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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 is joined by partner and friend Kevin Gillespie to unpack the hidden power of leadership culture and why it becomes the backbone of a team that scales with confidence. You will hear how defining a clear three year vision, translating it to one year and quarterly targets, and aligning core values and hiring standards gives your people a map they can actually follow. Kevin walks through building a simple responsibility chart and high level workflow with measurable standards, then keeping everyone on track with a steady meeting cadence and real dashboards that act like a pilot’s instrument panel. Carl shares how celebrating wins, fostering real collaboration, and letting leaders lead creates leverage, improves retention and recruiting, and keeps you focused on driving traffic and converting loans instead of firefighting. If you want help defining and installing a leadership culture that your team can rally around, set up a friendly strategy call at https://www.ProfitDrivenPlan.com/. 00:00 – What Leadership Culture Really Means 01:09 – Coke vs. Pepsi: Culture Beats Product 03:12 – The Backbone of a Winning Team 05:04 – The Five Pillars of Leadership Culture 06:21 – Workflow, Roles, and Responsibilities 07:15 – Communication and Accountability 10:47 – How Great Leaders Create Leverage 13:25 – Celebrating Wins and Collaboration 16:29 – Defining and Strengthening Your Culture 18:49 – Leadership Culture as the Foundation 20:28 – When Culture Doesn’t Fit 23:08 – Building a Clear Vision for Growth 25:34 – Next Topic: Ops and Workflow for Level 10 Service 27:43 – Learn More at ProfitDrivenPlan.com
Loan Officer Podcast: The Hidden Power of Leadership Culture
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Loan Officer Podcast: The Hidden Power of Leadership Culture

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl is joined by his partner and friend, Kevin Gillespie, to walk through the six key systems that drive massive growth for loan officers and branch managers. You’ll discover how a magnetic attraction marketing plan creates steady inbound inquiries, why a strong sales culture built on relationships generates consistent leads, and how delivering level 10 customer service frees loan officers to focus on sales instead of problems. Carl and Kevin also cover how pricing and product strategy position you as the trusted choice, why leadership culture builds a team people actually want to follow, and how recruiting becomes simple when all the other systems are in place. They share real stories of leaders who doubled, tripled, or even 5X’d their production by putting these systems together into one cohesive plan rather than scattered efforts. If you want help installing these six systems in your branch or team, take the next step at https://www.ProfitDrivenPlan.com/ for a no-pressure strategy call that maps your path to franchise-level value. 00:00 – Introduction & Purpose 00:25 – Defining Massive Growth 01:16 – How the 6 Systems Came Together 02:02 – McDonald’s Example & Loan Officer Potential 04:47 – Listing the 6 Systems 05:19 – System 1: Magnetic Attraction Marketing 07:30 – System 2: Sales Culture of Relationship Building 10:48 – System 3: Level 10 Customer Service 11:57 – System 4: Pricing and Product Strategy 14:00 – System 5: Leadership Culture 17:00 – System 6: Recruiting Made Easy 18:11 – ProfitDrivenPlan.com Invitation 20:23 – Closing Thoughts
Loan Officer Podcast: The 6 Key Systems for Massive Growth
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Loan Officer Podcast: The 6 Key Systems for Massive Growth

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 to unpack the five levels of leadership and authority that actually move teams forward: confidence, discipline, leadership, gratitude, and enjoyment. You will hear how real confidence is a steady presence rather than bravado, why discipline beats motivation when the day gets messy, and how gratitude keeps you centered so you can lead with clarity even in tough markets. Carl and Kevin share practical ways to build joyful cultures that attract talent, turn daily habits into long-term wins, learn faster from hard seasons, and surround yourself with people and rooms that raise your standard. They close with simple steps to model calm, celebrate other people’s wins as your own, and use authentic enjoyment to make followership the natural outcome of how you show up. If you want help installing these five levels through six proven growth systems in your branch or team, take the next step at https://www.ProfitDrivenPlan.com/ for a no-pressure strategy call that maps your path to franchise-level value. 00:00 – The Five Levels of Leadership Explained 02:15 – Breaking Down the Five Levels: Confidence, Discipline, Leadership, Gratitude, Enjoyment 03:42 – Confidence Without Bravado 05:04 – Discipline: The Difference Between Wishing and Winning 06:01 – Motivation vs Discipline 06:26 – Gratitude as a Centering Force 10:21 – Being Grateful Even for Hard Times 12:14 – Choosing Joy in the Process 14:00 – Coping with Loss Through Gratitude 15:50 – Carl Reflects on His Mother’s Lasting Gift 17:07 – Lessons from Business Stories and Disney’s Life 20:42 – Recap of the Five Levels of Leadership 21:34 – Kevin’s Leadership Academy and Next Steps
Loan Officer Podcast: The Five Levels of Leadership
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Loan Officer Podcast: The Five Levels of Leadership

