457. Your $1.8M List: Why 50 Qualified Agents Beat 500 Random Ones
Release Date: 09/17/2025
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...
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459. How to Rank in AI: The New SEO for Loan Officers
Loan Officer Leadership
The way consumers search is changing, and AI is leading the charge. In this episode, I sit down with Chris Johnstone to unpack the new rules of getting found online. If you want to generate high-quality leads from ChatGPT, Grok, and other AI engines, this is a must-listen. We cover: Why Yelp and Reddit matter more than ever How to position your brand for AI recommendations The key differences between personal vs. business branding Ninja strategies for getting five-star reviews and Reddit shout-outs How to educate your referral partners and win the AI race together AI is the new...
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458. The Q4 Playbook: How Top Loan Officers Finish Strong
Loan Officer Leadership
The last quarter of the year isn’t a time to slow down, it’s a time to set up your best year ever. In this episode, I sit down with Frank Garay to unpack a simple, strategic Q4 playbook that helps loan officers stay consistent, avoid burnout, and finish the year with momentum. You’ll learn: • How to structure your prospecting even during holiday weeks • The one decision that separates top producers from the pack • Why planning time off in advance leads to better results • How to stack high-tech, low-time farming for consistent lead flow • The value of staying consistent when...
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457. Your $1.8M List: Why 50 Qualified Agents Beat 500 Random Ones
Loan Officer Leadership
In this episode, Steve Kyles and Frank Garay break down one of the most overlooked keys to scaling your mortgage business: your agent list. If you’re calling every Monday but not seeing results, it may not be your script—it might be your list. You’ll learn: Why 50 qualified agents is the real goldmine (worth $1.8M+) How to re-evaluate your list every 90 days to stay productive What the “Rule of Two” reveals about agent referrals and lead count The right way to top-grade unqualified agents without losing momentum How tools like Model Match and high-tech, low-time farming...
info_outlineIn this episode, Steve Kyles and Frank Garay break down one of the most overlooked keys to scaling your mortgage business: your agent list.
If you’re calling every Monday but not seeing results, it may not be your script—it might be your list.
You’ll learn:
- Why 50 qualified agents is the real goldmine (worth $1.8M+)
- How to re-evaluate your list every 90 days to stay productive
- What the “Rule of Two” reveals about agent referrals and lead count
- The right way to top-grade unqualified agents without losing momentum
- How tools like Model Match and high-tech, low-time farming systems keep your pipeline full
If you’re tired of spinning your wheels or wondering why your conversations aren’t converting, this episode gives you the data, mindset, and clarity to rebuild your Focus 40 and take control of your growth.
Ready to build your million-dollar list? Book your strategy call now at FreedomPlanningCall.com