How JJ Mazzo Built a $250M Mortgage Business from Scratch
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In a competitive and constantly shifting mortgage market, few loan officers stand out like JJ Mazzo—a consistent Top 100 producer on the Scotsman Guide and now the author of Perseverance Principles. In a recent episode of The Loan Officer Podcast, hosted by Chris Johnstone, JJ shares the journey behind his massive success, and more importantly, the tactical steps loan officers can take today to grow their business—even in tough markets.
From Losing It All to Building a $250M+ Business
JJ’s story isn’t just one of numbers—it’s one of grit. After losing everything in 2009—his home, his cars, and nearly his career—JJ rebuilt his business from the ground up. His comeback wasn’t fueled by luck, but by strategic execution, powerful relationship-building, and relentless focus on purchase-based business.
“I used to rent a $100 cubicle next to a roofing guy just so I could have a quiet place to make calls… because I believed I could rebuild. And I did.” — JJ Mazzo
Now, JJ and his team regularly fund 250–300 loans per month, and he spends zero hours processing loans. His focus is entirely on generating business and building scalable systems.
JJ’s Top 3 Strategies for Loan Officers to Thrive in 2025
1. Double Down on Realtor Relationships
Even during the refinance boom, JJ remained 65% purchase-focused. That decision insulated his business and preserved vital referral relationships.
He now hosts in-person leveraged events that consistently generate 20–30 leads in under 90 minutes.
“Social media builds your brand—but your business is built on relationships.” — JJ Mazzo
Pro Tip: Focus on one-to-many events that educate agents, and use a strong follow-up system to convert.
2. Track Your Numbers Like a CEO
JJ is fanatical about knowing his metrics—how many calls, meetings, leads, and pre-approvals it takes to hit his goals.
If conversions slow, he simply increases his inputs: more calls, more face-to-faces, and better follow-up.
“Facts over feelings. Know your numbers. If your conversion dips, double your activity.” — JJ Mazzo
3. Get Out of the Loan Processing Role
JJ doesn’t process loans anymore—and neither should top-producing loan officers. His team of trained underwriters handles the pipeline so JJ can focus 100% on getting loans, not doing loans.
“You can’t replace me as a presenter or educator, but AI will replace the processor. The value is in the relationship.” — JJ Mazzo
About the Book: Perseverance Principles
JJ’s new book, Perseverance Principles, is more than just a success story. It’s a framework for overcoming adversity and unlocking personal and professional growth. Endorsed by Tom Ferry, the book offers practical principles like:
The Discomfort Zone – Facing adversity head-on
Self-Leadership – Becoming the person who can achieve your vision
Support Systems – Surrounding yourself with winners
Whether you’re thriving or struggling, this book is a must-read.
👉 Get it at PerseverancePrinciples.com
Final Thoughts
The mortgage industry is evolving—and only those who adapt, automate, and lead will thrive. JJ Mazzo is proof that with the right mindset and strategy, you can go from crisis to $250M success.
Are you ready to become the next top producer?
Join our Loan Officer CRM – https://www.loanofficercrm.ai/
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