How Loan Officers Grow in a Tough Market

What if the toughest mortgage market in years is actually giving you an opportunity to take market share? In this episode, I sit down with Don Goettling, founder of Momentum Builder and a mortgage industry veteran with nearly four decades of experience, to talk about why loan officers who are waiting for the market to get easier may be making a costly mistake. Don and I discuss what separates mortgage professionals who are still growing from those who have pulled back—and why your mindset, environment, systems, relationships and willingness to adapt matter more than ever. We get into: Why waiting for rates or the market to “save you” isn’t a strategy How successful loan officers are using this market to gain share Why getting around other producers who are winning can expand what you believe is possible The role of AI, personal branding and better business systems Why Realtor partnerships are changing The difference between collecting information and actually implementing it Why what you do in Q4 can determine how you begin 2027 We also talk about Momentum Builder 2026, taking place October 6–8 in Dallas, Texas. I attended last year, and I’ll be back again this year. If you’re serious about growing your mortgage business, meeting other people who are winning in this market, and heading into 2027 with momentum instead of starting from scratch in January, check it out. 🎟️ Momentum Builder 2026 | October 6–8 | Dallas, TX Full details and registration: https://www.momentumbuilderevent.com/ Use code ZIMPFER to save $100. Want to start teaching agent classes? Get my free 5-day email course, The Agent Class Method, and learn how to use educational classes to get in front of real estate agents, create meaningful follow-up conversations, and develop more referral opportunities. Get it free at: https://myagentclasses.com/email-course