Running in Polyester: Monica Ledbetter Closing 21 Loans This Month

Loan Officer Freedom

Carl White

Mortgagemarketinganimals, Business, Loanofficer, Getmoreloans, Freedom, Mortgage, Loanofficercoaching, Carlwhite, Education, How To

5 • 743 Ratings

🗓️ 3 December 2025

⏱️ 36 minutes

🔗️ Recording | iTunes | RSS

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Summary

Episode 603

Get the full Refi Toolkit to spark more refis from your past database at GetMoreLoans.com

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 top-producing loan officer Monica Ledbetter, who is on track for 21 closings this month and shares the story of how a blue polyester uniform, a backpack full of catalogs, and sheer grit taught her the discipline that now powers her success in the mortgage business. Monica opens up about the habits, mindset, and daily structure that take her far beyond the industry average, including her "surprise and delight" client touches, her relentless morning outreach, and the authentic connection that fuels almost all of her referrals.

You'll hear how she builds deep, loyal agent relationships, why her handwritten notes are converting like crazy, and how her new-agent breakfasts consistently turn fresh licensees into long-term referral partners. She also breaks down her team structure, her marketing cadences, and the practical activities she recommends for loan officers who want to go from 1 closing a month to 4… and then from 4 to 15+.

If you're looking for real-world, boots-on-the-ground strategies from someone actively doing 20+ units a month in today's market, Monica's story will show you exactly what's possible with intention, structure, and a genuine love of people.

Transcript

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0:00.0	So you were just telling me that you, when you were 24, you worked, what was the name of the company again?
0:11.6	Swans.
0:12.5	Swans.
0:13.2	And what is that?
0:14.6	So it's a home food delivery service.
0:16.9	And they used to be based in Minnesota.
0:19.6	And they have these beautiful color catalogs,
0:22.3	you know, and they go drive to house to house to house. The drivers have routes. And you order from
0:28.2	the catalog and they'll deliver the food to you. And not just restaurants are like private
0:33.1	individuals. Oh yeah, private homes. Yep, absolutely. And, you know, it's very popular for many years. And they had a lot of
0:40.1	things, especially here in the Midwest, that they were really known for. And I think, I think they've gone by
0:45.3	the wayside. You might still be able to mail order some of these items, you know, like you can do. So, yeah.
0:52.2	And you, so you drove the truck.
0:54.5	Yes.
0:56.2	And you delivered the food.
0:57.3	Yes.
0:58.7	So how would you get new customers?
1:01.7	So I am really glad that you asked.
1:06.0	I initially was hired as a route builder because there were no open routes.
1:09.8	And I had just begged the depot manager, you know, give me a chance.
1:12.8	I can do this. I can hang in there. I grew give me a chance. I can do this. I can, I can hang in there.
1:19.5	I grew up on a farm. I can drive these big trucks. Like, I can do it. And so he stuck me on a route with a veteran driver. And so the driver would go and drive their route. And I would ride shotgun.
	...

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