From 0-47 Units to Now 150 Units
Loan Officer Freedom
Carl White
4.9 • 753 Ratings
🗓️ 9 February 2026
⏱️ 44 minutes
🧾️ Download transcript
Summary
Episode 622
If you want Carl and the team to walk you through the same first meeting they walked Gabe through and help you map out exactly what to do over the next 90 days, head to GetMoreLoans.com. They will show you the training resources you might be missing and help you build a clear plan, whether you become a member or not.
Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.
In this episode, Carl sits down with Gabe Winslow for the follow-up conversation a lot of loan officers wish they could have after a breakout year. The first time Gabe was on the show, he had just gone from 0 to 47 units in year one. Now he is coming back after closing roughly 150 units for about $75 million and he is tracking toward an even bigger year.
Gabe breaks down what actually changed, and it is not some magic lead source or a shiny new funnel. It was leaning hard into his database as it grew, getting consistent with update and just ask calls, and building a real team so he could stop carrying the entire operation on his back. He and Carl also talk through the purchase vs refi mix, how to stair step your production without killing what is already working, and why Gabe decided to create his own refinance boom by setting expectations up front and staying radically transparent with borrowers.
They also get into a really underrated growth lever: building an affinity group and turning it into a referral engine. Gabe shares how a passion-based podcast and community became a meaningful chunk of his business, why most loan officers should build a tribe around something other than mortgages, and how the right audience can quietly become the best pipeline you will ever have.
Transcript
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| 0:00.0 | The infamous Mr. Gabe Winslow. |
| 0:09.1 | How you doing, brother? |
| 0:10.3 | I'm good, man. |
| 0:11.0 | I can't tell you how, like, exciting this is. |
| 0:13.6 | You know, I've been excited for 24 hours since I got put on there. |
| 0:17.1 | You know, I, I, we've done this before. |
| 0:20.0 | Carl just said, you know, hey, we've done this before. I said, yeah, we did it before. You did from zero to 47 in the first year, right? Because that was the stage I was on. And you're like, hey, you've had a pretty good first year. How'd that happen, right? But now that I get to come back for the, for the, the follow up on, you know, 47 to 150 or 200 or whatever, you know, it's like marking a milestone. So I made the Scotsman. That was one of my goals last year. I made the Scotsman. So that was cool. And then, you know, this year my goal is $100 million, and it looks for all intents of purposes. |
| 0:54.9 | I'm going to hit that. But those are like minor milestones. I mean, the major milestone is make it on the Carl White's podcast again. Yeah, yeah, yeah, yeah. You are. I'm very serious. It might sound funny, but I'm being serious. You are the smoozer. And I appreciate that, buddy. I do. I got five people that I quote to my kids all the time. |
| 1:15.2 | Okay. |
| 1:15.8 | The Bible. |
| 1:17.6 | Yes, Lewis, her mother, and the great Carl White, because it's always in the great Carl White. |
| 1:23.9 | I'll be like, you know, as the great Carl White has taught me. |
| 1:27.3 | And so, you know, being able to do White has taught me. And so, you know, |
| 1:28.3 | being able to do a podcast with you is it feels like, man, we're really getting there. Well, we'll have to agree to be each other's biggest fan club then. There you go. Okay. So our first one, I, you know, I forgot the topic of our first one. I remember that now. It was going from zero loans to 47 loans, but it was 47, not for the month, but for the year. |
| 1:46.2 | For the year. |
| 1:46.8 | Right? |
| 1:47.1 | Yeah, zero to 47 loans but it was 47 not for the month |
| 1:45.0 | but for the year for the year right yeah zero to 47 so um so where you at now man like what uh what |
| 1:52.4 | would you would you what you end up doing last year so last year i did about 150 for about 75 million |
| 1:58.8 | and then you know it, it's funny. |
| 2:01.7 | The zero from 0, 47, like, that happened in a slope. |
| 2:06.4 | And it's like a stair step, man. |
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