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.