100 Tips from 100 More Momentum episodes 

Sections:

  • Social Media & Content Strategy

  • Relationship Building & Referral Partnerships

  • Client Communication & Experience

  • Database Management & Follow-up

  • Events & Education

  • Personal Branding & Positioning

  • Time Management & Productivity

  • Mindset & Personal Development

  • Business Strategy & Growth

  • Sales Techniques & Client Conversations

 

Social Media & Content Strategy

 

1. Create a community strategy by highlighting local businesses and tagging them in posts to expand your network organically. (Arjun Dhingra, "3 Must Do's for LOs the Rest of 2025" 4/10/25)

 

2. Engage with your social media community intentionally by spending at least 10 minutes daily commenting meaningfully on others' content, not just liking posts. (Geoff Zimpfer, “The #1 Reason You're Failing on Social Media” 9/19/24)

 

3. Use Answer The Public to find the exact questions potential clients are asking, then create content that answers those questions to improve SEO. (Dave Savage, “Halftime report and visions of the future” 9/14/23)

 

4. Focus on creating authentic content that connects with people, rather than selling your mortgage expertise immediately, as this builds trust and relationships that convert to business. (Michelle Berman, "The Power of Your Handshake: Turning First Impressions Into Content for Social" 1/16/25)

 

5. Consistency is more important than frequency. (Geoff Zimpfer, “The #1 Reason You're Failing on Social Media” 9/19/24)

 

6. Use storytelling to demonstrate how you've helped real clients solve specific problems rather than just promoting rates and products. (Arjun Dhingra, "3 Must Do's for LOs the Rest of 2025" 4/10/25)

 

7. Focus on quality over quantity, ensuring your first few lines are compelling enough to make viewers click "read more" boosts algorithm engagement. (Phil Treadwell, “Limitless Thinking: The Power of a Growth Mindset” 8/8/24)

 

8. Remember that videos with captions and emojis captures attention better than plain text or static images. (Social Coach, “Elevating Your Social Presence with Video Content” 7/11/24)

 

9. Digitize your reputation by sharing personal content, as clients want to know the person behind the professional. (Phil Treadwell, “What the Uncommon Have in Common” 5/4/23)

 

10. Post seven pieces of personal content for every one piece of business content to build authentic connections. (Josh Pitts, “How to Build Your Brand in 90 Days on Social Media” 4/27/23)

 

11. Implement the "CCQ method": Compliment, find Commonality, and ask a Question to foster meaningful interactions. (Joe Wilson, 10/24/23)

 

12. Implement "news hacking" by interpreting current events and market changes to position yourself as a trusted advisor. (Arjun Dhingra, "3 Must Do's for LOs the Rest of 2025" 4/10/25)

 

13. To deliver a video with confidence, focus on relaxing, connect your breath to your diaphragm, and practice vocal exercises. (Nate McVicker, “Deliver with Confidence: How voice and movement can shape WINNING presentations.” 11/7/24)

14. Understand that social media should be used for prospecting, not just posting—engage with your community and respond to their content to build relationships. (Alec Hanson, "Turning Your Posts into Profits" 2/6/25)

 

Relationship Building & Referral Partnerships

 

15. Differentiate yourself through relationship-building rather than competing on rate, as consumers will always remember your service. (Dale Vermillion, "What $50M+ Producers Are Doing Differently This Year" 2/27/25)

 

16. Implement a "10/10" strategy of engaging with 10 real estate agents daily to maintain visibility. (Bill Hart, "Lessons from the Coach's Chair" 4/3/25)

17. When gifting clients, choose items with both usefulness and longevity rather than consumables to maintain top-of-mind awareness for years. (Deanna Scortino, “3 Keys to Staying Top-of-Mind in 2024 & 2025” 9/5)

 

18. Focus on helping your real estate partners "win" in their business. (Khai McBride, “How to Get Unstuck and Thrive” 7/25/24)

 

19. Implement a targeted referral partner strategy by asking your existing partners to recommend quality agents who might benefit from your services. (Alec Hanson, "Turning Your Posts into Profits" 2/6/25)

 

20. Create a "Top 25" list of referral partners and past clients, then intentionally engage with them to strengthen relationships. (Brian Covey, “Are You Fit For Success?” 8/22/24)

