How to Turn One Loan Into Three Commissions

What this session covers

Wally Elibiary: Take a pen and paper and write this down. The most important thing I want you to walk away with today is the framework for how to turn one loan, one borrower, one commission into three commissions. The whole mindset of that is how do you become a multiplier loan officer? One loan equals three commissions, not one loan equals one commission. The goal is to teach you a framework that has been allowing me to do a ton of business over the years, but most importantly, that is really easy to duplicate, specifically in this high interest rate market.

Wally Elibiary: Here are the top things you're going to walk away with in the next 90 minutes. First, how to get back every client you've closed since 2017. There are five different data aggregators we work very closely with to help a loan officer rebuild and enrich their past client database. Unfortunately, when you leave one mortgage company and go to work at another, they simply keep your database, tell you those clients are theirs, not yours, and you lose out on all that data. The goal today is to help you get that data back. Second is the framework for how to turn one loan into three commissions.

Wally Elibiary: In the chat, I want to understand what your goal is for 2027. It could be an income goal, it could be a volume goal. Then, one to ten, how confident are you that you can actually hit that number? It could be a two, it could be an eleven, it could be a five. The reason that's really important is this: it's awesome to be ambitious, and it's great to want to build a business. But if you don't have a framework, at the end of the day you'll end up disappointed and you'll miss your goals. My goal today is for you to have a framework that allows you to reach yours. At the end of this mastermind, I'm going to ask you, all right, your goal is A, B, and C for 2027. Has this increased your likelihood of reaching it?

Who this is not for, and working smarter

Wally Elibiary: Before I walk you through who I am, I want to walk you through who I am not, so I do not waste your time. If you love cold calling realtors, I will waste your time today, so feel free to drop off. If you love doing open houses on the weekends, feel free to drop off. If you love paying for Zillow leads or calling your realtor's Zillow leads, I know nothing about cold calling agents, I know nothing about open houses, and I know nothing about cold calling Zillow leads. If that's your focus, I will waste your time today. I really want to speak to the people who actually want to focus on their database.

Wally Elibiary: I failed and failed and failed at how to work smart, and I always worked hard. I had the pride of wanting to be the hardest working person in the room. Unfortunately, I learned over time that was simply ego. I had a coach once, and I've apologized for this numerous times. His name is Pat Mancuso, out of Minnesota. He was coaching me one day and I was having a really bad day. He asked how it was going, and his response was, oh, you just gotta work smarter, not harder. I spouted back something along the lines of, dude, if I knew how to work smarter, I would.

Wally Elibiary: And he said, you've got to stop doing the best you can do and start doing it the best way it can be done. So if you're wanting to work hard, again, I'm not your guy. If you're wanting to work smart, I'll walk you through how to build a business that is the best way it can be built, instead of you just being the hardest working person in the room.

Addition loan officers and multiplier loan officers

Wally Elibiary: You do not need more loans. You do not need more realtors. You do not need more evenings and weekends that you sacrifice. You need to get one loan that pays you three times, and that's what a multiplier loan officer is. 99% of loan officers, unfortunately the majority of the industry, are what I call addition loan officers. An addition loan officer goes and gets a realtor, goes and gets a loan, goes and gets a commission, and goes groveling back to that same realtor: can I have another deal? Can I have another deal? That is a ridiculously difficult way to run a business.

Wally Elibiary: What we teach is becoming a multiplier loan officer. A multiplier loan officer goes to the same realtor, gets the same loan, gets the same commission, but takes that same loan and refers it out four different ways: to a financial advisor, a CPA, a family will attorney, and an insurance agent. Through the tax returns, through the investment accounts, through the loan application process, you're referring that client out four different ways. If you follow our scripts and models, what we see from our coaching clients is you're going to get at least one referral back, if not two, from those four partners. What just happened? You just turned one commission into three commissions.

Wally Elibiary: Here's what's super cool, and I just lucked into this. Those one or two referrals you get back from your wealth partners are not connected to a realtor. So you're completing a pre-approval, and you go find the biggest whale realtor in your town and say, hey, I just got a $500,000 pre-approval referred to me by my financial advisor. Can I refer you this client? Let's grab a coffee. Do you think that relationship is going to be any different? Do you think they're going to see you as a partner, not a vendor?

Wally Elibiary: What's more beautiful is repaying your loyalty to your current realtors. You can take that same referral and send it back: hey, realtor I've worked with for the last ten years, I want to refer you this client that came back from a financial advisor or a CPA you referred me to originally. You're able to reward your current realtors because you're getting referrals back from your wealth partners, and on top of that, you're able to use those referrals to go market and get more business in the door. The goal of this is to help you go from an addition loan officer to a multiplier.

Six lanes feeding one Homebot

Wally Elibiary: This webinar is built around Homebot and what I do with Homebot post-close. Tell me in the chat if you have Homebot today. And a follow-up question: one to ten, how well do you feel like you're using the features of Homebot to actually grow and scale your business? Homebot does not pay me anything, and I do not accept payment from Homebot.

Wally Elibiary: So how in the heck do I use Homebot? There are six different referral streams, six different lanes to my $200,000,000 a year mortgage business. There's my past client database, which is obviously a no-brainer. But then I've learned to adopt my CPAs' databases into Homebot, financial advisors' databases, family will attorneys' databases, insurance agents' databases, and my realtors' databases.

Wally Elibiary: What's beautiful about that is now I have 28,000 households in Homebot, 28,000 homeowners, while I've only closed 4,000 mortgages. The other 24,000 households are my CPAs' past clients, financial advisors' past clients, family will attorneys' past clients, insurance agents' past clients, and realtors' past clients. That produces over 300 triggers month after month after month. A trigger, which we'll go through in a minute, is a borrower asking for a CMA on the house. A borrower asking, is my market hot? Should I sell? I want to do a home equity line of credit. I want to do a cash out loan. Should I make my property an investment property or a rental property?

Wally Elibiary: The Homebot onboarding call allows me to share the features with each one of my borrowers, and it allows me to land whale size realtors. The majority of the real estate agents I work with are top 1% producers. The average realtor I work with does about $40,000,000 in business. Why am I able to go after top realtors? Because I've taught them to mine their database. I've taught them to put their database into Homebot, complete the Homebot onboarding call, and get their borrowers to raise their hands.

