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Stop waiting for the mortgage market to save you. Rates are up. Inventory is tight. Competition is fierce. Margins are compressed. The Fed keeps making headlines. And if you’re a mortgage professional, you’ve probably heard some version of “it’s just a terrible market” more times than you can count. But here’s the uncomfortable truth: the storm isn’t personal. And waiting for the storm to end isn’t a business strategy. In this episode of The Art of Mortgage Marketing, we get into the seven shifts that can move you from powerless to powerful—without pretending you can control rates, inventory, the economy or what the Fed does next. We talk about what you can control: your mindset, your daily growth plan, proactive prospecting, your referral relationships, your morning routine, your database, and what you tell yourself about yourself. Because there are mortgage professionals still finding a way to create relationships, generate opportunities and take market share in difficult conditions. The question isn't whether the storm is real. The question is: What are you going to do with the rudder? In this episode, we discuss: Why blaming the market can quietly turn into a habit of helplessness The difference between mortgage professionals who stay consistent and those who spend their days “crying the blues” Why there are still people buying, selling, refinancing, consolidating debt and moving—even in a difficult market How consistency with referral partners and your database can create opportunities when others are waiting The powerful distinction between what you cannot control and what is completely within your control Why your mindset, morning routine and proactive prospecting matter more when the market gets tougher How to stop waiting for rates or market conditions to improve before taking action If you're tired of waiting for the market to get better before you get better, this episode is for you. Listen. Challenge your assumptions. Then ask yourself one simple question: What am I trying to control that I never had control over—and what have I been neglecting that I actually can control? If the conversation hits home, follow the podcast, rate the show, share this episode with another mortgage professional, and leave us a review. About Your Hosts   Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row. Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Most mortgage pros who say they’re “using AI” are doing the equivalent of replacing Google with ChatGPT. That’s not AI mastery. That’s barely scratching the surface. In this episode of The Art of Mortgage Marketing, I sit down with Luke Shankula, founder of Direct Authority AI, to challenge the way mortgage pros are thinking about AI—and more importantly, how they're failing to use it as actual business leverage. The question isn't, “Can AI write my emails?” The better question is, “What could I build, automate, eliminate, or deliver that would make me dramatically more valuable to my clients and referral partners?” We get into the real reason mortgage professionals: -Hesitate to adopt AI -Why most people dramatically overestimate their AI skill level -How loan officers are using AI to create new value for real estate agents -Where AI can actually create leverage across marketing, lead generation, content, operations, recruiting, and business development. And then we get into the uncomfortable part: AI can make you incredibly productive at doing things that don't matter. If you're automating mediocre content, building AI avatars nobody wants to watch, or creating systems that generate zero business, congratulations—you've automated the wrong thing. Luke also shares what he believes the future of AI looks like for the mortgage industry, why mortgage companies may be approaching AI from the wrong direction, and why your biggest competitive advantage in an AI-driven world may ultimately be the one thing AI can't replicate: being human. This isn't another conversation about clever prompts. It's about leverage.   In this episode you’ll learn: -Why “using AI” and actually leveraging AI are two completely different things -The three biggest reasons mortgage professionals still aren't using AI effectively -Why most “advanced” AI users are nowhere near as advanced as they think -How to use AI to become the mortgage pro real estate agents actually want to work with -The hidden opportunity in AI-powered systems, automations, and documented processes -The dangerous side of AI: security, compliance, overconfidence, and automating the wrong things -Why your humanity—not your AI skills—could become your ultimate moat   Links & Resources Direct Authority AI — Luke Shankula's coaching community for mortgage professionals using AI. ChatGPT — Discussed throughout the episode for research, content, analysis, systems, and business applications. Claude — Discussed for presentations, documentation, workflows, and more advanced business applications. Google Business Profile — An overlooked opportunity for mortgage pros and their referral partners.   FREE RESOURCE: Build Your Second Brain If you want AI to stop sounding like AI and start sounding like you, Luke has generously shared his step-by-step Build Your Second Brain SOP. You'll learn how to create a Claude Project that already knows your business, your audience, and your unique voice—so every conversation starts with context instead of starting from scratch.   Download it here: https://drive.google.com/file/d/1UzGeUmn81Cl8Q1u7YBeMBhwzfAJKKaRU/view   Enjoying the Podcast? If you found this episode valuable: ⭐ Follow The Art of Mortgage Marketing ⭐ Leave a rating and written review ⭐ Share this episode with a mortgage professional who's ready to stop owning another job and start building a business that creates freedom. Your support helps us continue bringing you conversations with the industry's most successful leaders so you can grow your income, your impact, and your freedom.

