You Wanted Freedom. You Got Excuses. Here's the Fix.
Jimmy Hobson of UMortgage shares how he did 60 million in a down market, and it had nothing to do with chasing the shiny new toys.
If you’re a mortgage broker who feels like you’re “starting over” right now, you’re not crazy.
A lot of people are looking around and thinking:
“The stuff I did before isn’t working.”
“Everyone’s doing better than me.”
“Maybe I need a new CRM.”
“Maybe I need new leads.”
“Maybe I need AI.”
“Maybe I need to switch companies.”
To be blunt: you’re probably not missing a tool. You’re missing structure.
In an episode of the Broker Journey Podcast, Jimmy Hobson from UMortgage laid it out in the simplest way possible: this business still runs on blocking and tackling, which are simply the basics done consistently.
Not glamorous. Not trendy. Not sexy. But it works.
And if you want success in a market that isn’t handing out easy wins anymore, you’re going to have to stop chasing shiny objects and start stacking disciplined days.
The Market Didn’t Kill Your Business (Your Lack of Routine Did)
Every time the market tightens up, the same phrase starts floating around again:
“We just need to get back to the basics.”
Cool. But most people say that and never define what “basics” actually means.
Jimmy did.
The basics are:
Pick up the phone
Talk to people
Follow up
Stay in front of your database
Post content consistently
Teach what you know
Serve people well enough that they come back and refer others
That’s it. Not easy. But not complicated.
The reason so many loan officers feel like the market is crushing them is that they entered on “easy mode,” where business was flowing even when their habits weren’t.
Now with this shift, structure, consistency, and daily execution are the game.
Distraction Is the Real Enemy
One of the most underrated points in this conversation was about attention.
Jimmy talked about how he intentionally pulled back from political content and general noise, not because he doesn’t have opinions, but because it distracts from the mission.
When you’re building a business, distraction doesn’t just waste time.
It fractures focus.
It creates mental fatigue that makes simple tasks feel heavy.
That’s why the loan officer who scrolls for an hour in the morning feels “behind” before they’ve even made their first call.
And it’s why the originator who gets up, trains, and executes a plan feels like they’re moving forward even in the same market.
Success in 2026 and beyond won’t be your rate sheets.
It’ll be your ability to control your attention and your habits in an economy built to distract you.
If You’re “Starting Over,” Good. Start Right.
Jimmy drove this point home:
Even with strong numbers, 60 million in volume in a down market, he still holds up a mirror and sees holes.
Because the best producers aren’t obsessed with being “good.”
They’re obsessed with being better.
And the loan officers who will win going forward are the ones willing to do what most won’t:
admit what they’re not doing
stop making excuses
rebuild their fundamentals like it’s Day 1
If you feel like you’re back at zero, don’t panic because starting over with clarity is a gift.
The Real “Lead Gen” Is Follow-Up (And Almost Nobody Does It)
A lot of people want the newest lead source.
The newest funnel.
The newest paid ads trick.
Jimmy’s perspective is simple: the leads aren’t the problem. Your follow-up is.
He talked about the Facebook lead era, 50-cent leads back in 2016–2018, and said something that’s still true today:
Even “bad leads” work when you follow up like a professional.
Most loan officers don’t lose deals because they didn’t have enough leads.
They lose deals because:
they didn’t respond fast enough
they didn’t stay consistent
they didn’t build the relationship
they didn’t ask for the referral
they disappeared after closing
You don’t need a magic lead source.
You need a system that guarantees you stay in front of people, even when you’re busy.
“The basics are simple. Pick your phone up, film yourself, and post it. It’s not rocket science.”
— Jimmy Hobson
That quote is the heart of this entire conversation.
Most originators are stuck because they aren’t executing the obvious. It’s just that simple.
You’re Overcomplicating Your Social Media Game
Jimmy’s approach to social is exactly what the industry needs right now:
Stop trying to be perfect.
Stop trying to look like a studio production.
Stop waiting until you have the “right” branding.
Your audience doesn’t care if you have perfect lighting.
They care if:
you’re real
you’re consistent
you explain things clearly
you sound like someone they can trust
He even offered a simple habit hack:
Schedule it.
Make it automatic.
If you can use Siri to schedule reminders, you can use that same habit to build consistency:
“Post at 8am”
“Post at 5pm”
This isn’t about becoming an influencer.
It’s about staying relevant and staying visible in a relationship business.
The 14-Day Fix: Build Structure Before You Build Anything Else
When asked what the single biggest obstacle holding most loan officers back is, Jimmy didn’t hesitate:
They don’t map out their day.
They wake up and “trip” into the day:
email first
social media second
reaction mode all morning
no plan
no priorities
no momentum
And then they wonder why they feel behind, stressed, and inconsistent.
If you want a breakthrough in 14 days, start here:
At night, plan tomorrow.
Not a vague list.
A real structure.
A few non-negotiables.
Then execute.
This is why frameworks like “Power List” work.
Not because they’re fancy.
Because they force daily accountability.
And once daily accountability becomes your identity, everything else becomes easier:
content becomes easier
follow-up becomes easier
referrals become easier
confidence becomes easier
Health, Mindset, and Performance Are Not Separate
One of the most important pieces of Jimmy’s success story wasn’t about mortgages at all.
It was about personal leadership.
He shared that he lost 50 pounds and focused on himself because he recognized something most originators ignore:
You cannot show up for everyone else if you’re not showing up for you.
This is the hidden reason so many loan officers burn out.
They try to stack production on top of chaos.
They try to lead while they’re depleted.
They try to build consistency while they’re mentally fried.
The fix isn’t another tactic.
It’s a stronger baseline:
better sleep
movement
clear routines
less distraction
higher standards
Mortgage broker success is a personal performance game long before it’s a sales game.
Broker Optionality: Why Control Matters
The conversation wrapped with a broker-channel reality that more originators need to understand:
On the broker side, you have optionality.
If a lender or underwriter experience isn’t working, you can pivot.
You’re not stuck.
And for the right entrepreneur, the loan officer who wants control, flexibility, and leverage brokering provides something retail can’t:
Influence as the solo producer.
That doesn’t mean every loan officer is built for it.
Some people need a retail environment, support structure, or tighter guardrails.
But for the person ready to build a real business, the broker model, especially models that incorporate a cap, can dramatically increase long-term earning power.
The Bottom Line
Mortgage broker success isn’t hidden behind a secret strategy.
It’s the compound result of:
daily structure
consistent activity
relentless follow-up
simple content execution
personal discipline
strong relationships
serving people well
Stop trying to hack the business.
Start building it like a professional.
Because this market doesn’t reward motivation.
It rewards people who do the basics every day, especially when they don’t feel like it.
You can connect with Jimmy Hobson here.