How One Loan Officer Built a 100% Organic Lead Machine with YouTube
From Science Teacher to YouTube Mortgage Authority
Recently, I interviewed one of my coaching members for our BrokerFuel Group Coaching call and the feedback was so awesome, I decided to write this article to share with the entire broker community. Enjoy!
Jeff Trevarthen wasn’t always a powerhouse in the mortgage world. In fact, he spent 15 years as a high school science teacher before transitioning into the mortgage industry full-time in 2015. Like many, Jeff started by following the traditional playbook of calling real estate agents, working local referrals, and grinding it out. But everything changed when he discovered the power of YouTube.
Fast-forward to today: Jeff consistently manages 40+ active loans per month, brings in over 100 leads monthly, and has built his entire pipeline from YouTube alone.
No chasing agents, no chasing referrals…no chasing at all. Just 100% ORGANIC passive prospecting.
So, how did he do it?
Let’s break down Jeff’s YouTube journey, strategies, and takeaways that any loan officer—or small business owner—can apply.
Why YouTube? And Why Now?
Jeff turned to YouTube out of necessity. By mid-2022, the refinance boom was over, rates had surged, and referral business had slowed to a crawl.
One day, he noticed someone at his company was closing 30 loans a month while he struggled to land even one. Her secret? YouTube.
That was the turning point. Jeff already had the gear (bought in 2020 but never used…sound familiar?), and he decided to commit to one full year of consistent YouTube content. His goal wasn’t perfection. It was progress.
The First 6 Months: Crickets
If you think YouTube success happens overnight, Jeff is living proof that it doesn’t.
“The first six months were brutal,” Jeff said. “It felt like I was talking to a wall. I’d get two or three views and no leads.”
But he kept going. Two videos per week. Every week.
Then, one video popped. It was a niche focused video on DSCR (Debt Service Coverage Ratio) loans, and suddenly the algorithm snapped and started to work in his favor.
Note: Ask anyone who does long-game strategies like and they will all have a similar story about…”And then one day…”
Niching Down: How DSCR Loans Became “His Thing”
In the early days, Jeff made videos about usual suspects of mortgage products: VA, FHA, Jumbo, Conventional, Credit Scores, Mortgage Insurance…you get the point.
But when his DSCR loan video went viral, he saw that going deep instead of wide was the key and so he leaned into that niche.
What is a DSCR loan?
I could assume you all know what a DSCR loan is, but you know what they say about assuming. For the uninitiated, DSCR loans are tailored for real estate investors. They use the property's income to qualify for the loan. That opens doors for self-employed borrowers, gig workers, and others who may not fit into traditional mortgage boxes.
Jeff saw a gap in the market (few mortgage pros were covering this topic) so he owned it.
Long-Form vs. Short-Form: What Actually Converts?
Jeff also experimented with short-form videos on Instagram Reels and YouTube Shorts.
“It was fun to see 10,000 views on a Reel but I didn’t get a single lead,” he said.
Why? Because short-form content tends to build brand awareness, but long-form YouTube videos will build trust and authority. See what Neil Patel has to say on the topic.
With longer videos, viewers spend more time with you. By the time they click your link and book a call, they’ve heard your expertise, seen your face, and already decided you’re the expert. This plays into the 7-11-4 rule, but that is for another article.
The Power of Evergreen Content
Another critical component to Jeff’s success? Evergreen content.
If you are new to the concept, evergreen refers to videos that stay relevant no matter what the market is doing.
For example, he created videos about:
VA IRRLs
FHA Streamlines
Cash-Out Refinances for Investors
Even when rates fluctuate, those topics continue to generate interest, and more importantly, leads. Some of Jeff’s top-performing videos are 2+ years old.
Pro Tip:
How to find evergreen topics? First, think about the questions and scenarios you deal with year after year. You can also check YouTube autocomplete and top video comments to find questions people are still asking today. That’s where the evergreen gold lies.
Jeff’s Simple YouTube Setup
Surprise! You don’t need a fancy studio to make this work.
