Mortgage Loan Officer Podcast
Frank Garay, top mortgage industry leader and host of The Loan Officer Breakfast Club, powered by Mortgage Marketing Animals, brings you not only the latest and greatest gizmos and gadgets that top loan officers are using, but he also frequently shares proven strategies and ways to get more referrals for your mortgage business. Learn what has been successful for those that are at the top of their game and how they've implemented them - so you can do the same as a loan officer.
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The Shift with Chris Johnstone – The Future of ChatGPT within the Loan Business
11/20/2025
The Shift with Chris Johnstone – The Future of ChatGPT within the Loan Business
Episode 176 In this game-changing episode, Chris Johnstone from LoanOfficerCRM.ai breaks down how AI is completely reshaping the mortgage industry—and what loan officers can do right now to stay ahead. He shares real-world examples of how mortgage companies are already getting live referrals and even full loan applications directly from ChatGPT. Chris calls this the biggest technology shift we’ve ever seen—and if you move quickly, you can position yourself to benefit. Whether you’re an individual LO or managing a branch or region, this episode shows how you can start using AI tools to drive serious new business. Get started at or for full white-glove setup, go to . Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: Powered by:
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Barry Habib – The Future of Mortgage Rates, the Fed, and Massive Opportunities Ahead
11/06/2025
Barry Habib – The Future of Mortgage Rates, the Fed, and Massive Opportunities Ahead
Episode 175 In this powerhouse episode, I sit down with the one and only Barry Habib — market expert, founder of MBS Highway, and board member at Fannie Mae. Barry shares his expert insights on where mortgage rates are headed, what’s really driving the Fed’s decisions, and how these shifts will shape the housing and lending landscape. We also dive into Barry’s work at Fannie Mae, where he’s helping shape the future of housing finance, and his outlook on why today’s loan officers—those still standing—are perfectly positioned for massive success in the coming cycle. If you’re in the mortgage industry, this episode is pure gold. You’ll walk away with a clear sense of where the market’s heading and how to position yourself for what’s next. For daily insights and tools from Barry and his team, visit . Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: Powered by:
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Kevin Gillespie – Turning Average Products into Irresistible Offers
10/30/2025
Kevin Gillespie – Turning Average Products into Irresistible Offers
Episode 174 In this episode, Frank Garay sits down with Kevin Gillespie from The Leadership Academy to explore one of the Academy’s six powerful pillars—how to separate yourself from the noise in today’s crowded mortgage space. Kevin shares how top loan officers and branch managers can stand out by branding their products in a way that makes them unique and desirable. Rather than competing on price, this strategy turns ordinary loan offerings into something special that clients truly value. It’s a fascinating conversation about perception, positioning, and creating distinction in a world where everyone’s pitching the same thing. Learn more about The Leadership Academy at . Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: Powered by:
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Jeanne Kelly – The 30% Credit Balance Myth
10/23/2025
Jeanne Kelly – The 30% Credit Balance Myth
Episode 173 In this episode, I sit down with Credit Expert Jeanne Kelly, who clears up one of the biggest credit myths out there — the idea that you should keep your revolving credit card balances at 30%. Jeanne explains why that’s not necessarily the best strategy and breaks down how to time your balance reductions so they show up on your credit report right when you need them most. She also shares a powerful tip for both loan officers and clients — using to check credit reports every 7 days for free. This insider strategy can make a big difference when trying to boost credit scores strategically before applying for a loan. If you’d like to connect with Jeanne or learn more about her credit coaching services, visit . Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: Powered by:
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Linkybot Makes LinkedIn one of the Best Lead Gen Products Out There
10/16/2025
Linkybot Makes LinkedIn one of the Best Lead Gen Products Out There
Episode 172 In this episode, I sit down with Casey O’Toole, CEO of , to explore how this groundbreaking tool is transforming LinkedIn into a true lead and referral machine for loan officers. Linkybot uses AI to pinpoint the exact prospects you’re looking for, automatically engages with them, nurtures those relationships, and even works to book appointments and generate referrals. What makes it even more powerful is its seamless integration with your CRM—allowing your existing automations to kick in and carry deals across the finish line. Simply put, it’s brilliant and it works. If you’re a loan officer who wants to scale your business with smarter automation and more meaningful connections, don’t miss this episode. Plus, when you visit and use the code LOBC, you’ll receive a discount on membership. Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: Powered by:
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Talking to the Queen of LinkedIn – Great Lessons to Learn
10/09/2025
Talking to the Queen of LinkedIn – Great Lessons to Learn
