17:13
  you hear, right? You already mentioned one of them, which is they're not going to say it is good
• 17:18
  is me. I think it gets back to trust, right? And this goes back to kind of my opening question,
• 17:23
  his mindset, which is, you know, the difference between somebody who's running or building a
• 17:28
  business versus somebody who's a loan officer or a sales rep, right? And there's two different
• 17:33
  approaches to that, right? System structure. And it sounds like you're talking about somebody who's
• 17:38
  approaching it from a business standpoint. Because if you take your retail shop and, you know, whatever,
• 17:43
  I don't name the retail shop, the plumber, the dry cleaner, the whatever, the boring business,
• 17:48
  right? Usually the owner, not maybe in the early stages, but in most cases, once the owner,
• 17:53
  like, is at this place where they want to grow, they're not doing the outbound stuff. Yeah. So,
• 17:58
  so let me, let me say a couple of things. First of all, there's that old saying if someone can do
• 18:03
  it 80% as good as you have them do it. If that script that I just did, we take people, we pay
• 18:11
  him 20 bucks an hour and then bonus based on how many appointments they set. So you be shocked how
• 18:17
  many people want to work from home while their kids are at school and they call lag crazy. You have
• 18:22
  a simple personality test. Know that they, they're, there are people that do not have all reluctance.
• 18:28
  So there's a test for that. So you hire those people. Hey, are you tired of cold calling
• 18:32
  realtors and feeling like you're getting nowhere with my agent classes? You don't have to chase agents
• 18:37
  anymore. We hand you a done for you system of ready to teach presentations, plug and play marketing,
• 18:43
  and even 200 producing agents to invite. So you can double your agent referrals in 90 days or
• 18:48
  less. Plus, you'll get weekly coaching and a community of loan officers sharing exactly what's
• 18:53
  working right now. Here's a quick win from one of our members. I joined it because I was tired of
• 18:58
  doing business the way that regular loan officers have been doing it in my market, which is just
• 19:03
  making the the core calls every Monday and Friday. Checking with real estate agents. I had done that
• 19:08
  for years and seemed like everybody was doing that. I needed something different. And I wanted to
• 19:12
  find a way that I could work with the agents that I want to work with. I wanted to find a way that
• 19:17
  I could have a captive audience every month, every couple of weeks where I could find agents that
• 19:22
  were like-minded and that wanted to work with me as well. So it's probably brought in. I'm just
• 19:26
  guessing here, but it's probably brought on in the three years I've been back with the program.
• 19:32
  It's probably brought on. I'd probably say about $40 million in volume since then, right? And
• 19:37
  it's led us to massive relationships. I wouldn't be able to do those things without this program.
• 19:42
  The value of these Friday calls are so incredibly valuable for all of us. I get upset if I miss it
• 19:49
  on a Friday. The cost of this program is worth it just because of these Friday calls that we're
• 19:54
  on where we help coach each other. We're just here to help each other add value to our real trip
• 19:59
  partners. Are you ready to stop chasing and start attracting agent referrals on demand?
• 20:03
  Book a call at mortgagemarketing.pro or hit the link in the show notes. Now back to our show.
• 20:08
  Now, here's the truth. Here's what people miss. Jeff, do you think it's better for my business?
• 20:15
  Say I'm a retail loan officer. Is it better for my business for me to use that script that I just
• 20:21
  used and call 10 people a day? Or is it better that I hire someone and they make five hours of
• 20:31
  those calls a day so they're making 50 to 60 or 70 calls a day? Which is going to be more effective.
• 20:36
  Even though I'm this guru professional sales coach, they're just learning one script maybe two.
• 20:42
  That's it. And they see it 70 times a day. It takes them about two days to sound as good as me.
• 20:49
  I agree. Let me throw this. Have you ever heard this objection? You probably have.
• 20:54
  Which is people are making outbound calls to realtors on behalf of the L.O.
• 20:58
  And then the realtors like, you know, if so and so, if Todd can't call me directly, if he doesn't have
• 21:04
  the time for me, you know, I mean, about one out of a hundred times. It happens. It happens.
• 21:11
  That's just the wrong mindset, realtor. Yeah. It's like, so let me flip the script and say, I bought
• 21:19
  your class where you teach me how to put on events. Is it better that I spend five hours calling
• 21:25
  people or is it better that someone else can all people for five hours and invite them to that
• 21:32
  enticing webinar or that meeting workshop? What people have to understand is, you're not going to
• 21:41
  spend five hours doing that. Yeah, exactly. You'll never get there. Yeah. You'll never do it.
