Loan Officer Freedom

Episode 623 When you're ready to see the routine Justin is talking about, go to GetMoreLoans.com. Carl and the team will walk you through the same structured process he uses and show you exactly how it works, whether you end up becoming a member or not. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Justin St. Clair, a Eugene, Oregon loan officer and sales manager who closed roughly $60 million across 150 units last year while helping lead a branch doing hundreds of millions in volume. Justin shares how getting started on a top producer's team early in his career helped him build the right habits fast and set the foundation for long term growth. Justin breaks down the single discipline that keeps his referral partners loyal and engaged: a clearly defined Top 40 list and a simple weekly rhythm that never lets relationships go cold. He explains why most loan officers lose business without realizing it, how the 21 day rule quietly costs referrals, and why consistency beats charisma every time. They also dig into why many loan officers have enough leads but still struggle to scale, including slow speed to lead, lack of structure, and trying to do everything themselves. Justin shares how systems, delegation, and empowering your team unlock growth, along with practical advice on what to fix first if you are closing two loans a month and want to move to the next level.

Episode 622 If you want Carl and the team to walk you through the same first meeting they walked Gabe through and help you map out exactly what to do over the next 90 days, head to GetMoreLoans.com. They will show you the training resources you might be missing and help you build a clear plan, whether you become a member or not. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Gabe Winslow for the follow-up conversation a lot of loan officers wish they could have after a breakout year. The first time Gabe was on the show, he had just gone from 0 to 47 units in year one. Now he is coming back after closing roughly 150 units for about $75 million and he is tracking toward an even bigger year. Gabe breaks down what actually changed, and it is not some magic lead source or a shiny new funnel. It was leaning hard into his database as it grew, getting consistent with update and just ask calls, and building a real team so he could stop carrying the entire operation on his back. He and Carl also talk through the purchase vs refi mix, how to stair step your production without killing what is already working, and why Gabe decided to create his own refinance boom by setting expectations up front and staying radically transparent with borrowers. They also get into a really underrated growth lever: building an affinity group and turning it into a referral engine. Gabe shares how a passion-based podcast and community became a meaningful chunk of his business, why most loan officers should build a tribe around something other than mortgages, and how the right audience can quietly become the best pipeline you will ever have.

Episode 621 If you want help uncovering the deals already hiding in your pipeline and learning how to track, protect, and convert them more consistently, head to GetMoreLoans.com and book a time to walk through the exact referral tracker and next steps with the team. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl shares a simple story with a powerful lesson after one coaching member uncovered 23 real, pre approved and looking buyers that had been sitting in plain sight. What changed everything was not new leads, new tech, or a complex CRM, but a simple referral tracking system that made the invisible visible. Carl walks through exactly what happens when referrals are tracked in one place, including how follow up becomes intentional instead of random, why deals stop slipping away to other lenders, and how seeing your pipeline clearly reduces stress while increasing predictability. He explains why most loan officers do not actually have a lead problem, but a tracking and follow up problem. The episode also breaks down why referral tracking makes delegation possible, how it reveals your true conversion rates, and why consistent tracking puts you in control of your business instead of hoping each month turns out okay. Carl closes by inviting listeners to use the same simple one page referral tracker that helped uncover Marty's hidden 23. If you have ever felt busy but unsure what is really going to close, this episode will show you how to get your pipeline out of your head and onto paper so you can work it with confidence and stop leaving closings on the table.

Episode 620 If you are ready to stop asking what is realistic and want help mapping out an unrealistic target and a simple weekly plan to make it happen, give the team a call by heading to GetMoreLoans.com and schedule a sample coaching call to walk through your numbers and next steps. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl breaks down the one word he believes has quietly held more loan officers back than rates, competition, or the market ever could. That word is "realistic," and Carl explains how it often becomes a permission slip to play small and protect past results instead of building something better. Carl shares why "realistic" usually means avoiding disappointment, negotiating with your past performance, or aiming so low you cannot miss. He explains why asking a better question completely changes the outcome and opens the door to breakthrough years instead of incremental progress. The conversation walks through a real example of a loan officer who doubled her production in a single year by stopping the question of what was realistic and focusing instead on what it would take. Carl breaks down how most big jumps in production come from simple math, consistent activity, and a plan that fits real life. If you have ever caught yourself setting safe goals just to avoid failure, this episode will challenge that mindset. You will walk away with a clearer way to set bigger targets, build a simple weekly plan, and create results that once felt out of reach.

