13 Questions Every LO Must Ask Before 2026 - If You’re Serious About Growth - Mortgage Marketing Radio

Episode Overview

Podcast: Mortgage Marketing Radio
Episode Title: 13 Questions Every LO Must Ask Before 2026 — If You’re Serious About Growth
Date: December 12, 2025
Host: Geoff Zimpfer
Guest: Matt Weaver (No. 1 Mortgage Originator in the U.S. by units closed)

In this actionable and introspective episode, host Geoff Zimpfer welcomes back top producer Matt Weaver to help Loan Officers (LOs) prepare for explosive growth in 2026. Matt shares his personal framework: the 13 critical questions every originator must honestly ask themselves before the new year. The discussion dives deep into mindset, standards, value, delegation, branding, and overcoming self-doubt — emphasizing practical self-audit for any LO committed to being truly best-in-class.

Main Discussion Points & Key Insights

1. The Power and Purpose of Self-Questioning

Matt’s Foundation: Continuous, intentional self-questioning is key to improvement. The highest internal rating the Weaver team gives any process is 8/10—leaving space for ongoing growth and never resting on their laurels. (05:58–07:00)

"We always leave that extra 2% margin ... we have a firm understanding that everything we do today can be improved upon. It's never going to be at a level 10." — Matt Weaver [05:58]

2. The 13 Self-Audit Questions: Breakdown

Q1: What do I want to accomplish?

Define your personal and professional vision—be as bold or modest as fits your goals.
Matt’s motivation: becoming #1 to show his children any industry is conquerable. (07:29–09:34)

"My goal was to show this child ... that you can pick an industry, pick a line of work, and be number one at it." — Matt Weaver [08:12]

Q2: What are my standards?

Articulate and uphold clear, non-negotiable standards for your business.
Example standards: operating 7 days/week, thorough pre-approvals, every buyer receives a consultation—no exceptions. (09:37–14:00)

"If you take a look at my process ... I have standards in between that we never compromise, regardless of, frankly, real estate agent or relationship." — Matt Weaver [10:48]

Q3: What are my value propositions?

Be able to quickly, clearly articulate why agents and customers should choose you.
Go beyond “on-time closings” and “competitive rates;” focus on unique systems (e.g., offer structuring, 7-day pre-approvals).
Know who your actual customer is (for Matt, it’s the agent first). (14:52–20:49)

"Most originators speak to agents as if they're a peer or an equal ... [but] our job is to serve our customer, meaning the agent, to a high level." — Matt Weaver [19:03]

Q4: What is my process?

Map out a consistent, scripted workflow from the first call through closing.
Consistency enables scalability and accountability, especially as you add new team members. (22:33–25:15)

"Every great business has a scripted process ... you can't deliver consistent results by winging it." — Matt Weaver [23:25]

Q5: How is my customer service?

Never rate your service above 8/10, always seek improvement.
Go beyond “on time, no surprises”—help agents grow their business too. (26:05–28:10)

"I'm happy, but never satisfied." — Matt Weaver [28:04]

Q6: How is my delegation?

To scale, you must delegate tasks you dislike or shouldn’t be doing.
Most originators try to do everything themselves—build a team and trust your process. (28:33–30:58)
First hire: someone to take applications, freeing you to focus on rainmaking. (32:06–33:33)

"Don't let the paranoia eat you alive ... because you're capping your potential." — Matt Weaver [30:49]

Q7: What is my role?

Honestly assess whether you are truly a "rainmaker”, a tactician, or fill another vital niche.
Build your system to let you excel in your primary role and delegate the rest. (33:38–36:40)

"If I sell myself, I'm going to sell myself. But if I sell my system, then we can, of course, duplicate, triplicate, and get to high levels of scale versus me being the value proposition." — Matt Weaver [34:07]

Q8: How are my presentation skills?

Relentlessly improve your ability to present, influence, and connect.
Matt attributes much of his success (despite leaving school early) to sharpening vocabulary and presentation through reading—not just audiobooks or AI tools. (37:45–40:43)

"I have never opened Chat GPT. ... You can't take yourself out of the thinking process." — Matt Weaver [39:44]

Q9: What is my brand?

Branding is not about social media, but about winning and delivering results.
Let others talk about you—focus on out-serving and outperforming the competition. (40:52–44:54)

"The idea is not to talk about your brand. The idea is to have others talk about your brand." — Matt Weaver [43:47]

Q10: What is holding me back?

