Mortgage Business Archives - Mortgage Loan Officer Podcast

Catching Up With Todd Bitter – Nexa Lending

May 21, 2026

Episode 194

In this episode, Frank Garay catches up with Todd Bitter, National Director of Sales at NEXA Lending, for an honest conversation about career transitions, broker growth, AI, and the fundamentals that still drive success in the mortgage business.

Todd shares why, after more than 30 years in loan origination, he made the decision in mid-2022 to stop originating loans and move into a leadership, coaching, and business development role. He also discusses what brought him to NEXA Lending, how the company has evolved, and why larger platforms are becoming more attractive to small broker shops trying to keep up with technology, AI, and operational demands.

Frank and Todd also dig into the real-world challenges brokers and loan officers are facing today, including the pressure to adopt AI, the need for stronger systems, and the danger of ignoring the basic business habits that still matter most.

Todd breaks down his structured weekly routine for loan officers, including:

Monday: Realtor outreach
Tuesday: Status updates
Wednesday: Database management
Thursday: Pre-approval follow-up
Friday: VIP and relationship outreach

He also explains why effective calendar management, fast communication, consistent prospecting, and database maintenance are still non-negotiables for mortgage professionals who want to grow.

Whether you’re a mortgage broker, loan officer, branch manager, or industry professional trying to navigate today’s changing lending environment, this episode is packed with practical insight from someone who has built production, coached producers, and seen the business from multiple angles.

#MortgagePodcast #MortgageBroker #LoanOfficer #NEXALending #ToddBitter #FrankGaray #MortgageIndustry #MortgageMarketing #MortgageCoaching #AIInMortgage #BrokerBusiness #LoanOfficerTips

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The FSBO Strategy Most Loan Officers Are Missing (And It’s Free)

May 7, 2026

Episode 193

In this episode, I sit down with Kevin Bilberry, the founder of Jenny Jenny AI, to take a deep dive into one of the most interesting tools I’ve seen for mortgage loan officers: a free For Sale By Owner platform built specifically for LOs.

Kevin shares his own story of how he got started as a loan officer by focusing on For Sale By Owner opportunities — and how that strategy helped him become wildly successful. From there, we walk through the Jenny Jenny AI FSBO product in detail, including how loan officers can use it to identify FSBO sellers, promote directly to them, and deploy a powerful system that creates real value for both the seller and the loan officer.

This is not just another tech tool. It is a practical business development platform that gives loan officers a smart way to connect with sellers, create listing exposure, build relationships, and uncover financing opportunities in a market most LOs are overlooking.

The best part? It is free for loan officers to join.

If you are a loan officer looking for a new way to generate conversations, create value, and stand out in your local market, this is something you need to see.

Learn more about Jenny Jenny AI’s FSBO platform for loan officers here:
https://jennyjenny.ai/fsbo-lo

In this episode, we cover:

How Kevin Bilberry built success as a loan officer working For Sale By Owners
Why FSBO sellers are such a powerful opportunity for mortgage professionals
How Jenny Jenny AI helps loan officers identify and market to FSBOs
How LOs can deploy the platform for free
The benefits for sellers, buyers, and loan officers
Why this product could become a serious business development advantage

This is a remarkable product and a conversation every forward-thinking loan officer should pay attention to.

Advocacy in Action: Better Together!

April 2, 2026

Episode 192

In this episode, I sit down with Ginger Bell, Growth Officer for the National Association of Mortgage Brokers, for a conversation every mortgage professional should hear. We talk about how NAMB is doing far more than advocacy on Capitol Hill. The association is creating real value for its members through industry support, benefits, education, and a stronger voice for mortgage professionals across the country.

We also break down why now is a great time to get involved. NAMB membership is normally just $150 per year, but listeners can join for only $99 using the code LOBC. On top of that, Ginger shares details about the upcoming Advocacy in Action event on April 21, 2026, where for just $99, attendees can travel to Washington, D.C., meet with lawmakers, step inside the Capitol, and directly advocate for the issues that matter most to the mortgage business.

If you’ve ever wanted to have a bigger impact in this industry, this is one of the most powerful ways to do it. This episode is a great reminder that getting involved is not only good for your business, it is good for the future of the mortgage profession.

For more information on membership, benefits, advocacy, and the upcoming event, visit NAMB.org: https://namb.org/

Builder, Investor Bundle

March 26, 2026

Episode 191

In this episode, Frank sits down with Kevin to break down how loan officers can win more business by targeting two major segments of the housing market: builders and investors.

