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April 24, 2025

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Loan Officer Freedom
Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl sits down with Kevin Gillespie, leader of the Leadership Academy at Mortgage Marketing Animals, to reveal how loan officers can stop competing on price and start winning with value. Kevin shares five key strategies that top producers use to raise conversion rates, increase profits, and stand out in a crowded market without being the lowest rate in town. Together, they dive into how to build irresistible “wow” offers, stack value into every loan, and instantly engage clients so they feel confident choosing you from the very first call. You’ll also learn how to move from transactional selling to true consultative conversations that build trust and long-term relationships. If you’re ready to earn more while doing less, this episode will show you how to turn pricing pressure into profit power. Want help putting these systems in place for your own business? Visit https://www.ProfitDrivenPlan.com/ to schedule a free strategy call. 00:00 – Broadcasting from Phoenix with Kevin Gillespie 01:19 – The Six Core Systems for Growth 01:43 – Why Competing on Price Kills Profits 04:13 – Be an Orange, Not an Apple 05:30 – Strategy #1: Expand Product Offerings (Non-QM and More) 07:49 – Strategy #2: Understand Pricing Structures 11:25 – Strategy #3: Stack Value to Stand Out 15:59 – Strategy #4: Create Instant Engagement on the First Call 19:08 – Strategy #5: Become Consultative, Not Transactional 21:35 – Stop Competing on Price and Start Winning More Loans 22:51 – Learn More at ProfitDrivenPlan.com
Loan Officer Podcast: Stop Competing on Price and Start Winning More Loans with Kevin Gillespie
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Loan Officer Podcast: Stop Competing on Price and Start Winning More Loans with Kevin Gillespie

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl shares a powerful perspective that every loan officer needs to hear. He explains why building a thriving mortgage business is actually a smarter and more profitable path than owning a franchise like McDonald’s. He compares the $2 million investment it takes to open a single McDonald’s location to the near-zero startup cost of being a loan officer and reveals how a handful of well-managed closings each month can outpace what most franchise owners earn in a year. Carl breaks down the real numbers, lifestyle freedom, and scalability that make the mortgage business such an incredible opportunity when you follow the right systems. He also gives a nod to Kevin Gillespie and the Leadership Academy for inspiring this powerful mindset shift that could change how you see your own business. If you’re tired of thinking you need a massive investment to make a great living, this episode will open your eyes to just how close you already are to building your own McDonald’s-level success without the grease traps or name tags. Ready to see how simple it can be to grow your income and freedom at the same time? Visit https://www.GetMoreLoans.com/ to schedule a free strategy call. 00:00 – McDonald’s or Mortgage Business 00:28 – The $2 Million Franchise Question 03:25 – What Franchise Owners Actually Earn 04:34 – Matching a McDonald’s Income with Just 4.5 Loans a Month 05:13 – The Big Advantage: Freedom and Flexibility 07:08 – You’re Closer Than You Think to Big Success 08:04 – What You Really Need to Succeed 09:15 – Keep Your $2 Million and Build Something Great
Loan Officer Podcast: You Don’t Need $2 Million to Make a Great Living
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Loan Officer Podcast: You Don’t Need $2 Million to Make a Great Living

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this insightful episode, Carl sits down with top-producing loan officer Mike Steplowski from Mount Juliet, Tennessee, to uncover how his team is using AI to clear underwriting conditions faster than ever. Mike shares how his crew leverages a free AI tool called Perplexity to instantly find answers straight from agency guidelines, cutting out the hours of manual searching and reducing interruptions so everyone stays focused on closing loans. Carl and Mike break down how this simple shift has streamlined communication, boosted productivity, and helped his team close 13 loans in a single month while freeing Mike from being the “easy button” for every question. They also touch on how sticking to the basics of the Daily Success Plan continues to fuel steady, referral-based growth even in a changing market. This episode is a great reminder that technology doesn’t replace good habits, it amplifies them. When your team knows where to find answers, you stay focused on what really moves the needle: conversations, closings, and client relationships. If you’d like to connect with Mike, click here to find him on Facebook: https://www.facebook.com/mike.steplowski Join Loan Officer Breakfast Club at https://www.LoanOfficerBreakfastClub.com/ where we share ideas like this every weekday morning and even send you the replays if you can’t make it live. Schedule a one-on-one free coaching call, visit https://www.MortgageTrainingCall.com/ 00:00 – Meet Mike Steplowski from Mount Juliet, Tennessee 00:25 – Discovering Perplexity.AI for Loan Solutions 02:11 – Using AI to Instantly Answer FHA and Agency Questions 03:24 – How AI Reduced Team Interruptions and Boosted Productivity 05:05 – Breaking Down 13 Closings and Referral Sources 06:12 – Daily Success Plan: The Real “Secret Sauce” 06:46 – Inside Mike’s Three-Person Team Structure 09:12 – The McDonald’s Franchise Analogy for Loan Officer Success 10:24 – Lessons on Gratitude and Perspective 10:53 – Join the Loan Officer Breakfast Club for Daily Ideas
Loan Officer Podcast: Using AI To Clear Underwriting Conditions
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Loan Officer Podcast: Using AI To Clear Underwriting Conditions

