Summary: Interview with Jared Polanski on Leveraging the New LOS System (More) for Mortgage Success

In this training session, Jared Polanski shares his insights and practical strategies for leveraging the new Loan Origination System (LOS), More, and Salesforce to dramatically improve productivity, referral partner engagement, and client retention. Drawing from his experience as an early adopter and trainer, Jared emphasizes the importance of staying ahead of the curve by organizing data, segmenting contacts, and proactively reaching out at the right time.

He outlines how the integrated system improves mobile functionality, enables powerful client and referral tracking, and provides mortgage professionals with a competitive advantage in a rapidly evolving tech landscape. Jared walks through his personal system for categorizing referral partners, maintaining top-of-mind communication, and identifying hot refinance opportunities — all with an emphasis on maximizing revenue in minimal time.

5 Practical Application Steps for Loan Officers and Mortgage Professionals

1. Organize Your Referral Partners into Actionable Segments

   • Use the “Groups” and “Prospect Rank” fields in Salesforce to classify referral partners by loyalty and opportunity (e.g., Tops, A’s, B’s, C’s, D’s, F’s).

   • This lets you instantly identify who deserves your attention when time is limited — maximizing ROI on outreach.

2. Leverage Custom Reports to Focus Daily Activity

   • Save and favorite key reports like:

     • All Referral Partners

     • Referral Prospect List

     • No Partner Activity Over 2 Weeks

   • These reports help you avoid losing touch with top partners and ensure you’re consistently nurturing the relationships that generate business.

3. Build and Use a Refi “Hot List” for Past Clients

• Track every past client’s interest rate and create a “target rate” field based on their savings goals.
• Mark those ready to act as “Hot,” so when rates dip (even briefly), you can make timely calls and lock in deals.

     4. Take Notes in the System to Automate Communication Transparency

• • Input detailed notes in Salesforce so agents receive automatic updates via the referral partner portal.

• This reduces unnecessary check-in calls and builds agent trust through transparency — and creates FOMO for those not yet using the app. 

5.  Start Now and Get Ahead of the Curve

• • Don’t wait until the new system becomes mandatory. Begin organizing your database, building your reports, and getting familiar with More today.

  • The earlier you begin, the more you’ll tailor the system to your workflow — avoiding overwhelm when the transition becomes company-wide.

Final Takeaway: Success in the modern mortgage space isn’t about working harder — it’s about working smarter with your data. Jared’s system turns Salesforce and More into an automated, money-generating machine. Whether you’re managing 50 contacts or 700+, strategic organization and proactive engagement are the new non-negotiables for staying competitive in today’s high-tech mortgage landscape.