Wally Elibiary: That is how I've been able to build a database with over 28,000 households in Homebot, and that produces about $80,000,000 a year of my $200,000,000 a year in production.

One year sixteen times

Wally Elibiary: With that said, I need to walk you through why my life flipping sucked. In 2016, I broke $100,000,000 in production. The challenge with breaking $100,000,000 was that 97% of my business was coming from realtors. Before you feel sorry for me, making a million bucks a year is all great, but if you've got to sacrifice every evening and every weekend to do it, something is wrong. A mentor of mine asked me once, while you're doing $100,000,000 a year, you've been in the business sixteen years. But have you been in the business sixteen years, or one year sixteen times?

Wally Elibiary: Ask yourself that question. If you've been in the business fifteen years, are you in the business one year fifteen times, or have you been in the business fifteen years? What he was trying to express to me is that all my income from mortgage was earned income. I had no residual income in my business because I was not focusing on my database. The majority of us are in the business one year fifteen times, because every year doesn't build on the last. Every year you start off from zero.

Wally Elibiary: Consistently over the last five years, 40% of my business comes from my past clients, my data bank, not my database. That puts you in a position where you stop having only earned income, and now it's residual income in the business.

A phony in private

Wally Elibiary: The problem with doing $100,000,000 in business and making a million bucks a year is this thing called ego, and my ego was absolutely gigantic. What sucked, when I look back, is I wasted so much family time and so much opportunity with my two young children. You probably know Todd Duncan. He used to do Sales Mastery every year. He's like the godfather of mortgage. He was a mentor and a coach to me, and he had me on the Sales Mastery stage when I hit $100,000,000. He called it the lifetime achievement award. So you've got 2,000 loan officers, I'm on center stage, and I got a standing ovation, which was all great, and I was very thankful for the recognition.

Wally Elibiary: The challenge is when I got home. We were taking our kids to Disneyland on a family vacation the day after I got back, and I realized I was a phony in private. What I mean by that is I kept on building this business and working hard in the business instead of working smart in the business. This is Alexander, who was five years old at the time, and this is Brayden. I call them Alexander the Great and Brayden the Brave. Alex sees me walking out through the front foyer with my suitcase. He's got his little Mickey Mouse hat on. We're going to Disneyland as a family. And my five year old says, oh, Dad, you're coming with us?

Wally Elibiary: Pause for a second. How pathetic was that, that a five year old child was surprised his father was going on a family vacation? But I was a $100,000,000 producer. I had a standing ovation from 2,000 loan officers. Why? Because I was sacrificing my family and my time for the sake of what? Trying to get business in the door? Paying bills? You can't blame the kid, because I missed more dinners than I ever made. I missed more sporting activities than I ever made.

Wally Elibiary: On the way to the airport that day I was super quiet, because it really hit me between the eyes. I was losing my children. I was losing my wife. I'm super lucky to be married 22 years now, but I was sacrificing my family for what? The realtor that needed a pre-approval on a Saturday night? The open house I was doing on a Sunday? That whole lifestyle of grinding your way to an income for your family is flipping hard. You're going to get burnt out, and I was losing my family because of it. So I went back and started studying different industries. I studied CPAs, financial advisors, family will attorneys, and insurance agents, and I learned really quickly that I had a goldmine in my database, and that goldmine was called a data bank.

A billion in five years in a 7% market

Wally Elibiary: Now watch this run. In 2013 I was doing $36,000,000 in production. Then it goes to $45,000,000, $81,000,000, then $100,000,000, and that $100,000,000 is what I just referred to, the Alexander story. The challenge is, I slowed the business down and asked, how do I rebuild this so it's focused on database? Then you look at it again: 2017, $78,000,000, then $86,000,000. I hit another $100,000,000, but it was mostly residual income from the business, which is database. Then $153,000,000.

Wally Elibiary: But look at this last five year run. Everybody's mortgage business has decreased production after production after production when interest rates went from 2%, 3% to 5%, 6%, 7%, 8%. Look at my production. I've done over a billion just in the last five years. My team and I closed $194,000,000 last year. But here is the most important thing. It is not the millions in income I make. It is 1000% that I did all this while taking 20 plus weeks of vacation a year.

Wally Elibiary: I wrote the book 24-7 Mindset: how do you build a mortgage business that pays you 24 hours a day, seven days a week, but you only have to work in it 24 hours a week, seven months a year. I take over 20 weeks of vacation, not because I don't like what I do for a living, but because I freaking love my wife, I freaking love my two children, and I want to live life with them. And I'm a golf addict that loves to travel the world and play golf.

Wally Elibiary: As you're going through this, understand I'm still doing loans in the same 7% interest rate market that you're in. Unfortunately, some of these mortgage gurus, mortgage influencers, and mortgage coaches haven't done a loan since rates were in the 2s or 3s or 4s. This model works ridiculously well when rates are 7%, because guess what? Financial advisors are having their best year ever. CPAs are having their best year ever. Family will attorneys are having their best year ever. Insurance agents have been crushing it with increased premiums. All these wealth partners are having their best year ever, while loan officers are laser focused on one lane, realtors, and realtors are having their worst year ever. Tell me one realtor who says they're having their best year ever in 2026 and is excited about 2027. When all these other industries are absolutely crushing it, why are we not going after them?

Wally Elibiary: So my four commitments to you today. What took me years to learn, our coaching clients are now learning in 90 days or less. What I learned the hard way from failing and failing and failing, they're learning the easy way. The mistakes I made, I'm teaching them how to avoid completely. And most importantly, the losses I took, you're now able to turn into wins.

You do not need more loans

Wally Elibiary: Here's the defining domino I want you to drop. You do not need more loans. Write that down or take a picture of this. You do not need more loans. You need each loan to pay you three times. Remember the multiplier loan officer: you get the same loan from a realtor, you refer it out four different ways to a CPA, financial advisor, family will attorney, and insurance agent, and from there you get one or two referrals back. You just turned one commission into three commissions. That is the secret sauce, which hopefully is not a secret anymore.

Wally Elibiary: When you understand that, you become a multiplier loan officer, and that's the name of my book number two. It's going to be Multiplier Mindset. I want you to become a multiplier loan officer because then you're able to not only multiply your database and multiply your commissions, but multiply your time off. I'm able to have a quality of life and a quality of business because my world does not revolve around realtors. 99.9% of loan officers do not have a quality of life because their world revolves around realtors.

