How to Build Unstoppable Momentum and Close Over 150 Loans

Melissa Monjaraz breaks down exactly how she scaled from 65 units her first year to 162+ units annually over six years, with a 60/40 purchase-to-refi split. She covers her team structure, listing-agent outreach script, batch video production system, Instagram-to-coffee pipeline, calendar/theme-day blocking, and CRM campaign automation. LOs who want a concrete operational blueprint from a high-producing originator should listen.

Takeaways you can run this week

• Run a 100-call blitz in one day: split the list ~60 listing agents from closed transactions in the last 12 months and ~40 past clients. Use this exact script for listing agents: 'Hi [Name], it's [Your Name] with [Company]. I was the lender on [address] — you were the listing agent. We had a great transaction. I'm calling because we're doing things differently on our team. We have an internal bridge loan program where your clients can buy first, sell after. We also educate clients on appraisal gap strategies. And we have a cash buyer program launching in the next 30 days. I'd love to meet for coffee or a Zoom call — would that work?' Melissa booked 7 appointments from ~24 live conversations (40% answer rate).
• Book 4-5 face-to-face agent meetings per week using Instagram DMs, not cold calls: every Friday, review agents who follow you, identify ones whose content resonates, and send a direct message saying you'd love to connect over coffee. Melissa reports ~60% say yes.
• Batch-film 7 videos every Tuesday with a hired videographer and teleprompter — distribute across Instagram, YouTube, and Homebot. Prioritize 'What's my payment on a $400K home?' style payment-scenario videos; those are Melissa's highest-view TikToks and produced a closed loan from a viewer in another state.
• Build automated CRM drip campaigns (Melissa uses Outreach integrated with Salesforce) for every contact type: new realtor met, credit-repair prospect, post-close first-payment reminder, loan anniversary, and past-client nurture. Once built, campaigns run without daily input.
• Block your calendar by color-coded theme days (green = money-making activities like agent meetings and calls; separate colors for classes, admin, etc.). Print it and put it on your desk each morning. Review and build the following week every Friday — check that 4-5 agent face-to-face meetings are already on the calendar.
• Host a hybrid agent class (in-office + Zoom) at minimum once a month, targeting topics agents need right now (e.g., Google Business Profile, appraisal gap strategies, bridge loan programs). Partner with a title rep to handle marketing and flyers to reduce your prep burden.

The playbook

1. 1. Every Friday: review Instagram followers, identify agents worth meeting, send DM inviting them to coffee.
2. 2. Every Friday: build out next week's calendar with theme days color-coded; confirm 4-5 agent face-to-face meetings are scheduled.
3. 3. Every Tuesday: meet videographer for 1 hour, batch-record 7 videos (payment scenarios, educational topics); distribute to Instagram, TikTok, YouTube, Homebot.
4. 4. Monthly: host one hybrid agent class (in-office + Zoom) on a topic agents need; co-market with title partner.
5. 5. Quarterly or as needed: run a 100-call blitz day — ~60 listing agents from past 12 months of closed transactions, ~40 past clients — using the bridge loan / appraisal gap script above.
6. 6. Ongoing: when a new contact enters your database, assign them to the appropriate Outreach campaign (new realtor, credit plan, post-close, past client) so follow-up runs automatically.

Worth quoting

“I have my calendar printed right here in front of me and I just do what my calendar tells me to do. That's it.”

“They follow me, they see my videos, I'm in front of them — so 60% say yes to having a meeting with me.”

Best for

LOs doing 50-100 units who want a repeatable, system-driven blueprint to break into the 150+ unit range without adding a large team.

Links from the show notes

• Tap Here
• Mortgage Marketing PRO
• Instagram