Advertise on podcast: Loan Officer Marketing with Chris Johnstone

In this LoanOfficerPodcast.com episode the host Chris Johnstone… speaks with Joshua Sigman, a mortgage producer and coach who has originated approximately 575 loans and $130 million in volume at his peak. Today, he produces around 180 loans and $75 million annually while spending just six hours a week on production, alongside running five other businesses. In this episode, you'll learn: •⁠  ⁠Make 10 Calls Daily – Why consistent outreach can create more leads than waiting for the market to improve. •⁠  ⁠Scale Realtor Relationships – How auditing referral partners and providing value can help grow market share. •⁠  ⁠Build Repeatable Systems – How to use follow-up, coaching, and technology to scale without losing focus on sales. Listen to the full episode to learn Joshua Sigman's strategies, apply these lessons to your mortgage business, and leave a 5-star review if you found the episode valuable. Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I

In this LoanOfficerPodcast.com episode the host Chris Johnstone… speaks with Robert O'Malley, a mortgage professional with 25 years of experience who originated 120 loans totaling $60 million in 2019. Robert shares how he built his business through client referrals, real estate agent relationships, database marketing, and emerging AI search strategies. In this episode, you'll learn: •⁠  ⁠Generate Referrals – Build relationships with past clients and real estate agents. •⁠  ⁠Get Found Through AI – Use short-form videos and online content to improve visibility in AI search. •⁠  ⁠Build Borrower Trust – Explain loan terms, closing costs, and rate sheets clearly. Listen to the full episode to learn Robert O'Malley's strategies, apply these lessons to your own mortgage business, and leave a 5-star review if you found the episode valuable. Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I

In this LoanOfficerPodcast.com episode the host Chris Johnstone… speaks with Pamela Beattie and Jeffrey Anklam of Waterstone Mortgage in Appleton, Wisconsin, about how they combine AI search optimization, local SEO, online reviews, and consistent content marketing to generate new mortgage business. With more than 17 years at Waterstone Mortgage, a team of 13, and production up approximately 40% year over year at the time of the interview, they share how their marketing strategy is helping them grow in a competitive mortgage market. Jeffrey explains that their team is closing 3–4 mortgage deals per month through AI-driven leads and has accumulated more than 400 five-star Google reviews. They discuss how consistent online visibility, YouTube content, podcasting, short-form videos, and answering borrowers' questions can help mortgage professionals become more discoverable through AI-powered search. In this episode, you'll learn: •⁠  ⁠Generate AI Leads – How they attract 3–4 mortgage deals monthly through AI search. •⁠  ⁠Build Online Visibility – How Google reviews, YouTube, podcasts, and short videos support discoverability. •⁠  ⁠Combine AI With Relationships – How client referrals and Realtor partnerships help sustain mortgage growth. Listen to the full episode to learn how Pamela Beattie and Jeffrey Anklam are adapting their mortgage marketing strategy for AI-powered search. Apply these lessons to strengthen your online visibility, attract better-fit prospects, and build a more sustainable mortgage business. If you found this episode valuable, please leave LoanOfficerPodcast.com a 5-star review and share it with another loan officer or mortgage professional who wants to grow through AI and digital marketing. Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I

In this LoanOfficerPodcast.com episode the host Chris Johnstone… speaks with AL Watson, a mortgage professional specializing in non-QM, DSCR, fix-and-flip, and new construction loans. AL shares how he began receiving AI-driven referrals and funded approximately 4–5 loans through AI referrals after building his online visibility. 3 things you'll learn: •⁠  ⁠Generate AI Referrals – How AL began receiving approximately 5–9 inquiries weekly through AI search. •⁠  ⁠Dominate Local SEO – Why focusing on your local market and specific loan products can help you stand out. •⁠  ⁠Turn Visibility Into Funded Loans – How daily content, niche positioning, and tracking lead sources can improve your strategy. Listen to the full episode to learn how to attract AI-driven mortgage referrals and apply these strategies to your business. If you find it valuable, subscribe and leave a 5-star review! Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I

In this LoanOfficerPodcast.com episode the host Chris Johnstone talks with Cache Nies, a mortgage professional focused on growing through Realtor relationships, social selling, one-to-many education, and AI-driven marketing. •⁠  ⁠Fund 12 loans in a month – Learn how Cache uses relationships, prospecting, and consistent visibility to generate mortgage business. •⁠  ⁠Build Realtor relationships through social selling – Discover how commenting, engaging, and DMing targeted agents can turn cold prospects into warm appointments. •⁠  ⁠Get mortgage leads from ChatGPT – Cache shares how his content, blog, YouTube channel, reviews, and online presence helped generate 1–2 AI recommendations per month, including a recently closed loan. Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I Listen to the full episode to learn how Cache Nies is building toward $100M in mortgage volume and apply these strategies to your own business. If you found the episode valuable, leave a 5-star review.