Address root causes: often confidence, worthiness, or perfectionism.
Imposter syndrome can be a superpower if you channel it into preparation and excellence. (44:55–49:18)

"Imposter syndrome was a major issue for me ... but I've converted it into an asset because I couldn't ... share on an open platform unless I highly succeeded at it myself." — Matt Weaver [48:39]

Q11: What is my motivation?

Is your drive manufactured (externally motivated) or intuitive (internally driven)?
Figure out your "why" and feed it—whether it’s status, rewards, or legacy. (49:35–52:38)

"So I am a motivated person intuitively. ... And some need to manufacture it. ... It's okay." — Matt Weaver [51:59]

Q12: Who do I hang with?

Your circle influences your standards, attitudes, and growth; strive to “swim at the top”.
Don’t be afraid to seek mentors or ask for guidance from the best in your market. (52:38–55:53)

“Who you hang with is so critically important. ... At the top, everyone's willing to help everyone else.” — Matt Weaver [54:19]

Q13: Who can I learn from?

Find and learn directly from the performers you admire (not the imposters).
Seek guidance from people "on the court"—actively excelling and willing to share generously. (55:58–59:17)

"There are too many people ... selling programs that never have really accomplished greatness themselves. ... The world needs more imposter syndrome." — Matt Weaver [58:17]

Notable Quotes & Memorable Moments

The 8/10 Rule:
"We're always leaving ourselves room for improvement. Never a 10 out of 10. That way, we're never satisfied, only happy." — Matt Weaver [28:04]
About Brand:
"Win. That's it. Winning makes your brand. ... The idea is not to talk about your brand. The idea is to have others talk about your brand." — Matt Weaver [43:47]
On Imposter Syndrome:
"Imposter syndrome was a major issue for me. It still is. But I've converted it into an asset ... I can't, I could not, I could never share on an open platform unless I highly succeeded at it myself." — Matt Weaver [48:39]
On Delegation:
"Could you imagine an originator owning a pizzeria? They'd be the cashier, work the register, knead the dough, serve the slice, probably be the delivery driver. That's what most originators do." — Matt Weaver [28:38]
On Presentation Skills:
"If you had the desire to get better at [presentation], then you're going to get better at it. ... You can't take yourself out of the thinking process." — Matt Weaver [37:45, 40:43]

Timestamps for Key Segments

The Power of Self-Questioning: [05:58–07:00]
Defining Purpose (Q1): [07:29–09:34]
Establishing Standards (Q2): [09:37–14:00]
Value Propositions (Q3): [14:52–20:49]
Mapping Process (Q4): [22:33–25:15]
Customer Service & The Never-10 Rule (Q5): [26:05–28:10]
Delegation and Scaling (Q6): [28:33–30:58, 32:06–33:33]
Role Clarity (Q7): [33:38–36:40]
Presentation Skills (Q8): [37:45–40:43]
Brand & Winning (Q9): [40:52–44:54]
What’s Holding You Back? (Q10): [44:55–49:18]
Motivation: Intuitive vs Manufactured (Q11): [49:35–52:38]
Who You Hang With (Q12): [52:38–55:53]
Learning from Giants (Q13): [55:58–59:17]
How to Use the 13 Questions: [60:53–62:27]

Action Steps & Closing Advice

Block 30–45 minutes of focused alone time to write and answer these 13 questions honestly. Avoid using AI tools; handwrite or type your real answers.
Focus first on questions that resonate or create discomfort—these may be the keys to your next level.
Remember: “If I can do it, believe me, you can do it. ... Just believe in yourself.” — Matt Weaver [62:04]

Resources Mentioned

Think13.com — Matt Weaver’s consulting platform for originators
Originate for Life podcast on YouTube — Deep dives on high-performance origination
My Agent Classes — Educational platform for scaling agent relationships

Final Thoughts

This episode is an invitation to honest self-reflection and high standards. Whether new or seasoned, loan officers who rigorously self-audit and act on these 13 questions will distinguish themselves, attract higher-level partnerships, and be “impossible to ignore” in the market as 2026 approaches.

For the full framework and to hear Matt’s stories and actionable expansions, listen to the episode and check the resources linked above.

