Eye on the wrong prize: How the myth of loan officer productivity is costing lenders

Lenders often mistakenly treat loan officer productivity as an individual trait, overpaying for top producers while ignoring the structural and operational factors that actually drive those results. By redefining productivity as an outcome of market alignment and investing in mid-tier originators, institutions can reduce costly turnover and achieve more sustainable, long-term growth.

What lenders are really saying about efficiency in 2026

If you want to understand where the mortgage industry is headed, spend a few days listening to lenders at gatherings like ICE Experience, HousingWire’s The Gathering or Texas MBA’s annual convention when they are not presenting, not pitching and not on panels. Spend time in the hallways. At the booths. In the quiet conversations between meetings. That is where the real story emerges.

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