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. In this episode, Carl talks with Kristin Simpson about the Coca-Cola versus Pepsi story, the rise and fall of New Coke, and the surprising truth that culture often beats product when it comes to winning hearts and market share. Listeners will hear why emotional connection, nostalgia, and brand identity can outrun a statistically better offering, how to build a culture that attracts clients and teammates, and simple ways to show you are a real person who cares. Carl and Kristin dig into practical plays for branch leaders and loan officers, including celebrating wins by sharing what works, making leadership accessible when issues escalate, and keeping personal notes so your follow-ups feel natural and human. They also unpack how to avoid competitor bashing, use vulnerability the right way, and design every client interaction so people remember how you made them feel. Schedule a one-on-one free coaching call, visit https://www.MortgageTrainingCall.com/ 0:34 – The Coca-Cola Wars Begin 2:01 – The Pepsi Challenge 3:01 – Enter New Coke 4:56 – Backlash Against New Coke 5:31 – The “Bring Back Coke” Movement 9:05 – Culture Eats Product for Lunch 10:26 – Market Share Surprise with Dr Pepper 13:00 – Culture as the Attraction System 15:58 – Being Real in Marketing 17:33 – Creating a Sharing Culture 24:08 – Competing Without Bashing Others 26:37 – Defining What You Stand For
Loan Officer Podcast: What I Learned From Coca-Cola
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Loan Officer Podcast: What I Learned From Coca-Cola

Loan Officer Leadership
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)

The way consumers search is changing, and AI is leading the charge. In this episode, I sit down with Chris Johnstone to unpack the new rules of getting found online. If you want to generate high-quality leads from ChatGPT, Grok, and other AI engines, this is a must-listen. We cover: • Why Yelp and Reddit matter more than ever • How to position your brand for AI recommendations • The key differences between personal vs. business branding • Ninja strategies for getting five-star reviews and Reddit shout-outs • How to educate your referral partners and win the AI race together AI is the new Google. Are you showing up? Grab your free prompts at LoanOfficerBrand.com and get ranked before your competitors even realize what's happening. → Learn more or book your own strategy call at https://www.MortgageTrainingCall.com/ 00:00 – Intro & Welcome Chris Johnstone 01:08 – AI Replacing Traditional Search 02:22 – Real Client Example: Ranking in Grok 03:36 – Targeting Specific Loan Types 05:20 – Ninja Strategy: Social Conversations 06:13 – Yelp Is Ranking Higher Than Google in AI 07:35 – Reddit: The Secret Weapon for AI SEO 13:07 – Personal vs. Business Branding in AI 14:30 – Recap: 3 Practical Things to Do Now 15:24 – Educate Your Realtor Partners on AI 18:00 – Final Thoughts & Where to Learn More
Loan Officer Podcast: How to Rank in AI: The New SEO for Loan Officers
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Loan Officer Podcast: How to Rank in AI: The New SEO for Loan Officers

The last quarter of the year isn’t a time to slow down, it’s a time to set up your best year ever. In this episode, I sit down with Frank Garay to unpack a simple, strategic Q4 playbook that helps loan officers stay consistent, avoid burnout, and finish the year with momentum. You’ll learn: • How to structure your prospecting even during holiday weeks • The one decision that separates top producers from the pack • Why planning time off in advance leads to better results • How to stack high-tech, low-time farming for consistent lead flow • The value of staying consistent when others tap out Ready to crush Q4 and make January your best month yet? Book a call with us at https://www.MortgageTrainingCall.com/ and let’s build your plan together. 00:00 – Introduction: Why Q4 Matters 02:18 – 5 Keys to Finishing Q4 Strong 02:24 – Key 1: Plug In and Be Present 02:43 – Key 2: Have a Weekly Prospecting Number 04:25 – Key 3: Plan Your Time Off 05:38 – Key 4: Know the Value of Your Calls 06:06 – Key 5: High-Tech, Low-Time Farming 08:13 – January Can Be Your Best Month 10:08 – Want Help? Book a Freedom Planning Call 11:10 – Final Thoughts and Goodbye
Loan Officer Podcast: The Q4 Playbook: How Top Loan Officers Finish Strong
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Loan Officer Podcast: The Q4 Playbook: How Top Loan Officers Finish Strong

