Loan Officer Wealth

In this exclusive podcast episode of LoanOfficerPodcast.com, we chat with Tammy Saul—Officially the #1 producing mortgage broker in Maryland, and the #1 female mortgage broker in the U.S.Tammy and I have a powerful conversation about her strategies for driving over $200M in annual loan production even in a difficult market.We discuss strategic relationship-building and how to create and exceptional service experience and leverage that into more referrals and referral relationships.   Key Takeaways: Uncover how Tammy converts everyday transactions into consistent, high-quality referrals. Learn how proactive communication and disciplined team-building fuel her sustainable growth. Understand her approach to creating an authentic, referral-driven business without buying leads. Listen now to unlock Tammy Saul's powerful insights and apply these powerful lessons to your mortgage business!

In this episode, Chris Johnstone sits down with Craig Sewing from American Dream TV to discuss how to leverage social media, branding, and relationships to build long-term referral relationships. Learn: How Craig's American Dream Media connects over 1,200 top real estate and mortgage professionals nationwide. The secret to creating compelling video content that builds lasting relationships with referral partners. Why most real estate professionals miss out on content marketing and how loan officers can leverage this to dominate their markets. Don't miss this episode! Tune in now to learn how to build your brand, attract new referral partners, and become a content powerhouse.

How Sean Herrero Went from Zero to $220 Million in Mortgage Production

In this powerful episode, Matt Weaver reveals the exact strategies behind personally closing 1,057 loans in 2025—earning him the #11 spot on the 2025 Scotsman Guide Top Dollar Volume list with $367,966,975 in production. He also ranked #4 in 2024 with $373,104,293 in volume and 1,188 units closed. Here's what you'll discover:   How to implement a clear, scripted process to efficiently handle large volumes of loans without sacrificing quality. Proven techniques to build strong, lasting relationships with real estate agents through valuable education and seminars. Essential mindset shifts to move from simply processing transactions to consistently delivering exceptional client experiences. Watch the episode now to learn Matt Weaver's proven success strategies.

In this episode of The Loan Officer Marketing Podcast, we sit down with Damon Germanides, co-founder of Insignia Mortgage, to explore how he cracked the $202M volume mark — not by chasing leads, but by mastering a high-net-worth niche and building powerful partnerships.   Here's what you'll discover:   How to win jumbo, complex, and non-traditional loans that big banks can't touch The exact strategy Damon uses to become the #1 referral partner in boutique real estate offices How adding bridge lending created a second revenue stream (and even more referrals)   Watch the episode now to learn how to grow in any market — especially when others are pulling back.

In this powerful episode of The Loan Officer Marketing Podcast, top producer Ben Cohen (Ranked #4 on Scotsman Guide) shares the mindset, systems, and strategies that helped him grow from $349M to $553M in just one year. Ben breaks down what it really takes to scale a mortgage business today.   Here's what you'll discover:   How Ben built a scalable business model while maintaining world-class customer service The real difference between a transactional lender and a relationship lender (and why it matters) How to create profitable corporate partnerships that bring in steady deal flow   Want to learn how to scale your loan business without burning out?-Don't miss this episode   Watch the full episode now and take your next step toward massive growth.

In this high-impact episode of The Loan Officer Marketing Podcast, Chris Johnstone breaks down the exact strategy his team used to book over 2,000 qualified appointments last month — without cold calling or ad spend. Whether you're a solo loan officer or scaling a team, this episode will give you the exact roadmap to take your mortgage business from inconsistent to fully booked. Here's what you'll learn: - The referral-first strategy that helped the #4 loan officer in the U.S. grow by $204M last year  - Why 77% of borrowers close with the first lender they speak to — and how to make sure that's you  - How to leverage AI and appointment setters to stay top-of-mind and generate consistent deals from your database and referral partners Ready to start booking 3–5 qualified appointments per week without lifting the phone yourself?  Apply now for our AI-powered Appointment Setting Program at AIMortgageDeals.com or text “APPLY” to 704-635-6076 to chat with our AI and see the system in action.

In this amazing episode of The Loan Officer Marketing Podcast, 31-year mortgage veteran James Driscoll shares how he transformed his business by outsourcing appointment setting and leveraging A.I. for consistent follow-up. If you're stuck at 4 loans a month and want to break through to 10+, this episode is your blueprint.   Here's what you'll discover:   How James' team booked 83 qualified real estate agent appointments in just 3 weeks Learn the exact follow-up strategy that turned cold contacts into 10 new referral partners in 90 days. See how he's using this system to both close $70M+ annually and recruit top-producing LOs.   Don't miss this episode—James pulls back the curtain on the exact system fueling his $70M+ production.   Tune in now and start building your own referral machine—one appointment at a time.

