How does a dad of five rebuild his mortgage business in a brand-new market—while the industry’s shrinking—and still close $66M in loans? If you’re looking for real strategies (not fluff), Ed Stratton’s journey will shift your perspective on what’s possible with loan officer referrals, systems, and sincerity.
In this episode of The Mortgage Rainmaker Podcast, we sit down with Ed to unpack the simple but powerful strategies that helped him dominate two markets at once—Delaware and Florida—and become the go-to guy agents refer again and again.
Were Referrals the Key to Ed Stratton’s Success?
Short answer? Yes—and not just by accident. Ed didn’t just “get lucky.” He engineered referral success by intentionally building trust, leading with service, and positioning himself as the easiest “yes” for agent intros.
Whether you’re new to a market or trying to scale in your current one, these next-level referral strategies can help you replicate Ed’s results.
Ed’s Secrets to Getting All the Referrals
Secret #1: Embrace the “Newbie Mindset” for Approachability
Even after a decade in the business, Ed shows up with curiosity and humility. When he moved to Florida, he treated it like Day 1—reaching out, learning the market, and being open to new partnerships. That vibe? Magnetic.
Secret #2: Build Genuine Connections Through Humor and Heart
Ed’s infamous prank calls aren’t just hilarious—they’re relationship builders. By staying human and real (especially on social), he cuts through the noise. Agents refer him because they like him—and they trust him to show up with heart.
Secret #3: Strategically Ask for Introductions
This one’s tactical: Ed doesn’t just ask for referrals—he asks for specific introductions. He coaches agents on how to introduce him and makes it easy to say yes. It’s a referral strategy that works because it’s both structured and sincere.
Secret #4: Make Your Referral Partners Feel Truly Special and Valued
Handwritten notes. Thoughtful gifts. Public shout-outs. Ed goes beyond the basics to make his referral partners feel seen. Because when people feel valued, they want to send you business.
Beyond Referrals: Other Pillars of Ed Stratton’s $66M Success
Yes, referrals fueled Ed’s growth—but they weren’t the only engine.
Embracing the “Technician” Role
Ed thrives on systems and details. He’s not just a connector—he’s a closer. By owning the technician side of his work, he builds confidence with agents and clients alike.
The Importance of a Trust-Building Team
His LOA and processor don’t just “do tasks”—they reinforce trust at every stage. A referral experience isn’t just about the LO—it’s about the entire client journey.
Leveraging Social Media Authentically (Not for Vanity)
Ed posted 100 raw videos in 100 days on Facebook. No filters. No fluff. Just value, insights, and vulnerability. The result? Massive visibility and deeper connections.
Maintaining Momentum in a New Market (and Remotely)
Even while expanding in Florida, Ed kept 80% of his Delaware business. How? By nurturing his referral ecosystem with regular follow-ups, support, and next-level service—even from afar.
The Generational Impact: Driving Purpose Beyond the Numbers
One moment with his father changed everything. Today, Ed is building not just a business—but a legacy. His success is rooted in creating generational wealth and modeling possibility for his five children.
Ed Stratton’s Final Advice for Aspiring Loan Officer Referral Masters
- Don’t be afraid to start over—you’ve done hard things before.
- Play the long game: trust > transactions.
- Let people see the real you—online and offline.
- Ask for the introduction. Then own the experience.
- Invest in your team—they’re part of your brand.
- Be visible, be valuable, and above all—be human.
Let’s Go, Rainmakers
Whether you’re new to the industry or ready to double your volume, Ed’s journey proves that trust, strategy, and loan officer referrals can build a business that works—in any market.
🎧 Catch the full episode to hear Ed’s biggest mindset shifts, his 100-video strategy, and even a few prank call stories.
🔗 Connect with Ed Stratton:
👉 Want more insider strategies? Check out these other episodes:
