460. Why Realtors Ghost You, And What to Do About It (Part 1)
Release Date: 10/08/2025
470. Worth Doing Badly: Why Action Beats Preparation Every Time
Loan Officer Leadership
If you’ve ever caught yourself waiting for things to be “just right” before taking action… this episode is for you. Steve Kyles shares how a small, imperfect email list grew from 200 to 14,000, how phone calls (even the bad ones) are moving the needle, and why messy action always beats perfect planning. Here’s what you’ll hear: The mindset shift that helped Steve go from stuck to scaling fast Why clarity comes after action, not before The myth of needing “the right script” before you start How new loan officers like Paulina are winning big by simply doing the work ...
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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:...
info_outlineEver 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 to big deals… even after weeks of silence
Stay top of mind, follow the plan, and stop letting feelings dictate your follow-up.
Ready to level up your agent conversations? Book your Freedom Planning Call and get the talk tracks, templates, and weekly action plan.