Subscribe
Share
Share
Embed
In Part 1, we made the case that your lender partner should help you make more money. In Episode 5, we’re going deeper into what that actually looks like.
Shaune Corbett puts Devin Dubuc back in the hot seat to break down how loan officers can create real value for their real estate partners—beyond great rates, good communication, and getting the loan closed.
We talk about what a true agent-lender partnership should look like, how lenders can help agents grow their business, what both sides should expect from the relationship, and why simply asking Realtors for referrals isn’t enough anymore.
If you’re a real estate agent looking for more from your lender—or a loan officer trying to become a partner agents actually want to work with—this episode is for you.
Counterculture Agent with Shaune Corbett and Devin Dubuc, presented on Loan Officer Success Live.
Shaune Corbett puts Devin Dubuc back in the hot seat to break down how loan officers can create real value for their real estate partners—beyond great rates, good communication, and getting the loan closed.
We talk about what a true agent-lender partnership should look like, how lenders can help agents grow their business, what both sides should expect from the relationship, and why simply asking Realtors for referrals isn’t enough anymore.
If you’re a real estate agent looking for more from your lender—or a loan officer trying to become a partner agents actually want to work with—this episode is for you.
Counterculture Agent with Shaune Corbett and Devin Dubuc, presented on Loan Officer Success Live.
Creators and Guests
Host
Designer
Jennifer Rodriguez
Jennifer Rodriguez is the engine behind LOS.Live and The Mortgage Giants, leading everything from graphic thumbnails and episode descriptions to cross-platform distribution. With years of experience as an Office Manager and Executive Assistant, she brings organization, strategy, and innovation to every production. Mentored by Growth Leader Devin Dubuc for the past six years, Jennifer collaborates on branding and podcast strategies that help loan officers nationwide elevate their business. Known for her positive energy, adaptability, and commitment to growth, she is the trusted voice guests connect with throughout the podcast experience.
What is Loan Officer Success Live?
This isn’t another sales tips podcast.
This is Loan Officer Success Live - where mortgage and real estate pros come to master modern growth without the burnout.
Hosted by Devin Dubuc, Loan Officer Success Live is a deep dive into the psychology, strategy, and systems that build legacy-driven businesses in today’s market. Whether you're a high-performing loan officer, a rising agent, or an entrepreneur scaling fast, you’ll learn how to attract clients, grow income, and lead with brand, not brute force.
Real conversations. Tactical playbooks. No cold-call bro-hype. Just clarity, confidence, and creative firepower.
You don’t need a script. You need a strategy. Welcome to Loan Officer Success Live
Social Media Links:
Instagram: www.instagram.com/loanofficersuccesslive
Facebook: www.facebook.com/loanofficersuccess.live
YouTube: www.youtube.com/@loanofficersuccesslive
Premier Lending, Inc.
13850 Ballantyne Corporate Place Ste #380
Charlotte, NC 28277
NMLS #238143
Copyright © 2025 Premier Lending, Inc. All rights reserved. | AZ Lic# 1002240
For licensing information, please visit the website link:
www.nmlsconsumeraccess.org
Disclaimer: The information is intended to be viewed for informational purposes only. The content contained herein is not guaranteed or endorsed by the company, or any company mentioned, nor is this content meant to be an offer of credit. The information contained in this video may not be wholly or at all applicable to every situation or jurisdiction. You are strongly encouraged to consult your professional mortgage advisor before acting upon any information in this video. The information provided is for use as a training tool only. The information is not intended, nor should it be relied upon for any other purpose.
Welcome back to the counterculture agent
presented on loan officer success live a
last episode.
Sean and I started the conversation around
a pretty simple idea.
Your lender partner should help you make
more money.
And apparently we had a lot more to
say.
what we thought we did so uh you
know we didn't even come close to getting
through this one and today we're gonna do
part two we're gonna pick up where we
left off and get a little deeper uh
real lender agent partnership should look
like and what agents should expect from
their lender sean let's jump back to it
man where we leave off
Awesome.
Thank you, Devin.
I appreciate you jumping us off,
getting us kicked back on.
We've got a lot to cover.
We do.
And a short time to do it because
you've got an appointment coming up, man.
So let's blast through this thing.
