Mastering Client Follow Ups

In this episode of The Loan Officer Playbook Podcast, we sit down with Erin Barrows, a Producing Branch Manager at Canopy Mortgage with 16 years of industry experience. Erin shares how her passion for origination, commitment to client education, and focus on relationship-building have driven her long-term success. She dives into her systems for staying in touch with past clients, strategies for expanding referral networks beyond real estate agents, and how she's embraced AI to increase productivity.

Key Takeaways

• Stay in the Trenches
  By continuing to originate loans herself, Erin remains sharp on industry changes and more effective in mentoring her team. Real-world experience enhances her leadership.
  
  

• Don’t Overlook Your Past Clients
  Erin dedicates time each week to consistently contact past clients—proving that steady, personal outreach is one of the most reliable ways to drive repeat business and referrals.
  
  

• Think Beyond Real Estate Agents
  Referral partners aren’t limited to agents and builders. Erin uses intake forms to identify CPAs, financial planners, and attorneys her clients already trust—then builds relationships with them to expand her network.
  
  

• Embrace AI or Fall Behind
  From automating follow-ups to generating social media content, Erin has adopted AI tools to streamline operations. She believes tech doesn’t replace loan officers—it empowers them.
  
  

• Bridge the Tech Gap with Younger Talent
  If technology feels overwhelming, hire someone from a younger generation who thrives in digital spaces. Erin’s assistant handles social media and automation, allowing Erin to focus on closing loans.

For more insights from Erin Barrows listen to the full episode on The Loan Officer Playbook Podcast!