 

21. Practice the "questions over statements" approach when speaking with clients and referral partners to uncover their true needs. (Brian Covey, “Are You Fit For Success?” 8/22/24)

 

22. Treat your referral partners as business partners by asking "what could we do together to create more business as a team?" (Khai McBride, 7/25/24)

23. Send client appreciation gifts before Thanksgiving rather than during the December holiday rush to stand out. (Deanna Scortino, “The 3 Keys to Client Retention” 6/1/23)

 

24. Focus on building deeper relationships with 25-75 quality referral partners rather than having shallow connections with hundreds. (Dale Vermillion, "What $50M+ Producers Are Doing Differently This Year" 2/27/25)

 

25. Diversify your referral sources beyond realtors to include wealth advisors and attorneys who have deeper trust relationships with their clients. (Arjun Dhingra, “Becoming a modern ADVISOR” 10/5/23)

 

26. Implement a structured onboarding process for your realtor partners to clearly communicate your value proposition and set expectations. (Sean Herrero, “REAL ways to 2X your business in 2024” 2/8/24)

 

27. Create a value stack for realtors that addresses their needs in five key areas: growth, conversion, scaling, performance, and support. (Khai McBride, “Knowing and Selling Your Value” 2/15/24)

 

28. Go deep with a smaller group of referral partners and truly understand what drives them. (Todd Duncan, “Follow Up Strategies from Momentum Builder 2023 Event” 2/23/23)

 

Client Communication & Experience

 

29. Create a compelling client experience with clear communication milestones that differentiate you from competitors and generate referrals. (Cindy Ertman, "The Mortgage Momentum Blueprint: 3 Key Strategies to Elevate Your Results" 2/20/24)

 

30. Elevate every customer interaction into a memorable experience that makes them feel better than when they started. (Brittany Hodak, “How to Create an Amazing Experience” 4/13/23)

 

31. Create a systematic approach to client communication with specific days dedicated to different groups (e.g., Monday for weekend contract follow-ups, Tuesday for active clients, Thursday for pre-approved prospects). (Christy Solar, "Built for the Storm: Finding Purpose Through the Pressure" 5/8/25)

 

32. When a client says "thank you," respond with "Can you help me with something? My goal is to work with more people I like - can you introduce me to two people I should know?" (Dave Savage & Sean Herrero, “Mindset Matters & What’s working best right now in this market” 10/24/24)

 

33. Make 10 calls to past clients every day to maintain relationships and discover opportunities. (Cindy Ertman, “Optimize Your MindState to Reduce Friction and Increase Momentum” 6/8/23) 

 

34. Call past clients on their birthdays, 30 days after closing, and on their one-year homeownership anniversary. (Christy Solar, "Built for the Storm: Finding Purpose Through the Pressure" 5/8/25) 

35. Start every client consultation with "Why is homeownership important to you?" to understand their deeper motivation and tailor your approach accordingly. (Tiffany Cross, “No borrower left behind! Unlock the potential of adverse leads” 11/9/23)

 

36. Develop a consistent follow-up system for your database that treats it as a "data bank" rather than just contact information. (Ryan Grant, “Present Lead Conversion to Your Agents in a Whole New Way!” 4/6/23)

37. Map out the moments that matter most to customers before, during, and after the transaction to create exceptional experiences. (Brittany Hodak, “How to Create an Amazing Experience” 4/13/23)

 

38. Identify and appreciate your top 10-20% of clients who generate 80% of your business with personalized gifts and communication. (Cindy Ertman, “Optimize Your MindState to Reduce Friction and Increase Momentum” 6/8/23)

 

Database Management & Follow-up

 

39. Call your database consistently (aim for 20-30 contacts daily) rather than waiting until your pipeline is empty. (Dale Vermillion, "What $50M+ Producers Are Doing Differently This Year" 2/27/25)

 

40. Implement the "10 by 10" strategy—making 10 calls to your database by 10 AM—to build momentum for the day and stay top-of-mind with clients. (Khai McBride, “How to Get Unstuck and Thrive” 7/25/24)

 

41. Focus on your database as your biggest gold mine, as it's 95% easier to work with existing clients than generate new ones. (Deanna Scortino, “The 3 Keys to Client Retention” 6/1/23)

