Episode Details

Grow Your Pipeline by Having More Conversations Every Day

Frazier shares a simple truth for growing a loan officer’s pipeline: the more people you talk to, the more business you do, especially in the current market. Referencing a LinkedIn Live with Jonathan reviewing data on cash-out refis by channel, he notes that call-center environments outperform because there’s no deviation from making high volumes of contacts due to tracking and accountability, while individual loan officers often aren’t held to that standard and make excuses. He argues it’s not the market or sales skill, but consistent daily conversations that drive results. If you lack a database or are new, you must proactively create conversations through calls, texts, emails, networking, and reconnecting, while avoiding the habit of prejudging whether a call is worth making.

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