Picture this: You're sitting in your office, staring at your phone or refreshing your email inbox, wondering why leads aren’t knocking down your door. You've tried every trick in the book – social media ads, working 24/7 at real estate agents’ beck and call, even cold calling. But something's missing, and you can't quite put your finger on it.

Let's face it, the mortgage industry is changing faster than you can keep up. The old way of generating business just isn’t working anymore. The key to your success as a loan officer isn't in some fancy CRM or a $10,000 coaching program. It's in your passion, your knowledge, and the connections you already have. You are one foot away from hitting gold.

That little voice in your head may be saying, “I don’t have anything of value to share.” But you don't need to be Tony Robbins to make an impact. In fact, being imperfect and human is exactly what people are craving in this world of polished Instagram feeds and airbrushed reality.

So, how do you tap into this gold mine of opportunity? How do you get people reaching out to you? It's simple – start educating, creating value and triggering the law of reciprocity through educational content, classes and events. Here's the twist: They don’t have to be about mortgages. Shocked? Let me explain.

Leverage common interests to build connections and invite reciprocation.

Remember that cooking class you took last month? Or your obsession with vintage cars? They're your ticket to building genuine connections. People don't want another loan officer spouting off about interest rates. They want to connect with a real person who has interests and passions beyond the world of finance.

Start by creating content around what you are passionate about. Maybe it's a weekly cooking video where you slip in a quick mortgage tip at the end. Or a blog about restoring classic cars that occasionally touches on how auto loans differ from mortgages. The key is to be authentic and passionate about what you're sharing.

Connect offline as well as online.

But don't stop at content creation. Take it a step further and organize in-person classes or events. And here's a pro tip – partner with title companies or real estate offices to handle the logistics. You focus on delivering value and let them worry about the lunch orders.

Now, I know what you're thinking. "But what if only 2 people show up?" Guess what? Those 2 people could change your entire business. Quality over quantity, my friend. It's about building deep, meaningful connections, not collecting business cards. And... the event or the class is just the bait. The goal is for your audience to see you adding value, even if it’s just from an invite. When they feel like you are giving them value, they feel obligated to reciprocate.

And here's another secret weapon – leverage technology to scale your efforts. Create an online hub filled with valuable resources for your partners. Think market updates, calculators, social media templates – anything that makes their lives easier. This way, you're providing value 24/7, even when you're catching some Zs.

Remember, it's not about selling anymore. It's about giving, giving, and giving some more, until they can't help but ask for your services.

"It's not about selling anymore. It's about giving, giving, and giving some more, until they can't help but ask for your services."

Identify your passions to add value.

So, here's your homework. Take a good, hard look at what truly excites you. What could you talk about for hours without getting bored? That's your golden ticket. Start there, and I promise you, the leads will follow.

In this crazy world of rising rates and market uncertainty, be the calm in the storm. Be the loan officer who doesn't just talk about loans but adds real value to people's lives. That's how you'll build a thriving business that stands the test of time. And when you start perfecting not only what you educate people about, but also how you educate them, you will not only be more likeable, but you will also trigger something in your audience that causes them to want to give back to you.  

The opinions and insights expressed in this blog are solely those of its author, Shane Kidwell, and do not necessarily represent the views of either Mortgage Guaranty Insurance Corporation or any of its parent, affiliates, or subsidiaries (collectively, “MGIC”). Neither MGIC nor any of its officers, directors, employees or agents makes any representations or warranties of any kind regarding the soundness, reliability, accuracy or completeness of any opinion, insight, recommendation, data, or other information contained in this blog, or its suitability for any intended purpose.