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Welcome back to Lending Leadership, your inside track to smart moves in mortgage leadership. Today, we're focusing on one of the most pivotal decisions any mortgage professional can face: Should you stay with your current lender or is it time to make a move? We revisit this enduring question against the backdrop of a market that's tougher than ever. With Q4 moves on the rise, increasing recruiter activity, and six-figure sign-on bonuses being dangled, the allure to switch can feel stronger than ever. But beneath the surface, the true reasons for jumping and staying run much deeper than money. Today, it’s Robert Fillyaw and Tom Mills bringing decades of industry perspective and candid, inside talk on what really drives these decisions. If you're being recruited, feeling pulled by shiny offers, or even just curious about how to think through a potential move, this is the episode for you. Key takeaways: The Real Motivators Behind Making a Move: We highlight that most top producers don’t start looking for a new company because of money; it's often underlying frustrations around pricing, leadership, operations, or technology (00:49, 07:23). Money usually only pushes someone who's already leaning toward the door.Beware the Lure of Sign-On Bonuses: A $100,000 or even $400,000 check sounds great, but these are calculated investments by companies banking on a big ROI. After taxes, downtime, and lost business, your windfall gets much smaller, and you’ll likely be locked into a binding contract where promises can evaporate quickly (09:42–12:05).Run the StayGo Scorecard. Don’t Decide on Emotion: List and objectively rate both your current and potential company in terms of pricing, technology, leadership, culture, relationships, vision, and growth. Dig into data, not feelings, and talk to people beyond recruiters, including those who have recently left (16:27–18:48).Don’t Underestimate the Cost of Transition: Switching companies nearly always means a dip in production, lost database business, and time away from originating while you ramp down and back up. The real cost of a move, especially in a tough market, is often much higher than people assume (15:20).Trust and Relationships Trump “Shiny” Offers: At the end of the day, we agree that staying comes down to believing in the leadership, vision, and relationships where you are. If trust is broken, that's your true signal to go. Before you jump, ask whether you’re moving toward something truly better, or just being sold on something shinier (26:05, 26:08).

Welcome back to Lending Leadership, your go-to source for growth, leadership, and connection in the mortgage industry. In today’s episode, we dive deep into the art and science of building trust both in business and beyond. We’re thrilled to have R. Scott Armstrong, author of the forthcoming book From A*****e to Ally, join us for a rich, no-holds-barred conversation about how the smartest professionals can sometimes undermine their own success by prioritizing answers over curiosity. Scott draws on his decades-long career in advertising and professional services to share hard-won lessons about the value of asking the right questions, the pitfalls of “the curse of knowledge,” and the essential skills needed to foster trust in any relationship. Expect not only actionable leadership insights but also a candid look at moments of failure, real-world role play, and a little bit of fun as we challenge each other to rethink what it means to be truly trustworthy. Key takeaways: The Power of Questions Over Answers: We learned that while expertise is valuable, it’s the ability to ask insightful, open-ended questions rather than rushing to provide answers that truly builds trust and forges meaningful relationships (03:23, 04:09).Owning and Transforming Feedback: Scott walks us through the importance of embracing sometimes-painful feedback as a gift for growth. He shares his own vulnerable experience of being labeled an “a*****e” at work and how it became a catalyst for self-improvement and lasting professional change (07:05, 07:43).Overcoming “The Curse of Knowledge”: The more we know, the harder it becomes to empathize with clients or teammates who don’t share our expertise. We unpack how to remain curious and humble in every interaction, and why it matters for leaders and solopreneurs alike (10:21, 11:42).Mastering the Art of Awkward Silence: We discuss why resisting the urge to immediately fill conversational gaps is one of the most powerful tactics in trust-building, allowing others the space to think, feel heard, and share more deeply (22:09, 22:50).Four Essential Trust Skills: Scott introduces a framework for professionals, emphasizing “ask, don’t answer”; “listen to learn”; “trust framing”; and handling “moments of trust” when stakes are high or relationships are challenged. These are practical tools to elevate your practice, nurture stronger teams, and win long-term loyalty (42:43, 43:19). We hope this episode gets you thinking about your own patterns and inspires you to level up your trust skills whether you’re closing a complex mortgage, working a deal, or just having a tough conversation at home. Don’t forget to check out Scott’s book From A*****e to Ally (coming this fall) and head to winthequestion.com for hands-on quizzes, trust audits, and more. And, as always, subscribe to Lending Leadership for the latest on mortgage leadership, sales, and professional growth.

