What Do You Wish You Would Have Known?
Loan Officer Freedom
Carl White
5 • 743 Ratings
🗓️ 3 September 2025
⏱️ 33 minutes
🧾️ Download transcript
Summary
Episode 579
Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.
In this episode, Carl and Chris Johnstone trade insights on the lessons they wish they had learned earlier, sharing candid stories that touch both business and life.
You will hear why 79 percent of funded loans come from referrals, how to apply technology to people you already know, and the simple follow up rhythms with pre-approvals, partners, and your database that compound results.
Carl shares why having hard conversations early protects relationships and revenue, how guarding your morning creates consistent output, and why saying no is the skill that unlocks focus, family time, and better work.
They also dig into faith, the influence of your five closest relationships, the value of respectful disagreement, and why playing the long game matters more than any quick win.
You will walk away with practical moves like saving a fixed percentage first, building online reviews before AI-driven search makes reputation the top ranking factor, and using your calendar so discipline beats motivation every single day.
Explore the AI tool Chris mentioned here: LoanOfficerLaunch.ai
Join the largest daily live meeting for loan officers here: LoanOfficerBreakfastClub.com
Schedule a one-on-one free coaching call, click here or visit LoanOfficerStrategyCall.com.
Transcript
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| 0:00.0 | We're doing a podcast episode here today, and we're doing it on with my dear friend, Chris Johnstone. |
| 0:15.3 | And we just, so I called him up and said, hey, man, you got 15 minutes? |
| 0:19.3 | He says, sure. |
| 0:20.3 | And I said, cool cool meet me on my zoom |
| 0:22.0 | and he said what what do you need i said i need to record a podcast episode he said oh cool uh what |
| 0:27.1 | what's the topic and i said uh just just kind of you'll see so here's the topic |
| 0:32.1 | all right here's a topic because i want this unscripted here's a topic and i think maybe we'll |
| 0:37.0 | maybe we'll uh pickleball this. |
| 0:39.8 | We say ping pong, but ping pong is no longer in. |
| 0:43.2 | Now it's a pickleball. |
| 0:44.9 | So I'll ask you, you ask me, and we'll just go back and forth here. |
| 0:48.4 | Okay. |
| 0:48.6 | And the question is, and this can go for anything. |
| 0:53.4 | Right. |
| 0:54.0 | Anything. |
| 0:54.7 | Yeah. |
| 0:55.2 | So the question is, boy, I wish I would have known. |
| 1:01.0 | Hmm. |
| 1:01.6 | I wish I would have known. |
| 1:04.2 | So, so Chris, what's one thing you wish you would have known? |
| 1:14.6 | I wish I would have known we'll do business first in the mortgage industry. I wish I would have known that 79% of funded mortgages come from |
| 1:20.9 | referrals and that it doesn't have somebody doesn't have to be a customer in order to send a referral we've |
... |
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