Christina Lane Interview

Summary: Interview with Christina Lane – Scaling to 25 Loans a Month with Simplicity, Delegation, and Personal Connection

In this powerful conversation, top producer Christina Lane shares her journey from processor to high-performance loan officer, consistently closing 25 loans per month with an average loan amount of $315k and over 8,000 people in her database. Christina attributes her success not to complex strategies or paid lead sources, but to a mindset of intentional simplicity, disciplined time management, consistent database engagement, and letting go of non-income-producing activities.

She emphasizes that meaningful growth comes from learning to delegate, focusing on high-leverage conversations, and showing up fully for her clients, team, and family. Her team is small—just one LOA, one processor, and one marketing/TC—but her systems, mindset, and consistency allow her to generate massive volume without burnout.

 

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5 Practical Application Steps from Christina Lane

 

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1. Let Go of Non-Income-Producing Activities

"You have to figure out what you’re doing that doesn’t move the needle—and stop doing it."

• Delegate tasks like processing, chasing conditions, marketing, and scheduling to your team (or systems).
  
  

• Train your team to solve their own problems by asking, “What do you think we should do?” instead of stepping in every time.
  
  

• Focus your time exclusively on income-producing activities: talking to your database, nurturing referral partners, and moving deals forward.
  
  

 

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2. Build a Massive, Inclusive, and Engaged Database

"Everyone I know—DoorDash drivers, church friends, insurance reps—goes into my database. Everyone needs a roof."

• Stop limiting your database to closed clients. Add every contact—friends, family, vendors, social media connections.
  
  

• Christina has 8,000+ people in her CRM and treats them as potential clients, referrers, or connectors.
  
  

• Use a CRM with automated newsletters, AMR (Annual Mortgage Review) triggers, and segmentation for ongoing touchpoints.
  
  

 

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3. Engage Your Database with Authentic, Consistent Touches

"Annual Mortgage Reviews are #1. But we also send flowers, Sugar Wish gifts, and monthly newsletters."

• Leverage AMRs as your #1 referral and repeat business driver—use tech to trigger reminders and automate follow-up.
  
  

• Watch for life events (e.g. on Facebook) and send personal gestures like small gifts or notes.
  
  

• Send a monthly email newsletter (via Mailchimp or similar) with personal, local, and relevant updates—not just market stats.
  
  

 

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4. Be Ruthless with Your Time: Treat It Like an 8-to-5 Job

"I was missing everything—my kids’ games, my life. Now I work 8 to 5, and I shut it down."

• Work with focused intention during business hours: no Netflix, no distractions, just income-producing activities.
  
  

• Use the “Eat That Frog” method (from Brian Tracy): tackle your hardest tasks first thing in the morning—especially delivering bad news or having tough conversations.
  
  

• Maintain work-life boundaries—even (and especially) if your spouse is your business partner.
  
  

 

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5. Train Referral Partners to Send You the Right Clients

"I speak my ideal client into existence—and realtors start sending me more of them."

• Define what your ideal client looks like (prepared, qualified, responsive) and communicate that clearly to partners.
  
  

• When an agent sends a great client, affirm it out loud: “That client was amazing—organized, on top of it, great credit.”
  
  

• When the client isn’t a good fit, gently redirect and explain why. This helps you shape your pipeline intentionally.
  
  

 

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Bonus Tips from Christina:

• You do have a database—your phone, your Facebook friends, your church directory. Start there.
  
  

• Join coaching to develop accountability, structure, and peer support.
  
  

• Use tools like Sugar Wish for scalable, affordable client gifts.
  
  

• Keep a small but mighty team—one LOA, one processor, and one TC can support high volume with the right systems.
  
  

 

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Final Takeaway:

“You don’t need fancy tools. You need intention, consistency, and a system that works when you’re not working.”

Christina proves that you don’t need to work 12-hour days or have a massive marketing budget to scale your mortgage business—you need systems, boundaries, human connection, and the discipline to stay focused on what matters.

 

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📩 Need help implementing Christina’s approach?
Email [e-mail] or join the Power Sales Academy to build the structure, habits, and mindset that drive real growth.