In this episode, we interview Andrew Marquis, the #7 loan officer on the Scotsman's Guide, who grew his production by over $100 million in one year. Learn how he's turning a tough market into massive opportunity—and how you can, too.   Here's what you'll discover:   Andrew's mindset shift that helped him grow in a down market (and how you can adopt it today). His exact strategy for outpacing referral partner attrition and adding $80M+ producing agents to his network. How he uses a simple, value-driven script to book meetings with top real estate agents—even when they say “not now.”   If you're a loan officer looking to grow your referral network, boost lead volume, and build lasting partnerships in today's market—don't miss this episode.   Listen now, subscribe, and leave a comment to let Andrew know what stood out to you!

Listen in as Christian Groomes shares how he built one of the largest mortgage businesses in an incredibly short period of time. In this incredibly valuable conversation he shares …   Where he gets his leads and closings from. The #1 process that every loan officer needs to focus on for growth. His thoughts and strategy for how he is going to continue to grow in the coming market.   If you want to close more loans this episode is a must listen!

In this episode, we interview Melissa Rishel, a loan officer who's proving you don't need a massive database to win in this market. Learn how she's building powerful referral relationships from scratch using her unique Walk and Talk Real Estate approach—and how you can, too.   You'll get to learn: How Melissa books referral-generating meetings with top agents every week The Walk & Talk strategy: a creative spin on coffee meetings that gets results Why consistency and tracking are the secret weapons for long-term growth   If you're a loan officer looking for new ways to connect with agents and drive referrals, this episode is your game plan.   Listen now and start building your referral network—one walk at a time!

In this powerful episode, industry legend Cindy Ertman shares her journey from being unexpectedly laid off while pregnant, to becoming one of the most respected names in the mortgage industry with over $1.2B in branch volume. Her story is packed with resilience, strategy, and real-world coaching wisdom.   Here's what you'll learn:   How Cindy used grit and creative strategy to land her first top agent deal—and how that mindset still applies today. The 7 core pillars every loan officer should build their business on to survive and thrive in any market. How focusing on niche markets and relationship-based selling can skyrocket your production and create lifelong referrals.   Whether you're looking to grow your pipeline, optimize your systems, or finally build that consistent referral network—this episode is a must-listen.   Watch now and take the next step in leveling up your mortgage business!

How Marty Guy Fink Grew from $0 Loans to Becoming the #1 Producer in Her Company

In this high-impact episode, we sit down with Nicole Rueth — the #1 lender in Denver — to uncover how she transformed her mortgage business by leaning into a unique brand message: helping clients build wealth through real estate. Loan officers, get ready to be inspired and equipped with strategies to stand out, attract loyal clients, and scale your business in any market.   Here's what you'll learn:   How to Build a Brand That Attracts - Nicole shares how she shifted away from rate-focused marketing to a long-term vision of financial empowerment — and how that message draws in a loyal client base. Content That Converts - Discover how Nicole uses educational content (not just rates or updates!) to consistently generate inbound leads from YouTube, email, and local events. Using AI the Right Way - Learn how Nicole integrates AI into her business for speed, structure, and consistency — without losing the human touch that makes her message connect.   Don't miss this episode — hit play now and discover how to level up your mortgage business by building real value for your clients.

In this powerful episode of the Loan Officer Marketing Podcast, Thuan Nguyen and Chris Johnstone discuss how Thuan built one of the fastest-growing mortgage brokerages in the country—while also helping 864 families secure their home loans.   If you're a loan officer looking to scale your production, simplify your workflow, and retain more clients, this episode is a must-listen.   Key Takeaways for Loan Officers:   Support That Scales: Discover the exact systems and structure Thuan used to recruit and retain over 1,600 loan officers by leveraging A.I. and technology to free them up to focus solely on building relationships and closing deals.   Mortgage Tech That Does the Work: Learn how Loan Factory's app and AI tools handle applications, calculate DTI, and streamline the entire mortgage process for both clients and loan officers.   A Business Model Built for Producers: Hear why Thuan's flat-fee model and “do-it-yourself” mortgage approach empowers loan officers to keep more commission and grow faster.   Tune in now to hear Thuan's full story, and if you find value in the episode, don't forget to leave us a 5-star rating and review—it helps more loan officers like you find the show!

