15 Best Books for Loan Officers Trying to Level Up Your Game

Apr 21, 2023
Books to level up your game as a loan officer

15 Best Books for Loan Officers

We have compiled a list of the 16 best books for Loan Officers that will help you level up your game. We'll discuss each book's contents and provide tips on how to use them effectively while setting goals and building your own book of business. Additionally, we'll also include information on where to find additional resources related to loan officer books. Finally, we'll wrap up with closing thoughts on the value of learning more about loans and mortgages through reading books.

Table of Contents

Although having a bachelor's degree is not required for the Loan Officer position, 61% of loan officers have one, showing the importance and correlation of education and success in this field. With that in mind, it's important to learn more about loans, mortgages and the skills necessary if you want to be successful as a loan officer.

The importance of books & learning for loan officers

Developing the habit and becoming a lifelong learner will completely change your career. With each page and chapter, you will pick up strategies, insights and tips that will help you continue to build a strong foundation in the real estate and mortgage industry. Each of the books I have outlined for you below has played an important role in shaping the business I have today and the clients I continue to help tomorrow. The books in this blog will help you:

• Expand your knowledge and skill sets as you become a successful loan officer
• Learn more about loans, banking processes, your personal goals & selling style by reading the best books recommended by others
• Discover key strategies and tips that will help you stand out as a loan officer, as well as gain confidence to reach higher
• Find additional resources relevant to your career as a loan officer and for personal growth & fulfillment

Why education is important in the field of Mortgage and Real Estate

It is especially important to continue to learn in the field of mortgages and real estate because up until recently, the core skills and knowledge we use as loan officers is not taught in high school or college. The career & job options are not introduced to us when choosing initial jobs and even when we make the decision to become a loan officer, no one truly understands the foundational skills and knowledge that leads to success. Therefore, the only way to level up, is to listen to the advise and experience of others, in books, podcasts and blogs.

Never stop learning!


15 Best Books for Loan Officers

When choosing the books that have impacted my career as a loan officer, mortgage broker owner, and now multi business entrepreneur, you will notice that the books span a wide range of topics and skill sets. Success is not reached by becoming an encyclopedia of mortgage knowledge, it is reached by understanding foundational people skills, through goal setting and personal growth, becoming an excellent communicator and an even better business strategist. I know that these books can help you too as you journey through your career as a loan officer.

Books about Mortgages

  • Be The Better Broker by Dustin Woodhouse
  • How to Get Approved for the Best Mortgage by Elysia Stobbe
  • The Successful Mortgage Broker by Jason Myers

Inspirational Books for Loan Officers

Start With Why by Simon Sinek

Start With Why by Simon Sinek is a must-read book for loan officers looking to level up their game. I read this book and applied it's directions with my team when I opened my second mortgage brokerage. The book explores the concept of the "golden circle," which explains how great leaders and organizations think, act, and communicate differently than others. Sinek explains that successful individuals and companies start with why they do what they do, rather than focusing solely on what and how they do it.

The book is filled with inspiring stories and actionable insights, making it a valuable tool for loan officers looking to improve their leadership skills and build strong, lasting relationships with clients. Reading Start With Why can help loan officers discover their own unique purpose and communicate it effectively, earning the trust and loyalty of their clients. So if you're looking to take your loan officer career to the next level, make sure to add Start With Why to your reading list.

When I read this book, I took the most relevant chapters that walked the reader through the exercise of discovering what each person’s why truly is and I made copies for each person on my team. I then paired everyone up and gave them a few weeks to come up with their “Why.” In the end, each of my team members created a visual storyboard of their “Why.” These posters still hang on our walls today and remind us who we are and why we are reaching for our goals. I promise you won’t regret this read if you take action!

Sacred Success: A Course in Financial Miracles by Barbara Stanny

Sacred Success: A Course in Financial Miracles by Barbara Stanny is a must-read book for loan officers (especially women) who are searching for something more meaningful in their career. This book redefines the concept of success and encourages readers to explore their spiritual beliefs and values while striving for financial success.

Stanny shares stories and insights from successful women who have found a way to integrate their financial goals with their personal and spiritual lives. The book also includes practical exercises and tools that readers can use to clarify their beliefs and goals, develop a wealth mindset, and overcome limiting beliefs and fears around money. Sacred Success is a valuable resource for loan officers who want to create a more fulfilling and sustainable career while achieving their financial goals.

You will get the most out of this book if you pause after each chapter and write your own notes and thoughts down before moving onto the next chapter.

Books that Teach Loan Officers Sales

Fanatical Prospecting by Jeb Blount

This is a book that I ordered by accident, but has become one of my all time favorite finds! It is for any loan officers looking to improve their sales skills. This book is packed with practical advice and strategies that loan officers can use to prospect more effectively and close more deals.

Blount emphasizes the importance of maintaining a consistent and disciplined approach to prospecting, and provides a framework for creating a personalized prospecting system that works for each individual. He also shares specific tactics for identifying ideal clients, building rapport and trust, and overcoming objections.