Welcome back to Lending Leadership, where we dive into the crucial topics that impact our industry, our lives, and our well-being. Today we’re taking on a subject that affects every professional, especially those of us who spend hours glued to Zoom or planted at our desks: the impact of sitting, moving, eating, and caring for ourselves in a remote work world. With research showing that people working from home are taking 2,500 fewer steps a day, we wanted to explore what that really means for our health and what we can do about it. To guide us through this conversation, we’re thrilled to welcome Kristen Zetterberg, registered and licensed dietitian and founder of Inspire Nutrition, to Lending Leadership. With over 20 years of experience helping people break free from chronic dieting and build sustainable health habits, Kristen Zetterberg shares practical, real-world insights for busy professionals looking to boost their well-being and productivity. In this episode, we unpack the realities of working from home, from disrupted movement and metabolic health to the myths of intermittent fasting and the nuances of new weight loss medications. We talk about the importance of intentional habits, why “knowing” isn’t the same as “doing,” and how grace, not perfection, is the secret to lasting health changes. Whether you want to feel more energized, age with strength, or simply avoid that afternoon crash, this conversation offers tangible steps and a refreshing dose of honesty. Key takeaways: Interrupted Movement is EssentialJust working out in the morning isn’t enough if you’re sitting for 8-10 hours a day. Kristen Zetterberg recommends building in small interruptions: set a timer, take hydration breaks, or walk while on calls to keep your blood circulating and mind fresh (00:00, 06:13).Don’t Skip Meals Intentional Nutrition MattersAdrenaline may mask your hunger, but skipping meals leads to energy crashes and mindless eating at night. Instead, front-load your day with balanced meals (protein, fat, fiber) to maintain energy and avoid roller coaster cravings (13:43, 14:07).Customization Over Cookie-Cutter DietsThere’s no one-size-fits-all approach. Kristen Zetterberg emphasizes bio-individuality, your habits, stress levels, and genetics all matter. Diet trends like intermittent fasting aren’t right for everyone, especially women, and should always be individualized (11:19, 10:10).Small Habits Build “Health Savings” for the FutureYour daily habits add up to determine your long-term vitality. Prioritize protein, hydration, and movement now to “deposit” into your health savings account so you can live well, not just live long (12:26, 12:40).Progress, Not Perfection Give Yourself GraceIt’s easy to get overwhelmed by wellness checklists. Kristen Zetterberg encourages a Ferris wheel approach: focus on one or two buckets (sleep, hydration, nutrition, movement) at a time. Sustainable, incremental change is what lasts, not chasing perfection (18:04, 19:37). We hope this episode helps you reflect, recalibrate, and give yourself the permission to move, eat, and thrive even in the thick of your busiest days. And if you’re ready for even more support, details on how to connect with Kristen Zetterberg at Inspire Nutrition are linked below.

Welcome back to Lending Leadership, your go-to source for actionable strategies, mindset shifts, and winning plays in a tough mortgage market. With just 100 days left in 2026, we thought it was the perfect time to get real about what it takes to not only finish this year strong but to tee up lasting success for 2027 and beyond. In this episode, we (Dave Holland, Robert Fillyaw, and Tom Mills) dig deep into the realities of today’s shifting market, the critical importance of mindset, and the tactical steps every loan originator should take right now. We're pulling from decades of front-line mortgage experience, some hard-earned lessons, and a few playbooks that will give you a competitive edge. This episode is all about equipping you to take action while your competition is easing off the gas, and ensuring you exit 2026 with momentum, not chaos. Key takeaways: How You End Is How You Enter: The work you put in during the final 100 days of 2026 directly determines the tone, momentum, and results you see in the opening months of 2027. Don’t coast; plan, execute, and set yourself up for a powerful new year.Mindset Makes the Difference: We break down the five mindsets most originators fall into. Whether you recognize yourself as a victim, pessimist, optimist, realist, or true warrior, know that only the relentless “warrior” approaches one that faces adversity head-on and keeps grinding leads to growth in tough times.Relentlessly Work Your Database and Leads: Stop focusing solely on getting more leads instead, look for “leakage” in your current pipeline. If you increase your conversion rate by even 10%, you could close several more loans per month just by following up with past pre-approvals and stale leads.Get Back to Basics It’s a Contact Sport: Having 50 meaningful conversations per week (with past clients, agents, builders, financial planners, and more) moves the needle more than any sophisticated marketing strategy. Make the calls, track your conversations, and commit to consistency.Add Value by Being the Advisor, Not the Rate Seller: In a market where rates start with a 7, selling rates is a losing game. Shift your focus to solving problems explore strategies like temporary buydowns, creative concessions, and customized financing solutions. Align yourself as a problem-solver for both buyers and agents, and you’ll be indispensable. As we celebrate 100 episodes and look to the next 100, we challenge you: Exit this year with a plan, momentum, and a warrior’s mindset. The seeds you plant today are the loans you’ll harvest next year. Now get out there, swing your damn pickaxe, and make your own destiny!

