The LO Down - Evolving with Purpose: Insights for the Modern Loan Officer

Here we are, less than a week away from Halloween, less than two weeks away from the election and the year is coming closer to the end.

While the last few years have had their fair share of challenges, there have been some pretty significant advances made in creative solutions, personal branding, and marketing strategies that I am learning about as I speak to other LOs.

It's what I love about this industry. Mortgages might be boring, but mortgage people are not. There is a level of innovation and creativity that is inspiring.

Keep up the great work, Evolving Loan Originators. The market will change in your favor and with the new systems you have developed and the planning ahead that you have done, you are set for the future.

If you haven't been evolving, start.

High Five Friday / BAM!

These are my 5 favorite posts from mortgage folks this week.

First up, David Boswell shares a comparison between two ways to approach the common question of "what's your rate?" While this is a simple illustration, it is a reminder of the many nuances that factor into rate and the relationship and trust that can be built by taking the time to explore this question more deeply.

https://www.dhirubhai.net/feed/update/urn:li:activity:7255185186529710080?updateEntityUrn=urn%3Ali%3Afs_updateV2%3A%28urn%3Ali%3Aactivity%3A7255185186529710080%2CFEED_DETAIL%2CEMPTY%2CDEFAULT%2Cfalse%29

Second, Danny Drysdale shares a personal post about how he and his wife met in the industry and the joys and challenges of working with your spouse. He also shares a great point on the importance of taking time to reflect on how far you've come. Check it out and watch the video.

https://www.dhirubhai.net/feed/update/urn:li:activity:7255029071946895360?updateEntityUrn=urn%3Ali%3Afs_updateV2%3A%28urn%3Ali%3Aactivity%3A7255029071946895360%2CFEED_DETAIL%2CEMPTY%2CDEFAULT%2Cfalse%29

Third, Alex Rayner, M.B.A. poses a question that every Loan Officer should ask themselves before they interact with a customer or referral partner. While it sounds simple, overlooking this question could be costing you business. Go watch the video to find out what it is and see if you have the answer.

https://www.dhirubhai.net/feed/update/urn:li:activity:7254891314108878848?updateEntityUrn=urn%3Ali%3Afs_updateV2%3A%28urn%3Ali%3Aactivity%3A7254891314108878848%2CFEED_DETAIL%2CEMPTY%2CDEFAULT%2Cfalse%29

Fourth, Philip Rodriguez speaks of a "new grind" in 2024 and what he sees top mortgage pros doing that are setting them apart in the business. Automation is great, but the secret sauce is genuine connections and engagement. Read the post to see the 4 things he says the top pros are doing to stand out.

https://www.dhirubhai.net/feed/update/urn:li:activity:7254463505133666304?updateEntityUrn=urn%3Ali%3Afs_updateV2%3A%28urn%3Ali%3Aactivity%3A7254463505133666304%2CFEED_DETAIL%2CEMPTY%2CDEFAULT%2Cfalse%29

And finally, David Hochberg shares a testimony of how he helped save a deal that saved someone from having to live in their mother's basement. I love stories like these because it's great to hear how a real pro can identify a problem and leverage their experience and wisdom to solve it.

https://www.dhirubhai.net/posts/david-hochberg-3aaa83180_bankstatementloan-bankstatementmortgages-ugcPost-7254959935262732288-NJ3e?utm_source=share&utm_medium=member_desktop

Podcast of the week:

The Loan Officer Podcast: How I Became a Top 1% Mortgage Loan Originator

In this podcast, Lauren Walton shares how she successfully transitioned from consumer direct lending to retail mortgage lending by focusing on personal branding and building deeper relationships with clients and realtors. She leveraged social media, especially Instagram, to grow her network and establish trust.

A key part of her success was having strong mentorship and leadership at Lower, particularly from her manager, Eric Gerber, who provided hands-on training and strategic support. Instead of relying on cold calls, Lauren used her personal network to gain warm introductions to realtors and also expanded her referral partnerships to include financial advisors and attorneys.

One of her biggest lessons was the value of hiring a Loan Officer Assistant early. Before having an LOA, her production was inconsistent, spiking one month and dropping the next. Delegating tasks to her LOA allowed her to focus on relationship-building, which is her strength and passion.

Check it out to hear the whole story.

Link to Episode: NEW How I Become a Top 1% Mo - The Loan Officer Podcast - Apple Podcasts

SOLO Tip of the Week:

Call to Action

If you have gone through the process of developing a Personal Brand, it is essential that you give your audience a reason to interact.

The videos and content are great, but what are you telling your audience to do next? Are you giving them anything to get them in a funnel?

Here are a few examples of Call to Action statements and the documents needed to accompany them:

First Time Homebuyer Guide:

"Ready to make your first move? Grab my First-Time Homebuyer Checklist and know exactly what to expect."

Mortgage Calculator:

"Curious about today’s mortgage rates? Compare your options with my free Mortgage Rate Calculator!"

Refinance Guide:

"Rates are changing—see if refinancing is the smart option. Get my free Refinance Guide and learn more."

Implement some of these in your content and watch what happens.

Dad Jokes of the Week:

You know what actually makes me smile?

My facial muscles

I have a joke about construction...

But I'm still working on it

What kind of pants do Mario and Luigi wear?

Denim, denim, denim (IYKYK)

Have a great weekend!