Fanatical Prospecting is filled with real-world examples and case studies, making it a valuable resource for any person in sales, including loan officers looking to take their sales game to the next level. By following Blount's advice, loan officers can become more confident and successful in their prospecting efforts, building a strong client base and growing their business over time.

The reason I liked this book so much is that many loan officers and sales professionals give up after one or two contacts to a prospect. In the book, Blount explains just how much determination it takes to earn the trust of the people we are trying to reach. Here is an illustration outlining the number of touches:

Blout also has a handful of other books that are just as helpful for anyone in sales, and a podcast called Sales Gravy.

The Ultimate Sales Machine by Chet Holmes

The Ultimate Sales Machine by Chet Holmes is an essential read for loan officers who want to improve their sales skills and take their business to the next level. The book provides practical advice and strategies for mastering the art of sales, including how to identify ideal clients, develop a sales message that resonates, and build a high-performing sales team. Holmes emphasizes the importance of implementing systems and processes to streamline your sales efforts and create a scalable business. He also offers insights into how to effectively manage your time and prioritize your tasks.

The book also includes powerful marketing techniques and tactics for generating leads and building your brand. With its actionable insights and real-world examples, The Ultimate Sales Machine is a valuable resource for loan officers who want to achieve breakthrough success in their sales efforts.

To this day, I still use some of the tips and strategies Chet Holmes introduces throughout all of my businesses. Two examples are:

  1. GAM- Got a Minute time blocks - this is where you set a specific time each day that your team can come and ask you questions, but all other times are off limits.
  2. Impact Areas - is one of my favorite concepts he introduced where he helps you walk through the main buckets in your business that need attention and walks through how to manage these areas each month.

This has helped me keep the chaos at bay.

Marketing Books for Loan Officers

Mortgage Marketing Manifesto by Andrew Pawlek

Mortgage Marketing Manifesto by Andrew Pawlek is an exceptional book that explores effective marketing strategies for loan officers. This book provides a wealth of practical insights and advice on how to market yourself and your business to clients, prospects, and referral sources. Pawlek emphasizes the importance of developing a clear and compelling brand message, creating a strong online presence, and leveraging social media and other digital marketing channels to reach and engage with your target audience.

Pawlek also discusses the value of building relationships with referral partners and developing a referral marketing system to drive new business. The book is loaded with case studies, best practices, and practical tips that make it a must-read for any loan officer looking to improve their marketing skills and grow their business.

I read Andrew’s book before getting to know him like I do today. All I want to say is that HE KNOWS HIS STUFF and you should listen. Andrew worked for years for the big companies we compete against, Zillow and Lending Tree.

The 1-Page Marketing Plan by Allan Dib

The 1-Page Marketing Plan by Allan Dib is a comprehensive guide to creating a marketing strategy that works. The book provides a step-by-step process for developing a marketing plan that is focused, actionable, and results-driven.

Dib emphasizes the importance of understanding your target market, identifying your unique selling proposition, and crafting a compelling message that resonates with your audience. He also provides practical advice on how to choose the right marketing channels, create a marketing budget, and track your results to optimize your ROI.

One of the key strengths of the book is its simplicity – the entire marketing plan can fit on one page, making it easy to understand and implement. With its clear and concise guidance, The 1-Page Marketing Plan is a valuable resource for loan officers who want to make marketing a priority (something that is hard to do when you are working a pipeline of loans).

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Books that Teach Communication Skills for Loan Officers

One of the things I see loan officers struggle with day in and day out is communication. As a loan officer, success starts with setting the right expectations, helping clarify a complicated process and not hiding when things get difficult. The books chosen in this section will arm any loan officer with the confidence and phrases that you can use on a weekly basis with customers and referral partners.

Exactly What to Say by Phil Jones

Exactly What to Say by Phil Jones is a must-read for loan officers looking to improve their communication skills. This book provides practical and effective strategies to handle difficult conversations and objections that loan officers commonly face in their day-to-day activities.

It offers specific phrases and scripts that loan officers can use to confidently navigate conversations and close more deals. With its concise and actionable advice, Exactly What to Say is a valuable resource for any loan officer looking to improve their communication skills and boost their sales performance.

I recommend that you read Exactly What To Say and highlight any scripts or phrases you think could be useful in your mortgage business. Then go back through and type up the highlighted sections into a notes app where you can access it digitally and easily before heading into conversations where strategy is needed.

Conversation Tactics by Patrick King

Another communication book that loan officers can benefit from is Conversation Tactics by Patrick King. This book is designed to help readers improve their communication skills and develop effective conversation strategies. It provides practical tips and techniques that can be applied in different situations, including negotiations, interviews, and personal interactions.

The book emphasizes the importance of active listening, body language, and empathy in building rapport and trust with others. This can be particularly helpful for loan officers, as they need to establish a strong connection with clients and realtors in order to understand their needs and provide tailored solutions.