Welcome to Lending Leadership. Today marks a truly special milestone for us: our 100th episode! For this landmark discussion, we’re excited to dive into the power of book clubs, habit formation, and the role company culture plays in personal and professional growth. We’re joined by Dave Holland, whose passion for self-improvement and leadership through reading has sparked change across our team, and your hosts, Corrine Bibb and Rachael Tresch. This episode is all about how the simple act of reading, whether on your own or as part of a book club, can deliver lasting change in your career, your family, and your life. We explore how our company book club came to be, the impact it’s had (and the honest truth about participation), and why consistency and a growth mindset matter more now than ever, especially in a tough mortgage market. We also break down how habit stacking, as discussed in “Atomic Habits” and other top books, creates a foundation for success and resilience. We share our favorite reads, practical approaches for making reading a routine (yes, audio counts!), and actionable strategies for building a culture that goes beyond one-off events or pizza parties. Dave offers personal stories about how reading and consistent daily practices have influenced not just his work, but his family too. As leaders, we reflect on why bringing what you love to your team can positively impact everyone around you. Key takeaways: Reading as a Catalyst for Growth: We discuss how integrating even 10 pages a day or a few minutes of audiobooks into your routine can add up to real knowledge and perspective shifts. Both reading and listening to books “count” what matters is finding a format that helps you truly retain and apply what you learn.The Magic of Habit Stacking: Dave shares his morning routine and how stacking small, positive habits together like hydrating, exercising, and reading creates an automatic foundation for a successful day. Start small and adapt routines to fit your life; success comes from daily consistency, not big leaps.Book Club as a Culture Builder: We unpack the origins of our company book club, the logistics (and challenges) of running it, and the real impact even a small, dedicated group can make. When leaders show up and champion learning, it sets an example and fuels wider engagement.Culture is More Than Events: We reflect on why true workplace culture is built slowly and intentionally, especially in remote or virtual environments. Real connections and shared growth, whether through a book club or other interest groups, matter more than one-off celebrations.Leadership Through Passion and Example: One of the biggest takeaways is that when you, as a leader, bring your genuine interests whether books or something else to your team, it’s contagious. Dave Holland’s commitment to self-improvement is shaping not just colleagues but family as well, reminding us that consistency, vulnerability, and enthusiasm are the foundation of authentic leadership. We hope this conversation inspires you to be intentional about your daily habits, get involved in (or start!) a book club, and find joy in sharing what you love with those around you. To everyone who’s been with us for these 100 episodes, thank you for being part of our journey! Here’s to 100 more!

Welcome back to Lending Leadership, your destination for candid conversations and game-changing insights from across the mortgage and real estate industries. This week, we're mixing things up. Rachael is going solo for a deep dive into the lessons we’ve learned after hosting 150+ interviews with some of the finest in our business, either on this show or her previous podcast. From CEOs to loan officers, entrepreneurs to realtors, we’ve chatted with them all. Over the years, we’ve uncovered some surprising truths and recurring themes about what really drives long-term success in lending, leadership, and life. We kick things off by debunking the notion that there’s a “secret morning routine” or a hidden hack behind every high-performer. Instead, we reveal five powerful patterns that show up again and again in the stories of successful people and challenge you to apply them in your own journey. We also share some relatable stories: embracing messy journeys, overcoming failure, and learning that sometimes the biggest breakthroughs come from simply picking up the phone (no algorithm required!). And, in true Lending Leadership fashion, we offer a practical challenge to reconnect with your network authentically no sales pitch necessary. Key takeaways: True Leaders Don’t Need to Be the Smartest in the Room: We observe that the best leaders are comfortable saying “I don’t know,” and they intentionally surround themselves with people who sharpen and challenge them. Admitting you were wrong or changing direction isn’t defeat, it's a sign of real leadership and growth.Exceptional Success Starts With Asking Better Questions: We reflect on the power of curiosity. Instead of relying on yes-or-no questions or dominating the conversation, top performers listen, dig deeper, and encourage diverse perspectives. The willingness to ask “What am I missing?” and truly hear the answer often leads to better solutions.Relationships Remain the Ultimate Cheat Code: Despite all the AI, tech, and automation at our fingertips, our interviews consistently reinforce that genuine relationships and simply reaching out to the people you already know will open more doors than obsessing over the latest marketing tactic. Sometimes, success just means texting five people who like you with no pitch attached.Every Success Story Is Messier Than It Looks: We pull back the curtain on the reality behind our guests’ polished resumes and accolades. Everyone, no matter how accomplished, has faced setbacks, self-doubt, and failures. If you’re in your own “messy middle,” failure is often just the start of a new chapter.There Is No Secret Just Consistent Action: After all these conversations, the magic formula is actually disappointingly simple: follow up, do what you say you’ll do, keep building relationships, and repeat. Integrity and grit, not hacks and shortcuts, are what separate those who succeed from those who stall. The hardest part? Doing it consistently, long after others have moved on to the next shiny thing. As we prepare for our 100th episode, we’re grateful for everyone who’s been on this journey with us. So here’s our challenge for you: What’s the one thing that’s made the biggest difference in your success, and are you still doing it today? Don’t forget: you’ve had the power all along. We can’t wait to keep exploring, growing, and leading together.