Well,
I want to make sure we get this
covered and thorough because there's a lot
of things that lenders can do to help
agents.
Their objective is to build an inventory
of solid quality agent relationships.
They know they need more.
business from agents than probably
anywhere else.
So what do you need to do as
a lender to make sure you're the one
that's called whenever the opportunities
come up?
So welcome back, everyone.
Last time we talked about what agents
actually should expect from the lender,
certainty, speed,
understanding the buyer's payment,
helping buyers understand why it makes
sense to buy now.
But most of that is still about getting
the loan closed.
And I want to take it a further
step today.
Closing the loan is kind of the minimum
requirement.
Wouldn't you agree, Devin?
A hundred percent.
A hundred percent.
If you can't get that done,
exit stage left because you're in the
wrong industry.
You're absolutely in the wrong industry.
If I'm going to call somebody a lender
partner,
I think that they should be able to
help me grow my business.
That's the elements that we want to kind
of talk about a little bit more today.
So what separates...
A true partnership is what you're talking
about.
Absolutely.
What separates somebody who simply
originates mortgages from somebody who
actually wants a business partner?
Okay.
So...
Today,
the first one I want to start with
is don't just kill the deal,
solve the problem.
What does that mean?
What does that mean to you?
Well,
I think at the end of the day,
it's very simple to take a look at
something and use the basic information
the client gave you and say,
you know what,
this is not going to work.
It's just there's not a deal here.
Right.
But what a problem solver does is takes
it a step deeper and they go, well,
why is it not working the way that
it's written right now?
Right.
And are there any tricks up my sleeve
that could get this thing done for the
consumer and help my agent?
One thing I always like to talk about,
Sean, is that, you know,
when your agent partner is giving you a
lead for them, that lead,
depending on the agent,
could be three months worth of salary,
right?
And effectively,
why should they give it to you if
all you're going to do is the bare
minimum and try to get the client
qualified under traditional financing
options or not leave every stone unturned,
right?
Because at the end of the day,
there may be additional income that you're
not looking at.
Have you analyzed the tax returns?
Is there a co-mortgager?
Is there, you know,
a non-purchasing co-mortgager that can be
brought into the transaction?
Can you refinance a car into somebody
else's name?
Can you help them get the insurance
premium just a little bit lower to get
that debt to income ratio to qualify?
You know,
Is it a program issue, right?
Do we have a program that's going to
work for this client?
That's not traditional.
And these are the things that a great
lender should be doing for their agent.
So that agent goes, man,
if I give this to Devin,
I know without a shadow of a doubt,
if he tells me it's not going to
work,
it's not going to work.
Right.
And more importantly,
do you give a comprehensive plan on how
to get the mortgage ready if it's not
going to work right now?
Cause I'm a firm believer that there is
no no in this industry,
but there are some not right now.
That's funny.
I was going to say the exact same
thing going back.
I remember hearing from someone at one
point in time that everyone can qualify
for a mortgage.
That's right.
Just maybe not today.
Yeah.
Right.
And that was something I heard them say.
And I like that.
I like that you would say, no,
they're not going to qualify.
But here is the steps and the plan
and the time frame that's realistic.
That's right.
That they can get there.
You know,
often I send people that I know are
not going to qualify today.
And I explained to them, I said, look,
you need a plan if you're going to
ever move into getting a home.
Right.
If you just say the not now,
I got to fix this.
I got to fix that.
And I don't really know what I'm fixing.
Then that's not a plan.
You know,
go ahead and fill out the application and
fill out the application.
Let's get you in the pipeline,
because when they have to pull it again,
it's really easy.
Like, you know, that starting point,
giving them all their documents,
giving them kind of a platform to start
from.
Then we can start making the micro changes
to see where do we need to be
in order to get you qualified?
Well,
I'm going to take that a step further,
Sean,
because I know where you're going with
this.
And a lot of people will go, hey,
man, I'm not ready right now.
So I don't want to have anybody take
a look at my situation yet.
Right.
But the problem with that theory is,
is that if you're not having them look
at it early,
when you get to the point where you're
ready to go,
you may have some things that could have
been cleaned up earlier on.
So that you don't have any headaches or
heartaches once you get started in that
process and you are ready to go.
