I went quiet for a bit.
On purpose.
I took the holidays off. Stepped back. Let things breathe. Paid attention to what felt heavy in 2025 and what felt lighter when it worked.
And one idea kept showing up.
The Problem in the Middle
Most loan officers and realtors aren't struggling because they don't care enough or aren't working hard enough. Everyone I know is working their tail off.
What feels different now is the middle of the process.
The longer timelines because of skepticism. The harder files that take longer to pre-approve. The stretch between "we talked" and "we're moving forward."
That's where things can drift. Not because anyone did anything wrong. Just because there's only so much time in a day.
The Virtual Relationship Specialist
I recorded a new podcast episode that explores a different way to think about follow-up and relationships going into 2026.
Not a tactic. Not a hack. More of a lens.
I call the idea the Virtual Relationship Specialist.
It's not about replacing you. It's not about automating humans out of the process. It's about separating roles so relationships don't have to compete with files for attention.
I sat down with Scott Nicholson, founder of Housing.link, and we talked through what this looks like in real life.
How It Works
The basic idea is simple:
- You focus on strategy and things that require your judgment.
- The Virtual Support Staff helps run the relationship plan.
- AI uses all client notes, research, and your knowledge bank to create the plan.
The relationship stays warm. The communication stays human. You're still very much in the picture.
What We Covered
What I liked about the conversation is that we went deep into how important this type of follow-up is crucial for your client more than ever right now.
We also talked about:
- Why modern clients want guidance more than volume
- Why mobile-first communication matters more than perfect emails
- How long-term follow-up feels different when it's intentional and for just one person
- Where virtual assistants fit without making things feel canned
Looking Ahead
If you're thinking about 2026 and wondering how to protect relationships without adding more to your plate, I think you'll find this useful.
I'm back after the break, and this year I'm focused on sharing ideas that feel sustainable. Not louder. Not busier. Just smarter ways to do the work we already care about.
More soon.
— Keith
