LIVE Zoom Meeting Access: https://www.BreakfastClubZoom.com Free Strategy Call for Loan Officers: https://www.90DayMapout.com Learn More About Us: https://www.MortgageMarketingAnimals.com

If you've got a loyal agent sending you "tons of leads" but none of them are closing, this episode is for you.

On today's Loan Officer Breakfast Club, we tackled a frustrating scenario: you like the agent, they're consistent, but every deal falls apart—usually due to credit issues or poor follow-through. Instead of guessing or quietly resenting the situation, the group broke down a smarter approach.

The big breakthrough? Non-conversion is a symptom, not the problem.

Carl White introduced a simple but powerful framework to diagnose what's really happening.

For every agent relationship, track five numbers:

• Leads received
• Conversations ("talk-tos")
• Credit reviews
• Pre-approvals
• Closings

When you measure each stage, you can pinpoint the real issue: bad handoff, weak scripting, poor lead quality, lack of follow-up, or a flawed lead source. Instead of cutting off the agent—or blindly hoping things improve—you bring data to the conversation and elevate the partnership.

The group also shared tactical strategies to increase conversion immediately:

• Require three-way text introductions to ensure true referrals
• Use booking links (like Calendly) and train agents to schedule appointments directly
• Report conversion metrics back to agents to position yourself as a business advisor, not just a lender
• Stop asking for "tough deals" unless you want to become the tough-deal lender

If you want to grow your production without buying more leads or chasing new agents, this episode shows you how to convert more of what you're already getting and how to have the business conversation most loan officers avoid.