Kevin shares hard-earned insights from his deep experience in the builder space, including how loan officers can better understand builder operations, offer competitive construction financing, and build strong relationships with small to mid-sized builders. The conversation also dives into the investor side of the business, with practical strategies for approaching different investor profiles such as buy-and-hold landlords, fix-and-flip operators, and commercial real estate investors.

Kevin also introduces the Builder, Investor Bundle, a training resource created to help loan officers develop the tools, knowledge, and confidence to pursue these opportunities more effectively. Frank strongly recommends it for anyone looking to expand their reach and grow their business in a smarter, more strategic way.

Learn more here:
Builder, Investor Bundle: BuilderInvestorBundle.com
Profit Driven Plan: ProfitDrivenPlan.com

9 Points Now Available with ARF!

Episode 190

Most loan officers are sitting on deals they don’t even realize they have.

In this episode, I sat down with Megan Pavone from ARF Financial to unpack a massive opportunity hiding in plain sight: business-purpose lending for your self-employed clients.

Here’s the reality—clients who don’t fit traditional lending boxes still need capital. And instead of turning them away, you can now turn those conversations into real revenue.

Megan breaks down how ARF’s unsecured business loan program works, including:

Competitive options for self-employed borrowers
A comp structure paying 8 points (4 upfront + 4 over 12 months)
Special 9-point opportunities for HVAC, electrical, plumbing, and loans over $250K

But here’s the best part…

You don’t need to become a business loan expert.

You simply refer the client, Megan and her team handle everything, and you still participate in the upside. Clean, simple, and scalable.

If you’ve ever said, “I had to pass on that deal,” this episode might change that permanently.

Start referring opportunities here: http://workwitharf.com

Listen in and learn how to unlock a whole new income stream from the clients you’re already talking to.

The Loan Officer’s Bible to Deploying AI Into Their Business

March 19, 2026

Episode 189

If you’re a loan officer trying to figure out how AI actually fits into your business (without all the hype and confusion), this episode is a must-listen.

I sat down with Chris Johnstone to break down his brand-new book—currently available for pre-order at www.LOaiBook.com—and honestly, this isn’t just another “AI book.” This is shaping up to be the playbook for loan officers who want to work smarter, move faster, and stay competitive in a rapidly changing market.

What makes it different?

This isn’t about trends—it’s about evergreen principles. Chris walks through how to actually deploy AI in your day-to-day workflow, with practical prompting strategies that aren’t going out of style anytime soon.

And here’s where it gets even better…

When you grab the book (which is incredibly affordable—expected to be under $10), you also get access to an ongoing membership platform:

Weekly live classes every Friday
Full access to all recorded trainings
Continuous updates so you’re never behind on what’s working

In other words, it’s not just a book—it’s a living, breathing system to help you stay sharp.

If you’re serious about leveling up your production and future-proofing your business, this is a no-brainer.

Pre-order your copy now at www.LOaiBook.com

Tune into the episode to hear Chris break it all down.

3 Social Media Strategies Loan Officers Need in 2026

March 12, 2026

Episode 188

In this episode of the Mortgage Loan Officer Podcast, Frank Garay sits down with social media marketing expert Chelsea Gardner, founder of Fully Aligned Marketing, to break down how loan officers should be using social media in 2026.

Chelsea shares the three biggest opportunities most originators are missing when it comes to building influence and generating referrals online.

Instead of chasing trends or posting random content, Chelsea explains how loan officers can build a recognizable personal brand, attract referral partners, and turn social media into a consistent lead source.

Frank and Chelsea discuss:

• Why loan officers should build a personal brand around their real-life interests and hobbies
• How targeted ads to real estate agents can create referral opportunities
• The importance of video content that blends personal and professional messaging
• How Chelsea helps loan officers develop a social media strategy that actually converts

Chelsea also explains her process at Fully Aligned Marketing, where she helps mortgage professionals develop content, manage social media, and run targeted campaigns that attract the right audience.

If you’re a loan officer looking to grow your visibility, build relationships, and generate business through social media, this episode is packed with actionable insights.

Learn more about Chelsea Gardner:
🌐 https://fullyalignedmarketing.com

Jeanne Kelly – The 30% Credit Balance Myth

October 23, 2025

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 www.annualcreditreport.com 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 JeanneKelly.net.

Linkybot Makes LinkedIn one of the Best Lead Gen Products Out There

October 16, 2025

Episode 172

In this episode, I sit down with Casey O’Toole, CEO of Linkybot.ai, 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 Linkybot.ai and use the code LOBC, you’ll receive a discount on membership.

Talking to the Queen of LinkedIn – Great Lessons to Learn

October 9, 2025

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 dpanza@totalmortgage.com or give her a call at 206-942-6845.