The New Loan Officer Playbook: What I’d Do If I Had to Start Over Today

In Season 3, Episode 16 of the Win Now Podcast, Todd Bookspan (Win by Noon) and Deborah Byrd (Plug and Play SM) walk through the new loan officer playbook. This episode is for new loan officers, experienced mortgage advisors who need a reset, Realtors building better referral systems, and sales professionals who know they need to get back to the basics. Todd shares what he would do if he had to start over today after 25 years in the mortgage business. The answer is not more setup, more software, or more time spent perfecting a CRM. The answer is action, conversations, documented systems, and consistent follow up. You will learn: • Why setup can become procrastination if it delays action • How to build an ideal week around the activities that create results • Why calls, conversations, and meetings are still the foundation • How to document your lead follow up process and use it as a value proposition • Why curiosity matters more than sounding smart on the first call • How to use video to create trust with leads and referral partners • How to create opportunities by asking agents for old dead leads • Why being okay with no is part of building confidence Win Now action step for this week: Choose one system to document this week. Start with your lead follow up process. Write out exactly what happens during the first 14 days after you receive a lead: How many calls? How many texts? How many voicemails? When do you send video? When do you notify the referral partner? What happens if they start the application but do not finish? Bonus restart challenge: Ask one Realtor this week: “Would you be open minded to me calling some of your old dead leads to see if any of them are still thinking about buying?” Listen on audio platforms: Spotify: https://open.spotify.com/show/6O9tx17... Apple Podcast: https://podcasts.apple.com/ph/podcast... New episodes every Tuesday. Subscribe and turn on notifications. Follow Todd Bookspan:   / toddbookspan   Follow Deborah Byrd:   / deborahabyrd   New episodes every Tuesday. Subscribe and turn on notifications. Chapters 00:00 - Welcome and the new loan officer playbook 01:20 - Why this episode is for new LOs and experienced pros who need a reset 02:19 - Do not get stuck in setup mode 04:30 - Build your ideal week around activities that create results 05:22 - Calls, conversations, and meetings still drive the business 07:11 - Put yourself in the path of opportunity 07:54 - Document your lead follow up process 11:41 - How a written process becomes your value proposition 13:17 - Curiosity, confidence, and taking applications over the phone 16:10 - Be okay with no and learn from the misses 21:13 - Use video to build trust with leads and partners 25:00 - Ask Realtors for old dead leads 28:05 - Pick one system and take action 28:48 - Final challenge and close Subscribe for weekly episodes on on mortgage and real estate visibility, communication, productivity, and trust based selling.