The Big Skip Energy Podcast

Today on The Big Skip Energy Podcast, Skip welcomes Cynthia Barnes back to the show to share her sales wisdom and insights. As the first black woman to keynote a national sales conference and founder of the National Association of Women's Sales Professionals, Cynthia discusses her impactful talks on the confidence-quota connection, her transformation through healthy living, and the significance of knowing one's worth in sales. She and Skip also get into strategies for maintaining confidence, effective communication, and how intrinsic motivation is the game-changer for sustained success.

Today Skip brings you an episode packed with useful information to make 2025 more productive and profitable. He is joined by Alayna Gardner, Director of Revenue at LodeStar Software Solutions, and they discuss the exciting news of LodeStar starting a title company called SettleWise, and her role in sales and marketing. She and Skip dig into the value of trade shows, effective networking strategies, the importance of customized outreach, the significance of balanced trade show participation, and the impact of maintaining a clean, targeted email database. Alayna also shares insights on LinkedIn content creation and the need for more diverse voices in the mortgage industry.  

Whether you've been in the mortgage industry for decades, or you're just starting out, today's episode is extremely valuable. Skip welcomes Adrienne Holmes, Vice President of Sales at Highland Mortgage. Adrienne shares her 30-year journey in the mortgage industry, discussing challenges, mentorship, and the importance of adaptability. They dig into the relevance and impact of AI and technology in modern mortgage operations, the need for genuine human interaction with clients, and the critical role of resilience in overcoming industry and personal adversities. Adrienne emphasizes the value of a new generation joining the industry and the importance of evolving practices to stay successful.

What thought pops in your head when you think about a non-QM loan? There are definitely some misconceptions out there, but fear not, Skip is here with a guest that will explain just how versatile and wide-ranging these loans can be, and why that means more opportunity for you. Wendy Licis, SVP of Non-QM Production at Kind Lending joins the podcast today. Wendy is a seasoned professional in the mortgage lending field with 35 years of experience. She and Skip discuss the ins and outs of non-QM (non-qualified mortgage) loans, debunk common myths, and highlight their importance for borrowers who don't fit traditional mortgage criteria. Wendy explains the types of borrowers suitable for non-QM loans, the variety of non-QM products available, and the untapped opportunities for loan officers to expand their referral networks. 

In this episode of the Big Skip Energy Podcast, Skip welcomes financial advisor Meredith Moore and mortgage originator Laura Witte. Meredith shares her inspiring story about beating cancer and moving on to be one of the top financial advisors in the country. And Laura talks about the challenge of having to start over again financially after the housing crash. The group discusses the importance of building meaningful referral networks, scaling businesses, and how core values impact professional relationships. Laura and Meredith also share their strategies for handling challenging clients and empowering women in their respective industries, while highlighting the balance between personal alignment and professional success.

Happy New Year and welcome to a new season of The Big Skip Energy Podcast! Today Skip is kicking it off in a big way with legendary sales expert Mark Hunter, AKA, The Sales Hunter. Mark begins with some amazing stories of his entry into sales and his philosophy that sales is a lifestyle, not just a profession. He emphasizes the importance of building authentic relationships and referrals in the sales industry, provides tips on goal setting and business planning, and discusses the role of AI in enhancing research capabilities for salespeople. He and Skip offer practical advice for embracing challenges, staying focused on activities that drive success, and maintaining a customer-first approach.

In this episode of the Big Skip Energy podcast, Skip welcomes back Connor Bartley, National Recruiting Manager at Lower, to discuss the current state of mortgage recruitment, the importance of personal branding, and innovative strategies for success. Connor emphasizes finding the right company culture, long-term growth over short-term incentives, and the critical role of a supportive ecosystem. He shares the story behind his recent career move and offers valuable advice for loan officers considering a change. This is a not miss to start off your 2025.