• 21:46
  So it's a fake analogy. That's good. Fake analogy. I like that story. You're telling yourself.
• 21:53
  Yeah. It's like an analogy. I love this analogy. Jeff, let's say that your favorite car or
• 21:59
  it's car. It's a Ferrari 500. I don't know Ferrari, but it's a Ferrari. It's the best. It's a
• 22:05
  $500,000 Ferrari. I got the perfect color. I even deliver it to your God. It's a gift.
• 22:12
  I love me. Thanks for having me on the podcast. Here's your Ferrari. But it comes with no gas.
• 22:17
  Yes. And I have one rule. Jeff, you can never sell the car and you can never drive it because it's
• 22:24
  got no gas in it and you can never put gas in it. Wow. It lost its functionality. Yeah.
• 22:32
  It's pretty in your garage. It lost its real value. You can't go. So that's the story that
• 22:41
  loan officers tell themselves is that they're going to buy the Ferrari, drive the Ferrari, but
• 22:46
  in this case, you can't drive the Ferrari ever. So it does you no good. You telling yourself what
• 22:52
  you should do when your actions are you never do it is done. It doesn't work and it never will.
• 23:04
  And that's why if you think about this, like consumer direct needs to meet private mortgage
• 23:10
  banking. If you don't learn to mass market, if you don't learn how to get 10 quality
• 23:15
  appointments a week, guess what? Rocket will and they will eat your lunch. Okay. I like that. 10
• 23:23
  quality appointments a week. Yeah, because we need to spend more time in our genius zone, right?
• 23:27
  Which is us face to face or whatever virtually talking to people who can send us business.
• 23:32
  Well, if you think about it, Jeff, like when you're a regenerator, my last eight years
• 23:37
  originally and I did a average of 140 million year is a big regenerator. You were two.
• 23:44
  I, I never, after six months in the business, I had two full-time
• 23:49
  appointments that was a whole key for my growth. By my third year, I was number two in my company.
• 23:57
  So I'm not saying that to brag, I wasn't special. I just went on more appointments
• 24:03
  because as a loan officer, if you look at what's closest to the money, where you actually make money,
• 24:10
  it boils down to two things. You're either meeting with a loan application,
• 24:15
  which is closest to the money, or you're meeting with a referral source that can send you leads.
• 24:21
  That's it. Yeah. Everything else is necessary, but not important.
• 24:26
  Yeah, it comes back to that old adage, which I need a tattoo of, which is conversations equals
• 24:31
  contracts. Yeah. Love that. I mean, it just is, it's like, this is about four years ago,
• 24:38
  I had a friend come in the town. She's a successful nurse, beautiful, and I just was talking to her.
• 24:43
  We went to dinner and I said, she said, well, I'm really struggling with dating.
• 24:48
  I said, how can you struggle with dating? You're like a model. She's like, I just struggle. I said,
• 24:54
  well, let me ask you some questions. Do you go to church? No. Do you go out socially with friends?
• 25:00
  No. Are you on any dating apps?
• 25:04
  I'm on it. You got to put some bait in the water in order to catch a fish.
• 25:10
  You're going to have to go on 20 or 30 days to find someone that you really want to date.
• 25:15
  Why I don't want to do that? I said, then you're going to be single.
• 25:20
  And it's same with a loan officer. If you don't want to go out and most of us do want the
• 25:24
  appointments, that's usually not the problem. I was telling you about that Joel program where we
• 25:29
  get people a bunch of appointments. They love the appointments. I have one gal in my program,
• 25:34
  Oceana. She went from closing four loans a month to nine. So I called her last week and I'm like,
• 25:42
  hey, I'm so proud of you. What's going on? She says, well, you guys get me all these appointments.
• 25:48
  I said, what's that do for you? Because you could have gotten those appointments on your own by
• 25:53
  just making calls. She said, well, I wouldn't make the calls. I get so scared, okay?
• 26:00
  I said, but what has it done for you? She says, when I walk in on Monday morning,
• 26:07
  and I've got seven new big accounts that I'm meeting, I've got two or three loan apps that I've
• 26:12
  scheduled. I've got two or three other appointments with people I already know. I feel amazing.
