From Google Reviews to AI Referrals – The Next Wave for LOs
Release Date: 10/02/2025
Advocacy in Action: Better Together!
Mortgage Loan Officer Podcast
Episode 192 In this episode, I sit down with Ginger Bell, Growth Officer for the National Association of Mortgage Brokers, for a conversation every mortgage professional should hear. We talk about how NAMB is doing far more than advocacy on Capitol Hill. The association is creating real value for its members through industry support, benefits, education, and a stronger voice for mortgage professionals across the country. We also break down why now is a great time to get involved. NAMB membership is normally just $150 per year, but listeners can join for only $99 using the code LOBC. On top...
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Builder, Investor Bundle
Mortgage Loan Officer Podcast
Episode 191 In this episode, Frank sits down with Kevin to break down how loan officers can win more business by targeting two major segments of the housing market: builders and investors. Kevin shares hard-earned insights from his deep experience in the builder space, including how loan officers can better understand builder operations, offer competitive construction financing, and build strong relationships with small to mid-sized builders. The conversation also dives into the investor side of the business, with practical strategies for approaching different investor profiles such as...
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9 Points Now Available with ARF!
Mortgage Loan Officer Podcast
Episode 190 Most loan officers are sitting on deals they don’t even realize they have. In this episode, I sat down with Megan Pavone from ARF Financial to unpack a massive opportunity hiding in plain sight: business-purpose lending for your self-employed clients. Here’s the reality—clients who don’t fit traditional lending boxes still need capital. And instead of turning them away, you can now turn those conversations into real revenue. Megan breaks down how ARF’s unsecured business loan program works, including: Competitive options for self-employed borrowers A comp...
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The Loan Officer’s Bible to Deploying AI Into Their Business
Mortgage Loan Officer Podcast
If you're a loan officer trying to figure out how AI actually fits into your business (without all the hype and confusion), this episode is a must-listen. I sat down with Chris Johnstone to break down his brand-new book—currently available for pre-order at —and honestly, this isn’t just another “AI book.” This is shaping up to be the playbook for loan officers who want to work smarter, move faster, and stay competitive in a rapidly changing market. What makes it different? This isn’t about trends—it’s about evergreen principles. Chris walks through how to actually deploy AI...
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3 Social Media Strategies Loan Officers Need in 2026
Mortgage Loan Officer Podcast
In this episode of the Mortgage Loan Officer Podcast, Frank Garay sits down with social media marketing expert Chelsea Gardner, founder of Fully Aligned Marketing, to break down how loan officers should be using social media in 2026. Chelsea shares the three biggest opportunities most originators are missing when it comes to building influence and generating referrals online. Instead of chasing trends or posting random content, Chelsea explains how loan officers can build a recognizable personal brand, attract referral partners, and turn social media into a consistent lead source. ...
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Leveling the Playing Field for Loan Officers with Dale Larson of Modex
Mortgage Loan Officer Podcast
Loan officers are ranked every single day — by volume, by performance, by reputation — but what if you could actually see where you stand? In this episode, I sit down with Dale Larson of Modex to break down a platform that’s quietly changing the mortgage industry. Modex isn’t just a ranking system — it’s a data-driven transparency engine built specifically for loan officers. We dig into: How LOs can see where they rank inside their company, locally, and nationally — for free How to keep an open (and even anonymous) resume inside Modex to explore new opportunities How the...
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Turn LinkedIn Into a Deal Machine with AI
Mortgage Loan Officer Podcast
Episode 186 In this episode, I interview Casey O’Toole, the CEO and creator of Linkybot.ai — an AI-powered platform built to help real estate agents and mortgage professionals connect with their ideal audience and book real appointments directly into their calendars. Linkybot intelligently engages prospects on LinkedIn, creates natural conversations, and schedules meetings automatically — turning social media connections into actual opportunities. And now, Casey has introduced Victory Agents, a powerful new dashboard that allows users to see all activity in one place. Instead of...
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Four Things You Need to Develop the Proper Sales Culture and Process
Mortgage Loan Officer Podcast
Episode 185 What separates high-performing mortgage branches from the ones constantly chasing results? Sales culture. Process. And leadership that actually knows how to develop loan originators. In this episode, I sit down with Kevin Gillespie, who runs the Leadership Academy for the Mortgage Marketing Animals, to break down four critical elements every mortgage leader must develop to build the right sales culture and sales process. Kevin works directly with branch managers, broker owners, divisional managers, and mortgage leaders who are responsible for growing production, managing loan...
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How AI is Secretly Replacing Google – And What Smart Loan Officers Are Doing About It
Mortgage Loan Officer Podcast
Episode 184 In this eye-opening episode of the Mortgage Loan Officer Podcast, Frank Garay welcomes AI strategist Chris Johnstone to unpack a game-changing shift in how consumers find mortgage professionals—and how loan officers can get ahead of it. Chris shares jaw-dropping insights into how AI, especially ChatGPT, is beginning to replace traditional search engines like Google in recommending local lenders. He explains how social conversations on platforms like Facebook and Reddit—not just Google reviews—are now driving AI referrals. You’ll learn how to position your business to be...
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8 Points: A Straightforward Referral Path to Additional LO Income
Mortgage Loan Officer Podcast
Episode 183 In today’s episode, I interview Megan Pavone of ARF Financial, who walks us through a simple, compliant way for Loan Officers to earn referral income by connecting business owners with unsecured working-capital loans. These loans have no real estate component, require no licensing, and can be referred nationwide. When your referral funds, you earn 8 points total — with 4 points paid at closing and the other 4 paid out monthly over the following year. If you're looking to add a straightforward income stream outside the mortgage lane, this conversation will help you...
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In this episode, I sit down with Chris Johnstone to discuss how he and his team have cracked the code on getting ChatGPT and Grok to refer customers directly to mortgage loan officers and companies. This isn’t a simple trick—it’s a groundbreaking advancement where clients are now seeing loan applications come in fully on the recommendation of AI.
Over the years, the mortgage industry has had to adapt to massive tech shifts—think Google Business Pages and Google Reviews driving consumer-direct originations. But the next big wave is here, and it’s all about AI. Chris explains how his team is helping loan officers get ahead of the curve, leverage this new technology, and position themselves to win business in an AI-driven world.
Chris’s team can help you tap into this powerful opportunity. All you need to do is visit http://loanofficerbrand.com to learn more and get started.
If you’re interested in joining a team that supports this kind of personal and professional growth, feel free to schedule a call with me at FrankCall.com.
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