 

42. Establish a "strike rate" with every client to monitor when they become eligible for refinancing, and commit to notifying them when rates hit their target. (Barry Habib, “The markets after the election and 2025 predictions” 11/14/24)

 

43. Implement a consistent follow-up system that includes at least 17 contact attempts per lead to maximize conversion rates. (Danny Dunn, “Streamlining Success: Mastering Efficiency in Lead Management” 8/24/23)

 

Events & Education

 

44. Provide lunch & learns/educational sessions for agents to help them qualify more buyers and create better affordability options. (Justin Padron, "Winning in the Worst Years: How I made '23 and '24 my best years ever!" 4/24/24)

 

45. Focus on being at the top of the lead generation funnel by hosting your own events rather than being dependent on realtors for business. (Michael Maher, “Simple Brilliant Stuff That's Working Right Now!!!!” 4/11/24)

 

46. Create educational content for both parents and their adult children to help facilitate intergenerational wealth transfer and homebuying opportunities. (Kristin Messerli, "Navigating the Next Generation of Home Ownership", 12/12/24)

 

47. Implement a "by invitation only" approach to your marketing events to make clients feel special while reducing costs and increasing conversion rates. (Greg Sayegh, "How to weaponize data in a data driven world + UPLIST" 1/23/25)

 

48. Partner with other loan officers on community events to increase attendance and impact. (Jordan Nutter, “The New Revolution of Relationship Cultivation: How to reach more people and close more loans” 6/13/24)

 

49. Invite past clients, realtors, and referral partners to events as this creates the perfect reason to reach out, builds relationships, and generates referrals even if they don't attend. (Craig Davis, “How best to leverage all that was shared at our 2024 event” 3/7/24)

 

50. Position yourself as a trusted advisor by hosting educational events focused on specific niches like house hacking, ADUs, or non-owner occupied properties. (Roland Cochran & Tom Couture, "How To Increase Your Realtor Referral Number" 1/9/25)

 

51. Use the RSVP form, door prize entry form, and follow-up survey at events to systematically generate referrals from attendees. (Michael Maher, 4/11)

 

Personal Branding & Positioning

 

52. Develop a clear, compelling answer to "What do you do for a living?" that highlights your unique value proposition and primary skills rather than just saying "I'm a loan officer." (Michelle Berman, "The Power of Your Handshake: Turning First Impressions Into Content for Social" 1/16/25)

 

53. Develop a presentation that demonstrates your unique client experience and share it with potential referral partners to differentiate yourself. (Khai McBride, "The Modern LO Framework: Build a Scalable Business w/o Cold Calling or Burnout" 4/17/25)

 

54. Establish a personal brand that fills the "narrative gap" with positive associations rather than letting prospects make assumptions about mortgage professionals. (Kristin Messerli, "Navigating the Next Generation of Home Ownership", 12/12/24)

 

55. Become known for solving specific problems (like DTI issues, condo financing, or manufactured homes) rather than trying to be a jack-of-all-trades. (Greg Sayegh, "How to weaponize data in a data driven world + UPLIST" 1/23/25)

 

56. Your personal brand is simply you being yourself, and the people who want to work with you will do so because they like you, which is the right kind of relationship to build. (Josh Pitts, “How to Build Your Brand in 90 Days on Social Media!” 4/27/23)

 

57. Identify your heroic identity (your personality type when you're at your best) and leverage it in your business approach. (Donnie Tuttle, “Winning the Game as You; Gamifying Your Success and Your Life” 4/20/23)

 

Time Management & Productivity

 

58. Establish a morning routine that prioritizes revenue-generating activities before checking emails or handling administrative tasks. (Bill Hart, "Lessons from the Coach's Chair" 4/3/25)

 

59. Use the "now, next, never" framework - focus on what you need to do now, wait until it's done before moving to what's next, and identify what you should never do. (Todd Duncan, “How To Make 2025 Your Best Year Ever” 11/21/24)

 

60. Implement time in your schedule dedicated to improving your skills and practicing your craft. (Khai McBride, “How to Get Unstuck and Thrive” 7/25/24)

 