So what you really want to do is
we call it getting your mortgage ready.
Let's take a look.
Let's take a quick peek behind the
curtains.
See what you've got going on under the
hood.
Make sure that we're diagnosing this so
that when that day comes and you go,
Pick me, pick me.
I'm ready to go, Sean.
Put me in, right?
Sean can go, okay, great.
We already know that they're
pre-qualified.
Let's do an update.
Make sure nothing has changed.
Sure.
And we're going to go put them in
the car and go out and start showing
house because we're going to have the
confidence that all the T's are crossed
and the I's are dotted and there isn't
anything that's potentially going to get
in the way that wasn't looked at months
before they were ready or years before
they were ready.
Really months.
I think it's more months than years.
Yeah, I don't want to get into it,
but normally everyone always pushes back
because this is a hard pool,
this is a soft pool,
all that kind of language.
And I always tell them, I said, look,
if we want to get a home,
who cares what it is?
I want to make sure you understand that
a few thousand dollars of repairs will be
tens of thousands of dollars of interest
and savings.
So preparing ourself for it, you know,
a soft pool is good for pre-qual,
hard pool is what we're going to have
to do if we're going to get a
home.
a real approval you know but they always
get caught up in that oh it's going
to hurt my credit well if this is
the reason why you can't do something
you've got a bigger problem
Yeah, that's kind of the way I think.
Well,
I'm going to give you a solution in
today's world that a lot of people don't
realize is that now Fannie and Freddie do
have programs that allow for you to get
somebody temporary approved using the
DURLP findings with the soft credit pool.
So it analyzes it just like a regular
credit pool.
It allows for you to get a real
approval.
just like you would do on a credit
pool.
The only difference is,
is that when you get to the point
where you're ready to do a hard pool,
you just have to rerun credit and rerun
the findings.
And if anything's changed in your scenario
since then,
you've got a balance that's gone up or
down,
you've got a collection that's dropped on.
Well,
now all of a sudden we do have
to use that and take that into
consideration on the new findings.
But
The soft pull in today's world in twenty
twenty six can actually be used in Fannie
and Freddie.
And that's not always been the case.
Right.
That's not always been the case.
It was a pilot program a couple of
years back.
Only a few lenders had it.
Now more lenders have the flexibility to
be able to do that.
So but you're correct.
If you are going to go for the
full approval,
the hard pull is the only way that
that loan can go through and be
underwritten.
I think another secret that people need to
understand is that having your credit
accessed is not going to damage your
score.
right?
What the credit vendors are looking at is,
A, did you have your credit accessed?
But then B,
how many times was it accessed?
Because if they see that you're having an
access two, three times,
they know you're shopping around to make
sure that you're getting the right
opportunity, right?
But if you haven't shopped around five,
six, seven, eight times,
now what it looks like is happening is
that you're getting declined from the
other places that you're going to.
And that's what will eventually start to
diminish your score.
So you do have a shopping window
to go out and have a hard pull
done that's not going to affect your
score.
I think where the biggest error is,
is people will have their credit pulled,
and they were looking at Credit Karma,
right?
And Credit Karma says they're a .
And then they have a mortgage report
pulled,
and the mortgage guy or gal says it's
.
And they go, oh, my credit score dropped.
No,
Credit Karma uses a consumer credit
report.
When you're in mortgage,
you're using a mortgage score credit
report.
So there's always a variance between what
you're going to find on Credit Karma and
what you're going to see on the actual
mortgage report.
That's not your score dropping.
It's just because a different scoring
model is actually being utilized.
That's probably the number one thing they
always ask, right?
So I'm glad that you gave some clarity
to that.
And yes, using even TransUnion, Equifax,
all those, looking at that,
thinking you're looking right at what
lenders are looking at,
they almost are always higher than what
lender reports are actually going to pull
and show.
That's right.
So get realistic.
You do need to have a lender take
care of these things or you're just not
going to get a real picture.
You're guessing.
So the next one here,
this is the one that really drives me
crazy, right?
After spending years and sometimes
thousands of dollars generating
opportunities.
We send somebody to a lender who isn't
ready today and that person disappears
into the CRM somewhere.
I've probably given lenders at this point,
thousands over my career.
I mean,
I've been doing this almost twenty years.
