Recruiting Better Loan Officers: Carl White and Kevin Gillespie Talk Strategy
Loan Officer Freedom
Carl White
4.9 • 753 Ratings
🗓️ 20 May 2026
⏱️ 31 minutes
🧾️ Download transcript
Summary
Episode 648
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Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.
In this episode, Carl White sits down with Kevin Gillespie to break down one of the biggest growth opportunities in the mortgage business: recruiting the right loan officers and building a team that actually sticks. They unpack why most recruiting conversations fail, the common mistakes branch managers make, and how the best recruiters create certainty, trust, and a clear growth plan instead of just pitching compensation or company perks.
Carl and Kevin dive into practical strategies for attracting top talent, including using social media to build familiarity before ever making contact, creating a step-by-step development plan for recruits, and helping loan officers see a better future instead of just another job opportunity. They also discuss the importance of simplicity, support, accountability, and why exclusivity and urgency matter when bringing the right people onto a team.
This episode is packed with insights for branch managers, team leaders, and even loan officers considering a move to a new company. Whether you are trying to recruit stronger talent, improve retention, or evaluate your own next step in the industry, Carl and Kevin share real-world lessons on what actually makes people stay, grow, and succeed long term.
To learn more about Kevin Gillespie's recruiting strategies and leadership program, visit ProfitDrivenPlan.com.
Transcript
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| 0:00.0 | My main man, Kevin Gillespie, how you doing, brother? |
| 0:09.0 | Man, if I was any better, I need a twin. |
| 0:13.0 | So, and I've heard the lovely Mrs. Gillespie would not be opposed to that. |
| 0:19.0 | It's just what I've heard. But hey, we're going |
| 0:24.0 | probably X that out. But hey, I thought what we'd talk about today is a topic. You know, |
| 0:34.2 | there's two ways to make a lot of money in this business. I'm sure there's more in two ways, but for me there's been two major ways. |
| 0:39.3 | One way is to get my own production up, which you definitely help, you know, branch managers and district managers, things like that, do that. |
| 0:48.3 | Then the other way is to bring on, you know, new or at least new to the branch manager, new talent as far as loan |
| 0:59.2 | officers or, you know, or recruiting. And so I thought what would do today is, let's do an episode |
| 1:07.0 | on just recruiting. And but I think I think everybody can benefit for this because, number one, |
| 1:15.5 | those that want to recruit will learn how to do it. And frankly, those that get recruiting |
| 1:19.6 | calls might have some better questions that they can ask and things to compare to. Sound good |
| 1:24.4 | enough? Sounds great. Sounds great. In fact, the perfect timing because we just finished |
| 1:29.6 | a workshop upgrading all our recruiting process and man, we got some great ideas. But there's a real |
| 1:35.8 | basic thing going through that process. I learned that for years. And it's that's really what we'll talk about today is, you know, I think that for years and it's it's that's really what we'll talk about today is you know I think |
| 1:47.8 | that for most managers they think well I want to recruit I want to get folks in the what they're |
| 1:54.4 | trying to do is hey come here and work man you'll like it here right and you know they'll lead |
| 1:59.6 | with the company brand or, you know, the comp |
| 2:02.5 | plan or whatever, but they're not getting the conversion. And the truth is, our top recruiters, |
| 2:09.7 | and we got some great ones in the leadership group, they've realized that, one, recruiting isn't about just hiring somebody, which for years, I think |
| 2:20.6 | I approached it that way. |
| 2:21.9 | Yeah, same here. |
... |
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