Today on the Big Skip Energy Podcast, Skip welcomes Amy Franko, a veteran sales expert and author. Amy shares insights from her start in corporate America, working with IBM and Lenovo, to becoming an entrepreneur and sales consultant. She and Skip discuss crucial sales strategies, the importance of focusing on the right customers, and the mental shift required in transitioning from a large organization to entrepreneurship. Amy also gives valuable tips for sales planning, the significance of referral relationships, and offers a downloadable business planning template for listeners.

Today Skip welcomes Malik Wilkes to discuss his extensive experience and involvement in the mortgage industry. Malik shares his not so unique story about stumbling into the mortgage field, from planning a career in law to becoming the lead of the mortgage origination team at a credit union. He emphasizes the importance of financial literacy, industry education, and community involvement. They also talk about strategic approaches credit unions can adopt to promote their mortgage services, and listen to Malik's holiday preferences in an entertaining 'this or that' segment.

In this episode of the Big Skip Energy Podcast, Skip welcomes back Laura Witte, a loan officer with Highland Mortgage, and two new faces, Chelsea Monaco Carlis and Gabby Hines from the Anna K InTown real estate team in Atlanta. With all the recent changes for agents, the group dives into the critical role of buyer's agents, the importance of local partnerships and how buyers and sellers can ensure they are working with an agent who will deliver for them. They talk about the intricacies of the home-buying process, including the benefits of bridge loans and HELOCs. 

Skip is here to drop some knowledge today with  Laura Witte from Highland Mortgage  and Mark Jones, CEO of Keller Williams Atlanta,. They delve into the complexities of the current real estate market, from the importance of local expertise and the shift to a skills-based approach to navigating commissions and securing successful transactions. They address election season dynamics, the risks of for-sale-by-owner deals, and the crucial role of professional agents in mitigating fraud and negotiating advantageous deals.

We have all faced some tough times in the industry, and Skip's guest today, Bryan Lovell, is no exception as he started his career in 2007.  Bryan is a mortgage retail sales leader with Highland Mortgage. He and Skip discuss the current ups and downs of the mortgage business, and Bryan shares his experiences starting in a very challenging market, the importance of maintaining a proactive mindset amidst economic challenges, and effective strategies for building and maintaining real estate referral partnerships. He stresses the importance of building personal connections alongside detailed business planning, Brian offers advice for both new and seasoned loan officers to adapt to market shifts and prepare for future success.Find more about Bryan Lovell

On today's episode, brought to you by Highland Mortgage, Skip welcomes John McNair, President and CEO of the Community Bankers Association of Georgia. They discuss his history in the banking industry, the importance of community banking, and his experience with advocacy and education. John highlights the tech advancements in community banking, the association's legislative accomplishments, and the ever-changing role of education in combating fraud. He also shares how his passion for martial arts and golf help to shape his leadership style. 

In this episode of the Big Skip Energy Podcast, sponsored by Highland Mortgage, Skip welcomes Laura Witte from Highland Mortgage and veteran real estate agent Weslee Knapp, Owner at KellerKnapp. They share their extensive experience in the real estate industry, discuss the implications of the recent NAR settlement, and offer valuable advice for both consumers and real estate pros. They talk with Skip about the importance of transparency, good fundamentals, early investment in property to create long-term wealth, and give actionable insights and reassuring perspectives during times of change in the real estate market.

Today Skip welcomes Kristie Jones, a sales consultant for early-stage B2B SaaS startups. She tells her story about her start in corporate America and transition to self-employment. Kristie explains how her entrepreneurial background inspired her to help founders transition from founder-led selling to building robust sales processes. She and Skip discuss the importance of finding the right sales role, leveraging sales superpowers, and staying adaptable in a dynamic sales environment. Don't miss her new book, 'Selling Your Way In,' the blueprint for sales professionals to control their income and life.Find more about Kristie

In this episode of the Big Skip Energy Podcast, Skip welcomes Ashley Yarabinec, CMB, AMP, the Director of Member Relations for the Bankers Association. They discuss the Mortgage Action Alliance (MAA) and its significance in mortgage industry advocacy. She explains how industry professionals can get involved, the tools available for advocacy, and shares success stories of impactful campaigns. Ashley also highlights the upcoming Advocacy Conference in Washington D.C. and the 'Advocacy in August' campaign, showing just how important grassroots efforts are in shaping legislative priorities.

