06/08/2026
🚨 Mortgage industry wake-up call…
IMBs are losing 3 out of 4 borrowers.
Yep…according to RETR's 2025 numbers,
They’re only keeping about 25% of their past clients’ next mortgage.
That’s not just a stat - that’s a problem.
So why is this happening?
Because the job has changed…
…and the expectations haven’t.
Loan officers today aren’t just loan officers anymore.
They’re juggling all of this 👇
âś… Content creation (ideas, filming, editing, posting)
âś… Social media (FB, IG, TikTok, YouTube, LinkedIn)
âś… DMs, comments, follow-up
âś… Agent relationships + new prospecting
âś… Past client retention
âś… Pre-approvals + buyer communication
âś… Rate watch + refi opportunities
âś… Credit repair + long-term leads
âś… Pipeline management
âś… File communication (processors, UW, title, agents, clients)
✅ Compliance, database, outreach…
✅ And still expected to “go get more business”
One person can’t do all of that well.
But many IMBs are still structured like it’s 2005 -
expecting their producers to:
✔️ Bring in the business
✔️ Manage the business
✔️ AND operate the business
That’s where things break.
The lenders winning right now are different:
🎯 Hunters hunt
🤓 Operators operate
⚖️ Leverage tech & keep personal
🤓 Educate and add value to partners
🦾 Systems + AI surface opportunities
Because here’s the reality…
🚫 A single human can’t compete with AI, automation, and specialized teams.
What lead to this?
Many IMBs:
- Sold servicing
- Cut staff
- Ran lean to survive
…and lost connection to their own clients in the process.
📉 The gap isn’t shrinking - it’s growing.
This isn’t about blame.
But it is about awareness.
Because if nothing changes…
what do you think these numbers look like in 2–3 years? 👀