Mindset: The One Thing That Can’t Be Outsourced

Most loan officers fail not because they don’t know how to originate loans, but because they don’t have the right mindset to sustain the work. Skills and strategies matter, but your mindset is what determines whether you’ll show up consistently, push through setbacks, and keep building when things get tough.

Your mindset shapes how you interpret challenges:

• Do you see a rejected loan file as failure or feedback?

• Do you view competition as a threat or proof there’s opportunity?

• Do you let fear stop you, or do you use it as fuel?

If your foundation is weak, the whole ladder crumbles. A strong mindset creates resilience, consistency, and the confidence needed to keep climbing.

Why Ladder 9™ Matters: MINDSET

Most loan officers run on adrenaline and short-term wins. They celebrate a good month, then spiral when the next one dries up. That’s not a sound business strategy; that’s survival mode. Ladder 9 shifts the focus. It gives you a clear, step-by-step framework to build structure, consistency, and purpose into your business.

This week is about mindset because it’s the foundation that holds everything together. Without the right mindset, you’ll self-sabotage no matter how good your strategy is. With it, you’ll keep climbing, even when the market or circumstances work against you.

Ask yourself: When challenges hit, a deal blows up, a client ghosts you, or rates spike, do you retreat, or do you push forward? Your answer reveals your true mindset.

Ladder 9 Checkpoint

✅ I’ve identified my top 3 limiting beliefs.

✅ I’ve created affirmations that reinforce who I want to become.

✅ I practice reframing challenges into opportunities.

If you can’t check all three boxes, that’s your assignment this week.

Quick Win Tip 

Write down one current frustration in your business. Then reframe it by finishing this sentence: “This is happening for me, not to me, because…”. Do this daily for the next week to start retraining your perspective.

Next Rung Preview 

Next week, we’ll cover Decision, the turning point that separates dabblers from doers.

Share of the Week

I don’t know about you, but I feel we are living in the time of AI tool overload. Most of us are bouncing between five different AI tools just to get through our day. You know the drill? You're using ChatGPT for one thing, Claude for another, then jumping to Perplexity for research, and by the end of the day, you feel like you need a spreadsheet just to track your subscriptions.

I wanted to share this killer breakdown that actually makes sense of the whole AI mess we're all swimming in. And trust me, this isn't one of those "use everything" type videos. While everyone else is telling you to sign up for every AI tool under the sun, Rick gets real about what each one actually does well (and what they suck at). He covers the big five: ChatGPT, Claude, Gemini, Perplexity, and Grok, but more importantly, he tells you which ones are worth your hard-earned cash.

There is no dancing around the privacy stuff or pretending the free versions are amazing when they're not. This is straight talk about where to spend your time and money based on what you actually need. If you're drowning in AI subscription costs or just tired of picking the wrong tool for the job, this video is going to save you both time and money. Check it out here.

Here’s What You Missed Last Week:

Last Tuesday on “The Call,” we discussed the daily metrics that successful business owners track. Most loan officers track production but ignore the metrics that create wealth. I shared what Ed Mylett taught me about knowing your numbers, why to obsess over them, and the importance of tracking performance weekly and not monthly.

This separates real business owners from people playing business.

This week, I am doing a live workshop on lead generation 101 for Loan Officers. I hope to see you on the call!

Until next week, Always Forward.

-Frazier

P.S. Get the playbook that is helping loan officers do more loans today! The Green Zone Project is available now!