Wally Elibiary: I only have an hour, an hour and a half of your time. I want to make sure you have content, scripts, and templates to be able to succeed. So let's get back to the lesson.

A withdrawal problem, not a database problem

Wally Elibiary: The number one biggest myth I hear from loan officers is, my clients are at 2%, or my clients have their house paid off, my database is tapped out. That could not be further from the truth. Here's what we're going to go through in the whole client concierge system. My whole post-closing system is built around four calls, and those four calls set me up so I can take a withdrawal from every single one of my past clients.

Wally Elibiary: Tell me in the chat if you've read the book The One Thing by Gary Keller and Jay Papasan. If you haven't, I'll summarize it in one simple way. What is the one thing, such that by doing it, everything else becomes easy or unnecessary? That is a question Jay Papasan, the author, asked me. What is the one thing, Wally? Once I was honest with myself, I learned to stop neglecting my past client database, because it was a data bank I learned how to cash out from. What I teach loan officers now is how to cash out from their database, calling it a data bank, not a database. That allows you to pull equity out of your data bank and get referrals.

Wally Elibiary: So how the heck do you do that? You do not have a database problem. You have a withdrawal problem. 99% of loan officers say, oh, I've got a database problem. No, you just don't know how to withdraw business from your data bank, because all you have is a database. What we teach our coaching students is how to withdraw from the business, and I use Homebot as a super easy tool to take those withdrawals.

HomebotAI as a daily coach

Wally Elibiary: Step one, get Homebot. Step two, get familiar with HomebotAI. What's beautiful is that HomebotAI is my coach. Every single day I go into HomebotAI and ask, hey, HomebotAI, who are my lowest hanging fruit clients? And it spits out my top three. You've got Corey, you've got Courtney. It gives you the ability to understand who's been the most active in your Homebot and who's low hanging fruit for you to go after. It's right there at your fingertips.

Wally Elibiary: Get familiar with Homebot, get familiar with HomebotAI, and use that prompt. Another prompt is, who should I call in my database ASAP? HomebotAI tracks movement, it tracks the triggers that are clicked, and it tracks how your clients are going in and adjusting things in Homebot. Use HomebotAI to help you become a sniper instead of a shotgun. When you're a sniper, succeeding gets so much easier.

Wally Elibiary: But you've got to create some pain for yourself, and this is going to hurt. HomebotAI will also do the research for you on your loan loss report. What is a loan loss report? It identifies the number of loans you lost. On the screen right here, this loan officer lost 24 loans in the last twelve months from their past client database: clients who refinanced with someone else, did a purchase with someone else, or did a home equity line of credit or home improvement loan with a different loan officer. This loan officer lost over $9,600,000 worth of loans simply because they were not mining their database. Why are we throwing away commissions from past clients we've already earned because we're not staying in relationship with them?

Four calls: three deposits and one withdrawal

Wally Elibiary: That's exactly why I built the client concierge process post-closing. I do a seven day call post-closing, a 30 day call, a six month call, and then an annual mortgage review. Think of the seven day call as a deposit, the 30 day call as a deposit, the six month call as a deposit, and the annual mortgage review as my withdrawal.

Wally Elibiary: I don't know how your bank account works, but the way mine works is I've got to make a deposit before I can take a withdrawal. A relationship with your past client is no different. You make a deposit by closing their loan on time. You make a deposit by giving them an experience. You make a deposit by adding value seven days after closing, and again at 30 days and six months. Then you take a withdrawal at the annual mortgage review.

Wally Elibiary: What's beautiful about the annual mortgage review is you're not trying to refinance them. That's where a lot of loan officers make mistakes. They go for the kill and try to get the refinance or the cash out loan, but that's going to happen automatically. You're automatically going to get more loans if you stay in relationship with your past clients. There are eight different opportunities on every single annual mortgage review. You can get or give a financial advisor referral. You can get or give a CPA referral. You can get or give a family will attorney referral. You can get or give an insurance agent referral. That's eight flipping opportunities to make an extra commission on one annual mortgage review call. But if your clients won't take your calls because you didn't make these deposits, you're just wasting those relationships.

Wally Elibiary: What we do is teach loan officers how to make these deposits, so when they do the annual mortgage review, they can take that withdrawal. With one loan, you're sending a referral out to a CPA, a financial advisor, a family will attorney, or an insurance agent. One loan equals three paydays. What is a payday? If you take one loan and refer it out to four partners, our coaching clients are getting an average of one to two referrals back. You just took that one loan, that one commission, and made three commissions from that same client. The tool and the vehicle I use for that is the Homebot onboarding call. The tool and the vehicle I use for that is Homebot.

Adopting a partner's database

Wally Elibiary: When you understand the ability to adopt databases, look at a gentleman like Ravi Sharma. Ravi is with Movement Mortgage. I taught him how to adopt databases, and the dude adopted a 4,000 person database from an insurance agent. He was so frustrated working with realtors, realtors, realtors, and felt his database was too small. Once he adopted that 4,000 person database from the insurance agent into Homebot, in just the first 30 days he referred out over $13,000 in commissions to his wealth partners, and he got $19,000 in commissions back from his partners. You have access to the same tool Ravi did. What you're going to learn today is simply how to mine your database and pull those referrals out of it.

Wally Elibiary: A question I get asked a lot is, so what happens, an insurance agent just emails you an Excel sheet? Yes and no. There are four partners I focus on: financial advisors, CPAs, family will attorneys, and insurance agents. With financial advisors and family will attorneys, you've got to follow the system we use. It's called opting in. Their clients have to opt in, which is different scripting that you'll get access to. If you have an insurance agent or a CPA, they do not have the biggest compliance challenges, and yes, they simply email you their Excel sheet of their database, or they upload it directly into Homebot with your joint marketing from there.

What one more loan a month is worth

Wally Elibiary: So the question I have for each one of you: if you install the whole post-closing process in your database, do you think you can get one more loan? Step one, tell me in the chat what you think your average commission per loan is. Do you make $5,000 a commission? $20,000? $2,000? Looking at the chat, the ballpark average is about $5,000.

Wally Elibiary: If you install this post-closing process, this whole client concierge process I just broke down for you from A to Z, in your past client database, do you feel confident you can get one more loan a month from your past clients? If you get one more loan a month and you work all twelve months of the year, that's $60,000 in additional commissions. So why not install this with your past clients? I don't know about you, but the next six months in mortgage are probably going to be the hardest six months we've ever had.

