There is not a mortgage lender in the country that isn’t interested in getting more mortgages closed. Unfortunately, most are going about it the wrong way.

What if the secret to closing more loans wasn’t about reinventing your sales strategy, but simply copying what already works?

Every sales organization has a handful of rock stars—the top 20% who generate the lion’s share of revenue. These high performers aren’t magical. They’re methodical. They follow certain habits that lead to consistent results. 

And here’s the good news: those habits can be identified, automated, and scaled. This is the secret to higher loan volume. Here is how it works.

Top Producer Habits Are Your Blueprint

In his book Authentic Intelligence, Dan Harrington introduces the concept of Top Producer Habits (TPHs). These include targeted and meaningful actions like sending thank-you notes post-closing, making a follow-up call 30 days later, personalizing email campaigns with local content, and triggering real conversations instead of relying on mass emails.

These aren’t difficult or revolutionary habits, but they are reliable. The problem? Most of your team isn’t doing them consistently.

The solution is simple: automate these habits. 

Use CRM technology that makes the right action the easiest action. Automatically generate localized email content. Send follow-up reminders that prompt human connection. Deliver timely alerts that signal the perfect moment to reach out.

With marketing automation, you can literally program TPHs into the system and then share these proven workflows with everyone on the team.

CRM Isn’t Just for Tracking—It’s for Replicating Success

Too many CRMs are built for power users. But the best systems amplify and drive behavior all across the sales team. 

At Usherpa, for instance, CRM tools are designed to support habit replication at scale. It’s what our Pipelines functionality is all about.

That means the system doesn’t rely on a salesperson’s motivation or memory. It provides the ability, the trigger, and even a sense of reward—all elements necessary for behavioral change. It can drive behavior and positive change.

Habit replication works because it lowers the barrier to success. Instead of waiting for someone to learn a new skill or get fired up by a motivational talk, you simply help them do the right thing more often, with less effort.

Ready to turn your sales playbook into a repeatable, scalable system? Contact Usherpa today to learn how we help teams automate what works—so more of your team can win, more often.