Here’s Jeff’s basic setup:
Camera: Canon M50 Mark II (about $600)
Mic: Shure MV7 ($250)
Backdrop: Green screen from Amazon
Editing/Thumbnails/Descriptions: Outsourced on Fiverr/Upwork for ~$30 per video
Jeff batch records 6-8 videos at once, edits them, schedules them in advance, and rotates thumbnails to keep content fresh.
The Numbers: What YouTube Really Delivered
Jeff now generates:
100+ warm leads per month
10+ closings per month
A pipeline of 40+ active loans
Business in 18 different states
All without calling realtors, running ads, or buying leads.
Bonus: High-Quality Leads
YouTube leads are intent-driven. These viewers are searching for answers and often ready to transact. Many come pre-sold on Jeff with some even binge-watching multiple videos before booking a call. Jeff become THE authority (and celebrity) on the topic.
Common Questions About Jeff’s Strategy
Do you need to niche down to succeed on YouTube?
To stand out in the sea of sameness and speak to a specific audience, the answer is Yes. Most loan officers balk at doing this but niching doesn’t limit you. Jeff still gets deals for VA and FHA loans. His DSCR videos simply serve as a powerful entry point.
How often should I post?
Start with 1–2 videos per week. Jeff posts every 5 days, but what matters most is consistency over time.
Do I need a script?
Jeff uses bullet points instead of full scripts and pretends he’s talking to just one person on the other side of the lens. That conversational tone builds trust.
Jun 22, 2025
How One Loan Officer Built a 100% Organic Lead Machine with YouTube
5 min read
From Science Teacher to YouTube Mortgage Authority
Recently, I interviewed one of my coaching members for our BrokerFuel Group Coaching call and the feedback was so awesome, I decided to write this article to share with the entire broker community. Enjoy!
Jeff Trevarthen wasn’t always a powerhouse in the mortgage world. In fact, he spent 15 years as a high school science teacher before transitioning into the mortgage industry full-time in 2015. Like many, Jeff started by following the traditional playbook of calling real estate agents, working local referrals, and grinding it out. But everything changed when he discovered the power of YouTube.
Fast-forward to today: Jeff consistently manages 40+ active loans per month, brings in over 100 leads monthly, and has built his entire pipeline from YouTube alone.
No chasing agents, no chasing referrals…no chasing at all. Just 100% ORGANIC passive prospecting.
So, how did he do it?
Let’s break down Jeff’s YouTube journey, strategies, and takeaways that any loan officer—or small business owner—can apply.
Why YouTube? And Why Now?
Jeff turned to YouTube out of necessity. By mid-2022, the refinance boom was over, rates had surged, and referral business had slowed to a crawl.
One day, he noticed someone at his company was closing 30 loans a month while he struggled to land even one. Her secret? YouTube.
That was the turning point. Jeff already had the gear (bought in 2020 but never used…sound familiar?), and he decided to commit to one full year of consistent YouTube content. His goal wasn’t perfection. It was progress.
The First 6 Months: Crickets
If you think YouTube success happens overnight, Jeff is living proof that it doesn’t.
“The first six months were brutal,” Jeff said. “It felt like I was talking to a wall. I’d get two or three views and no leads.”
But he kept going. Two videos per week. Every week.
Then, one video popped. It was a niche focused video on DSCR (Debt Service Coverage Ratio) loans, and suddenly the algorithm snapped and started to work in his favor.
Note: Ask anyone who does long-game strategies like and they will all have a similar story about…”And then one day…”
Niching Down: How DSCR Loans Became “His Thing”
In the early days, Jeff made videos about usual suspects of mortgage products: VA, FHA, Jumbo, Conventional, Credit Scores, Mortgage Insurance…you get the point.
But when his DSCR loan video went viral, he saw that going deep instead of wide was the key and so he leaned into that niche.
What is a DSCR loan?