What if the biggest threat to your business... is that it can't survive without you? Too many mortgage professionals believe they're building a successful business because they're closing more loans and generating more revenue. But underneath the surface, they're building something very different... A high-paying job. In this episode of The Art of Mortgage Marketing, bestselling author and entrepreneur Doug Adlam shares the blueprint for building a mortgage business that creates freedom instead of dependency. Drawing from decades of experience building, scaling, and selling businesses, Doug explains why so many top producers accidentally become the bottleneck in their own growth—and what it takes to build a company that continues to thrive even when you're not in the office. Whether you're a solo mortgage broker looking to grow a team or an established owner who wants a business that's actually valuable one day, this conversation will challenge the way you think about leadership, hiring, delegation, and scaling. If you've ever wondered... "Why does everything still depend on me?" "How do I build a team I can actually trust?" "When should I hire my next person?" "How do I create a business I could eventually sell?" ...this episode is for you. In This Episode You'll Learn ✅ Why top-producing mortgage professionals often become prisoners of their own success ✅ The biggest mindset shift that separates self-employed people from true business owners ✅ How to hire before you feel "ready" (without making expensive mistakes) ✅ The systems every scalable mortgage business needs ✅ Why revenue is a vanity metric—and what actually matters ✅ How to delegate without sacrificing quality ✅ What makes a mortgage business truly valuable ✅ The leadership habits that create leaders—not followers ✅ How to build a company that keeps growing while you're on vacation Resources & Links 📘 The Business of Brokering by Doug Adlam If this conversation resonates with you, be sure to grab Doug's book, where he dives deeper into the frameworks, systems, and leadership principles behind building a mortgage business that's scalable, valuable, and ultimately sellable. Enjoying the Podcast? If you found this episode valuable: ⭐ Follow The Art of Mortgage Marketing ⭐ Leave a rating and written review ⭐ Share this episode with a mortgage professional who's ready to stop owning another job and start building a business that creates freedom. Your support helps us continue bringing you conversations with the industry's most successful leaders so you can grow your income, your impact, and your freedom.

What if the breakthrough you’ve been praying for is still possible — even after years of struggle, burnout, and uncertainty? Just 12 months ago, Christine Davis was questioning whether she could even stay in the mortgage industry after nearly two decades in the business. She was exhausted, financially stressed, and stuck wondering if things would ever turn around. Today? She’s completely transformed her business — increasing her monthly income over 8X while creating more consistency, confidence, freedom, and momentum than she’s had in years. And she didn’t do it through cold calling, chasing Realtors, or grinding herself into the ground. In this episode, Christine shares the real story behind her turnaround: The mindset shifts, daily habits, relationship strategies, and uncomfortable growth moments that helped her go from survival mode… to THRIVE MODE and building a business she’s genuinely proud of again. Inside this episode: • Why waiting for the market to “get better” keeps most LOs stuck. • The simple daily “Hour of Power” habit that helped Christine rebuild momentum. • How to stop chasing referrals and become a true growth partner Realtors WANT to work with. • Why confidence comes from repetition — even when you feel awkward at first. • The systems and structure that gave Christine more income, less stress, and more time with family. • The biggest mistake struggling LOs make when trying to grow in a down market. If you’ve been feeling discouraged, inconsistent, or uncertain about your future in this industry… This episode will remind you that your next breakthrough may be a lot closer than you think.

