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In this episode of The MLO Project, Frazier and Michael break down what most loan officers get wrong when working internet leads—and how to fix it.

They dive into the real challenges of online lead generation, from setting the right expectations to understanding the mindset of the consumer on the other side of the click. Spoiler: it’s not just about getting leads—it’s about speed, follow-up, and disciplined execution.

Packed with real-world success stories and no-fluff insights, this episode delivers actionable strategies to help you stop burning leads and start closing more deals.

Hit play and level up your lead game.

Takeaways

• Internet leads require a different approach than traditional referrals.
• Setting the right expectations is crucial for success with internet leads.
• Speed to lead is essential for capturing potential clients.
• Complacency can lead to neglecting important processes in lead management.
• Success in lead generation often involves doing the boring work consistently.
• Building trust with internet leads takes time and effort.
• Understanding the consumer's mindset is key to effective communication.
• Having a visual pipeline helps track the lead conversion process.
• The first goal with internet leads should be to get an application.
• It's important to learn from successful peers in the industry.

00:00 Welcome to the MLO Project
03:18 Understanding Internet Leads
11:51 Client Success Stories
20:55 The Importance of Process
30:13 Key Takeaways for Internet Leads

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