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Loan Officers: Why Following the Busiest Agents Is a Mistake

AgentBrief founder Mike Simon advises loan officers to focus on listing volume, closing rate, and buy-side deals when following agents, not just activity.

This news matters because it challenges a common assumption in real estate referral building: that following the most active agents is the best path to business. For loan officers and other settlement service professionals, the quality of the agents they follow directly impacts their efficiency and bottom line. By focusing on listing volume, closing rate, and buy-side representation, professionals can avoid wasting time on agents who generate activity but not transactions. In a market where time and attention are finite, using real-time data to filter for the right agents can be a significant competitive advantage. As the industry becomes more data-driven, the ability to distinguish between noise and genuine opportunity will separate top performers from the rest.