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this heartfelt and introspective episode, Carl reflects on the recent passing of a childhood friend and the unexpected lessons that surfaced in the days that followed. What starts as a story about loss becomes a powerful reflection on grace, gratitude, and how the people we surround ourselves with can shape the entire direction of our lives. Carl and Chris Johnstone dig into the difference between hardship and unhappiness, the quiet power of favor, and how to listen to those small nudges that push us toward meaningful connections. They explore how certain moments, both painful and beautiful, often prepare us for something greater, even when we can’t see it at the time. This one is raw, real, and full of perspective. It’s a reminder to reach out when someone comes to mind, appreciate the journey that shaped you, and keep learning from the people who’ve crossed your path. Click here to connect with Carl on Facebook: https://www.facebook.com/CarlWhite59/ Schedule a one-on-one free coaching call, visit https://www.MortgageTrainingCall.com/. 00:00 – Opening Thought And Possible Private Episode 00:31 – Remembering A Childhood Friend 01:34 – News Of His Passing And The Green Bananas Reminder 03:05 – From Promise To Hardship And Homelessness 05:29 – Why Some Lives Take Different Roads 07:40 – Grace At The Fork In The Road 09:07 – Africa Trip And A Lesson About Joy 10:55 – Rethinking Hardship Happiness And Favor 13:20 – Wisdom From A Longtime Friend 15:57 – Your Circle Shapes Your Future 18:09 – Following The Inkling To Meet People 19:43 – Push Through Discomfort And Make The Call 22:46 – Sadness Missed Chances And Gratitude 24:02 – Cocoon And Butterfly Lesson About Struggle 26:31 – Turning Crisis Into Growth And A Bigger Cup 27:50 – Publish This Or Keep It Private 29:27 – AI Refinance Waves And National Scale Potential 31:26 – Ten Deep Questions With AI For Self Discovery 33:04 – Message Carl On Facebook And Closing Remarks
Loan Officer Podcast: Lessons From An Old Friend
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Loan Officer Podcast: Lessons From An Old Friend

Loan Officer Leadership
Your database is your legacy. In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay break down the one thing most loan officers neglect—yet it holds the power to generate $9K to $27K per month when stewarded correctly. You’ll learn: • Why your database is the most valuable asset you own • How to back it up, protect it, and monetize it (even if you’ve let it slide) • How Steve pulled 500+ agent contacts from past deals using Model Match • The exact monthly rhythm to turn your list into a money machine Need help organizing, cleaning, and marketing to your list? Book a free strategy call at https://www.MortgageTrainingCall.com/. 00:00 – The Money Is in Your List 00:48 – What Belongs in Your Database 01:33 – How to Back Up and Protect Your Data 02:54 – The Best Time to Start Is Now 03:38 – Turning Your Database into a Money Machine 06:41 – Using Model Match to Recover Past Clients 09:04 – Your Database Is Your Legacy 10:53 – Start Now, Thank Yourself Later
Loan Officer Podcast: The One Asset You’ll Regret Ignoring as a Loan Officer
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Loan Officer Podcast: The One Asset You’ll Regret Ignoring as a Loan Officer

You’ve nailed the conversation. You’ve followed up. But if agents still aren’t calling you back, here’s the missing piece: proof. In this final episode of the 3-part series, Steve Kyles and Frank Garay break down the third reason loan officers get ghosted… making the same promises everyone else does, without the receipts to back it up. In this episode: • What agents actually mean when they say “close on time” • How to show, not just say, what makes you different • Why small kept promises are more powerful than bold claims • Tools to present your scripts, track record, and weekly touchpoints • How to leverage your team’s results if you're new or just starting out Don’t just tell agents what you’ll do. Show them. Prove it. Then do it. Download the full 12-Week Agent Follow-Up Plan + “Why Realtors Ghost You” PDF at https://www.MortgageTrainingCall.com/ 00:00 – Intro – Why Realtors Ghost You (Part 3) 00:52 – The Real Problem – No Proof, No Trust 01:16 – What Realtors Actually Want from Loan Officers 01:45 – How to Prove You’re Different – Scripts, Track Record, Promises 03:04 – Building Trust with Small Kept Promises 04:12 – How to Visually Present Proof to Agents 06:18 – What to Show If You're a New Loan Officer 07:09 – Why Agents Still Ghost You (Even If You’re Good) 07:52 – Persistence – Why Most Loan Officers Quit Too Soon 09:08 – Get the Free Follow-Up Plan – FreedomPlanningCall.com 09:24 – Final Recap – 3 Reasons Agents Ghost You 10:01 – Outro
Loan Officer Podcast: Why Realtors Ghost You, And What to Do About It (Part 3): No Proof, No Trust
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Loan Officer Podcast: Why Realtors Ghost You, And What to Do About It (Part 3): No Proof, No Trust

