The Loan Officer Podcast

The easiest way to scale your business is to create clients for life who are also raving fans. They’ll be your best sales and marketing tool, and will help you level up in terms of sales growth. However, without a plan, there is no guarantee you’ll be able to turn one transaction into multiple. This episode covers what to do and say to create clients for life who are also your best real sources for future business. Visit www.TLOPonline.com for MORE CONTENT!

If you’re looking to buy a home, this episode is your starting point. If you sell homes for a living, the information shared is must-see-TV. If you finance homes for a living, you’d be a fool not to share this with your prospective clients. D.O. drops 18 years worth of knowledge into one episode. www.TLOPonline.com for MORE CONTENT!

D.O. shares various tips, tricks and hacks on various subjects ranging from home finance and personal health, to alcohol consumption. www.TLOPonline.com for MORE CONTENT!

Winter is coming. Those are facts! The thought of a housing bubble is absurd. The time to buy is very much between December 2022 and March 2023. Rates are heading down and there will be more buyers than homes to sell by the summer months of 2023. Realtors, mortgage loan originators, title reps, home owner insurance agents and all others who depend on the housing industry for their income will look back on 2023 and claim it to be a really good year. However, getting through the first 90 days is going to be an up hill battle. www.TLOPonline.com for MORE CONTENT!

Those who fail to plan, plan to fail. For any sales professional, entrepreneur, or business operator - business planning is a requirement in order to achieve ultimate success. In this episode, D.O. shares his proven, easy-to-use business plan and discusses how you can start with an income goal - and finish with understanding how many leads you need and who will refer them. This episode ends with a coaching session on why it’s important to fusion on your exit strategy. Visit www.TLOPonline.com for MORE CONTENT!

D.O. interviews Leslie Heimer, MBA. She is proof that you can have it all - even if it’s not always in balance. Leslie is a 20-year mortgage veteran who has owned and run mortgage companies while also being a top producer. She’s a licensed real estate agent and owns a social media marketing consulting business. On top of being a bad-ass mortgage professional, productive real estate agent, owner of a marketing company - Leslie is a social media influencer, phenomenal mother and supportive wife. If that wasn’t enough - she sits on the Forbes Finance Council, has her MBA and was named ‘Most Influential Thought Leader For Real Estate’ for branding and marketing in 2021. www.TLOPonline.com for MORE CONTENT!

Over the past 12 years, D.O and his partners have grown their business to over 11 locations and over 150 associates. In this episode, D.O. breaks down where he starts with any coaching client who’s interested in growing and scaling their business. Visit www.TLOPonline.com for MORE CONTENT!

The end has finally come. We thank you for joining us during the journey that was 2022... www.TLOPonline.com for MORE CONTENT!

D.O. discusses retirement accounts such as 401k, Roth IRA and traditional IRAs. You will love learning about retiring wealthy from these two clowns who are not financial advisors. www.TLOPonline.com for MORE CONTENT!

In this episode, D.O. answers three questions as it pertains to career and busies advice, three questions about being a successful LO and three on being a better manager. These are all real questions that have come in from listeners and viewers over the past few weeks. Visit www.TLOPonline.com for MORE CONTENT!

There comes a time in everyone’s life where it needs to be realized that we have peaked. Just because you peaked doesn’t mean you can’t work on becoming more efficient - but it dos mean you shouldn’t expect to reach any other high levels of success. This happens in sports and business. Likewise - it’s perfectly acceptable where the times in life you just aren’t good enough. This doest mean you’re not a good person, hard worker or caring - it just means you don’t have what it takes achieve the success you thought you could. Too many times, we downplay the actual necessary skills or experience required to make it. www.TLOPonline.com for MORE CONTENT!

There’s no denying the Federal Reserve is crash landing our economy. Most economic experts agree that we are destined for a recession. If you’re a mortgage or real estate professional - you should be expecting a massive purge. A purge means that by the end of 2023 - 30% would have lost their jobs. Housing will be the first in and first out from this recession. Tune in to learn. www.TLOPonline.com for MORE CONTENT!

So much can be learned about running a financially responsible household - as well as company - by studying a kid’s lemonade stand. Tune in and hear D.O. share a story how he wouldn’t let his son just get away with having a stand. This episode contains life and business lessons for children and adults of all ages. www.TLOPonline.com for MORE CONTENT!

