In this episode of Closing Market Weekly, Phillip Hogan sits down with Jamar Bates—Marine Corps veteran, broker-owner, and mortgage founder—to unpack how vertical integration, technology, and disciplined follow-up drive closing success. From launching Bates Realty Group to expanding into Bates Mortgage Group, Jamar shares why he built a one-stop shop and how that decision improved client experience and control over the deal flow.
Jamar and Phillip dig into the real day-to-day levers: CRMs, social and podcast distribution, and compliant marketing mechanics (NMLS, APR, audits, bonds). Jamar lays out the operational tradeoffs of being licensed in 35 states, the reality of state audits, and why he ultimately narrowed his footprint to the markets that made business sense.
They wrap with a playbook for higher close rates that’s as simple as it is rare: consistent prospecting and impeccable lead follow-up with copious notes and right-on-time callbacks—plus the mindset shift of working on the business, not just in it.
Tune in now to learn how to use tech without losing your edge, stay compliant at scale, and turn pipeline into funded deals.
Highlights of the episode:
00:55 – Guest intro: Jamar Bates, CEO of Bates Morgan
03:25 – Why go vertical: building a “one-stop shop” for clients
05:00 – First closing experience: from academics to a smooth client outcome
07:50 – Rapid fire: mistake you never forget — don’t spend before it closes
08:25 – Tool he swears by: Top Producer (CRM)
09:00 – Paper vs. digital: all-in on digital
12:10 – Ttech for prospecting, social, and podcast targeting
17:00 – Narrowing from 35 states to ROI-positive markets
18:00 – Testing a market: when to extend/cut
20:05 – Keep a pulse; work on the business vs. in it
22:30 – Close more with impeccable lead follow-up
26:00 – How to contact Jamar
Connect with Guest:
Website: https://jamarbates.com/
Email: jamar@batesmortgage.com
Linkedin: https://www.linkedin.com/in/jamar-bates-52b873152/
#MortgageCompliance #RealEstateTech #LeadFollowUp #CRMs #VerticalIntegration #VeteranEntrepreneur #ClosingSuccess #MortgageMarketing