Episode 171 In this episode, I sit down with Denise Panza of Total Mortgage, a loan officer and branch manager who has absolutely mastered LinkedIn. For the past six years, Denise has been leveraging the platform without paying for premium tools—just pure consistency, authenticity, and a laid-back style that has built her a steady flow of business. We talk about how Denise approaches LinkedIn, what keeps her consistent, and why her strategy works so well in an industry where many struggle to stand out. Beyond her personal production, Denise also runs a branch for Total Mortgage, proving that her methods not only generate clients but also inspire leadership. If you’re a loan officer curious about how LinkedIn can fuel your business—or you’d like to connect directly with Denise—you can reach her at or give her a call at . Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here:
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From Google Reviews to AI Referrals – The Next Wave for LOs
10/02/2025
From Google Reviews to AI Referrals – The Next Wave for LOs
Episode 170 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 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 . Powered by:
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How Loan Officers Can Stand Out with United Financial Freedom
09/25/2025
How Loan Officers Can Stand Out with United Financial Freedom
Episode 169 In this episode, I sit down with Michael Harris from United Financial Freedom to explore a debt elimination strategy that works unlike anything else on the market. This isn’t debt consolidation, credit repair, or a gimmick—it’s a precise and highly effective system designed to help clients eliminate debt faster and with greater accuracy. For loan officers, this program offers two major benefits: it gives your clients a powerful tool to take control of their finances, and it provides you with a compelling reason to reach out and engage with them in meaningful conversations. Aligning with this program can strengthen client relationships and open new opportunities to serve. If you’d like to learn more about the program and how it can fit into your business, visit: 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 . Powered by:
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How to Get Agent Referrals… From Other Agents (with Steve Kyles)
09/18/2025
How to Get Agent Referrals… From Other Agents (with Steve Kyles)
Episode 168 In this episode, Frank Garay sits down with Steve Kyles to talk about one of the most overlooked — and most profitable — referral strategies out there: getting agents to refer you to other agents. Most loan officers are laser-focused on winning one agent at a time… but what if every great agent you work with could open the door to 3 or 4 more, just like them? Frank and Steve break down the mindset, methods, and exact moments to ask for these referrals — without being pushy or awkward. If you’re ready to stop chasing cold leads and start creating warm introductions that grow your agent network fast, this one’s for you. Want the handout with all 5 scripts from this episode? Schedule a quick strategy call with the team at Marketing Animals and just ask for it: .
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Win Big With Construction Loans
09/11/2025
Win Big With Construction Loans
In this episode, I sit down with Justin Hubbert from Park Place Finance to dig into the opportunities surrounding Construction Loans. Justin breaks down how Park Place can help get these loans funded and why construction financing is such a powerful tool for loan officers looking to grow their business. We also talk strategy—specifically how loan officers can use Park Place’s construction product to build relationships with local builders. Not only do you earn on the construction loan itself, but you’re often positioned as the preferred lender when the homes are ready to sell, creating long-term business and referral opportunities. If you’d like more information, or if you already have a deal in hand, head over to to get started today.
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Transacting Real Estate with Crypto
08/28/2025
Transacting Real Estate with Crypto
Episode 166 In this episode, I sit down with Shannon Conradi from Propy Title & Escrow, one of the most innovative companies reshaping the real estate industry. Propy is making waves nationwide by pioneering real estate transactions using cryptocurrency, providing marketing support for agents, and even offering their own digital currency. Shannon shares how Propy is revolutionizing the way deals are closed, creating new opportunities for agents, buyers, and sellers alike. Whether you’re curious about blockchain in real estate or simply looking for tools that give agents a competitive edge, this conversation offers valuable insight into where the industry is headed. Contact Shannon Conradi: Phone: 561-231-7320 Learn more:
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The CRM That’s Changing the Game for Loan Officers
08/21/2025
The CRM That’s Changing the Game for Loan Officers
Episode 165 In this powerful episode, Steve Kyles and I unpack how the Loan Officer AI CRM is transforming the mortgage industry. We dive deep into the impact it’s made on our businesses—specifically how it's replaced three to four other services most loan officers rely on, all in one platform. But the real game changer? Live Zoom Support. Unlike other CRMs that leave you to figure it all out, Loan Officer AI CRM provides real-time help to ensure loan officers actually deploy their marketing efforts and maximize every feature built into the system. Whether you're managing leads, running automations, or executing smart follow-up campaigns, this CRM makes it simpler, faster, and more effective—saving you money and growing your business Learn more and see it in action at Schedule a one-on-one free coaching call, or visit .