I've always had lead generating and I've
generated partnerships and we all have
these CRMs that are just growing with all
these leads in there.
And then I don't ever see them coming
back to me.
You know,
what should a great lender be doing with
that person who isn't ready?
So I think you've got a lot of
different things that you're talking about
there.
Number one is follow-up, right?
How are we following up on the lead
once it's transitioned over, right,
from day number one?
And, you know,
typically what we like to do is in
the first three days is where we really
go at it hard, right?
We're going to make at least two to
three phone calls.
We're going to text them.
We're going to email.
And we're going to do that for the
first two to three days.
And every time we do that,
by the end of the day,
we're going to reach back out to our
partner and let them know, hey, look,
this is what we did.
This is the communication.
And this is where we're at with it.
However,
if we get that client that either they
didn't qualify or we weren't able to get
them on the phone,
then you have different placeholders
inside of your CRM systems based upon what
that journey was for that particular
client, right?
If it was a credit issue,
then you move it into your credit section.
If it was a nurture issue where they're
just not ready right now,
but they're going to be ready later on
down the road,
then you move it in nurture.
You've got to have campaigning in there
that's going to consistently be
outreaching to these individuals,
but you also have to have task reminders
that remind you, the lender,
to follow back up with the consumer at
certain points in time along that journey.
And that's not follow up by these generic
emails, right?
Which I say generic,
they're crafted in a very particular way.
uh but you need to pick up the
phone and actually do some hard outreach
so if a client's telling you hey i'm
going to be six months down the road
you should be checking in with them at
day thirty day forty five day sixty
because at the end of the day they
may make a change and if you're not
there to have that conversation with them
right uh then they're gonna go somewhere
else another thing that we do is we
have a program we call pals okay pals
are pre-approved in lookings okay and so
let's say we get somebody pre-approved
We're going to move it in a bucket
that's called pre-approved and looking.
It's going to do some outreach,
but that also is a follow-up every single
week from us to the client and to
the agent.
That'd be your most active buyers for
sure.
These are people that you know are
qualified, that you know are interested,
but they haven't found a home yet.
And you and I both know, Sean,
this could be a client that sits in
that category for a week, a month,
and sometimes a year or greater, right?
Because some people get out there and they
don't find exactly what they're looking
for and they don't come in or move
forward.
So we put them in our pre-proven looking
and we actually reach up to them every
single week.
we don't just reach out to one bar
if there's two clients on the transaction
we talk to both so we're going to
reach out to the client then we're going
to reach out to co-bar and then our
touch the lead touch the partner then
we're going to reach out to you sean
we're going to say hey sean we talked
to the smiths this is what's going on
either they're still kind of on hold or
this is what's happening and they want to
go out this weekend and start looking at
houses the other reason we do that is
because we also want to make sure that
we do a credit refresh when they're ready
So if they say, Hey, you know what?
I did see a perfect house that was
popped up.
I think Sean and I are going to
go out and look at it this weekend.
Great.
Let's take a look at that one.
Make sure you understand what the numbers
look like on that.
Okay.
So that when you go out there and
shop,
if you want to put an offer on
this, you know exactly where you stand.
That's perfect.
Yeah.
I think that's something that lenders,
they either drop off.
They're like, we already did my job.
I checked my box.
Now I'll just wait until the agent calls
me and they've got a contract.
Right.
Yeah.
got to nurture it and you know right
i mean i have people that i've got
completely ready i don't touch for you
know sixty ninety days and then you come
to find out they they bought a house
yeah and they never told me right i
mean it certainly happened any agent out
there can certainly attest to having
someone that you already had the
relationship everything was good and you
didn't continue to follow up with them to
make sure you were top of mind when
they were ready to make that decision
that's right
You know,
a not yet buyer might be more valuable
than a yesterday buyer.
That's right.
If somebody is actually nurturing them,
right?
Because now you're starting to establish a
relationship.
You get to know them just a little
bit more than just them being a number.
That's right.
And a contract now.
Well,
now I'm following your life because it's
all about life events, right?
It is.
People don't just buy houses like they buy
cars, you know,
like they can just run out next weekend
and buy a car.
A house is life changing.