Episode 619 If you want to stop wasting weekends at open houses and start turning them into real leads, get access to the same agent data Carl uses at MMAModelMatch.com and see how qualifying the right agents changes everything. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Kristin Simpson to break down why most loan officers are doing open houses the hard way and why that leads to frustration, burnout, and zero referrals. Carl and Kristin explain the real numbers behind agent productivity, why randomly showing up at open houses is almost guaranteed to fail, and how failing to qualify agents poisons your mindset into thinking the strategy does not work. They then walk through Carl's proven open house system step by step, including how to build a qualified agent list, how to leverage gift cards and sign in sheets, and how to generate dozens of warm buyer leads every single week without ever stepping foot into an open house. If you want a smarter way to leverage open houses, protect your weekends, and create consistent purchase opportunities by working with the right agents, this episode will completely change how you think about open house strategy.

Episode 618 If you have ever wondered what consistent daily activity actually looks like when it is done the right way, grab a free walkthrough of the Freedom Tracker at GetMoreLoans.com and see how the numbers line up when you stop guessing and start tracking. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Juan Flores, a loan officer out of Chattanooga, Tennessee, whose story will stop you in your tracks. Juan went from being homeless to closing 79 loans for just under $23 million last year, all in less than three years in the mortgage business. Juan breaks down exactly how disciplined tracking, non negotiable daily activity, and calling with real intention helped him build momentum fast. He shares how focusing on talk tos, face to face meetings, and simple accountability systems replaced overwhelm with clarity and confidence. The conversation dives into agent outreach, open house strategy, why better known beats better, and how asking directly for the business accelerates growth. Juan also opens up about rebuilding his life, staying coachable, and learning to balance family and production without losing focus. If you want proof that consistent activity beats talent, systems beat hustle, and accountability changes everything, this episode will challenge you to raise your standards, track what matters, and start making more offers every single day.

Episode 617 Schedule a one on one free coaching call, click here or visit LoanOfficerStrategyCall.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Brandon Hutchenson, a producing branch manager at Summit Funding with over two decades in the mortgage business, to share one of the most raw and honest conversations ever recorded on the show. Brandon opens up about growing up with very little, building a successful mortgage business, and what happened when a series of personal and financial blows nearly took everything he had built. Brandon walks through how drifting away from the fundamentals of his mortgage business led to massive distractions, broken trust, financial loss, and overwhelming stress. He explains how losing focus on the one thing that built his success created ripple effects across his team, his finances, and his personal life and why discipline in the same direction is non negotiable for long term success. You will also hear how consistent marketing, database follow up, and staying visible with referral partners became the stabilizing force that helped him keep producing even during the most difficult season of his career. Brandon shares powerful lessons on grief, humility, resilience, and why achievement without purpose never leads to fulfillment. If you want a real world reminder of why consistency beats chaos, why marketing is your safety net, and why keeping the main thing the main thing matters more than ever, this episode with Brandon Hutchenson is a must listen.

Episode 616 Join Loan Officer Breakfast Club at LoanOfficerBreakfastClub.com where we share ideas like this every weekday morning and even send you the replays if you can't make it live. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this practical and eye opening episode, Carl sits down with returning guest John King to unpack a smart AI driven approach for consuming podcast content faster without missing what actually matters. John shares how he uses tools like Google Gemini to pull transcripts, summaries, and action steps from podcasts so he can focus on implementation instead of information overload. They walk through simple ways to extract the real takeaways, turn ideas into clear game plans, and avoid the trap of endless learning that never turns into action. The conversation also dives into how to think about AI the right way, when to go deep, when to keep it simple, and how to use technology as a tool that supports your core daily activities instead of distracting you from them. This episode is a strong reminder that success does not come from consuming more content. It comes from acting on the right ideas, quickly, with clarity and accountability.  

