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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 Chris Johnstone to explore how artificial intelligence is transforming the way loan officers connect with clients and referral partners. They dive into real-world strategies for using AI-powered voice assistants that can answer calls, capture leads, and even set appointments, all while keeping compliance in check. Carl and Chris break down how this technology is already being used in open house follow-ups, turning casual conversations into pre-qualified appointments without missing a beat. You’ll also hear a forward-looking discussion on how AI could soon act like a new referral partner, much like Google once did, putting loan officers ahead of the curve if they act now. If you’ve ever wondered whether AI could really answer your phone and drive business, this episode gives you a clear picture of what’s possible today and where it’s heading tomorrow. Get 5 free AI prompts to start using right away at https://www.LoanOfficerBrand.com/. Schedule your one-on-one strategy call at https://www.DailySuccessPlan.com/. 00:00 – All Things AI with Chris Johnstone 00:41 – AI Voice Agents for Open House Leads 02:50 – Can AI Legally Take a Loan Application 10:03 – Wowing Agents and Consumers with AI 11:20 – AI as the Ultimate Receptionist 14:28 – Booking Appointments While Playing Golf 15:40 – AI vs Search Engines for Mortgage Info 17:15 – AI Referrals as the New Google
Loan Officer Podcast: AI Answering Your Phone?
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Loan Officer Podcast: AI Answering Your Phone?

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 co-host Kristin Simpson to break down the real math behind hiring a dedicated caller. They share how one simple role can put you in front of hundreds of top-producing agents every year without you having to make a single cold call yourself. You’ll hear why even just one appointment a day can add up to massive closings, how to find callers in the right places without overpaying, and the exact scripts and meeting structures that convert Zoom appointments into steady referrals. If you’ve ever wondered whether bringing on a caller is worth the cost, this conversation shows how the numbers stack up in a way that can completely change your pipeline. Want to see how many meetings you really need each month to hit your closing goals? Grab your free custom plan at https://www.DailySuccessPlan.com/. 00:02 – Spotlight on Holly Walther 01:08 – Is hiring a caller really profitable? 03:41 – One appointment a day formula 06:15 – Turning calls into consistent Zoom meetings 08:52 – The 16% conversion rate explained 11:14 – How one caller can mean 15 closings a month 12:25 – Where to find the best callers 17:18 – What is it costing you not to hire? 20:17 – Caller cost vs. return on investment 22:45 – Scripts and meeting layouts that convert
Loan Officer Podcast: The Math Behind Hiring a Caller: One Role That Can Add 15 Closings a Month
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Loan Officer Podcast: The Math Behind Hiring a Caller: One Role That Can Add 15 Closings a Month

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 co-host Kristin Simpson to tackle the big question on everyone’s mind: “Is AI really taking over the mortgage world?” They share where the technology is making a real impact, like answering phones and setting appointments, and where it falls short, such as taking full applications or producing real loan conversations. You’ll hear why AI-generated content isn’t the magic bullet for closings, how to focus on the conversations that actually matter, and why your past client database is still the biggest untapped source of free business. If you’ve been curious about how to use AI without losing sight of what truly drives closings, this conversation will give you clarity on how to combine powerful tools with proven fundamentals. Want proven scripts and strategies to help you close more deals from the leads you already have? Grab your free strategy call at https://www.DailySuccessPlan.com/. 00:00 – Is AI Taking Over? 00:21 – Why AI Can’t Take Applications (Yet) 02:43 – Where AI Is Actually Working Well 02:54 – The Voicemail Problem for Loan Officers 04:05 – AI Answering Calls and Setting Appointments 05:01 – The Truth About AI Content Creation 07:41 – AI’s Real Value: More Conversations 09:33 – Sam Altman on AI and the Future of College 13:19 – Tesla’s Grok AI vs. ChatGPT 20:28 – The #1 Action Item for Loan Officers
Loan Officer Podcast: AI and Loan Officers: What’s Hype and What Actually Works
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Loan Officer Podcast: AI and Loan Officers: What’s Hype and What Actually Works

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Loan Officer Leadership
In this episode, Steve shares a raw, behind-the-scenes look at what happened when he went from leading a national team to starting over from scratch—and how building a team of part-time relationship managers led to: • Over 2,000 outbound calls, 395 conversations, and 29 appointments in just 8 weeks • 18 referral leads generated without making all the calls himself • A system that scales conversations, appointments, and closings—without burning out If you’ve ever wondered whether someone else could help make your business grow (and how to actually do it), this episode breaks down the numbers, mindset, and step-by-step approach. → Learn more or book your own strategy call at https://www.FreedomPlanningCall.com/ 00:00 – Introduction: The Power of Outbound Calls 01:04 – Starting Over from Scratch 03:18 – Building a Scalable System 05:17 – Defining the Right Metrics 05:46 – Recruiting via Social Media 08:36 – Results After 8 Weeks 10:02 – Pipeline Growth & Lead Volume 10:44 – It Doesn’t Have to Be You Making the Calls 13:10 – Case Study: Training Without Training 15:23 – Progress Over Perfection 18:00 – Consistency, Metrics, and Scaling 19:33 – Wrap-Up & Teaser for Next Episode
Loan Officer Podcast: Why I Stopped Making All the Calls Myself—and What Happened Next
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Loan Officer Podcast: Why I Stopped Making All the Calls Myself—and What Happened Next

