By: Dave Savage
April 28, 2026

Jim Deitch
 Co-Founder & CEO Teraverde

Keith Collins moved from Northern California to Nashville in 2021 with zero referral network and completely rebuilt his practice from scratch.

Last year, he generated over $80 million in personal production.

Currently averaging $10 million a month in volume, he runs a highly successful wholesale correspondent model with 22 mortgage advisors on track for half a billion dollars this year—marking a 118% increase from this time last year.

Our conversation had some awesome moments, check it out!

Record Every Call, Then Let AI Coach You

Leveraging raw conversation as “game film” is one of the fastest ways to improve execution and client satisfaction. By implementing a simple, non-intrusive request, his team achieves a near-100% success rate in capturing live calls.

• The Script: “Can I record this call? I want to make sure I’m fully focused on you rather than taking notes.”
• The Efficiency Workflow: Once the call concludes, drop the transcript into an AI platform with these three immediate prompts #1 generate the call notes, #2 draft a comprehensive recap email for the client, and #3 draft a tailored recap email for the real estate agent. NOTE: This entire process takes under two minutes and drastically elevates your professional presentation.
• The AI Audit: Take that same transcript and feed it into ChatGPT or Claude to audit your performance against standard sales frameworks (e.g., The Challenger Sale or Exactly What to Say). This turns every single client interaction into a measurable practice rep.

Establish the Refinance “Strike Rate” Protocol

Approximately 30 days post-closing, Keith reviews the client’s original MortgageCoach presentation, copies the data into a fresh refinance scenario, and identifies the exact interest rate drop where a mortgage restructuring makes mathematical sense.

He then secures upfront borrower authorization with a proactive strategy script:

“If it hits, I’m just going to start the loan and send you disclosures. It’s okay if afterwards you tell me you don’t want to do it. But I would rather do a little work up front and lock in the rate so you don’t lose the opportunity.”

This conversation eliminates the typical three-day lag where clients hesitate and miss short-lived market windows. More importantly, it delivers concrete proof that you are actively managing their debt over the long term.

Leverage Real-Time Pipeline Visibility

Keith maintains a highly active CRM stage labeled “Happy House Hunting” for pre-approved buyers who are actively writing offers. At any given time, this single column holds dozens of excited, fully prepared consumers.

To protect this pipeline, he relies heavily on his MortgageCoach real-time viewing alerts. In one instance, a “dead” pre-approval that had gone completely silent for a year re-opened their legacy total cost analysis link. The automated platform notification prompted an immediate follow-up call the next morning, allowing Keith to capture a fresh sell-and-buy transaction that resulted in a $25,000 commission.

Bring Optimism to the Market

While consumer sentiment data shows that only 17% of Americans believe it is a good time to buy a home, macro economists project that home prices will rise roughly 15% by 2030. For a $500,000 property, waiting costs an extra $75,000 in equity.

Top producers separate themselves by showing up with high energy and a clear economic outlook. Consumers and real estate partners gravitate toward professionals who can cut through negative media noise and make the homebuying journey clear, confident, and successful.

Watch the full interview from last week’s sales meeting on the MortgageCoach YouTube Channel.