Advertise on podcast: Loan Officer Marketing with Chris Johnstone

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.

In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with Arturo Aguilar, a Houston-based mortgage professional who went from closing just $4–$5 million in his first year to becoming a consistent $50M–$55M annual producer closing more than 200 loans per year. Arturo shares how he went all-in on the mortgage business, built a team that allowed him to scale, and developed long-term Realtor relationships that now generate approximately 90% of his business. He also reveals the systems he uses to meet more Realtors, create a referral-driven mortgage business, and stay personally involved with borrowers throughout the loan process. In this episode, you'll learn:       • How Arturo Aguilar scaled from a $4–$5M producer to a consistent $50M+ mortgage producer closing 200+ loans per year.       • How he built long-term Realtor relationships that now generate approximately 90% of his mortgage business.       • How loan officers can use team building, Zoom meetings, borrower relationships, and a strong referral process to scale without sacrificing client experience. Arturo also shares why building the right support team changed everything, how coaching helped him improve his business, and why he's now focused on expanding his audience through social media and new marketing strategies as he works toward his next major goal: $100 million in annual mortgage production. Whether you're a new loan officer trying to build your first referral relationships or an experienced mortgage professional looking to scale from a solo operation into a high-volume mortgage team, this episode is packed with practical strategies you can apply to your business. Listen to the full episode to discover how Arturo Aguilar built a $50M+ mortgage business through Realtor relationships, team building, systems, coaching, and consistent execution. If you enjoyed this episode, make sure to subscribe to LoanOfficerPodcast.com and leave us a 5-star review. Your support helps us continue bringing you valuable conversations with top-producing loan officers who openly share the strategies behind their success.

In this LoanOfficerPodcast.com episode the host Chris Johnstone sits down with John Farrell, a Newport Beach-based mortgage professional with nearly three decades of experience, to discuss how he built a $100M+ mortgage business specializing in jumbo loans and is now setting his sights on reaching $200 million in annual production. John shares how deep relationships, referral partnerships, mindset, database marketing, and embracing AI have helped him build a sustainable business in one of the most competitive mortgage markets in the country. He also reveals how AI platforms are already generating high-value mortgage opportunities—including referrals for a $16 million deal and a $5.8 million deal. In this episode, you'll learn:     •⁠  ⁠How John Farrell built a $100M+ jumbo mortgage business by specializing in high-net-worth clients and developing deep referral relationships with Realtors and financial professionals.    •⁠  ⁠How consistent database marketing and authentic storytelling can help loan officers stay top of mind and generate more repeat business and referrals.   •⁠  ⁠How AI, ChatGPT, Google Business Profiles, GEO, and online authority are creating a new source of mortgage referrals—including high-value jumbo loan opportunities. Whether you're a loan officer looking to break into the jumbo mortgage market, grow your referral network, improve your database marketing, or prepare your business for AI-powered search, this episode is packed with actionable insights from a mortgage professional who has spent nearly 30 years adapting and growing through changing markets. Listen now to discover how John Farrell combines relationships, specialization, mindset, and emerging AI strategies to build a high-performing mortgage business. If you enjoyed this episode, be sure to subscribe to LoanOfficerPodcast.com and leave us a 5-star review. Your support helps us continue bringing you conversations with the mortgage industry's top producers, innovators, and business leaders.

In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with Jennifer Grube, a Houston-based mortgage professional with 25 years of experience in the mortgage industry, to uncover how she built a business where more than 90% of her business comes from Realtor referrals, past clients, and organic relationships. Jennifer shares how her background in mortgage operations helped shape her approach to lending, why coaching and accountability have been critical to her career, and how delivering an exceptional borrower and Realtor experience has helped her create a powerful referral-based mortgage business. She also explains how she stays involved throughout the entire home-buying process—from calculating monthly payments and educating first-time homebuyers to helping Realtors and borrowers evaluate properties before making an offer. In this episode, you'll learn: ⁠How Jennifer Grube built a mortgage business generating 90%+ of its business through Realtor referrals and organic relationships instead of purchased leads. ⁠How creating a hands-on borrower experience—from monthly payment calculations to pre-approval and offer preparation—helps loan officers stand out and earn more Realtor referrals. ⁠⁠How Jennifer is using AI to improve response times and why borrowers are already discovering her through ChatGPT recommendations. Whether you're a new loan officer trying to build your referral network or an experienced mortgage professional looking to strengthen Realtor relationships, improve your client experience, and generate more organic mortgage business, Jennifer's approach provides practical lessons you can apply to your own business. Listen to the full episode to learn how Jennifer Grube built a referral-driven mortgage business through relationships, exceptional service, coaching, and a willingness to embrace AI. If you enjoyed this episode, subscribe to LoanOfficerPodcast.com and leave us a 5-star review. Your support helps us continue bringing you conversations with successful loan officers and mortgage professionals who are sharing what actually works in today's mortgage industry.