Austin P. Duke is a young mortgage pro who funded over $20 million in his first 14 months. He’s the featured guest where he talks about his journey from the gridiron to becoming one of the most successful loan officers at his company. Austin’s passion for supporting other athletes and promoting homeownership in the black community is evident. Throughout this episode, Austin shares his experiences, his challenges and what he’s done to achieve success in a short period of time. www.TLOPonline.com for more content!

Too many times - in sales and business, we focus on our features and benefits, and not the real needs of our clients. Our customers aren’t always forthright with their needs or they don’t fully understand what they desire. It's our duty to peel back the onion in order to find their pain point. Once we find the pinpoint, we'll be ale to solve, add value and make the sale. www.TLOPonline.com for MORE CONTENT!

This isn't 2021. Funny how things have hanged in the past 12 moths. In today's chaotic market, just about every homebuyer needs the seller to cover a portion of the closing costs to make the purchase more attractive. D.O. does a deep dive into the why and how - as well as the benefits of seller contribution towards buyers closing costs. www.TLOPonline.com

In life and in business - it’s always good to know your outs. When structuring a loan - it’s good to know your outs. Knowing your outs correlates with having a contingency plan and mitigating your risks. You can only do this if you’re willing to take risks. www.TLOPonline.com for more content!

Your net worth is the sum of your network. Online networking is the easiest, cheapest and least time consuming way sales professionals can build their business. However, some refuse to to do it. Others are inconsistent, and most are average at best. The purpose of today’s episode is to get you intentional with your actions. Spend one-hour per day properly networking on Facebook, IG and LinkedIn. Visit www.TLOPonline.com

Do you know who your ideal client is? If you don’t, stop wha you’re doing, take your business serious, and make a list of the attributes you seek in your customer base. Too many business professionals allow their business to run them - the first step in changing this behavior is in knowing your audience and making sure you do more to attack those types of people while telling these who don’t fit into your customer profile - ‘No’. GO TO www.TLOPonline.com for more content!

Home loans such as FHA, USDA and VA come with a special feature called assumability. To assume someone’s mortgage means you take over their payments - at their current interest rate. This is an easy hack for a homebuyer to purchase a home and obtain a mortgage rate that is substantially lower than what the current market is offering. This needs to be understood by sellers, buyers, Realtors and the entire finical community. www.TLOPonline.com

Class is in session! If you’re tired of being stuck in your business - this episode is for you. JC and D.O. discuss building a team, an assistant, scaling what you have - all by hiring, training , developing, empowering and entrusting others to do what you do. They don’t hat to be as good as you - just 90%. This is a workshop for all entrepreneurs. Go to www.TLOPonline.com!

D.O. provides insight (into the world as he sees it) when it comes to the current state of the mortgage industry - with particular focus on the mass exodus that is taking place. It’s not all doom and gloom - as he also sheds light on the positives that will come out of the chaos. The BEST Content for Loan Officers: www.TLOPonline.com

Across America, natural disasters such as hurricanes, wild fires, tornados, mud slides and flooding are becoming more common and problematic. Natural disasters rank as the #1 concern for mortgage companies, lenders and those that invest in residential real estate as it pertains to loss. In this episode, D.O. JC discuss hurricane Ian, home loan programs like the FHA 203(h) geared towards those displaced after natural disasters, as well as the process around home owners insurance claims. www.TLOPonline.com

When it comes to those who work in the entertainment of the adult persuasion industry, there are many business lessons that can be applied to the success of entrepreneurs and sales people. Think we are crazy? Tune in to hear D.O. and JC compare the characters from movies such as Magic Mike, Showgirls and Strip Tease to the practices of successful business people. Become a Member Today: www.TLOPonline.com

Much of who were are is based on our genetics. As sales people, we have certain strengths that come natural to us. We call this our Sales DNA. The way you were born will determine whether or not you favor certain sales techniques and tactics such as cold calling, working open houses, becoming a social media influencer, partying for profits, becoming the lunch and learn queen or the networking king. Studies show if you’re good at something, you’ll probably like doing it. What’s your Sales DNA? www.TLOPonline.com

Best selling author and keynote speaker Rene Rodriguez stops by the TLOP set to discuss mindset, common traits of successful entrepreneurs and what he’s learned through 20 years of failure and success. HINT: It’s all about the journey not the end result. www.TLOPonline.com