So, you had a great meeting with a qualified agent… great conversation, good connection, and then… nothing. Silence. Crickets. In Part 2 of Why Realtors Ghost You, Steve Kyles and Frank Garay break down the second big mistake that causes great opportunities to fade: weak or inconsistent follow-up. You’ll learn: • Why most “ghosting” isn’t personal, it’s just timing and consistency • The data behind how long it really takes for agents to respond • How to structure your 12-week follow-up plan (and what to say each week) • The three things agents actually want from a lender… hint: it’s not your fancy product flyer • How to break bad habits and build new referral relationships that stick The secret isn’t in what you say, it’s in how long you stay consistent. Grab the free 12-Week Follow-Up Plan at FreedomPlanningCall.com and start converting more of your coffee meetings into closed deals. 00:00 – Intro & Last Week's Recap 01:39 – Why Realtors Ghost You After a Great Meeting 02:22 – Don’t Take It Personally: Agents Are Just Busy 03:46 – Perspective Shift: It’s a Numbers Game 04:49 – What to Say in Follow-Up Voicemails 05:26 – The 12-Week Follow-Up Strategy 06:43 – Breaking Old Habits & Replacing Their Current Lender 08:34 – What’s Included in the Free Follow-Up Plan 10:25 – Playing the Long Game: Follow-Up Yields Results 11:11 – You Don’t Have to Create the Plan Yourself 12:15 – What Realtors Actually Want from You 14:13 – The 3 Things Realtors Care About Most 15:32 – Magic Phrase: “Process to Prospect” 16:14 – The 2 Big Mistakes Loan Officers Make 16:51 – Mistake #3 Coming Next Episode 17:01 – Join the Loan Officer Breakfast Club
Loan Officer Podcast: Why Realtors Ghost You, And What to Do About It (Part 2)
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Loan Officer Podcast: Why Realtors Ghost You, And What to Do About It (Part 2)

Ever wonder why agents don’t call you back, even when the conversation felt great? In this episode, Steve Kyles and Frank Garay dig into one of the biggest frustrations for loan officers: getting ghosted by realtors. But the real issue might not be what you think. You'll learn: • The #1 mistake that makes agents stop responding • How to shift from product pitching to relational prospecting • Why asking better questions builds trust (and gets more callbacks) • The psychology behind why “ghosting” is often just a false story we tell ourselves • Real-world examples of how persistence leads to big deals… even after weeks of silence Stay top of mind, follow the plan, and stop letting feelings dictate your follow-up. Ready to level up your agent conversations? Book your call at https://www.MortgageTrainingCall.com/ and get the talk tracks, templates, and weekly action plan. 00:00 – Why Realtors Ghost You 01:20 – Each Agent Call is Worth $36K 03:00 – Stop Talking, Start Listening 05:03 – The Lost Art of Honor 06:03 – Lead with Curiosity, Not Products 08:46 – What Top Producers Actually Want 14:06 – 6 Weeks, No Reply… Then a $1.3M Deal 15:18 – Recap: What Actually Works
Loan Officer Podcast: Why Realtors Ghost You, And What to Do About It (Part 1)
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Loan Officer Podcast: Why Realtors Ghost You, And What to Do About It (Part 1)

Loan Officer Breakfast Club
With only 14% of the year left, Owen Lee dropped a critical mortgage market update on today's show—and it was the best news in months. Rates have dipped to their lowest point since mid-2022, and Owen breaks down exactly how loan officers should act now before conditions shift again. This session is packed with strategic advice: from why today is the day to lock rates, to how to turn this market momentum into serious volume. You'll also hear Carl White’s insights on a killer “Extreme Follow-Up” system that’s producing top performing branches. Plus, a real-life success story—$5 million in funded loans—thanks to the refi campaign. Don’t miss your chance to take advantage of this rare window. LIVE Zoom Meeting Access: https://www.BreakfastClubZoom.com Free Strategy Call for Loan Officers: https://www.MortgageTrainingCall.com Learn More About Us: https://www.MortgageMarketingAnimals.com
Mortgage Rates Hit 18-Month Low – Here’s How Loan Officers Should Capitalize NOW
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Mortgage Rates Hit 18-Month Low – Here’s How Loan Officers Should Capitalize NOW

