How to Get Agent Referrals… From Other Agents (with Steve Kyles)
Mortgage Loan Officer Podcast
Episode 168 In this episode, Frank Garay sits down with Steve Kyles to talk about one of the most overlooked — and most profitable — referral strategies out there: getting agents to refer you to other agents. Most loan officers are laser-focused on winning one agent at a time… but what if every great agent you work with could open the door to 3 or 4 more, just like them? Frank and Steve break down the mindset, methods, and exact moments to ask for these referrals — without being pushy or awkward. If you’re ready to stop chasing cold leads and start creating warm introductions...
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Win Big With Construction Loans
Mortgage Loan Officer Podcast
In this episode, I sit down with Justin Hubbert from Park Place Finance to dig into the opportunities surrounding Construction Loans. Justin breaks down how Park Place can help get these loans funded and why construction financing is such a powerful tool for loan officers looking to grow their business. We also talk strategy—specifically how loan officers can use Park Place’s construction product to build relationships with local builders. Not only do you earn on the construction loan itself, but you’re often positioned as the preferred lender when the homes are ready to sell,...
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Transacting Real Estate with Crypto
Mortgage Loan Officer Podcast
Episode 166 In this episode, I sit down with Shannon Conradi from Propy Title & Escrow, one of the most innovative companies reshaping the real estate industry. Propy is making waves nationwide by pioneering real estate transactions using cryptocurrency, providing marketing support for agents, and even offering their own digital currency. Shannon shares how Propy is revolutionizing the way deals are closed, creating new opportunities for agents, buyers, and sellers alike. Whether you’re curious about blockchain in real estate or simply looking for tools that give agents a...
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The CRM That’s Changing the Game for Loan Officers
Mortgage Loan Officer Podcast
Episode 165 In this powerful episode, Steve Kyles and I unpack how the Loan Officer AI CRM is transforming the mortgage industry. We dive deep into the impact it’s made on our businesses—specifically how it's replaced three to four other services most loan officers rely on, all in one platform. But the real game changer? Live Zoom Support. Unlike other CRMs that leave you to figure it all out, Loan Officer AI CRM provides real-time help to ensure loan officers actually deploy their marketing efforts and maximize every feature built into the system. Whether you're managing leads,...
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Why Niching Down as a Loan Officer Is a Power Move
Mortgage Loan Officer Podcast
Episode 164 In this episode, I sit down with Steve Kyles to explore the power of finding a niche as a loan officer. We break down why having a niche doesn’t mean you’re limiting yourself—it actually opens doors. A clear niche helps you stand out, attract the right attention, and build credibility with producing real estate agents. The best part? Once you’re trusted in one area, it becomes easier to earn business outside of that niche too. If you need help identifying or refining your niche, we’re here to coach you through it. Just visit to schedule a free call. Schedule a...
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Leadership with Ginger Bell
Mortgage Loan Officer Podcast
Episode 163 In this episode of the Mortgage Loan Officer Podcast, I sit down with industry icon Ginger Bell to talk about her brand-new book on leadership and how mortgage professionals can apply its principles to grow personally and professionally. We dive into the key takeaways from the book, how leadership shows up in everyday moments, and how LOs can step into greater influence—whether they manage a team or not. Ginger also shares details about her powerful leadership training courses that are helping professionals across the industry lead with confidence and clarity. If you're looking...
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Unlock More Deals with Community Wholesale’s DPA100 Program
Mortgage Loan Officer Podcast
Episode 162 In this episode, I sit down with Brett from Community Wholesale Lending to dive into one of the most powerful down payment assistance programs available today — the DPA100. We break down what makes this program different, how it’s helping more buyers get into homes, and why loan officers across the country are adding it to their toolbox. With no income restrictions, non-occupant co-borrowers allowed, manual underwriting, and no first-time buyer requirement, this program removes the barriers that usually kill a deal. If you're looking for a way to increase closings and...
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Willing to Be Coached
Mortgage Loan Officer Podcast
Episode 161 In this episode, I sit down with Steve Kyles to talk about a powerful moment from a recent Loan Officer Breakfast Club call featuring Joanne Johansen. After 30 years in the business, Joanne is having her best months ever—closing over 13 loans a month—and what impressed us most was her mindset. She said she’s willing to be coached. That’s rare in our industry, especially among seasoned LOs who may believe coaching "doesn’t work." But maybe it’s not that coaching doesn’t work—maybe it just hasn’t been the right coaching. If you’re ready to level up like...
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You're Not Behind — You're Right On Time
Mortgage Loan Officer Podcast
Episode 160 In this episode, I sit down with Chris Johnstone, founder of the Loan Officer AI CRM, to talk about the fast-moving world of AI in the mortgage industry. While many loan officers feel overwhelmed or like they’re falling behind, Chris explains why that’s not the case—and how staying tuned in is the key to staying ahead. We dive into how AI is being used right now, what tools are making the biggest difference, and how any loan officer can begin integrating this powerful tech into their daily workflow. Want to learn how to deploy AI in your business? Join us every Friday at at...
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No Way Out
Mortgage Loan Officer Podcast
Episode 159 In this powerful and personal episode, I sit down with Steve Kyles for a deep dive into a simple but life-changing mindset: There’s no way out—just through. Steve shares how this commitment has shaped his marriage, his family life, and his resilience in the face of life’s challenges. We talk honestly about what it means to be truly all-in and how that kind of resolve can transform not just relationships, but your entire perspective on growth. We also recommend grabbing a copy of Steve’s brother’s inspiring book, "Unstuck and Unstoppable", available at . Schedule a...
info_outlineEpisode 142
Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay.
In this episode of the Mortgage Loan Officer Podcast, I sit down with Michael Hyche, a loan officer who's only been in the industry for 4 months but already has 7 pre-approved files in his pipeline!
Michael's short but powerful story is a testament to the impact of following a proven plan. His journey is both inspiring and educational for loan officers at any stage of their careers.
Tune in to hear how this future superstar is crushing it right out of the gate and what we can all learn from his approach.
Want to connect with a supportive community? Join us every Monday through Friday at Loan Officer Breakfast Club.
To dive deeper into proven strategies, visit Mortgage Marketing Animals.
Schedule a one-on-one free coaching call, click here or visit DailySuccessPlan.com.