In this powerful episode of The Loan Officer Marketing Podcast, Chris Johnstone sits down with J.R. Boston to break down how he's using the Loan Officer CRM to book more qualified appointments, eliminate follow-up bottlenecks, and help loan officers double their weekly closings. Whether you're new to CRM systems or looking to scale your current setup, J.R. shares real-world strategies you can implement immediately. Here's what you'll learn: How to book 8–12 qualified realtor appointments per week using automated call sequences and the power dialer. The follow-up system that uses AI to automatically collect documents, send emails, and handle communication when clients go quiet. The secret to consistent database marketing that helps loan officers generate leads. If you're a loan officer looking to automate your outreach and close more loans, this is an episode you can't afford to miss.   Learn more about J.R. at JRBoston.com Test drive the CRM: LoanOfficerCRM.ai 

In this episode of The Loan Officer Marketing Podcast, we sit down with the unstoppable Jimmy Hobson to dive into how he's built a powerhouse mortgage business—training new loan officers from scratch, embracing AI, and using social media to generate seven-figure results. Jimmy shares the exact systems, tools, and mindset shifts that helped him go from solo operator to managing over 250 Loan Officers.   Here's what you'll learn:   Training New LOs at Scale: Learn how Jimmy launched an in-house LO training program and what it takes to get brand-new agents producing fast. Tracking + Activity = Results: Get an inside look at the “Tempo” tracking system his team uses and how it directly fuels consistent growth.   Listen this episode now to discover real-world strategies that are working TODAY—from someone who's actually in the trenches closing loans and leading a team. This one's packed with value for LOs who want to grow faster, work smarter, and dominate their niche!

Want to win more agent relationships and grow your business? In this episode, Kevin Bilberry, founder of MoveTube, shares how loan officers can help listing agents win more deals by showcasing their properties on streaming TV platforms like Roku and Amazon Fire.   Here's what you'll learn:   The Simple Tool to Get Listings on TV – Discover how MoveTube allows loan officers to feature homes on streaming platforms, helping agents stand out and win more listing presentations.   How to Help Listing Agents Get More Sellers – Learn how offering TV exposure and AI-generated listing trailers makes you irreplaceable to top-producing agents.   How This Strategy Brings You More Buyer Leads – See how helping agents win more listings turns into consistent buyer referrals for your mortgage business.   If you're looking for a powerful new way to market yourself as a loan officer and attract top agents, this episode is a must-listen!   Tune in now to learn how MoveTube with Kevin Bilberry can help you grow your business.

In this episode, Frank Garay shares his game-changing experience with the LO CRM Power Dialer, revealing how he made 79 calls, had 34 conversations, and secured 4 deals in just 2 hours!Here's what you'll learn:   The Power of High-Speed Calling: Frank walks through how the Power Dialer slashed his call time while increasing engagement and conversions.   Overcoming Call Reluctance: Why this tool makes dialing effortless and removes the mental barrier of picking up the phone.   Automating Follow-Ups for More Deals: How integrating the CRM with AI and Facebook retargeting keeps prospects engaged and ready to convert.   Don't miss out on this must-listen episode if you're serious about closing more deals in less time. Tune in now!   Invest in LO CRM Today - www.loanofficercrm.ai

In this episode of The Loan Officer Marketing Podcast, Chris Johnstone sits down with Amy DeBusk to discuss how she reignited her mortgage business after a tough 2023 and is now closing 100% of her loans through referrals. Amy shares her proven strategies for generating more loans, leveraging AI for lead qualification, and scaling her business using The Loan Officer CRM. Whether you're a seasoned loan officer or just getting started, this episode will give you actionable insights to take your business to the next level.   What You'll Learn in This Episode:   Referral-Only Business Model – Amy shares how she transformed her business by focusing exclusively on referrals from past clients and real estate agents, eliminating the need for paid leads.   AI-Powered Lead Qualification – Learn how Amy automates her lead qualification using an AI voice bot inside The Loan Officer CRM, allowing her to pre-screen leads from open houses and book appointments effortlessly.   Scaling with Automation – Discover how Amy uses AI-driven workflows, automated follow-ups, and pre-approval specialists to streamline her process, freeing up time to focus on relationship-building and closing more deals.   Tune in now to hear the episode, and don't forget to rate us with five-star ratings and reviews for more amazing episodes!

In this episode of Loan Officer Marketing, Paul Abraham—an industry veteran with over 31 years of mortgage experience—reveals the secrets to building a thriving mortgage business. Paul shares why most new loan officers struggle, how to proactively generate business instead of waiting for referrals, and how social media can be a game-changer in building authority and attracting clients. Whether you're a new loan officer or a seasoned pro looking for fresh strategies, this episode is packed with actionable insights that can take your business to the next level.   What You'll Learn in This Episode:   Hunt Like You're Hungry – Stop Waiting for Business to Come to You - Paul stresses that success comes from actively seeking out opportunities instead of relying on realtors to send business your way. He shares strategies to stay in control of your pipeline and generate leads consistently, ensuring that you never feel stuck waiting for deals to come through.   Build Realtor Partnerships by Offering Value, Not Just Asking for Deals - Paul explains how to create real value for realtors. By helping them market for-sale-by-owner properties, providing leads and listings, and positioning yourself as a resource, you can form long-term, mutually beneficial relationships.   Leverage Social Media & Facebook Groups to Establish Authority -  Paul shares how he built the “New Loan Officer Group” on Facebook into a community of over 50,000 members by focusing on education and support. He explains how any loan officer can create a highly targeted Facebook group centered around a specific niche, allowing them to become a go-to expert in their market. Loan officers can use social media as a powerful tool for referrals and business growth.   Tune in now to learn how to take control of your mortgage business, attract more clients, and build lasting partnerships!    