In this episode of the Loan Officer Breakfast Club, Steve Kyles and Frank Garay deliver a masterclass on how to scale your lead volume through a simple but powerful concept: The Race to the Top. If you’re still calling the same 30 agents every week—or not tracking your lead  sources at all—this is the wake-up call you didn’t know you needed. You’ll discover: • Why lead tracking is the key to predictable closings • The “Rule of Two” for calculating how many agents you need • How to identify when your agents have become unqualified • A low-tech, high-impact tracking hack that will keep you focused • How Facebook ads and warm-up campaigns can activate new agent relationships This episode is packed with clarity, encouragement, and proven math that takes the guesswork out of pipeline building. Stop racing to the bottom—learn how to build a business that consistently climbs to the top. Need help with tracking? The MMA Tracker is available through membership. Want to learn more? Book a strategy call at: http://freedomplanningcall.com/ LIVE Zoom Meeting Access: https://www.BreakfastClubZoom.com Free Strategy Call for Loan Officers: https://www.MortgageTrainingCall.com Learn More About Us: https://www.MortgageMarketingAnimals.com
The “Race to the Top” Strategy: How Loan Officers Can Win More Agent Referrals
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The “Race to the Top” Strategy: How Loan Officers Can Win More Agent Referrals

Are you “commercial curious” but overwhelmed by the complexity of commercial lending? You’re not alone. In this powerful LOBC episode, Frank Garay sits down with commercial lending pro Kelly Dutton to break down the real-world basics every loan officer needs to know when a commercial deal crosses your desk. You’ll learn: • Why location trumps everything in commercial loans • What info you must gather before handing off a deal • How to structure a successful referral (and still get paid) • The truth about rates, SBA loans, and DSCR qualifying • What types of properties and scenarios Kelly’s team can actually help with Whether you’re trying to stop losing money on deals you can’t close or just want to understand commercial enough to hand it off the right way — this session is a goldmine. Kelly’s team at OneClick is built to take this off your plate and cut you in on the deal. To submit a deal or get info: WorkWithOneClick.com LIVE Zoom Meeting Access: https://www.BreakfastClubZoom.com Free Strategy Call for Loan Officers: https://www.MortgageTrainingCall.com Learn More About Us: https://www.MortgageMarketingAnimals.com
Commercial Curious? Here’s What You Really Need to Know (And What to Avoid)
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Commercial Curious? Here’s What You Really Need to Know (And What to Avoid)

In today’s episode of the Loan Officer Breakfast Club, Owen Lee dives into the hot topic buzzing through the mortgage world: the potential IPO of Fannie Mae and Freddie Mac. With billions on the table and a high-stakes political backdrop, Owen explains why this move is less about releasing the GSEs from conservatorship and more about a headline-grabbing stock sale. He breaks down how Washington's real motivation may be a record-setting IPO — potentially the biggest in history — and why there’s likely no real plan in place to change the underlying rules of how Fannie and Freddie operate. If you're a loan officer trying to make sense of what this means for your business, Owen’s insider perspective is a must-hear. You’ll walk away with a clearer view of what’s happening behind the scenes and why stability — not disruption — could be the theme moving forward. LIVE Zoom Meeting Access: https://www.BreakfastClubZoom.com Free Strategy Call for Loan Officers: https://www.MortgageTrainingCall.com Learn More About Us: https://www.MortgageMarketingAnimals.com
What Owen Lee Thinks About the Fannie/Freddie IPO (And Why It Matters for Loan Officers)
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What Owen Lee Thinks About the Fannie/Freddie IPO (And Why It Matters for Loan Officers)

The Mortgage Loan Officer
This video is private.
Private video
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Private video

