From 18M to 30M+ in One Year: The Zero Reluctance Strategy | Mike Bertarelli
Description
Mike Bertarelli went from $18M to over $30M in personal production in a single year - and he credits it all to one thing: zero reluctance.
In this episode of The LO Down Mortgage Podcast, Mike breaks down the exact mindset shifts and systems that transformed his business after transitioning from consumer direct to retail lending. If you're a loan officer stuck at the same production level year after year, this conversation will challenge everything you think you know about growth.
What You'll Learn:
✅ How Mike closed 150+ loans per year in consumer direct before age 30
✅ The "small window" philosophy that captures more deals than any CRM
✅ Why he gives out his personal cell phone to every client (and you should too)
✅ The debt elimination strategy that took a client from a 500 to 700+ credit score
✅ How to position yourself as the best option even when you're "the second call"
✅ The social media and accessibility systems driving his 67% year-over-year growth
✅ Why hiding behind your desk is killing your production (and what to do instead)
Key Timestamps:
0:52 - Starting in consumer direct without knowing "how to spell mortgage"
4:37 - Why doing 50 loans/month at 28 became his unfair advantage
9:57 - The client story that defines why he does this work
16:24 - How confidence in your process translates to agent loyalty
18:35 - "I live in the world that I am the absolute best at what I do"
27:13 - Capitalizing on the micro-moment when buyers decide to move
30:42 - The one attribute responsible for 18M to 30M+ growth
Best Quotes:
💬 "Pray you're the second call - your goal is to make sure they're not calling someone like me."
💬 "There's real people behind your Encompass file. It doesn't always have to be about transactions and numbers."
💬 "Either you're going to do it at the highest level or you're not. Just go for it - what's the worst that happens?"
Perfect for: Mortgage loan officers, real estate professionals, mortgage brokers, MLOs looking to scale, retail lenders, mortgage industry professionals, loan origination tips, mortgage sales strategies
Related Topics: mortgage production tips, loan officer marketing, how to get more mortgage leads, mortgage sales mindset, top producing loan officer, mortgage coaching, grow your mortgage business, real estate agent partnerships, mortgage industry podcast
🎙️ ABOUT THE LO DOWN MORTGAGE PODCAST
The LO Down is where evolving mortgage originators come to level up. Host Connor Bartley sits down with top-producing loan officers to uncover the strategies, systems, and mindsets that separate the stuck from the successful.
💡 Subscribe for weekly interviews with loan officers doing 30M, 50M, 100M+ in production
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Featured Guest: Mike Bertarelli - Retail Mortgage Loan Officer | 30M+ Annual Production | Consumer Direct Veteran
Host: Connor Bartley
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