Like everything has to line up for that
to work.
you know your your kids moved out your
mom-in-law moved in you have something
dramatic that's happened now that's
life-changing now you get to know them on
a personal level because of it well i'm
glad you talked about that because that's
also part of a great interview process
that we covered on the first call right
on our first podcast which is if you're
interviewing your client and getting a
great uh understanding as to what they're
looking for what they're trying to
accomplish and where their long-term goals
are and why
Now you have those things that you can
actually talk about when you're doing your
follow-up calls.
You're getting to understand what really
motivates them and what it is that they
really want this home for.
And then you can remind them of that,
right?
Like, oh man, you know what?
I know we got the baby on the
way.
Super excited for you guys.
How's everything going, right?
You know, or hey, I know, you know,
little Tim's at college now.
He's not so little, you know, and you're
You were going to eliminate the room and
downsize a little bit,
but you were looking for that great place
with the pool.
You're having these conversations because
if you're doing a good job with your
interview,
you're writing these notes down and you're
making sure that you're remembering these
things so that when you do follow up,
you've got something great to talk to the
consumer about.
sure i mentioned last time or the last
event or item was the one that really
irks me but now this one irks me
every one of these irks me this is
another one that's a big thing for me
um it has to do with the communicate
before there's a problem you know this is
a big thing for me right so i
i know i probably have an advantage in
most
agents that i can foresee when something's
not going to work out right or things
don't jive i'm not feeling good about
something and every time i get that
feeling i'm always right i don't know what
it is i just know something is not
lining up correctly you're not because
you're not hearing from them well yeah i
mean that's normally they're not hearing
from them is probably one of the bigger
signals but it could be you know we
got a week before closing and i haven't
seen the appraisal right i mean just
things that like i i've got that internal
clock like wait a minute something's not
Your finger's on the pulse.
Yeah, your finger's on the pulse.
But you just have that.
Agents don't always have that.
So they have to rely on a lender
to get ahead of it and say, hey,
by the way.
we need the tax return completed and we
are closing in a week.
I don't think they're going to have it
completed.
So I would recommend doing an extension
now before everybody gets ticked off.
That's right.
You know, or whatever it is,
you have that field.
And I, and I think that, you know,
coming to me later,
three days before closing, oh yeah,
we have to extend, you know,
we asked her for tax return last week.
The lender,
I had a lender partner actually just two
weeks ago.
I can do this all day,
talk about all kinds of events.
And I love that you are because I've
got some great solutions here.
So two weeks ago I had one and
they needed to get the clear to close
sign.
And my buyer is in Washington and she
is not computer savvy.
She's probably about seventy.
And she's not going to be checking her
emails.
You mean the closing disclosure, right,
the CD?
Yeah, well, yeah.
I'm sorry.
You said clear to close.
You know what I'm saying.
We're not supposed to be using acronyms.
Oh, that's right.
So to get the final disclosure signed in
order to hit the three-day window,
all that kind of stuff.
That's it, yeah.
And I know all about it.
I know we need to have it,
but I'm not the lender.
You take care of it.
That's your job.
That's right, absolutely.
Well,
they didn't tell me until the day after,
oh, well,
we have to extend closing because she
didn't sign.
I'm like...
I've been here all day yesterday.
If you just told me that,
I could have got her on that computer
in three minutes.
Exactly.
She does whatever I say.
And I'm telling you,
if lenders learn how to use their agents,
agents can get things done.
Lenders can't get done.
That's right.
And it's not because the lender doesn't
know how to do it or can't ask
because they ask fifty times and they
don't get responses all the time.
So learn to work and utilize the agent
whenever you're not getting information
and stuff like that.
So I just wanted to share that.
Yeah, well,
you as the agent are spending more time
with the consumer.
You're actually in the car.
You're out at properties.
You're really spending,
and you get to know them.
They're going to respond to you quicker in
a lot of cases.
Now,
I think one of the other issues that
you run into is just the fear factor.
You have loan officers that are petrified
that if they reach out and tell the
agent that there's a glitch,
in the matrix, right?
That they're going to throw a fit,
fire them, right?
And move on and work with somebody else
because they've screwed up, right?
But the reality is that's exactly the
opposite of the issue.
The issue is,
is that you wait too long to have
the conversation.