Did you know that narrowing your focus to one clear niche can actually bring you more business, not less? In this episode, Steve Kyles and Frank Garay share why the most successful loan officers build their reputation in a specific area first before expanding into others. You’ll learn: • How a niche instantly sets you apart from the competition and attracts top-producing agents • Why trust in one specialty opens the door for deals outside your niche • Simple steps to identify or refine your own profitable niche • How to position yourself as the go-to expert in your market If you’re ready to build a business that stands out and grows faster, this episode will show you how to start strong. → Learn more about coaching at https://www.FreedomPlanningCall.com/ 00:00 – Too Many Products, Too Much Confusion 01:18 – The Power of Narrowing Focus 02:05 – Choosing Hyper-Niches: Assisted Living, Construction, Cannabis 03:24 – Tough Deals Reveal Lucrative Opportunities 04:48 – How Loan Officers Leverage Hyper-Niches 06:36 – Demand and Consistent Marketing in a Niche 09:07 – Overcoming Fear of Being Pigeonholed 10:36 – The “Main Thing” Principle and Focused Branding 13:09 – Call to Action: Identify and Communicate Your Niche 13:54 – Coaching Support and Taking Action 14:49 – Closing Remarks
Loan Officer Podcast: Why Niching Down as a Loan Officer Is a Power Move
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Loan Officer Podcast: Why Niching Down as a Loan Officer Is a Power Move

Did you know responding to a lead within 60 seconds increases your conversion chances by 391%—but waiting just 5 minutes drops it by over 80%? In this episode, Steve Kyles and Frank Garay break down the shocking MIT study stats on speed to lead and why answering calls instantly is the ultimate game-changer for loan officers. You’ll learn: • The stat that proves answering fast wins 79% of borrowers • How to stop losing deals by missing calls • Simple solutions: call forwarding, answering services, and AI phone assistants • Why AI is now a strong second to live answering (and how to set it up) If you're tired of losing deals you never even knew you had, this episode will show you how to fix it fast. → Learn more about coaching at https://www.FreedomPlanningCall.com/ 00:00 – Introduction to Speed to Lead 00:51 – 391% Conversion Increase in 60 Seconds 01:15 – 80% Drop in 5 Minutes 01:26 – 79% Choose the First Loan Officer 03:14 – What to Do If You Miss a Call 04:15 – Using Answering Services 05:19 – AI Answering Assistant Hybrid Setup 07:16 – Effectiveness of Modern AI 08:18 – Disclosing AI to Callers 09:00 – Real Story: Lead Lost in 10 Minutes 10:49 – It’s About the Leads You’re Missing
Loan Officer Podcast: Speed to Lead: Why Answering in 60 Seconds Changes Everything
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Loan Officer Podcast: Speed to Lead: Why Answering in 60 Seconds Changes Everything

Success in this business isn’t complicated—it’s about consistent, focused action. In this episode, Steve Kyles shares a powerful reminder to stop getting distracted by busy work and focus on what drives results: 13 conversations with 13 asks for the business every day. You’ll learn: • Why 13 daily conversations are the #1 predictor of your closings in the next 90 days • How to start with your warm list (past clients, friends, and family) •The difference between fishing (immediate deals) and farming (long-term growth) • Simple steps to generate 2 referrals a day without overcomplicating your business If you’re ready to stabilize and grow your pipeline, this episode will show you exactly where to focus. → Join the next Bootcamp or learn more at https://www.FreedomPlanningCall.com/ 00:00 – Don’t Get Distracted 00:22 – The Power of 13 Conversations 00:43 – The 25 Call Rule 01:03 – Why Conversations Predict Closings 01:36 – When You’re in Survival Mode 02:15 – Start with Your Warm List 02:46 – Understanding the Numbers 03:14 – Fishing vs. Farming 04:20 – Make 13 Conversations a Daily Habit 05:10 – 13 Conversations = 2 Referrals a Day 05:28 – Final Encouragement
Loan Officer Podcast: Don’t Get Distracted: The Power of 13 Daily Conversations
YouTube Video UExHb2lfMFhYOWx1alM2empEYXo0Tm11OFRuUjFTMEkxUC45QTMxRDQ1Q0FENTI0NkM1

