Most loan officers think the key to success is grinding harder. More calls, more meetings, more hustle. And while effort matters, there comes a point when working harder just isn't enough.

You don’t need more people on your calendar. You need the right people.

It sounds harsh, but it's true: If you want to make more money as a loan originator, you must invest your time in high-impact relationships. That means prioritizing meetings with referral partners who can make a significant impact in filling your pipeline: top-producing real estate agents, influencers in your community, or professionals with strong referral networks.

Find the culture leaders 

I’m also going to add a new group you may not be thinking of when I say “high impact.” These are the underserved, yet impactful, agents and culture leaders for the local offices in which you want to build relationships. They may not do a ton of business personally, but they are their offices’ mascots. They go to all the events, are always around answering questions for their teammates and go the extra mile at their company. Impact comes in many sizes!

Spend your time where it counts

We’ve all been guilty of spending time with nice people who have no impact – those who ultimately can’t or won’t refer business to us or provide access to those who could. That’s not generosity, that’s lost income. Five conversations with the wrong people might feel productive, but they won’t change your bottom line. One conversation with the right person can change your entire year.

Here’s a practical gut check: At the end of each week, look at your calendar. Ask yourself, “Did I meet with anyone who could help grow my business?” If the answer is no, you’re spinning your wheels. 

"One conversation with the right person can change your entire year."

Improving your dollar-per-hour isn’t just about being busy. It’s about being intentional. 

The best loan officers in the industry don’t have more time than you. They just make different decisions with the time they have. They curate their calendar. They guard their bandwidth. And they’re always building their bench to include people who bring real value to the table. 

Get more advice from Shane on accountability, the law of reciprocity and the importance of consistency.

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.