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Why Niching Down as a Loan Officer Is a Power Move
08/07/2025
Why Niching Down as a Loan Officer Is a Power Move
Episode 164 In this episode, I sit down with Steve Kyles to explore the power of finding a niche as a loan officer. We break down why having a niche doesn’t mean you’re limiting yourself—it actually opens doors. A clear niche helps you stand out, attract the right attention, and build credibility with producing real estate agents. The best part? Once you’re trusted in one area, it becomes easier to earn business outside of that niche too. If you need help identifying or refining your niche, we’re here to coach you through it. Just visit to schedule a free call. Schedule a one-on-one free coaching call, or visit .
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Leadership with Ginger Bell
07/31/2025
Leadership with Ginger Bell
Episode 163 In this episode of the Mortgage Loan Officer Podcast, I sit down with industry icon Ginger Bell to talk about her brand-new book on leadership and how mortgage professionals can apply its principles to grow personally and professionally. We dive into the key takeaways from the book, how leadership shows up in everyday moments, and how LOs can step into greater influence—whether they manage a team or not. Ginger also shares details about her powerful leadership training courses that are helping professionals across the industry lead with confidence and clarity. If you're looking to sharpen your leadership skills and elevate your impact, this is a must-listen. Learn more or connect with Ginger at or Schedule a one-on-one free coaching call, or visit .
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Unlock More Deals with Community Wholesale’s DPA100 Program
07/24/2025
Unlock More Deals with Community Wholesale’s DPA100 Program
Episode 162 In this episode, I sit down with Brett from Community Wholesale Lending to dive into one of the most powerful down payment assistance programs available today — the DPA100. We break down what makes this program different, how it’s helping more buyers get into homes, and why loan officers across the country are adding it to their toolbox. With no income restrictions, non-occupant co-borrowers allowed, manual underwriting, and no first-time buyer requirement, this program removes the barriers that usually kill a deal. If you're looking for a way to increase closings and serve more clients, you don’t want to miss this conversation. Learn more or get started now at: If you’re ready to level up like Joanne, visit to get started—or connect with me directly at . Schedule a one-on-one free coaching call, or visit .
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Willing to Be Coached
07/10/2025
Willing to Be Coached
Episode 161 In this episode, I sit down with Steve Kyles to talk about a powerful moment from a recent Loan Officer Breakfast Club call featuring Joanne Johansen. After 30 years in the business, Joanne is having her best months ever—closing over 13 loans a month—and what impressed us most was her mindset. She said she’s willing to be coached. That’s rare in our industry, especially among seasoned LOs who may believe coaching "doesn’t work." But maybe it’s not that coaching doesn’t work—maybe it just hasn’t been the right coaching. If you’re ready to level up like Joanne, visit to get started—or connect with me directly at . Schedule a one-on-one free coaching call, or visit .
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You're Not Behind — You're Right On Time
07/03/2025
You're Not Behind — You're Right On Time
Episode 160 In this episode, I sit down with Chris Johnstone, founder of the Loan Officer AI CRM, to talk about the fast-moving world of AI in the mortgage industry. While many loan officers feel overwhelmed or like they’re falling behind, Chris explains why that’s not the case—and how staying tuned in is the key to staying ahead. We dive into how AI is being used right now, what tools are making the biggest difference, and how any loan officer can begin integrating this powerful tech into their daily workflow. Want to learn how to deploy AI in your business? Join us every Friday at at 9AM ET Or catch Chris live at at Noon ET Get started now at – all resources are 100% free for loan officers nationwide! Schedule a one-on-one free coaching call, or visit .
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No Way Out
06/26/2025
No Way Out
Episode 159 In this powerful and personal episode, I sit down with Steve Kyles for a deep dive into a simple but life-changing mindset: There’s no way out—just through. Steve shares how this commitment has shaped his marriage, his family life, and his resilience in the face of life’s challenges. We talk honestly about what it means to be truly all-in and how that kind of resolve can transform not just relationships, but your entire perspective on growth. We also recommend grabbing a copy of Steve’s brother’s inspiring book, "Unstuck and Unstoppable", available at . Schedule a one-on-one free coaching call, or visit .
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Van Life, AI & Mortgage Insights with Megan Anderson
06/19/2025
Van Life, AI & Mortgage Insights with Megan Anderson
Episode 158 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this laid-back and inspiring episode, I catch up with Megan Anderson from MBS Highway, who's been living the van life for the past 240 days! This is a fun follow-up interview where we dive into her travel adventures, lessons from the road, and how she's continuing to help loan officers and Realtors embrace AI to elevate their business. Whether you're in need of a little motivation or just want to hear a great story, this one's worth a listen. To connect with Megan and explore her AI tools and training, visit . Schedule a one-on-one free coaching call, or visit .