Loan Officer Podcast: Don’t Get Distracted: The Power of 13 Daily Conversations

Loan Officer Breakfast Club
Want to make your Realtor calls more effective and finally get your MoveTube marketing dialed in? In this episode, Katie Lewis joins the Breakfast Club to show loan officers how she can help manage and optimize your MoveTube account while sharpening your marketing materials. If you’re serious about making a professional impression with agents, she’s the person to talk to. Schedule a strategy call at http://gotokatie.com. We also revealed the powerful 12-week a la carte Realtor value item list—an exclusive follow-up system that gives you exactly what to say, send, and do to stay top-of-mind with agents. It's only available via a strategy call at http://dailysuccessplan.com. If you want better marketing, better conversations, and better Realtor results, this one’s for you. LIVE Zoom Meeting Access: https://www.BreakfastClubZoom.comV Free Strategy Call for Loan Officers: https://www.MortgageTrainingCall.com Learn More About Us: https://www.MortgageMarketingAnimals.com
Realtor Value List + Help with MoveTube!
YouTube Video UExHb2lfMFhYOWx1Z0Z0LW5ZSl94RlF0eW1wZEtKWHFOMC5BRjY4NjdBRjA5RTdCMUMx

Realtor Value List + Help with MoveTube!

In this episode of the Loan Officer Breakfast Club, the team dives deep into a question that comes up all the time: Why make Monday calls when you're already planning a Tuesday update? The answer might surprise you—and it could unlock more referrals and business than you think. You’ll learn why skipping that Monday check-in could cost you weekend leads, how to frame your outreach so it’s welcomed (not weird), and how just 10 minutes of total weekly communication can shift your realtor partnerships entirely. They even share how to overcome the “I don’t have anything to say” mindset, and how to stay top of mind using relevant industry news. If you're serious about growing your pipeline through agent relationships, don’t miss this.  Want help making this system work for you? Go to 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 10-Minute Call That Can Transform Your Realtor Relationships
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The 10-Minute Call That Can Transform Your Realtor Relationships

In this episode of the Loan Officer Breakfast Club, Chris Johnstone breaks down a game-changing trend: consumers are increasingly turning to ChatGPT and other AI tools instead of Google to find mortgage help—and the AI is actually recommending specific loan officers. Chris shares how some top-producing LOs are closing deals from clients referred directly by ChatGPT. He explains exactly how to position yourself as the recommended expert in your local market—and why now is the time to get ahead of this shift. Want ChatGPT to start recommending YOU to buyers? Get the prompt and training that makes it happen at: http://loanofficerbrand.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 ChatGPT Might Recommend YOU as the Loan Officer – Here’s How to Make It Happen
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Why ChatGPT Might Recommend YOU as the Loan Officer – Here’s How to Make It Happen

In today’s episode of the Loan Officer Breakfast Club, Owen Lee broke down why right now may be the best rate environment we’ll see for some time to come. Even though many are still waiting for the Fed to cut rates, Owen explained that mortgage rates have already baked in the expected cuts — meaning rates are unlikely to drop further, and could actually rise if the Fed deviates from market expectations. Owen’s message was clear: this is a golden moment to lock in, educate your pipeline, and get more buyers off the fence. If you’re waiting for rates to drop, you’re likely missing the real opportunity. Watch the full market update and learn how to turn this insight into referral-generating conversations. 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 Rate Environment Won’t Last – Lock In Now
YouTube Video UExHb2lfMFhYOWx1Z0Z0LW5ZSl94RlF0eW1wZEtKWHFOMC5CNEFEOUNDRUMzMjVGMjc2

This Rate Environment Won’t Last – Lock In Now

The Mortgage Loan Officer
In this powerful episode, Steve Kyles and I unpack how the Loan Officer AI CRM is transforming the mortgage industry. We dive deep into the impact it’s made on our businesses—specifically how it's replaced three to four other services most loan officers rely on, all in one platform. But the real game changer? Live Zoom Support. Unlike other CRMs that leave you to figure it all out, Loan Officer AI CRM provides real-time help to ensure loan officers actually deploy their marketing efforts and maximize every feature built into the system. Whether you're managing leads, running automations, or executing smart follow-up campaigns, this CRM makes it simpler, faster, and more effective—saving you money and growing your business  Learn more and see it in action at http://loanofficercrm.ai Schedule a one-on-one free coaching call, visit https://www.DailySuccessPlan.com/. 00:00 – How this CRM changed everything for Frank 01:10 – Managing 60,000 real estate agents with automation 01:42 – Live Zoom support: the real game changer 02:02 – Drip campaigns generating real inbound leads 04:13 – AI voice assistant sets appointments automatically 07:04 – Run your entire mortgage business from one CRM 09:24 – Where to learn more: LoanOfficerCRM.AI
Loan Officer Podcast: The CRM That’s Changing the Game for Loan Officers
YouTube Video UExHb2lfMFhYOWx1Z3B6RGdqbGlLU1RpQnJQcVJ3eDJGNi5DNUEzOUFFNkIyOUUzOTRC