I could assume you all know what a DSCR loan is, but you know what they say about assuming. For the uninitiated, DSCR loans are tailored for real estate investors. They use the property's income to qualify for the loan. That opens doors for self-employed borrowers, gig workers, and others who may not fit into traditional mortgage boxes.
Jeff saw a gap in the market (few mortgage pros were covering this topic) so he owned it.
Long-Form vs. Short-Form: What Actually Converts?
Jeff also experimented with short-form videos on Instagram Reels and YouTube Shorts.
“It was fun to see 10,000 views on a Reel but I didn’t get a single lead,” he said.
Why? Because short-form content tends to build brand awareness, but long-form YouTube videos will build trust and authority. See what Neil Patel has to say on the topic.
With longer videos, viewers spend more time with you. By the time they click your link and book a call, they’ve heard your expertise, seen your face, and already decided you’re the expert. This plays into the 7-11-4 rule, but that is for another article.
The Power of Evergreen Content
Another critical component to Jeff’s success? Evergreen content.
If you are new to the concept, evergreen refers to videos that stay relevant no matter what the market is doing.
For example, he created videos about:
VA IRRLs
FHA Streamlines
Cash-Out Refinances for Investors
Even when rates fluctuate, those topics continue to generate interest, and more importantly, leads. Some of Jeff’s top-performing videos are 2+ years old.
Pro Tip:
How to find evergreen topics? First, think about the questions and scenarios you deal with year after year. You can also check YouTube autocomplete and top video comments to find questions people are still asking today. That’s where the evergreen gold lies.
Jeff’s Simple YouTube Setup
Surprise! You don’t need a fancy studio to make this work.
Here’s Jeff’s basic setup:
Camera: Canon M50 Mark II (about $600)
Mic: Shure MV7 ($250)
Backdrop: Green screen from Amazon
Editing/Thumbnails/Descriptions: Outsourced on Fiverr/Upwork for ~$30 per video
Jeff batch records 6-8 videos at once, edits them, schedules them in advance, and rotates thumbnails to keep content fresh.
The Numbers: What YouTube Really Delivered
Jeff now generates:
100+ warm leads per month
10+ closings per month
A pipeline of 40+ active loans
Business in 18 different states
All without calling realtors, running ads, or buying leads.
Bonus: High-Quality Leads
YouTube leads are intent-driven. These viewers are searching for answers and often ready to transact. Many come pre-sold on Jeff with some even binge-watching multiple videos before booking a call. Jeff become THE authority (and celebrity) on the topic.
Common Questions About Jeff’s Strategy
Do you need to niche down to succeed on YouTube?
To stand out in the sea of sameness and speak to a specific audience, the answer is Yes. Most loan officers balk at doing this but niching doesn’t limit you. Jeff still gets deals for VA and FHA loans. His DSCR videos simply serve as a powerful entry point.
How often should I post?
Start with 1–2 videos per week. Jeff posts every 5 days, but what matters most is consistency over time.
Do I need a script?
Jeff uses bullet points instead of full scripts and pretends he’s talking to just one person on the other side of the lens. That conversational tone builds trust.
Key Takeaways: How You Can Apply Jeff’s Strategy
Choose a Niche You Can Own
Go small to go big. Focus on underserved topics like investor lending, self-employed borrowers, or state-specific products.
Be Consistent
Treat YouTube like your #1 lead source. Show up even when it feels like no one is watching.
Repurpose, Don’t Reinvent
Re-use your top videos with new thumbnails or slight edits. Most viewers won’t notice and evergreen topics always come back around.
Engage in the Comments
Respond to every legit comment to build community and authority.
Focus on Long-Term Value
Remember, YouTube is a marathon, not a sprint. You’re building a passive lead engine that compounds over time.
What More Proof Do You Need?
Jeff’s story proves what’s possible with consistency, strategy, and a bit of courage to hit “record.” Whether you’re a loan officer, realtor, or whoever, YouTube gives you an audience and authority at scale.
So tell me again why it won’t work for you?
You can watch Jeff's YouTube video’s here.