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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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 [email protected]. 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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How to Handle Tough Conversations with Steve Kyles
02/06/2025
How to Handle Tough Conversations with Steve Kyles
Episode 146 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 tackle one of the toughest parts of our business—handling difficult conversations when a deal is about to be delayed or fall apart, often through no fault of our own. Steve shares his expert strategies for navigating these situations with confidence, keeping referral partners and clients on board, and even turning bad news into opportunities for stronger relationships. This is a must-listen for loan officers at any level! If you want to dive deeper, schedule a call with me at . Schedule a one-on-one free coaching call, or visit .
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Unlocking Realtor Relationships with MoveTube's Listing Trailers 2.0
01/30/2025
Unlocking Realtor Relationships with MoveTube's Listing Trailers 2.0
Episode 145 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 interview Kevin Bilberry, CEO of MoveTube, about the revolutionary Listing Trailers 2.0 feature that’s taking the real estate world by storm. This cutting-edge tool gives real estate agents a far more engaging way to announce new listings on social media, and the response has been incredible. As a loan officer, learning about tools like this can help you strengthen your partnerships with agents by introducing them to innovative marketing solutions that add real value. Visit to learn more and discover how you can leverage this game-changing tool to build stronger relationships with your realtor partners. Schedule a one-on-one free coaching call, or visit .
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The Power of One
01/23/2025
The Power of One
Episode 144 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 transformative concept of the "Power of One." Steve shares how securing just one appointment a day, four days a week, with producing and qualified agents can lead to incredible success in the mortgage industry. We also dive into real-life examples from students and Network Loan Officers who prove this strategy works. If you're ready to simplify your approach and achieve outstanding results, this episode is a must-listen. Want to explore how this can work for you? Set a time with me at . Schedule a one-on-one free coaching call, or visit .
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Better Input Better Outcome
01/16/2025
Better Input Better Outcome
Episode 143 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 critical importance of redeeming our time to achieve the goals we’ve set for ourselves. Every week that passes reduces our time capacity by 2%, so it's vital to focus on what we can control—our input. While outcomes are beyond our direct control, better input always leads to better results. Tune in for actionable insights to help you stay intentional and productive as you work toward your goals this year. Schedule a one-on-one free coaching call, or visit .
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7 Deals in 4 Months as a New Loan Officer
01/09/2025
7 Deals in 4 Months as a New Loan Officer
Episode 142 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 Michael Hyche, a loan officer who's only been in the industry for 4 months but already has 7 pre-approved files in his pipeline! Michael's short but powerful story is a testament to the impact of following a proven plan. His journey is both inspiring and educational for loan officers at any stage of their careers. Tune in to hear how this future superstar is crushing it right out of the gate and what we can all learn from his approach. Want to connect with a supportive community? Join us every Monday through Friday at . To dive deeper into proven strategies, visit . Schedule a one-on-one free coaching call, or visit .
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Can I Count on You?
12/26/2024
Can I Count on You?
Episode 141 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 explore the game-changing phrase that stands as the "divider between commitment and assumptions": Can I count on you? This simple, five-word question has helped thousands of loan officers significantly boost their business while saving valuable time. We dive into why it works, how to use it effectively, and the impact it can have on your relationships and results. If you'd like to discuss this episode, connect with me at . Schedule a one-on-one free coaching call, or visit .
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The Yes Ball
12/19/2024
The Yes Ball
Episode 140 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, Steve Kyles and I dive into an inspiring concept shared by special guest Brian Young, former guitar player for David Lee Roth, during a recent Loan Officer Breakfast Club session. Brian revealed his key to success: The Yes Ball. By saying "yes" to almost every gig and session, he built his reputation and created a snowball effect of opportunities. What does this mean for us as Loan Officers? Every active purchase transaction is our gig, and we're performing for an audience. But performing well doesn’t just mean closing on time—it’s about so much more. Tune in to discover how embracing The Yes Ball can elevate your performance, strengthen relationships, and open the door to more deals. Schedule a one-on-one free coaching call, or visit .
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Tired of Being Your Processor's Processor?
12/12/2024
Tired of Being Your Processor's Processor?
Episode 139 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 tackle a common frustration loan officers face: feeling like you’re doing your processor’s job. We dive into why this dynamic is detrimental to your growth, how it limits your ability to focus on high-impact activities, and most importantly, how to break free from this cycle. Whether it’s about setting boundaries, redefining roles, or implementing systems, we’ve got actionable insights to help you reclaim your time and scale your business. If you’ve ever found yourself stuck in the weeds of processing tasks, this episode is for you. If you’re ready to make a change, let’s talk. Schedule a chat with me at . Don’t miss this game-changing conversation that could transform your business! 🚀 Schedule a one-on-one free coaching call, or visit .
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