Closing 38 Loans From Posting Videos
Travis (23 years in the business) and James (2.5 years post-military) share how they went from zero video presence to 38 closed loans and 60% new agent relationships in 11 months using Instagram video. They unpack their exact content mix, their Friday video text system to 140 agents, and how video-led value delivery replaced cold-calling agents entirely. LOs who are skeptical about video ROI or stuck in agent-chasing mode should listen.
Start video with zero followers and no call-to-action — just relentless value — and agents will invite YOU to teach their offices within months.
Takeaways you can run this week
- Launch your video page today with zero followers. Travis and James posted a single selfie photo on Day 1 and went all-in on video immediately — no waiting for perfect lighting, weight loss, or a large following. Order your ring light and mic before you finish this episode.
- Build a Friday video text list using the Reach app ($8/month). Every Friday before noon, send a funny or motivating mortgage-related video to every agent in your database with a message that says you're available all weekend. Travis and James get 30–60% reply/reaction rates from 140 agents every week using this method.
- Add every agent who attends one of your classes to your Friday text list immediately after the event. Travis and James grew from 60 to 140 agents this way — start with whoever attended your last class or closing.
- When teaching agents video or social media skills, show them CapCut basics so they become self-sufficient, then point them to editing services (Fiverr, Upwork) to scale. Spend the session teaching, not pitching — Travis spent 1 hour 45 minutes helping one agent edit a video and never mentioned loans once.
- Send a personal video via text every time a client submits an application, when they go under contract, and when a deal funds. Travis sent a video thank-you to a $100M producer the same day her deal closed. This costs nothing and no other LO is doing it.
- Engage outward on agents' Instagram content for 8 months before expecting a referral. Travis commented consistently on a $100M producer's posts for 8 months — she then invited him to teach a Zoom class to her team and sent a referral before the class even happened.
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GET FREE ACCESSThe playbook
- 1. Pick ONE social platform and commit fully — Travis and James chose Instagram.
- 2. Post a simple photo or selfie on Day 1 to plant the flag and create accountability.
- 3. Start with educational 'talking head' videos using scripts from ChatGPT or industry peers (with permission).
- 4. After 60–90 days, add personality/humor content to create variety and brand identity.
- 5. Include NO call-to-action in any video — provide value only and let inbound follow naturally.
- 6. Simultaneously run a Friday video text campaign via Reach app to all agents in your database.
- 7. When agents engage with your content or DM you, offer to teach a class at their office on video/reels or social media — no lending pitch.
- 8. Add every class attendee to your Friday text list and weekly motivational text cadence.
- 9. Hire a video editor once volume justifies it so you can scale content without stopping production.
Worth quoting
“Agents don't want us to call on them 25 times a year and ask them to go to coffee. They want us to help put food on their table, not ours.”
“Your visibility is more important than your ability. If you can't get in front of people, your ability doesn't mean anything.”
Best for
LOs who know they should be doing video but haven't started — and anyone who wants a concrete system to replace cold-calling agents with inbound attraction.