TLOP “Where To Start” Kit

Whether you are a brand new Loan Originator or looking to increase your production…Start Here.

NEVER Miss a Live Sales Training Call with D.O.

Make sure to time-block your calendar for EVERY 1st & 3rd Thursday @12-1p ET of each month. Live Sales Training is the best place to ask questions and gain insight directly from DO.Registration is required for each call but will always be on our Homepage:This is also where you can keep an eye out for our Monthly TLOP Exclusive Webinars (usually at the end of each month).

Download the Circle of Influence Tracker located on the Sales Tools, Guides, Scripts & Trackers page.

Watch this video:Objective: Make a list of 100 personal contacts. These are the same people you would invite your wedding or send Holiday cards to.

  • Contact all 100 of them.
  • Notify and/or remind them what you are doing for a living.
  • Ask each of them to refer you to a Realtor®, a builder, and/or a financial advisor.
    • This is how you are going to build your list of potential referral sources (make more calls, not cold calls!)
  • If they currently own a home, offer to conduct a free mortgage review for them.
    • Inform your contact that, similar to insurance, mortgages should be reviewed annually to ensure that their current mortgage aligns with the best terms based on current market conditions and their life goals.

Download the Realtor Tracker located on the Sales Tools, Guides, Scripts & Trackers page.

Watch this video:Objective: Make a list of the 1st 100 Realtors® you will be marketing to.

  • These are the first 100 agents you will be reaching out to with the goal of scheduling appointments, with the goal of building a referral relationship
  • Many of the Realtors® on this list should be people referred to you by your Circle of Influence.

Commit to and Complete the 12-Week Challenge.

And watch this video:

Download Dominate the 1’s located on the Sales Tools, Guides, Scripts & Trackers page.

Watch this video:Objective: finish each week with a total of 15 points.

  • Generate (1) lead = 1
  • Schedule appointment with (1) referral source (current or future) = 1
  • Meet with (1) referral source = 1
  • Conduct (1) mortgage review with person from COI = 1
  • Write (1) handwritten ‘Thank You’ note = 1

Now that you know what do, learn what to say. Check out these TLOP Sales Scripts:

Here are 5 Book Recommendations (If you’ve already read them, READ THEM AGAIN!)


Atomic Habits by James Clear

Personal Development

Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss

Professional Development

Extreme Ownership by Jocko Willink


The Richest Man in Babylon by George S. Clason

Financial Fitness

Raving Fans by Ken Blanchard and Sheldon Bowles

Client Experience