Advertise on podcast: Mortgage Loan Officer Podcast

Episode 200 Bank statement loans can be a great solution for self-employed borrowers—but one missing CPA letter can bring an otherwise solid deal to a grinding halt. In this episode of the Mortgage Loan Officer Podcast, I sit down with Eric Morgensen of Angel Oak Mortgage Solutions to talk about a common challenge with bank statement loans: obtaining the CPA letters needed to verify certain aspects of a self-employed borrower's business. Many self-employed borrowers are sole proprietors or small business owners who may not work directly with a CPA, may use a tax preparer instead, or may not have their tax filings completely up to date. When a lender requires a CPA letter, that can create a serious roadblock—and in some cases, kill the transaction altogether. Eric explains how Angel Oak has relationships with approved third-party vendors that specialize in professionally and legally preparing the CPA documentation needed for these situations. These vendors can help provide the required verification while meeting Angel Oak's guidelines, potentially allowing a bank statement loan to move forward when it might have died elsewhere. If you're a loan officer with a bank statement deal that is currently stuck because of a CPA letter—or even a deal from the past that you thought was dead—it may be worth taking another look. Learn more and connect with Angel Oak at: http://workwithangeloak.com Or contact Eric Morgensen directly: 949-554-5000 If you work with self-employed borrowers, this is an option you'll want to know about before letting a CPA letter kill your next bank statement loan. Looking for Construction, Fix & Flip, Bridge, DSCR / Portfolio, or Multifamily financing for your clients? Partner with Lulu Capital Inc. for fast, dependable funding solutions. Get a quick quote here: https://www.lulucapitalinc.com/brokers Powered by: Mortgage Marketing Animals

Episode 199 In this episode, I sit down with Casey O'Toole, creator of LinkyBot.ai, to take a look at the brand-new LinkyBot dashboard and what it can do. LinkyBot is one of the most powerful AI-powered lead generation tools I've seen for LinkedIn. The new dashboard makes the information and activity coming from LinkedIn much easier to access, understand, and actually put to use. I'm a huge fan of LinkyBot personally. I've been using it for a long time, and it has generated many appointments, leads, and transactions for me. Casey walks us through the new dashboard, what's changed, and how users can take advantage of the additional data and functionality to get even more out of their LinkedIn prospecting. If you want to check it out, visit https://LinkyBot.ai. And if you decide to sign up after connecting with Casey and his team, use discount code LOBC to receive a special discount. If LinkedIn is part of your business—or you think it should be—this is definitely worth a look. Looking for Construction, Fix & Flip, Bridge, DSCR / Portfolio, or Multifamily financing for your clients? Partner with Lulu Capital Inc. for fast, dependable funding solutions. Get a quick quote here: https://www.lulucapitalinc.com/brokers Powered by: Mortgage Marketing Animals

Episode 198 If you originate DSCR loans, one of the biggest frustrations is getting deep into a transaction only to have the appraisal come back with rental income that doesn't support the deal the way you expected. In this episode, I sit down with Eric Morgenson from Angel Oak Mortgage Solutions to break down Angel Oak's Rental AVM and how it can help loan officers get a much clearer picture of market rent earlier in the process. Eric walks through how the Rental AVM works, how Angel Oak uses it when pre-qualifying DSCR loans, when a 1007 may or may not be needed, and how the higher rental figure may be used when multiple rental valuation options are available. We also cover which property types are eligible, some of the limitations, and why getting this information upfront can potentially save time, money, and headaches later in the transaction. Eric also explains how simple it is to get started — including the basic documentation Angel Oak needs to run the pre-qual and how quickly loan officers can get initial findings. If you do DSCR business, this is one tool you'll want to understand. To learn more about Angel Oak's Rental AVM or to connect with Eric directly, visit: http://WorkWithAngelOak.com