61. Create a 90-day plan with specific action steps in five key areas: work, health, family relationships, personal growth, and finances. (Cindy Ertman, “Optimize Your MindState to Reduce Friction and Increase Momentum” 6/8/23)

 

62. Implement a "perfect week" schedule that includes dedicated time for sales calls, client follow-ups, and business development. (Candice McNaught & Rachel Saylor Brown, “We Win Together - Sales Strategies from LOs to Leadership ‘ 6/27/24)

 

63. Start your day with the SAVERS routine (Silence, Affirmations, Visualization, Exercise, Reading, Scribing) to increase your productivity and mental clarity. (Hal Elrod, “The Miracle Morning” 3/30/23)

 

64. Implement the Win by Noon planner to identify your top three non-negotiable tasks each day and track your activity to ensure you're focusing on high-value activities. (Bill Hart, “3 Actions You Should Commit To” 3/21/24)

 

65. Focus on efficiency by identifying which activities only you can do (green activities) versus those that can be delegated or automated. (Clayton Collins, “THE AFTERPARTY: Insights & Highlights from The Gathering” 4/25/24)

 

Mindset & Personal Development

 

66. For consistent performance improvement, focus on marginal gains - aim to be 1% better each day rather than trying to make dramatic changes. (Alex Kutsishin, “Peak Performance Playbook” 9/12/24)

 

67. Move from a fixed mindset ("I can't") to a growth mindset ("I can't yet") to overcome challenges in a difficult market. (Craig Davis, “Accelerate your Q3 production: Designing a results-driven 90-day plan” 6/15/23)

 

68. Gamify your business to help keep you motivated with clear goals, defined moves, and super moves that leverage your unique personality and strengths. (Donnie Tuttle, ““Winning the Game as You; Gamifying Your Success and Your Life” 4/20/23)

 

69. Invest in yourself through coaching, education, and community to continuously improve. (MB Leadership Team, “Closing Out 2024 & Crushing 2025!” 12/19/24)

 

70. Approach each day as your best opportunity rather than hoping for better market conditions tomorrow. (Craig Davis, “Accelerate your Q3 production: Designing a results-driven 90-day plan” 6/15/23)

 

71. Push yourself to feel uncomfortable as that's where growth happens. (Alex Kutsishin, “Peak Performance Playbook” 9/12/24) 

72. Your level of success will seldom exceed your level of personal development, so invest in yourself daily. (Hal Elrod, “The Miracle Morning” 4/13/23)

 

73. Maintain a growth mindset by focusing on opportunities in every market rather than dwelling on challenges. (Phil Treadwell, “Limitless Thinking: The Power of a Growth Mindset” 8/8/24)

 

74. Use bilateral tapping (alternating taps on both sides of your body) for 3-4 minutes before important calls to disrupt stress signals in your brain and improve focus. (Angie Noack, “The Importance of Being a Sales Athlete vs. a Sales Professional” 4/4/24)

 

75. When facing challenges, use the "stop, assess, redeploy" framework to avoid the fight, flight, or freeze response that prevents effective action. (Bill Hart, “3 Actions You Should Commit To” 3/21/24)

 

76. Embrace failure as a necessary step toward success, understanding that successful people fail repeatedly on their path to achievement. (Phil Treadwell, “What the Uncommon Have in Common” 5/4/23) 

Business Strategy & Growth

 

77. Create a "perfect mortgage promise" with annual reviews to ensure clients never overpay on their mortgage, building lifetime value. (Justin Padron, "Winning in the Worst Years: How I made '23 and '24 my best years ever!" 4/24/25)

 

78. Use Total Cost Analysis tools to show buyers multiple options for handling buyer agent commissions in the post-NAR settlement environment. (Josh Mettle, “NAR Settlement Is Here - Three Tactics To Help Buyer Agents Find Their Value & Thrive” 8/15)

 

79. Build trust with younger generations by providing education and transparency, as they often approach financial relationships with initial skepticism. (Kristin Messerli, "Navigating the Next Generation of Home Ownership", 12/12/24)

 

80. Measure your business by tracking which percentage of your leads come from paid sources, reputation, referrals, and repeat clients, then strategize to increase the latter two categories. (Cindy Ertman, "The Mortgage Momentum Blueprint: 3 Key Strategies to Elevate Your Results" 2/20/25)

 

