Spotlight Podcast
Movement Mortgage/Impact Coaching showcasing the best of our best sharing what's working in TODAY'S mortgage market!
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Nicole Rueth Interview
08/11/2025
Nicole Rueth Interview
Summary – Interview with Nicole Rueth Nicole Rueth’s journey in lending, investing, and wealth-building demonstrates the transformative power of niche focus, consistent action, and value-driven leadership. Initially operating broadly, Nicole’s career accelerated when she narrowed her focus to a specific niche—creative, strategic, and scalable lending for investors—and positioned herself as an authority through education, data interpretation, and community engagement. Her early pivot from recruiting to becoming a “rainmaker” led her to create Agent Ignite, a recurring educational event for real estate professionals. Leveraging market data, she evolved from repurposing national statistics to delivering hyperlocal economic insights for the Denver market. This shift not only differentiated her from competitors but also built her reputation as a trusted advisor. Nicole emphasizes the importance of deeply understanding one’s market, selecting a niche that aligns with personal passion, and committing to becoming the go-to expert. She integrates personal investment experience into her teaching, showing clients how to build long-term wealth and navigate uncertainty in changing markets. Her approach is anchored in consistency, preparation, and value creation—preparing for hours to deliver impactful 30-minute presentations, and maintaining weekly, monthly, and annual events that continually reinforce her authority. Nicole’s philosophy is that daily intentional actions, combined with market insight and a clear niche, can create exponential career growth. 5 Practical Application Steps Identify & Commit to Your Niche Choose a market segment you are both passionate about and skilled in. Ensure it solves a real need in your local market. Be willing to go “all in” and align your brand, content, and outreach to serve that niche exclusively. Build Authority Through Education Host regular events, workshops, or content series that provide genuine value. Leverage data (local when possible) and tailor your insights to your audience’s specific needs, becoming the go-to resource in your area. Leverage Personal Experience for Credibility If possible, actively participate in your chosen niche (e.g., own investment properties if focusing on real estate investing). Use your own journey and results to enhance relatability and trust with clients. Establish a Consistent Content & Engagement Schedule Commit to regular educational outputs (e.g., weekly videos, monthly events). Prepare thoroughly to ensure quality and relevance, understanding that consistency over time builds recognition and authority. Use Short-Term Sprints to Drive Long-Term Goals Break annual goals into 90-day objectives and 30-day sprints. Focus on one priority at a time, track progress, and adjust based on results. Hold yourself accountable through a coach or mentor to maintain momentum. Email for strategy support or guided implementation.
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Jared Plonski Interview
07/28/2025
Jared Plonski Interview
Summary: Interview with Jared Polanski on Leveraging the New LOS System (More) for Mortgage Success In this training session, Jared Polanski shares his insights and practical strategies for leveraging the new Loan Origination System (LOS), More, and Salesforce to dramatically improve productivity, referral partner engagement, and client retention. Drawing from his experience as an early adopter and trainer, Jared emphasizes the importance of staying ahead of the curve by organizing data, segmenting contacts, and proactively reaching out at the right time. He outlines how the integrated system improves mobile functionality, enables powerful client and referral tracking, and provides mortgage professionals with a competitive advantage in a rapidly evolving tech landscape. Jared walks through his personal system for categorizing referral partners, maintaining top-of-mind communication, and identifying hot refinance opportunities — all with an emphasis on maximizing revenue in minimal time. 5 Practical Application Steps for Loan Officers and Mortgage Professionals Organize Your Referral Partners into Actionable Segments Use the “Groups” and “Prospect Rank” fields in Salesforce to classify referral partners by loyalty and opportunity (e.g., Tops, A’s, B’s, C’s, D’s, F’s). This lets you instantly identify who deserves your attention when time is limited — maximizing ROI on outreach. Leverage Custom Reports to Focus Daily Activity Save and favorite key reports like: All Referral Partners Referral Prospect List No Partner Activity Over 2 Weeks These reports help you avoid losing touch with top partners and ensure you're consistently nurturing the relationships that generate business. Build and Use a Refi “Hot List” for Past Clients Track every past client’s interest rate and create a “target rate” field based on their savings goals. Mark those ready to act as “Hot,” so when rates dip (even briefly), you can make timely calls and lock in deals. 4. Take Notes in the System to Automate Communication Transparency Input detailed notes in Salesforce so agents receive automatic updates via the referral partner portal. This reduces unnecessary check-in calls and builds agent trust through transparency — and creates FOMO for those not yet using the app. 5. Start Now and Get Ahead of the Curve Don’t wait until the new system becomes mandatory. Begin organizing your database, building your reports, and getting familiar with More today. The earlier you begin, the more you’ll tailor the system to your workflow — avoiding overwhelm when the transition becomes company-wide. Final Takeaway: Success in the modern mortgage space isn’t about working harder — it’s about working smarter with your data. Jared's system turns Salesforce and More into an automated, money-generating machine. Whether you’re managing 50 contacts or 700+, strategic organization and proactive engagement are the new non-negotiables for staying competitive in today’s high-tech mortgage landscape.