Episode 197 What if AI could do far more than write emails, summarize documents, or create a few social media posts? What if it could help operate your entire business? In this episode, Frank Garay sits down with Chris Johnstone, a Claude-certified AI engineer who specializes in fully integrating AI into companies, mortgage teams, and individual loan officer businesses. Chris explains how Claude AI can be engineered and deployed to manage tasks, execute marketing campaigns, organize information, automate workflows, communicate across platforms, and handle many of the day-to-day responsibilities required to keep a business moving forward. By utilizing AI connectors and customized business systems, Chris can help transform Claude from a simple chatbot into a powerful operational engine that works across an organization. For mortgage companies, branch managers, mortgage teams, and loan originators, this represents an opportunity to operate more efficiently, reduce administrative workload, improve follow-up, execute marketing more consistently, and accomplish more without continually adding staff. During the conversation, Chris breaks down: How Claude AI can be integrated throughout an entire business How AI connectors allow Claude to work with existing systems and platforms The types of tasks and workflows AI can manage How AI can support marketing, operations, communication, and productivity Why customized AI deployment is dramatically different from simply using a chatbot How mortgage companies and loan officers can use AI to gain a serious competitive advantage What Chris describes is not some distant, futuristic concept. The technology is available now, and the possibilities are absolutely remarkable. Companies looking to have Chris help design, engineer, and deploy a high-level AI operating system throughout their business can contact him directly at: [email protected] Smaller organizations, mortgage teams, and individual loan originators can learn more and get Chris's help at: https://loireferrals.com If you are interested in AI automation, Claude AI, mortgage technology, business systems, loan officer marketing, AI-powered operations, or learning how artificial intelligence could help run your company, this is an episode you do not want to miss. #ClaudeAI #ArtificialIntelligence #MortgageAI #LoanOfficerMarketing #MortgageTechnology #BusinessAutomation #AIAutom

Episode 196 If you need Kelly's help, visit: http://workwithoneclick.com In this episode, Frank Garay sits down with Kelly Dutton of One Click Commercial to discuss how she is helping loan officers expand their businesses by funding commercial and investment transactions they may never have pursued on their own. Kelly has already helped numerous Loan Officer Breakfast Club members close deals outside of their traditional residential lending wheelhouse—and the commissions she has paid out to those loan officers have been extraordinary. During the conversation, Kelly explains the best way to identify, introduce, and hand off a potential transaction so she and her team can take over the heavy lifting while keeping the referring loan officer involved and compensated. You'll also hear about some of the fascinating transactions One Click Commercial has worked on, along with the wide variety of financing solutions Kelly can provide. From commercial real estate and investment properties to highly specialized business opportunities, her lending reach is remarkable. They even discuss a current transaction involving the financing of a Hollywood movie—proof that when an unusual opportunity crosses your desk, Kelly may know exactly how to get it funded. This episode is a must-listen for any loan officer who wants to stop turning away commercial opportunities, provide more value to their referral partners, and create an entirely new stream of commission income. Learn more at https://learn2lend.com Looking for Construction, Fix & Flip, Bridge, DSCR / Portfolio, or Multifamily financing for your clients? Partner with Lulu Capital Inc. for fast, dependable funding solutions. Get a quick quote here: https://www.lulucapitalinc.com/brokers Powered by: Mortgage Marketing Animals

Episode 195 In this episode, I sit down with Jen Biederman, of Learn2Lend, a training company built specifically for the mortgage industry. Learn2Lend helps residential mortgage companies, branch managers, and team leaders get new loan officers and loan officer assistants up to speed on the actual day-to-day job of being a loan originator. This is not licensing prep. It is not a deep dive into laws, regulations, or exam material. It is practical, real-world training focused on the nuts and bolts of working in mortgage lending. Jen and I discuss how mortgage companies can use Learn2Lend as a structured onboarding tool for new hires, giving them a solid foundation before they are thrown into the fast-moving world of borrowers, files, guidelines, documentation, and loan conversations. The program is designed to help new loan officers and LOAs understand the business, learn the daily responsibilities of the role, and gain confidence with the core knowledge needed to support borrowers and lending teams. Upon completion, participants receive a certificate, making it a valuable addition to a company's internal training and onboarding process. For any mortgage company, branch manager, or team leader hiring new talent, Learn2Lend offers a smart way to shorten the learning curve and give new team members a stronger start. Learn more at https://learn2lend.com Looking for Construction, Fix & Flip, Bridge, DSCR / Portfolio, or Multifamily financing for your clients? Partner with Lulu Capital Inc. for fast, dependable funding solutions. Get a quick quote here: https://www.lulucapitalinc.com/brokers Powered by: Mortgage Marketing Animals

