449. Alter Ego Activation: How Top LOs Conquer Call Reluctance
Release Date: 07/23/2025
The Refinance Window Is Open. Are You Calling Your Past Clients?
Loan Officer Leadership
It’s happening: refinance conversations are back—and your past clients are already getting calls… just not always from you. In this episode, Steve Kyles breaks down how he’s locking in refis right now and the exact scripts, strategy, and segmentation that are generating apps today. You'll learn: How to build your refi-ready list fast (even if you think rates are too high) Why 5.9%–6.25% rates are working—and what to say to past clients sitting at 6.9%+ The 4-touch method Steve is using to drive fast conversations and applications If you're not actively working your refi...
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468. The Secret Power of Tuesday Updates (and Why Most LOs Miss It)
Loan Officer Leadership
What if your easiest calls could become your biggest money-makers? In this episode, Steve Kyles breaks down how one simple strategy, called Just Ask Tuesday Updates, turned a single agent relationship into three closed deals in 30 days… beating out two top competitors. You’ll hear the real-world story, the exact script, and how to use it in your business starting today. You’ll learn: Why Tuesday updates are a Trojan horse for high-trust referrals How to turn one transaction into six powerful conversations What most LOs get wrong about updates (and how to fix it) How to stand out...
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467. It’s Not Hard: The Simple Formula for Daily Growth in Your Mortgage Business
Loan Officer Leadership
Feeling stuck or overcomplicating your business? In this episode, Steve Kyles and Frank Garay break down what’s actually working right now… and why building a consistent, simple system is all you need to succeed. Here’s what you’ll learn: • The 4 things every loan officer must have (hint: you already do) • How to build momentum with email, calls, and social… even if you're new • Real-life examples of what to say, send, and post • How to "stir the pot" daily to unlock new deals and referrals • Why the call is still the glue (and how to leave voicemails that convert) You...
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466. The Million Dollar Formula: Why Offers = Closings
Loan Officer Leadership
Loan officers aren’t struggling from lack of activity… they’re struggling because they’re skipping the most important step: making the offer. In this high-impact episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay break down the Million Dollar Formula that turns conversations into closings: Here’s what you’ll learn: The 3 core groups you should be asking for business (and how) 9 repeatable, scalable ways to make effective offers Word-for-word scripts for emails, texts, and calls How to increase referrals without sounding “salesy” The mindset...
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465. The 3 Things Every Realtor Wants from Their Loan Officer
Loan Officer Leadership
Loan officers often overcomplicate success: chasing new tools, CRMs, and shiny widgets… when the truth is, winning with agents comes down to just three things. In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay reveal the simple, proven formula that will win you business and build long-term trust with qualified agents. You’ll learn: The three things every agent truly wants from their lender How to remove chaos and become their competitive advantage Why consistency beats every marketing trick in the book How to turn communication and follow-up into...
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464. How to Stay Top of Mind with the Right Agents and Clients Every Day
Loan Officer Leadership
In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Chelsea Gardner dive into the real reason most originators struggle to stay visible, and how to fix it fast. You’ll learn: How to build trust with agents using the “7-11-4” strategy Why targeted Facebook and Instagram ads create an “everywhere” effect What to do if you have more time than money, or more money than time The difference between “done-for-you” and “done-with-you” ad services How just one closed loan can pay for an entire year of marketing If you're tired of cold calls and ready to...
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463. The One Asset You’ll Regret Ignoring as a Loan Officer
Loan Officer Leadership
Your database is your legacy. In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay break down the one thing most loan officers neglect—yet it holds the power to generate $9K to $27K per month when stewarded correctly. You’ll learn: Why your database is the most valuable asset you own How to back it up, protect it, and monetize it (even if you’ve let it slide) How Steve pulled 500+ agent contacts from past deals using Model Match The exact monthly rhythm to turn your list into a money machine Need help organizing, cleaning, and marketing to your...
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462. Why Realtors Ghost You, And What to Do About It (Part 3): No Proof, No Trust
Loan Officer Leadership
’ve nailed the conversation. You’ve followed up. But if agents still aren’t calling you back, here’s the missing piece: proof. In this final episode of the 3-part series, Steve Kyles and Frank Garay break down the third reason loan officers get ghosted… making the same promises everyone else does, without the receipts to back it up. In this episode: What agents actually mean when they say “close on time” How to show, not just say, what makes you different Why small kept promises are more powerful than bold claims Tools to present your scripts, track record, and weekly...
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461. Why Realtors Ghost You, And What to Do About It (Part 2)
Loan Officer Leadership
So, you had a great meeting with a qualified agent… great conversation, good connection, and then… nothing. Silence. Crickets. In Part 2 of Why Realtors Ghost You, Steve Kyles and Frank Garay break down the second big mistake that causes great opportunities to fade: weak or inconsistent follow-up. You’ll learn: Why most “ghosting” isn’t personal, it’s just timing and consistency The data behind how long it really takes for agents to respond How to structure your 12-week follow-up plan (and what to say each week) The three things agents actually want from a lender… hint:...
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460. Why Realtors Ghost You, And What to Do About It (Part 1)
Loan Officer Leadership
Ever wonder why agents don’t call you back, even when the conversation felt great? In this episode, Steve Kyles and Frank Garay dig into one of the biggest frustrations for loan officers: getting ghosted by realtors. But the real issue might not be what you think. You'll learn: The #1 mistake that makes agents stop responding How to shift from product pitching to relational prospecting Why asking better questions builds trust (and gets more callbacks) The psychology behind why “ghosting” is often just a false story we tell ourselves Real-world examples of how persistence leads...
info_outlineWhat if the key to crushing call reluctance wasn’t just better scripts—but becoming someone else entirely?
In this episode, Steve Kyles and Frank Garay unpack the powerful concept of creating an alter ego to step into confidence, consistency, and bold action when making prospecting calls.
You’ll hear:
- How high performers like athletes and entrepreneurs flip the mental switch
- Why “I’m not worthy” is a hidden belief keeping many LOs stuck
- Steve’s personal story about how childhood fear created hesitation—and how he broke through it
- How to start taking imperfect action before you feel ready
Anything worth doing is worth doing badly—just get started.
Need help building confidence and consistency in your outreach?
Book a free call at FreedomPlanningCall.com.