From Struggling to Thriving

Essential Steps Every Loan Officer Needs Now

The mortgage industry has been brutal. Three-quarters of loan officers have left the business, and even top producers closing $60-70 million annually can find themselves in mental struggles. But as Justin Pedron proves, the right mindset shifts and daily disciplines can transform your business and your life.

Here are five immediate action items Justin and Dave Savage discussed on a recent Power Hour every LO should implement today.

Win By 7 AM Every Single Day

The Problem: Most struggling loan officers have inconsistent morning routines and let the day happen to them instead of controlling it.

Your Action: Establish non-negotiable morning disciplines that set you up for success before the business day begins.

Implementation:

  • Wake up at 5:00-5:15 AM consistently

  • Start with electrolytes and pre-workout

  • Complete 30-40 minutes of strength training

  • Add 25 minutes of cardio (ruck walk or inclined treadmill)

  • Finish with 20-25 minutes in the sauna

  • Do this 7 days a week - no exceptions

Justin's Quote: "If I want to feel my best and perform at my best, working out is part of that. Why would I not do that on Saturdays and Sundays?"

Build Your Refi Pipeline NOW (Before Rates Drop)

The Problem: Most loan officers are waiting for rates to drop instead of positioning themselves ahead of the competition.

Your Action: Proactively reach out to past clients with rates 7% and above to set up refi consultations and get applications in the door.

Implementation:

  • Pull everyone from your CRM with rates 7% or higher

  • Send personalized emails requesting refi meetings

  • Schedule consultations even if rates haven't hit their "strike rate" yet

  • Get applications submitted without pulling credit or collecting docs

  • Set clear expectations: "When rates hit your strike rate, you'll get a simple text saying 'it's time'"

Results: Justin scheduled 90 refi meetings in two weeks from 150 emails sent.

Use Mortgage Coach to Eliminate Rate Shopping

The Problem: Rate shopping conversations kill deals and waste time when you don't have the right tools to demonstrate value.

Your Action: Present loan options through Mortgage Coach's visual platform instead of traditional fee worksheets.

Implementation:

  • Show low-cost, mid-cost, and high-cost options side by side

  • Rename "2-1 buydowns" as "seller paid subsidy programs"

  • Ask "How does this payment make you feel?" for each option

  • Use the AI feature to answer client questions in real-time

  • Focus on cost efficiency over time, not just how long they'll be in the home

Justin's Script: "Most people in my business ask the wrong question - how long will you be in the home. The right question is: how long do you need to borrow the money?”

Master the "Waiting for Rates" Conversion Script

The Problem: Buyers are sitting on the sidelines waiting for rates to drop, and agents don't know how to help them.

Your Action: Become the loan officer who can turn "rate waiters" into closed loans with data-driven presentations.

Implementation:

  • Ask new agents: "How many buyers have told you they want to wait for rates to come down?"

  • Request introductions to those buyers

  • Show them the math: waiting for lower rates often means paying $20K-50K more for the same house

  • Demonstrate that even with rates dropping 1-2%, their payment savings are minimal compared to increased home prices

  • Position yourself as the expert who can refi them when rates do drop

Results: Justin got 3 referrals from this script, all 3 closed within 90 days, leading to a 2.5-year partnership with that agent.

Shift from "Gap" Thinking to "Game" Thinking

The Problem: Even successful loan officers can get trapped in negative self-talk and focus on what's wrong instead of what's working.

Your Action: Implement daily practices that keep you focused on progress and possibilities rather than problems and gaps.

Implementation:

  • Read "The Gap and the Game" by Dan Sullivan

  • Schedule weekly "walk and talks" with successful peers or mentors

  • Block time for daily prospecting and stick to it religiously

  • Celebrate small wins and progress markers

  • Surround yourself with people who challenge your negative thinking

Remember: hundreds of thousands of loan officers would want to be in your position

Mindset Shift: When you catch yourself complaining about your business, ask: "Would other loan officers boo me off stage if I complained about this problem?"

The Bottom Line

Justin Pedron's story proves that even top producers need to constantly work on their mental game and daily disciplines. The loan officers who implement these five action items won't just survive the current market - they'll position themselves to dominate when the refi boom returns.

The key insight? Success isn't just about volume or market conditions. It's about having the right daily disciplines, the right tools, and the right mindset to serve clients at the highest level while taking care of yourself.

Remember: You can be doing $60-70 million in volume and still need to work on these fundamentals. The market has eliminated 75% of your competition - now it's time to separate yourself from the remaining 25%.

Ready to implement these strategies? The loan officers who act on these insights now will be the ones thriving when the next cycle begins.