And by the time that you bring it
up,
they are fired up because they recognize
that you could have acknowledged this
three days ago, a week ago.
And so the best opportunity is to rip
the Band-Aid off the moment it's happened.
And this is what I can tell you
from the other perspective,
what I've seen happen year after year
after year with law officers that I've
trained.
They're just trying to find the solution
before they bring you the problem.
Correct.
Which should not be the case.
And that's the problem because sometimes
the agent can be part of the solution
if they know there's a problem that's
happening and it gives them the ability to
sit down and go, okay,
there's something a little funky going on,
but I know what's going on.
I know that there's somebody trying to
resolve it and you're not popping up three
days later going, oh, we got a problem.
And you immediately sense that this has
been going on for longer than what you're
being told.
One of the ways that we avoid that,
Sean, is we do our Tuesday update call.
And on our Tuesday update call,
we call every borrower that we have in
the process,
along with every listing agent,
buy side agent, and title company,
just to give them an update as to
what's happening.
Now,
that doesn't mean that if something's
happening this week,
we wait until Tuesday to call them.
But we always call every Tuesday to let
you know, hey, great news.
Everything's moving along as planned.
We're in good shape.
Another thing that I think is super
important.
Let me emphasize that a little bit.
The Tuesday call is also going to predict
that here's our challenges.
Mm-hmm.
mean before you get to the crisis point
where okay now we're actually considering
an issue with closing if we don't get
this address like that's right being able
to at least foresee it and say hey
i'm planning the seat now they haven't
given us their tax returns if you might
nudge them a little bit to help make
sure we do that that way we can
get them to a the best loan they
can get i don't want to give them
a backbone i want to give them a
good loan
Yeah, that's exactly right.
Well, another thing that we do, Sean,
and I think this is important because you
mentioned sometimes there's a document
that you don't know is needed until last
minute.
We also give our agents a peek inside
the portal.
And so inside of our portal,
If there's documents missing,
they can actually see that we are waiting
on certain items for the client.
Just tell them what we're missing.
It just lets them know docs are needed
for this particular consumer.
Not that the agent should need to do
that, right?
Because we should be communicating that.
But if the agent loves the idea of
the portal and wants to see where their
leads are, how funds are moving along,
who's in process and who's in
underwriting,
we have a system that gives them a
window into what's actually happening real
time.
It's kind of like when you go to
those fancy restaurants and they've got
the window where you can see the chef
cooking your meal, right?
That's what we've got going on right here,
right?
You know,
we're one of those high-end restaurants
that want you to see exactly what's
happening with the action behind the
scenes so you don't have to guess whether
we're doing our job or not.
It's funny because that's one of the
things I like about Panda Express.
Yeah.
It's shocking how much of a difference,
but they have the refrigerator on the side
and it's glass.
Yeah.
And you can see all the fresh veggies
in there.
It just sends a perception, right?
It's a good message, yeah.
Yeah, I mean,
the food's probably still not good for me,
but I know that they're cooking with fresh
ingredients,
even though it's got a thousand milligrams
of sodium and sugar.
Yeah.
But it just makes you feel that way.
We can allude ourself to the fact that
it's healthy because we can see those
fresh veggies.
So you're saying bad news early is
information.
Bad news three days before closing is a
crisis.
Agreed.
I can deal with almost anything if you
just tell me soon enough.
I think that's the lesson for.
You got to rip the bandaid off.
Yeah.
Working.
Rip the bandaid off and tell people what's
happening and give them a window inside of
it so that they have an opportunity.
And if they react negatively, that's okay.
Cause there is a crisis, right?
Maybe it's not going to close on time,
but at least you're telling them ahead of
time and waiting until the last minute.
And then everybody has to start
misdirecting you.
I mean,
have you ever had a closing where clients
had to cancel moving trucks and live in
a hotel for a couple of days?
Because I've seen it happen and it's not
okay.
You know,
Shocking, Devin,
I could probably count out of five hundred
transactions,
maybe only about two or three times it's
happened.
Yeah,
but but you got to have like real
perception.
You got to know.
And I always use these facts.
Just to give some flexibility and room to
make things happen.
I just did one where I had a
triple move all happened within about five
days.
The sellers moved out of the house.
My buyer bought their house and my buyer's
house for sale was getting moved in by
somebody else all within five days.