Turn one commission into three

Wally Elibiary: Interest rates are super high. There is zero inventory out there, and you've got a bunch of frustrated homeowners that are sitting on a ton of equity. So why not get in a relationship with your past client database over the next six months? Why not take those referrals and refer those out to wealth partners, get referrals back from those wealth partners, and go land whatever top realtor that you want in town, or give back loyalty to your realtors.

Wally Elibiary: So let's take that $60,000 and set that aside for a second. Do you understand now how to close one loan and get paid three times? You get that same realtor referral, you refer it out four different ways, CPA, financial advisor, family will attorney, insurance agent. You get one to two referrals back, and you just turned one commission into three commissions. It's really that simple, but you've got to understand the words and what to learn to say.

Wally Elibiary: So how the heck do you adopt databases? Partner expansion. How do you convert those relationships? How do you get in a relationship with a database where the CPA's past clients actually know who the heck you are and why you're getting in a relationship with them? What are the core monetization widgets? There are nineteen different widgets in Homebot. I want a CMA on my house. I want to do an investment property. I want to do a line of credit. I want to do a purchase. All these milestones in Homebot are widgets or triggers. So step by step, how do I actually program those triggers, and what do I do from there? That's phase six, phase seven, and phase eight. You can take it and do it on your own, and then you'll make all the mistakes that I made. It's really up to you.

The fifth page of the 1003

Wally Elibiary: Now we're going to jump into the 8X multiplier framework. There's this invention called the fifth page of the 1003. It's been around before I was born. The fifth page of the 1003 came from all us old farts that used to actually have to print out the 1003 loan application. When you print out the 1003 loan application, it is only four pages. So the godfathers of mortgage created this fifth page of the 1003 idea, which is CPAs, financial advisors, family will attorneys, and insurance agents. The whole mindset behind it is, how do you get in a relationship with them?

Wally Elibiary: I framed that and I took that as, "Hey, Mr. Borrower, I'm no different than an attorney, but I'm very different than every other lender out there. All the closing costs that we charge are my retainer for me to stay in a relationship with you post-closing. My seven-day call, here's what I do. My 30-day call, here's what I do. My six-month call, here's what I do. And my annual mortgage review, here's what I do." Now, with that being said, who in your financial network do we need to reach out to, to catch them up to speed that you're buying a house? What do you rate your financial advisor one to 10? What do you rate your CPA one to 10? What do you rate your family will attorney one to 10? It's step by step by step.

Wally Elibiary: But the unfortunate thing is I had this great idea that I'm going to call my past clients and get back in a relationship with them. Well, a lot of my past clients were at 2% rates, 3% rates, or had their house paid off. That failed. But what I realized is a lot of my past clients were asking me, "Hey, do you know a good family will attorney? I need to get a will or a trust for my family." "Hey, do you know a good life insurance agent? I need to get life insurance for my family." Or, "Hey, I've got this 401(k) rollover. What the heck should I do with it? Do you know a good financial advisor?" Or, "Hey, I've got my CPA and my taxes are not decreasing. Do you know a good tax strategist?"

Wally Elibiary: What I realized really quickly is that in my database I had all these relationships that a CPA would want, people who simply use H&R Block, and I was able to turn those around and refer them to the tax strategist. Well, guess what? When I refer deals to the CPA, they refer me deals back. And again, over 50% of those deals I got back from the CPA were not connected to a realtor. So what's beautiful about that is, step by step, I was building my network.

Your net worth is your client's network

Wally Elibiary: I met this guy named Robert Kiyosaki. He's the author of Rich Dad Poor Dad. He mentored me for years, and one thing that Robert taught me was my net worth is determined by my client's network. What the heck does that mean? It's simple. Me as a loan officer, my borrowers know other people. My borrowers know other great CPAs. My borrowers know great financial advisors. My borrowers know great family will attorneys. My borrowers know great insurance agents. My borrowers know great realtors. My borrowers know a ton of other people that I can get a relationship with, and I can refer clients to their CPA and get referrals back from their CPA. I can find out from them that they have a great CPA, and my borrowers can refer me to their CPA.

Wally Elibiary: So when you understand this, please take a picture of this or write this down and own these words. Your net worth, your income, your production, your volume is determined by your client's network. If you simply spend the next number of years in mortgage trying to only focus on realtors, it is going to be difficult. The next six months of mortgage will be the hardest six months we've ever seen. I don't want to go focus on an industry called realtors that doesn't have business. I want to go focus on clients that are CPAs, financial advisors, family will attorneys, and insurance agents that are having their best year ever, which allows me to get in a relationship with them.

The fourteen second conversation on every application

Wally Elibiary: The godfathers of mortgage call this thing the fifth page of the 1003. On every single loan application, I'm finding out from a borrower, "Who's your CPA? What do you rate them one to ten? Who's your financial advisor? What do you rate them one to ten? Hey, when we close this mortgage, Mr. Borrower, do you want me to close into your name, or is there a family will or trust you want to close into? Oh, you don't have a will, you don't have a trust? I've got to refer you to my family will attorney, because the equity you're putting down as your down payment is going to go to probate if you don't have some sort of will."

Wally Elibiary: It's a super easy conversation. What did that take? That literally took fourteen seconds. Everybody has fourteen seconds. It's not an additional phone call you've got to do. It's not an additional email that you've got to do. It's literally when you're reviewing your application with your borrowers, you're asking them, "Who's your CPA? What do you rate them one to ten? Who's your financial advisor? What do you rate them one to ten?" So on and so on, and you're using the scripts and the templates to get referrals back from those partners.

Wally Elibiary: A CPA, a financial advisor, a family will attorney are having their best year ever, but us loan officers keep going after realtors, realtors, realtors that are having their worst year ever. I've never met a realtor in 2026 that is having their best year ever, when wealth advisors are. So when you think about it, you take that loan from that realtor, or that loan that you have in your pipeline right now, and you refer that client out to a CPA, a financial advisor, a family will attorney, and an insurance agent. The thought process behind that is that you're going to get referrals back from them. All I want you to do today is learn to expand your mindset. Loan officers have these blinders on. They're focused on realtors, realtors, realtors. There's a whole world out there of wealth partners that are at your fingertips if you understand how to mine your database.