Because topics like this aren’t taught in high school, D.O. and JC layout the basic principles to creating generational wealth. They discuss purchasing real estate, paying yourself first, focusing on earning over saving and the proper mindset required. This is truly an episode for anyone who is looking to better their finical life and leave a legacy for those they care the most about. www.TLOPonline.com

Is the secret sauce in Facebook ads, Instagram boosted posts, TikTok videos, Google Pay-Per-Click, SEO or good old fashion database marketing? In this episode - D.O. sits down with Chris Johnstone, CEO of Connection Incorporated, and listens as Chris shares what is currently working in terms of marketing and advertising and what is not. Chris explains where he is advising his clients to focus their efforts, what is worth their time and what should be delegated. Chris is the owner of Connection Inc., a fintech investor, a digital marketing expert for the financial services industry, a mortgage lead expert & the creator of BusinessMarketingClass.com. www.TLOPonline.com

With so many mortgage options and so many acronyms to understand (FHA, VA, USDA DSCR etc.) D.O. and JC get back to the basics and discuss the differences in conventional / conforming loans, government backed mortgages and the creative lending options available. Who is Fannie Mae and how is she related to Freddie Mac? The guys break this down for the audience too. This is a great episode for first-time homebuyers, real estate agents and newly licensed mortgage loan originators. For those who may find this episode to be too elementary, don’t sleep on this one. You have clients, colleagues, friends and family who could benefit from the knowledge dropped by D.O. and JC. www.TLOPonline.com

In this episode, D.O. brings in John O’Leary - CEO of Capsource. John is a subject matter expert in real estate investing, as well as the lending of hard money financing (aka private money). Tune in to hear D.O. and John discuss careers in hard money origination as well as advice on how to make money as a real estate investor. While teaching the audience about the basics of hard money lending and real estate investing, these two explain current terms and conditions being offered on hard money loans. www.TLOPonline.com

This episode features top producing mortgage broker, Kayla Sharp, from Atlantic Trust Mortgage. This Jacksonville, Florida native is crushing it in just her 3rd full year in the mortgage industry. She is a mom of three, mortgage superstar, supporter of all other bad-ass women in business and dedicated advocate for Best Buddies. Hear how Kayla went from virtually unknown in her real estate community to one of the top home loan experts in her market. Her story is incredible. In this episode Kayla shared her secrets to success. SPOILER ALERT: they are easy for all to follow. Tune in and find out how you too can be like Kayla. www.TLOPonline.com

Too many times - in life and in business, we make decisions based on how they make us feel or what we think makes the most sense. The encouragement is to stop thinking and start knowing. We live in the Information Age. Data is all around us. We need to use this to analyze our lives and business in order to make the best decisions. www.TLOPonline.com

For many sales professionals, the desire to be heard, acknowledged and respected overpowers common business sense. Meaning - they give away free advice without having the client’s full and complete buy-in. In this episode, D.O. discusses instances where he and others have given away free advice and what can learned from these real life examples. Visit www.TLOPonline.com for more content!

In this episode - D.O. breaks down the importance of being familiar with the basic principles of personal finance. From paying your bills on time, to life insurance, and everything else in-between. www.TLOPonline.com

Fresh off his trip to New England - D.O. sits down and answers the following questions: How to take a loan application over the phone? How to provide unique value as a lender? How are lenders paid (and from where)? How many agent partners do you need? When should a MLO consider adding states that they are licensed in? How to setup and scale marketing for mortgage leads? How to follow up with Realtors after having met with them? www.TLOPonline.com

Our work life can be stressful. Tune in to listen to D.O. and JC discuss how they - and others - have learned to manage and control the stresses brought on by working in Corporate America, sales and much more. www.TLOPonline.com

In today’s economic landscape, there’s lots of scuttlebutt about mortgage companies losing money - but the real question should be, ‘How do mortgage companies make money?’. If we can learn and figure out the business model of an independent mortgage banker or mortgage bank, we can figure out what to do more of - as well as what to eliminate as it pertains to being sustainable and staying profitable. This episode covers the mortgage industry at a 101 level. www.TLOPonline.com

After various TLOP fan requests, D.O. and JC sit down and talk about loan officer compensation. What’s fair? What’s reasonable? Whats compliant? What are the rules pertaining to LO comp and why are they there? Can I negotiate my compensation with my employer? All of this is answered and more. www.TLOPonline.com