In this episode of The Loan Officer Marketing Podcast, we dive into a powerful strategy that helped our guest, Steve, generate 11 new potential qualified realtor referral relationships in just one month! Steve shares his unique approach to networking with real estate agents by leveraging open houses, personal engagement, and strategic follow-ups.   What You'll Learn in This Episode:   The Open House Playbook: How to identify the right agents, start conversations, and position yourself as a valuable mortgage partner. The Power of Follow-Ups: Proven follow-up techniques to nurture relationships and increase your chances of getting referrals. Leveraging CRM & Data: How to use The Loan Officer A.I. CRM to streamline your outreach and track your progress effectively.   If you're looking to build a steady pipeline of real estate referral partners, this is an episode you can't afford to miss!

In this episode of The Loan Officer Marketing Podcast, Vince Queen reveals how he used AI and podcasting to book 6 top-producing real estate agents in just one month—creating a steady stream of referral opportunities. He shares his exact process for securing high-value conversations, positioning himself as a mortgage expert, and turning interviews into long-term referral relationships.   What You'll Learn in This Episode:   AI-Powered Preparation: How Vince uses ChatGPT to instantly generate podcast scripts, research tax benefits, and structure expert-level conversations in minutes.   Podcasting as a Referral Machine: The exact script he uses to get 50% of invited agents to say yes.   Scaling Trust & Authority: How these conversations build credibility, deepen relationships, and generate ongoing referrals.   Want a proven strategy to book high-value realtor meetings and grow your mortgage business? This episode is a must-listen!

In this episode of Loan Officer Marketing podcast, Nate Carver shares his proven strategies for building a successful mortgage business through innovative marketing, proactive networking, and disciplined sales practices.    Tune in to learn:   The Power of Postcard Strategy: How Nate's postcard marketing campaign targets recent homebuyers and uses AI-driven CRM systems to build engagement and drive referrals. Agent Referral Mastery: Nate's disciplined approach to connecting with qualified real estate agents, booking weekly appointments, and turning these relationships into consistent monthly closings.   Don't miss out on Nate's expert insights that can transform your marketing approach and drive growth in your mortgage business.

In this episode, Chris Johnstone and Carl White dive deep into the key strategies that top-producing loan officers use to scale their business efficiently. If you're stuck closing just a handful of loans each month and want to break through to the next level without working more hours, this episode is packed with actionable insights that can transform your approach.   Visit and Book Your Call Now:  loappointments.com   Key Takeaways:   1. The Power of Leverage – Grow Without Burning Out Scaling a mortgage business isn't about simply working harder; it's about working smarter by leveraging technology, people, and systems. If closing four loans takes you 40 hours a week, then closing eight shouldn't mean 80-hour workweeks—that's not sustainable. Instead, Chris and Carl reveal how leveraging support staff, AI-driven CRM tools, and efficient workflows allows loan officers to double or triple their production without increasing their workload.   2. Why Calls Are King – Unlocking the Highest-Converting Lead Sources Most loan officers waste time chasing low-converting consumer-direct leads, which require talking to hundreds of people just to close one deal. Instead, the top producers focus on two highly scalable strategies:   Calling Past Clients & Database Marketing – Staying in front of previous clients leads to repeat business and referrals, making it one of the highest ROI activities a loan officer can do.   Building Relationships with Qualified Real Estate Agents – Since 67% of all purchase loans close with the loan officer that the real estate agent recommends, forming strategic partnerships with high-producing agents ensures consistent, high-quality leads month after month.   3. Building a System for Growth – From 5 Loans to 50+ Per Month   Breaking through from five loans per month to ten or more isn't just about luck—it's about creating scalable, repeatable systems.   This episode covers:   The "Focus 40" strategy to ensure loan officers build a strong network of referring real estate agents. Why outsourcing appointment setting and lead follow-up can help maintain momentum and keep the pipeline full without overwhelming yourself. How automation and AI-driven tools can keep lead nurturing and follow-ups running smoothly in the background while loan officers focus on closings.   By implementing these strategies, you'll learn how to increase your production while actually working less. If you're serious about taking your mortgage business to the next level, this episode is a must-listen!

