Imagine trying to maintain $70 million in personal production in one of the most competitive markets in the country (San Diego). Now, imagine trying to do that while recovering from a shattered leg, unable to drive, and stuck on your couch for six months.
That was the reality for James Carmody in 2025.
After a skiing accident left him unable to do the traditional coffee-lunch-happy hour networking circuit, James had a choice: shrink back or get laser-focused. He chose the latter. By stripping away the distractions, he realized that success doesn’t require being everywhere; it requires saying the right things to the right people.
James stopped “winging it” and started treating his phone like his lifeline. The result? He helped over 84 families and closed $70 million in volume, all while undergoing physical therapy.
If you are struggling with call reluctance or agents ghosting you, you don’t need a new personality. You need better loan officer scripts and a stronger mindset. Here is the blueprint James used to win.
What are Loan Officer Scripts and Why Are They So Important?
Many loan officers resist using scripts because they fear sounding robotic or inauthentic. But a script isn’t about reading lines off a page; it is about having a prepared value proposition.
When you don’t know what to say, anxiety creeps in. That anxiety is what causes overcoming call reluctance to feel impossible. You stare at the phone, wondering, “What if they ask about rates?” or “What if they say they already have a lender?”
James Carmody calls himself a “caller,” but he admits he used to be the “King of the Buddy Sale”—relying on just being liked. However, in a shifting market, agents don’t need more friends; they need to feed their families.
Loan officer scripts are important because they shift the conversation from “checking in” (which provides zero value) to “helping you get paid.” When you know exactly how you help an agent make money, you don’t fear the phone…you attack it.
3 Loan Officer Scripts That Actually Get Callbacks
You can have the best products in the world, but if you can’t articulate value, you lose. James shared three specific mortgage loan officer scripts for realtors that helped him convert high-level agents, even when he couldn’t meet them in person.
1. The “Money Making Monday” Script
Stop sending generic market updates that agents delete. James sends a video and email every Monday specifically designed to help agents grow their business. This pairs perfectly with other value-add strategies, like hosting realtor lunch and learn ideas.
The Script:
“Hey [Agent Name], I know you are slammed, but I need you to check my email this week. I broke down a specific strategy on [Topic] that is going to help you put an extra deal in escrow this month. Let me know what you think.”
Why it works: It’s not about you asking for a loan. It’s about you adding value to their bottom line.
2. The “Sabotage” Script (Overcoming the “3 Names” Objection)
We have all heard it: “I’d love to work with you, but my broker says I have to give three names.” Most LOs accept this defeat. James challenges it directly.
The Script:
“I get that, and I respect your process. But let me tell you what actually happens when you give a client three names. The client gets confused, they get overwhelmed, and they stall. They lack clarity, so they don’t act.
By giving three names, you are essentially sabotaging your own paycheck. My goal is to be your number one partner so we can get your client to the finish line faster. You don’t want to sabotage your own deal, do you?”
The Pro Tactic: This requires conviction. You have to believe that you are the best option. As I noted in the episode, if you asked a friend for a restaurant recommendation, you wouldn’t want three options; you’d want them to call the maître d’ and get you the best table. Be the best table.
3. The “Non-Contingent” Product Pitch
In a market where inventory is tight, agents are desperate for ways to get offers accepted. James doesn’t just talk about rates; he talks about solving the “contingency” problem.
The Script:
“I know you have buyers sitting on the fence because they are terrified of selling their home before they buy. I have a solution where if we get a letter of explanation stating they will list within 90 days, we can exclude that payment. We can make your buyer non-contingent. You have a paycheck sitting in your database right now with this product—let’s go get it.”
Using Loan Officer Scripts to Master the “Two-Step” Close
One of the biggest mistakes loan officers make is trying to “close” a top-producing agent at a coffee shop. It often feels pushy and desperate. James has solved this by using a strategy he calls the Two-Step Close.
He treats the first meeting (coffee or lunch) purely as a chemistry check to build a strong realtor partnership. If the vibe is right, he doesn’t ask for a referral right then and there. Instead, he uses a specific script to pivot to a second, more formal meeting on Zoom.
The Pivot Script:
“I don’t want to assume you know everything my team can do, and I don’t want to assume you know all the resources I have to help you grow. I’d love to schedule a 30-minute Zoom to formally walk you through our process and products. That way, you know exactly how we will take care of your clients.”
Why this works:
- It establishes authority: You are signaling that you have a professional process worth presenting.
- It escapes the “Friend Zone”: It moves the relationship from casual chatter to serious business strategy.
- It respects their time: By moving the pitch to a scheduled Zoom, you aren’t ambushing them over a latte.
By having loan officer scripts ready for this specific transition, you ensure that you never leave a coffee meeting wondering, “Did I actually ask for the business?”
The “Whale Hunting” Strategy for Mortgage Loan Officers
James doesn’t just call random agents. He has a very specific system for targeting top producers, or what he calls “Whales” (agents doing $20M+ volume). This level of discipline is exactly what we teach in sales mastery.
He organizes his prospecting into two lists:
- The A-List: 42 Agents (Key referral partners).
- The B-List: 60 Agents (Prospective or occasional partners).
When he sits down for his Monday call block, he doesn’t waste willpower deciding who to call. He simply works the list.
Stop Winging It and Pick Up the Phone
James Carmody’s success in 2025 wasn’t a stroke of luck; it was a result of focus.
He blocked out the noise, he blocked out the distractions (literally—he couldn’t drive!), and he focused entirely on having high-value conversations using the right loan officer scripts.
Here is your next step: Look at your call list for next Monday. Are you calling to “check in,” or do you have a specific “Money Making” script ready to go? Pick one product or strategy that will help your agents sell a home next week, and build your call block around that.
Are you ready to make it rain? Let’s do this!