81. Develop multiple profit centers (realtors, CPAs, financial planners, past clients) to balance out market swings and create consistent business. (Greg Sayegh, "How to weaponize data in a data driven world + UPLIST" 1/23/25)

 

82. The fastest way to increase your income is to close more of the opportunities you already have by gaining trust through vulnerability and knowledge. (Barry Habib, “The markets after the election and 2025 predictions” 11/14/24)

 

83. Document your success rate in getting seller concessions to cover buyer agent commissions under the NAR settlement to create a competitive advantage. (Josh Mettle, “NAR Settlement Is Here - Three Tactics To Help Buyer Agents Find Their Value & Thrive” 8/15)

 

84. Leverage data analytics to identify high-producing real estate agents, target specific niches, and focus your marketing efforts where they'll generate the highest ROI. (Greg Sayegh, "How to weaponize data in a data driven world + UPLIST" 1/23/25)

 

85. Create a roadmap with specific lanes, mile markers, and first three steps toward your goals, then celebrate every achievement along the way. (Craig Davis, “Accelerate your Q3 production: Designing a results-driven 90-day plan” 6/15/23)

 

86. Focus on helping realtors convert listings by conducting CMA challenges and providing strategies for accidental landlords. (Dave Savage, "5/18/23)

 

87. Adopt technology and automation to lower your cost per loan. (Steve Reich, “A candid chat about the future of mortgage” 6/29/23)

 

88. Build capacity in advance of demand as a strategy for creating demand in your business. (Todd Duncan, “Follow Up Strategies from Momentum Builder 2023 Event” 2/23/23)

 

89. Create a plan, strategy, and timeline for clients who aren't ready to transact now to build future business. (Ryan Grant, “Present Lead Conversion to Your Agents in a Whole New Way!” 4/6/23)

 

90. Focus on consistent action, explosive action, and inspired action in your business to create momentum. (Donnie Tuttle, “Winning the Game as You; Gamifying Your Success and Your Life” 4/20/23)

 

91. Set performance standards for yourself and your team that establish minimum expectations and create a culture of excellence. (Alex Kutsishin, “The Importance of Being a Sales Athlete vs. a Sales Professional” 4/4/24)

 

92. Set shorter-term goals (3, 6, and 12 months instead of years) to create urgency and faster implementation of your business plans. (Ken Perry, “Five Ways Out of a Funk” 7/20/23)

 

93. Focus on becoming a "market maker" rather than being "made by the market" to thrive regardless of interest rate environments. (Rene Rodriguez, “Amplifii Your Influence: How to Thrive in This Market” 8/31/23)

 

94. Become a "way maker" for your clients by adopting a solution mindset and never saying no, instead creating ethical pathways forward for credit-challenged borrowers. (Tiffany Cross, “No borrower left behind! Unlock the potential of adverse leads” 11/9/23)

 

Sales Techniques & Client Conversations

 

95. To help clients understand the value of buying now versus waiting, show them the math on "marry the home, date the rate" with specific appreciation projections for their market. (Barry Habib, “The markets after the election and 2025 predictions” 11/14/24)

 

96. Focus on "restructuring debt" rather than "refinancing" when speaking with clients who have high-interest consumer debt but low mortgage rates. (Dale Vermillion, "What $50M+ Producers Are Doing Differently This Year" 2/27/25)

 

97. Utilize HELOCs as a strategic tool to help clients access equity without disturbing their low-rate first mortgages, especially for debt consolidation and home improvements. (Tim Rowen & Anthony Stratis, "Why HELOC and Why Now?" 2/13/25)

 

98. When explaining rate changes to clients, demonstrate knowledge by discussing the Fed funds rate, core PCE inflation, and unemployment data to build trust. (Barry Habib, “The markets after the election and 2025 predictions” 11/14/24)

 

99. Implement a "TBD approval" process to make your buyers' offers more competitive by allowing them to waive financing contingencies and close faster. (Justin Padron, "Winning in the Worst Years: How I made '23 and '24 my best years ever!" 4/24/25)

 

100. Separate the conversation about "a good time to buy" from "a good time to finance" when speaking with potential homebuyers. (Rene Rodriguez, “Amplifii Your Influence: How to Thrive in This Market” 8/31/23)