Episode Overview

Main Discussion Points & Key Insights

1. The Power and Purpose of Self-Questioning

Matt’s Foundation: Continuous, intentional self-questioning is key to improvement. The highest internal rating the Weaver team gives any process is 8/10—leaving space for ongoing growth and never resting on their laurels. (05:58–07:00)

"We always leave that extra 2% margin ... we have a firm understanding that everything we do today can be improved upon. It's never going to be at a level 10." — Matt Weaver [05:58]

2. The 13 Self-Audit Questions: Breakdown

Q1: What do I want to accomplish?

Define your personal and professional vision—be as bold or modest as fits your goals.
Matt’s motivation: becoming #1 to show his children any industry is conquerable. (07:29–09:34)

"My goal was to show this child ... that you can pick an industry, pick a line of work, and be number one at it." — Matt Weaver [08:12]

Q2: What are my standards?

Articulate and uphold clear, non-negotiable standards for your business.
Example standards: operating 7 days/week, thorough pre-approvals, every buyer receives a consultation—no exceptions. (09:37–14:00)

"If you take a look at my process ... I have standards in between that we never compromise, regardless of, frankly, real estate agent or relationship." — Matt Weaver [10:48]

Q3: What are my value propositions?

Be able to quickly, clearly articulate why agents and customers should choose you.
Go beyond “on-time closings” and “competitive rates;” focus on unique systems (e.g., offer structuring, 7-day pre-approvals).
Know who your actual customer is (for Matt, it’s the agent first). (14:52–20:49)

"Most originators speak to agents as if they're a peer or an equal ... [but] our job is to serve our customer, meaning the agent, to a high level." — Matt Weaver [19:03]

Q4: What is my process?

Map out a consistent, scripted workflow from the first call through closing.
Consistency enables scalability and accountability, especially as you add new team members. (22:33–25:15)

"Every great business has a scripted process ... you can't deliver consistent results by winging it." — Matt Weaver [23:25]

Q5: How is my customer service?

Never rate your service above 8/10, always seek improvement.
Go beyond “on time, no surprises”—help agents grow their business too. (26:05–28:10)

"I'm happy, but never satisfied." — Matt Weaver [28:04]

Q6: How is my delegation?

To scale, you must delegate tasks you dislike or shouldn’t be doing.
Most originators try to do everything themselves—build a team and trust your process. (28:33–30:58)
First hire: someone to take applications, freeing you to focus on rainmaking. (32:06–33:33)

"Don't let the paranoia eat you alive ... because you're capping your potential." — Matt Weaver [30:49]

Q7: What is my role?

Honestly assess whether you are truly a "rainmaker”, a tactician, or fill another vital niche.
Build your system to let you excel in your primary role and delegate the rest. (33:38–36:40)

"If I sell myself, I'm going to sell myself. But if I sell my system, then we can, of course, duplicate, triplicate, and get to high levels of scale versus me being the value proposition." — Matt Weaver [34:07]

Q8: How are my presentation skills?

Relentlessly improve your ability to present, influence, and connect.
Matt attributes much of his success (despite leaving school early) to sharpening vocabulary and presentation through reading—not just audiobooks or AI tools. (37:45–40:43)

"I have never opened Chat GPT. ... You can't take yourself out of the thinking process." — Matt Weaver [39:44]

Q9: What is my brand?

Branding is not about social media, but about winning and delivering results.
Let others talk about you—focus on out-serving and outperforming the competition. (40:52–44:54)

"The idea is not to talk about your brand. The idea is to have others talk about your brand." — Matt Weaver [43:47]

Q10: What is holding me back?

Address root causes: often confidence, worthiness, or perfectionism.
Imposter syndrome can be a superpower if you channel it into preparation and excellence. (44:55–49:18)

"Imposter syndrome was a major issue for me ... but I've converted it into an asset because I couldn't ... share on an open platform unless I highly succeeded at it myself." — Matt Weaver [48:39]

Q11: What is my motivation?

Is your drive manufactured (externally motivated) or intuitive (internally driven)?
Figure out your "why" and feed it—whether it’s status, rewards, or legacy. (49:35–52:38)

"So I am a motivated person intuitively. ... And some need to manufacture it. ... It's okay." — Matt Weaver [51:59]

Q12: Who do I hang with?

Your circle influences your standards, attitudes, and growth; strive to “swim at the top”.
Don’t be afraid to seek mentors or ask for guidance from the best in your market. (52:38–55:53)

“Who you hang with is so critically important. ... At the top, everyone's willing to help everyone else.” — Matt Weaver [54:19]

Q13: Who can I learn from?

