If you’re a loan officer trying to grow your business right now, there’s a good chance you’ve run into this…

You’re making the calls.

You’re following up.

You’re quoting competitive rates.

And yet the results still aren’t where they should be. The deals might be coming in, but too many of them are falling apart because clients are rate shopping at the last minute.

In this episode of The 360 Experience Podcast, Tim Braheem sits down with top-producing originator Matt Kuglin (who closed over 300 units and $150M in volume)to break down what’s actually working in today’s market when it comes to building referral relationships, winning more business, and creating long-term success.

This conversation goes far beyond surface-level tactics. It reveals the mindset shifts and daily disciplines that separate top producers from everyone else.

What Loan Officers Will Learn

• Why most originators struggle simply because they aren’t getting enough “at bats”—and how to change that
• The real reason cold outreach to Realtors fails (and what works instead)
• How to position yourself so clients don’t feel the need to rate shop
• Why being the #1 lender isn’t required to win more deals
• How to identify the right referral partners—and avoid the ones that lead to burnout

Most loan officers spend their time trying to convince people to work with them. Top producers take a different approach. They focus on connection, consistency, and putting themselves in the right environments — so opportunities come to them.