In this LoanOfficerPodcast.com episode the host Chris Johnstone talks with Israel Lopez, a sales director at Certain Lending who specializes in non-QM financing and has helped grow the company from $3M to more than $200M in monthly loan volume. Israel also personally closes approximately $10M in a slow month and up to $30M in a strong month. •⁠  ⁠Build a non-QM loan business – Learn how Israel uses specialization in DSCR, bank statement, fix-and-flip, and construction loans to serve investors and generate repeat business. •⁠  ⁠Generate and convert more leads – Discover how his team uses networking, referrals, paid social media, and a structured content strategy to generate opportunities and support a 25-loan-officer team. •⁠  ⁠Scale with systems and speed – Learn how Israel uses approximately $100K/month in advertising, achieves a reported 4–5X ROAS, and prioritizes speed-to-lead and AI-powered follow-up. Listen to the full episode to learn how Israel Lopez built a high-volume non-QM lending operation and how you can apply these strategies to your mortgage business. If you found the episode valuable, leave a 5-star review.

In this LoanOfficerPodcast.com episode the host Chris Johnstone talks with Sterling Birdsong, who averaged approximately $50 million per year in SBA loan production as an SBA loan officer before founding Lendstra, a nationwide SBA loan brokerage. •⁠  ⁠Identify $500K–$5M SBA opportunities – Learn which owner-occupied commercial real estate, business acquisition, and special-use property deals can fit SBA financing. •⁠  ⁠Turn SBA referrals into closed loans – Discover how mortgage lenders can partner with an SBA specialist instead of turning commercial opportunities away. •⁠  ⁠Use AI and targeted marketing to scale – Sterling explains how technology has helped him scale faster while building targeted SBA lead-generation funnels. Listen to the full episode to learn how Sterling built $50M/year in SBA loan production, identify SBA opportunities, and apply these strategies to your own business. If you found the episode valuable, leave a 5-star review.

In this LoanOfficerPodcast.com episode Chris Johnstone sits down with Marrion J Cherian to walk through the plan and systems he is using to grow to $200 M in Annual Volume. With  Marrion's 19+ years experience in financial services there is a ton of value in this episode. You get to learn: •⁠  ⁠Where he gets the majority of his deals from. •⁠  ⁠His #1 strategy for growth with elevated rates. •⁠  ⁠How to turn your network into mortgage opportunities consistantly •⁠  ⁠How he creates value for both his clients and partners at the same time! Check out the episode and make sure you join our brand new SKOOL Community for access to our AI Mastermind calls. https://www.chrisskool.com

In this LoanOfficerPodcast.com episode the host Chris Johnstone talks with Mandi Feely-Swain, a 30-year mortgage veteran whose team closed 400+ loans and approximately $160M in volume last year. •⁠  ⁠How 82 loans helped turn around a struggling business – Mandi shares how returning to frontline origination helped turn a red P&L black in 2012. •⁠  ⁠Why hundreds of handwritten thank-you notes matter – Learn how gratitude and consistent communication helped build long-term referral and builder relationships. •⁠  ⁠How to build a repeatable mortgage growth system – Mandi explains database marketing, agent and builder partnerships, daily activities, and her Origination Boost system. Listen to the full episode to learn Mandi Feely-Swain's proven mortgage growth strategies, apply them to your business, and leave a 5-star review if you found the episode valuable.

In this LoanOfficerPodcast.com episode the host Chris Johnstone… talks with Jennifer Lawrie, a 25-year mortgage veteran who went independent and rediscovered the power of her database, referrals, and the fundamentals of mortgage marketing. •⁠  ⁠Reactivate Your Database – How Jennifer used simple calls, texts, and emails to generate referrals. •⁠  ⁠Go Back to Basics – Why CRM organization and consistent Monday-to-Friday habits still matter. •⁠  ⁠Expand Your Niche – How opening up her business led Jennifer to close 3 mobile-home loans in one year. Listen to the full episode, apply Jennifer's strategies to your mortgage business, and leave a 5-star review if you found it valuable.

In this LoanOfficerPodcast.com episode the host Chris Johnstone sits down with Phoebe Jaeckels, a mortgage professional with more than 30 years of experience across real estate and mortgage lending. Phoebe shares how she built a referral-driven mortgage business through deep mortgage expertise, strong Realtor relationships, exceptional communication, and a commitment to solving problems. In this episode, you'll learn: How Phoebe builds a referral based mortgage business through realtors and past clients •⁠  ⁠How she turns client relationships into long term realtor referrals and repeat business •⁠  ⁠How strong communication, product knowledge, and closing deals create loyal referral partners If you enjoyed this episode, subscribe to LoanOfficerPodcast.com, share it with another mortgage professional, and leave us a 5-star review

In this LoanOfficerPodcast.com episode the host Chris Johnstone sits down with Mallory Strotheide, a mortgage professional who transformed her business from cold calling and internet leads into a 100% referral-based mortgage business built on Realtor relationships, past clients, database marketing, social media, and consistent relationship-building. In this episode, you'll learn: •⁠  ⁠How she built a 100% referral based business, with 50–60% from Realtors and 25–30% from past clients •⁠  ⁠How she reaches 900 Realtors every month, with 20–30 attending her Realtor Bootcamp •⁠  ⁠How she uses database marketing, client events, social media & AI to generate referralsh If you enjoyed the episode, subscribe to LoanOfficerPodcast.com, share it with another mortgage professional, and leave us a 5-star review.

