If you could build deep client trust in 10 minutes flat, every time, while simultaneously cutting down on endless, inefficient tasks, what would that do for your business?
In an industry constantly chasing rates and volume, the top performers are not just working harder; they are building better systems with AI for mortgage loan officers. This helps LO’s build connections while maximizing loan officer productivity. This is where the power of intention meets the efficiency of technology.
The New Reality: Why AI for Mortgage Loan Officers is Non-Negotiable
The concept of AI for mortgage loan officers is no longer a futuristic idea, it is a competitive necessity. As the industry faces volatility, the margin for error shrinks. Time spent on repetitive administrative tasks, inefficient lead calls, or manual research is time stolen from high-value activities: coaching clients, nurturing Realtors, and planning growth.
My guest this week, Ryan Erekson, understands that to achieve true loan officer productivity, you must leverage tools that streamline work and deepen relationships. For him, systems and AI are not replacements for human touch; they are the strategic foundation that creates the space for authentic connection.
If you are currently wrestling with low conversion rate or feel stuck in the endless hustle, this episode is your playbook for working smarter.
Meet Ryan Erekson, The Architect of Loan Officer Productivity
Ryan Erekson, a top producer and fellow Guild Mortgage coach, is driven by a desire for time freedom and the commitment to help others succeed. Unlike many who are driven by ego, Ryan’s motivation is fundamentally “others-focused.”
Ryan’s perspective on work was forged early in life: he watched his father’s linear, repetitive grind and vowed to “write his own ticket.” After a period of entrepreneurship, he realized that the mortgage industry, unlike other jobs, offered unlimited open-endedness, the freedom to build his business to fit his life, not the other way around.
His greatest fulfillment comes from building things that are useful (systems, frameworks, coaching programs) and sharing them. This commitment to contribution makes him a powerful force in maximizing loan officer productivity across our community.
“Systems don’t replace trust—they build it.” – Ryan Erekson
The Strategic Sequence for Immediate Trust (and Zero Follow-Up Confusion)
This is the flow Ryan uses on every intro call to create instant connection, uncover clarity, and move clients into action without chasing or convincing.
Disarm with the Double-Tap Opener
Start with two simple, similar questions back-to-back. This gentle pattern snap pulls clients out of autopilot and into real conversation. The guard drops. The walls lower. Trust begins.
Establish Shared Ground Through the Referral Source
Asking how long they’ve known the person who referred them positions you as part of the same trusted circle.
They relax, you gain context, and the relationship triangle becomes solid.
Align Yourself With Their Current State
Before giving advice, ask what steps they’ve taken or what their plans are so far. This prevents overwhelm and allows you to meet them exactly where they’re at, emotionally and logistically.
Reveal the Real Timeline With a Hope-Based Question
Clients often protect their “plan.” But they’ll tell you the truth about their “hope.” This unlocks the timeline you should actually be pacing against.
Center the Conversation on Lifestyle Instead of Rates
Asking about both their ideal payment and their comfort-cap reorients the discussion around affordability, fit, and their long-term financial wellbeing, not rate shopping.
Address the Fear Before It Becomes an Objection
Every client carries an unspoken concern about qualifying. Naming it early allows you to remove it quickly, establishing confidence and expertise.
Let the Client Set Their Own Application Deadline
Instead of dictating a due date, let them choose it. Clients follow through on what they commit to, meaning less chasing for you and more action from them.
Close by Anchoring to Their Emotional Why
End the call by asking why now is the right time to buy. Their answer becomes the emotional driver that moves them to complete the next step immediately.
AI for Mortgage Loan Officers in Action: Ryan’s Weekly Routine
Ryan uses AI for mortgage loan officers as a partner, not just a tool. His entire strategy is built on curiosity and intention.
When his first attempt to create an AI-based mortgage calculator failed, he didn’t quit. He asked the AI, “How do I teach you to do this?” The AI then provided the coaching he needed to build a working, complex system.
Ryan’s Systematized AI Routine
- Saturdays: The AI provides him with unprompted, fresh ideas for his mortgage business and gives him feedback on its own interactions with him.
- Sundays: He asks the AI, “What’s one more thing you think you can do for me?” and lets it generate new ideas and strategies for the week ahead.
- Mondays (Prep Meeting): The AI has learned his business and provides immediate, context-specific suggestions, including generating scripts and even automatically drafting his weekly Rate Watch Updates without being asked.
This systematic approach to integrating AI for mortgage loan officers has helped him save hours, transforming his time from maintenance to high-level strategy, a true example of Loan officer work-life integration.
5 Other Ways You Can Use AI to Boost Your Loan Officer Productivity
To start leveraging AI for mortgage loan officers today, try using it for these high-impact activities:
- Drafting Initial Emails to Realtors: Input a few bullet points about a new product or a recent closing, and have the AI generate a professional, polished email in seconds.
- Analyzing CRM Data: Upload anonymized client survey feedback and ask the AI to identify the top three pain points in your process.
- Brainstorming Content: Ask the AI to generate a year’s worth of local market blog post titles focused on first-time buyers or rental property investors.
- Creating Scripts: Input your core value proposition and ask the AI to generate three different ways to say it (e.g., one for a client, one for a new Realtor, one for a social post).
- Summarizing Long Documents: Feed it a new 50-page company policy or a new government regulation and ask it to provide a 10-point summary with action items.
The key to unlocking this value is simple: Be curious. If you want something, figure out how to go get it. Ask the AI how it can help you, and it will tell you.
Focus on Less, Move Faster: The 3×3 Momentum Plan for Loan Officer Productivity
Ryan believes that to achieve big goals, you must shrink and narrow your focus. He implements the 3×3 Momentum Plan (developed with his AI partner) for focused, 90-day goal setting. This plan helps Rainmakers avoid the “sales ego vs service” trap by prioritizing the most impactful tasks.
- 3 Big Plays (90-Day Goals): Lofty, exciting goals that keep you energized.
- 3 Weekly Goals: Focused, measurable steps that ensure forward movement.
- 3 Daily Non-Negotiables: The critical tasks that must get done every day.
The power of the 3×3 plan is that it forces you to focus on less and move faster at those few, high-leverage activities, creating unstoppable momentum. If you’re looking for more guidance on this, consider exploring a robust loan officer training program like Catalyst.
Loan Officer Productivity is Everything to Us Rainmakers
Ryan Erekson’s success is a powerful reminder that loan officer productivity is not about relentless hustling; it’s about consistency, courage, and systems that enhance, not replace, human connection.
You have the power to create a business that serves your life, not the other way around. By implementing the 10-Question Framework, committing to being curious about AI for mortgage loan officers, and prioritizing your focus with the 3×3 plan, you can elevate your capacity and live with purpose.
Are you ready to stop being a commodity and start being an advisor? Contact us today.
Listen to the full episode on The Rainmaker mortgage podcast for Ryan’s masterclass on systems and connection, or check out my mortgage coaching page to learn more about my methods.
