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April 24, 2025

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Loan Officer Freedom
For more information about Carl’s upcoming accountability group, visit https://www.AllianceNextLevel.com/. Schedule a one-on-one free coaching call, visit https://www.MortgageTrainingCall.com/. Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White. This is not just another episode. This is episode 600, a milestone nearly two decades in the making. To celebrate, Carl brings on the one person who has been there since day one: Diane Ranger. Together they reflect on the early days of the Mortgage Marketing Animals, back when podcasting was not common, and how their partnership shaped everything loan officers now know as the MMA system. Carl and Diane share the biggest truths they have learned along the way, including the now famous “Don’t ask how, ask who,” why loan officers must stop building the farm and start milking the cows, and the dangers of half built bridges and chasing too many shiny objects. Their conversation dives into delegation, confidence, staying in your lane, and the hard won lessons that transformed a small idea in 2004 into a nationwide movement. The episode closes with a heartfelt reflection on the impact Diane has had not only on the MMA organization, but on hundreds of thousands of loan officers who have built better businesses and better lives because of the work they quietly built behind the scenes. If you want the real story behind 600 episodes, the wisdom learned, the mistakes made, and the people who made it possible, this celebration is a must listen. 00:00 – Episode 600 Begins 00:45 – Starting Mortgage Marketing Animals 02:23 – Lessons Learned Over the Years 04:07 – Don’t Ask How, Ask Who 06:16 – The Power of Delegation 08:58 – Milk the Cows, Don’t Just Build the Farm 10:34 – Half-Built Bridges 11:59 – Delegating at 70 Percent 13:07 – Salespeople vs Fixers 14:46 – The Steven Spielberg Story 17:41 – Small Checks, Big Checks 22:48 – Feel the Fear and Do It Anyway 24:59 – Risk Looking New, Not Stupid 28:01 – Win or Learn 28:30 – A 25-Year Partnership 29:33 – Stories of Real Impact 30:30 – Closing Thank You
What We've Learned With 600 Episodes
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What We've Learned With 600 Episodes

For more information about Carl's upcoming accountability group, visit AllianceNextLevel.com. Schedule a one-on-one free coaching call, click here or visit LoanOfficerStrategyCall.com. 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 branch manager and trusted partner Jim Reed for a wide-ranging conversation that starts with Christmas bonuses and ends with a lesson on grace, growth, and leadership. Jim shares the simple formula he uses to keep bonuses consistent year after year, why employees value stability more than big swings, and how to build culture without tying it to market cycles. Carl and Jim also dig into the real work of leading a team, including why top performers want responsibility, why you should never jump in and do someone's job for them, and how inconsistency can unintentionally send the wrong message. They open up about money, purpose, and the difference between compensation and appreciation, offering a grounded look at what it means to lead people well in a volatile industry. The conversation wraps with a powerful discussion about personal growth, learning from pressure, and how the biggest breakthroughs often come from the weight life puts on your barbell. If you've ever wondered how to lead with clarity, reward your team fairly, and grow through both challenges and successes, this episode will hit home. 00:00 – Setting the Stage 01:37 – Why Employees Don’t Think Like Commission Earners 05:28 – Building Culture Through Simple Traditions 06:53 – The Simple Bonus Formula 09:54 – Money, Minimalism, and Meaning 14:19 – The Power of Grace 17:24 – Accountability With a Hug 21:19 – Respecting Roles on Your Team 26:18 – How to Have It All 27:23 – The Tests Come Before the Lessons 29:35 – Storms, Growth, and Taking Feedback
How to Have It All: Leadership, Bonuses, and Real Growth
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How to Have It All: Leadership, Bonuses, and Real Growth

Start your loan officer journey strong. Book your free strategy call now: https://www.MortgageTrainingCall.com/ Hudson Beebe, the youngest guest ever on the Loan Officer Freedom Podcast, shares what it really takes to start strong as a new loan officer. He answers the key questions every rookie faces and breaks down actionable steps for building momentum. Learn practical strategies you can implement immediately to start closing more loans and move toward freedom in your career. If you are a new loan officer or just starting out in mortgage sales, this video shows you exactly what to focus on first without wasting time on common mistakes most newcomers make. Listen. Learn. Apply. Start growing your business today. 00:05 – Introduction 00:37 – Introducing Hudson BB 01:00 – Why Hudson Reached Out 01:47 – Hudson’s Background 03:18 – First Three Months Question 05:15 – What Carl Would Do 07:43 – What Actually Works 07:58 – Qualified Agents Defined 08:14 – Getting the Right List 12:01 – The Wrong Way to Approach Agents 15:11 – The Coffee Script 18:38 – Asking for the Business Music from #Uppbeat (free for Creators!): https://uppbeat.io/t/mountaineer/innovation License code: OYFZYZ5Z5SYXRSU4
Good Ole' Fashioned Business Tools for the New Loan Officer
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Good Ole' Fashioned Business Tools for the New Loan Officer