In this episode of the Big Skip Energy Podcast, Skip welcomes Michelle Berman Mikel, CEO of Berman Media PD. Her background in fitness and competitive swimming translates into high competitive energy in the world of social media coaching for real estate agents and mortgage professionals. She discusses her company services and goals, and offers tips on effective social media prospecting and content creation, emphasizing authentic connections over passive marketing.

The one and only Susanna Gray Jones returns to the Big Skip Energy podcast to share her story from education recruitment in England to starting a business in Dubai. Susanna and Skip discuss the challenges of sales management, effective recruitment, the importance of clear communication and accountability, and the significance of treating employees with dignity, even when parting ways.

Today Skip welcomes Mark Milam, former airline pilot and current President of Highland Mortgage. He talks about his transition from aviation to the mortgage industry, and discusses the importance of persistence, nurturing client relationships, and effective communication strategies. Learn how Mark overcame challenges, adapted his skills, and built a successful mortgage company from the ground up

Today Dr. Bruce Lund joins the Big Skip Energy Podcast to discuss his background in human performance, his transition into mortgage coaching, and launching his coaching business, 90 Day Sales Manager. He gives insights on building confidence, returning to basics, thriving in the mortgage industry, and embracing unique individual experiences and strategies for bank and credit union loan officers to succeed.

Sit back, maybe pop open a cold one, and listen to Skip and his guest Rick Roque dish out some market insights. Rick is a mortgage industry pro with over two decades of experience. He explains his beginnings in technology and transition into the mortgage business. He and Skip discuss insights on market cycles, strategies for mortgage professionals in current market conditions, the importance of adapting and pivoting, social media strategies and the significance of down payment assistance programs. Rick also talks about his new venture into the brewery business with Censored Monkey Brewery, and the creative way they name their beer. 

Today Skip welcomes Liz Short, a strategy and technology consultant with over 22 years of experience in the mortgage industry. They discuss the importance of leveraging technology and modern sales approaches to optimize business processes. She explains how loan officers can use tech to enhance their efficiency, manage customer relationships, and navigate the ever-changing mortgage industry.

Today Skip and Kayla welcome Laura Witte, a seasoned loan officer and co-owner of Highland Mortgage, to discuss her impressive 25-year career in the mortgage business. As someone that has closed over a billion and a half dollars in loans and is one of the top five producers in Georgia, she knows a thing or two about delivering for homebuyers. Laura describes 2023 as the hardest year of her career, even harder than the market crash, but emphasizes the importance of mindset, decision-making, and hustle in overcoming adversity. Skip, Kayla and Laura discuss adapting to the tough market by focusing on educating clients and agents through classes and advice on navigating through high rates and market instability. They also talk about finding success by being problem solvers and going above and beyond to find solutions for clients. Find more about Laura hereFind more about Highland Mortgage

Kevin Ducey, VP of Business Development for Kama Insurance, joins Skip and Kayla on today's episode. He discusses his time in the mortgage and insurance industries, the importance of building relationships, and creating generational wealth through homeownership. Kevin shares his view on the value of empathy in sales, owning an insurance business, and the impact of helping families achieve the American dream. Most importantly, they discuss remembering your why to avoid burnout. 

Today's show comes full circle. Skip welcomes back his very first guest Steve Barsby, Assistant Athletics Director and Head Tennis Coach at Georgia College and State University, to talk about recruitment across various industries. Steve shares his insights from his 24 years of recruiting athletes, emphasizing the shift towards a more recruit-centered approach and the critical aspect of establishing trust and setting proper expectations during the recruitment process. He and Skip discuss best practices for recruiting, such as being honest, setting clear expectations, focusing on the process rather than solely on outcomes, and broader issues related to company culture and relationship-building in recruitment. 