• 26:20
  That's how she said it. So when you get a bunch of appointments, part of the psychology is,
• 26:27
  I'm not in scarcity anymore. I'm confident. It's a good point. People just really, it's a very simple,
• 26:37
  but it's what allows people to build confidence in sales. 100%. I love that. That's a really, I think,
• 26:46
  that's a double tap on that point about I feel confident. I'm not in scarcity mode. I think
• 26:52
  that shows up for people in their demeanor, in their energy. When you're in scarcity mode, you show up,
• 26:57
  desperate commission breath, whatever, right? All that stuff. Well, we're at the end of the day,
• 27:02
  we're animals, right? So my daughter's 15 and she rides horses. Been riding horses since she was six.
• 27:09
  One of the things she does at her barn is she rides all the horses that need exercising plus
• 27:15
  her horse. She commands every single horse. The trainers are like, all the horses know not to give
• 27:21
  Izzy any grief. As she commands them, she's confident. They can't wear animals. We can smell that
• 27:31
  on people. Like you literally walk in a room and you can tell who's scared. You can tell who lacks
• 27:37
  confidence. And you can tell who doesn't. And that's such a big key to sales that people don't,
• 27:43
  I don't think they honestly understand. So to put a bow on this, are you saying that
• 27:50
  one of the answers to how do we close out strong and build momentum for 2026 is have more
• 27:56
  conversations? Make more calls? I'm at a point. Yes. I'm at a point where I've coached so many people
• 28:06
  that don't, by the way, when I say this, do I mean that a loan after closing four or five,
• 28:11
  six loans a month in this market doesn't make any sales calls? No, I don't believe. I'm not saying
• 28:16
  I'm saying they're never doing enough to grow to 10. Because my vision for any loan officer,
• 28:23
  whether you work for me or not, close 10 loans a month, make 40 or 50 grand, save seven grand,
• 28:29
  you have 16 million when you retire. That's simple. But you got to get to making 40 grand a month.
• 28:35
  That's what we're talking about. You're never going to do it the way 99% of loan officers do it.
• 28:42
  The 4% that that did over 20 million last year and a grand, it was very hard market, not a normal
• 28:48
  market. So in a normal market, they're probably doubly not, okay? But if you did that, that's still only
• 28:54
  4%. So this is elusive for almost all loan officers. You could, if you can't like do something like
• 29:04
  jolt or do your program, hire a college kid for 15 bucks an hour or whatever your minimum wages
• 29:11
  and pay him only bucks for every appointment that shows up. It's super, this is not rocket sites.
• 29:18
  You could chat GPT, give me 10 great scripts for calling realtors that add value that that they would
• 29:25
  like. I mean, but if you're the lack of untact that people have and then they wonder why they close
• 29:36
  one or two or three or four loans a month, it's 10 acts what they think it is.
• 29:43
  So give me a list real quick list riff on jolt because I don't only have a few minutes left
• 29:47
  marketing.com. We'll put a link in the show notes plus a link to your podcast.
• 29:50
  Give me the quick 30,000 foot. What are you doing for? I'm curious like how do you obtain the
• 29:55
  lists for real estate agents? Let's say is that a redder thing? Is there a criteria? Do you? Yeah,
• 30:00
  give me the quick skinny Android. Okay, so I have this vision. When I retired from core, I didn't
• 30:12
  do anything for like a year. And I was just like in my thinking brain, I was just like,
• 30:16
  what's the choke point for loan Oscars? What's the choke point? Well, the choke point is lack of
• 30:23
  leads or leads to go up and down. Okay, so the choke point is leads. I'm like, how do I solve that?
• 30:30
  And at first, I thought, well, I can't really go sell for them. And then I thought,
• 30:35
  well, I can't do the in-person selling, but I could do everything else. So I end up paying a
• 30:41
  bunch of money to a bunch of coaches that and friends like Carl White and Amir Saeed and some of
• 30:50
  my friends and just flew out to see him and be like, I have this vision. How do I do it?
• 30:57
  So what we came up with, so by the way, I came up with this whole framework.
• 31:02
  Then I tried to coach loan Oscars how to do it. So I had 90, I think it was 92 loan Oscars
• 31:07
  for a year, teaching them how to do all these marketing systems, how to get the list, how to set
• 31:13
  up auto texting, just all this stuff, how to make offers, right? Not one of them did it.
