In this episode of Batting 1,000 with Dale Vermillion, Dale sits down with Shant Banosian, America’s #1 loan officer with over $9 billion in funded loans, to break down what it takes to build a thriving mortgage business—even in challenging markets. Shant shares 10 powerful lessons on how loan officers can level up by mastering the fundamentals, controlling conversations, and building high-impact teams.

Shant doesn’t just talk about success—he lives it. From cultivating lifelong client relationships to staying ahead of market shifts, this conversation is packed with actionable insights for mortgage professionals, sales leaders, and anyone in the lending space looking to hit their own home run.

1. Relationships > Transactions — Build trust and focus on long-term partnerships, not just quick deals.
2. Control Your Calls — A structured call approach is essential to guide clients and differentiate yourself.
3. Become an Expert — You can’t fake it. Stay informed on products, market trends, and processes.
4. Educate Your Clients — Help clients understand what matters beyond just rates to build lasting trust.
5. Build a Strong Team — Scale by surrounding yourself with talented people in clearly defined roles.
6. Know Your Numbers — Track key metrics weekly and make quick adjustments to stay on target.
7. Work Smart, Stay Balanced — Build systems that allow you to focus during work hours and unplug at home.
8. Never Stop Learning — Seek mentorship, coaching, and continuous improvement to stay ahead.
9. See Hard Markets as Opportunities — Difficult times are when you can gain market share and loyalty.
10. Stay Ahead of Changes — Anticipate future trends and be ready to adapt before the market shifts.

• Connect with Dale Vermillion on LinkedIn: Dale Vermillion LinkedIn
• Learn more about Shant Banosian: Shant Banosian LinkedIn
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