How Kory Kavanewsky (#23 in the Nation) Closed $280M with Just 3 Lead Sources
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When it comes to dominating the mortgage industry, few names carry as much weight as Kory Kavanewsky. Ranked #23 nationally by Scotsman’s Guide in 2024, Kory funded over $280 million in volume—and he did it using a surprisingly simple strategy: mastering just three lead sources.
In a recent episode of the Loan Officer Podcast, host Chris Johnstone sat down with Kory to break down exactly how he built a scalable, five-star mortgage business. Here’s what we learned—and how you can apply it to your own business.
1. Financial Advisors Are the Most Underrated Referral Partners
Kory doesn’t just work with financial planners—he integrates them into the core mortgage process. Why? Because your clients’ financial future is too complex to navigate without expert insight.
“You might be saving your client 0.5% on the rate… but costing them years off their retirement plan,” Kory warns.
Pro Tip:
Every time you quote loan options, ask your client: “Do you have a financial advisor we can loop in?”
This not only serves the client better—it positions you as a pro and opens the door for long-term referral relationships.
Your Database Is a Goldmine—If You Treat It Right
A staggering 40% of Kory’s business comes from his database. He’s been nurturing it since 2002, and it’s now a well-oiled machine of quarterly calls, monthly Homebot updates, social media engagement, and 7–8 personalized mailers per year.
“We even send out seeds,” Kory laughs. “People message us with photos of their tomato plants.”
Key Takeaway:
Your past clients don’t forget you when you stay in front of them with high-value, high-touch communications. It doesn’t have to be flashy. It just has to be consistent and authentic.
Direct Mail Is Not Dead—It’s Your Secret Weapon
While most loan officers have abandoned mail, Kory uses it strategically with branded notepads, postcards, and lumpy mail. About half of his mailers include a tangible item—something clients remember, talk about, and keep.
Example:
A sticky note pad branded with his name
A seed packet for a “Money Plant”
A sympathy card or baby gift when major life events occur
Why it works:
“If you hear ‘mortgage’ and you think ‘Kory,’ that’s the win.”
Bonus: Social Media the Right Way
Instead of posting about himself, Kory uses social media to engage with his clients. He comments on their life events, congratulates them, and shows up in their notifications with a name that always includes “mortgage.”
“Comment on their stuff—not yours.”
This subtle, relationship-first approach keeps his name top-of-mind without ever feeling salesy.
Final Thoughts
Kory Kavanewsky’s $280M strategy isn’t magic. It’s a repeatable system built on process, personalization, and partnerships. If you’re a loan officer looking to grow your production, start by mastering:
Your database
Your financial advisor relationships
Your referral-worthy client experience
Want to Learn from More Top Producers Like Kory?
📩 Subscribe now at LoanOfficerPodcast.com to get weekly interviews, strategies, and scripts from the best in the business.
And don’t forget to listen to the full episode with Kory Kavanewsky — available on YouTube, Apple Podcasts, and Spotify.
🔑 The Solution: Use MortgageQ.ai to Find Eligible Non-QM Lenders Instantly
MortgageQ is an artificial intelligence-powered tool that lets you input borrower scenarios—through either a traditional interface or a natural language A.I. assistant—and get real-time results from over 30 TPO lenders.
✅ Example use case:
You’re on a call with a self-employed borrower.
You input the scenario into MortgageQ as you’re speaking.
Within seconds, you get a list of lenders that will take the deal, including eligibility charts, LTV breakdowns, and loan type guidance.
And the best part? It’s free for individual loan officers.
You can sign up here in under 60 seconds.
🔄 How It Integrates with the Loan Officer A.I. CRM
If you’re using the Loan Officer A.I. CRM, MortgageQ is now fully integrated. You’ll see a tab in your CRM dashboard that opens MortgageQ’s scenario engine without ever leaving your CRM workflow.
This means you can:
Instantly qualify leads without switching tools
Run non-QM scenarios in real time
Generate better conversations with both borrowers and real estate agents
Stay organized and automated with CRM + A.I. all in one system
Want to learn more? Book a free demo of the Loan Officer CRM here.
📈 Creative Ways to Use This Tool to Grow Your Mortgage Business
Jason Nichols shared some powerful strategies in the latest podcast episode:
🏡 1. Use it at Open Houses
Imagine standing with a real estate agent at an open house. They introduce you to a self-employed buyer with a tricky scenario. You open MortgageQ on your phone, input the data, and instantly confirm eligible lenders. Boom—instant credibility.
🧑💼 2. Host a Real Estate Office “Turned-Down Deals” Workshop
Offer a live demo where agents bring their tough deals. Use MortgageQ live to see if you can revive those loans. This builds authority and generates immediate leads.
💬 3. Real-Time Lead Conversion
Whether it’s a lead from Google, Facebook, or ChatGPT, MortgageQ lets you deliver instant, confident responses—making you the obvious choice.
🌐 TPO Lenders: Why You Should Join the Platform
MortgageQ isn’t just for originators. TPO lenders also benefit from:
Brand exposure every time your programs show up in a search
Real-time visibility into loan scenarios that originators are working
Tools that help your AEs follow up with context and purpose
If you’re a TPO exec, get in touch with MortgageQ.ai here to learn how to get onboarded.
🎯 Final Thoughts: A.I. Won’t Replace You, But It Will Empower You
As Chris Johnstone said in the episode:
“Loan officers who don’t use A.I. will simply be outperformed by those who do.”
The future of mortgage lending is here—and it’s powered by real-time decision-making and automation.
Whether you’re looking to:
Convert more non-QM leads
Respond faster to complex loan scenarios
Build credibility with agents and clients
… MortgageQ and the Loan Officer A.I. CRM are your tools to thrive.
✅ Get Started Today (It’s Free)
👉 Visit MortgageQ.ai to create your free account
👉 Or schedule a free demo of the Loan Officer A.I. CRM to see the full integration in action
P.S. Want more cutting-edge A.I. tools like this? Join our free A.I. Inner Circle Training for Loan Officers, every Friday at noon. Learn more and register here.
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