Mortgage Loan Officer Podcast

Episode 185

What separates high-performing mortgage branches from the ones constantly chasing results?
Sales culture. Process. And leadership that actually knows how to develop loan originators.

In this episode, I sit down with Kevin Gillespie, who runs the Leadership Academy for the Mortgage Marketing Animals, to break down four critical elements every mortgage leader must develop to build the right sales culture and sales process.

Kevin works directly with branch managers, broker owners, divisional managers, and mortgage leaders who are responsible for growing production, managing loan originators, and running a profitable business—not just putting out fires.

While we don’t give away the entire playbook here, this conversation delivers real insight into how the right leadership approach can significantly improve loan officer performance, accountability, and consistency across a team.

If you’re a mortgage leader who wants:

• Stronger sales culture
• Better-producing loan originators
• A clearer, repeatable process for growth
• Coaching that goes beyond surface-level motivation

This episode is a must-listen.

And this is just a small sample of what Kevin and the Leadership Academy offer.
To learn more about Kevin Gillespie and his coaching programs, visit: ProfitDrivenPlan.com

Listen in, take notes, and start leading with intention.

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com

Episode 184

In this eye-opening episode of the Mortgage Loan Officer Podcast, Frank Garay welcomes AI strategist Chris Johnstone to unpack a game-changing shift in how consumers find mortgage professionals—and how loan officers can get ahead of it.

Chris shares jaw-dropping insights into how AI, especially ChatGPT, is beginning to replace traditional search engines like Google in recommending local lenders. He explains how social conversations on platforms like Facebook and Reddit—not just Google reviews—are now driving AI referrals. You’ll learn how to position your business to be the one that AI recommends first.

Plus, Chris reveals the powerful strategy of using AI to create high-value, hyperlocal content that not only builds trust with your audience but also trains AI models to view you as the local expert. Whether you’re trying to stay relevant or get ahead of the curve, this episode delivers the roadmap.

Want to go deeper? You can catch Chris live every Friday at noon ET at http://loaiclass.com.

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com

Episode 183

In today’s episode, I interview Megan Pavone of ARF Financial, who walks us through a simple, compliant way for Loan Officers to earn referral income by connecting business owners with unsecured working-capital loans.

These loans have no real estate component, require no licensing, and can be referred nationwide. When your referral funds, you earn 8 points total — with 4 points paid at closing and the other 4 paid out monthly over the following year.

If you’re looking to add a straightforward income stream outside the mortgage lane, this conversation will help you understand exactly how ARF Financial’s referral process works.

Learn more or start referring at:
http://WorkWithARF.com

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com

Episode 182

In this episode, Frank sits down with Kelly Dutton of One Click Commercial Funding—one of the most dependable referral partners for residential originators who don’t venture into commercial or SBA lending. If you’ve ever hesitated to pass off a deal because you weren’t sure how to do it without losing the client (or the relationship), this conversation is going to feel like oxygen.

Most loan officers make the handoff harder than it needs to be. Frank breaks down the simple, repeatable approach he uses—along with strategies used by other successful LOs—that keeps clients confident, keeps you in control of the relationship, and keeps referral revenue flowing.

You’ll learn:

• The exact handoff phrasing that removes friction
• How to stay the trusted advisor even after you refer the deal
• What makes Kelly such a strong partner for originators
• Real stories from LOs who refer to One Click and get paid with confidence

If you want a smooth process, happy clients, and a partner who actually makes you look good, visit http://workwithoneclick.com to get started with Kelly today.

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com

Episode 181

In this episode, I sit down with Jimmy Finance, a loan professional who decided he wanted to serve musicians… and then actually did it.

Jimmy shares how he carved out a specialty most people wouldn’t even think to pursue—from his first musician client to working with famous artists and performers featured on major late-night shows. His story is packed with insight, motivation, and some behind-the-scenes moments that will make you grin.

If you’ve ever thought about building a niche business—or wondered how far a bold idea can take you—Jimmy’s journey might be exactly the spark you need.

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com

Episode 180

In this episode, I sit down with Shannon Hoff, a seasoned mortgage pro who just made a career move that many loan officers quietly think about but rarely act on: shifting from mortgage banker to mortgage broker.

Shannon spent 20 years on the banking side, working with only six companies over two decades — and two of those closed their doors. In an industry known for turnover, her track record of stability is rare. That’s exactly why her decision to make the switch is such a powerful story.

We dig into:

• What finally pushed her to explore the broker world
• The biggest surprises (good and bad) after leaving the banking model
• The key differences she wishes she’d understood earlier
• How control, product diversity, and borrower solutions factored into her move
• What she’d tell any loan officer considering the same jump

Shannon’s journey is honest, grounded, and refreshingly drama-free — no burning bridges, no “banker bashing,” just real insight from someone who took the leap after two decades of loyalty.

If you’re a loan officer wondering whether the broker channel is worth exploring, this episode is like a flashlight in a dark attic… except with fewer spider webs.

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com

Episode 179

I sat down with Casey O’Toole, founder of Linkybot, and… let’s be honest, I went off.
After what Linkybot has pulled off for me, can you blame me?

Here’s what’s happened in just 3 weeks:

• 12 booked appointments
• One loan already closed
• Direct access to high-level CEOs and industry leaders
• New relationships that are paving the way for massive opportunities

This conversation dives into why Linkybot is a genuine game changer and how it’s reshaping the way I create meaningful connections.

Try Linkybot: http://linkybot.ai
Code: LOBC for 20% off

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com

Episode 178

In this episode, I sit down with San Antonio loan officer Jon Tober, who grew his production by 35% simply by running a weekly book club for real estate agents. He shares the full playbook: what works, what doesn’t, and how you can start a book club that strengthens relationships, builds authority, and creates consistent referral flow.

You’ll learn:

• How Jon launched his book club
• The format he uses to keep engagement high
• The key takeaways from 12 months of hosting
• Practical steps to start your own agent book club

A simple idea, executed consistently — and the results speak for themselves.

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com

Episode 177

In this powerful conclusion to our 3-part series, Megan Anderson—formerly of MBS Highway—shares what she discovered after spending a full year living life on the road in a van.

Now living in Spain and working on her first book, Megan opens up about the internal shifts that came from stepping away from comfort and diving headfirst into the unknown. This episode is packed with the kind of insight you only get from doing something radically different.

We talk about:

• What van life taught her about identity, ambition, and letting go
• Why Spain became her next chapter—and what it represents
• The surprising truths she uncovered about herself

This isn’t just about travel or adventure—it’s about transformation. And Megan delivers wisdom that every ambitious professional needs to hear.

Listen in—and if you missed Parts 1 and 2, go back and check those out, too!

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com

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 http://loanofficercrm.ai or for full white-glove setup, go to http://loanofficercrm.ai/aio.

Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com