In this episode, host Chris Johnstone dives into how loan officers can leverage AI to generate more referrals and create value for their clients and partners. With 87% of mortgage deals coming from referrals, Chris shares actionable strategies to use AI tools like Chat GPT to enhance your marketing efforts, build stronger relationships, and streamline your workflow. Whether you're looking to overcome call reluctance, provide value to your network, or optimize your CRM, this episode is packed with insights to help you grow your business.   The Power of Reciprocity in Referral Marketing: Learn how providing value first—like free resources on personal finance—can encourage clients and partners to reciprocate with referrals. Using AI to Create Valuable Content: Discover how to use Chat GPT to generate customized reports, such as "9 Ways to Save Money Every Month," to engage past clients and referral partners. Optimizing AI Tools for Loan Officer Success: Explore practical tips for integrating AI into your CRM and workflows, and hear about the new Loan Officer Launch program designed to help you launch effective campaigns and boost results.   Bonus: Loan Officer Launch Program: Chris announces the 8-week Loan Officer Launch mastermind program, where participants will learn to launch campaigns from their CRM, generate more conversations, and achieve better results. The program includes weekly classes, preloaded campaigns, and a free CRM for the first 30 days—don't miss this opportunity to take your business to the next level!   Tune in to transform your mortgage business with cutting-edge AI strategies!

Welcome to episode 4 of the Loan Officer Launch podcast series! In this episode, host Chris Johnstone reveals the groundbreaking strategies that are transforming how successful loan officers generate business in 2025. Discover why 87% of funded loans come from referrals, and learn the automated systems that are helping loan officers work smarter, not harder.  

Welcome to episode 3 of the Loan Officer Launch podcast series! In this episode, host Chris Johnstone walks you through the essential steps to building a powerful digital brand that attracts and converts more mortgage clients. If you're getting referrals but not closing as many deals as you should, your online presence might be the missing piece. Learn how to optimize your brand for maximum visibility and impact.  

In this episode of Loan Officer Launch, Chris Johnstone takes you beyond manual mortgage marketing and shows you how to automate your business with AI-powered systems. If you've ever experienced the Loan Officer Roller Coaster, where business fluctuates due to inconsistent lead generation, this episode will help you create a steady stream of referrals and appointments.  

In this episode of Loan Officer Launch, Chris Johnstone, breaks down the seven most profitable pathways to grow your mortgage business using AI—without chasing cold leads or spending a dime on ads. Discover how automation and AI can help you scale referral-based relationships, generate high-quality leads, and transform your brand's online presence. What You'll Learn: The 7 Loan Officer Launches that can double your monthly deals through referral-based marketing. How AI automates follow-ups, email sequences, and text messages to nurture and convert leads effortlessly. Brand Authority Boost: Get more 5-star reviews, better Google rankings, and a stronger social media presence using AI.   If you're a mortgage professional looking to close more deals with less effort, this is the game-changer you've been waiting for. Tune in now!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode of the Loan Officer Marketing Podcast, we sit down with Dan Habib from MBS Highway/Highway.ai to unpack the latest market updates, explore the transformative role of AI in the mortgage industry, and gain valuable insights for loan officers navigating today's challenges. This episode is packed with actionable insights you won't want to miss! Watch as Chris speaks with Dan about… The Federal Reserve's Recent Rate Cut and Its Impact on the Bond Market: How the recent 25 bps cut and reduced 2024 projections impact mortgage rates and affordability. How AI Is Reshaping Customer Interactions and Streamlining Processes in the Mortgage Space: The game-changing role of AI in lead qualification, client interactions, and process automation. Practical Advice for Loan Officers to Build Trust, Increase Conversions, and Nurture Realtor Relationships: Tips to build trust, boost conversions, and strengthen realtor relationships in today's market. And MORE! Connect with Dan Habib: LinkedIn - https://www.linkedin.com/in/thedanhabib Instagram - https://www.instagram.com/thedanhabib/ Please drop us a 5-star rating and review to support us so we can keep bringing you top-value podcast episodes.  

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode of the Loan Officer Marketing Podcast, Rob Miller shares his incredible journey of scaling his loan volume to an impressive 67 loans in a single month. From leveraging cutting-edge AI tools to fostering strong relationships with real estate agents, Rob reveals the strategies and systems that have propelled his success.  Whether you're looking to grow your loan business or refine your processes, this episode is packed with actionable insights you won't want to miss! Watch as Chris speaks with Rob about… From 6 to 67 Loans: Rob Miller's AI-Powered Growth Strategy: Discover how Rob Miller skyrocketed his loan volume from 6-9 loans per month to 67 in September by leveraging AI tools, proactive database outreach, and streamlined workflows. Mastering Purchases and Refinances: Learn his unique approach to balancing purchase and refinance business, including locking clients in at optimal rates before market changes. Building Agent Relationships and Streamlining for Success: Gain insights into building strong real estate agent relationships and maximizing efficiency with targeted communication and automation. And MORE! Please drop us a 5-star rating and review to support us so we can keep bringing you top-value podcast episodes.