How HomebotAI shows you where your referrals go

Wally Elibiary: As a reminder, HomebotAI helps you do this. It prompts you on which of your partners are sending loans to other people. When you understand that, you're understanding how to use HomebotAI to figure out really quickly which of your realtor partners that you're referring business to you need to refer more business to, and which of your realtor partners you should stop referring business to, because they're referring business to someone else. Homebot can help each one of us loan officers track how many loans our realtors are doing with someone else versus how many referrals our realtors are doing with our own partners. So, where can my partner relationships grow? HomebotAI also helps you figure out which of your realtor relationships you need to double down on.

Wally Elibiary: And when you're getting referrals from your CPAs or getting referrals back from your family will attorneys, what's super cool is now you've got HomebotAI telling you where to send those referrals, so you can get the highest ROI back. And if you struggle with emails, HomebotAI can even put together a script for you and help you write the email. So there should be no excuses for you to work smarter, not just work harder. Make sure that you have Homebot, make sure that you have HomebotAI, and it'll give you a leg up on every other loan officer out there that doesn't.

Wally Elibiary: Matt Ballmeyer was a loan officer in the call center space, and unfortunately, these interest rates went up, and he had no business starting in 2023. He started playing the same framework in his first year, doing Homebot onboarding calls and adopting databases, to get to $14,000,000 in business. Second year, a $28,000,000 business, and third year, now in 2026, he's on track to do $45,000,000 in business. The mindset behind it is that it's at your fingertips by adopting databases.

One more loan a month from the fifth page

Wally Elibiary: So if you implement the fifth page of the 1003, do you now see how you can get one more loan a month? One more loan a month if you refer out to four partners: a CPA, a financial advisor, a family will attorney, and an insurance agent. That's just one more loan a month, and if your average commission is $5,000, that's an additional $60,000. What we calculated a minute ago, remember, the post-closing process, the client concierge, was $60,000 more a year that you're generating. And now the fifth page of the 1003 is an additional $60,000 a year. That's another $10,000 a month that you're able to make, month after month after month, by doing zero more open houses, calling zero Zillow leads, and not begging realtors for business.

Wally Elibiary: But we're not done here. Before I go on, I want to make sure this really hits home. Do you now see how the fifth page of the 1003 looks different to you? The godfathers of mortgage, before I was even born, were really onto something. They did not want to spend the next twenty, thirty, forty years of their career focused only on realtors. Unfortunately, that's what happened. The industry today and loan officers today simply focus all their time and energy on realtors, realtors, realtors. So in the spirit of over-delivering, there is another step-by-step process of how to actually market yourself with realtors to get more business from them, and then also how to actually monetize the triggers in Homebot. Those are the remaining two pieces of the free course.

Wally Elibiary: Look at a guy like Drew. He's out of Arizona, and he was super frustrated about doing open houses and Zillow leads on the weekends, so he started focusing on financial advisors. He funded eleven more loans in the first nine months focusing on financial advisors. Just in his first thirty days, he referred out $19,000 in commissions to his financial advisors, and he never chased another realtor. Why can't that be you? That's what I want you to be asking yourself. Why are other loan officers succeeding when rates are 7% while other loan officers are struggling? It's that they don't have a six lane highway.

The six lane highway

Wally Elibiary: There are six different referral streams that come to me, six different ways that I get business. It's my realtors, it's my CPAs, it's my financial advisors, it's my family will attorneys, it's my insurance agents, and it's also my data bank. What I want you to understand is, once I focused on this and focused on not focusing on realtors, my income just went bananas. In 2019, I made an additional $427,000 of commissions from wealth partners. In 2020, $840,000 of additional commissions from wealth partners. So CPAs, financial advisors, family will attorneys, and insurance agents. And I broke a million in 2021. These are all non-realtor commissions. These are all loans that I got from non-realtors. Last year, when rates were still 7%, over $1,000,000 in commissions from non-realtors, year after year after year.

Wally Elibiary: The high interest rates are not your problem. Your lane count is the problem. If you're getting business from one lane, which is realtors, it's going to be a really difficult six months with interest rates being high, and it's going to be a really difficult six months with very little inventory. I do not want to be doom and gloom, but I want you to understand this is a really serious opportunity for you to actually focus on building other lanes, and there are six different lanes. Lane number one is my data bank, not my database, because I take withdrawals out of my data bank consistently. Then it's my realtors, my financial advisors, CPAs, insurance agents, and family will attorneys. You don't have a high interest rate problem. You're just getting business from one lane when you could be getting business from six different lanes.

Wally Elibiary: When you stop doing the best you can do and start focusing on doing it the best way it can be done, you start giving out referrals. My team and I give out over 120 referrals on a monthly basis to our CPAs, our financial advisors, our family will attorneys, our insurance agents, and our realtors. What's super cool is all these wealth partners refer me back somewhere in the neighborhood of 50 to 65 referrals a month. I get over 60 referrals back on a monthly basis from my CPAs, financial advisors, family will attorneys, and insurance agents that I hand out to my realtors.

Wally Elibiary: How the heck do I do that? The whole mindset behind it is that I've got a six lane highway, six different referral streams that work together, and now you're the one that's giving out referrals to realtors. You're the one that's giving out referrals to realtors from your CPAs. You're the one that's giving out referrals to realtors from your financial advisors. Your realtor partners will start treating you like a partner, not a vendor.

$180,000 in commissions at your fingertips

Wally Elibiary: So we talked about how you can get one more loan a month from your client concierge process, your post-closing process, which is another $60,000 a year in commissions. We also talked about installing the fifth page of the 1003 in every single loan application that you do, and that equals one more loan a month. When you're referring business out to your wealth partners, can we all agree that you can get one more loan a month back? If you give out four referrals, you refer out to a CPA, a financial advisor, a family will attorney, and an insurance agent. Forget that I get two referrals back when I give out those four. Do you feel confident you can get one more loan a month?

Wally Elibiary: There's $180,000 in commissions each one of you has at your fingertips. After this webinar, please do not go back to what you normally would do, which is go back and chase more realtors. Please understand that the loan application you got last night, or that contract you got this morning, or that pre-approval you're going to do this afternoon, each one of those will have tax returns. Are you reaching out to that CPA to get a relationship with them, and then pulling referrals from that CPA? Each one of your loans is going to have financial statements from a financial advisor. Are you getting a relationship with your borrower's financial advisor?