Today's episode is a treat - The one and only Jeff Bajorek, speaker, leader, trainer, coach, and podcast host, returns to the show. He shares insights into his recent projects, including the challenges and rewards of integrating into multiple corporate cultures simultaneously. He tells some personal stories, his dislike for macaroni and cheese due to childhood trauma, to highlight the importance of adaptability and human connection in sales and leadership. He emphasizes the critical role of being part of a company's culture while managing the distractions it can bring, and stresses the significance of understanding the human element in sales organizations, beyond just selling skills and processes. Jeff and Skip discuss the concept of fractional management and leadership, focusing on the value of adaptability in changing market conditions, especially in the mortgage banking and real estate sectors. 

On today's show,Skip brings back a favorite guest from the past, Erica, who previously appeared on the 'Top Producing Women in Mortgage' episode. Erica shares her experiences of transitioning from a direct lender to a broker, highlighting the benefits she discovered in terms of pricing control and personalized service. She emphasizes the importance of having a solid CRM system and staying consistent in business practices. Erica gives some keys to building strong professional relationships, and how adapting to changes like new social media trends and other technological advancements is integral for longevity and success in the industry. 

Today, Camryn Hinton, the Associate Director of Member Relations and Events at ACUMA (American Credit Union Mortgage Association), joins the Big Skip Energy Podcast. She talks about ACUMA's operations, services, and its commitment to educating credit union mortgage professionals. Camryn discusses the recently formed Young Professional Network at ACUMA, which provides educational content and networking opportunities for hopeful upcomers in the finance field. 

Today's show isn't like any other you've heard from Skip and Kayla before. Matt Cox, who was once on the FBI's and Secret Service's Most Wanted list for mortgage fraud joins the show. He shares his story of running a mortgage and development company and engaging in fraudulent activities, how he navigated the system, fixing loans and creating identities which enabled him to defraud banks of millions. After being on the run for three years, he was eventually arrested and served 13 years of a 26-year federal prison sentence. Matt now uses his experience to caution others about the pitfalls of fraudulent activities and the life-changing consequences they bring.

Today Skip and Kayla welcome Raquel Borras, a LinkedIn influencer with almost 30K followers. She shares her journey in the mortgage industry, starting in 2014 and how she has been particularly successful in personal branding and social media, to leverage opportunities. She discusses her youth initiative and the importance of mental health, inspired by her own experiences. Drawing on her mantra of focusing on the positive, she understands the challenges faced by Gen Z and urges empathy, understanding, and mentoring.to make the mortgage industry  more vibrant and accessible to the younger generation.

It's a BIG show today! Skip and Kayla welcome the one and only Jeb Blount, CEO of Sales Gravy and author of 15 of some of the best sales books on the shelves. Together they discuss the art of selling and the importance of goal setting. They delve into the importance of a balanced approach to various sales techniques, including telephone prospecting and social selling. Jeb emphasizes the need for salespeople to strive for progress not perfection. He talks about the significance of surrounding one's community with value and focusing on the things that truly matter when setting goals to stay motivated and efficient in your personal and professional life.  

Today is a special episode, where Skip and Kayla are brining you a big bite of wisdom from every guest that has been on the show this season. From sales to socials to financials to focus, the guests this season didn't disappoint. So have a fun listen to seasoned industry leaders and the best and brightest of the new generation of pros.  Here from: Ally Carty Larry Levine Laura Brandao Jessica Stokes Drew Kessler Bill Bodner Andrew Martin Brian Vieaux Jordan Nutter Loretta Salzano Brock Cassidy Steven Cooley Ashley Yarabinec Kyle Draper   We here at The Big Skip Energy Podcast hope that you had a wonderful holiday and we look forward to a big, bright, and successful 2024! 

Today Skip and Kayla are joined by Ashley Yarabinec, the Associate Director of Relations at the Mortgage Bankers Association, who also chairs the Residential Impact Networking Group for young professionals in the mortgage real estate finance field. Ashley discusses her career journey, her passion for networking and professional development in the mortgage industry, and the importance of advocacy in shaping the industry's future. She highlights the MBA's role in providing resources and amplifying the voices of its members, the importance of education and understanding the ‘why' behind industry decisions and offers advice to mortgage lenders on improving their skills and getting more involved in industry-shaping activities.