Welcome back to Lending Leadership: Your trusted source for insight on all things lending, sales, and, this week, the transformative power of AI. This episode, we’re thrilled to pull up a seat at the AI sales table with Ben Treadway of ConsenSys. Ben Treadway is not only an industry innovator with deep experience in mortgage technology, but also a champion of buyer enablement and smarter sales enablement in an era where information and decision-making are happening faster than ever. We dive headfirst into the future of lending where AI-driven agents and conversational automation aren’t just buzzy tech tools, but real solutions to information overload, repetitive inefficiencies, and shifting buyer expectations. We break down what AI can (and can’t) do for both buyers and loan officers, explore the different “buying love languages” borrowers bring to the table, and tackle the big question: Is AI here to help loan officers, or replace them? You’ll hear practical stories about how ConsenSys was built on the idea that while selling is hard, buying is even harder and how empowering the buyer (both externally and internally) has real, measurable business impact. We also talk about website conversions, onboarding, compliance, and why the old methods are rapidly losing ground to tech-forward, customer-centric experiences. Key takeaways: AI as a Multiplication Tool, Not a Replacement: Ben Treadway is clear: AI isn’t here to put loan officers out of a job. Instead, it’s about freeing up time by automating repetitive FAQs, allowing sales teams to focus on more qualified, meaningful conversations. The technology is designed to support and scale the work of professionals not erase the need for them. (21:06)Meeting Buyers Where They Are On Their Terms: We discuss how every borrower (or internal stakeholder) consumes information differently some want videos, others want to read, some prefer hands-on demos, and others want to talk. Giving prospects options and catering to these “buying love languages” increases comfort, trust, and ultimately conversion. (04:06)The Era of Self-Education Has Arrived: Research shows that five years ago, buyers spent about 50% of their time self-educating before reaching out to a salesperson. Today, that number has soared to 90%. Mortgage and sales pros must recognize that buyers are coming to the table with more information and greater expectations for both speed and transparency. (23:12)Closed-Model AI Safeguards Brand and Compliance: Unlike public-facing tools like ChatGPT, ConsenSys uses a “closed” AI model. This means it only dispenses the information you want it to share ensuring brand consistency, up-to-date messaging, and, crucially in mortgage, regulatory compliance around things like quoting rates. (14:11)Transforming Onboarding, Recruiting, and Website Conversions: Conversational AI agents are versatile. They make onboarding new loan officers easier by offering instant answers and resources on company knowledge. Externally, they can engage website visitors proactively, boost conversion rates, and even streamline recruiter-candidate interactions by providing instant, detailed information making for smarter, faster follow-ups and a stronger employer brand. (17:06), (33:05) At the end of the day, as Rach reminds us: Stop making people buy the way you want to sell—give them options, let them explore, and be there (as a person) when they’re ready. That’s how real lending leadership is done in the age of AI. Tune in and let’s reimagine the buying journey, together.

Welcome back to Lending Leadership This week, we dive deep into the art and science of building your personal brand as a loan officer and why stories (not scripts) are the secret sauce that can differentiate you in a digital world filled with AI-generated noise. Our special guest, Katie Shive, brings nearly a decade of mortgage expertise, but what really sets her apart is her background in branding and copywriting, both before and after AI exploded onto the scene. Katie’s journey from ghostwriting for top producers to founding her own advisory business uniquely positions her to guide us through the transformation from generic “loan content” to authentic, memorable storytelling. If you’ve ever wondered how to build a digital footprint that leads to real clients—not just likes this is an episode you can’t miss. Key takeaways: Your Story is Your Superpower: We often think our stories are boring or irrelevant, but Katie proves otherwise. Whether it’s overcoming financial hardship or helping a client tap home equity in a fresh way, these stories build authentic connections and make your marketing memorable. Start with what’s true for you. This is the most powerful foundation for your brand 12:17, 17:11.Specificity Cuts Through the Noise: AI-generated content is only useful if you first get clear on your own brand voice, values, and audience. The more specific the input (“who are you truly helping?”), the less generic your output will be whether an AI-assist is involved or not 04:15, 06:57.Stories Create Engagement and ROI: Facts and figures fade, but stories stick. Sharing real stories with your clients’ (with permission) is the best way to generate meaningful engagement, open conversations, and create value with every piece of content 19:30, 23:26.It’s Okay to Start Small (and Cringe): Done is better than perfect. Katie reminds us that content creation isn’t about perfection it’s about connection. Your earliest content may make you cringe, but with each story shared, you hone your voice and build your brand 29:07, 38:03.Know Your Why, Then Choose Your Where: Before jumping into content creation, define your “why.” Why are you in this business? That clarity will not only guide what stories you tell but also help you choose the right platforms and mediums to reach your ideal audience whether that’s Instagram, LinkedIn, email, or elsewhere 32:16, 34:09. This episode is a masterclass in authentic marketing for mortgage professionals. Don't forget to check out Katie’s free resources and binge-worthy YouTube tips for even more practical guidance! Visit her website at katieshive.com.