Wally Elibiary: But let's just say we cut that in half. Instead of an extra $180,000 in commissions a year by getting those three loans, let's cut that in half, and you're down to $90,000. The whole point is that I want you to see that you can make an ROI very easily on your investment of time. It takes only fourteen seconds of every loan application that you do to ask your borrower, "What do you rate your financial advisor one to ten?" If they say zero to seven, you need to refer them to your financial advisor. If they say their financial advisor is an eight out of ten, you say, "Holy smokes. Can you please refer me to your financial advisor?"

Wally Elibiary: Now that you see it, if you had six lanes and referral streams, would this market still scare you? This market where rates are seven and a half, does it still scare you if you have six different referral streams? Why the heck would this market scare you when rates are seven and a half or there's no inventory out there, when you're getting referrals from your CPAs, your financial advisors, your family will attorneys, and insurance agents?

Multiplier loan officers and addition loan officers

Wally Elibiary: Here's my favorite success story of all time. Frank Prater was 63 years old when interest rates went up. Now he's 66. At 63 years old, when interest rates went up, he thought his career was over because rates went up. Once he installed the six lane highway in his business, he loved giving out referrals. The dude got seven new fundings in his first 120 days. That's four months. His first four months with us, he got seven new fundings that he closed and funded from his CPAs, financial advisors, family will attorneys, and insurance agents. Your wealth partners are having their best year ever, while the majority of realtors out there are having their worst year ever. So for the love of God, can we please stop focusing on the industry of realtors that are having their worst year ever?

Wally Elibiary: Here's a sixty second review of what we just went over. I go to a realtor, and I'm a multiplier loan officer. 99% of loan officers out there are addition loan officers. An addition loan officer goes to a realtor, gets a loan, gets a commission, and goes groveling back to the realtor. Hopefully I've been able to open your eyes. There's a whole new world out there to become a multiplier loan officer. I want you to still go to that same realtor, I want you to get that same referral, I want you to get that same commission, but during the loan application with that same borrower, refer that client out four different ways. You refer that client out to a CPA, a financial advisor, a family will attorney, and an insurance agent. At minimum, you'll get one to two referrals back. Dude, you just got three commissions versus one commission. While every other loan officer is only getting one commission, you're getting three.

Wally Elibiary: It makes it so much easier to do a billion dollars in loans in the last five years, simply because of becoming a multiplier loan officer and having the database. Because at the end of the day, I don't think these interest rates will be coming down soon, unless you've got a crystal ball. We all wake up in the morning and we see MBS Highway. The mortgage bonds are down 41 basis points. We're like, "Geez, here we go again." Interest rates are at seven and a half percent. If you don't implement the six lane highway, what is your plan? You're going to do more open houses? You're just going to work harder? You're going to go close more Zillow leads?

Wally Elibiary: Most loan officers go after an industry of realtors that do not have business to give, and every other loan officer on God's green earth is going after those same realtors. But CPAs do not have loan officers going after them. Financial advisors do not have loan officers going after them. Family will attorneys, insurance agents, same thing. This whole framework took me years and years of mistakes that I had to learn from, of what not to do, so I could go from doing the best I can do to doing it the best way it can be done. That's the framework that I teach.

Why the framework breaks without accountability

Wally Elibiary: Do it yourself courses are hard. When you're failing and failing and failing while you're already discouraged, it's difficult. You need a guide to help you so you can be the hero of your story. The pieces are the six lane highway framework, which is CPAs, financial advisors, family will attorneys, and insurance agents, then the fifth page of the 1003 and how to bring that to life, then how do I build a 28,000 person database, and how do you keep wealth partners accountable so they refer you back? Because this whole thing breaks and doesn't work if you refer business to a CPA, and you never get a referral back from the CPA you've made richer.

Wally Elibiary: Step by step, that's what installs this framework in your business. It allows you to cancel all the Zillow leads that you're paying for. It allows you to cancel your co-marketing spend with your realtors. It allows you to get back your weekends, so you don't have to go do open houses, and it allows you to actually build a business that you enjoy instead of struggling in the business.

Call the buyer's agent after every onboarding call

Wally Elibiary: Loan officers are going to struggle to implement this if they don't have a database. Pull every single loan that you've closed since 2017 and enrich the database. What that means is you get your past clients' full names, home address, the correct cell numbers and the correct email addresses, the interest rate that you closed the loan on, the loan term, and the original loan amount. And there are three things that are really important. You also get the buyer's agent contact information, the listing agent's contact information, and the title company.

Wally Elibiary: Why is that important? When you complete an annual mortgage review or complete a Homebot onboarding call with your past clients, what I want you to do is pick up the phone and call the buyer's agent that helped you. "Hey, Sally, you referred me John Smith back in 2019. We closed on 123 Apple Street. I just completed their Homebot onboarding call, or their annual mortgage review, and I want to give you an update on what's been going on in their life. Do you have five minutes?" I have never, ever met a buyer's agent that does not want you to give them an update on what's been going on in their client's life. But if you don't have that contact information, it's absolutely worthless to you.

Wally Elibiary: You're going to fall flat on your face if you get on the phone with a past client and you do not know what to say to do an annual mortgage review. I want you to get on the phone with a past client and be able to pull out referral after referral after referral. And when you're focused on expanding your past client database, you're not only adopting other databases but also enriching those databases. When you're adopting your CPA's database, you want to make sure you not only get their clients' contact information, which you'll get from the CPA, but also those clients' interest rates, loan amounts, loan terms, and who the buyer's agents were at that time. Then you're calling the CPA's past client's realtor and saying, "Hey, I just completed a Homebot onboarding call, or a Homebot annual mortgage review."

Wally Elibiary: You've learned the frameworks today, but learning the frameworks is one thing. You actually want to install the frameworks in your business. If you've got questions, drop them in the chat. I'm about to do a Q&A with each one of you.

Why wealth partners share their databases

Question: Why would these other professionals give you their database?

Wally Elibiary: Simple. Because I'm referring them business. If you refer business to a financial advisor and you're putting money in their pocket, they want to be able to get business back. Every single meeting you go to with a financial advisor, you're wanting to get a relationship with them. When you start referring them business, they get addicted to the referrals. It's no different than you being a loan officer getting referrals from a realtor. You get addicted to those realtor referrals.