Social media can be an area that many real estate professionals can feel hesitant to dive into. Today, Skip and Kayla are joined by social media expert and self-proclaimed video marketing therapist, Kyle Draper. Kyle recounts his diverse professional journey which finally led to becoming a recognized social media guru. Discussing the common struggles people experience with video marketing, Kyle emphasizes the importance of showing authenticity and relatability rather than constantly selling. He advises listeners to operate from a 'why' of serving others rather than self and discusses his recently launched 'Rethink Everything Bootcamp',  

Today Skip and Kayla are joined by Steven Cooley, Founder and Owner of Art vs. Math and Mortgage Advisor Tools, He offers insights into the significance of technology in the mortgage sector. He shares how Mortgage Advisor Tools, regarded as the 'CAPTERRA' or the 'Yelp' for mortgage tech, assists lenders, loan officers, and brokers with a comprehensive list of technology services, products, and companies in the industry. The most sought-after tool, according to Steven, is lead generation. Looking at the ever-growing Gen Z demographic, Steven emphasizes the need for lenders to embrace technology. 

Continuing our Merry Mortgage Week, Skip is joined by Brock Cassidy, CRO of Newzip. He and Skip talk about the impact of MBA conferences and the amazing networking that is involved at the events. Brock explains the concept behind Newzip, a tech startup aimed at streamlining transactions involving multiple parties in real estate. He highlights the importance of patience, creating strong advocates, and offering clear benefits in tech sales targeted to financial institutions. And Brock is bullish on the mortgage market, predicting a return to normal conditions during 2024. 

In this episode of the Big Skip Energy Podcast, Skip and Kayla welcome Loretta Salzano, a Compliance Attorney with a law firm in Atlanta She offers insights into the world of real estate compliance and social media marketing. She discusses her journey and secrets to success, including capitalizing on her legal expertise, harnessing her energetic personality, and building a reputation through word-of-mouth referral. Loretta details the delicate balance between risk-taking and respecting laws and regulations, when engaging in social media marketing and to make sure there is alignment of marketing efforts with the company's compliance rules. 

Skip and Kayla welcome mortgage lender Jordan Nutter to the show. Jordan discusses the vital role of social media in educating individuals about mortgage lending and homeownership. Drawing from her experience as Vice President of NFM Lending's influencer division, she underscores the necessity of clear, accessible information for potential homebuyers. Jordan also shares her unique initiative of traveling around the U.S in a motorhome, providing homeownership education to individuals and real estate professionals directly. Jordan uses social media channels such as YouTube, Instagram, TikTok, and Facebook to cater especially to Gen Z audiences and advocates for the importance of authenticity, personal connection, and 'edutainment' in the world of social media marketing.

Today Skip and Kayla welcome Brian Vieaux, the President and Chief Operating Officer of Finlocker, to discuss the role of financial education in the mortgage and real estate sectors. Finlocker's mission is to help consumers understand their housing and mortgage readiness. They talk about the challenges in the industry among originators to provide relevant financial education and content, and emphasizes the need for industry professionals to embrace long-term strategies that include early engagement and education of potential home buyers to build trust and lasting relationships. 

Forget Tom Cruise. Today Skip welcomes Jessica Stokes, Master Trainer and Coach at Sales Gravy. She and Skip discuss Jessica's role and strategies on nurturing deals and leads, her personal story to successful prospecting, and her transition from the air force to a career in sales. Jessica's belief is that regular communication, personal touches, and a passionate approach can increase sales success rates.

Today Skip welcomes Drew Kessler. They discuss Drew's transition into her role as SVP of Sales at Genesys Technology Group, involving sales tactics, overcoming imposter syndrome, and advice for young individuals entering the banking or fintech sector. Then followed by some fun discussion on Drew's fantasy football league. 

Today Skip and Kayla welcome Bill Bodner, Chief Revenue Officer of Tabrasa and the Chief Market Analyst for thier Mortgage Market Guide  They get into the current state of the mortgage market, interest rates, and the impact of the Federal Reserve's policies. They also touch on the challenges faced by loan officers in the industry, the importance of education and staying informed, and potential future trends in the market. 