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The LOS That’s Taking Over — PreApp1003 with Dru Brents
06/12/2025
The LOS That’s Taking Over — PreApp1003 with Dru Brents
Episode 157 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode, I sit down with my good friend and business partner, Dru Brents, co-founder of Broker Plus / PreApp1003, to talk about why thousands of brokers are making the move to this all-in-one platform. We break down what makes PreApp1003 different—how it simplifies the mortgage process by combining your POS, LOS, CRM, e-sign, pricing engine, and marketing tools all under one roof. You’ll hear about their smart automation features, user-friendly mobile interface, and new enhancements to the borrower experience. Enterprise pricing is available for all, whether you’re a one-person shop or a large team. You get the entire system for just $99 per month with a 12-month commitment. It’s not just affordable—it’s powerful, fast, and incredibly easy to use. What you get: Point of sale with no usernames or passwords required Full LOS and CRM Built-in e-sign solution PPE powered by Lender Price Team member workflow automation Seamless mobile access and updated UI Video text messaging and marketing automation If you're tired of stitching together multiple systems, this is the solution you've been looking for. Visit to learn more and see why so many brokers are making the switch. This podcast is brought to you by the Mortgage Marketing Animals. Be sure to join us for the Loan Officer Breakfast Club—30 minutes of free loan officer coaching every weekday from 8:30 to 9:00 AM Eastern. Visit to get started. Schedule a one-on-one free coaching call, or visit .
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Teach Agents how to get Raving Referrals
06/05/2025
Teach Agents how to get Raving Referrals
Episode 156 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. On this episode of the Mortgage Loan Officer Podcast, I’m joined by Brandon Barnum, CEO of Raving Referrals, to introduce a powerful opportunity for loan officers. Brandon shares details about a certification program that equips LOs to teach real estate agents how to generate more referrals through a proven, high-level training system. It’s comprehensive, impactful, and designed to build strong agent partnerships. Even better—it spreads itself: agents who refer three others to attend receive a free copy of the Raving Referrals book. And if you use the code Animals, you’ll get a free custom promo video to help you market your class. Visit to get started. Schedule a one-on-one free coaching call, or visit .
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Adventures at Sea & Game-Changing Tech for LOs
05/22/2025
Adventures at Sea & Game-Changing Tech for LOs
Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, Frank Garay sits down with Josh Pitts of Shred Media for a wild ride—literally and professionally. Josh gives us a gripping update on his family’s journey sailing the world on a catamaran, including a heart-pounding moment off the coast of Puerto Rico that you don’t want to miss. Then, we dive into the ShredItApp—a revolutionary tool for loan officers and real estate agents that takes the hassle out of video creation and editing. If you've been struggling to produce content consistently, this app is your answer. Frank gives it 10 thumbs up—this thing is off the charts. Visit to check it out—and don’t forget to use the code LOBC at checkout to save 25%! Schedule a one-on-one free coaching call, or visit .
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Facebook Ad Changes Every Loan Officer Needs to Know — with Chelsea Gardner
05/15/2025
Facebook Ad Changes Every Loan Officer Needs to Know — with Chelsea Gardner
Episode 154 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Chelsea Gardner, CEO of , to uncover some major changes to Facebook marketing that loan officers need to know—especially when working with real estate agents. Chelsea reveals how recent updates to Facebook’s ad platform are impacting real estate-related ads and why your real estate partners might not even be aware of it yet. She breaks down the concept of “Reach Marketing”—a powerful targeting method that ensures your ads are delivered only to the people you want to reach, cutting waste and boosting effectiveness. Whether you're trying to generate new leads or build stronger referral relationships with agents, this episode will open your eyes to the new Facebook strategies that are working right now—and how Chelsea can help you implement them. 👉 Visit to connect with Chelsea and learn how to upgrade your Facebook and Instagram ad strategy today. Schedule a one-on-one free coaching call, or visit .
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How I Closed a Cannabis Loan
05/01/2025
How I Closed a Cannabis Loan
Episode 153 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode, I’m pulling back the curtain on my journey into the investor loan space — and specifically, how I closed a $2.1 million cannabis loan in Sacramento, CA. I’ll walk you through what made this deal unique, the challenges I faced, and how I navigated the ins and outs of a highly regulated, fast-growing market. If you’re a loan officer looking to break into investor or cannabis lending, or you just want to hear how these deals really get done, this one’s for you. Need help closing a deal like this? Connect with me at — I'd be happy to help! Schedule a one-on-one free coaching call, or visit .