• 31:21
  Not one. They didn't even do 40% of it. Oh, I called an emergency meeting with my team. I said,
• 31:27
  hey, emergency meeting on Friday morning, I got them all on the call. I think they all thought they
• 31:32
  were getting fired. I'm like, we're doing this wrong. I said, there's not one client is able to
• 31:40
  do all the work. We're gonna have to do it for them. Now, to this day, there's a technologist named
• 31:47
  Stephen Moore. Stephen speaks up and he says, that's no problem boss. Like, I'm literally like,
• 31:53
  don't even know if we can do it. I said, why do you say that? He says, I ran an advertising company
• 31:58
  for eight years. We did everything from the local coffee shop to Fortune 500 companies.
• 32:05
  And that company didn't do well because we tried to service 20 different industries.
• 32:11
  You're just serving one. You're just getting loan Oscars appointments. This can definitely be done
• 32:17
  and systematized. So he gave me the confidence to proceed. So we shut down the company for six months,
• 32:24
  shut everything down. And just we went to work on building out all the structure and systems
• 32:31
  and technology and teachings and authors do all this. So then we opened it back up. We started
• 32:38
  slowly adding three, four clients a month and low and behold, they all did more loans.
• 32:45
  We had one lady, one of our first clients, she came aboard, literally called us three weeks
• 32:50
  into the program. We got her 36 appointments with top producers. And she said, stop calling.
• 32:58
  I can't fit all the appointments in my, I have other things I need to do besides just meet new
• 33:03
  accounts. So we're really good at setting appointments. We got really good at warm up at the audience.
• 33:10
  We got really good at doing their social media form. We got really good at pulling the list
• 33:15
  because we only target the top seven percent of realtors in each area. We only target the top five
• 33:21
  percent of financial planners that don't do mortgage loans in their company. So there's a lot
• 33:26
  of learning we had to do, but we figured it out. And so Jolt is that marketing advertising
• 33:34
  and calling company. And then I coach them every week on how to get more sales because it's fine
• 33:41
  tune stuff. Like last week we talked about here's 10 ways that you can demonstration sell to a client.
• 33:49
  When we talked about it with all of them, they're like, I've never done any of that. I'm like,
• 33:53
  well, demonstration selling is one of the most effective ways to sell. So if you're really,
• 33:58
  if you do a really good loan presentation as an example, like we teach you, have the realtor
• 34:04
  join the meeting. And if you do it, right, they're going to come out and say,
• 34:10
  like like used to happen to me, they'd say, dude, I have never seen that kind of presentation that good.
• 34:17
  Because they, they felt it. They were always you. I like it. I like it. Teach your sales skills
• 34:24
  on the coaching calls, but then everything else we do for them.
• 34:29
  Yeah, I think what I love about that model is it's you're going to do certain, the heavy lifting
• 34:34
  so to speak for them. Obviously they are going to spend time in the sweet spot of actually interfacing
• 34:40
  with prospects and clients. But what really I think makes this work well is the fact that you're
• 34:45
  at the helm, the captain guiding this ship along the journey because they need that constant
• 34:51
  adjustment along the way. Yeah, I mean, there's a lot to say. I think sales and own in a business
• 34:57
  are the two hardest things you can do. So this is hard in its detailed and it's complicated. But
• 35:04
  I look at it like this and I tell people like, look, let's say I can get you from 150 grand a year
• 35:12
  to four or five hundred grand a year. What would that do for your life? I haven't read it down
• 35:18
  like, well, I could send my kids to college. I could buy another house. We could not fight about
• 35:24
  money with my spouse, you know, and they write out all these things. Let's say, look at, give me a year
• 35:31
  to solve the choke point. Give me a year. We'll set a bunch of appointments for you. You'll get a bunch
• 35:38
  of accounts. If you got two accounts a month, you would have roughly 20 plus at the end of a year.
• 35:47
  When you look at loan officers that make a half a million dollars or more, they have one thing in
• 35:53
  common. They have 15 or more accounts. Every time I've tested it, I've been right. So
• 36:01
  most loan officers, Jeff, they literally have zero to one or two. So I'm like, let me get this right.
• 36:08
  You tell me that you're a decent salesperson, but you've been doing this business for 10 years
• 36:14
  and you've got two people who refer you consistently. That's not good sales skills. And I think we're
• 36:21
  embarrassed to admit that. And once we start getting over our ego, we can start to make change.
• 36:30
  Yeah. So say, hey, I'm not good at this. You know, I'm just not. And when people reach that point,
• 36:38
  everything changes. And when they start letting people help them, everything changes.
• 36:43
  Okay. All right. Well, I know we're up against the clock here. So for people who want to learn more
• 36:49
  about jolt, I'll put the link in the show. And that's what they can go to jolt mortgage marketing.com.
