How this Loan Officer Went from $0 to $75 Million in Just Three Years with Shaun Herrero

Shaun Herrero breaks down exactly how he built a purchase-heavy mortgage business from scratch using agent office presentations, video, YouTube, BombBomb milestone videos, Mortgage Coach, and online reviews. This episode is heavy on tactics across the full client and agent experience funnel. Best for LOs who want a replicable model for going from zero to high volume using education and video.

Takeaways you can run this week

• Launch a monthly Zoom class for Realtors branded around education (Shaun called his 'Relatable Realtor'): recruit attendees via Eventbrite, run Facebook ads to the registration page targeting your county with life-event filters (just married, new baby), and aim for 15–20 attendees per session.
• After every class, send a personal BombBomb video to each attendee within 48 hours: 'Hey [name], thanks for joining — what are you struggling with right now and how can I help?' Add all attendees to a biweekly BombBomb video drip list.
• Record a 30-second BombBomb video at every major loan milestone — application, approval, clear to close, funding — addressed to the buyer, buyer's agent, listing agent, and escrow officer simultaneously so no one has to ask for a status update.
• Build a YouTube library by answering the questions you hear repeatedly from clients and agents. Title videos after the exact search phrase (e.g., 'Is this 2008 all over again?' or 'What is a no-cost refinance?') to capture organic Google/YouTube traffic from people in your state and beyond.
• At loan closing, send an email with direct hyperlinks to your Google, Zillow, and Yelp review pages. Tell clients upfront at the start of the process: 'The internet is my resume — I will ask you for a review at the end.' Follow up twice if needed; never ask for a specific star rating.
• Run mortgage review calls with your existing database using Mortgage Coach: send the client their current mortgage statement, build a side-by-side TCA, and either confirm they have the best loan or show them a better option — turns past clients into refinance or referral business.

The playbook

1. 1. Run Facebook ad to county-targeted audience using life-event filters (just married, new child) linking to an Eventbrite registration page for a Zoom agent or home buyer workshop.
2. 2. Host the Zoom session (15–20 agents or buyers); feature a guest agent or answer market questions — do not make it a sales pitch.
3. 3. After the session, send a personal BombBomb video to every attendee asking what they're struggling with.
4. 4. Add all attendees to a biweekly BombBomb video update list for ongoing nurture.
5. 5. When a referral turns into a transaction, send BombBomb milestone videos to all parties at each major loan stage.
6. 6. At closing, email direct links to Google, Zillow, and Yelp review pages and follow up twice to collect reviews.
7. 7. Post-close, add client to Mortgage Coach database for annual mortgage reviews to generate refinance and referral opportunities.

Worth quoting

“All we are is our client experience.”

“The internet is my resume now.”

Best for

LOs starting from scratch or restarting their purchase pipeline who are willing to lead with education and get comfortable on video.