10 Top Suggestion On How To Become A Top Producing Loan Originator:

Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages NMLS #65149

 We recently hired 5 new Loan Originators at McCue Mortgage who are going through a 3 month training program to get licensed and to learn about our origination system and Loan Programs.  We also wanted to start them off with advice from our experience Loan Originators on what they felt that  the new Loan Originators will need to do to be successful Loan Officer.  Below are the 10 top suggestions that our Loan Officers came up with.


10 Top Suggestion On How To Become A Top Producing Loan Originator:


1.   Dont take things personally!

  • Don’t be discouraged if the real estate community doesn’t welcome you with open arms.
  • Don’t blame yourself for someone else’s frustration, if you are not the cause
  • This job can be difficult and frustrating. You have to have a thick skin.

2.    Take time each day to count the good things!

  •  Many things happen every day. Focus on the positives!
  • The Positives are what will keep you motivated.
  •  Avoid Negativity at all costs!

3.   Under promise and over deliver!

  • Don’t make promises you cannot keep!
  • If you say you are going to do something, do it!
  • Don’t just tell people what they want to hear!
  • Don’t be the originator that always says “yes”. A quick, explained and professional “no” is often as good as a “yes”.

4.    Never stop learning!

  • The more knowledgeable you are, the more valuable you are to your business partners and customers.
  • Use your mistakes to become better at what you do.
  • Take advantage of all the training opportunities we offer.
  • Don’t be afraid to ask questions! 

5.    Organize, Organize, Organize! 

  • Pay attention to the details!
  • Have a designated work space
  • Know how to access information quickly and efficiently
  • The more organized you are, the easier the job becomes

 6.    Follow up, Follow up, Follow up! 

  • Don’t wait to hear from your business partners, Be Proactive!
  • Return all your calls promptly!
  • Don’t leave anything for tomorrow!
  • Tackle problems head on! The longer you wait the bigger the problem will become.
  • Continue to contact your customers
    •  After Pre-Qual
    • After closing 

7.    Don’t become the Sanford and Son of Loan Originators! 

  • Don’t let agents select you for the wrong reasons
  • Don’t waste time working on loans that have no chance of closing 

8.    Make a plan! 

  • Plan your week in advance
  • Stick to the plan
  • Review what happened each day
  • Look for areas where you can improve your time management
  • Set appointments 

9.    Don’t stop making sales calls!

  •  Show up/Attend/Participate – you never know who you will meet
  • Make calls consistently
  • See all of your targets a minimum of once a week 
  • Always have something to talk about 
  • Contact your sales manager for ideas 

10.Ask for Quality Introductions! 

  • Dont be afraid 
  • Do you know anyone else I should be speaking with? 
  • Ask every time you have the opportunity

One of the interesting things that came out of use having our experienced Loan Originator do this, was that many of them after listing their suggestion, followed up by saying that they need to also get back to doing what they were suggesting.  So having them develop this list might of had an additional benefit.




Who To Call For Your Mortgage Needs In Connecticut:

George Souto NMLS# 65149 is a Loan Officer who can assist you with all your FHA, CHFA, and Conventional mortgage needs in Connecticut. George resides in Middlesex County which includes Middletown, Middlefield, Durham, Cromwell, Portland, Higganum, Haddam, East Haddam, Chester, Deep River, and Essex. George can be contacted at (860) 573-1308  gsouto@mccuemortgage.com, or visit my McCue Mortgage Homepage.

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 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who is licensed in #CT, #RI, #MA, #NH, & #FL and can assist you with all your #FHA, #Conventional, #VA, #USDA, and #State Bonded Progam #mortgage needs in #CT, #RI, #MA, #NH, & #FL. George resides in Middlesex County which includes #Middletown, #Old Saybrook, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or souto@snet.net

Comments (40)

James Muhammad
RE/MAX Champions - Upland, CA
RE/MAX Vision

George this is a very, very good top ten (10) list. I can really use the same principles and apply it to my real estate business as well. Thank for sharing.

Sep 22, 2011 06:19 PM
Marge Piwowarski
Phoenix AZ Horse Property - Phoenix, AZ
Phoenix AZ Horse Property, LLC

George, I think most of your ten items apply to us all.  I value honest, frequent communication more than anything.  I try to speak with the loan originator at least weekly, often two or three times.  We keep each other appraised of everything and reduce the odds of last minute surprises.  I found new mortgage people to work with when the communication wasn't  there. 

Sep 22, 2011 07:05 PM
Toronto, ON

Hi George - An excellent list that could probably apply to a number of different fields beyond mortgages and real estate.

