Outdated Real Estate & Mortgage Practices That Kill Deals (And What To Do Instead)

The real estate and mortgage industries are changing fast. Technology, consumer expectations, and the way agents and lenders connect with clients have all evolved. Yet, many professionals are still relying on outdated tactics that don’t work in today’s market.

In this article, based on a recent conversation between Ryan Speltz and Jason Maxam, we’ll dig into what needs to go, what should replace it, and how loan officers and real estate agents can better partner together in 2025 and beyond.

Why Outdated Practices Hold the Industry Back

When Jason was asked what outdated practice he wished would disappear, his answer was immediate: cold calling.

For decades, cold calling was the go-to strategy for mortgage lenders to connect with real estate agents or clients. But in today’s world—where every agent and buyer is active on social media—it feels outdated and intrusive.

Ryan agreed, pointing out that cold calling not only creates an awkward dynamic, but often starts the relationship off on the wrong foot. Instead of collaboration, it sets up a client-vendor vibe.

“We don’t want to come off as solicitors,” Ryan explained. “Our role as lenders is to help agents grow their businesses and serve the buyer, not to annoy them with unsolicited calls.”

The Alternative: Social Connections & Warm Introductions

Rather than picking up the phone blindly, Ryan and Jason recommend leveraging social media:

• Engage first – Like, comment, or share an agent’s post.

• Send a thoughtful DM – Reference something specific they’ve shared.

• Build familiarity before reaching out – When the time comes to connect, it’s a warm conversation, not an interruption.

The shift is simple but powerful: replace outdated solicitation with genuine connection.

Real Estate Agents: What Needs to Change

The conversation didn’t stop with lenders. Jason also flipped the question to Ryan—what outdated practices do real estate agents need to move past?

Ryan pointed to the way some agents dismiss lenders without leaving the door open for future opportunities. Many agents vent online about being bombarded with calls or emails, but then completely shut down any chance at collaboration.

Instead, Ryan suggested reframing those moments:

• If a lender calls and offers no value, say so.

• Ask, “Is there something you do differently that might actually benefit me?”

• Keep the door open—you never know when you’ll cross paths again on a transaction.

Relationships in real estate and lending are long-term games. Burning bridges too early can come back to haunt you later.

When a Creative Loan Solution Saves the Day

One of the most valuable parts of the conversation was when Ryan and Jason shared stories about deals that almost fell apart—only to be saved by creative mortgage structuring.

Jason recalled a client whose first lender denied the loan. The issue? That lender hadn’t asked the right questions about assets. Jason stepped in, conducted a full application, and discovered retirement funds that could be used to strengthen the file.

By documenting income and assets properly, he was able to remove a contingency, get the client approved, and close on a $600,000+ home purchase.

The best part? That win didn’t just help the client—it impressed the entire real estate office involved. Within weeks, Jason received three or four additional referrals from agents who now saw him as a problem solver.

Key Takeaway

Your reputation grows every time you save a deal others couldn’t. Instead of cold calling, let your results be your best marketing tool.

Building Trust Between Realtors and Lenders

Another major theme of the conversation was the importance of trust in real estate partnerships.

Ryan explained that when problems arise, the worst thing an agent or lender can do is play the blame game. Pointing fingers at the other side makes everyone look bad in the client’s eyes.

Instead, Ryan chooses to protect his partners:

“If a client calls me frustrated with their agent, I say, ‘They’re probably busy, but I know they do great work. Let me see how I can help get you connected.’”

By backing each other up instead of throwing one another under the bus, both sides look stronger to the client.

Realtors: Stay in Your Lane

Jason added that he wishes more agents understood that mortgage brokers like him have decades of experience. Trusting your lender to handle the financing—and not trying to micromanage their part of the process—leads to smoother deals.

“My number one job is to make the realtor look good,” Jason said. “If the client feels cared for, that reflects positively on both of us.”

Technology: The Double-Edged Sword

No conversation about the future of real estate and mortgages is complete without talking about technology.

Jason and Ryan agreed that CRM systems, automation, and database management are now non-negotiable. Without them, loan officers and real estate agents are leaving business on the table.

Why CRMs Matter

• Every loan involves dozens of moving parts.

• A CRM keeps tasks, deadlines, and follow-ups organized.

• Automation ensures consistency in communication, like email updates when a loan moves stages.

But Ryan warned about going too far with automation. Early in his career, he systemized his entire process to the point where he never talked to clients. Loans closed—but clients felt disconnected, and his realtor relationships suffered.

Now, his approach is to let automation handle the business basics, then add a personal touch on top.

The AI Question: Will Realtors and Lenders Be Replaced?

Of course, no technology conversation would be complete without tackling artificial intelligence.

Both Jason and Ryan agreed: AI will change the industry, but it won’t eliminate real estate agents or loan officers who specialize and adapt.

Here’s why:

• AI handles straightforward loans – Perfect credit, simple W2 income, and big down payments are easy for machines.

• But most clients don’t fit that box – Self-employed borrowers, credit challenges, and unique property types require human judgment.

• AI lacks perspective and empathy – It can’t provide context, advice, or reassurance the way a human can.

That said, they emphasized the importance of embracing AI as a tool:

• Use it to speed up systems (drafting emails, brainstorming ideas, analyzing data).

• Don’t ignore it out of fear—those who do risk falling behind.

Playing the Long Game

If there’s one thread tying the entire conversation together, it’s this: real estate and mortgage success comes from long-term thinking.

• Cold calling may land a meeting, but genuine social connection builds partnerships.

• One saved deal can create a ripple effect of referrals.

• Protecting your partners instead of blaming them builds trust that lasts.

• Technology and AI are powerful, but only when paired with human connection.

Jason summed it up well:

“We’re not just closing loans—we’re building reputations, partnerships, and trust that compounds over time.”

Final Thoughts

The real estate and mortgage industries are evolving faster than ever. What worked 10 years ago won’t cut it today. But that’s good news for professionals willing to adapt.

• Say goodbye to outdated tactics like cold calling.

• Leverage technology wisely, without losing the human touch.

• Build partnerships based on trust, not transactions.

• Use creativity and expertise to solve problems other lenders or agents can’t.

• Embrace AI as a tool, but don’t fear it as a replacement.

By focusing on relationships, innovation, and adaptability, you’ll not only survive the changes coming in 2025—you’ll thrive.

📌 Want to hear the full conversation? Check out the podcast episode on YouTube, where Ryan Speltz and Jason Maxam go even deeper on building modern real estate and mortgage businesses.