Loan officer coaching
Sales coaching for loan officers.
Referral partners worked on a plan, pre-approval calls booked with two or three times, and a number you check every morning.
A live person answers. Not a robot, not a phone tree. Updated September 2026.
Book pre-approval calls, keep every file moving with a follow-up plan, and meet a set number of referral partners every week. Score those three numbers every day.
Book the call.
Offer two or three times. Never an open window.
Meet agents weekly.
A partner list, worked in order, every week.
No file goes quiet.
Every pre-approved borrower gets a touch every week until they buy.
5 minutes.
New applications called inside 5 minutes.
Your day, scored
Four numbers. Bronze, silver, gold.
Starting lines. Your coach sets them to your market.
| Daily activity | Bronze | Silver | Gold |
|---|---|---|---|
| Conversations | 5 | 8 | 10 |
| Pre-approval calls booked | 1 | 2 | 3 |
| Partner meetings (week) | 2 | 3 | 5 |
| Applications called inside 5 min | 60% | 80% | 100% |
How do loan officers get more referral partners?
- Pick the agents. 20 agents who closed deals in your market last year, by name.
- Bring something useful. A rate sheet for their buyers, a co-marketing piece, a fast pre-approval.
- Meet weekly. Coffee, office visit or a call. Count the meetings, not the texts.
- Close the loop. Update the agent on every shared buyer the same day.
How do I book more pre-approval calls?
- Two or three times. "I have Tuesday at 4 or Wednesday at 10. Which works?"
- Know the four answers. Credit, income, assets and timeline before the call ends.
- Star the notes. The agent sees what you learned.
- Set the next task. A follow-up the day after every pre-approval.
Your mortgage coach
Mike Oswald.
VP of Mortgage Lending at Rate and a Colorado loan officer since 2001. He coaches loan officers on referral partners and pre-approvals, and agents on the money conversation.
- Since 2001. Colorado mortgage loan officer.
- NMLS #261003. Licensed in CO, AZ, MN, ND and TX.
- Partners. 20 named agents, 3 to 5 meetings a week.
- Pre-approvals. Booked with two or three times.
Questions
Quick answers.
What does a loan officer sales coach do?
Sets your weekly partner-meeting and pre-approval numbers, reviews them every week, and fixes the step where borrowers stall.
How many referral partners does a loan officer need?
Start with 20 named agents and meet 3 to 5 a week. The coach tracks meetings, not contacts.
Book a coaching call
Book a call about mortgage loan officers coaching.
303-955-4220A live person answers. Not a robot, not a phone tree.
- 20 minutes. Your numbers, your calendar, one plan.
- A real coach. A working team leader who still sells, not a call center.
- No contract on the call. You leave with the plan whether you hire us or not.
Elevate Sales Coaching is run by Brian Lee Burke, team leader of the Kenna Real Estate Group at Keller Williams DTC (KWDTC).