Episode
Stop Getting Shopped: Why Justin Padron Never Loses Refi Opportunities When Rates Move
- Podcast
- The 360 Experience
- Published
- Feb 12, 2026
- Duration seconds
- 3602
- Processing state
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Summary
In today’s market, loan officers aren’t losing deals because they don’t work hard. They’re losing deals because they’re still being positioned like rate quote providers instead of trusted advisors. And when rates move, many are getting crushed by chaos; overbooked calendars, endless “quick questions,” and missed opportunities that should have turned into momentum. In this episode of The 360 Experience Podcast, Tim Braheem sits down with Justin Padron, one of the top-producing mortgage advisors at NEO Home Loans. Justin is on pace to fund roughly 140 loans and $70M+ in volume this year, with the majority of his business coming from purchase transactions in a tough market…and he’s doing it without competing on rate. Top Takeaways for Loan Officers: 1️⃣ How leading with education, strategy, and clear guidance (before numbers) reframes you from a commodity into an advisor buyers trust to help them make confident financial decisions, even in a high-rate environment. 2️⃣ How to set a client-chosen strike rate during a post-closing consult and actively monitor it, allowing you to create a predictable refi pipeline that produces volume when rates move without relying on luck or last-minute scrambling. 3️⃣ Tips for proactively explaining exactly what happens when the strike rate hits (who contacts them, what documents are needed, and when to move forward) to dramatically reduce unnecessary calls while increasing execution speed. 4️⃣ Why the “three outcomes” framework (rates go up, stay flat, or go down) combined with tools like no-cost refinances and lender-subsidized 2-1 buydowns gives buyers a clear path forward in every scenario. 5️⃣ Justin’s consultative presentation process that helps Realtors close buyers they’ve been stuck with for months, positioning you as the partner…