In this episode, Steve Kyles and Frank Garay break down one of the most overlooked keys to scaling your mortgage business: your agent list. If you’re calling every Monday but not seeing results, it may not be your script—it might be your list. You’ll learn: • Why 50 qualified agents is the real goldmine (worth $1.8M+) • How to re-evaluate your list every 90 days to stay productive • What the “Rule of Two” reveals about agent referrals and lead count • The right way to top-grade unqualified agents without losing momentum • How tools like Model Match and high-tech, low-time farming systems keep your pipeline full If you’re tired of spinning your wheels or wondering why your conversations aren’t converting, this episode gives you the data, mindset, and clarity to rebuild your Focus 40 and take control of your growth. Ready to build your million-dollar list? Book your strategy call now at https://www.MortgageTrainingCall.com/ 00:00 - The Power of Your List 01:11 - Using Model Match to Build a Targeted Agent List 04:04 - $1.8M Opportunity with 50 Qualified Agents 05:26 - The “Rule of Two” for Measuring Agent Quality 07:20 - How to Top Grade Unqualified Agents 09:03 - Is Your List Outdated? 10:09 - Boot Camp & Membership Details 11:38 - Schedule Your Strategy Call
Loan Officer Podcast: Your $1.8M List: Why 50 Qualified Agents Beat 500 Random Ones
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Loan Officer Podcast: Your $1.8M List: Why 50 Qualified Agents Beat 500 Random Ones

Loan Officer Breakfast Club
Loan officers, this one’s a game-changer. In today’s episode of the Loan Officer Breakfast Club, Chris Johnstone breaks down a full workflow—powered by AI—that’s helping LOs book refinance appointments at scale. We’re talking 69 appointments in just 10 days from a proven system that combines phone calls, automated follow-up, and a customizable ChatGPT assistant that works for you 24/7. Chris walks you step-by-step through how to set it up, what prompt to use, and how to turn this into a powerful referral tool that can be shared with Realtors, past clients, and even on social media. If you're ready to leverage AI to fill your pipeline, this is the episode to watch. To learn more and get started, visit: http://loappointments.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
This AI Workflow Is Booking Refi Appointments Like Crazy
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This AI Workflow Is Booking Refi Appointments Like Crazy

In this episode of the Loan Officer Breakfast Club, Megan Pavone from ARF Financial lays out an incredibly simple way for LOs to add a new revenue stream—without doing any extra work. If you know business owners who need capital, just send them to Megan. If she funds the loan, you get paid 8 points. That’s it. No licensing required. No complicated process. Just a quick intro, and Megan handles everything from there. She walks through how the referral process works, what kinds of businesses qualify, and how you can start getting paid for the deals you’re probably already stumbling across. Want to partner up or learn more? Visit: http://workwitharf.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
Earn 8 Points by Referring Business Owners – It’s That Simple
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Earn 8 Points by Referring Business Owners – It’s That Simple

In this episode of the Loan Officer Breakfast Club, Justin Hubbert from Park Place breaks down how loan officers can win big by partnering with Park Place for fix and flip loans, builder loans, bridge loans, and more. Whether you're new to private lending or looking to grow your pipeline, this session reveals why Park Place is a must-have in your toolkit. Frank Garay shares how Park Place helped him launch a successful private lending business, emphasizing how easy and profitable the process is—even for clients with little to no experience. Justin explains how these commercial-purpose loans avoid RESPA/TRID, close fast, and provide repeat business potential with investors who may do multiple deals a year. From 100% rehab financing to soft credit pulls and nationwide reach (except Nevada), the opportunity is massive. Ready to add real value and consistent income to your business? Start now at: http://workwithparkplace.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
Why Loan Officers Should Be Leveraging Park Place for Fix & Flip Deals
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Why Loan Officers Should Be Leveraging Park Place for Fix & Flip Deals

If you’ve ever felt like agents are ghosting you, this episode breaks down exactly why it happens—and how to fix it. The truth? Most loan officers talk too much about their product and not enough about what really matters to agents. In this Breakfast Club session, Frank Garay, Steve Kyles, and Carl White unpack how listening—not pitching—wins relationships. They dive deep into what “honor” really means in business conversations and why leading with curiosity is your best sales strategy. You’ll also hear how to show value instead of just talking about it—like using stats and scripts to prove how you follow up, close on time, and help agents grow. Ready to replace awkward silence with genuine conversations that convert? Learn how to change the game and start building real partnerships. Need help implementing the strategies? Visit http://dailysuccessplan.com/ to get started.  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
Stop Talking, Start Listening: The Key to Winning More Agent Referrals
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Stop Talking, Start Listening: The Key to Winning More Agent Referrals