For more information about Carl’s upcoming accountability group, visit https://www.AllianceNextLevel.com/. To map out the exact plan top producers use to grow their business, visit https://www.GetMoreLoans.com/. 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 Rebecca Bernard, the executive assistant behind one of the most productive mortgage branches in the nation, closing nearly $400 million a year. Rebecca shares how she supports branch manager Jim Reed both personally and professionally, taking everything off his plate that does not generate revenue so he can focus entirely on growth. You will hear how Rebecca manages finances, schedules, communication, tech issues, branch operations, event planning, coaching logistics, and even borrower intake in her earlier role, freeing up massive time for the entire branch. She explains what traits to look for when hiring your first assistant, why green and eager often beats experience, and how the right support person becomes a true profit center instead of an expense. Carl and Rebecca break down why top earners almost always have this level of help, how assistants keep loan officers focused on prospecting instead of distractions, and why the most successful leaders build their team before they think they qualify. If you have ever wondered when it is time to hire help or how much it could change your life, this episode lays it out clearly and simply. 00:00 – Meet Rebecca and Her Role 00:31 – Inside a 400 Million Dollar Branch 01:09 – Why Rebecca Is Always in the Room 01:33 – The Email System That Keeps Everyone Moving 02:44 – Managing Jim’s Personal and Household Bills 08:54 – Why She Joins Every Meeting 09:51 – From LP1 to Executive Assistant 11:27 – Supporting Loan Officers Daily 12:24 – Clearing Clutter so Producers Can Produce 14:19 – What She Did Before Mortgage 16:29 – Lessons Learned from a Top Producer 20:06 – When to Hire an Executive Assistant 23:18 – Help Comes Before Success 23:33 – The Gatekeeper Role 27:31 – How She Ramps Up a New LO 29:14 – Running Events and Branch Operations 33:10 – Lacey’s Three Million Dollar Milestone 33:44 – The Five Percent Rule 35:00 – Your Plan at GetMoreLoans.com Music from #Uppbeat (free for Creators!): https://uppbeat.io/t/mountaineer/innovation License code: IXYZ1DGPNPDOJYQV
The Executive Assistant of a $400 Million Branch
YouTube Video UExHb2lfMFhYOWx1aVVkaTJvRHpMelk5dExLZV8tWjJlUy5ENkM0Q0U2NjE5OTNCNEFC

The Executive Assistant of a $400 Million Branch

Loan Officer Leadership
Stop chasing the next silver bullet. Do these three things well, and word will spread fast. Book a free strategy call to learn how to implement this system at https://www.MortgageTrainingCall.com/. Loan officers often overcomplicate success: chasing new tools, CRMs, and shiny widgets… when the truth is, winning with agents comes down to just three things. In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay reveal the simple, proven formula that will win you business and build long-term trust with qualified agents. You’ll learn: • The three things every agent truly wants from their lender • How to remove chaos and become their competitive advantage • Why consistency beats every marketing trick in the book • How to turn communication and follow-up into new referrals 00:00 – Introduction 00:30 – Realtors’ Top Concerns 01:07 – Three Key Actions 02:55 – Competitive Advantage 04:36 – Reputation Growth 05:18 – Real-Life Examples 06:54 – Communication Strategies 08:23 – Process-Driven Success 09:20 – Agent Benefits 10:49 – Implement the System 11:29 – Closing Remarks
The 3 Things Every Realtor Wants from Their Loan Officer
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The 3 Things Every Realtor Wants from Their Loan Officer