You’re burning energy on coffee dates, cold calls, and endless follow-ups, only to walk away with maybe one deal if you’re lucky. It’s exhausting, it’s discouraging, and worst of all, it keeps you stuck in a cycle of working harder for less.   Here’s the truth: top-performing mortgage pros aren’t grinding it out like that. They’ve cracked the code to attract elite partners, the kind who don’t just send a deal here and there but send you a 12+ deals per year on repeat. No begging. No cold calling. No wasting time on people who aren’t serious.   That’s what my new Dozen Deal Partner Formula Book is all about.   Imagine having a small circle of powerhouse partners who consistently fill your pipeline so you can stop hustling for every deal and start scaling a business that sets you free! .   Getting more juice from the squeeze. In this episode, we dive into my new book, “The Dozen Deal Partner Formula: How Top-Producing Lenders Attract Elite Referral Partners Who Send 12+ Deals Per Year–Without Cold Calling” and unpack how to magnetize top Realtors who view you as an irreplaceable HERO, shift from chasing to attracting, and build a pipeline that keeps flowing strong even in the toughest markets.   You’ll discover: The shortest path to cash to crush your income goals–regardless of market conditions. Why it pays to attract the elite agents versus just the average “struggle bunnies”. Why working with the elite partners actually requires less time, energy and drama  How to thrive in any market, not just a “fair weather” market About Your Hosts   Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!    Get Doren's book here https://dozendealpartner.com/podcast/  Use the coupon code PODCAST to get a 50% off discount.

What if high rates and low inventory could actually make you rich? While most mortgage professionals are struggling with today's challenging market conditions, Cynthia Lewis did something audacious—she found a way to add $25,000 to her monthly revenue in just 90 days. Here's what makes this story incredible: The same "Screw it, let's do it" mindset that's driving her success right now is something any mortgage pro can adopt, regardless of current market conditions. The Method Behind the Madness Most people think high rates and low inventory spell disaster for mortgage professionals. Then they watch someone like Cynthia Lewis, founder of New Dominion Mortgage, prove there's a different way to play the game. In this raw, unfiltered conversation, you'll uncover: The coaching decision that changed everything for her business How she built a machine that runs without her (the real wealth secret) Her bulletproof system for staying motivated when the market gets tough The one morning ritual that sets up massive daily wins If you've been grinding with little to show for it in this challenging market, this story will either inspire you or make you question everything you thought you knew about building wealth in mortgages. Ready to learn how $25,000 monthly increases actually happen—even when rates are high and inventory is low? Let’s dive in…   Guest Bio Cynthia Lewis is the Founder and CEO of New Dominion Mortgage, a leading mortgage brokerage based in Hampton Roads, Virginia. With over two decades of experience in the mortgage industry, Cynthia has transformed homeownership into a purpose-driven mission. Her company goes beyond closing loans—she changes lives. Through a unique partnership with a national non-profit, her company holds an annual Coat Drive and donates a coat for every home loan funded, ensuring warmth and care reach the community.    Cynthia's journey into the mortgage industry began shortly after she graduated from Hampton University in 2003. Encouraged by her father, she entered the field and quickly rose through the ranks. Her early years in the industry were marked by rapid success, but the 2008 financial crisis tested her resilience. Instead of succumbing to the challenges, Cynthia adapted by shifting from a refinance market to a purchase market, emphasizing relationship-building and effective communication with real estate agents.   Visit https://newdominionmortgage.com/  Follow Cynthia on Instagram @iamcynthialewis   About Your Hosts Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!    Visit https://www.mortgagemarketingcoach.com/chat/ to schedule your breakthrough call.