So I've seen a lot of prep up
front,
making sure everybody knows where they're
at and where the deadlines are.
And fortunately we did,
we made it all happen.
Even with a last minute closing,
we still got it all done.
amazing that one was creative i did that
one that was an owner finance okay it
was such a complicated owner finance the
the underlining lien on the original note
was a cash out refi which is treated
like a heloc and if it's treated like
a heloc you're not eligible to get title
insurance on that house because they have
protections lenders have protections right
so i ended up having to owner finance
it directly with an attorney drafting
documents in order to secure the deal and
kept all the terms the same
i got all that done in two days
i was that was amazing i get involved
in lending too not intentionally but i
know a lot about how these things work
absolutely well you know you've been in
the industry for long enough uh you know
that uh you've seen a few things yeah
and i wouldn't recommend anyone
necessarily get into owner financing
unless you really know what you're doing
um but let me go to this one
this is uh this is where we where
lenders and this goes vice versa but let's
talk about from being the lenders being
the bad guy
They get information,
the lender is talking to the client and
they're frustrated with the agent.
How do we address, not the agent, yeah,
the client's frustrated with the agent.
How does the lender address those things,
you know,
in protecting the relationship that the
agent has with the client?
Do they, you know,
encourage them to look at somebody else?
Do they encourage you?
I hope not.
I haven't seen this much, but still,
when you get to the finish line,
we got to minimize some of the damage,
right?
Because there's things that happen.
Agents make mistakes just like lenders do.
That's Sean guy, man.
I, you know,
I think you've got to go somewhere else.
He's probably hard.
It's easier for an agent,
obviously to get replaced the lender,
but the agents normally locked in on
contracts.
No, absolutely not.
At the end of the day,
we always call it a loyalty uplift,
and you want to recognize your agents
right out of the starting gate.
Hey, by the way,
great choice in picking Sean.
Him and his team are amazing.
You're going to have a great experience.
Now,
if something happens during that
transaction,
I think the best thing to do is
just damage goal.
Look,
I've worked with Sean for a long time.
I haven't seen this type of issue pop
up before.
I promise you he's an expert.
He's going to work on this,
and we're going to work together as a
team.
That's why he employed me to work with
you, right,
is because together we'll find a great
solution that's going to get you through
to this.
And then, of course,
I'm going to reach back out to Sean
and say, hey,
I had a conversation with the clients.
They're a little fired up about this.
How do we want to go about patching
up this problem and getting them back on
the same table, right, same line?
Sure.
Devin, I got something funny to tell you.
I think we're going to have a part
three.
I've got one more topic I want to
cover and I'm going through my notes and
I still got four more left that we
can actually open.
So I want to do one more topic
with you.
Let's do it.
Let's do it.
How about,
this is a hot one for me.
And I used to have an agent in
my office that would be like, you know,
all these lenders calling me,
they want me to come work with them.
This is when I had my own brokerage,
right?
And he sold probably about thirty million
in about four years.
He did pretty good.
I mean, he was doing really well.
He was my star agent that I had.
And they'd always agents or lenders will
always call them, hey,
give me your business.
I'll take you to lunch.
I'll take you to breakfast.
Right.
And his thinking was, well,
why don't you just give me business and
then I'll give you business, right?
So how do we address that, right?
If lenders knew a way,
and I know some of them have gotten
really good on being a co-marketer on
Zillow or get leads.
Now they actually do,
most of the time agents get all the
leads,
but sometimes lenders get leads where
someone's just like,
I'm going to get pre-qualified first.
And those are super gold because they're
hard to get for a lender than it
is for an agent.
What do you do as a way of
building that with your agent partners
that have been with you for years?
Can you give them opportunities as well?
Yeah, I mean,
I think the key thing that we see
on this side of the table,
because what you're talking about is,
unfortunately,
what all lenders want to solve, right?
Like,
how do we go away from having to
go to the agent to get the business?
How do we just produce the client
ourselves?
Of course.
And the problem with that is, right,
the Mississippi runs one direction.
It just does, right?
And I'm sure if we took the resources
to transition that and get it to run
the other direction,
we sure as hell could.
But man,
would that take a lot of time and
resources to make that happen.
Right.
