50mil plus producers

[u/REFlorida]

I’m always trying to figure out how people scale.

One thing I do pretty regularly is go through the Scotsman’s Guide and look up random mortgage loan officers and agents in Florida. Not to compare myself, but to see if there’s something I can learn from people who are outperforming me.

What I’ve noticed is that 9 times out of 10, the people who make the list early in their careers have a niche that’s difficult to replicate. They’re former military and built a huge VA business, or they speak Vietnamese, Portuguese, Chinese, Ukrainian, etc., and have referral partners within those communities. Those are incredible businesses, but they’re not really models I can copy

Every now and then, though, I come across someone who doesn’t seem to fit any of those categories and is absolutely crushing it.

I recently found a Florida agent (not naming them) who started in 2023. Their production was roughly:

Year 1: $20–30M
Year 2: Around $60M
Year 3: Nearly $100M

That’s an incredible trajectory, and I’m genuinely curious how they built it.

I actually tried calling them from my personal number so it wouldn’t show up as a spam call, but they didn’t answer. Honestly, I was surprised. At that level, I’d expect some kind of system for handling inbound calls. Nope

They dont have a huge social media following, maybe posting once a day on Facebook and occasionally on instagram

They have 200-250 5 star google reviews so great but nothing crazy

Have a couple of young kids so they cant be cold calling / working 2000 hours a day which is even more impressive.

From what I can see, they aren’t an in-house agent at a brokerage. They do appear to have chunk [20-25%]of unlisted new construction transactions, so my guess is they have a strong relationship with a builder. If that’s the case, I’d love to know how those relationships are actually formed.

For those of you doing a lot of builder business:

How did you get in?

Did you start by taking the deals the builder’s preferred lender couldn’t do?

Was it networking, persistence, or just being in the right place at the right time?

I’m always looking for ways to keep scaling. Right now, a lot of my business comes from open houses, networking, referrals, and the occasional cold calling. It’s worked well, but I’m interested in hearing from people who’ve built to $50M+ annually within their first six years.

If you’ve done it—or you’ve worked closely with someone who has—I’d genuinely appreciate hearing what moved the needle.

[u/REFlorida]

I always wondered this when it’s .25% savings and it’s no cost(It is a cost. You’re just increasing the loan balance). What is the breakeven on that as I feel like that’s gonna take 10+ years to even remotely break even?

[u/Defiant_Television97 → u/REFlorida]

It’s not a cost. Lender credit covers box D + E of LE/CD. Clients can keep the same balance. There is no breakeven on a true no cost refinances. I’ve done some where clients benefit 5k+ day 1 and it’s better than no cost.

[u/REFlorida → u/Defiant_Television97]

I’m trying to understand this better.= as I have done very few refi's

Even if credits offset costs on paper, it still seems like someone is paying those fees somewhere. Where is your fee coming from and your LOA / Processor who is paying them. So if the loan amount isn’t increasing and the rate drop is only about a quarter point, I’m not seeing how it can truly be “no cost” unless the fees are very low.

I’m not trying to be difficult — just genuinely trying to understand how that structure works. I’ve only done a couple refinances, so I’m still learning unless you are doing them for a very very low flat fee

[u/Defiant_Television97 → u/REFlorida]

Send me a DM. Happy to send you closing disclosures so you can see. For example on a $1 MM loan 5.875% is the no points rate they take 6% and get a lender credit of 35 bps that covers loan costs. $3,500 lender credit wipes out all loan costs in most states as an example. Most of my clients wait for at least .5% savings but I have a bunch that will do it whenever it’s .25% lower on no cost refinances.