Summary: Interview with Christina Lane – Scaling to 25 Loans a Month with Simplicity, Delegation, and Personal Connection
In this powerful conversation, top producer Christina Lane shares her journey from processor to high-performance loan officer, consistently closing 25 loans per month with an average loan amount of $315k and over 8,000 people in her database. Christina attributes her success not to complex strategies or paid lead sources, but to a mindset of intentional simplicity, disciplined time management, consistent database engagement, and letting go of non-income-producing activities.
She emphasizes that meaningful growth comes from learning to delegate, focusing on high-leverage conversations, and showing up fully for her clients, team, and family. Her team is small—just one LOA, one processor, and one marketing/TC—but her systems, mindset, and consistency allow her to generate massive volume without burnout.
"You have to figure out what you’re doing that doesn’t move the needle—and stop doing it."
Delegate tasks like processing, chasing conditions, marketing, and scheduling to your team (or systems).
Train your team to solve their own problems by asking, “What do you think we should do?” instead of stepping in every time.
Focus your time exclusively on income-producing activities: talking to your database, nurturing referral partners, and moving deals forward.
"Everyone I know—DoorDash drivers, church friends, insurance reps—goes into my database. Everyone needs a roof."
Stop limiting your database to closed clients. Add every contact—friends, family, vendors, social media connections.
Christina has 8,000+ people in her CRM and treats them as potential clients, referrers, or connectors.
Use a CRM with automated newsletters, AMR (Annual Mortgage Review) triggers, and segmentation for ongoing touchpoints.
"Annual Mortgage Reviews are #1. But we also send flowers, Sugar Wish gifts, and monthly newsletters."
Leverage AMRs as your #1 referral and repeat business driver—use tech to trigger reminders and automate follow-up.
Watch for life events (e.g. on Facebook) and send personal gestures like small gifts or notes.
Send a monthly email newsletter (via Mailchimp or similar) with personal, local, and relevant updates—not just market stats.
"I was missing everything—my kids’ games, my life. Now I work 8 to 5, and I shut it down."
Work with focused intention during business hours: no Netflix, no distractions, just income-producing activities.
Use the “Eat That Frog” method (from Brian Tracy): tackle your hardest tasks first thing in the morning—especially delivering bad news or having tough conversations.
Maintain work-life boundaries—even (and especially) if your spouse is your business partner.
"I speak my ideal client into existence—and realtors start sending me more of them."
Define what your ideal client looks like (prepared, qualified, responsive) and communicate that clearly to partners.
When an agent sends a great client, affirm it out loud: “That client was amazing—organized, on top of it, great credit.”
When the client isn’t a good fit, gently redirect and explain why. This helps you shape your pipeline intentionally.
You do have a database—your phone, your Facebook friends, your church directory. Start there.
Join coaching to develop accountability, structure, and peer support.
Use tools like Sugar Wish for scalable, affordable client gifts.
Keep a small but mighty team—one LOA, one processor, and one TC can support high volume with the right systems.
“You don’t need fancy tools. You need intention, consistency, and a system that works when you’re not working.”
Christina proves that you don’t need to work 12-hour days or have a massive marketing budget to scale your mortgage business—you need systems, boundaries, human connection, and the discipline to stay focused on what matters.
📩 Need help implementing Christina’s approach?
Email getcoaching@movement.com or join the Power Sales Academy to build the structure, habits, and mindset that drive real growth.
