Welcome back to Lending Leadership: The Mortgage Pros!

In this episode, we dove deep into a topic that every loan officer and mortgage professional faces—the art of “Attract First, Chase Later” when building powerful and enduring Realtor relationships. Robert Fillyaw and Dave Holland are hosting and bringing you real talk, honest stories, and practical strategies from our combined decades in the mortgage business.

We kicked things off by sharing candid, behind-the-scenes moments (yes, technical difficulties included!) and set the stage for what makes our agent partnerships so solid—sometimes to the point that agents insist their buyers work with us or else. But we also acknowledged that this level of loyalty is becoming more rare as the industry gets increasingly transactional and lead-centric.

Throughout the conversation, we offered a “free playbook” packed with stories of both triumphs and setbacks, practical advice for becoming a true mortgage advisor, and candid takes on navigating everything from difficult conversations to strategic lead spends. We tackled the challenging shift from relationship-based to transaction-based business and challenged the notion that writing checks or buying leads should ever be your opening move.

We also spent time unpacking exactly what value looks like—from mastering your craft and proactive communication to providing unique, real-world support for your agents. Whether you’re a new loan officer or a seasoned vet, this episode delivers actionable steps for attracting, not chasing, top agent relationships—while staying true to yourself and your profession.

Key takeaways:

1. Consistency and Professionalism Are Baseline Requirements: Being a top-producing loan officer isn’t about “phoning it in.” You need to be reliable, present, and fully invested in your business every day—and your agents need to know they can count on you seven days a week. That professionalism lays the foundation for long-term partnerships.
2. Honest, Proactive Communication Sets You Apart: When things go sideways (and they will), don’t shrink away. Overcommunicate, lead with transparency, and always bring solutions. Remember our “Murphy’s Law of Lending”—problems unaddressed will always become bigger, and agents want you to run toward the storm, not away from it.
3. Bring Value Beyond the Transaction: Closing on time is table stakes, but true value comes from knowing your guidelines inside out, saving deals others can’t, removing pain points from your agents’ process, and being a business partner who helps them close more transactions. Find ways to take meaningful tasks off their plate or offer educational support like business planning classes.
4. Resist the Temptation to Lead With Money: Jumping into costly lead spends or joint ventures at the outset commoditizes your service and weakens your position. Instead, use those financial arrangements to enhance established, strong relationships with trusted partners—never as your first pitch.
5. Relationship Building Means Asking for the Business and Staying Top of Mind—Without Being Annoying: Don’t assume agents know you want their business—state it clearly and directly. Cultivate genuine, friendship-level relationships so your outreach is welcome, not a nuisance. Use social media, thoughtful newsletters, and personalized outreach (even about life outside work) to stay connected in authentic ways.

Thanks for joining us on Lending Leadership with the Mortgage Pros. We’ll see you on the next episode, and don’t forget to subscribe and smash that like button!

Robert, Tom, & Dave