Welcome back to Lending Leadership In this episode, we’re diving deep into the ever-evolving world of online presence for mortgage professionals. Whether you’re trying to “own your zip code,” boost your visibility in Google, or show up on emerging AI-powered search platforms, we’re unpacking what loan officers and real estate pros need to know for digital success. We’re joined by Laura Quinn and Caitlin Marino, two leading experts in digital marketing for the mortgage industry and Marketing Account Executives here at HMA Mortgage. Together, we demystify the terms everyone’s hearing these days-SEO, AEO, and GEO and break down why they matter more than ever as consumer behavior shifts toward AI-driven search. We discuss practical strategies for making your online profiles work for you, staying consistent across platforms, leveraging your everyday work as content, and why building your authority is more about answering the right questions than simply creating more content. Plus, we get into the technical details of how web crawlers see your site and the ways even small actions add up to big digital wins. Key Takeaways: Consistency Across All Platforms is Essential: We explain how critical it is to ensure your name, contact info, credentials, and business details are exactly the same everywhere online Instagram, Facebook, your website, and more. Consistency helps search engines confidently identify you as a legitimate, authoritative presence, raising your chances of showing up in both search and AI results (00:00, 07:30).SEO, AEO, and GEO: What They Mean and Why They Matter: We break down the difference between SEO (Search Engine Optimization), AEO (Answer Engine Optimization), and GEO (Generative Engine Optimization). SEO and AEO get you found for basic business info and traditional queries, but GEO is about showing up with authoritative, well-researched answers when people use ChatGPT or other AI engines to find “the best loan officer in X” (02:06, 02:14, 02:34).Start by Answering Your Customers’ Real Questions: A smart first step is to make a list of your top five or ten most frequently asked client questions. By writing down and answering those, you’re creating the content that search engines and real people are actively looking for. This approach takes the guesswork out of content planning (13:24, 14:10).Don’t Forget the “Why” Authority is About Value and Specificity: Generic claims like “the best loan officer in Pennsylvania” don’t cut it. We emphasize getting specific about the products you offer, the communities you serve, and the real needs you address. Authority comes from providing detailed, helpful, and context-rich answers across platforms and using the kinds of “long-tail” keyword phrases real clients use to search (10:32, 12:24).Embrace Repetition, Repurposing, and Team Effort: It’s not always about more content, but about the right content posted in multiple formats (blog, video, social, etc.) and repeated across platforms. We urge officers to make use of AI tools for planning and checklists, work incrementally, include captions for searchability, and lean on both internal teams and outside partners. Every branch and team effort compounds the credibility and authority of the entire company (16:05, 17:48, 32:24). We also remind everyone that learning how to navigate digital marketing and AI-driven search is like learning a new language. Take it step by step, give yourself some grace, and remember that it’s not optional if you want to stay competitive in today’s mortgage market. If you’re ready to take action, connect with us for resources, support, and to join the conversation!

Welcome back to Lending Leadership: The Mortgage Pros, where we dive deep into the world of mortgage, real estate marketing, and recruiting through candid conversations and practical advice. On today’s episode, we welcomed Sara Lohse, founder of Branded Media, podcast host, strategist, producer, and author. This episode is a must-listen for anyone interested in launching, guesting on, or optimizing their podcast presence—especially in a world flooded with AI-generated pitches and surface-level outreach. Sara joins us to unpack the right and wrong ways to pitch yourself for podcast guest spots, the real purpose behind podcasting beyond vanity metrics, and how to maximize the connections and impact you make both as a guest and a host. We tackled everything from the basics of guesting, to call-to-action strategies, to why your microphone etiquette matters, and ways to leverage each episode far beyond its initial post date. We also had some real talk on the AI invasion—why relying on bots for outreach is getting worse, and why authentic human connection is still the thing that sets you apart, both for growing your influence and closing actual business. Key takeaways: Put Audience Value Ahead of Your BioAs podcast hosts, our obligation is to our listeners, not the guests. When pitching yourself for podcasts, focus less on your accomplishments and more on exactly what value you can bring to the show’s audience. Personalize pitches by referencing the show’s goals and explaining how your expertise directly serves their listeners 00:00.Start with Your "Why" and a Real Call to ActionGuesting is a great entry point into podcasting, but don’t overlook the homework. Know why you want to be on a specific show and have a clear, audience-oriented call to action something that gives rather than asks, like a free resource, newsletter signup, or helpful guide. Don’t jump straight to promoting your product or services 06:01.Lead with Generosity and AuthenticityService-oriented industries like mortgage and real estate are built on relationships. Bring a spirit of giving when you show up, offer value, provide free resources, and focus on genuine connection. Transactional, self-centered pitches or AI-generated messages only alienate hosts and their audiences 09:14.Effort Compounds Preparation and Follow-Up MatterInvest in a decent mic, record in a quiet space, and respect the production value of shows you appear on. But don’t stop there: capitalize on each appearance by sharing your episode, converting it into blogs and social media snippets, and nurturing your connection with hosts and their networks. True momentum in podcasting comes from effort before, during, and after you’re on air 11:53.Success Isn’t Just Numbers Focus on Connection and Long-Term ImpactPodcasting isn’t about collecting downloads like trophies; it’s about opening doors: building authority, cultivating relationships, increasing conversions through touchpoints, gaining longevity for your ideas, and reaching targeted audiences. The average episode gets 27 downloads in its first week. Imagine those people in your living room, not a stadium. Changing your perspective on what “success” looks like can energize your strategy and long-term business impact 16:01. Whether you’re just curious about starting a podcast, looking to guest more effectively, or want to overhaul how you pitch yourself, today’s deep dive with Sara Lohse is packed with actionable insights you can put to use right away. And if you want to guest on Lending Leadership, take Sara’s advice: craft a thoughtful pitch, and we just might read it!