Episode 615 If you want a simple way to create more consistency, better conversions, and more control over your business, grab a free walkthrough of the Freedom Tracker at GetMoreLoans.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Lacey Moores, a producing branch manager out of Kansas City who closed 177 loans for $55 million last year, to break down how she has stayed consistent, profitable, and in love with the business after more than two decades in mortgages. Lacey shares why falling back in love with originating changed everything, how disciplined tracking drives higher conversions, and why knowing your numbers gives you the ability to pull the right levers at the right time instead of guessing your way through growth. The conversation dives into lead follow up, simple scripts that dramatically increase response rates, how consistency quietly outperforms raw talent, and why most loan officers stop one or two steps before the deal actually happens. If you want fewer wasted leads, better conversions, and a clearer path to predictable growth, this episode will challenge you to simplify, track what matters, and stay consistent long enough for the real freedom to show up.

Episode 614 Schedule a seat at our next live event, the Pipeline Accelerator Event in Clearwater, Florida. Get details and first notification at MastermindRetreats.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with John King of California Dream for All to uncover how consistent YouTube content became a reliable source of business without chasing viral status. John walks through his early years of dormant video output, the shift to intentional content, and the moment he started seeing real production from his videos. You'll hear why focusing on a specific avatar and carving out niche channels helped YouTube's algorithm work in his favor, how longer-form videos outperformed flashy short clips, and how video fits into a diversified business model without replacing core referral and database strategies. John also breaks down how he integrates weekly content into his agent outreach, what metrics matter (and which don't), and why persistence beats perfection when building an audience that converts. If you want a grounded, real-world approach to using video and YouTube to grow your mortgage business sustainably, this episode delivers actionable insights beyond the hype. Click here to check out John King's California Dream for All YouTube channel  

Episode 613 Schedule a one on one free coaching call, click here or visit LoanOfficerStrategyCall.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Jonas Rosenberg, a top producing loan officer at Summit Funding, to share what happened when his entire team left and he was forced to rebuild his business from scratch. Jonas opens up about how that reset exposed unhealthy habits, pushed him to simplify his role, and ultimately helped him create more momentum with far less stress. Jonas explains how defining clear non negotiables around nights, weekends, and availability changed both his business and his marriage. He walks through why staying in his lane, trusting his LP1 and LP2, and focusing only on lead generation allowed his team to regain consistency faster than expected. You will also hear how Jonas drives steady production through visibility, community involvement, first time homebuyer classes, and strong past client relationships. He breaks down his lead targets, conversion math, and why being better known still outperforms flashy tactics and short term trends. If you want to close more loans without working more hours, build a team you can trust, and create boundaries that actually fuel growth, this conversation with Jonas Rosenberg delivers a powerful blueprint for sustainable success in the mortgage business. Connect with Jonas Rosenberg Connect on LinkedIn Follow on Facebook

Episode 612 If you want a simple framework to stop overthinking lost deals and start winning more business by fixing what actually matters, visit GetMoreLoans.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Jim Reed for a candid, practical conversation about why loan officers lose business and why it usually has nothing to do with rates, skill, or talent. Carl breaks down the four real reasons someone does not choose you, they did not know you, they could not relate to you, you did not present a clear plan, or you never asked for the commitment, and explains how most loan officers make these problems far bigger in their head than they actually are. The discussion dives into visibility, relatability, simple follow up plans, and why asking for the business is often the fastest lever to pull if you want immediate growth, along with real stories that make these concepts easy to understand and apply. If you have ever walked away from a missed opportunity thinking you just were not good enough, this episode will help you reset your mindset, focus on the right activities, and realize that fixing a few small things can dramatically change your results.

Episode 611 Schedule a one on one free coaching call, click here or visit LoanOfficerStrategyCall.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Dave Kammerer, the number one producer in volume at Summit Funding, to unpack how he consistently leads a massive branch while still producing at an elite level himself. Dave shares what it really looks like to be a producing branch manager, why most people misunderstand that role, and how he intentionally built his personal production to run efficiently so he could also coach, lead, and grow others. Dave breaks down his philosophy around time blocking, calendar control, and being highly impactful in short conversations, whether that is with loan officers, referral partners, or clients. He explains how focusing on what you can control eliminates noise, sharpens decision making, and allows you to scale both production and leadership without burning out. You will also hear exactly where his business comes from, including how roughly half of his volume is driven by past clients and database relationships, how he stays top of mind through simple systems and client events, and why genuine curiosity about people is one of the most powerful business development tools loan officers overlook. If you want to learn how a true leader balances production, coaching, and legacy building while staying competitive and fulfilled, this conversation with Dave Kammerer delivers a masterclass in efficient growth, servant leadership, and long term success in the mortgage business.

