Two Overlooked Lead Sources That Could Add 20% More Loans
Loan Officer Freedom
Carl White
4.9 • 753 Ratings
🗓️ 9 March 2026
⏱️ 31 minutes
🧾️ Download transcript
Summary
Episode 630
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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 talk about two powerful but often overlooked lead sources that many loan officers completely ignore: builders and real estate investors. Together they explain why these two niches can represent 20 to 30 percent of your local market and how most loan officers unintentionally eliminate a huge portion of opportunity simply because they assume the business is already "locked up."
Kevin shares practical strategies for breaking into builder relationships, even when the builder already has an in-house mortgage company. They discuss how loan officers can get their foot in the door with unique loan programs, strong communication, and reliable pre-approvals that builders can trust to actually close. You will also hear why just one builder relationship can produce dozens of loans over time.
The conversation then shifts to investor business, where Carl and Kevin break down why investors think completely differently from traditional homebuyers. They cover how investors evaluate deals based on cash flow, leverage, and long term growth, and how loan officers who understand these conversations can quickly separate themselves from the competition.
You will also learn how investor groups, real estate agents, CPAs, and insurance agents can all become strong referral sources for investor clients, and why one investor relationship can often lead to multiple deals every year.
If you are looking to add new "arrows to your quiver" and build more consistent deal flow, this episode will give you practical ideas for tapping into two large segments of the market that many loan officers overlook.
If you are a branch manager or owner who wants help building a predictable system for generating more business from builders and investors, learn more at ProfitDrivenPlan.com.
Transcript
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| 0:00.0 | So Kevin Gillespie, you and I, a week from yesterday, are going to be hanging out here in Clearwater Beach for a few days. |
| 0:18.0 | And, man, I haven't gotten together with you live in several months, so I am really looking forward. Forget everybody else. Just hanging out with you will be fine. Oh, we're going. And I feel the same way, brother, but it'll be, it's always good to get the group together. We got a great group coming, don't we? We have a great group coming. So we got, yeah got, yeah, so this was mostly members. |
| 0:40.0 | And then we had a few, not a lot, but a few spots left open in this room for some guests or people that aren't members. |
| 0:49.6 | And so, but it's probably, I think it's like 90% members or 80% members and 20 non-members. |
| 0:55.4 | So it'll be, it's good. |
| 0:57.3 | I always, you know what I enjoy doing at these things, man, is I enjoy seeing the similarities |
| 1:02.3 | that we see in top producers. |
| 1:08.0 | And I also like looking at the different, I don't know, I call it lead models. |
| 1:13.4 | Maybe is that the right word, lead models that we look at, which is kind of what we're going to |
| 1:16.6 | be talking about today is two of the great lead models that we see, which is builders, getting |
| 1:24.5 | builder business and getting an investor business. Those are very, very, very profitable lead models. |
| 1:30.8 | Is that the word lead models, I think? |
| 1:33.1 | I think it, right, or a niche in the market. |
| 1:36.2 | But yeah. |
| 1:37.0 | Yeah. |
| 1:37.5 | I think it is. |
| 1:38.7 | Yeah. |
| 1:39.1 | But it always surprises me out of the people. |
| 1:45.0 | You know, I coach leaders, right? |
| 1:46.6 | Company owners, branch manager. |
| 1:48.2 | It's always amazing. |
| 1:49.3 | The mentality is often those builders are all sewn up. |
... |
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