Episode 194 In this episode, Frank Garay catches up with Todd Bitter, National Director of Sales at NEXA Lending, for an honest conversation about career transitions, broker growth, AI, and the fundamentals that still drive success in the mortgage business. Todd shares why, after more than 30 years in loan origination, he made the decision in mid-2022 to stop originating loans and move into a leadership, coaching, and business development role. He also discusses what brought him to NEXA Lending, how the company has evolved, and why larger platforms are becoming more attractive to small broker shops trying to keep up with technology, AI, and operational demands. Frank and Todd also dig into the real-world challenges brokers and loan officers are facing today, including the pressure to adopt AI, the need for stronger systems, and the danger of ignoring the basic business habits that still matter most. Todd breaks down his structured weekly routine for loan officers, including: Monday: Realtor outreach Tuesday: Status updates Wednesday: Database management Thursday: Pre-approval follow-up Friday: VIP and relationship outreach He also explains why effective calendar management, fast communication, consistent prospecting, and database maintenance are still non-negotiables for mortgage professionals who want to grow. Whether you're a mortgage broker, loan officer, branch manager, or industry professional trying to navigate today's changing lending environment, this episode is packed with practical insight from someone who has built production, coached producers, and seen the business from multiple angles. #MortgagePodcast #MortgageBroker #LoanOfficer #NEXALending #ToddBitter #FrankGaray #MortgageIndustry #MortgageMarketing #MortgageCoaching #AIInMortgage #BrokerBusiness #LoanOfficerTips

Episode 193 In this episode, I sit down with Kevin Bilberry, the founder of Jenny Jenny AI, to take a deep dive into one of the most interesting tools I've seen for mortgage loan officers: a free For Sale By Owner platform built specifically for LOs. Kevin shares his own story of how he got started as a loan officer by focusing on For Sale By Owner opportunities — and how that strategy helped him become wildly successful. From there, we walk through the Jenny Jenny AI FSBO product in detail, including how loan officers can use it to identify FSBO sellers, promote directly to them, and deploy a powerful system that creates real value for both the seller and the loan officer. This is not just another tech tool. It is a practical business development platform that gives loan officers a smart way to connect with sellers, create listing exposure, build relationships, and uncover financing opportunities in a market most LOs are overlooking. The best part? It is free for loan officers to join. If you are a loan officer looking for a new way to generate conversations, create value, and stand out in your local market, this is something you need to see. Learn more about Jenny Jenny AI's FSBO platform for loan officers here: https://jennyjenny.ai/fsbo-lo In this episode, we cover: How Kevin Bilberry built success as a loan officer working For Sale By Owners Why FSBO sellers are such a powerful opportunity for mortgage professionals How Jenny Jenny AI helps loan officers identify and market to FSBOs How LOs can deploy the platform for free The benefits for sellers, buyers, and loan officers Why this product could become a serious business development advantage This is a remarkable product and a conversation every forward-thinking loan officer should pay attention to. Looking for Construction, Fix & Flip, Bridge, DSCR / Portfolio, or Multifamily financing for your clients? Partner with Lulu Capital Inc. for fast, dependable funding solutions. Get a quick quote here: https://www.lulucapitalinc.com/brokers Powered by: Mortgage Marketing Animals