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Trey Delgreco Interview
07/21/2025
Trey Delgreco Interview
Summary: Spotlight Interview with Trey Delgreco -Mastering "More" CRM for Mortgage Growth In this Spotlight Call, Trey Delgreco, Market Leader in Orlando for Movement Mortgage, shares his journey from junior loan officer to top producer and market leader, emphasizing how the CRM platform More (built on Salesforce) has been a pivotal tool in his business growth. Trey explains how adopting More—even in its simplest form—helped him improve organization, follow-up, and communication, ultimately generating new business, maintaining referral relationships, and driving long-term client loyalty. He breaks down More into five core practices (plus a bonus) that any loan officer can implement immediately, stressing the importance of building small habits and expanding as comfort grows. Trey also shares how automation, task reminders, cadences, and leveraging features like the Proactive Opportunity Dashboard and Annual Mortgage Reviews (AMRs) allow LOs to scale their outreach without sacrificing personalization. 5+1 Practical Application Steps from Trey Del Greco Start by Uploading or Entering Your Database Correctly If you're new to Movement, use the provided Excel spreadsheet to upload your contacts—accurately. Poor formatting leads to poor results. If you've been with Movement for a while, your contacts already exist in More—focus on learning how to find, organize, and use them. Build the Daily Rhythm: Add Leads, Log Calls, and Set Tasks When a lead comes in, input it into More immediately. Log your discovery call, add notes, and create a follow-up task. This rhythm becomes the foundation for using the CRM as your daily business compass. Use Your Daily To-Do List Rely on the automatically generated daily task list in More to guide your lead generation and follow-up. This eliminates guesswork—More acts as your virtual assistant, telling you exactly who to call, text, or email each day. Create and Use Cadences to Scale Outreach Start with simple one-off tasks and grow into using cadences (task plans) that automate sequences of actions like calls, texts, and emails. You can keep cadences manual or set them to automatically send communications—ideal for long-term leads like credit repair clients. Automate and Utilize Annual Mortgage Reviews (AMRs) Set up automatic AMR surveys to go out on past clients’ loan anniversaries. Depending on whether the client responds, More will trigger follow-up tasks—helping you maintain relationships and uncover new business opportunities. Bonus: Use the Proactive Opportunity Dashboard This feature analyzes closed loans to identify refinance or MI removal opportunities. Use it to initiate meaningful client conversations like, “Would saving $150/month be worth a call?” Trey attributes at least 15 deals directly to this dashboard. Key Takeaways: Simplicity wins: Trey emphasizes you don’t need to be a power user to get results. Start with the basics and grow from there. System = Scalability: Using More as a structured system lets you track leads, maintain relationships, and follow up with confidence—even months or years later. Impact Lending = Differentiation: Trey integrates automated emails sharing Movement’s impact lending story, often sparking meaningful conversations and helping win clients. Mobile Functionality Matters: The More app lets you update leads, log calls, and manage tasks on the go—reducing dependency on notebooks or post-call transcription. Consistency is king: Daily habits around tasks and cadences help Trey stay organized, deepen relationships, and avoid missed opportunities. Trey’s Encouragement for New Users: “Anything worth doing is worth doing badly—just get started. Don’t compare yourself to CRM pros. Build small habits, and the system will evolve with you.” Next Steps: Explore More’s training hub or video walkthroughs. Reach out to Trey via the Movement Hub for 1-on-1 help. Email for strategy support or guided implementation. Using Trey’s approach, even simple CRM use can drive consistent results, better client retention, and more predictable growth—all without tech overwhelm.