Still grinding as a mortgage professional, hoping things will magically change? That was Mark Libario. Stuck in the feast-or-famine cycle, burned out and running on empty. The inconsistent income, constant rejection, soul-sucking cold calls... and for what? A few scattered deals that barely kept up with his dreams. Then everything changed. Within just 11 months of discovering our proven system, Mark transformed his entire annual mortgage income into a single QUARTER of production. How? Not by cold calling. Not by begging for referrals. Not by working even harder. He built a system that worked FOR him instead of against him. From Struggle to Success: Mark's Complete Transformation In this exclusive interview, Mark reveals exactly how he escaped the mortgage struggle and built a thriving business that gives him freedom, not more stress.   You'll discover: The "systematic approach" that eliminated cold calling forever while attracting elite Realtor partners Why motivation fails but the right system creates consistent $20K+ months The mindset shift that separates top producers from struggling loan officers How to build relationships with agents who actually send quality deals instead of chasing anyone with a pulse Ready to stop grinding and start building? This interview shows you exactly how it's done.   Guest Bio Mark Kelvin Libario is a dedicated mortgage broker at Groupe Orbis, based in Montreal, Quebec, with extensive experience in financial services, including insurance and financial planning. Mark specializes in guiding clients through home purchases, real estate portfolio expansion, refinancing, and loan processes. Mark tailors solutions to each client’s needs, leveraging access to major banks, credit unions, trust companies, and private lenders to secure competitive rates and personalized mortgage options.   Visit https://www.markkelvinlibario.com/  Find Mark on LinkedIn @Mark Kelvin Libario  Follow Mark on Instagram @mortgageswithkelvin About Your Hosts Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

If you're exhausted from endless cold calls, wasting money on low-quality leads, and showing up at open houses with minimal returns, you're not alone. Too many mortgage professionals are trapped in this feast-or-famine cycle. Here's the uncomfortable truth: Those "struggle bunny" Realtors sending you just 1-3 deals annually might be exactly why you're overworked and underpaid. The Elite 1% Work Differently In this third and final installment of our "10 Tenets of Top Producers" series, we reveal the last four principles that separate top-producing mortgage pros from everyone else—strategies that work in ANY market condition. You'll discover: The proven bait that attracts high-producing Realtors Why helping others succeed is your fastest path to wealth How deliberate training (not just trying) creates unstoppable momentum The exact reason top producers thrive when markets slow down Stop settling for mediocrity. It's time to work smarter, build real wealth, and transform your mortgage business forever. About Your Hosts Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Let’s be real—when you feel great, you tend to do great. But too many mortgage pros are stuck in a downward cycle of suck that drains their confidence, momentum, and their bank account. They’re not hitting their goals, their swagger is fading, and every setback fuels more frustration. How can they break free from this prison of limitation and create newfound momentum and mojo, so they can start winning again – not just in a “fair weather” market but in ANY market?   In the next part of our podcast series, we’ll dive into 3 more tenets of top producers that allow the 1% income earners to stay at the top of their game, no matter what challenges may come their way. Let’s dive in…   You’ll Learn: How $100M producers start your day that allows them to WIN CONSISTENTLY, regardless of circumstances. The secret ultra-successful mortgage pros use to scale their production while working less hours and enjoying more quality time with their family.   How to delegate strategically, so you can be freed up to DO WHAT YOU LOVE and love what you do The secret mindset of the elite 1% income earners that separates them from all the rest About Your Hosts Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

2025 is shaping up to be a pivotal year—uncertain markets, relatively high rates, rising challenges, and heightened competition are leaving many feeling stuck. But here's the reality: success isn’t determined by external forces—it’s determined by YOU. If you're still relying on outdated strategies, hoping for a break, 2025 might be the year you get left behind. On the flip side, with the right mindset and approach, it could be the year you break through to the next level like never before. Many professionals are spinning their wheels, relying on hope instead of adopting the habits that create real momentum. But the top 1%? They play the game differently—thinking bigger, acting smarter, and executing with precision. So, where do you stand? Have you set small, "safe" goals that limit your potential? Are your actions sporadic, leaving you stuck in the same place year after year? The top performers don’t operate like that—they define their vision for success, strategize, and most importantly, act. Do you have a clear picture of what "winning" looks like in 2025? What if, instead of chasing opportunities, you positioned yourself as a trusted leader in your industry, attracting collaborators and brand ambassadors who view you as indispensable? In this episode, we’ll break down the key principles that make top producers different - principles that most everyone else neglects. We’ll reveal the actions that create unstoppable momentum and build a business that thrives, regardless of the challenges around you. You’ll learn: Serving over selfishness and why the most successful LOs are the biggest givers How to chart your course to victory in the midst of the thickest market fog Why success, growth and prosperity often lie on the other side of the “cul-de-sac of suck” How top-producers define success and happiness (hint: it’s not money)   About Your Hosts Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.     Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Rising rates, shrinking pipelines, and fierce competition are crushing dreams left and right. But here’s the kicker—your results aren’t determined by the market; they’re determined by YOU and your marketing.  If you’re not dialed into the right strategies and habits, 2025 could be the same or worse than last year—or if you make some potent strategic pivots, it could be the year you unleash your full potential and thrive like never before. Here’s the hard truth: most LOs are stuck in a cycle of mediocrity, relying on hope instead of habits.  Are you setting low goals to play it “safe” while sporadic efforts leave you stuck in the same old rut? The Top 1% don’t play small—they think bigger, act smarter, and focus on the right things. Have you clearly defined what “winning” looks like in 2025? What if you could ditch the grind of chasing crappy leads and instead attract the right Realtor partners who see you as their Irreplaceable Hero? In this episode, we share a valuable step-by-step guide to crushing it in 2025. Let’s unpack the 5 key steps you need to align your mindset, habits, and strategies with success so you can turn your daily actions into compounding momentum, stop spinning your wheels, and build a THRIVING business – even in unthriving times.    You’ll also learn: The game-changing mindset shift every mortgage pro must embrace to thrive consistently, regardless of rates or inventory.  Why defining your “win” isn’t just important—it’s mandatory if you want to enjoy sustainable success. The life-altering difference between trying and training—and how it separates the winners from the mere wishers. How to turbocharge your growth by cultivating GROWTH HABITS. The secret to “changing the who before the do” so you can break free from the cycle of self-sabotage and start winning consistently. The single most profitable daily habit that can skyrocket you to a $30K+ monthly income—even in today’s tough market.     About Your Hosts Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

With constant algorithm changes and skyrocketing ad costs, it’s harder than ever to make Facebook ads work for your mortgage business. That’s why over 90% of mortgage pros fail to see any meaningful return from their Facebook ad campaigns. Yet, many LOs continue to throw money at these campaigns, hoping for a breakthrough. The result? Wasted time, drained budgets, and frustration that leads many to give up entirely.   But what if the problem isn’t Facebook—it’s your approach? Most mortgage pros treat Facebook ads like a magic button, expecting instant results with little effort. That mindset guarantees failure. Instead of just chasing leads, your focus should be building systems that convert leads into closed deals and cash flow.   How do you create ads that attract quality leads instead of time-wasters? Why are video-based ads outperforming text-heavy campaigns? What’s the secret sauce top producers are using to make Facebook ads work in this tough market?    In today’s episode, we pull back the curtain on what’s working—and not —in Facebook advertising for mortgage pros. We’re sharing the top 3 landmines that derail most campaigns, reveal cutting-edge tools to increase conversions, and share follow-up strategies that transform clicks into closings.    You’ll also learn;  The top 3 landmines that cause Facebook ads to flop—and how to sidestep them. Why targeting is harder than ever (and what to do about it). How to use video and storytelling to skyrocket ad engagement. The truth about lead quality and conversion rates from Facebook ads. Why most LOs waste money on ads and how to focus on profitability instead. A revolutionary tool that’s transforming ad campaigns. About Your Hosts Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

With tens of thousands of mortgage pros leaving the business over the past 3 years, it comes as no surprise most mortgage pros use outdated tactics that yield little to no results in today's market. Between rising rates, low inventory, dwindling leads, and fierce competition, many LOs find themselves trapped in a cycle of frustration, grinding harder for less return. The truth is, success in the mortgage industry has evolved, and clinging to outdated methods will only leave you stuck and struggling. If you’re grinding away with cold calls, endless social media posts, or chasing crappy internet leads, chances are these tactics aren’t just ineffective—they’re actively holding you back. It’s time to ask yourself: Is what you’re doing aligned with what truly works in today’s market? What if one simple daily habit could create exponential results, make you the go-to partner Realtors can’t resist, and finally stop the endless struggle bus? In this episode, we break down the real talk about what’s working in the mortgage industry right now—no fluff, no gimmicks, just proven strategies that get results so you can take control of your business and scale your income.   You’ll also learn: Why outdated tactics like cold calling and generic networking events are a waste of time in today’s market. The "Hour of Power"—a simple, game-changing daily habit top producers swear by to dominate their market. How to flip the script and get Realtors chasing YOU instead of the other way around. The make-or-break role of CRMs in turning your pipeline into a profit machine. Why social media isn’t the “magic bullet” you’ve been sold—and the smarter, faster way to get results. How consistent daily actions compound over time to create exponential growth and unstoppable momentum.   