Sep 22, 2011 10:55 PM
Shay Campbell
Universal American Mortgage Company - Raleigh, NC
Raleigh, NC

George I always look foward to your posts.  Keep them coming.

Sep 23, 2011 12:25 AM
Kathy Sheehan
Bay Equity, LLC 770-634-4021 - Atlanta, GA
Senior Loan Officer

This is terrific list for MLO's, but can really apply to anyone in sales.  Thanks for taking the time to write them all down.

Sep 23, 2011 01:34 AM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

George, these suggestions also apply to being a good real estate agent. Thanks.

Sep 23, 2011 01:40 AM
Yvette Chisholm
Long & Foster Real Estate, Inc. - Rockville, MD
Associate Broker - Rockville, MD 301-758-9500

Calling people back is the most important thing.   So many lenders dump the clients who need to be worked when refinancings come back due to lower interest rates.  If you want to keep your agents referring - call people back.

Sep 23, 2011 01:40 AM
William J. Archambault, Jr.
The Real Estate Investment Institute - Houston, TX


Absolutely Excellent!

I might add, Make your moral decisions before there's money on the table!


Sep 23, 2011 01:43 AM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

These are great qualities that would attract agents to do business with a LO !!!!!!

Sep 23, 2011 02:33 AM
Rob Spinosa
Guaranteed Rate, Marin County, CA - San Anselmo, CA
SVP of Mortgage Lending, Marin County

Great stuff.  It couldn't be any more clear or direct, but you always find that when someone in our field is struggling it is because they are neglecting one or more (or all...) of the above.

Keep up the great work.

Sep 23, 2011 02:54 AM
Jim Poole
Tampa, FL
Zero Down, USDA Purchase Loans, FHA 203(K) Rehab & VA Streamline Loans

George that sounds like a lot of hard work. I bet they get paid a really big salary for all the weekends and late evening hours they work? Not to mention the stress of meeting all those dead lines and people calling and pushing them to work faster. No? $8.00/hour for 37.50 hours per week even if they actually work 80 hours and even that is a draw against their loan originations. I don't know who in their right mind would ever want to be loan originator. They must really LOVE what they do. (All in fun of course) Have a nice weekend!

Sep 23, 2011 03:48 AM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

One thing I expect is rapid movment with a purpose from my loan officer...no excuses or delays from this part of the deal is allowed. So far, so good

Sep 23, 2011 04:22 AM
Rebecca Melancon
RAM Arts Photography - Lake Charles, LA

Great Post!! These are great tips for almost any professional that is an independent contractor!!  Thank you for sharing.

Sep 23, 2011 05:20 AM
Deb Brooks
Brooks Prime Properties Wichita Falls Texas - Wichita Falls, TX

George, great list! I believe it applies to RE Agents too! In fact, to most of the service industry. Great post.

Sep 23, 2011 06:49 AM
Evelyn Kennedy
Alain Pinel Realtors - Alameda, CA
Alameda, Real Estate, Alameda, CA


This is excellent advice, not just for mortgage brokers, but for EVERYONE.  I am going to print this out and look at it every day to be sure I am doing what I should be doing for my business.

Sep 23, 2011 06:54 AM
Fernando Sevillano
Guild Mortgage Company Inc. - San Diego, CA
Senior Mortgage Advisor

this is an excellent list!

Sep 23, 2011 07:26 AM
Julie Dumaine-Russell
RE/MAX Alliance - Branford, CT

George - Love the excellent advice and how great these tips are great for almost any profession.

Sep 23, 2011 03:53 PM
Stephanie Stringer
First Choice Loan Services NMLS#210764 - San Antonio, TX
Mortgage Loan Originator

George,  Very good list....  Your first bullet point about be welcomed with open arms was very hard for me.  I worked in the Dallas market for over 13 years and business came easy to me.  I was pretty bless I must say.  Then after making a move to SA last year and not getting the warm welcome like I did in Dallas, it was hard.  I really had to do some soul searching and realize NO ONE knows who I am in SA so I had to re-think the way of doing business.   I had to start off by doing mortgage 101 networking and getting my name out there.  It has paid off.  I met some wonderful new agents in the area and enjoy working and building business relationship with them. 



Feb 04, 2013 04:17 AM
Jay Talbot

Great advice! Since I am a newly licensed loan originator, these are very helpful tips. It's been a few weeks and all I have been doing is getting my name out there. Hopefully it'll pay off! Thanks for the post.

Jul 16, 2014 03:53 AM
David Krichmar
www.DaveYourMortgageGuy.com - Legend Lending - Sugar Land, TX

George all great points.  And the important part is to not get discouraged early on. 

Apr 26, 2016 02:50 AM

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