Welcome back to Lending Leadership, your trusted resource for real-world guidance and inspiration in the mortgage space. Today, we dive deep into the realities and opportunities loan officers face in building authentic relationships, personal branding, and leveraging modern tools without losing sight of what really drives business: human connection. Joining us is Geoff, an industry veteran and the creator of the longstanding Mortgage Marketing Radio podcast. Rachel Tresch and Geoff explore how vulnerability, community, and strategic use of education can transform your mortgage business and strengthen both personal and professional growth. In this episode, we cover: The value of authenticity online (and off)Navigating hardships and sharing your storyWhy "vendor" thinking is holding you back and how to move toward partnershipProven ways to scale your reach in local marketsHow to make the most of technology and AI without sacrificing connectionThe launch of Geoff's new resource hub: swipethevault.com Key takeaways: Authenticity Attracts Real ConnectionsWe discuss how sharing your true story and embracing life’s challenges fosters genuine engagement in a world obsessed with highlight reels. When you open up (even about struggles like health battles or setbacks), you build credibility and create opportunities to relate on a human level. (03:11–04:19)Move from Vendor to Partner Through EducationIt's time to ditch the “vendor” mindset if you want meaningful, lasting referrals. We break down a practical “prospecting pyramid,” showing how leading with educational content, hosting events, or sharing tools that solve real realtor problems cements you as a valuable partner not just another product-pusher. (19:02–24:29)Leverage the Power of One-to-ManyGrowing your business isn’t about cold calling one agent at a time. Get “5-mile famous” by running educational workshops or classes, allowing you to impact a roomful of agents, foster group momentum, and multiply your influence without burning out. (25:03–28:41)Technology and AI Are Tools Not a Substitute for Human TouchWhile AI and tech can accelerate some processes, they can’t replace authentic communication, strong follow-up, and relationship-nurturing. We emphasize doing “connection activities” during prime business hours and saving tech tinkering for off times so you don’t lose business-building moments to distraction. (15:09–16:28)Invest in Yourself and Surround Yourself with the Right PeopleWhether you’re stuck or just ready to level up, seek coaching, attend events, and build a circle of peers who inspire you to stretch past self-doubt. Even the best coaches have coaches! Building a support system is critical for sustained growth and resilience in business and life. (33:00–34:23) We hope this conversation inspires you to show up vulnerably and strategically for yourself and your business. And, don’t forget to check out Geoff’s new resource, swipethevault.com, for tangible, actionable ideas you can implement right away.

Welcome back to Lending Leadership! Today’s episode is all about prospecting with a twist–specifically, how to stop overcomplicating sales outreach and start leveraging authentic relationships to drive real results. We’re thrilled to welcome Michelle Mikel, the dynamic founder of Drivers and Levers, keynote speaker, and coach who specializes in teaching sales professionals (and entrepreneurs like us) how to prospect better online, not just by sending more messages, but by connecting as real people. From competitive swimming to rewriting the rules of outbound sales, Michelle Mikel brings her unique perspective on discipline, reverse engineering your goals, and making every single connection count. We dive into the psychology of prospecting, the value of knowing your personality profile, and how serving others is at the heart of any successful sales approach, whether you’re a mortgage pro, a CPA, or anyone trying to create new opportunities. Here’s what we cover in this energizing and real conversation: The origin story of Drivers and Levers and why overcomplicating sales is hurting business ownersThe power of reverse engineering your goals (drawing inspiration from swimming a mile, not just running one!)Why authentic relationships matter more in prospecting now than ever before and how to move beyond a purely transactional mindsetThe importance of knowing your own (and your clients’) personality profile and tailoring your outreach accordinglyIntegrating faith, purpose, and service into business for a more fulfilling and impactful sales practice Key takeaways: Simplicity Sells: Reverse Engineer for ResultsWe talk about how Michelle applies the lessons of athletic discipline to sales specifically, by working backward from your end goal to map out the exact steps required to get there. Rather than overcomplicating outreach, knowing what you want and reverse engineering your prospecting keeps you focused and removes the overwhelm (02:40 – 07:13).Relationships Over Transactions, Every TimeThe common denominator in successful sales isn’t fancy scripts or endless social media hacks. We explore how real connections and community unlock opportunity and why networking, referrals, and genuine conversations will always outpace cold, transactional pitches (09:11 – 14:41).Tailor Your Approach to Your Personality (and Theirs)Not everyone prospects the same way, and that’s okay. By understanding and leveraging your own DISC profile (and those of your team or clients), you can play to your strengths and shore up your weak spots. We swap stories on how Ds, Is, Ss, and Cs all need a different approach to feel authentic and effective in sales outreach (17:23 – 23:28).Service and Faith at the Core of SalesFor us, the foundation is service, seeing prospecting as an act of service rather than a hunt for a “kill.” We reflect on how integrating faith and finding purpose in our work leads to deeper fulfillment, genuine impact, and yes, better business outcomes (30:34 – 36:00).Human Connection Beats AI Every TimeWhile AI tools have their place, nothing replaces the human touch in outreach. The most potent prospecting happens when your message sounds and feels like you researched, personal, and real. That’s what stands out in a noisy digital world and wins meetings (and hearts) (39:20 – 41:00). This episode is a reminder that prospecting isn’t just about numbers; it's about relationships, service, and showing up as your authentic self. Grab your notebook, lean into the simplicity, and get ready to prospect with purpose! Don’t forget to check out Michelle Mikel’s book “The Black Line,” her social channels, and her podcast. Subscribe, follow, and double-dog dare yourself to try a new prospecting approach this week!