In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with top-producing mortgage broker Elie Ibrahim to uncover how he rapidly scaled his mortgage business from $60 million to $140 million in annual loan volume in just three years. Elie shares the mindset, marketing strategies, AI adoption, and relationship-building tactics that have fueled his incredible growth—and why his next goal is reaching $200 million in annual production. In this episode, you'll learn:     • How Elie Ibrahim grew from $60M to $140M in mortgage volume by combining Realtor relationships, branding, and consistent marketing.     • Why AI referrals, Google reviews, social media, and personal branding are becoming essential for loan officers who want to generate more qualified mortgage leads.     • The systems, team structure, and growth mindset Elie uses to scale his mortgage business while delivering an exceptional client experience. Whether you're a new loan officer looking to build your pipeline or an experienced mortgage professional aiming to increase production, generate more referrals, and grow your brand, this episode is packed with actionable strategies you can start using today. Listen now to discover how Elie Ibrahim built one of Canada's fastest-growing mortgage businesses through consistent execution, modern marketing, and a relentless focus on serving clients. If you enjoyed this episode, be sure to subscribe to LoanOfficerPodcast.com and leave us a 5-star review. Your support helps us continue bringing you conversations with the mortgage industry's top producers, marketers, and business leaders.

In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with top-producing loan officer Parker Borofsky to discuss how he built a mortgage business that closed over $323 million in annual loan volume. Parker shares how specializing in investment property financing, DSCR loans, and short-term rental lending helped him become the go-to lender for real estate investors while continuing to scale his business through strong relationships and market expertise. In this episode, you'll learn:     • How Parker Borofsky built a $323M mortgage business by specializing in investment property, DSCR, and short-term rental financing.    • Why understanding investor loans, LLC financing, and creative mortgage solutions can help loan officers stand out and close more business.    • How to build long-term Realtor and investor relationships that generate consistent referrals and sustainable mortgage business growth. Whether you're a new loan officer looking to find your niche or an experienced mortgage professional wanting to expand into investment property lending, this episode is packed with practical strategies you can implement immediately. Listen now to learn how Parker Borofsky became one of the nation's top-producing loan officers by mastering investor financing, adapting to market changes, and delivering solutions that clients can't find elsewhere. If you enjoyed this episode, be sure to subscribe to LoanOfficerPodcast.com and leave us a  5-star review. Your support helps us continue bringing conversations with the mortgage industry's top producers and business leaders.

In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with mortgage advisor Logan Judah to discuss how he transitioned from nearly 20 years in mortgage operations into loan origination and quickly built a thriving referral-based mortgage business. Logan shares how solving difficult loan scenarios, creating value for Realtor partners, and putting clients first has helped him grow almost entirely through referrals. In this episode, you'll learn:     • How Logan Judah built a mortgage business where 95% of his production comes from Realtor referrals and repeat relationships.     • Why becoming a problem solver for difficult loan scenarios helps loan officers earn more trust, referrals, and long-term business.     • The relationship-building strategies Logan uses to grow his database, strengthen Realtor partnerships, and generate consistent mortgage leads. Whether you're a new loan officer looking to build your pipeline or an experienced mortgage professional wanting to generate more referral business, this episode is filled with practical strategies you can implement immediately. Listen now to discover how Logan Judah built a successful mortgage business by delivering value, solving complex lending challenges, and putting relationships before transactions. If you enjoyed this episode, be sure to subscribe to LoanOfficerPodcast.com and leave us a 5-star review. Your support helps us continue bringing conversations with the mortgage industry's top producers and business leaders.