About Your Hosts Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.     Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Businesses with strong team cultures crush the competition, outperforming by a jaw-dropping 200%. Yet in the relentless, high-pressure world of mortgages—where sales targets reign supreme—many leaders miss the mark on building the trust and collaboration that fuel sustainable success. Without a clear vision or a united team, scaling feels like trying to sprint through quicksand.  What if the secret to a billion-dollar business wasn’t grinding harder or chasing the next shiny object, but creating a culture so magnetic that top talent lines up to join your team, your clients can’t stop raving, and growth becomes almost effortless? Most mortgage pros think hustle and rapid growth are the keys to the kingdom. But here’s the hard truth: chasing short-term wins might actually be blocking your path to long-term greatness. What if the real game-changer is doing less—but doing it better—anchored in culture, purpose, and servant leadership with a patient, long term approach? In this episode, we sit down with Anthony Contento and Michele Steko of Sherwood Mortgage Group, who have cracked the code on building a billion-dollar team. They reveal how they fostered a family-like culture that inspires loyalty, strategically scaled by putting people before profits, and navigated tough markets with grace, grit, and innovation.    You’ll also learn:  The power of building a “family culture” that attracts and retains top talent—because people don’t join companies, they join people. How to thrive in any market, even when the wind is in your face, by focusing on what you can control and staying intentional with your actions. Why servant leadership wins the long game, and how putting people first creates magnetic, lasting success. The timeless secret to building billion-dollar relationships: connecting with 2-3 COIs (centers of influence) a day and compounding those connections into massive results. How to master your mindset and self-image to overcome fear, imposter syndrome, and self-doubt—because you can’t outperform the belief you have in yourself. Why alignment matters more than chasing shiny objects, and how to find your lane for authentic, unstoppable growth. How to manage challenges with gratitude and grace, and turning adversity into your greatest asset. Guest Bio   Anthony Contento is the co-founder and CEO of Sherwood Mortgage Group, a leading mortgage brokerage in Canada. With a career spanning over two decades in the financial industry, Anthony has been instrumental in the company’s rapid growth since its inception in 2008. Under his leadership, Sherwood Mortgage Group has expanded to over 100 agents across five provinces and has consistently surpassed the billion-dollar mark in mortgage originations. Anthony’s expertise in both banking and mortgage brokering allows him to offer a wide range of solutions to clients, ensuring personalized and effective financial strategies.   Michele Steko is the Vice President of National Broker Relations at Sherwood Mortgage Group. Michele joined the executive team with a wealth of experience in the mortgage industry, bringing a strong focus on fostering relationships and enhancing broker support. Her role involves ensuring smooth communication and collaboration among brokers spread across different provinces, contributing to the company’s cohesive and supportive culture. Michele’s dedication to professional excellence and her ability to navigate the complexities of the mortgage market make her a valuable asset to Sherwood Mortgage Group. To learn more visit https://sherwoodmortgagegroup.com/.  About Your Hosts   Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine, The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.     Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Our special Halloween podcast episode was streamed live on Halloween, but it was just too scary-awesome not to share with you….  Most mortgage pros feel trapped in a haunted house of inconsistent income, where leads vanish like ghosts and referrals are as scarce as full moons. It’s a frightening reality for many mortgage pros, plagued by unresponsive clients, dead leads gathering cobwebs, and pipelines running bone-dry.  These spooky symptoms are enough to give anyone the chills—but here’s the twist: with just a few eerie-sistible strategies, you can scare away scarcity, resurrect those “lost” leads, and cast a spell of consistent growth in your business. Are you clinging to the belief that borrower scarcity and ghosting clients are just the nature of the game, when this haunting, growth-killing mindset might be the very curse holding your pipeline in the graveyard? What if a few “ghoulishly good” strategies could put an end to sleepless nights, transform “ghost” clients into loyal fans, and break the spell that keeps mortgage pros trapped in the income dungeon? In this Halloween special episode, we’re conjuring up 3 frighteningly easy strategies to breathe life back into your borrower pipeline and keep the clients rolling in. Spook your competition and watch your pipeline fill up, leaving you cackling all the way to the bank! You’ll also learn: How to stop borrowers from ghosting you with a powerful little-known strategy How to resurrect dead leads and turn them into raving fans  Simple ways to automate your follow-up and keep the haunt out of high-value leads Strategies for putting your pipeline on hyper-growth that won’t die by Halloween next year Why waiting for business is scarier than cold calling (and how to flip that fear on its head once and for all) About Your Hosts Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.   Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.     Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!