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Joey Robinson Interview
07/21/2025
Joey Robinson Interview
Summary: Interview with Joey — Building a Scalable Mortgage Business Through Simplicity, Systems, and Presence Joey, a former high school teacher turned high-performing loan officer, shares his rapid ascent in the mortgage world after transitioning from Movement Mortgage’s consumer-direct channel to a local retail model. In just two years, Joey grew from zero to over $37M in annual production. This growth came not through complex strategies, but by simplifying his workflow, leveraging automation, and staying laser-focused on meaningful client and referral partner interactions. His approach focuses on measuring success in moments, not minutes; trusting and empowering a capable team; and removing friction through smart tech tools that allow him to stay fully present. Joey shares how he delegates, automates, and adapts his processes—proving that sustainable growth doesn’t require burnout, just clarity and commitment. 5 Practical Application Steps 1. Measure Success in Moments, Not Minutes “It’s not how much time you spend, it’s the impact you make in each moment.” Shift focus from grinding long hours to maximizing the quality of key moments — with clients, referral partners, and family. Joey eliminated stress-inducing tasks like note-taking by using call recording + AI transcription to document and share client conversations automatically. This allowed him to be fully present in every call, pick up on buying signals, and build deeper connections — increasing referrals and satisfaction. 2. Automate Documentation Using Tech Tools “I’m not good at note-taking — so I let AI do it for me.” Use a call-recording app (e.g., native Google Pixel feature or Ploud device) to capture borrower conversations. Upload the transcript to a custom chatbot (e.g., Gemini or ChatGPT) that extracts: 🔹 Internal bullet points for your team 🔹 Email recaps for the client 🔹 Agent update emails This creates a consistent client experience without draining time or energy. 3. Focus on What You Need to Do, Not Just What You Want to Do “I was overcomplicating the strategy. I just needed to call people.” Joey admits he once obsessed over what he wanted to happen (e.g., big builder accounts, cool marketing strategies), when what he needed was simple: connect with more people. He re-committed to the basics — phone calls, Annual Mortgage Reviews (AMRs), and face-to-face conversations. The outcome? Greater consistency, higher conversion, and a better use of his time. 4. Simplify Your Process Around Your Strengths “I’m not a details guy — I’m a relationship guy.” Instead of forcing himself into complex checklist systems, Joey: Delegated most of the loan lifecycle to his seasoned team Focused on his unique value: connecting with clients and generating leads Used tools like the SRT team for refis — leading to 3 extra deals from a single client without additional effort Build your business around your zone of genius, and let others thrive in theirs. 5. Turn Good Intentions into Unstoppable Impact “You don’t have to be the only one driving the result.” Joey realized that trying to control everything created burnout, not excellence. Instead, he shifted his mindset to trusting his team and building a clear, shared process. He celebrates when reviews mention his teammates — because it means the system is working, and the client experience is replicable and scalable. Bonus Habit: Use the “Start / Stop / Keep” Reflection Each Quarter Joey and his team regularly review: Start: What new strategies or habits will we try? Stop: What is no longer serving us? Keep: What’s working that we’ll double down on? This simple cadence ensures the business is always evolving — without ever getting off track. Key Takeaways: Simplicity scales — success isn’t about doing more; it’s about doing what matters most, better. Presence builds trust — when you’re not distracted by notes or multitasking, you catch details others miss. Systems free you — automation doesn’t replace human connection; it enhances it by removing friction. Trust your team — delegation enables freedom, consistency, and a truly referable experience. 💬 Final Words from Joey: “You don’t need 10 years to build something great. You just have to do the work, trust your team, and stay focused on connection.” 📨 Need help implementing this? Reach out to to learn how to set up tech workflows, define your process, or simplify your client experience.
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Christina Lane Interview
07/21/2025
Christina Lane Interview
Summary: Interview with Christina Lane – Scaling to 25 Loans a Month with Simplicity, Delegation, and Personal Connection In this powerful conversation, top producer Christina Lane shares her journey from processor to high-performance loan officer, consistently closing 25 loans per month with an average loan amount of $315k and over 8,000 people in her database. Christina attributes her success not to complex strategies or paid lead sources, but to a mindset of intentional simplicity, disciplined time management, consistent database engagement, and letting go of non-income-producing activities. She emphasizes that meaningful growth comes from learning to delegate, focusing on high-leverage conversations, and showing up fully for her clients, team, and family. Her team is small—just one LOA, one processor, and one marketing/TC—but her systems, mindset, and consistency allow her to generate massive volume without burnout. 5 Practical Application Steps from Christina Lane 1. Let Go of Non-Income-Producing Activities "You have to figure out what you’re doing that doesn’t move the needle—and stop doing it." Delegate tasks like processing, chasing conditions, marketing, and scheduling to your team (or systems). Train your team to solve their own problems by asking, “What do you think we should do?” instead of stepping in every time. Focus your time exclusively on income-producing activities: talking to your database, nurturing referral partners, and moving deals forward. 