In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Chelsea Gardner dive into the real reason most originators struggle to stay visible, and how to fix it fast. You’ll learn: • How to build trust with agents using the “7-11-4” strategy • Why targeted Facebook and Instagram ads create an “everywhere” effect • What to do if you have more time than money, or more money than time • The difference between “done-for-you” and “done-with-you” ad services How just one closed loan can pay for an entire year of marketing If you're tired of cold calls and ready to build real influence, this episode will show you exactly how to become the most visible, trusted lender in your market. To learn more about Chelsea’s ad services and mentorship, visit https://www.FullyAlignedMarketing.com/ and use code STEVE20 to save on your first month of membership. 00:00 – How to stay top of mind with agents and clients 00:24 – Using targeted Facebook and Instagram ads 01:15 – The “7-11-4” trust-building strategy 02:30 – Creating omnipresence with the “octopus effect” 03:09 – How influence marketing warms up leads 04:33 – The long-term ROI of Facebook ads 07:12 – Chelsea’s mentorship and ad setup program 08:24 – Deciding between “done-for-you” or “done-with-you” ads 10:10 – Becoming the “mayor” of your local market 11:06 – Inside the done-for-you ad service 13:12 – How to join FullyAlignedMarketing.com 14:08 – Listener discount: Code STEVE20 for $20 off 15:09 – One closed loan can cover a year of marketing 15:40 – Chelsea’s final tips for better ad targeting 16:21 – Final thoughts and call to action
Become Every Agent's Favorite Business Partner
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Become Every Agent's Favorite Business Partner

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

Loan Officer Breakfast Club
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 In this episode of the Loan Officer Breakfast Club, we dive into the mindset and strategies that are helping top-performing loan officers win more business—without burnout. From powerful email campaigns that convert cold prospects to how setting clear expectations with clients can protect your time and sanity, this episode is packed with tactical takeaways. Steve Kyles shares a winning framework for asking for commitment early in the process (and why it matters), while Angela, David, and Heather highlight recent wins driven by consistency, follow-up, and owning the process. Whether you're struggling with prospecting or simply looking for a mindset reset, you'll walk away from this one fired up and ready to take control of your pipeline.
Stop Chasing Agents – Start Attracting Them: Proven Tactics for Loan Officers
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Stop Chasing Agents – Start Attracting Them: Proven Tactics for Loan Officers

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 In this episode of the Loan Officer Breakfast Club, Chris Johnstone drops an absolute masterclass on leveraging AI to generate high-quality real estate agent conversations at scale. If you're tired of leads slipping through the cracks or struggling to stay consistent with follow-up, this session is for you. Chris walks through how loan officers are automating their outreach using the LOCRM's new AI workflow builder—capable of sending customized emails, handling replies with AI-written messages, and even booking appointments automatically. Plus, you'll hear real-world results: one team making 3,500+ dials a week and booking daily apps from it. Whether you're already using AI or just getting curious, you'll walk away with tangible strategies to boost your referrals, reconnect with past leads, and dominate your local market.
How Top LOs Are Using AI to Book More Realtor Meetings (Without the Headache)
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How Top LOs Are Using AI to Book More Realtor Meetings (Without the Headache)

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 In this episode of the Loan Officer Breakfast Club, Owen Lee delivers one of the most data-driven and actionable market breakdowns we’ve seen all year. He unpacks the recent shift in home affordability, showing how rising inventory, softening prices, and slightly lower rates have created a “3-year peak” in buyer affordability—especially in key markets like Florida, Texas, the Carolinas, and California. You’ll learn exactly why now is the moment to re-engage your pipeline and how to use this shift as a compelling reason to reach back out to cold leads. Carl White also previews an upcoming FSBO strategy call blitz, offering a complete marketing framework loan officers can use to generate agent meetings fast—while others are winding down for the holidays. This isn’t just theory—it’s practical, market-timed insight that can drive closings this quarter.
Affordability Breakthrough: Why Now is THE Time for Buyers
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Affordability Breakthrough: Why Now is THE Time for Buyers

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 In this special extended edition of the Loan Officer Breakfast Club, we dive deep into the art and science of conversation with Roberto Monaco. He breaks down research-backed methods for communicating more effectively with clients and referral partners so you can increase your influence and drive more business. This session ran nearly an hour because everyone was locked in from start to finish. If you want to elevate the way you engage, build trust, and create more opportunities, this is an episode you do not want to miss. To connect with Roberto, visit: https://influenceology.com/
Unlocking the Science of Influence: Mastering Client Conversations with Roberto Monaco
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Unlocking the Science of Influence: Mastering Client Conversations with Roberto Monaco

