How Oleg Tkach Jumped from #75 to #41 on Scotsman’s Guide and Scaled to $250M with Agent Marketing & National Expansion
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In today’s ultra-competitive mortgage landscape, very few loan officers are growing—let alone doubling—production in a high-rate market. But that’s exactly what Oleg Tkach has done.
In a recent episode of the Loan Ops and Marketing Podcast, hosted by Chris Johnstone, Oleg revealed how he scaled his business to over $250 million in annual volume, climbed from #75 to #41 on Scotsman’s Guide, and built a thriving national team—all by changing the way he markets to real estate agents and manages his database.
Here’s how he did it—and how you can, too.
Step 1: Think Like a Marketer, Not Just a Loan Officer
Oleg’s mindset shift was simple but powerful:
Stop being just a lender—start being a marketer.
He focused on solving real problems for real estate agents, like:
Needing a backup lender for weekend coverage
Needing a bridge loan or higher pre-approval
Wanting a partner who actually generates business with them
“You have to program agents to think of you in specific scenarios—that’s how you earn referrals,” Oleg explained.
Step 2: Expand Beyond State Lines
During COVID, Oleg saw an opportunity: agents and clients no longer cared where the loan officer was located.
So he got licensed in 28 states, allowing him to:
Follow his clients wherever they moved
Build agent partnerships across the country
Dramatically increase his referral audience
Now, a huge portion of his $250M+ volume comes from out-of-state deals.
Step 3: Build Strategic Agent Relationships (4 Levels)
Most LOs only aim to be the agent’s primary lender.
That’s a mistake.
Oleg focuses on 4 distinct levels of agent relationships:
Program Lender – Known for a specialty (e.g., VA, DPA, self-employed)
Backup Lender – Second opinion when primary can’t deliver
Business Partner – Joint marketing, open houses, farming
Primary Lender – Earned only after proving value over time
“Primary is earned, not given,” he says. “And it starts by being great in one of the other three roles.”
Step 4: Market Like a Machine
Oleg’s team uses massive consistent outreach to stay top of mind. That includes:
Emails and texts to clients and agents
Social media content
Old-school direct mail (yes, it still works)
Strategic follow-up and referral requests after every transaction
He’s built a system where every agent knows him, even if they’re not actively working with him—yet.
Step 5: Run the Same 3-Point Play Every Day
Oleg’s growth boils down to three non-negotiable habits:
Build a team to handle more volume.
Talk to one new agent every day.
Never let the people who already know you forget you.
“Do that every day, and you’ll scale your business in any market,” Oleg says.
Final Thoughts: Success Leaves Clues
Oleg didn’t get lucky—he got strategic. He built a scalable system around real estate agents, solved real problems, and expanded his audience nationally.
If you’re a loan officer looking to grow your business, now’s the time to follow his blueprint.
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