From Leads to Closings: Pinpointing Your Bottlenecks

Loan Officer Freedom

Carl White

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5 • 743 Ratings

🗓️ 13 August 2025

⏱️ 19 minutes

🔗️ Recording | iTunes | RSS

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Summary

Episode 573

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 Kristin Simpson to tackle one of the most common and misunderstood questions in the business: “How many leads do I actually need to hit my closing goals?” They break down the exact ratios that top producers track, why simply chasing more leads isn’t always the answer, and how to spot the real bottlenecks holding you back.

You’ll hear how to measure the four key stages of your pipeline, where most LOs lose deals, and what small process shifts can instantly boost your conversion rate.

If you’ve been wondering how to close more loans without adding more to your lead count, this conversation gives you the clarity and math you need to make it happen.

Want us to help you close more of the leads you already have? Grab your free strategy call at DailySuccessPlan.com.

Transcript

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0:00.0	If you've ever wondered, how many leads do I need to have to get the amount of
0:12.0	closings that I want? You're listening to the perfect episode. So I'm sitting here with
0:17.5	Miss Wonderful Self, Mr. Kristen Simpson. How are you, Kristen?
0:21.4	I'm well. How are you, Carl?
0:22.7	Good. So you're the, you're the genius behind this topic.
0:26.6	So what's the question you're wondering?
0:29.3	So, well, this was interesting.
0:31.7	How many relational referrals do I need to have in order to be closing the X number of loans that I want to close each month?
0:41.1	Okay.
0:42.3	That is a great question.
0:45.3	All right.
0:45.9	So a couple things I just jotted down when you sent me a text, if I remember right, saying, right saying hey Carl how about this for a topic and
0:54.5	I thought what a great idea so I wrote a couple notes down so the first one and you're right
1:01.5	if if I need to have if I need let's just grab a number I need I want let's do what
1:09.1	eight closings okay right I want to have I want to have eight I want to do or you know let's do what uh eight closings okay right i want to have i want to have eight i want to do or you know
1:14.6	let's do let's see easy math let's do 10 i want to have 10 closings for the month so then the question comes
1:20.7	how many leads do i need and so i can reverse engineer this because we know that if we once we know
1:26.6	that ratio if I want to do
1:28.3	eight 10 or 20 we just simply know we need to ratchet up my lead count by this amount
1:34.3	yes so there's for me there's there's four things that we're tracking okay so thing number one
1:41.6	how many leads came in for the month right Right, how many leads came in? Number two, how many of those leads resulted in a conversations? Yep. Right. Number three, how many of those conversations ended up in a credit pool or an application? But for me, I, I should have credit pool.
2:02.9	Right, credit pool.
	...

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