How Do You Build Confidence in Loan Officers?
We often assume that top producers are confident—and that it’s their confidence that makes them successful. And yes, that’s often true.
But let’s be clear: confidence is not a trait you’re born with—it’s a muscle you build. And too many Loan Officers are waiting to “feel” confident before they take action.
That’s backward.
If you want to help LOs step into their potential, start here:
1. Create Wins Early and Often
Confidence grows from momentum.
Set them up with simple, measurable wins in the first 30 days:
Five agent meetings
Twenty past client calls
Three apps in five days
When they see they can do hard things—and succeed—the belief starts to build.
Celebrate progress, not perfection. Confidence compounds when someone else notices growth before they do.
2. Train Their Thinking, Not Just Their Skills
Confidence isn’t just about knowing the guidelines—it’s about believing, “I can figure this out.”
Work on mindset in your coaching conversations:
“What’s the worst-case scenario?”
“What would a confident version of you do right now?”
“What evidence do you have that you can handle this?”
They don’t need hype. They need truth.
3. Put Them in the Room with Confident People
Confidence is contagious.
Get them around producers who walk with boldness and humility. Who’ve been in the trenches. Who know how to win.
Whether it’s a panel, a podcast, or a mastermind, make sure they hear real stories—about struggle, about resilience, about learning through the fire.
4. Give Them Systems That Support
Confidence grows when there’s a plan.
Plug them into structure:
A CRM that tells them what to do
A follow-up strategy they can stick to
A tracking system like SoarTracker that shows daily movement
When they know, “If I work the plan, I’ll get results,” confidence isn’t far behind.
5. Coach Their Identity, Not Just Their Numbers
Performance matters. But identity drives performance.
Speak life into who they are becoming:
“You’re the kind of person who shows up, figures it out, and doesn’t quit.”
“You don’t need to feel confident to take confident action.”
Confidence isn’t perfection. It’s ownership.
6. Reps Over Time = Confidence
Nobody gets confident overnight.
Confidence is the byproduct of showing up, doing the work, failing forward, and learning as you go.
Let them take the reps. Let them stretch. Let them get a little scraped up. That’s how the muscle grows.
Bottom line: Confidence is not a prerequisite for action.
It’s the result of it.
So if you're leading a team of Loan Officers:
Stop waiting for them to "get confident."
Start giving them the tools, environment, and encouragement to build it.
Let’s raise up bold, skilled, confident professionals—who don’t just survive this market… they lead in it.
Written by Carrie Guarrero