Loan Officer Podcast: The CRM That’s Changing the Game for Loan Officers

In this episode, I sit down with Steve Kyles to explore the power of finding a niche as a loan officer. We break down why having a niche doesn’t mean you’re limiting yourself—it actually opens doors. A clear niche helps you stand out, attract the right attention, and build credibility with producing real estate agents. The best part? Once you’re trusted in one area, it becomes easier to earn business outside of that niche too. If you need help identifying or refining your niche, we’re here to coach you through it. Just visit http://freedomplanningcall.com to schedule a free call. 00:00 – Too Many Products, Too Much Confusion 01:18 – The Power of Narrowing Focus 02:05 – Choosing Hyper-Niches: Assisted Living, Construction, Cannabis 03:27 – Tough Deals Reveal Lucrative Opportunities 04:48 – How Loan Officers Leverage Hyper-Niches 06:41 – Demand and Consistent Marketing in a Niche 09:01 – Overcoming Fear of Being Pigeonholed 10:36 – The “Main Thing” Principle and Focused Branding 13:03 – Call to Action: Identify and Communicate Your Niche 13:50 – Coaching Support and Taking Action 14:44 – Closing Remarks
Loan Officer Podcast: Why Niching Down as a Loan Officer Is a Power Move
YouTube Video UExHb2lfMFhYOWx1Z3B6RGdqbGlLU1RpQnJQcVJ3eDJGNi4xRjE1NzQ4MjRCMUNFRDdB

Loan Officer Podcast: Why Niching Down as a Loan Officer Is a Power Move

In this episode of the Mortgage Loan Officer Podcast, I sit down with industry icon Ginger Bell to talk about her brand-new book on leadership and how mortgage professionals can apply its principles to grow personally and professionally. We dive into the key takeaways from the book, how leadership shows up in everyday moments, and how LOs can step into greater influence—whether they manage a team or not. Ginger also shares details about her powerful leadership training courses that are helping professionals across the industry lead with confidence and clarity. If you're looking to sharpen your leadership skills and elevate your impact, this is a must-listen. Learn more or connect with Ginger at https://www.GingerBell.net/ or https://www.FollowGinger.com/. Schedule a one-on-one free coaching call, visit https://www.DailySuccessPlan.com/. 00:00 – Introduction and guest welcome 01:11 – How the Leadership Matters book came to be 03:14 – Why leadership training is in high demand 04:08 – The difference between managing and leading 05:14 – Ginger’s leadership workshop approach 06:17 – Atomic Habits – building better routines 07:18 – How to Win Friends & Influence People – communication skills 09:34 – The 5 Levels of Leadership – Maxwell’s leadership framework 10:25 – Ginger’s goal: practical, applicable leadership skills 14:35 – Everyone leads in some way 16:18 – How to connect with Ginger Bell 19:15 – NAM Hive: a free leadership & industry community 20:24 – Ginger’s mission: empower leaders through education 23:24 – Final sign-off and Loan Officer Breakfast Club plug
Loan Officer Podcast: Leadership with Ginger Bell
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Loan Officer Podcast: Leadership with Ginger Bell

In this episode, I sit down with Brett from Community Wholesale Lending to dive into one of the most powerful down payment assistance programs available today — the DPA100. We break down what makes this program different, how it’s helping more buyers get into homes, and why loan officers across the country are adding it to their toolbox. With no income restrictions, non-occupant co-borrowers allowed, manual underwriting, and no first-time buyer requirement, this program removes the barriers that usually kill a deal. If you're looking for a way to increase closings and serve more clients, you don’t want to miss this conversation. Learn more or get started now at: http://DPA100.com/ If you’re ready to level up like Joanne, visit https://www.freedomplanningcall.com/ to get started—or connect with me directly at https://www.frankcall.com/. Schedule a one-on-one free coaching call, visit https://www.DailySuccessPlan.com/. 00:11 – Guest Introduction: Brett Reichel from Community Wholesale Lending 00:26 – Overview of Down Payment Assistance (DPA) Program 00:47 – Unique Features of the DPA Program 03:36 – Details of the DPA Program 05:02 – Financial Benefits of the DPA Program 07:06 – Manual Underwriting and Overlays 08:15 – No Income Limits and Non-Occupant Cosigners 09:03 – Loan Amounts and FHA Limits 11:29 – Recap and Call to Action: dpa100.com 12:46 – Free Coaching Sessions at LoanOfficerBreakfastClub.com
Loan Officer Podcast: Unlock More Deals with Community Wholesale’s DPA100 Program
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Loan Officer Podcast: Unlock More Deals with Community Wholesale’s DPA100 Program

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