Wally Elibiary: Well, I focus on getting a loan off of my financial advisor. The advisor's addicted to me giving them referrals, and the mindset is I want to give them more referrals than they can give me. The scripting is really easy. When you sit down and have a conversation, you follow the framework of, "Hey, I referred you three clients last month, only got one back," or, "I referred you five clients last month, only got two back. Talk to me about how you stay in relationship with your past client database. I've got this tool called Homebot." Then you talk about the Homebot adoption program and how to refer more business back to them. It's a very easy way, but you've got to understand the steps.

Which CRM to use

Question: What CRM are you using, or which one do you find is great for loan officers?

Wally Elibiary: I've been on Jungo Salesforce since 2013. I'm a big "if this, then that" guy. I try to focus on efficiency, and the more efficient I become, the more effective I become. The reason I use Salesforce is because I can program it to where it's exactly my model, exactly my system.

Wally Elibiary: But I'm not in the CRM space, so I couldn't tell you the difference between BNTouch or Surefire or HighLevel, all those different CRMs. My advice is if you're just starting out, have a CRM that is out of the box and helps you accomplish it. But if you are an advanced person and you've got revenue, then I would definitely do Salesforce. I highly recommend it.

Keeping wealth partners accountable

Question: I have referred out to financial advisors and insurance agents, and I've gotten zero in return.

Wally Elibiary: I hear that a lot. Unfortunately, the number one thing I've learned about where loan officers skip is actually two parts. One, every single financial advisor I walk through a great book out there called Give and Take by Adam Grant. If you've not read it, here's a question for you. There are three types of people in the world. There are the givers, there are the takers, and the people that give and take evenly. Who's the happiest and the most successful? Is it the people that give? The people that take? The people that give and take evenly?

Wally Elibiary: What most people don't understand is that when the givers end up getting taken advantage of by the takers, the takers run out of givers to take advantage of, and the people that are most successful and the happiest are the people that give and take evenly. I have that conversation and I hand that book to the financial advisor from day one.

Wally Elibiary: From that day one, I walk them through, "Hey, what I want to do is every Friday, I want to schedule a fifteen-minute Friday call with you, and I'll make sure my referrals to you actually land, and you walk away with referrals." Then the next step is how you set up your Friday call. What's beautiful about the Friday call is you're talking to a financial advisor: "Looks like I referred you John Smith two weeks ago, Sally last week. Were you able to get a hold of both of them?" "Yes, I moved forward with John Smith, and he got life insurance with me, but I've not gotten a hold of Sally."

Wally Elibiary: "Okay, great. I, as a loan officer, will reach back out to Sally and make sure that Sally reaches back out to you. But when I referred you John Smith two weeks ago and you were able to move forward with him for the life insurance, who do you know, Mr. Financial Advisor, that you can refer me back so I can earn a commission just like you earned a commission?" That's the number one mistake I watch a lot of loan officers make. They do not know how to respectfully keep their wealth partners accountable so they get referrals back.

Insurance agents and other tools

Question: When you refer to insurance agents, are those homeowners insurance agents or life insurance agents? I've not had success with homeowners insurance agents.

Wally Elibiary: Homeowners insurance agents, I've had a lot of success with them, because they specifically go after realtors that we want to get in business with also. Number two, if you follow the scripts, a homeowners insurance agent does an annual insurance review sixty days before the renewal of their insurance. Well, guess what? I have my insurance agents request the most recent mortgage statement from that client. I do an annual mortgage review with them. I help them either refinance or do cash out or better their financial situation, and then I refer them to a CPA, a financial advisor, a family will attorney. My insurance agent has now added value to that client, which makes it easier for that client to absorb that their insurance has gone up. There's an exact framework for you to get a ton of mortgage business from your insurance agent.

Question: I have MBS Highway and HomePort. Can I do the same thing with those tools?

Wally Elibiary: That would have to be up to you. I have MBS Highway too, but I'm a big Homebot fan. If you tell me to go fly a kite and you don't want to get Homebot, I can't force you to get Homebot. You can do an MBS Highway onboarding call with them, just like I do a Homebot onboarding call. The scripts work exactly the same. The frameworks work exactly the same. But I'm a big fan of Homebot, and I highly recommend you use Homebot. It's much better, and the AI and the prompts are ten times better than what I've seen out there in the competition.

Start with one partner per lane

Question: Do you have multiple CPAs, financial advisors, and trust attorneys you're pushing to, or just one?

Wally Elibiary: I'm going to answer that two different ways. I'm going to answer with Wally of 2019 when I started, and I'm going to answer with Wally of 2026. Wally of 2019: I want you to have one CPA, one financial advisor, one family will attorney, one insurance agent. I want you to make mistakes with those partners. A really big mistake I watch a lot of loan officers make is they go get four or five CPAs, or four or five family will attorneys, or four or five financial advisors, and they get to a point where they're so diluted. You want to make your mistakes with one financial advisor, and you want to flood that financial advisor with business, which makes it easier for them to allow you to adopt their database. It makes it easier for them to want to refer you to a CPA. So that's Wally of 2019. I highly, highly recommend you aim small, miss small. Start with one CPA, one financial advisor, one family will attorney, one insurance agent.

Wally Elibiary: Now, Wally of 2026: I have seventy-six financial advisors that refer me business. I have fourteen CPAs that refer me business. I have nine family will attorneys that refer me business, and I have four insurance brokers that refer me business. It compounds year after year. Remember what Todd Duncan said: "Wally, are you in the business sixteen years, or are you in the business one year sixteen times?" When you start down this framework of building your six lane highway and you're referring out clients, 2027 will be easier than 2026. 2028 will be easier than 2027. 2029 will be easier than 2028. But if you don't do anything different, every year is going to be hard, because you've got to start over from zero.

Put your loan officer assistant to work

Wally Elibiary: If you've got a loan officer assistant or a production partner, this is going to make you a crap ton of money. My loan officer assistant was brand new to the business a year and a half ago, but I taught her how to do the fifth page of the 1003 on every single loan application when she scrubs it for me. I also taught her how to do the Homebot onboarding call, and I taught her how to do the annual mortgage review for me, to the point where now she schedules CPAs on my calendar. She schedules financial advisors on my calendar. She schedules family law attorneys on my calendar. She schedules referrals I can refer out on my calendar.

