Sam Abizari teaches loan officers the exact skills to go from 2-4 loans to 10+ per month in 18 months.
The episode begins with host Geoff Zimpfer introducing guest Sam Abizari, whom he connected with on LinkedIn due to Sam's impactful content for mortgage professionals. Sam is the founder and director of Level Up Sales Coaching at U Mortgage, where he coaches about 120 loan officers. His specialty is helping loan officers increase from an average of 2-4 loans per month to 10 or more within 18 months through his '410 Project'. Sam explains that the journey requires different skill sets at different milestones: from zero to one loan is the hardest, focusing on basic sales and prospecting; from two to four loans involves building systems and time management; from four to six loans starts incorporating team building; and reaching ten loans requires leadership and delegation. He outlines a three-part daily structure for loan officers: 30 minutes of learning, lead generation activities, and fulfillment/conversion work. A key insight is Sam's advice to avoid being 'busy' and instead focus on being 'productive', suggesting loan officers should spend no more than two hours total on any single file. The discussion shifts to lead generation, where Sam advises loan officers to first understand themselves and their ideal community before prospecting, rather than chasing the broad 'first-time homebuyer' market. He argues first-time homebuyers constitute 30-40% of the market and are not a true niche. Sam identifies five ways to meet referral partners: introductions, transactions, events, social media, and cold outreach. He ranks introductions, transactions, and social media as his top three for 2025 due to high ROI and built-in trust. He provides a simple script for asking for introductions to realtors. Sam also discusses the importance of sales skills and conversion frameworks over rigid scripting, using the example of asking 'does that sound fair?' to secure commitments. The episode concludes with Sam explaining that his coaching and educational content are freely shared, while the '410 Project' involves working directly with him at U Mortgage to build the specific skills needed to reach ten loans per month.