Tony Umholtz's $2 Billion Success Story: From NFL Kicker to Mortgage Powerhouse   Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone.   In this episode of the Loan Officer Marketing Podcast, we dive into the inspiring journey of Tony Umholtz, who transitioned from a career in football to becoming a top-producing mortgage banker.   Watch as Chris speaks with Tony about…   From Field Goals to Financial Goals: Tony's journey from playing for the Giants, Patriots, and Titans to closing $12 million in mortgage production in his first year. Staying in the Game: Why Tony chose mortgage banking over a return to the NFL and how he has surpassed $2 billion in career production. Diversifying for Success: Insights into Tony's diversified business model, working with real estate agents, builders, financial planners, and even celebrities. Winning Strategies with Financial Planners: How Tony leverages his finance background to build strong referral partnerships. Advice for Loan Officers: Tips on diversification, adaptability, and creating a daily success plan for long-term growth.   And MORE!   Please drop us a 5-star rating and review to support us so we can keep bringing you top-value podcast episodes. Follow us on Instagram for daily mortgage inspiration - https://www.instagram.com/_chrisjohnstone_

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. Join Todd Bookspan on the Loan Officer Marketing Podcast as he shares powerful strategies for loan officers, covering mindset, time management, database leverage, and AI tools to boost efficiency and business growth. Don't miss these essential insights! Watch as Chris speaks with Todd about… Positive Mindset & Consistent Execution: Todd Bookspan shares how top loan officers stay focused on what they can control, maintaining a positive outlook and sticking to their plan, even during market shifts. Time Management & Productivity: Learn how disciplined time management and saying “no” to distractions enable loan officers to prioritize their most impactful activities, structuring routines for peak productivity. Leveraging AI & Database for Efficiency: Discover how conversational AI can streamline communications and free up time, while regular check-ins with past clients and referral partners help drive ongoing business growth. And MORE! Please drop us a 5-star rating and review to support us so we can keep bringing you top-value podcast episodes.

How We Get 5 Qualified Real Estate Agent Referral Appointments Per Day, Every Day.   Welcome to the Loan Officer Marketing Podcast! In today's episode, hosts Carl White and Chris Johnstone are joined by Jennifer Woodland, a standout in our concierge program, for an in-depth chat on appointment setting.   They'll reveal powerful strategies to help loan officers make the most of their time and increase closings by building valuable realtor connections. Jenn brings firsthand insights on how her team connects with past clients, pre-approved buyers, and top-notch real estate agents to set up high-value appointments that lead to real growth.   Watch as Chris Johnstone and Carl White speaks with Jennifer about…   Why realtor referrals are gold and how to secure them. How to effectively set appointments with past clients and agents. Proven ways to stay energized and motivated while making calls ● The game-changing role of tech and automation in appointment setting.   Plus, Jenn shares eye-opening stats comparing closing ratios for social media leads versus realtor referrals—and reveals why investing in agent relationships is the smartest way for loan officers to spend their time.   Want to take your appointment setting to the next level? Visit http://loappointments.com/ and learn how our concierge program can help you reach your goals!   Please drop us a 5-star rating and review to support us so we can keep bringing you top-value podcast episodes.

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In today's episode, we sit down with powerhouse Loan Officer Vickie Lasher, who shares her incredible journey back into the industry after a year and a half break. Vickie reveals her step-by-step prospecting approach and the true value of staying connected to clients over the long term. Watch as Chris speaks with Vickie about… Vickie's return to the industry led to a $3.2 million closing month, powered by the MMA & Call Stars strategies. Learn the value of consistent outreach, including reconnecting with past clients to create fresh refinance opportunities. Get Vickie's top tips on daily prospecting routines and how persistence in making calls can turn “no's” into a thriving loan pipeline. And MORE! Please drop us a 5-star rating and review to support us so we can keep bringing you top-value podcast episodes.