No doubt there’s housing crisis in the United States. Freddie Mac is updating the guidelines - which will allow homebuyers to use rental income derived from accessory dwelling units (ADU’s) to help qualify on their next home purchase. This is a small drop in the bucket but is also a step in the right direction. www.TLOPonline.com

D.O. believes the current market is a blip or dip. Buyers need to buy the dip. The next 6 months is going to be rough - and I mean really rough for LO’s and Realtors. We aren’t going to have the units, numbers or volume we expected or rely on to substantiate our businesses. Good news - now is the time to put our blinders on and to market better than ever because 2023 will be the return to normalcy for the real estate market. www.TLOPonline.com

After they’re done talking about D.O.’s trip to 7D Ranch - they dive into a couple of LO questions that came up during a morning coaching call. The overall lessons weaved in that call include understanding how your clients think, what makes them tick, their fears, concerns, excitement and how best to communicate to them during the sales process. D.O. even name drops Tony Robbins and talks about the DISC personality test. www.TLOPonline.com

D.O. puts on his inspirational hat and provides a motivational kick in the pants for anyone who needs it. Everyone has bad days - how you respond to them is what matters. www.TLOPonline.com

Too few homebuyers, real estate professionals, and mortgage loan originators understand or comprehend that there’s an entire business behind the mortgage industry. Decisions are made, or not made, based on what’s best for the mortgage companies’ bottom line - as well as what will prevent them from taking unnecessary risk. Risks are not just financial, but can also affect your reputation. Tune in for a better understanding of the business behind the mortgage industry. www.TLOPonline.com

D.O. interviews Jeff Velez with Old Republic Home Protection Company on how to teach homeowners the value of a home warranty, educate Realtors on leveraging home warranties to sell more homes, and to share with loan officers how partnering with a home warranty company can generate more mortgage leads. www.TLOPonline.com

It’s July 2022 and reality is sinking in. No one expected this year to mirror the record breaking years of 2020 and 2021. However, few were - nor are - fully prepared for what is to come. The inspiration of today’s episode comes after the second quarter earnings from Wells Fargo, Chase and Citi were released - as well as the sudden dissolution of Sprout and FGMC layoffs. This episode is designed to educate, but not freak out. D.O. answers some of the most important questions as it pertains to what one would do if their company would go under. www.TLOPonline.com

In this episode, D.O. discusses the following thought processes that aren’t widely taught - including: Paying Yourself First Understanding ROI The Power Of Reading Focus On Earning Networking www.TLOPonline.com

With the current status of the housing market shifting back to a normal market - the thought of waiting to buy is creeping into more and more homebuyer’s minds. For many, waiting won’t make a whole lot of sense. For some, it’s a risk worth taking. D.O. and JC role play in this episode and discuss the suggested thought process every potential homebuyer should exercise before making a rational (or irrational) decision. Just always remember, even the smartest of the smart and the most experienced can never consistently predict the future. www.TLOPonline.com

D.O. fulfills multiple viewer requests when he sits down and interviews a rising star Realtor from the Central Florida market. Adrian Jiminez is with Market Connect Realty and has been selling since 2020. Since then, he’s closed over 40 transactions. In this episode, D.O. asks Adrian to share his success story, but more importantly, what it takes for a loan officer to win him over. www.TLOPonline.com

Imaging being able to lock in your interest rate today for the next 30 years. However, in year one - your rate will be 2% lower. In year two, your rate will be 1% percent lower and by year three it adjusts upwards to the original rate when you purchased your home. A 2-1 buydown is great tool to use to help ease a homebuyer into today’s housing market. It’s also a great incentive for a seller to offer a buyer as a reason to buyer their house. There’s nothing new about a 2-1 buydown, what’s new is it’s usefulness in todays market. Homebuyers, realtors, LOs and home sellers will all benefit from this episode. www.TLOPonline.com

Have you ever thought about a career as an insurance agent? If you haven’t, you should. If you have, then this episode is a must listen. D.O. interviews Brett Young with Erb and Young. Not only has Brett bootstrapped a successful insurance agency, but he’s also one of the best business leaders in the space. Tune in to hear more about becoming an insurance agent, how much money you can earn, the barrier to entry for a career in property and casualty insurance - as well as many life lessons and leadership advice along the way. www.TLOPonline.com