5 Bold Actions to Dominate 2025

The mortgage industry has been in a challenging cycle for over two years now. Many loan officers have been "grinding" - waiting for rates to drop, waiting for the market to change, waiting for something external to fix their business. But as Todd Bookspan, founder of Win by Noon and 25-year industry veteran, recently shared, the most successful originators aren't waiting. They're building.

Here are 5 actionable strategies that you can implement immediately to reignite your pipeline and position yourself to dominate when the market turns.

Action Item #1: Build Your List of 50 Relationships

The Strategy: Stop chasing the big-name agents and start building a network of 50 medium-producing relationships.

Todd's philosophy challenges conventional wisdom: "I don't work with the top producers. Most of them are too high maintenance. Instead, I have 50 medium ones - people that are going to do one to five transactions a year, and I'm going to get most of them."

How to Execute:

  • Create a written list (use a Google spreadsheet that you can share)

  • Divide them into A's, B's, and C's

  • Call A-level agents weekly (even if you have a transaction going)

  • Call B-level agents every other week

  • Call C-level agents every 3-4 weeks

  • Include personal notes: "Don's going motorcycle racing this weekend"

The Math: 50 agents × 2-3 transactions each = 100-150 transactions annually, plus your database and new relationships.

Action Item #2: Create Your Monthly Market Update Event

The Strategy: Host a 20-minute monthly Zoom call covering housing, economy, and interest rates.

This gives you something valuable to invite people to and positions you as the expert they need.

How to Execute:

  • Use content from NBS Highway, Mortgage Coach, Keeping Current Matters

  • Structure: Housing updates, economy overview, interest rate forecast

  • Keep it to 20 minutes maximum

  • Make it educational, not salesy

  • Invite both realtors and past clients

  • Record it and share the replay

The Benefit: Realtors want to sound smart to their clients. Give them the information they need, and they'll see you as indispensable.

Action Item #3: Ask Your Best Relationships for Warm Introductions

The Strategy: Leverage your existing relationships to meet quality people through warm introductions.

Todd's approach: "Hey, I dig working with you. You are one of my favorite agents. Is there anyone else like you? Do you have another agent in your office that you think would be good for me to meet?"

How to Execute:

  • Start with your top 10 current relationships

  • Ask for 1-2 specific introductions (not "anyone")

  • Request a text introduction: "Hey Don, I'd love you to meet my lender Todd. He's great to work with."

  • Follow up within 24 hours of the introduction

  • Invite them to your monthly market update

Why This Works: It's a warm introduction from someone they already trust, making the conversation much easier than cold calling.

Action Item #4: Go Deep Before Going Wide

The Strategy: Maximize the relationships you already have before seeking new ones.

Many loan officers think they need more relationships when they're not fully utilizing their current ones.

How to Execute:

  • Audit your current relationships: Are you getting all available business?

  • Increase your contact frequency with existing partners

  • Add more value: market updates, client education, marketing materials

  • Ask yourself: "Am I calling them regularly enough?"

  • Track your contact frequency and results

The Reality Check: If you're not closing enough loans, you probably don't have enough relationships OR you're not going deep enough with the ones you have.

Action Item #5: Call Your Database with Purpose

The Strategy: Systematically contact your past clients and database with specific reasons to connect.

Todd's team recently sent an email: "Hey, rates are finally coming down. We need to make sure the strike rate we have for your refinance is accurate. Let's schedule a quick 5-10 minute call."

How to Execute:

  • Segment your database by current rate (focus on 7%+ first)

  • Create a specific reason for the call (rate updates, market changes, annual review)

  • Use a calendar link for easy scheduling

  • Follow up non-responders with phone calls

  • Script around savings amounts, not just rates

  • Include invitation to your market update calls

Pro Tip: Don't send to your entire database at once. Segment by rate levels to avoid responses from 2.5% rate holders saying "rates will go lower."

The Bottom Line: Relationships Trump Everything

As Todd emphasized, "You can have a transactional lag, but you can't have relational relationship lags. If you're continuing to build relationships, you're going to build your pipeline."

The loan officers who will dominate 2025 and beyond aren't the ones waiting for external conditions to improve. They're the ones building systematic relationship-building processes right now, while their competition is making excuses.

The opportunity is there. The question is: Will you take it?