It’s been a few years since I was originating loans full-time, but not long enough to forget the “learned” habits that led to success. On top of my own experience, I’m fortunate to connect weekly with several friends who are highly successful Mortgage Loan Officers. When I compare notes, it’s clear that the best producers in our business live by certain traits and disciplines that separate them from the rest.
Here’s what top-performing MLOs consistently do differently:
1. Start Your Day Early and Master Your Craft
The most successful loan officers know that mornings set the tone for the entire day. Establish a productive morning routine that prepares you mentally and physically. Beyond that, never stop sharpening your skills. Be a master of mortgage products, guidelines, and presentations. Record yourself, review your delivery, and practice in front of trusted colleagues, friends, or family. What feels great to you might not resonate with others, so outside perspectives are invaluable.
2. Step Out of Your Comfort Zone Daily
Growth doesn’t happen when you play it safe. Whether it’s cold calling a new Realtor, attending an unfamiliar networking event, or trying a fresh marketing strategy, the willingness to stretch yourself daily is how you expand your client base.
3. Protect Your Prospecting Time
Emails and fires will always be there, but top producers set aside non-negotiable “call time” each day. Block it on your calendar and treat it like a client appointment. Those prospecting calls compound into pipelines.
4. Get Out of the Office
Top MLOs know business doesn’t just happen behind a desk. Schedule coffee or lunch meetings, stop by real estate offices, and make yourself visible in your community. Even if the person you came to see isn’t there, you may meet someone new.
5. Show Up for Your Realtor Partners
Partnerships thrive on support. One of my friends recently brought food to a realtor’s open house—it turned a routine showing into a lively networking event and helped her stand out. Little touches like this transform relationships.
6. Personalize Your Follow-Up
Instead of sending another templated email, consider a quick video update to a borrower or Realtor. It’s more personal, builds face recognition, and reinforces your brand. Modern tools make this easier than ever.
7. Be Genuine
Clients and partners can spot insincerity instantly. Successful MLOs listen more than they talk, ask questions that show care, and nurture relationships over time. One sales call doesn’t equal trust—consistency and kindness do.
8. Promote Homeownership Naturally
You don’t need to hard sell. Everyday conversations at school events, church, or neighborhood gatherings can be opportunities to share the value of homeownership and what you do. Plant seeds- don’t push.
9. Stay Curious and Keep Learning
Top producers never stop learning. They attend classes, workshops, and industry events to stay ahead of changes in guidelines and market shifts. They also network outside the mortgage world, gaining fresh perspectives that spark new ideas.
10. Adapt and Embrace Change
The mortgage business is ever evolving. Guidelines change, technology shifts, and market conditions fluctuate. Great MLOs don’t resist it—they pivot and adapt. They don’t take “no” as rejection; instead, they see it as “not yet.” They look deeper, provide ongoing value, and come back with creative solutions that eventually win the relationship.
Final Thought
What sets top-producing Loan Officers apart isn’t luck or a magic script. It’s discipline, adaptability, and a relentless focus on people—borrowers, Realtors, and community alike. By showing up consistently, staying curious, and being authentic, you can elevate your business and stand out in even the most competitive markets.
