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The Loan Originators Law of the Vital Few

January 09, 20235 min read

Have you ever heard of the Law of the vital few?

I’m sure you have.

Maybe you know it as something else? Maybe, “Pareto’s Principle” or how about The 80/20 Rule?

If you’ve heard of it, but you’re not quite sure what it means, here it is…

The principle says that 80% of most outcomes are from just 20% of causes. This rule is seen throughout nature and business.

 For example:

  • 20% of the population has 80% of the wealth.

  • 80% of all your work is done in just 20% of your work day.

  • 20% of the crops produce 80% of all harvests

  • 20% of your BEST clients account for 80% of your income

Whatever your title is in the mortgage industry –

  • Loan Officer

  • Loan advisor

  • Loan specialist

  • Mortgage Agent

  • Mortgage Specialist

  • Mortgage Broker

All of these titles really all deal with loan origination, right?

That means, no matter what your title is, at the end of the day, your primary focus, the one major thing you have to produce is what?


Your job is to sell loans.

To originate, literally means to manifest, to bring forth from nothing.

So, if you’re in the business of originating loans, what do you suppose your number one job or duty should be?

It’s really not a trick question and I’m really just trying to drive the point home for you.

Your number one focus, your priority should be doing anything and everything you should be doing to originate loans. That’s it.

It’s been my experience that the average loan officer originates about two to three loans each month. That’s just 24 to 36 loans in a given calendar year.

Does that sound like a lot of work?

Hint: it’s not.

In fact, I’d go so far as to say if you can originate two to three loans a month, you’re, by far, working less than anyone with a “real” full-time job, and, yet, you can still make anywhere from $60,000 to $70,000 at this level.

According to there are approximately 340,170 loan officers, currently, in the United States.

Applying the law of the vital few to loan officers, the top 20% of loan officers originate roughly 8 to 10 loans per month- see how this works?

That means of those 327,800, just about 65,000 (give or take a few) originate 8 to 10 loans a month. These folks are making well into the low to mid-six figure range.

Want to know what you can do to break into that top 20%?

If you want to make and maintain the big money in this industry, here’s the secret way to do it that’s been staring you right in the face…

Apply the 80/20 rule to your efforts and make getting more loans your number one priority.

Stop doing all the other crap that maybe, at best, contribute 20% to your overall outcomes, and, instead focus on doing nothing but applying all your attention, time, focus, effort, and energy on doing the 20% of the things that get you 80% of your results.

What does that mean in practical terms?

If you’re getting 80% of all your business from real estate agent referrals, get out there and start making more connections!

If you’re getting all of your business from lead generation advertising, start spending more money on lead generation advertising.

Don’t spend any of your time or energy on ANYTHING except the thing that will give you the highest rewards, the max result.

Not only that, but here’s another secret… 80/20 efforts can be applied to itself. Huh?

Yeah, you can squeeze the majority of your results if you focus on the vital few of the vital few. How do you do this in practical terms?

Well, what if you discover the majority of your referral business comes from NEW real estate agents (maybe, those that have been around less than a year)?

Why wouldn’t it be a smart idea to simply focus on networking and developing business relationships with real estate agents that have been at this for less than a year?

If you discover all of your best return on ad spend efforts come from just two of the 7 advertising channels you’re trying?

Why not just focus all your ad spend on those two and drop the other five?

See how this works?

Imagine if you started doing nothing but focusing on originating loans instead of all the other dumb shit that DOES NOT MATTER…how do you think that would affect your income?

The point is a small minority of what is being offered is going to account for the majority of your income, and that’ll be true regardless if you believe in this premise or not.

The 80/20 principle is a universal law.

80 percent of your mortgage loan income comes from 20% of your efforts and activities.

The majority of your income comes from going out and getting loans.

Sure you can point to those one or two times where you squeezed 10 to 20% of your income by doing some random crap that helped seal the deal or boost the bottom line in some way, but remember, that was the exception, not the rule.

Don’t focus on marginal results.

Focus on reliable results.

Focus on the few things that matter that give you the majority of the results you want and watch your bank account grow like crazy.

With that, thanks for reading and I’ll see you at the top.


P.S. Want me to help you set up your own simple predictable profitable lead generation system?

Just click this link, book your live demo, and let’s set one up for you, today.

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