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone welcomes Frank Garay from the Loan Officer Breakfast Club! They dive deep into the incredible resources available for loan officers, including the daily coaching sessions that have transformed the way professionals in the industry connect and grow. Discover the power of the Loan Officer Breakfast Club, where you can access 30 minutes of free coaching every weekday. Frank shares insights on the community's growth, the engaging "Objection of the Day" segment, and how loan officers are overcoming challenges together. Don't miss out on the fun and camaraderie that makes the Breakfast Club a unique and essential resource for loan officers everywhere! Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host, Chris Johnstone and Kyle Guldenpfennig dive deep into the strategies fueling Kyle's impressive growth in the mortgage industry. Starting the year at 3-4 loans per month, Kyle now averages 7-8 and has ambitious plans to hit 16 loans monthly in the next 6-9 months. He shares insights on how technology, automation, and mindset have been game-changers, including his use of LO CRM for streamlined follow-ups, automated voicemails, and targeted communication for leads from Zillow and other online platforms. Scaling Loan Production: Kyle Guldenpfennig shares his journey from averaging 3-4 loans per month at the beginning of the year to consistently closing 7-8 deals monthly, with plans to reach 16 loans per month within the next 6-9 months. Technology & Automation as Game-Changers: Discover how Kyle leverages LO CRM to automate follow-ups, voicemails, and targeted communication for online leads, maximizing efficiency and staying top-of-mind for Zillow prospects and beyond. Mindset & Future Innovations: Kyle emphasizes the power of an abundance mindset in growing his business and discusses exciting AI advancements, including smart glasses, to streamline mortgage services further. And MORE! Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone is joined by Andrew Cebulskie, President of Lynx Financial Group. Watch as Chris speaks with Andrew about… How Andrew added 8 new deals to his pipeline in one week by consistently following the DSP. Why protecting your calendar and being intentional about making calls is crucial for success. Regularly calling past clients and pre-approved prospects keeps you top-of-mind for referrals. And MORE!   Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. Looking to boost your mortgage business? Building strong, lasting relationships with real estate agents is key to growing your pipeline.   In this episode, we'll show you how Loan Officer CRM simplifies the entire process—automating your outreach, scheduling appointments, and tracking success—so you can close more deals without wasting time on manual tasks.   Tune in to learn how you can leverage this powerful tool to streamline your efforts and drive real results!   We'll learn how to: Add qualified real estate agents to your CRM Automate outreach and follow-up Leverage the power dialer for efficient calling Use a proven follow-up system Build lasting relationships with agents Track success and refine your strategy And More!   Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone dives into the incredible success story of Ryan Pope, who booked 50 appointments in just three weeks. We'll break down his winning strategies, including how he made 494 calls, had 190 conversations, and turned those into 35 kept appointments and 2 applications—all in a new market! Learn how Ryan's Daily Success Plan of 2 hours of high-value prospecting, consistency in follow-ups, and authentic relationship-building with qualified agents transformed his business. Plus, discover how Loan Officer CRM automation, from appointment reminders to follow-up systems, boosted his efficiency and conversion rates. And more! Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone sits down with Al Hensling, ranked #25 on Scotsman Guide's Top Originators list, to discuss the keys to long-term success in the mortgage industry.   In this episode, we discuss: - Building a Referral-Based Business: Al Hensling emphasizes the importance of building long-term relationships with referral partners and clients, viewing the mortgage industry as relationship-driven rather than transactional. Innovative Networking: Al shares his unique approach to networking, including hosting events in his personal "man cave" and utilizing it as a venue for local real estate groups, helping him create deeper connections with referral partners. Leveraging AI and Technology: Al discusses how his team integrates AI into their processes to streamline tasks, enhance communication with clients, and improve overall efficiency, allowing his team to focus on higher-value work. And more! Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, we sit down with Edwin Oquendo to dive into his experience with the Concierge Program for Loan Officers and how it's helped him scale his business. Edwin shares how he's been able to focus on what he does best—engaging clients and closing deals—by outsourcing his cold outreach to the concierge team. The program books approximately 10 qualified appointments per week, allowing him to maintain a 75% show rate and expand into new markets like Marion County without pre-existing relationships. Edwin provides insights into how the Concierge Program works, with the team making around 300 calls per month to past clients and qualified agents, managing his CRM, and handling follow-ups. He also shares his strategic shift from two-step to longer single appointments, leveraging the “double tap” method for no-shows and considering a transition from Zoom to phone calls for higher connection rates. In addition, Edwin talks about his success habits, including the importance of tracking numbers, giving the system time to work, and staying prepared with research tools like Redder. Whether you're a loan officer looking to scale your business or simply curious about the benefits of a concierge system, this episode is packed with actionable insights. Tune in to learn how Edwin is using The Loan Officer CRM and the Concierge Program to consistently grow his business and build lasting relationships with clients and agents. Loan Officer CRM - www.locrmdemo.com Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone dives into the world of artificial intelligence with expert Megan Anderson from highway.ai. Join us as they discuss how prompt engineering is revolutionizing the mortgage industry and marketing strategies. Key Points Covered: Understanding the basics of prompt engineering in AI The importance of context and task definition in prompts Exploring prompt stacking and its applications Choosing the right AI platform: ChatGPT vs. Gemini The impact of AI on customer experience and business processes Megan's new AI course, the AI Advantage, for beginners in AI Don't miss out on this insightful conversation with Megan Anderson and discover how AI can transform your business processes and marketing strategies. For more information and to access Megan's AI course, visit IamMeganAnderson.com. Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone sits down with Devin Dubuc to discuss the transition from consumer direct marketing to focusing on realtor relationships. Devin shares insights on how he leverages the Mortgage Marketing Animals (MMA) community, AI tools, and a podcast show to build lasting connections with top-tier agents. He reveals his process of identifying, reaching out to, and building relationships with real estate agents, emphasizing the importance of genuine communication and value-driven interactions. He also delves into how the podcast show, "Real Estate Success Partner," serves as a powerful marketing asset, generating business from both agents and consumers. Don't miss out on valuable insights and tips shared in this episode! Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone interviews Ryan Marks, a seasoned mortgage professional with nearly two decades of experience. Ryan shares his journey in the mortgage industry, from working for big banks to becoming an independent broker. He discusses how he has successfully leveraged artificial intelligence (AI) and the Mortgage Marketing Animals CRM to convert aged leads from real estate agents into closed deals. He also provides valuable insights into how he uses the AI feature in the CRM to automate lead conversations, schedule appointments, and streamline the lead conversion process. Additionally, He emphasizes the importance of investing time to learn and customize the AI responses to align with his communication style and business goals. Learn how Ryan has achieved success by combining innovative technology with proven marketing tactics. To connect with Ryan Marks and learn more about his mortgage services, visit www.markslending.com or email him at ryan@markslending.com. Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone discusses essential strategies for loan officers to achieve success in the mortgage industry. He emphasizes the importance of tracking key metrics such as database numbers, referral partner numbers, referrals from deals in process, and conversion rates in marketing. By understanding these numbers, loan officers can forecast their business performance and plan their daily activities effectively. Chris highlights the significance of the Daily Success Plan and the Mortgage Marketing Animals program in providing training and coaching for loan officers. He also mentions the Loan Officer Breakfast Club as a valuable resource for industry professionals to learn and network. Additionally, he introduces the concept of leveraging AI technology for mortgage marketing and generating high-quality leads through Google referrals. For more information on Chris Johnstone's AI SEO program and how to rank on Google for mortgage leads, contact him at chris@connectionincorporated.com. Don't miss out on this insightful episode that can transform your mortgage business and help you reach your income goals. Visit Loan Officer Breakfast Club for free coaching and valuable resources. Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone shares insights on the impact of artificial intelligence on the mortgage and real estate industry He discusses the evolution of Google's algorithms, emphasizing the importance of local SEO and the role of AI in determining search results. He also highlights the significance of obtaining legitimate five-star Google reviews and leveraging AI to enhance online visibility. Additionally, He explains how AI can streamline repetitive tasks for loan officers and real estate agents, improving customer experience and lead generation. Don't miss out on this insightful discussion on the transformative power of AI in the real estate and mortgage industries! Don't forget to reach out to Dennis at Wells Funding Group for all your mortgage needs at 219-230-8400 or visit Wells Funding Group. Connect with Chris Johnstone at Loan Officer CRM and on Facebook at Chris Johnstone. Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your host Chris Johnstone discusses the essential components of building a successful mortgage business. He emphasizes the importance of daily discipline, philosophy, systems, team building, and leadership in achieving growth and success. He also highlights the role of Mortgage Marketing Animals in providing training and coaching for loan officers, including the Daily Success Plan and the Loan Officer Breakfast Club. Additionally, He touches on the benefits of using the Loan Officer CRM for managing leads, realtor relationships, and marketing strategies.  Don't miss out on this valuable episode filled with actionable insights and strategies for loan officers looking to take their business to the next level. And for a limited time, take advantage of the special offer on the Loan Officer CRM to supercharge your business growth. Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In the latest episode of the Loan Officer Marketing podcast, we dive deep into how AI is changing the game for turning online leads into real business opportunities. Chris Johnstone shares some great tips on how to boost your online lead conversion rates. During the interview, Chris breaks down the three key things you need to maximize online engagement and conversion. He also talks about how The Mortgage Marketing Animals and their AI-powered CRM system seamlessly bring these elements together to ensure top-notch lead conversion success. If you're curious about the future of mortgage lead management, Chris invites you to check out how AI is transforming customer interactions at https://loanofficercrm.ai/. Tune in to this episode to learn the strategies that are setting new standards in the mortgage industry. To learn more about loan officer training programs and mortgage marketing, visit toploai.com. Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!

Welcome to another podcast episode of the Loan Officer Marketing with your host Chris Johnstone. In this episode, your hosts Chris Johnstone and Carl White discuss SEO strategies for loan officers and mortgage marketing. They cover the importance of SEO in generating more loans, focusing on referral partners, SEO, and online leads. They also emphasize the shift towards AI in search engines and the need for proper optimization to rank on Google and AI platforms. Additionally, they discuss the significance of content, backlinks, and ratings/reviews in SEO strategies and highlight the benefits of being ranked on Google and AI for loan officers, emphasizing the quality of inbound consumer leads. To learn more about loan officer training programs and mortgage marketing, visit toploai.com. Drop us a 5-star review on Apple podcast and be sure to subscribe for more amazing episodes!