In this episode, I sit down with Credit Expert Jeanne Kelly, who clears up one of the biggest credit myths out there — the idea that you should keep your revolving credit card balances at 30%. Jeanne explains why that’s not necessarily the best strategy and breaks down how to time your balance reductions so they show up on your credit report right when you need them most. She also shares a powerful tip for both loan officers and clients — using www.annualcreditreport.com to check credit reports every 7 days for free. This insider strategy can make a big difference when trying to boost credit scores strategically before applying for a loan. If you’d like to connect with Jeanne or learn more about her credit coaching services, visit JeanneKelly.net. 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/ 00:00 – Welcome & Introduction 00:08 – Meet Credit Expert Jeanne Kelly 00:30 – The Truth Behind the 30% Credit Utilization Myth 01:56 – Why You Should Aim for Under 10% 03:11 – How Credit Card Statement Dates Impact Your Score 03:44 – Jeanne’s Strategy: Pay Before the Statement Date 06:14 – Timing Tips Before Applying for a Mortgage 07:05 – Use AnnualCreditReport.com Weekly (For Free) 08:01 – Coaching Clients with Free Credit Reports 09:41 – How to Connect with Jeanne Kelly 10:36 – Final Thoughts & Thanks
Loan Officer Podcast: Jeanne Kelly – The 30% Credit Balance Myth
YouTube Video UExHb2lfMFhYOWx1Z3B6RGdqbGlLU1RpQnJQcVJ3eDJGNi4wMTIyMTBBMTA3RDUxNjlD

Loan Officer Podcast: Jeanne Kelly – The 30% Credit Balance Myth

In this episode, I sit down with Casey O’Toole, CEO of https://www.Linkybot.ai/, to explore how this groundbreaking tool is transforming LinkedIn into a true lead and referral machine for loan officers. Linkybot uses AI to pinpoint the exact prospects you’re looking for, automatically engages with them, nurtures those relationships, and even works to book appointments and generate referrals. What makes it even more powerful is its seamless integration with your CRM—allowing your existing automations to kick in and carry deals across the finish line. Simply put, it’s brilliant and it works. If you’re a loan officer who wants to scale your business with smarter automation and more meaningful connections, don’t miss this episode. Plus, when you visit https://www.Linkybot.ai/ and use the code LOBC, you’ll receive a discount on membership. 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/ 00:00 – Intro: Mortgage Loan Officer Podcast 00:08 – Meet Casey O'Toole from Linkybot.ai 00:24 – What Linkybot Does for Loan Officers 01:00 – Turning LinkedIn into a Lead Machine 03:14 – How Linkybot Automates Everything 04:33 – Custom Campaigns & Strategy 05:22 – Niche Targeting for More Deals 06:35 – Real Success Stories 07:04 – Why DIY Outreach Doesn’t Work 09:07 – Done-for-You Campaign Building 10:00 – 24/7 Lead Nurturing with AI 11:34 – CRM Integration + Automation 12:56 – LOBC Discount Code + Final Thoughts 14:21 – Linkybot.ai – Get Started
Loan Officer Podcast: Linkybot Makes LinkedIn one of the Best Lead Gen Products Out There
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Loan Officer Podcast: Linkybot Makes LinkedIn one of the Best Lead Gen Products Out There

In this episode, I sit down with Denise Panza of Total Mortgage, a loan officer and branch manager who has absolutely mastered LinkedIn. For the past six years, Denise has been leveraging the platform without paying for premium tools—just pure consistency, authenticity, and a laid-back style that has built her a steady flow of business. We talk about how Denise approaches LinkedIn, what keeps her consistent, and why her strategy works so well in an industry where many struggle to stand out. Beyond her personal production, Denise also runs a branch for Total Mortgage, proving that her methods not only generate clients but also inspire leadership. If you’re a loan officer curious about how LinkedIn can fuel your business—or you’d like to connect directly with Denise—you can reach her at dpanza@totalmortgage.com or give her a call at 206-942-6845. 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/ If you’re interested in joining a team that supports this kind of personal and professional growth, feel free to schedule a call with me at https://www.MortgageTrainingCall.com/ 00:00 – Talking to the Queen of LinkedIn 00:21 – Denise’s Background at Total Mortgage 01:26 – Leading and Mentoring Loan Officers 03:18 – Training New LOs the Right Way 06:03 – How Frank Discovered Denise on LinkedIn 10:16 – Building a Business from Home Through Social Media 11:22 – Consistency That Builds Results 13:26 – Why LinkedIn Outperforms Other Platforms 15:32 – Organic Growth Without Ads 17:00 – Content That Connects 20:17 – Smart Facebook Marketing Tactics 25:45 – Working with Denise from Anywhere 27:47 – Wrap-Up and LOBC Invitation
Loan Officer Podcast: Talking to the Queen of LinkedIn – Great Lessons to Learn
YouTube Video UExHb2lfMFhYOWx1Z3B6RGdqbGlLU1RpQnJQcVJ3eDJGNi40NTBGRDE5MDg2Q0NEODI4

Loan Officer Podcast: Talking to the Queen of LinkedIn – Great Lessons to Learn

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