Multi-State Loan Officer Recruiting Case Study

Campaign Snapshot

Company: Smart Mortgage Solutions
Headquarters: Boca Raton, Florida
Industry: Mortgage Lending
Target Location: Florida, Texas, Colorado, Pennsylvania and Michigan, United States
Target Prospects: Experienced and producing loan officers
Service Provided: Mortgage Loan Officer Recruiting Services
Campaign Goal: Book qualified interviews with licensed loan officers to support multi-state expansion
Campaign Duration: 7 months
Channels Used: Cold Calling, Email Marketing
Total Interviews: 111 qualified interviews

Channel Activity Metrics

Calls started direct conversations with potential candidates. Email helped continue those conversations and arrange interviews across the five target states.

• Cold Calls Placed: 24,100+
• Emails Sent: 14,800+
• Total Conversations: 2,650+
• Average Monthly Calls: 3,400+

Company Overview

Smart Mortgage Solutions is a Boca Raton, Florida mortgage lender founded in 2021 and led by co-founders Tyler Rosenstein and Rajib Hassan. The company offers FHA, VA, conventional, jumbo, non-QM, alt-doc, DSCR, commercial, private money and HELOC loans. Expansion beyond Florida increased its need for experienced originators licensed in its target markets.

The Challenge

Smart Mortgage Solutions The company needed licensed originators in new states where it had no network, even though loan officer recruiting is highly competitive.

The campaign faced four challenges:

• Referrals provided candidates in Florida but had limited reach in other target states
• Each market required loan officers with the appropriate state license
• The company’s opportunity form depended on candidates finding it first
• The company had no dedicated outbound recruiting team covering all five markets

The company needed a structured process to identify, contact and screen potential hires across its expanding footprint.

Before vs After: The Shift in Smart Mortgage Solutions’ Recruiting Pipeline

The campaign gave Smart Mortgage Solutions a direct source of qualified interviews across five states.

Campaign Objectives

The primary goals of the campaign were:

• Build verified lists of producing loan officers for each target state
• Reach candidates directly by phone and email
• Book qualified interviews with the hiring team
• Support hiring across the company’s expanding markets

Outbound Outreach Strategy

We used state-based prospect lists, cold calling and email follow-up to find experienced loan officers and book interviews with interested candidates.

Targeted Multi-State Loan Officer Lists

We built a custom recruiting list focused on loan officers licensed in the five target states.

The list included:

• Florida loan officers across South, Central and North Florida
• Texas producers in Houston, Dallas, Austin and San Antonio
• Colorado originators in Denver, Colorado Springs and Boulder
• Pennsylvania producers in Philadelphia and Pittsburgh
• Michigan producers in Detroit and Grand Rapids
• Originators with non-QM, DSCR or investor loan experience

We checked active state licenses through NMLS Consumer Access, verified emails and confirmed current roles. We prioritized candidates licensed in two or more target states.

Multichannel Outreach Strategy

Calls opened conversations with potential candidates. Email helped continue those conversations and arrange confidential interviews.

Cold Calling

Our team used loan officer recruiting call scripts adapted to Smart Mortgage Solutions to:

• Speak directly with loan officers licensed in the target states
• Introduce the company’s product range and support model
• Discuss candidate interest, experience and production
• Book qualified interviews during the call

Email Follow-Up

Email outreach supported the calling campaign by:

• Sending relevant follow-ups
• Explaining the company’s product range, scenario support and processing support
• Providing a link to book a confidential interview

Compliance-Aware Messaging

• We talked about volume and support, never loan terms, as the LO Comp Rule requires
• The client discussed pay details in their own interviews

Qualification Criteria

Every candidate went through a structured qualification call before an interview was booked.

• Appropriate active state MLO license in at least one target state
• Consistent closed-loan production and stated monthly volume
• Experience relevant to the company’s loan products
• Interest in a confidential conversation about a move
• Clear timing for transferring license sponsorship
• Availability for an interview

Only candidates who met the campaign criteria were scheduled with the hiring team.

Booking Method

We handled appointment setting for qualified loan officer candidates, booking interviews directly on the hiring team’s calendar.

• Direct interview booking
• Candidate notes covering licensed states, production, product experience and timing
• Phone and email confirmation
• Interview reminders

Campaign Results

The seven-month campaign produced 111 qualified interviews across five target states.

Interview Outcomes

• Total Interviews Booked: 111
• Average Monthly Interviews: about 16
• Target States Covered: 5

Campaign Timeline: How the Recruiting Pipeline Built Over 7 Months

Interview volume increased as the team refined its state lists and outreach.

• Months 1 to 2, List Build and Launch: We built and verified state-based lists. We launched calling and email in Florida and Texas, then added Colorado, Pennsylvania and Michigan. We booked 20 interviews.
• Months 3 to 5, Refinement and Scale: We refined messaging based on call feedback and prioritized candidates licensed in multiple target states. We booked 51 interviews.
• Months 6 to 7, Full Outreach Cadence: We maintained daily outreach across all five states and booked 40 interviews.

The campaign booked 111 qualified interviews over seven months, averaging about 16 per month.

Pipeline Impact

The campaign created a repeatable recruiting pipeline for Smart Mortgage Solutions across five target states.

• Qualified Interviews Booked: 111
• Recruiting Coverage: Florida, Texas, Colorado, Pennsylvania and Michigan
• Recruiting Process: Structured outbound outreach added a direct source of candidates across the target markets

Why the Campaign Worked

Four choices supported the recruiting results.

• State-Based Targeting: We organized lists by state license to focus outreach on candidates eligible for the target markets.
• Multi-State Candidate Priority: We prioritized originators licensed in multiple target states to support broader recruiting coverage.
• Support-Based Messaging: Calls highlighted the company’s product range, scenario support and processing support.
• Screening Before Booking: We checked licensing, production, interest and sponsorship timing before scheduling interviews.

Sample Outreach Workflow

Each candidate followed a clear path from list research to a booked interview.

• Identify loan officers by target state and verify their records
• Call to start a direct conversation
• Introduce Smart Mortgage Solutions’ products and support model
• Check licensed states, production, interest and sponsorship timing
• Send a follow-up email with the booking link
• Book a confidential interview with the hiring team
• Smart Mortgage Solutions conducts interviews and makes hiring decisions

Key Performance Summary

The seven-month campaign produced qualified interviews across five target states.

• Campaign Duration: 7 months
• Total Interviews: 111
• Monthly Average: about 16
• Target States: 5
• Channels Used: Cold Calling, Email Marketing