Welcome back to Lending Leadership: The Creative Brief! This week, we’re excited to unpack a rapidly evolving topic within the mortgage industry: recruiting. Our industry has seen the same old song and dance for decades: recruiters calling, loan officers dodging and blocking, and both sides often left feeling frustrated or dissatisfied. Today, though, we’re diving into a fresh, tech-driven approach that aims to change all of that. We’re joined by Ellen Duncan, founder of mLoop, a platform some are calling “the Match.com or Tinder for mortgage recruiting.” Ellen’s background isn’t rooted in recruiting, but rather in marketing and strategic growth, giving her a distinct outsider’s perspective on a dated system. mLoop brings innovation, anonymity, and a data-driven two-way matching system to connect loan officers and lenders in a way that feels more personal, private, and efficient. Throughout our conversation, we look at the pain points in traditional mortgage recruiting, the “aha” moments that inspired mLoop’s design, real-world feedback, changing industry mindsets, and the surprising data that’s starting to emerge as this new model gains traction. Here are five key takeaways from our discussion: Innovation in Mortgage Recruiting:Traditional mortgage recruiting has long been plagued by inefficiency and awkwardness. Most of us know the drill: cold calls, dodged calls, and a lack of transparency on both sides. Ellen’s mLoop flips the process by making it private, anonymous, and more like a true matching platform giving loan officers and lenders a space to safely explore new opportunities without fear or pressure (00:34).The Power of Anonymity and Exclusivity:One of mLoop’s core innovations is its dual-sided anonymity. Both loan officers and lenders have their identities protected until there’s real interest helping to challenge preconceived notions and biases associated with company names or prior reputations. The exclusivity of only having three active match conversations at a time (drawn from social psychology and dating app models) means users are more motivated to take meaningful action rather than mindlessly swipe or ghost (14:09).Changing Perceptions and Fostered Openness:A striking insight from early mLoop data is that the professional “lines” dividing retail, broker, and IMB roles are blurring. More than 80% of loan officers show openness to switching between these categories, a surprise given longstanding industry assumptions about career paths and loyalty within certain “camps” (19:24).Key Drivers of Retention and Recruitment:Beyond compensation, the things that matter most to today’s originators are evolving. Culture, leadership style, hybrid work options, and innovative incentive or bonus structures frequently emerge as critical differentiators. Many leaders now prioritize matching candidates with the right “human connection” and internal values, not just skill sets or volume (23:44).The Importance of Continual Engagement:Recruiting shouldn’t end the day someone joins your company. We talk about the need for ongoing “re-recruitment,” checking in and making sure existing talent still feels seen, heard, and matched to the direction of your organization. mLoop’s data-driven approach could even help companies internally assess and strengthen their own retention strategies (30:05). Whether you’re a loan officer considering new horizons or a lender eager to think differently about talent acquisition, the future of recruiting is more dynamic and data-informed than ever. As we continue to seek the best fit for everyone on both sides of the table, innovation like Ellen’s is set to drive the industry into more human, equitable, and rewarding territory. Be sure to check out mLoop at mloop.co, and if you’re curious, create a profile here’s real value in simply seeing where you stand as the new world of mortgage recruiting unfolds! Rach & Rin

Welcome back to Lending Leadership: The Mortgage Pros, your go-to source for insights, inspiration, and strategies from the frontlines of the mortgage industry. In this special episode, we’re celebrating not only an amazing milestone—Dan Andersen’s two-year anniversary with HMA—but also his remarkable growth and influence within our organization and the wider lending community. Dan joins us once again to pull back the curtain on how social media, culture, and generosity have been true game-changers in his career journey. We cover everything from adapting to technological shifts and nurturing company culture to building a reputation through authenticity and service. Dan opens up about his rocky beginnings with social media, why he believes organic growth trumps cold calling, and the powerful impact of giving back through events like his charity golf outing. We also dig into what makes a lending organization truly lasting—and how the people you surround yourself with can propel you to new heights. If you’re ready to take your influence, production, and partnerships to the next level, this conversation with Dan Anderson is essential listening. Key takeaways: Authentic Social Media Presence Fuels Influence: Dan shares his journey from struggling with awkward videos to seeing social media as the modern, passive way to stay top-of-mind with clients and referral partners. He encourages all loan officers to jump on the wave of social media, reminding us that you only improve by putting yourself out there—even if you feel silly at first. His experience shows that organic, personal content often delivers more impact and reach than over-edited efforts, and sharing community partners' posts can pay dividends in trust and opportunity 16:33, 19:09, 21:32.Company Culture and Camaraderie Drive Individual and Team Growth: One of