The Mortgage Loan Officer
Get started at http://loanofficercrm.ai or for full white-glove setup, go to http://loanofficercrm.ai/aio. 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 In this game-changing episode, Chris Johnstone from LoanOfficerCRM.ai breaks down how AI is completely reshaping the mortgage industry—and what loan officers can do right now to stay ahead. He shares real-world examples of how mortgage companies are already getting live referrals and even full loan applications directly from ChatGPT. Chris calls this the biggest technology shift we’ve ever seen—and if you move quickly, you can position yourself to benefit. Whether you’re an individual LO or managing a branch or region, this episode shows how you can start using AI tools to drive serious new business. 00:00 – Welcome 00:21 – AI in the Mortgage Industry 03:00 – Lessons from Blockbuster & BlackBerry 04:14 – AI & Quantum Computing Transformation 05:02 – AI Replacing Traditional Search 06:09 – ChatGPT-Generated Deals 08:10 – Be Recommended by AI 09:48 – High-Quality AI Referrals 12:30 – Getting Ahead of the AI Shift 13:17 – Supporting Loan Officers & Teams 15:25 – Case Study: From Zero to ChatGPT Leads 16:48 – Tactical AI Strategy 20:12 – Publish Content AI Can Reference 22:28 – Connect: LoanOfficerCRM.ai
Can ChatGPT Replace Loan Officers?
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Can ChatGPT Replace Loan Officers?

In this powerhouse episode, I sit down with the one and only Barry Habib — market expert, founder of MBS Highway, and board member at Fannie Mae. Barry shares his expert insights on where mortgage rates are headed, what’s really driving the Fed’s decisions, and how these shifts will shape the housing and lending landscape. We also dive into Barry’s work at Fannie Mae, where he’s helping shape the future of housing finance, and his outlook on why today’s loan officers—those still standing—are perfectly positioned for massive success in the coming cycle. If you’re in the mortgage industry, this episode is pure gold. You’ll walk away with a clear sense of where the market’s heading and how to position yourself for what’s next. For daily insights and tools from Barry and his team, visit https://www.MBSHighway.com/. 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 – Introduction 00:40 – Fed Meeting & Market Overview 02:23 – Why Rates Could Come Down 04:53 – Inflation: What’s Real vs. Overstated 07:10 – Rate Outlook & Market Tailwinds 09:34 – Refinance & Purchase Opportunities Ahead 11:54 – Transition to Fannie Mae Conversation 15:16 – Proposed Solutions for High LLPAs 17:46 – Advice for Loan Officers Right Now 18:58 – How to Maximize the Coming Boom 20:12 – Wrap-Up
Housing Market Opportunity You Can't Afford to Miss
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Housing Market Opportunity You Can't Afford to Miss

In this episode, Frank Garay sits down with Kevin Gillespie from The Leadership Academy to explore one of the Academy’s six powerful pillars—how to separate yourself from the noise in today’s crowded mortgage space. Kevin shares how top loan officers and branch managers can stand out by branding their products in a way that makes them unique and desirable. Rather than competing on price, this strategy turns ordinary loan offerings into something special that clients truly value. It’s a fascinating conversation about perception, positioning, and creating distinction in a world where everyone’s pitching the same thing. Learn more about The Leadership Academy at https://www.ProfitDrivenPlan.com/. 00:00 – Welcome to The Mortgage Loan Officer Podcast 00:07 – Introducing Kevin Gillespie & The Leadership Academy 00:37 – Turning Average Products into Irresistible Offers 01:26 – It’s Not Pricing, It’s Positioning 01:47 – The Leadership Academy’s Approach to Product Differentiation 02:49 – #1 Expand Your Product Line (Add Non-QM & Niche Solutions) 04:04 – #2 Pricing Structure Strategies to Compete with Big Banks 04:43 – #3 Stack Value & Brand Your Loans 05:41 – #4 Create Instant Engagement & Trust with Clients 07:32 – #5 Be Consultative, Not Transactional 08:44 – Real Results: 50–80% Conversion Rates Using This Process 09:02 – Why Product Differentiation Matters More Than Price 10:03 – Combining All Five Strategies for Maximum Impact 11:25 – How to Learn More & Connect with The Leadership Academy 12:17 – Thank You from Frank & Kevin – See You Next Episode
Loan Officer Podcast: Kevin Gillespie – Turning Average Products into Irresistible Offers
YouTube Video UExHb2lfMFhYOWx1Z3B6RGdqbGlLU1RpQnJQcVJ3eDJGNi5DNTU3ODQ4ODAzMjFERTI1

Loan Officer Podcast: Kevin Gillespie – Turning Average Products into Irresistible Offers

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

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