2. Build a Massive, Inclusive, and Engaged Database "Everyone I know—DoorDash drivers, church friends, insurance reps—goes into my database. Everyone needs a roof." Stop limiting your database to closed clients. Add every contact—friends, family, vendors, social media connections. Christina has 8,000+ people in her CRM and treats them as potential clients, referrers, or connectors. Use a CRM with automated newsletters, AMR (Annual Mortgage Review) triggers, and segmentation for ongoing touchpoints. 3. Engage Your Database with Authentic, Consistent Touches "Annual Mortgage Reviews are #1. But we also send flowers, Sugar Wish gifts, and monthly newsletters." Leverage AMRs as your #1 referral and repeat business driver—use tech to trigger reminders and automate follow-up. Watch for life events (e.g. on Facebook) and send personal gestures like small gifts or notes. Send a monthly email newsletter (via Mailchimp or similar) with personal, local, and relevant updates—not just market stats. 4. Be Ruthless with Your Time: Treat It Like an 8-to-5 Job "I was missing everything—my kids’ games, my life. Now I work 8 to 5, and I shut it down." Work with focused intention during business hours: no Netflix, no distractions, just income-producing activities. Use the “Eat That Frog” method (from Brian Tracy): tackle your hardest tasks first thing in the morning—especially delivering bad news or having tough conversations. Maintain work-life boundaries—even (and especially) if your spouse is your business partner. 5. Train Referral Partners to Send You the Right Clients "I speak my ideal client into existence—and realtors start sending me more of them." Define what your ideal client looks like (prepared, qualified, responsive) and communicate that clearly to partners. When an agent sends a great client, affirm it out loud: “That client was amazing—organized, on top of it, great credit.” When the client isn’t a good fit, gently redirect and explain why. This helps you shape your pipeline intentionally. Bonus Tips from Christina: You do have a database—your phone, your Facebook friends, your church directory. Start there. Join coaching to develop accountability, structure, and peer support. Use tools like Sugar Wish for scalable, affordable client gifts. Keep a small but mighty team—one LOA, one processor, and one TC can support high volume with the right systems. Final Takeaway: “You don’t need fancy tools. You need intention, consistency, and a system that works when you’re not working.” Christina proves that you don’t need to work 12-hour days or have a massive marketing budget to scale your mortgage business—you need systems, boundaries, human connection, and the discipline to stay focused on what matters. 📩 Need help implementing Christina’s approach? Email [email protected] or join the Power Sales Academy to build the structure, habits, and mindset that drive real growth.
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Chris Conlon Interview
07/18/2025
Chris Conlon Interview
Summary: Interview with Chris Conlon Chris Conlon, a seasoned mortgage professional and coachable high-performer, shares his return to mortgage production after years in executive management and how he’s built a thriving business using a disciplined, tech-savvy, and client-centric approach. Chris emphasizes the power of execution over inspiration—taking good ideas and methodically implementing them until they drive results. From transforming client communication with video and voice notes to leveraging data, refining workflows, and deploying consistent social media strategies, Chris reveals the tools, mindset, and systems that help him generate over $4 million in production from personalized outreach alone. His approach blends technology, discipline, coaching, and authenticity to create scalable, high-touch client experiences. Practical Application Steps for Mortgage Professionals Inspired by Chris Conlon 1. Implement a Client Segmentation and Refinance Readiness Strategy Action: Aggregate your servicing data (e.g., through platforms like M.O.R.E.) and sort clients by current interest rates and readiness to refinance. Why it works: Identifies “in-the-money” refinance candidates so you're ready to act when rates shift. Bonus: Chris generated $2.6M in apps within three days using this method. 2. Replace Voicemail with High-Engagement Communication Tools Action: Use voice texts and video messages (e.g., BombBomb) instead of cold voicemails. Why it works: Higher contact and conversion rates. Chris reports near-100% open and engagement rates. Script Example: “This isn’t the time to refinance just yet, but the next call you get from me, it will be. Be ready.” 3. Systemize Social Media with a Content Calendar and Batch Creation Action: Create 4–5 social media posts weekly by batching content (with or without a videographer) and posting across platforms (YouTube, Instagram, Facebook, TikTok). Why it works: Builds brand familiarity, reduces cold call resistance, and creates inbound leads. Chris’s Tip: Authenticity beats perfection. Be consistently visible, not polished. 4. Track Daily Activities Visibly and Consistently Action: Use a visible whiteboard to track 20 daily intentional calls and a bullet journal (or Win By Noon planner) to schedule and reflect. Why it works: Builds accountability and helps reverse-engineer success by tracking leading indicators. Mindset: “If I don’t hit 20 today, I make 30 tomorrow—no guilt, just action.” 5. Use Time-Blocking and Pomodoro Timers to Focus Action: Block out 30–90 minutes daily for focused outbound calls or pipeline work using a timer (e.g., Pomodoro method). Why it works: Minimizes distractions, enhances productivity, and increases intentionality around income-producing activities. Tool: $14 timer from Amazon helps lock into distraction-free zones. Final Mindset Takeaway: “Consistency beats everything.” Chris emphasizes that there’s no secret sauce—just layering good habits daily until the results compound. He attributes his success not to gimmicks, but to repeated, intentional execution and staying top-of-mind with clients.
