Ep #70: How a Busy Mom of Four Funds 299 Loans

Heather Bomar breaks down how she closed 299 loans in a single year while rebuilding her team from scratch and raising four kids under age 8. The episode covers her team structure, client experience playbook, soft-skills scripting practice, video strategy, and daily time-blocking system. High-volume LOs building or rebuilding a team will get the most from this.

Takeaways you can run this week

• Document your client experience as a written, step-by-step checklist and load it into your CRM as a playbook (Heather uses Whiteboard CRM). Every milestone — first call, pre-qual, contract, closing — must have a defined action so the process is repeatable without you.
• Run soft-skills scripting sessions with your team every other week. Pull the 10 most common client questions (e.g., 'What's your rate?'), write ideal responses, and role-play them. Heather's rate deflection: briefly acknowledge rates ('low-to-mid fours right now'), then pivot — 'Are you working with [agent name]? How did you meet her?' — then transition to the loan app.
• Start your client calls by having team members open with 'Congratulations on working with [agent name] — they're a fantastic resource for you.' This cross-sells the agent, reinforces the referral relationship, and sets a high-trust tone before a single rate question is asked.
• Keep your cell number off all client-facing materials. Give it only to referral partners with this script: 'Think of this as the bat phone — call me anytime. For your clients, please use the office number so my team can serve them immediately.' This protects personal time without alienating partners.
• Create video content aimed at giving referral partners 'ammo' — shareable, topical videos (e.g., 'Two Things to Consider With Rising Rates,' 'Four Ways the New Tax Law Affects Home Buyers') that agents can forward to leads and fence-sitters. Heather's 'rising rates' video hit nearly 4,000 views in two weeks and re-engaged a client who had planned to wait a year.
• Time-block your week with this structure: 4–4:30 AM morning routine; 8 AM buffer/inbox clear; 9–11 AM outbound referral partner calls only; Tuesdays and Thursdays reserved for partner lunches; afternoons for reactive work and database calls. End each day with 30 minutes to clean up tasks so you start the next morning ready to execute your 'success list' first.

The playbook

1. 1. Client calls in — team client specialist answers, congratulates them, and cross-sells the referring agent by name.
2. 2. Team completes same-day pre-qual and walks client through 'big picture information' (loan app) during the first call.
3. 3. Team addresses client by Mr./Mrs. throughout; Heather uses first names when she engages to blend respect with warmth.
4. 4. Loan analyst reviews tax returns, income docs, and issues pre-qualification.
5. 5. Two closing coordinators manage contract-to-close; all tasks and milestones are tracked in Whiteboard CRM playbook.
6. 6. Heather pops in briefly to meet each family during the process, then re-engages at funding.
7. 7. Post-close: Heather personally reaches out to funded families to maintain relationship and generate referrals.
8. 8. Team holds one-on-one check-ins with Heather every other week, alternating with full team meetings; soft-skills scripting practiced every other week.

Worth quoting

“No one wants to show up and see a tired ballerina. This is our night — we're excited.”

“When I'm at work I'm at work. When I'm at home I want to be at home.”

Best for

LOs doing solid volume who want to scale by moving into an 'ambassador' role — delegating the client process to a documented team while refocusing personal time on referral partner relationships.