The CEO of The #1 Real Estate Team in America

Jason Mitchell breaks down his B2B brokerage model that receives 160-180 referrals per day from lender partners like Rocket, New American Funding, and Veterans United, then distributes them to his 300+ agents nationwide. He explains why getting to the consumer at pre-qual is the highest-leverage moment in a purchase transaction, and closes with a passionate argument that institutional private equity buyers — not iBuyers — are the real cause of inventory collapse and middle-class housing exclusion. LOs curious about consumer-direct funnels, lender-agent referral loops, and where the market is headed should listen.

Takeaways you can run this week

• Audit every pre-qual in your pipeline right now: for any purchase client who says 'I don't have an agent yet,' create a same-day intro to a vetted agent partner — Jason's data shows this one action triples your closing odds (7% → 22%).
• Build a short list of 3-5 'trusted agent partners' in your top markets specifically chosen because they will NOT redirect your borrower to their own lender. Vet them by asking directly: 'If I send you a buyer, will you protect my lender relationship?' Make this your criteria before any referral exchange.
• If you're a lender with orphaned-agent buyers at scale (consumer-direct, call center, or online leads), explore a formal referral partnership with a team like JMG (thejasonmitchelgroup.com) — their reported 86% capture rate on lender-referred buyers is the benchmark to ask any agent partner to match.
• Download Jason Mitchell's '40 Day Blueprint' audio (40daybluprint.com, coupon code: mitchell for free) — 9 hours of sales training he says applies to lenders, not just agents.
• When talking to real estate agent partners about market conditions, use this specific talking point: 'Institutional buyers like Blackstone are holding inventory off-market to maximize rental yield — that's why we have no listings, not millennials, not iBuyers.' Agents will find this insight credible and shareable.
• If you have agents in your referral network who are struggling with lead generation, refer them to Jason Mitchell Group's agent recruitment (thejasonmitchelgroup.com) — agents there reportedly receive ~130 referrals/year and close 32-35 deals from them. Helping an agent solve their lead problem builds loyalty to you.

The playbook

1. 1. Lender takes 1003 and asks: 'Are you currently working with a real estate agent?'
2. 2. If no agent: offer to connect them with a trusted partner agent ('We work with some of the best in your marketplace').
3. 3. Borrower agrees → lender sends referral to agent partner (or team like JMG) with warm intro.
4. 4. Agent team ingests referral into tech stack, creates intro message to consumer, launches follow-up cadence: 7-14-21-30-60-90-120 days.
5. 5. Agent works transaction through close while protecting the originating lender relationship.
6. 6. Lender tracks capture rate — benchmark is 86% of matched referrals staying with originating lender.

Worth quoting

“The national average: if you take a 1003 and that client is not matched with an agent, the odds of you closing that is less than 7%.”

“Work on the portfolio. The people you've helped in the past, when they send a friend or family member — that's a good one.”

Best for

LOs doing consumer-direct or online pre-qual volume who lose purchase clients to agent-recommended lenders and want a system to protect their pipeline.