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Adam Dellemonico Interview
07/11/2025
Adam Dellemonico Interview
Summary: Interview with Adam Delmonico – Building a Scalable, Stress-Free Mortgage Business Through Systems, Discipline, and Overcommunication Adam Delmonico, a top-producing loan officer at Movement Mortgage with $72M YTD volume and 25–30 loans per month, shares his high-performance philosophy centered around clarity, consistency, and client experience. In this Spotlight Interview, Adam explains how his success is built on simple but powerful pillars: overcommunicating, setting expectations early, being radically organized, and building systems to remove friction and stress from the mortgage process. With a finance degree and athletic background, Adam brings the discipline of a pro athlete to mortgage lending. He outlines his “four pillars” of business, shares daily habits (including inbox zero), and provides tactical strategies that any LO—from new to experienced—can adopt to increase volume, improve client satisfaction, and reduce stress. Adam Delmonico’s 5+ Practical Application Steps for Loan Officers Adopt the 4 Pillars of a Client-First Mortgage Process Set Proper Expectations: Address payment vs. purchase price early; discuss what can affect approval. Be Available: Promptly acknowledge all communication (even if it’s to say “I’ll respond later”). Treat Every Client Like the Only Client: Personalize the experience to increase loyalty and stickiness. Never Lie: Don’t fudge pre-approvals or calls with listing agents—protect your credibility at all times. Create a “System Trigger” from Every Mistake Every time someone is mad, stressed, or confused, stop and implement a new system or template to fix it permanently. Examples: Email templates for FAQs, SMS shortcuts for recurring borrower questions, and checklists for loan conditions. Design a Pre-Approval Process Based on Monthly Payment (Not Price) Avoid quoting based on just purchase price—frame every client’s approval around desired monthly payment and cash to close. Require clients to send property addresses before viewing homes—position yourself as indispensable and reduce rate shopping. Use templated scripts and reminders for follow-up every time a client shares a new property. Use “Inbox Zero” and Text Review to Eliminate Missed Communication Zero Inbox Rule: End each day with 0 unread emails, texts, and missed calls. Use folders like “Need to Address” and “Addressed” to track open loops. Bonus Tip: Scroll through text messages each night to ensure no replies are forgotten. Overcommunicate Proactively to Prevent Inbound Chaos The goal is no reactive calls. Proactively answer questions before they’re asked via templates and process communication. Follow up with realtors immediately after every client conversation to reinforce expectations and share notes. Use templated email summaries (e.g., buyer consult notes for agents) to create consistency and save time. Bonus Best Practices: Start Slow to Go Fast: For newer LOs or those in production ruts, Adam encourages deeply thorough MBAs (Mortgage Business Analyses), full document reviews, and qualifying conditions up front. Avoid roller-coaster stress and focus time on growth once systems are built. Do the Belly-to-Belly Work: Early in his career, Adam did 10–12 realtor meetings per week for 2.5 years. Relationships take consistency—growth comes from sheer volume of meaningful conversations. Master Your Calendar: Adam’s day is highly structured: In office before 7AM most days, never after 8. Leaves by 6:18PM to get his dog—forcing day-end accountability. Focus: nonstop calls, emails, and system use during business hours. Key Quote Highlights: “The mortgage process is like a snowflake, but the process is always the same.” “Nothing pops up—you just didn’t ask the right questions or set the right expectations.” “I’m the captain of the ship. I’m not a yes man.” “I haven’t lost a deal to rate in 2025 because we frame the conversation differently.” Summary Takeaway: Adam’s playbook isn’t about complexity—it’s about precision. He removes stress by building predictable systems, communicates so thoroughly that clients rarely need to ask questions, and sets high boundaries that protect his time, energy, and reputation. You don’t need $70M in volume to start applying his strategies. If you’re doing 2 loans a month and feeling scattered, begin by: Creating a client template. Organizing your inbox. Setting clear expectations in every call. Then grow from there. Want to implement these practices? Email [email protected] for a free strategy session or system setup assistance. Coaching matters—and as Adam says, “coaching is everything.”
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