Yeah.
The cost of your lead is probably twenty
times the cost of my lead.
It is.
Absolutely.
It is.
And, you know,
I've always been a lead provider.
So one of the things that you and
I have talked about before is I've always
been a consumer direct.
So I've created the waterfall of leads
that are coming in, you know,
in pretty much any market going back for
twenty four years.
Right.
But most of the leads that I was
creating were refinance opportunities.
not purchases.
Purchases are a different animal,
especially when you're trying to spend
money.
Cause when you're trying to spend money to
gather that lead on the lending side,
you need immediate results to be able to
pay for the next lead.
Right.
Because most purchase transactions aren't
closing, you know, for,
for several months.
Right.
You know, when you're,
when you're starting it to the time that
you get it closed.
So where we find that data is in
the database that we,
we find it in the database.
So we outreach our database.
And if those clients are not tied to
another agent and,
and they're looking for an opportunity in
a particular area,
that's where we'll hand that off and say,
hey, I've got this great agent, John.
I think you're going to pair off well
with them.
And then we'll pass that back to you.
We're also always following up with our
database of clients.
So when we have a client that is
ready to move and they've worked with an
agent in the past,
that's how we get that back, right?
And it's nothing super creative.
It's just picking up the phone and doing
the work and doing the outreach.
But that's typically how we find clients
to give back to our agents is database.
I'll tell you one quick funny story.
In my office here,
I moved in about a year ago.
And we've got probably ten lenders here,
right?
I mean, just a ton of them.
And one of them really wanted to build
the relationship with me.
And she goes, hey,
I have a lead that came in.
Would you like to work it?
And of course, I'm like, well, sure.
Why not?
And they came in on a Friday.
I talked to him on Saturday.
And he's just one of those guys that's
going to shop everyone.
So he shopped her and he found someone
he liked better.
And by Sunday we went and looked at
houses,
made an offer and he had already switched
lenders.
And I called her and I said, hey,
by the way,
he's shopping you and you brought me the
lead.
I'm just letting you know.
Right.
And he ended up moving and she was
so mad at me.
Like,
like I could have controlled that or
stopped that.
I was like, Hey, I, you know,
I'm sorry.
I feel bad for you.
Cause I, I certainly, you know,
did everything you asked me to do and
I fulfilled and took care of the client,
but they have,
You know,
it's your conversations with them that
makes the difference.
I said, I even told him, I said,
hey, as a courtesy to me,
can you at least take your good faith
estimate and share it with her so she
has an opportunity to try to beat it?
And he's just like, no,
I don't want to because he just didn't
want to work with her.
Well, that's a whole different animal,
right?
If the person's not there and they're not
committed to that individual,
that means that they didn't do a great
job up front of really building the
relationship with the client.
And the client goes another direction.
That's not on you, Sean.
That's on the lender.
And that's a tough lesson to learn, right?
So what does that mean?
It means come up with a better process.
And the other thing that we know is
that people are going to like you if
they like you.
Right.
Like twenty five percent will love you no
matter what.
Twenty five percent are going to,
you know,
like you as long as you're tossing enough
bowling balls up in the air to keep
them entertained.
Right.
And fifty percent of the people,
they're not going to like it.
So, you know what?
Go for your twenty five percent.
You're going to have some attrition and
you build a relationship with Sean now
because you gave him somebody.
Don't get mad at him.
Right.
He may return the favor and pass somebody
back your direction.
Sure.
Well, and the guy liked me a lot.
I got along with him great.
I got him a really good deal on
a house and he's already given me his
brother.
So I know I did my part.
Bye Devin.
Close us out, brother.
And let's do it next week.
Part three.
All right.
So we're going to,
we're going to tie this one up for
today.
Hey,
thank you guys for joining in every single
time.
We're going to keep these coming back next
week.
The hot seat is still in my favor.
And then we're going to turn it back
around.
I've got some things I'm going to hit
Sean up moving forward.
So keep coming back.
We'll see you on the next one.
Thank you for dropping
You've been watching Loan Officer Success
Live,
where real strategies meet real success.
Don't forget to subscribe now and share it
with your teammates and keep leveling up
because your next breakthrough starts
here.
If this fired you up,
don't just watch success,
go out there and build it.