The Mortgage Loan Officer
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

In this episode, I sit down with Chris Johnstone to discuss how he and his team have cracked the code on getting ChatGPT and Grok to refer customers directly to mortgage loan officers and companies. This isn’t a simple trick—it’s a groundbreaking advancement where clients are now seeing loan applications come in fully on the recommendation of AI. Over the years, the mortgage industry has had to adapt to massive tech shifts—think Google Business Pages and Google Reviews driving consumer-direct originations. But the next big wave is here, and it’s all about AI. Chris explains how his team is helping loan officers get ahead of the curve, leverage this new technology, and position themselves to win business in an AI-driven world. Chris’s team can help you tap into this powerful opportunity. All you need to do is visit http://loanofficerbrand.com to learn more and get started. 00:00 – Podcast Intro 00:13 – AI Referral Breakthrough 00:46 – From Google Reviews to AI Search 01:33 – AI-Generated Mortgage Applications 02:07 – How AI Refers Loan Officers 02:26 – SEO & Online Presence Fundamentals 03:22 – Teaching AI You're the Expert 04:51 – How to Train AI with Better Content 06:07 – Using AI for Scalable Content Creation 07:30 – Turning Content Into Leads 09:54 – Real Example: Tampa Loan Officer Gets AI Lead 10:47 – How AIs Learn from Each Other 11:27 – Leveraging Reddit for AI Recognition 13:08 – How Chris’s Team Helps You Win 14:40 – Free AI Prompt Series at LoanOfficerBrand.com 15:25 – Loan Officer Breakfast Club 17:40 – AI Referrals Are Already Happening 18:14 – Final Thoughts on the AI Shift 19:10 – Outro & How to Connect
Loan Officer Podcast: From Google Reviews to AI Referrals – The Next Wave for LOs
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Loan Officer Podcast: From Google Reviews to AI Referrals – The Next Wave for LOs

In this episode, I sit down with Michael Harris from United Financial Freedom to explore a debt elimination strategy that works unlike anything else on the market. This isn’t debt consolidation, credit repair, or a gimmick—it’s a precise and highly effective system designed to help clients eliminate debt faster and with greater accuracy. For loan officers, this program offers two major benefits: it gives your clients a powerful tool to take control of their finances, and it provides you with a compelling reason to reach out and engage with them in meaningful conversations. Aligning with this program can strengthen client relationships and open new opportunities to serve. If you’d like to learn more about the program and how it can fit into your business, visit: https://www.moneymaxaccount.com/1058535/ 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 – Introduction & Hosts 01:17 – Why Choose This Company? 03:22 – How the System Works with Clients 06:17 – Typical Client Process & Timeframe 08:33 – Customer Responsibilities & Payments 10:47 – Mobile Access & Upcoming App 13:00 – Agent Signup Cost & Certification 14:38 – Pricing for Clients 16:16 – Summary & Invitation to Join 17:05 – Contact Information & Referral Tracking
Loan Officer Podcast: How Loan Officers Can Stand Out with United Financial Freedom
YouTube Video UExHb2lfMFhYOWx1Z3B6RGdqbGlLU1RpQnJQcVJ3eDJGNi5BNTRGQTE1QjY2NUE5NTAz

Loan Officer Podcast: How Loan Officers Can Stand Out with United Financial Freedom

In this episode, Frank Garay sits down with Steve Kyles to talk about one of the most overlooked — and most profitable — referral strategies out there: getting agents to refer you to other agents. Most loan officers are laser-focused on winning one agent at a time… but what if every great agent you work with could open the door to 3 or 4 more, just like them? Frank and Steve break down the mindset, methods, and exact moments to ask for these referrals — without being pushy or awkward. If you’re ready to stop chasing cold leads and start creating warm introductions that grow your agent network fast, this one’s for you. Want the handout with all 5 scripts from this episode? Schedule a quick strategy call with the team at Marketing Animals and just ask for it: https://www.MortgageTrainingCall.com/. 00:00 – Intro: A New Way to Ask for Business 00:18 – Why Agent-to-Agent Referrals Are Overlooked 02:09 – Real-Life Example: Joanne Johansson’s Referral Win 03:57 – What’s a Focus 40 Agent? 04:34 – The Power of Warm Introductions 06:50 – Free Referral Script PDF Offer
Loan Officer Podcast: How to Get Agent Referrals… From Other Agents (with Steve Kyles)
YouTube Video UExHb2lfMFhYOWx1Z3B6RGdqbGlLU1RpQnJQcVJ3eDJGNi5FOTE3RTBFMjNFMDNEM0Yz

Loan Officer Podcast: How to Get Agent Referrals… From Other Agents (with Steve Kyles)

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