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What if the problem in your business isn't the market… but what you're measuring?

On this episode of Loan Officer Breakfast Club, Carl White breaks down the "Fanatic Four" — the four critical metrics every loan officer must track to grow consistently in any market:

• Number of leads
• Number of locked loans
• Hours worked
• Money saved

It's a simple framework — but the insight behind it changes everything. Low closings? That's not the problem. It's a symptom. Not enough money? Also a symptom. The real issue always traces back to marketing effectiveness, conversion, efficiency, or discipline.

The conversation also dives into a powerful reminder that refinances are happening right now — especially cash-out refis. Several LOs shared that the majority of their current business is coming from calling their past database, consolidating debt, and helping clients lower payments — even when rates are higher than their original loan.

If you've been waiting on the market to shift before taking action, this episode is your wake-up call. The opportunity is there. The question is whether you're tracking what actually moves the needle.