$4 BILLION in Mortgages (Before Age 40) Here's EXACTLY How He Did It

Greg Sher interviews Oleg Tkach, one of the most prolific and least-known top originators in the country. Oleg breaks down his entire agent relationship system: how to get in front of agents without cold calling, how to run an effective Zoom meeting with a PowerPoint, and how to 'program' agents on every product you offer so they call you in every scenario. LOs who rely on agent referrals and want a concrete, repeatable system should stop and listen to this one.

Takeaways you can run this week

• Run your initial agent meetings on Zoom with a PowerPoint deck — not in person. Cover: why you have a team, your pre-approval fallout rate vs. the 22% industry average, Tuesday update cadence, products you offer, and at least one story per product (e.g., 'we closed a $1.85M bank-statement loan that three lenders denied in 30 days, and the agent made $52K').
• Stop pitching 'primary lender' status. Instead, offer to be their backup, business, or program lender first. Say: 'I'm not trying to replace your primary — here's the specific scenario where we help you win deals your current lender can't close.' Earn primary over time.
• End every agent call with a 20-second 'programming' script tied to a future scenario. Three templates from this episode: (1) 'Next time a buyer is pre-approved for $700K but needs $750K, call us — we average $50–60K more in buying power than local banks.' (2) 'We have a pre-approval manager on weekends — next time you're writing offers Saturday and your lender is dark, call us.' (3) 'Next time a self-employed client gets denied, bring them to us — bank statement, 1099, no-ratio, DSCR — we find solutions if they have 20% down.'
• Re-present your full product menu to every current agent partner. Schedule a Zoom with your top 10 agents this week and walk them through your capabilities as if it's the first meeting. Oleg's students consistently report: 'I can't believe how many didn't know I did this.' One LO Oleg coached went from doing nothing to having $40M set for each of the next two months from this single exercise.
• Install a speed-to-lead rule: no lead waits more than 15 minutes for a response, period. If you are in a client meeting, underwriting call, or agent appointment, someone on your team must respond. If you have no team yet, this is your first hire justification — every lead that waits goes to a competitor.
• Meet one new agent per day on Zoom using one of Oleg's 18 non-cold-call methods (referenced but not all listed — get the Sales Academy course for the full list). At that rate you add 300+ agents to your sphere in a year, which Oleg credits for doubling and tripling student volume.

The playbook

1. Step 1 — Build a leverage team that handles lead intake, pre-approvals, contract-to-close, so you are free to originate.
2. Step 2 — Tell one new agent about what you do every single day using the Zoom + PowerPoint meeting format.
3. Step 3 — Never let current agents forget you: run agent programming calls after every transaction and after every pre-approval, ending each call with a 20-second script tied to a specific future scenario (higher purchase price, weekend offer, self-employed denial, bridge loan, etc.).
4. Step 4 — Enter every new agent relationship targeting backup, business, or program lender status — not primary. Remove the competitive threat so their guard comes down.
5. Step 5 — Resell all existing agent partners on your full product suite via a fresh Zoom presentation. Treat it like a first meeting.

Worth quoting

“The worst zone you want to be in with real estate agents is the friend zone.”

“If you want them to think of me more often than not when they need a lender, I win.”

Best for

LOs who have agent relationships that have gone quiet or plateaued and want a word-for-word system to reactivate them and convert meetings into consistent referrals.

Links from the show notes

• https://www.impactelitecoaching.com/the-lab
• https://www.linkedin.com/in/greg-sher/
• https://go.myagentclasses.com/home