In this episode, I sit down with Chris Johnstone to unpack how loan officers are getting high-quality, consumer-direct leads from ChatGPT—and how you can too. We also talk about: How to build AI authority and become searchable inside ChatGPT The daily actions that train AI to recognize you as the expert How prompt stacking and discoverable chats are changing the game Why AI referrals are the new referral source for tech-savvy buyers and agents Plus, Chris shares the story of his life-changing mi...
Jul 04, 2025•27 min
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this powerful and personal episode of the Loan Officer Leadership Podcast, your host, Steve Kyles, sits down with Frank Garay to unpack a mindset that changes everything: there’s no way out—just through. Frank opens up about how embracing this principle has impacted his family, his marriage, and his approach to navigating life’s biggest challenges. Together, they dive into what it ...
Jul 02, 2025•30 min
What if every listing turned into a referral opportunity—with zero gimmicks? In this episode, Steve Kyles and Frank Garay break down how Movetube is changing the game for loan officers and their agent partners. If you're looking for a strategic, modern way to stay visible, deliver real value, and multiply your referral business, this is it. You’ll learn: How Movetube helps agents get more listings syndicated across major streaming platforms The power of pairing 13 conversations a day with a true...
Jun 27, 2025•11 min
Struggling to get consistent referrals? It’s probably not your rates—it’s your habits. In this episode, Steve Kyles and Frank Garay break down the 3 simple reasons loan officers aren’t getting referrals —and how to fix each one with confidence and ease. You'll learn: Why not asking for the business is costing you deals—and exactly what to say instead How being invisible to your database is killing your pipeline (and how to fix it in under 2 hours/week) What it really means to make life easier fo...
Jun 25, 2025•18 min
You don’t need another quote, podcast, or plan—you need a decision. In this episode, Steve Kyles challenges you to stop waiting on motivation and start owning your commitment. Discover: The difference between a choice and a decision—and why only one leads to real results How one originator went from 0 to 7 loans in 5 weeks by deciding to show up The simple 90-day activity that changes your business (and your life) Why feelings are fickle—and how to build a plan that doesn’t depend on them Ready ...
Jun 20, 2025•11 min
You're making the calls. You're having the conversations. But if you're not asking for the business—you’re leaving deals on the table. In this episode, Steve Kyles unpacks the real reason most loan officers struggle with lead flow: they're not making the ask. You’ll learn: Why “just keep me in mind” is costing you referrals The exact script that converts at 18% from warm conversations How one bootcamp graduate added 7 deals in a week by mastering the ask The psychology behind why we don’t ask—an...
Jun 18, 2025•10 min
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Your feelings aren’t facts. Your numbers tell the real story. In this episode, your hosts, Steve Kyles share the six key metrics every loan officer should be tracking to eliminate guesswork, stay accountable, and build a predictable pipeline. You’ll learn: Why “busy” isn’t the same as productive—and how to know the difference The one shift that turns conversations into closings How 13...
Jun 14, 2025•11 min•Ep. 438
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. If you're avoiding prospecting, it's not a time issue—it’s a belief issue. In this episode, your hosts, Steve Kyles share a personal story about how a mindset shift around prospecting transformed his business—and how it can change yours too. Whether you’re stuck in survival mode or struggling to make the calls, this episode will help you reframe your resistance and find your why. You’...
Jun 12, 2025•7 min•Ep. 437
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. The secret to growth isn’t doing more—it’s doing less of the wrong things. In this episode, your hosts, Steve Kyles and Frank Garay dive deep into why learning to say no is the real unlock to loan officer success. You’ll discover: • Why dissecting what’s working beats obsessing over what’s broken • How the Be-Do-Have framework clarifies your business and life decisions • The truth abo...
Jun 07, 2025•18 min•Ep. 436
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Imagine giving real estate agents syndicated TV exposure—without the heavy lifting. In this episode, your hosts, Steve Kyles and Frank Garay break down how Movtube Studio is giving loan officers a major edge when partnering with top-producing agents. You’ll discover: • What Movtube really is—and why it's a no-brainer conversation starter • How to leverage TV syndication to win high-qu...
Jun 05, 2025•19 min•Ep. 435
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Ready to build long-term visibility and trust in an AI-first world? In this follow-up to Part 1, Steve Kyles and Chris Johnstone go even deeper into what it takes to get found (and trusted) by AI—before your competition does. In Part 2, you’ll learn: • Why Google Gemini’s new AI results make traditional SEO nearly obsolete • How to reverse-engineer where ChatGPT gets its recommendatio...
May 31, 2025•19 min•Ep. 434
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. AI isn’t the future—it’s already reshaping how consumers search for homes and loan officers. Are you being recommended… or replaced? In this episode, your host Steve Kyles and AI/tech expert Chris Johnstone break down what every loan officer needs to know about Google’s latest AI announcement, how ChatGPT is changing buyer behavior, and what it means for your visibility, pipeline, and...
May 29, 2025•23 min•Ep. 433
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. What if the next generation wants to buy a home—but just doesn’t believe they can? In this episode, your host, Steve Kyles is joined by Kristen Messerli, co-founder of FirstHomeIQ, a nonprofit on a mission to bridge the financial literacy gap and equip Millennials and Gen Z with the confidence and tools to become homeowners. You’ll learn: The top 3 reasons younger buyers feel stuck—an...
May 24, 2025•16 min•Ep. 432
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Ever feel like your business is running you instead of the other way around? In this episode, your host, Steve Kyles shares the 3 game-changing shifts that helped him (and countless others) go from chaos to clarity—and build a consistent, scalable mortgage business. You’ll learn: Why a clear daily plan is your greatest advantage—and what it must include The 5 metrics every loan office...