Episode 192 In this episode, I sit down with Ginger Bell, Growth Officer for the National Association of Mortgage Brokers, for a conversation every mortgage professional should hear. We talk about how NAMB is doing far more than advocacy on Capitol Hill. The association is creating real value for its members through industry support, benefits, education, and a stronger voice for mortgage professionals across the country. We also break down why now is a great time to get involved. NAMB membership is normally just $150 per year, but listeners can join for only $99 using the code LOBC. On top of that, Ginger shares details about the upcoming Advocacy in Action event on April 21, 2026, where for just $99, attendees can travel to Washington, D.C., meet with lawmakers, step inside the Capitol, and directly advocate for the issues that matter most to the mortgage business. If you've ever wanted to have a bigger impact in this industry, this is one of the most powerful ways to do it. This episode is a great reminder that getting involved is not only good for your business, it is good for the future of the mortgage profession. For more information on membership, benefits, advocacy, and the upcoming event, visit NAMB.org: https://namb.org/ Looking for Construction, Fix & Flip, Bridge, DSCR / Portfolio, or Multifamily financing for your clients? Partner with Lulu Capital Inc. for fast, dependable funding solutions. Get a quick quote here: https://www.lulucapitalinc.com/brokers Powered by: Mortgage Marketing Animals

Episode 191 In this episode, Frank sits down with Kevin to break down how loan officers can win more business by targeting two major segments of the housing market: builders and investors. Kevin shares hard-earned insights from his deep experience in the builder space, including how loan officers can better understand builder operations, offer competitive construction financing, and build strong relationships with small to mid-sized builders. The conversation also dives into the investor side of the business, with practical strategies for approaching different investor profiles such as buy-and-hold landlords, fix-and-flip operators, and commercial real estate investors. Kevin also introduces the Builder, Investor Bundle, a training resource created to help loan officers develop the tools, knowledge, and confidence to pursue these opportunities more effectively. Frank strongly recommends it for anyone looking to expand their reach and grow their business in a smarter, more strategic way. Learn more here: Builder, Investor Bundle: BuilderInvestorBundle.com Profit Driven Plan: ProfitDrivenPlan.com Looking for Construction, Fix & Flip, Bridge, DSCR / Portfolio, or Multifamily financing for your clients? Partner with Lulu Capital Inc. for fast, dependable funding solutions. Get a quick quote here: https://www.lulucapitalinc.com/brokers Powered by: Mortgage Marketing Animals

Episode 190 Most loan officers are sitting on deals they don't even realize they have. In this episode, I sat down with Megan Pavone from ARF Financial to unpack a massive opportunity hiding in plain sight: business-purpose lending for your self-employed clients. Here's the reality—clients who don't fit traditional lending boxes still need capital. And instead of turning them away, you can now turn those conversations into real revenue. Megan breaks down how ARF's unsecured business loan program works, including: Competitive options for self-employed borrowers A comp structure paying 8 points (4 upfront + 4 over 12 months) Special 9-point opportunities for HVAC, electrical, plumbing, and loans over $250K But here's the best part… You don't need to become a business loan expert. You simply refer the client, Megan and her team handle everything, and you still participate in the upside. Clean, simple, and scalable. If you've ever said, "I had to pass on that deal," this episode might change that permanently. Start referring opportunities here: http://workwitharf.com Listen in and learn how to unlock a whole new income stream from the clients you're already talking to. Looking for Construction, Fix & Flip, Bridge, DSCR / Portfolio, or Multifamily financing for your clients? Partner with Lulu Capital Inc. for fast, dependable funding solutions. Get a quick quote here: https://www.lulucapitalinc.com/brokers Powered by: Mortgage Marketing Animals