• 36:54
  Correct. Yeah. One thing that I just disclaimer, we only add three clients a month. So this is not
• 36:59
  a big program. We're going very slow. It's just an application process. It's a process. So I don't
• 37:05
  want to say, oh, and I actually don't even want to over promote it. What I would say to your listeners,
• 37:10
  Jeff, don't be afraid to hire someone to set appointments for you. Yeah. That's to take away.
• 37:16
  No matter, yeah, because to your point earlier about, you know, with social media, real quick,
• 37:21
  is you know, I always learn when we're doing our events and classes. One of the things
• 37:23
  and you know this is like, you should be recording that, right? So that's become social media content
• 37:28
  and shorts and people see it. And you know, you hear the, well, I don't have anybody to record.
• 37:32
  You know what I mean? I'm just like, okay, that's a mindset thing. But secondly, and then I'll ask,
• 37:36
  well, do you have teenage children? They'll be like, yes, I go, well, you've got to built in
• 37:40
  employees. What are you talking about? Give me your damn phone.
• 37:46
  Yeah. I think you're touching on like that curiosity, that and you attitude, the growth-mindedness,
• 37:53
  that there's a, my favorite saying, and I don't know if someone told me this or I made it up,
• 37:58
  but there's a solution for every problem. Oh, yeah, of course. Right. I don't care what it is.
• 38:03
  There's a solution. Yeah. Someone figured out. Yeah. Well, you've clearly built a solution.
• 38:07
  And I think that's the big takeaway. I think I love that. If you're listening and you're wondering,
• 38:10
  you know, maybe you're not right yet for a Todd's platform. And that's cool. But could you find
• 38:14
  somebody for 20 bucks an hour to make some appointment calls with you? Could you put a script together
• 38:19
  using GPT or whatever and tweak it for you and your style and your voice?
• 38:23
  Jeff, on your program, like this is a different way of saying the same thing. If I just take your
• 38:28
  program of the workshops that you teach, just invite people to the workshops and then call them
• 38:35
  afterwards for appointments or give them a survey that says, do you want to meet with me on this?
• 38:39
  Right. If there's a sales sequencing is important. Exactly. Exactly. But they could just buy your
• 38:45
  program, hire someone to invite people, and then survey them afterwards. Do you want an appointment
• 38:51
  with me to go deeper? Most of them will say yes. Yeah. And there's your 10 appointments next week.
• 38:57
  Exactly. We're trying to solve the same problem, you know what I mean?
• 39:00
  Yes. That's awesome. So listen, I know you got to go. This has been awesome. I'll also link
• 39:05
  everything else you have, your podcast, your book, so people can connect with you more because
• 39:10
  this is just a very small glance or look under the hood of what Todd brings to the table in terms
• 39:16
  of knowledge and expertise clearly. So I want to say thank you so much Todd. Appreciate it.
• 39:20
  Well, thanks Jeff. And like I said, I'll post you this on mine as well and put your links in there
• 39:25
  so that you book and fuck because I think you've got some great like workshops and stuff that
• 39:29
  it's hard to do that stuff on your like it's hard to make all that stuff up on how many
• 39:34
  hundreds of hours you guys spent, but it's a lot. It is. That's an easy way to get into the same thing.
• 39:40
  Yeah. 100%. So I appreciate that. Listeners, you know what to do? Check the links in the show notes.
• 39:45
  Go follow Todd, listen to his podcast, grab his book, and check out Jolt Mortgage Marketing.
• 39:50
  There might be a fit for you, but you got to take the next step. Appreciate you guys tuning in.
• 39:54
  We'll see you on the next one. Bye for now. Okay, that's it for today's episode. Before we wrap up,
• 39:59
  I just wanted to remind you about my agent classes, your proven system to double your agent referrals
• 40:04
  in just 90 days. Imagine never having to co-call again instead building real lasting relationships
• 40:11
  with top-producing agents who want to send you business with done for you presentations,
• 40:15
  marketing automation, weekly coaching. It's all designed to make growing your business easier
• 40:21
  and fun. So if you're ready to take control of your agent referrals and grow your income,
• 40:26
  visit mortgagemarketing.pro or check the link in the show notes. And while you're there,
• 40:30
  don't forget to check out the success stories from other mortgage pros who've already seen
• 40:33
  incredible results. Thanks for listening, and I'll see you on the next episode.