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Today we are joined by Dustin Carlson, mortgage broker and loan officer based in Houston, Texas. Dustin makes between 1,200 and 1,500 calls a week and he’s here to tell us more about his business and process.

This episode is sponsored by Finmo. Finmo is Canada’s fastest growing mortgage origination platform. To find out if Finmo is right for your business visit

Timestamped Show Notes

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[2.40] How did you get into the mortgage business?

  • Junior year, as an undergrad, I worked at Circuit City making 55-70k a year on commission. They abolished commission and put wages to hourly.

[3.35] Why mortgage brokering?

  • I was accustomed to a certain lifestyle.
  • I interviewed at a small family brokerage. They trained me and put me at a desk with a phone book and a phone and got me to start making calls.

[5.28] Were you entirely commission based?

  • The first 90 days were extremely hard to adjust to. I spent my first $800 on direct mailing to rural Wyoming, which saw a great response so I expanded the campaign to other areas.

[8.10] What kind of deals were they?

  • Wyoming was mostly Alt-A.
  • Albuquerque was mostly FHA streamlined deals.

[8.59] What degrees did you obtain?

  • Business with minors in Chemistry and Biology, and a Masters in Entrepreneurship and Finance.

[10.20] What strategies currently work for you?

  • A combination of calls and direct mailing.

[15.16] What percentage of deals do you get from leads vs. realtors vs. past clients?

  • Normally it is a pretty even split between the 3. Currently online conversion is double usual.

[17.48] What is the most calls you’ve made without getting a deal?

  • Around 500.

[19.30] How do you psychologically handle that volume of ‘no’ answers when it happens?

  • Knowing it is a law of averages and that, statistically, it evens out.

[20.07] What do you make per dial previously vs. currently?

  • Usually it was around $5 per call.
  • Now it’s closer to $20 – $30.

[22.01] What is your process for making calls?

  • I use a CRM and dialer in one.
  • I use a 6-month sequence of calling leads.
  • Engagement then changes that client to a different sequence.

[24.37] What is your process for agent calls?

  • Weekly calls every Friday and emails on Wednesday.

[26.34] What about for realtors you’ve worked with in the past?

  • Monthly calls and an email every fortnight.

[28.57] What is your sequence for calling past clients?

  • 1 day, 3 days, 7 days, 37 days, 67 days and 110 days.

[32.10] How often do those calls lead to referrals?

  • Fairly often, the best return is on the 1st and 3rd day calls.

[34.21] Do you get deals from previous clients that are moving or selling?

  • Yes, staying in contact helps to plant the seed by letting them know I also deal with purchases.

[35.35] What led to the sequence of calling every 110 days?

  • I initially called every 90 days but clients found it too frequent.

[37.10] Can you tell us about your experience interacting with clients at our Game of Phones sessions?

  • I’m very competition oriented, so I enjoy the focus and having results tracked.
  • I love helping people, including seeing others get leads.

[39.19] How did you develop your strategy for multi-tasking while making calls?

  • It was necessity. My workload is usually 50 cases at once that I follow start to finish and there weren’t enough hours in the day.

[41.39] What is your advice for anyone struggling with making calls?

  • Call through people you have an existing relationship with. You will have the highest success rate but the most emotionally painful denials.
  • Just doing it facilitates conversion.

If you’re interested in becoming a deal creator, visit to find out more.