Episode 610 If you want help building a sales process that blends real relationships with smart technology, without racing to the lowest price, visit GetMoreLoans.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Linus Thalman, a Metro Detroit based loan officer and brokerage owner who closed 150 personal units this year by leaning into old school sales fundamentals in a high tech mortgage world. Linus shares his journey from starting in the business back in 2003 to becoming a top producing broker who still meets buyers face to face and believes relationships will always win. Linus breaks down why convenience can quietly kill conversion, how returning to in person buyer consultations boosted his conversion rate by 15%, and why being a true professional means guiding clients through a full sales process instead of just sending a link and quoting a rate. He also explains how coaching, accountability, and consistent activity played a major role in his best year ever. The conversation dives into team structure, how Linus simplified his operation by assigning one person to manage each loan from start to finish, and how he uses technology and AI as support tools without letting them replace the loan officer. Linus shares practical insights on agent relationships, open houses, database follow up, and why combining marketing, prospecting, and relationship building is the real edge. If you want proof that old school relationship based selling still works and actually works better when paired with the right technology, this episode will challenge how you think about growth, efficiency, and what really drives long term success in the mortgage business.

Episode 609 If you want help getting clear on your numbers, your income, and a smarter path to long term freedom, schedule a free strategy call at LoanOfficerStrategyCall.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Adam Crosley, a regional manager with Crown Home Mortgage, for a candid conversation about money, investing, and what it really means to make work optional. The discussion kicks off with Adam sharing how he saved over $8,400 in a single month by consistently paying himself 25% first, and why that habit alone puts him ahead of the vast majority of Americans. Carl and Adam dive deep into real numbers around real estate investing versus the stock market, pulling from decades of firsthand experience. Carl openly shares lessons learned from single family rentals, negative cash flow, and underestimated maintenance, while comparing those results to long term investing in the S&P 500 and precious metals. The conversation strips away theory and focuses on what actually builds wealth with fewer distractions and less stress. They also explore multi unit real estate, leverage, tax strategies, liquidity, and why most investors underestimate the true cost of time and opportunity. Throughout the episode, the message stays clear and practical: save consistently, know your numbers, and keep your focus on the activities that produce the highest return. If you want a real world conversation about building long term wealth while staying focused on your mortgage business and your family, this episode will challenge how you think about money, investing, and freedom.

Episode 608 If you want help mapping out a clear, step by step plan to grow your production, visit GetMoreLoans.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Chris Kloc, a Chattanooga based loan officer who is just four years into the business and on pace to close roughly 175 loans in 2025. Chris shares his journey from being completely outside the mortgage industry to building a high performing, leveraged team and producing at a level most loan officers never reach. Chris breaks down the simple principles that fueled his growth, including ruthless implementation, tracking daily activity, and shortening the gap between learning something proven and actually doing it. He explains how accountability, consistency, and being highly active and visible in the market drove both his purchase and refinance production. The conversation also dives into team structure, buying back time, and why knowing your real job as a loan officer is critical once production starts to scale. Chris outlines how he built leverage around himself so he could stay focused on lead generation, consultations, and leadership. If you are early in your career or stuck at a few loans a month and want a clear picture of what it really takes to scale quickly without burning out, this episode delivers practical lessons you can apply immediately.

Episode 607 To see if a quick strategy call makes sense for your business, visit GetMoreLoans.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with John King, a Sacramento based branch manager and 25 year mortgage veteran who is on pace to close roughly 135 units this year. John shares how leading mastermind groups for local business owners has strengthened his leadership skills, expanded his influence, and created deeper, more loyal relationships in his market. John explains how his mastermind groups are structured, why they are intentionally not leads groups, and how teaching and facilitating conversations has helped him grow personally and professionally. He breaks down the difference between coaching and masterminding, and why removing pressure and formal accountability actually increased engagement and trust. The conversation also dives into confidence, imposter syndrome, and why fear never really disappears, even for experienced producers. Carl and John unpack how stepping into leadership roles sharpens confidence, improves communication, and positively impacts sales conversations and relationships. If you are looking for a smarter way to grow through leadership, collaboration, and shared ideas rather than grinding harder, this episode delivers a powerful blueprint you can apply right away.  

Episode 606 For more information about Carl's upcoming accountability group, visit AllianceNextLevel.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Robyn LaVassaur, a powerhouse leader and producer whose branch closed an incredible 191 units in a single month, and this was not a one-time spike. Robyn shares her journey from a small-town start with no industry background to becoming one of the top producers and executives in the country, all while raising a family and building a high-performing team. Robyn breaks down the simple math behind consistent production, including why daily lead goals, tracking conversion, and focusing on tomorrow's money are non negotiable for long-term success. She explains how her team maintains high standards through clear expectations, strong process control, and a culture built around service rather than pressure. The conversation also dives deep into accountability, leadership, and mindset as Carl and Robyn unpack why most loan officers struggle with consistency and how tracking activity removes emotion from the business. Robyn shares why controlling the process, setting expectations early, and measuring what actually matters leads to predictable results month after month. If you want a real-world look at how disciplined activity, clear numbers, and accountability with heart can drive massive production, this episode delivers a masterclass you can apply immediately.

Episode 605 To see more of this loan consultation checklist, visit GetMoreLoans.com and ask the team for the full breakdown. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl is joined by top producer Jenay Bowen, who consistently closes eight to nine units a month by following a structured loan consultation process that dramatically increases conversion and minimizes surprises for buyers and agents. Jenay walks through her three part framework intro, nuts and bolts, and close and explains how it transforms the pre approval meeting into a smooth, predictable, and highly professional experience. You'll hear how she uses a simple 21 point checklist to stay on track, avoid missed steps, and set clear expectations from the start, which she says eliminates up to 90 percent of the problems that usually surface later in the transaction. Jenay shares how she educates clients with real numbers, guides couples to get aligned on budget, and uses her triangle of trust approach to strengthen agent relationships in every meeting. She also breaks down her pilot and turbulence story that prepares buyers for the journey ahead and shows why it boosts confidence and trust. Carl and Jenay dig into her closeout strategy, including why she has every borrower sign their application on the spot, how she asks for referrals in a natural way, and why this meeting creates pre approvals that agents view as solid as cash. Her system leaves nothing to chance and gives loan officers a repeatable process that increases conversion without adding more hours to the day. If you want pre approvals that stick, smoother transactions, and a consistent path to higher conversion, Jenay's process gives you the blueprint.

Episode 604 Schedule a one-on-one free coaching call, click here or visit LoanOfficerStrategyCall.com. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl is joined by top-producing loan officer and team leader Sarah Cox, who breaks down her full 5 star client experience system and explains how she consistently turns borrowers into lifelong fans. Sarah shares how a simple Walt Disney quote on her desk sparked the idea for a client journey that feels thoughtful, tangible, and unforgettable in a world full of digital noise and lookalike lenders. You'll hear how she re-engineered every stage of the client path, from branded thank you postcards with QR-activated homebuyer guides, to glossy pre-approval packets that feel like a true milestone event, to sweet contract gifts, to a clear to close pizza box that creates excitement and earns glowing reviews. She even walks through the watercolor home magnets she gives at closing, a unique top-of-mind tool that stays on the client's refrigerator long after move-in day. Sarah and Carl also explore how these touchpoints spark more referrals, how she built the system so her whole team can use it, and how she's using this experience strategy to book more agent appointments than ever before. She opens up about what she learned from major brands like Disney, Apple, and Coca-Cola, why she believes loan officers should invest 8 to 10 percent of gross revenue back into marketing, and how this shift is helping her team close more loans with less chasing. If you want to separate yourself from every lender down the street and create a client journey that builds loyalty, referrals, and remarkable moments, Sarah's blueprint will show you how to elevate your entire business and become the person of interest that borrowers and agents are drawn to. Connect with Sarah and see how she runs her operation at StartWithSarah.com