Find and learn directly from the performers you admire (not the imposters).
Seek guidance from people "on the court"—actively excelling and willing to share generously. (55:58–59:17)

"There are too many people ... selling programs that never have really accomplished greatness themselves. ... The world needs more imposter syndrome." — Matt Weaver [58:17]

Notable Quotes & Memorable Moments

The 8/10 Rule:
"We're always leaving ourselves room for improvement. Never a 10 out of 10. That way, we're never satisfied, only happy." — Matt Weaver [28:04]
About Brand:
"Win. That's it. Winning makes your brand. ... The idea is not to talk about your brand. The idea is to have others talk about your brand." — Matt Weaver [43:47]
On Imposter Syndrome:
"Imposter syndrome was a major issue for me. It still is. But I've converted it into an asset ... I can't, I could not, I could never share on an open platform unless I highly succeeded at it myself." — Matt Weaver [48:39]
On Delegation:
"Could you imagine an originator owning a pizzeria? They'd be the cashier, work the register, knead the dough, serve the slice, probably be the delivery driver. That's what most originators do." — Matt Weaver [28:38]
On Presentation Skills:
"If you had the desire to get better at [presentation], then you're going to get better at it. ... You can't take yourself out of the thinking process." — Matt Weaver [37:45, 40:43]

Timestamps for Key Segments

The Power of Self-Questioning: [05:58–07:00]
Defining Purpose (Q1): [07:29–09:34]
Establishing Standards (Q2): [09:37–14:00]
Value Propositions (Q3): [14:52–20:49]
Mapping Process (Q4): [22:33–25:15]
Customer Service & The Never-10 Rule (Q5): [26:05–28:10]
Delegation and Scaling (Q6): [28:33–30:58, 32:06–33:33]
Role Clarity (Q7): [33:38–36:40]
Presentation Skills (Q8): [37:45–40:43]
Brand & Winning (Q9): [40:52–44:54]
What’s Holding You Back? (Q10): [44:55–49:18]
Motivation: Intuitive vs Manufactured (Q11): [49:35–52:38]
Who You Hang With (Q12): [52:38–55:53]
Learning from Giants (Q13): [55:58–59:17]
How to Use the 13 Questions: [60:53–62:27]

Action Steps & Closing Advice

Block 30–45 minutes of focused alone time to write and answer these 13 questions honestly. Avoid using AI tools; handwrite or type your real answers.
Focus first on questions that resonate or create discomfort—these may be the keys to your next level.
Remember: “If I can do it, believe me, you can do it. ... Just believe in yourself.” — Matt Weaver [62:04]

Resources Mentioned

Think13.com — Matt Weaver’s consulting platform for originators
Originate for Life podcast on YouTube — Deep dives on high-performance origination
My Agent Classes — Educational platform for scaling agent relationships

Final Thoughts

For the full framework and to hear Matt’s stories and actionable expansions, listen to the episode and check the resources linked above.

13 Questions Every LO Must Ask Before 2026 - If You’re Serious About Growth

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Summary

Episode Overview

Main Discussion Points & Key Insights

1. The Power and Purpose of Self-Questioning

2. The 13 Self-Audit Questions: Breakdown

Q1: What do I want to accomplish?

Q2: What are my standards?

Q3: What are my value propositions?

Q4: What is my process?

Q5: How is my customer service?

Q6: How is my delegation?

Q7: What is my role?

Q8: How are my presentation skills?

Q9: What is my brand?

Q10: What is holding me back?

Q11: What is my motivation?

Q12: Who do I hang with?

Q13: Who can I learn from?

Notable Quotes & Memorable Moments

Timestamps for Key Segments

Action Steps & Closing Advice

Resources Mentioned

Final Thoughts

Summary

Episode Overview

Main Discussion Points & Key Insights

1. The Power and Purpose of Self-Questioning

2. The 13 Self-Audit Questions: Breakdown

Q1: What do I want to accomplish?

Q2: What are my standards?

Q3: What are my value propositions?

Q4: What is my process?

Q5: How is my customer service?

Q6: How is my delegation?

Q7: What is my role?

Q8: How are my presentation skills?

Q9: What is my brand?

Q10: What is holding me back?

Q11: What is my motivation?

Q12: Who do I hang with?

Q13: Who can I learn from?

Notable Quotes & Memorable Moments

Timestamps for Key Segments

Action Steps & Closing Advice

Resources Mentioned

Final Thoughts