Wally Elibiary: My loan officer assistant costs me $5,000 to $7,000 a month, but she makes me $35,000 to $40,000 a month in commissions from referrals from CPAs, financial advisors, family law attorneys, and insurance agents. So if you've got a loan officer assistant, have them learn this with you, which will help you do what? Turn around and succeed more.

Co-branding and choosing who gets your referrals

Question: Do you have separate Homebot accounts where you co-brand Homebot with the financial advisor or CPA, so you both have visibility and access to the triggers?

Wally Elibiary: Yeah, you can definitely do your own. You can do your one main one, or you can also do a separate one. Financial advisors and family will attorneys are going to want their separate one, because their compliance is really high. Insurance agents and CPAs will be totally cool using your current one. Figure out what works for you. You can offer a separate one with each of the referral partners that you want.

Question: How often, if ever, do you fire a CPA, insurance agent, et cetera?

Wally Elibiary: I get business from seventy-six financial advisors on a monthly basis. I only refer business out to the top 20%. So I don't fire a financial advisor if they refer me business. But if they're on the lower end of the totem pole and they're not part of the top 20% that refer me business, then I am not going to refer them business back. I also only refer business back to financial advisors that allow me to adopt their databases.

Wally Elibiary: My referrals are so valuable, and write this down. In 2025, just last year alone, I referred out, O-U-T, $2,700,000 in commissions to my realtors, to my CPAs, to my financial advisors, to my family will attorneys, to my insurance agents. I referred out $2,700,000 in commissions, and I'll do more than that this year. When I'm putting $2,700,000 of commissions into my realtors' pockets, my CPAs' pockets, my financial advisors' pockets, my family will attorneys' pockets, my insurance agents' pockets, I want to be able to adopt their database, and that's how I've been able to build a 28,000 person database. My whole mindset is, how do you scale this mortgage business so that you're not married to your desk and you don't solely work with realtors?

What kind of production jump to expect

Question: At what production level have you seen the production really jump with your loan officers?

Wally Elibiary: I'm going to answer that as what percentage of increase in production rather than what production level. We see year over year about a 40% increase in production. If you're doing $10,000,000, you easily can do $14,000,000 the following year. If you're doing $100,000,000, you can easily do $140,000,000 the following year.

Wally Elibiary: The mindset is, I want you to master one lane and figure out what you love. I love financial advisors, just because I love cash value life insurance and I love life insurance. I love cost segregation and forced depreciation from CPAs and tax writers. I know a little bit about trust attorneys. So you've got your realtor lane, you've got that mastered already. You've got your data bank lane, get that mastered, then pick the next lane you want to focus on. If it's CPAs, if it's financial advisors, if it's family will attorneys, if it's insurance agents, figure out what lane you want to own. Every year, I built another lane. The reason I've done a billion over the last five years is simply because I've been able to compound year after year after year, because I built lane after lane after lane. Then you'll understand why it's really easy to get a 40% increase in production.

HomebotAI access for referral partners

Question: If a referral partner decides to partner with you in Homebot, do they have the same access to HomebotAI as we do, or do they have their own subscription to access those tools?

Wally Elibiary: They have the same access to HomebotAI. But what I also love about HomebotAI, candidly, is you can get a digest, a report, a tracker of what questions your borrowers ask. Then you're reaching back out to a client and saying, "Hey, John, it's Wally with Aspire Mortgage. I just saw that you were in Homebot. I saw the questions you asked HomebotAI. What questions do you have for me? How else can I help? How else can we add value? I just don't want you to be googling or getting AI answers if there's something I can do to serve you." It gives you another reason to reach out to a customer.

Divorce attorneys and getting up to speed

Question: What about divorce attorneys?

Wally Elibiary: They're a great source. They're a great, consistent source, unfortunately. When the divorce rate is 50% or more consistently, they are consistent business. So let's say you do not like insurance agents and you want to build a six lane highway and remove insurance agents. Add divorce attorneys. I just don't have a consistent flow of referrals to give out to divorce attorneys on a monthly basis. I might have an occasional one here and there, but I don't have a consistent flow to give out. That doesn't mean you can't get a consistent flow of referrals back from a divorce attorney.

Question: How quickly can I get up to speed on Homebot?

Wally Elibiary: What's beautiful about Homebot is it's such a turnkey product, especially when you know the steps. My coaching clients, within the first sixty days, ninety days tops, are getting 4.3 referrals back from wealth partners using Homebot. The number one thing I'd want you to focus on is the Homebot onboarding call with your past client database, which turns into an annual mortgage review. You'll see in the first sixty, ninety days that you're referring out clients right and left and getting referrals back from wealth partners if you use the scripts and you use the templates.

Three types of leverage

Question: So the focus is using the Homebot platform to capture more business from my database and my referrals?

Wally Elibiary: You absolutely hit the nail right on the head. I use a technology tool, and I wrote this in my book. There are three types of leverage in business that have helped me really succeed: human leverage, systems leverage, and technology leverage. So I hire a human, or I have my production partner, I have my LOA, or I do it myself. I reach out to my past client database. I use technology to get deeper in a relationship with a past client, and then I not only do a great job if they want a new mortgage, but I also get a relationship with that past client.

Wally Elibiary: I refer that client out to a CPA, a financial advisor, a family will attorney, or an insurance agent. Or I get a referral back to us from a CPA, a financial advisor, a family will attorney, or an insurance agent. There are literally eight opportunities for you to get more commissions on every single Homebot onboarding call or any mortgage.

A last word on CRMs

Question: If we use Jungo, do you have any suggestions on what CRM to use?

Wally Elibiary: Do I use Jungo? Yes, I use Jungo. What CRMs do I recommend? You're not really going to like my answer, but it's an honest answer. Use whatever CRM you feel you can consistently use, and use whatever CRM fits within your budget. My Salesforce Jungo CRM doesn't require it, but I prefer to have a programmer or coder on staff that can help me with that. You can also use Homebot as a CRM that has all the data in there, and you don't need any kind of programmer or coder. You can use Model Match as a great CRM. You can use BNTouch. That's also a really, really great CRM. To answer your question, I use Jungo Salesforce.

Wally Elibiary: All right, friends, you guys have an awesome week, and we'll see you next week.