Perfect Phrases - Real Estate Agents & Brokers

Perfect Phrases for Real Estate Agents & Brokers is a valuable resource for loan officers working closely with real estate agents and brokers. This book provides a comprehensive list of phrases and scripts that loan officers can use to communicate effectively with their clients, as well as collaborate with real estate professionals.

The book covers a range of topics, including marketing strategies, lead generation, client relations, negotiation tactics, and more. With its practical advice and ready-to-use phrases, Perfect Phrases is an essential tool for loan officers looking to establish themselves as trusted partners in the real estate industry. By using the right words and building strong relationships with real estate professionals, loan officers can increase their client base and grow their business.

Perfect Phrases is a series of books that each has a primary focus. Some of the other copies I have read are:

Books on Leadership & Running a Business

Not every loan officer is a business owner, but every loan officer is building their own book of business that will carry them through the years. If you want to originate loans as a career or maybe open your own mortgage brokerage at some point, you will need the lessons in these books.

I like to call loan officers Intraprenuers. Loan officers primarily have 2 choices; they can open their own mortgage company or they can work for someone else's company. No matter which one you choose, you are still building something around your own personal brand. The books in this section will help you think like a business owner, something most loan officers have no experience with.

Accounting for the Numberphobics by Dawn Fotopulos

Accounting for the Numberphobics by Dawn Fotopulos is a highly recommended book for loan officers who struggle with numbers and accounting. It provides a practical and clear approach to understanding financial statements, budgeting, and cash flow management. The author uses relatable examples and a conversational tone to break down complicated accounting concepts into manageable pieces.

This book is ideal for loan officers who want to improve their financial literacy and learn how to analyze their clients' financial health. By mastering the fundamentals of accounting, loan officers can make better-informed decisions and provide more valuable advice to their clients. Overall, Accounting for the Numberphobics is an essential read for loan officers who want to enhance their financial expertise and elevate their performance.

My team would laugh at my choice in including this title in the list. If they were to name a book for me, it would most likely be called Accounting for NumberHOLICS, as I am constantly stressing and teaching them the skill of being able to read financial statements. Reading financial statements is a specialty that will set a loan officer above other loan officers.

The information in the book will help a loan officer help more mortgage clients, expand their product offerings and be ready to jump into entrepreneurship if they have any desire to be their own boss one day.

The E-Myth Revisited by Michael Gerber

The E-Myth Revisited by Michael Gerber is a popular business book that explores the myth of the entrepreneurial personality and provides practical advice for business owners. Gerber argues that many small business owners fail because they focus too much on their technical skills and not enough on building a system that can run without them. This is extremely relevant to loan officers that find themselves leading a team or a company.

He introduces the concept of the "franchise prototype," which involves creating a replicable process for delivering a consistent customer experience. Gerber also emphasizes the importance of working "on" the business, not just "in" it, and advises readers to create a clear vision for their business and develop a plan for achieving their goals. The book provides numerous case studies and examples to illustrate its points and includes exercises and checklists to help readers apply its lessons to their own businesses. Overall, The E-Myth Revisited is a valuable resource for loan officers who aspire to become business owners or want to improve their leadership and organizational skills.

The Millionaire FASTLANE by MJ DeMarco

The Millionaire FASTLANE by MJ DeMarco is a highly acclaimed book that challenges traditional financial advice and provides a unique perspective on wealth creation. It outlines a framework for building wealth that focuses on entrepreneurship, innovation, and value creation, as opposed to the traditional approach of saving, investing, and waiting for retirement.

The author argues that the key to becoming financially successful lies in creating a business or product that solves a problem or fulfills a need, and then scaling it for maximum impact. The book also provides practical tips and advice on how to identify opportunities, develop a growth mindset, and overcome mental roadblocks that hinder success.

Overall, The Millionaire FASTLANE is a must-read for loan officers who aspire to be entrepreneurs or want to gain insight into the mindset and strategies of successful business owners. It challenges conventional thinking and inspires readers to take action and create their own path to financial freedom.

If you are constantly trying to grow and expand your business, to find new ways, then you should put this book at the top of your list.

Don't Stop Leveling Up By Learning

Whether you are a loan officer looking to increase your financial literacy or an aspiring entrepreneur, the books we've discussed can provide valuable insights and advice. Accounting for the Numberphobics by Dawn Fotopulos provides a practical approach to understanding accounting fundamentals, while The Millionaire FASTLANE by MJ DeMarco challenges traditional thinking about wealth creation and encourages readers to take action. With these books in hand, you'll be well-equipped with the knowledge that will help you succeed as both a loan officer and business owner. As always, it's important to remember that reading alone isn't enough; applying what you learn is key to achieving success. So start off small but don’t give up on your goals! Good luck!

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About The Author

Megan Marsh is one of the top mortgage brokers in the country, with her brokerage being named 2023 Regional Mortgage Broker of the Year.  Read Megan’s “About Us” story “From Fired to Financial Freedom.”

Feel Free to send Megan a message to [email protected].