Look at your roster. Some originators are putting up big numbers. Most aren't. They're all in the same market, with the same rates and the same support.
The difference is what your top producers do every day that the rest of your team doesn't. They follow a process for new client calls. They have set responses for the most common objections. They start every week with a clear plan. They're not winging it.
The rest of your team is. They're working hard, but every conversation is improvised, every week starts from scratch, and every deal is its own one-off.