the central themes is the importance of a supportive, growth-focused workplace. We discuss how being surrounded by high-performing peers creates healthy competition—where iron sharpens iron—and lifts everyone’s game. Dan highlights how HMA’s leadership, commitment to innovation, and true camaraderie have pushed him and his colleagues to new levels of success 05:23, 33:02.Strategic Business Evolution Is Essential for Longevity: Dan describes why he made the move to HMA: it was about aligning with a company ready to invest in technology, adapt to seismic industry changes, and provide the scale and infrastructure needed for the next decade. This reinforces the point that organizations determined to future-proof their business are the places where talented originators can thrive 12:52, 15:07.Organic Relationships Outperform Quick Fixes in Referral Growth: We dig into the myth of “the next lead source” and why true, lasting referral partnerships are built on service, trust, and genuine mutual investment. Dan’s business growth has been largely organic, with agents and clients proactively referring him because of the value and connection he establishes rather than hard sells or gimmicks 20:50, 30:53.Giving Back and Community Engagement Deepen Business Impact: Dan’s annual charity golf outing for Cal’s Angels, which supports pediatric cancer, is a powerful example of how giving back not only helps the community but strengthens team and partner relationships. The passion behind these efforts, fueled by both individual and company commitment, has grown the event to an impressive $40,000+ fundraiser and created lifelong bonds with referral partners and clients 24:30, 27:01. This episode is a masterclass in blending authenticity, purposeful action, and a heart for service in today’s mortgage industry. Cheers to Dan Andersen, to the next two years, and to all the mortgage pros striving for excellence and genuine impact! Want to watch the Reel discussed in the episode? Find it here: https://www.instagram.com/reels/DZ-pxCXRLgJ/ Robert, Tom, and Dave (and Rach!)

Welcome back to Lending Leadership: The Mortgage Pros! In this episode, we dive headfirst into a topic that’s as practical as it is powerful: how embracing proactive communication with listing agents can be your ultimate game-changer in the mortgage business. So often, we search high and low for the latest lead source or cutting-edge marketing tactic. But what if the biggest opportunity to grow our business has actually been sitting right in front of us all along? That’s what today’s conversation is about rediscovering the value of intentional, consistent outreach to listing agents as a lever for business growth. We’re joined by our very own Rachel Tresch, who steps out from behind the scenes for a candid, boots-on-the-ground discussion of what’s actually working in today’s ever-evolving real estate market. We lay out not only the “why” but the “how,” sharing stories, sample scripts, and real-world strategies to master the listing agent call and stand out from the competition. Key takeaways: Your Phone Is Your Most Valuable Tool: The conversation focused on how, despite the bells and whistles of new technology, the simple act of calling listing agents consistently is the top driver of business growth. Making these calls just a few hours a week can yield enormous results and is accessible to everyone in the business.Consistency Builds Trust and Differentiates You: A key theme that emerged was that trust is built through small promises kept. Setting and sticking to a regular day for updates, whether it’s every Tuesday, Wednesday, or another day, establishes trust and positions you as a proactive communicator who agents can rely on.Proactive Updates Prevent Problems: The discussion explored how providing proactive updates means agents and clients are never left guessing. Several points were raised, including that if an agent has to call you for an update, you’ve already failed at communication. Regular, thoughtful updates smooth transactions and can even surface new business opportunities.Every Call Is an Audition for Future Business: One concept discussed was that each interaction with a listing agent is an audition. By being thorough, personal, and reliable, you show agents you’re someone they’d want to work with again. Even if most agents already have a preferred lender, being top-of-mind as the “backup” can translate to new deals when things go awry elsewhere.Rejection Isn’t the End; It’s a Numbers Game: The conversation underscored that not every listing agent will become a referral partner, and that’s okay. The magic is in the consistency. Even if only a small percentage reciprocate, those relationships add up so keep making those calls, handle objections gracefully, and ask for future business with confidence. We’d love to know if you try this tactic and how it works for you. Leave us a comment and don’t forget to check out Lending Leadership: The Creative Brief for more actionable insights. Until next time, remember: sometimes the simplest actions, done consistently, make the biggest impact on your pipeline. Robert, Tom, and Dave (and Rach!) Timestamps: 00:00 Discussing powerful everyday technology 04:49 Hosts discuss their career achievements 06:56 Proactive business communication benefits 12:18 Discussing appraisal panels 15:23 Communicating with clients 17:22 Explaining the process and strategy 20:16 Managing transaction updates 24:41 Rescuing a troubled VA loan 26:36 Building referral partnerships 31:42 Handling Transaction Details 34:54 Overcoming client hesitations in lending 36:44 Handling Common Pushbacks 42:48 Importance of communication in sales 43:23 Podcast sign-off and engagement prompt