If you're a loan officer trying to figure out how AI actually fits into your business (without all the hype and confusion), this episode is a must-listen. I sat down with Chris Johnstone to break down his brand-new book—currently available for pre-order at www.LOaiBook.com —and honestly, this isn't just another "AI book." This is shaping up to be the playbook for loan officers who want to work smarter, move faster, and stay competitive in a rapidly changing market. What makes it different? This isn't about trends—it's about evergreen principles. Chris walks through how to actually deploy AI in your day-to-day workflow, with practical prompting strategies that aren't going out of style anytime soon. And here's where it gets even better… When you grab the book (which is incredibly affordable—expected to be under $10), you also get access to an ongoing membership platform: ·        Weekly live classes every Friday ·        Full access to all recorded trainings ·        Continuous updates so you're never behind on what's working In other words, it's not just a book—it's a living, breathing system to help you stay sharp. If you're serious about leveling up your production and future-proofing your business, this is a no-brainer. Pre-order your copy now at www.LOaiBook.com Tune into the episode to hear Chris break it all down.

In this episode of the Mortgage Loan Officer Podcast, Frank Garay sits down with social media marketing expert Chelsea Gardner, founder of Fully Aligned Marketing, to break down how loan officers should be using social media in 2026. Chelsea shares the three biggest opportunities most originators are missing when it comes to building influence and generating referrals online. Instead of chasing trends or posting random content, Chelsea explains how loan officers can build a recognizable personal brand, attract referral partners, and turn social media into a consistent lead source. Frank and Chelsea discuss: • Why loan officers should build a personal brand around their real-life interests and hobbies • How targeted ads to real estate agents can create referral opportunities • The importance of video content that blends personal and professional messaging • How Chelsea helps loan officers develop a social media strategy that actually converts Chelsea also explains her process at Fully Aligned Marketing, where she helps mortgage professionals develop content, manage social media, and run targeted campaigns that attract the right audience. If you're a loan officer looking to grow your visibility, build relationships, and generate business through social media, this episode is packed with actionable insights. Learn more about Chelsea Gardner: 🌐 https://fullyalignedmarketing.com

Loan officers are ranked every single day — by volume, by performance, by reputation — but what if you could actually see where you stand? In this episode, I sit down with Dale Larson of Modex to break down a platform that's quietly changing the mortgage industry. Modex isn't just a ranking system — it's a data-driven transparency engine built specifically for loan officers. We dig into: How LOs can see where they rank inside their company, locally, and nationally — for free How to keep an open (and even anonymous) resume inside Modex to explore new opportunities How the platform helps loan officers evaluate companies that are trying to recruit them Why transparency flips the traditional recruiting power dynamic How data-backed credibility can elevate your career If you're a loan officer getting recruited weekly, wondering how you stack up, or thinking about your next move, this episode is a must-listen. Because in today's market, information isn't just power — it's leverage. Learn more at Modex.com Looking for Construction, Fix & Flip, Bridge, DSCR / Portfolio, or Multifamily financing for your clients? Partner with Lulu Capital Inc. for fast, dependable funding solutions. Get a quick quote here: https://www.lulucapitalinc.com/brokers Powered by: Mortgage Marketing Animals

Episode 186 In this episode, I interview Casey O'Toole, the CEO and creator of Linkybot.ai — an AI-powered platform built to help real estate agents and mortgage professionals connect with their ideal audience and book real appointments directly into their calendars. Linkybot intelligently engages prospects on LinkedIn, creates natural conversations, and schedules meetings automatically — turning social media connections into actual opportunities. And now, Casey has introduced Victory Agents, a powerful new dashboard that allows users to see all activity in one place. Instead of constantly monitoring LinkedIn, you can now manage conversations at a glance — and even add team members to help monitor and engage prospects. This upgrade makes Linkybot not just a prospecting tool, but a scalable business development system. To explore the platform, visit: https://Linkybot.ai Use code LOBC to receive 20% off your subscription. If you're looking to generate consistent appointments without spending your day inside LinkedIn, this episode is for you. Looking for Construction or Fix & Flip financing for your clients? Partner with Park Place for fast, dependable funding. Get a quick quote here: http://workwithparkplace.com Powered by: Mortgage Marketing Animals