The Peek at the Modern LO Framework

In this session, national speaker, mortgage coach, and industry leader, Khai McBride, gave us a peek at his coaching system designed to help loan officers create consistent closings, attract high-quality referral partners, and build scalable businesses without relying on outdated tactics. Here are some steps you can take in your business today!

Implement the ABC System for Realtor Relationships

  • A Realtors: Those already giving you business

  • B Realtors: Those who have "friend-zoned" you (know you but don't refer business)

  • C Realtors: Those you don't know yet

  • Focus on converting B to A relationships using the four-step framework:

    • Demonstrate your value to the agent

    • Show them what you can do for their buyers

    • Automate reminders and testimonials

    • Directly ask for the business

Apply the Magic Tracking System:

  1. Track three key numbers: loans under contract, pre-approved active shoppers, and active leads

  2. Add these numbers and divide by 7 to predict your monthly loan average

  3. To increase production by 2 loans per month, you need 14 more leads in your pipeline

  4. Challenge yourself to get those 14 leads in half the time you normally would

Balance Traditional and Modern Approaches:

  1. Don't associate "hard work" only with traditional methods

  2. Apply the same work ethic to modern tools for exponential results

  3. Remember that in today's market, you need 65+ realtors to do 100 loans

  4. Many of these will only refer one loan per year, making omnipresence crucial

Establish Modern Leader Positioning:

  1. Move beyond just being an expert - become a leader with opinions

  2. Use social media for positioning, not just transactions

  3. Curate your social feeds to be educational and uplifting

  4. Build your online presence with reviews (aim for 100+ Google reviews)

Find Your Catalyst for Breakthrough Performance:

  1. Identify what will trigger your commitment to change

  2. Consider "disappearing for 90 days" to work intensely on your business

  3. Focus on overall performance factors: nutrition, sleep, mindset

  4. Make a public commitment to someone important to solidify your catalyst moment

Want more?

Download the complete framework presentation at connectwithkhai.com

Remember: "If you don't care, you won't close."
Focus on building genuine relationships with people you actually want to work with, and success will follow naturally.