Today Skip welcomes a guest that is a little different than usual, but his expertise and knowledge of making the most of your money is something that every listener will appreciate. Andrew Martin, founder of Atlas Financial Strategies, a fee-based financial and business planning firm, aims to democratize financial advice, making it accessible to those without substantial wealth. He and Skip also touch on the significance of having a reliable referral network when seeking professional services, such as CPAs and attorneys. (oh, and real estate professionals!)  Find more about Andrew and Atlas Financial Strategies 

On today's show, Skip welcomes Laura Brandao, CSO & Partner at EPM & CEO Lighthouse Advisors. She shares her story and path in the mortgage industry and her passion for helping families through their homeownership journey and discusses her transition in launching Lighthouse Advisors, a venture aimed at providing services across the mortgage industry. She and Skip then shift to strategies for success, focusing on the value of persistence and consistency. Laura highlights the significance of building relationships, not just for immediate business but as seeds for future opportunities. She also talks about the power of saying "yes" to opportunities, describing her own transformative experience after overcoming initial fears and accepting a speaking engagement that led to new perspectives and personal growth.Laura's "Say Yes Every Day" concept is at the core of her philosophy, encouraging people to embrace opportunities and live with no regrets. She emphasizes that we should not let fear hold us back and that success comes from continuous effort and pushing beyond our comfort zones.

Big show today, with a big guest. Skip and Kayla welcome the one and only Larry Levine, Best-selling author, coach, trainer, podcaster, the list goes on. The show starts with Larry telling his story of starting in sales and how he slogged through decades of selling copiers, but at 50 years old found himself at a juncture where he had to change course. Through the support of his wife and good friend, he began coaching and training salespeople on what made him successful. But what brought him success wasn't something that most salespeople had been exposed to before. Before sales enablement, Larry brought his style of “Selling From the Heart,” also the title of his best-selling book.  Larry gives concrete examples and tips for how to get beneath the surface with prospects and deepen relationships that lead to closing more deals in a genuine, human way.  Larry talks about the significance of perception and how the public's view of salespeople affects their interactions and argues that building trust and credibility should be a top priority for sales professionals. He shares a formula for trust, discussing the importance of authentic relationships, meaningful value, inspirational experiences, and disciplined habits. Larry, Skip and Kayla also touch on how to leverage social media in creating client relationships. Connect with Larry on LinkedIn or head to his website  

Bringing The Value of Ownership to GenZer's Welcome back to season 4 of The Big Skip Energy Podcast! Today Skip and Kayla welcome Ally Carty of ActiveComply, who shares her journey and vision for bridging generational gaps. From her initial reluctance to embrace the mortgage world to becoming an active voice to Gen Zer's. She discusses the importance of social media in connecting with younger generations and demystifies the hurdles faced by industry professionals and offers practical advice on simplifying social media content. She highlights the mortgage industry's role in creating generational wealth and emphasizes the need to recruit and mentor younger talent for its revitalization. With a title of "Gen Z Guru," Ally's transparent approach fosters trust and understanding in an ever-evolving home buying landscape. 

Join Skip and he discusses HousingWire Rising Star Alayna Gardner as they discuss a myriad of topics including succeeding as a vendor in the tech space, sales leadership in a team setting and more!

Join Skip as he discusses the mortgage industry with Steve and some practical advise for those wanting to dominate the rest of 2023!

Amy, founder of Sales and Presence, Inc., joins Skip to discuss the use of power skills and language to show how soft skills really make hard dollars! Amy is an awesome speaker and trainer and we had a great conversation!

Founder and CEO of the National Association of Women Sales Professionals, Cynthia Barnes, joins us to talk inclusivity, why communication matters, and more!

Join Skip as he talks with Xandy Whitman, an expert in STEM education and education sales. They talk selling in a niche market, navigating a long sales process with multiple stakeholders and succeeding as a woman.