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Big Loan Officer Breakfast Club Updates
04/10/2025
Big Loan Officer Breakfast Club Updates
Episode 152 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, we're excited to announce that Loan Officer Breakfast Club replays are now available nationwide for free — so no matter where you are, you can plug in and get the inspiration and tactics you need. We’ll also touch on the latest mortgage and real estate industry news that every loan officer should be tracking. And if you're a company looking to get in front of a large, highly engaged audience of mortgage professionals, we're now open for sponsorship opportunities. To explore getting your brand in front of our community, reach out to frank@themarketinganimals.com. Schedule a one-on-one free coaching call, or visit .
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The AI Assistant That Booked Me an Appointment Without Me Knowing!
04/03/2025
The AI Assistant That Booked Me an Appointment Without Me Knowing!
Episode 151 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Chris Johnstone from Mortgage Marketing Animals to talk about the Loan Officer CRM—and more specifically, its powerful built-in AI assistant. I share my personal experience of how the assistant scheduled an appointment for me with a client—and I didn’t even realize it was turned on! After speaking with the client (who said we’d already talked), I checked the CRM and discovered the AI assistant had seamlessly converted an inbound text into a booked meeting. Chris breaks down how the assistant also handles inbound calls, emails, and texts, helping loan officers convert more opportunities while doing less manual follow-up. 👉 Want to see it in action? Head over to to learn more. Schedule a one-on-one free coaching call, or visit .
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The Numbers Don't Lie, So Use Them!
03/13/2025
The Numbers Don't Lie, So Use Them!
Episode 150 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to break down the eye-opening numbers from our recent Call Stars Blitz. The data proves that 18% of the people we have a conversation with—when properly asked for the business—will have a referral for us. That’s nearly 1 in 5 calls leading to a potential deal! The numbers don’t lie, and if you’re not leveraging them in your business, you’re leaving money on the table. Steve and I discuss how to use this powerful stat to maximize your calls, refine your scripts, and create predictable success in your mortgage business. Want to learn how to get started with some help? Visit today! Schedule a one-on-one free coaching call, or visit .
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Why Community & Accountability Are a MUST for Loan Officers
03/06/2025
Why Community & Accountability Are a MUST for Loan Officers
Episode 149 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to discuss the huge benefits of community and accountability when it comes to staying disciplined and hitting your goals. If you’re trying to succeed as a loan officer, going at it alone is a mistake! We break down how surrounding yourself with the right people, having structured accountability, and plugging into a supportive community can make all the difference in your production and consistency. This is an absolute MUST for loan officers who want to level up and stay on track! Listen in and discover why the most successful originators don’t work in isolation—and how you can start leveraging the power of community today. Don’t do this business alone! Tune in now and take your mortgage career to the next level. Want to know more about Call Stars and how to be part of this incredible community? Visit to get started! Schedule a one-on-one free coaching call, or visit .
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Casey O’Toole's Linkybot
02/20/2025
Casey O’Toole's Linkybot
Episode 148 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Casey O'Toole, the creator of Linkybot.ai, a game-changing AI tool designed to help mortgage professionals find, engage with, and set appointments with their ideal prospects on LinkedIn—on autopilot! Linkybot.ai seamlessly integrates with the Mortgage Marketing Animals Daily Success Plan and LoanOfficerCRM.ai, making it an absolute no-brainer for loan officers looking to scale their outreach and build relationships with referral partners, real estate agents, and potential borrowers effortlessly. If you’re looking for a smarter way to grow your pipeline, fill your calendar with quality appointments, and leverage AI to work for you, this episode is a must-listen! Don't forget to check out LinkyBot at and see how it can revolutionize your marketing efforts! Schedule a one-on-one free coaching call, or visit .
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Strategically Asking for Referrals
02/13/2025
Strategically Asking for Referrals
Episode 147 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode, I sit down with Steve Kyles to talk about the power of strategic scripting when asking for the business. A small tweak in your approach can make a massive difference—quadrupling your results with the same effort. We break down the psychology behind an effective ask, share real-world examples, and give you a simple yet powerful way to increase your conversions. If you want to dive deeper into strategic scripting and learn how to implement it in your business, visit . Schedule a one-on-one free coaching call, or visit .
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