Podcast Summary: Mortgage Marketing Radio

Episode: The Fastest Path to 10+ Loans per Month Without the Grind
Host: Geoff Zimpfer
Guest: Todd Scrima, Founder and CEO of Summit Funding
Date: October 10, 2025

Episode Overview

This episode dives deep into breaking through the "loan officer plateau"—specifically, how mortgage professionals can grow beyond four or five loans per month to consistently hitting (or exceeding) ten loans without burning out. Veteran coach and top-producing lender Todd Scrima shares his blunt insights on industry cycles, overcoming call reluctance, building scalable systems, and why most originators struggle to grow. Geoff and Todd unpack actionable strategies around building agent relationships, leveraging outbound calling systems, and adopting a true business owner mentality.

Key Discussion Points & Insights

1. The Reality of Today’s Market

• Market Context
  • Current market conditions are the toughest since the 1980s. Only 4% of loan officers did more than $20 million in volume last year (07:03).
  • Despite challenges, ~250,000 home loans are still being closed monthly in the U.S.—with far fewer LOs now chasing that business.

“It’s important to realize ... we haven’t had this bad of a market since the 80s. It’s been bad. And I think it’s okay to say that without excuses.”
— Todd (07:03)

2. Mindset, Skillset, and Action—Your Only Levers

• Controlling What You Can
  • Mindset, skillset, and action are the only three things LOs can truly control. Assess regularly: When was the last time you worked on all three? (00:50).

3. Winning Strategies: Offers and Scripting

• Smart Scripting for Retention & Refis
  • Use compelling, risk-free offers to overcome client inertia & “fear of missing out.”
  • Example: The "Free Refinance" script (09:02–10:45).

“The script is this... I can save you $250 a month now, and if rates go even lower, I’ll refinance you for free within the next year. It’s no risk for you.”
— Todd (09:05)

4. Most Loan Officers Don’t Make Enough Calls

• The 20 Calls/Day Myth
  • Todd has coached thousands and says almost nobody actually makes the 20 outbound calls/day needed (11:44).
  • One standout, Oleg Takach, makes the calls—and closed 430 loans last year.
• Sales Math
  • For every 10 meetings with referral sources (agents, FAs), expect business from only about 2 (13:43).

“So many say ‘I made three calls last week and got one appointment.’ That’s not how the sales math works.”
— Todd (14:08)

5. Overcoming Call Reluctance: Embrace Systems and Delegation

• Structure That Scales
  • Most LOs either avoid sales calls or abandon business development as soon as they get busy.
  • Hire appointment setters—people who love the phone and will do it consistently (17:07–18:31).
  • Use scripts and focus offers on “money” (what agents want most now).
• Tackling Excuses
  • Don’t buy into the story that only you can do the calls effectively.
  • Quote: “If someone can do it 80% as good as you, have them do it.” (17:57)

6. The “Ferrari Without Gas” Analogy

• Core Lesson
  • Having tools or knowledge without taking (or delegating) action is pointless.

“You can have the Ferrari, but if you never put gas in it and you can’t drive it, what’s the point?”
— Todd (22:28)

7. The Power of Consistent Appointments (and Confidence)

• Appointments Create Scarcity-Busting Momentum
  • LOs with regular appointments feel confident and are perceived as more valuable by partners and clients.
  • “When I walk in on Monday and I’ve got seven new accounts, I feel amazing. I’m not in scarcity.” (25:27–26:44)

8. The Business Owner Mindset

• Stop Being Just an LO—Become the CEO
  • Top-producing LOs focus on what’s “closest to the money”: taking applications and meeting referral partners. Delegate everything else (23:32–24:23).
• Conversations = Contracts
  • Every growth breakthrough comes from more meaningful conversations (24:26–24:32).

9. The Jolt System: Done-For-You Appointment Setting

• Why Jolt Was Built
  • Todd realized LOs wouldn’t consistently execute the full marketing system he designed, so he built a company to do it for them (30:03–34:22).
  • Jolt targets top 7% of agents and 5% of financial planners per market.
  • Weekly coaching focuses on high-impact sales skills like demonstration selling.
• Fact:
  • Most LOs have 0–2 referral accounts; those earning $500k+/yr have 15+ (34:59).

10. Practical Takeaways for All LOs

• You Don’t Need a Massive Operation
  • Hire a college kid or a virtual assistant for $15–$20/hr + bonuses per appointment set.
  • Use AI/ChatGPT to create and refine scripts.
• Leverage Existing Programs
  • Use workshops, invite lists, and automate follow-up for lead nurturing (38:23–38:57).
• Adopt a Problem-Solver Mentality
  • “There’s a solution to every problem.” — Todd (38:00)

Notable Quotes & Memorable Moments

• On Market Cycles:
  “I prefer to look at logic and patterns rather than emotions, because our emotions can lead us astray.”
  — Todd (07:03)
• On Call Reluctance:
  “There are people that do not have call reluctance. There’s a test for that—hire those people.”
  — Todd (18:31)
• On Confidence:
  “When you get a bunch of appointments ... I’m not in scarcity anymore. I’m confident.”
  — Oceana via Todd (25:27)
• On Business Ownership:
  “If you learn to mass market, to get 10 quality appointments a week—if you don’t, Rocket will, and they’ll eat your lunch.”
  — Todd (23:22)

Timestamps for Key Segments

• [00:50] — The only things you can control: mindset, skillset, actions
• [07:03] — Market context: 4% of LOs did $20M+ last year.
• [09:02] — Example: The “Free Refinance” offer/script
• [11:44] — The reality: Almost no LOs consistently make 20 sales calls/day
• [13:43] — Sales math: 10 referral meetings = 2 sources of business
• [17:07] — Solve call reluctance by hiring appointment setters
• [22:28] — The “Ferrari without gas” analogy
• [25:27] — The confidence that comes from lots of appointments
• [30:03] — Why Jolt was created; what it does
• [34:59] — $500k/year LOs have 15+ referral accounts
• [38:00] — “There’s a solution for every problem”

Final Action Steps & Links

• Focus on what’s closest to revenue—taking applications and meeting new referral sources.
• Systematize your appointment setting (DIY or outsource).
• Use compelling offers/scripts and track your sales math.
• Ready to grow? Learn more at JoltMortgageMarketing.com (accepting limited new clients).

For more tools and direct links, check the episode show notes.