In this LoanOfficerPodcast.com episode the host Chris Johnstone sits down with Christopher Watters, a real estate entrepreneur, brokerage leader, and technology innovator who has spent the last 20 years building high-performing real estate businesses, teams, and technology-driven systems. Christopher shares how he built a business around generating opportunities and teaching agents how to convert them, along with the powerful role AI is now playing in lead qualification, sales coaching, database management, and conversion optimization. In this episode, you'll learn: •⁠  ⁠How to generate 15X more leads without increasing your paid ad spend. •⁠  ⁠⁠How AI can qualify leads, book appointments, and improve agent conversions •⁠  ⁠⁠The lead generation and conversion strategies behind agents selling 100–115 homes per year. Christopher also shares why old-school lead sources can still outperform many digital channels, how successful businesses build multiple "oil wells" for leads, what high-producing real estate teams look for in loan officer partners, and how he increased lead volume by 15X without increasing paid advertising spend. If you're a loan officer, real estate agent, team leader, or entrepreneur looking to generate better leads, improve conversion rates, leverage AI, and build stronger business partnerships, this episode is packed with actionable insights you can apply to your business. Listen to the full episode with Christopher Watters to discover how better lead generation, AI-powered sales coaching, and smarter conversion systems can help you close more business. If you enjoyed this episode, please subscribe, share it with someone who could benefit, and leave us a 5-star review. Your support helps LoanOfficerPodcast.com continue bringing you conversations and strategies from the industry's top producers and innovators.

In this LoanOfficerPodcast.com episode the host Chris Johnstone sits down with Kelly Rogers, a top-producing mortgage professional and branch leader who has built her business around strong relationships, disciplined data tracking, exceptional client service, and adapting to the changing mortgage industry. After returning to production at the end of 2024, Kelly has already personally helped 85 families and produced approximately $43 million in volume, with a goal of reaching nearly $90 million. She also leads a collaborative group of top producers projected to generate approximately $400 million in mortgage production. Kelly shares the strategies and systems behind her consistent growth, including how she tracks every stage of her funnel, invests her time in referral relationships, and is positioning her business to be discovered through AI and online search. In this episode, you'll learn: •⁠  ⁠How Kelly Rogers uses monthly goals, lead tracking, conversion rates, and data to scale her mortgage business—and the key metrics she watches from lead to closing. •⁠  ⁠⁠How she generates more referrals by spending 50% of her time with the people who send her business, creating value before asking, and building genuine relationships with Realtors and past clients. •⁠  ⁠⁠How loan officers can prepare for the future of mortgage marketing by embracing AI, improving their online presence, creating authoritative content, and meeting consumers where they search. Kelly also shares her unique approach to winning over new Realtor relationships during every transaction, why she still believes in personal touches like handwritten cards and client events, and how an AI recommendation recently turned into a successful closed loan. If you're a loan officer looking to grow your production, improve your conversion rates, generate more referrals, build stronger Realtor relationships, and understand how AI is changing mortgage lead generation, this episode is packed with practical strategies you can apply immediately. Listen to the full episode to learn how Kelly Rogers combines relationships, data, systems, and technology to build a high-performing mortgage business. If you enjoyed this episode, please subscribe, share it with another mortgage professional, and leave us a 5-star review. Your support helps LoanOfficerPodcast.com continue bringing you actionable insights and conversations with the mortgage industry's top producers and leaders.

In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with Anthony Casa, CEO of UMortgage, to discuss how loan officers can grow their business in today's changing mortgage market. Anthony shares the strategies his organization uses to help loan officers build self-generated businesses, deepen relationships within their communities, leverage AI, expand into specialty lending, and build a personal brand that attracts the right clients and referral partners. In this episode, you'll learn: •⁠  ⁠How to build a stronger self-generated mortgage business through referral relationships, open houses, community events, and strategic outreach—and why loan officers should eventually shift from mostly outreach to more in-person relationship building. •⁠  ⁠⁠How AI can help loan officers uncover the right loan products, manage their pipeline, stay in touch with their database, and compete as mortgage technology continues to evolve. •⁠  ⁠⁠Why specialty lending, including HELOCs, second liens, non-QM, and other niche products, can help loan officers differentiate themselves and serve more customers in today's market. Anthony also shares why he believes the loan officers with the largest referral networks will have a major advantage in the future, how AI-powered search is already influencing how consumers find lenders, and why consistent, authentic social media content can build a powerful personal brand over time. If you're a loan officer looking to generate more referrals, use AI more effectively, expand your product knowledge, build a stronger database, and prepare for the future of the mortgage industry, this episode is packed with actionable insights. Listen to the full episode now to learn from Anthony Casa and discover how to build more relationships, serve more clients, and position yourself to win in the evolving mortgage market. And if you enjoy the episode, please subscribe, share it with another loan officer, and leave us a 5-star review. Your support helps us continue bringing you valuable conversations and proven strategies from the mortgage industry's top leaders.