May 17, 2025•19 min•Ep. 431
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. The way people search for mortgage professionals is changing—and if you’re not positioning yourself to be found in AI platforms like ChatGPT, you’re already falling behind. In this episode, your host, Steve Kyles is joined by tech and AI strategist Chris Johnstone to unpack how loan officers can build a brand that shows up inside AI searches—just like they would in Google results. You...
May 15, 2025•27 min•Ep. 430
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. What if just $5 a day could keep your name in front of every past client and referral partner—without annoying anyone? In this episode, your host, Steve Kyles is joined by targeted ad strategist Chelsea Gardner to break down how loan officers can stay top of mind using low-budget, high-impact Facebook and Instagram ads. You'll learn: • Why most LOs lose business from past clients with...
May 10, 2025•26 min•Ep. 429
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In Part 2 of this candid conversation, Ryan Pope dives deeper into what drives Steve Kyles to consistently show up and lead at a high level. Steve shares how overcoming limiting beliefs, mastering your calendar, and surrounding yourself with the right people are critical to long-term success—both professionally and personally. Get ready for powerful insights, practical strategies, and...
May 08, 2025•22 min•Ep. 428
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this special episode, Ryan Pope flips the script and interviews Steve Kyles about his personal journey—from humble beginnings to leading one of the top mortgage coaching communities in the country. You’ll hear how Steve first entered the business, what lessons he learned the hard way, and why mastering consistent prospecting is the key to building predictable income. This candid, c...
May 03, 2025•29 min•Ep. 427
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Your past clients want to hear from you. They just forgot you’re still in the business. In this episode, your host, Steve Kyles shares a simple system to turn old relationships into new referrals—without cold-calling or sounding salesy. If you’ve been silent for too long, this is the wake-up strategy you’ve been waiting for. Here’s what you’ll walk away with: The stat that’s costing y...
May 01, 2025•15 min•Ep. 426
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. If you’ve been hovering around 5–7 loans a month and can’t seem to break through, this episode is going to shift everything. The problem isn’t lack of effort. It’s lack of structure . In this episode, your host, Steve Kyles explains why most loan officers are stuck in reactive mode—letting their inbox, incoming referrals, and distractions run the day. Top producers don’t work harder. ...
Apr 26, 2025•16 min•Ep. 425
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this episode, your host, Steve Kyles dives deep into how top-producing loan officers are generating 2 to 3 referrals every single day from their sphere of influence. He shares a proven daily success plan that focuses on meaningful conversations rather than cold calls. He also emphasizes the importance of tracking your activity and provides actionable steps to help you take control ...
Apr 24, 2025•16 min•Ep. 424
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this episode, your host, Steve Kyles shares how top producers consistently close 8–10 loans a month without buying leads, cold-calling, or chasing. The secret? Structure, not hustle. You’ll hear what happened when over 4,000 outbound calls were made in a single day—and why the real issue isn’t a lack of leads... it’s a lack of follow-up. Learn the proven rhythm that turns your data...
Apr 19, 2025•13 min•Ep. 423
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. If you’re not getting at least 2–5 loans a month from your database, you’re leaving serious money on the table. In this episode, your host, Steve Kyles breaks down why most loan officers miss out on consistent, referral-rich business—and how to fix it with a simple, proven system. You’ll learn: Why fear, busyness, and lack of structure keep most LOs stuck What to say (and how often) t...
Apr 17, 2025•12 min•Ep. 422
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this episode, your host, Steve Kyles and Chris Johnstone break down how AI can help loan officers scale agent outreach, answer inbound calls, and book more qualified appointments—without losing the personal touch. They talk about using AI voice assistants, outbound dialing with smart CRM systems, and how Chris’s concierge service is booking over 200 appointments a month for LOs who...
Apr 05, 2025•21 min•Ep. 421
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this episode, your hosts, Steve Kyles and Frank Garay unpack the real results from our recent Call Stars 50 Blitz—nearly 4,200 outbound calls, over 1,800 conversations, 323 referrals, and 46 appointments in a single day. They break down the exact formula that’s helping loan officers close 8–10+ loans per month consistently with just 13 conversations a day—and it’s all backed by fre...
Mar 29, 2025•15 min•Ep. 419
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this episode, your hosts, Steve Kyles and Frank Garay talk about the game-changing impact of having 50 real conversations a day —with people you already know and have relationships with. They unpack how community and accountability are often the missing ingredients in a loan officer’s daily routine and why doing the right activities with others can help you break through to new lev...
Mar 27, 2025•9 min•Ep. 418
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. What does it take to consistently close 20+ loans a month? In this episode, your host, Steve Kyles sits down with Brittany who shares the six things that have helped her reach 21 closings this month, including the three must-do activities and the three habits to eliminate that make all the difference. She breaks down how to: Stay top of mind with agents to keep referrals flowing Work ...
Mar 22, 2025•30 min•Ep. 417
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Not everyone hit 50 calls, but they still won the game—because momentum beats hesitation every time. In this episode, your host, Steve Kyles talks about why s ome don’t hit their goal, but they still win, how your story inspires others, and why results come when you take massive action. If you’ve been waiting for the perfect moment to start, this is your wake-up call. If you’re ready ...
Mar 20, 2025•11 min•Ep. 416
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Making calls isn’t enough—you need conversations that convert. In this episode, your host, Steve Kyles dives into why first calls are never great, but they get better, why the right script matters, and how having a clear call to action changes everything. Loan officers who win aren’t just dialing—they’re moving deals forward. If you want your conversations to create results, listen in...
Mar 15, 2025•15 min•Ep. 415
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. What happens when you commit to 50 Talk To’s in a single day? Everything changes. In this episode, your host, Steve Kyles breaks down why action builds confidence, how taking massive action brings clarity, and why most loan officers are sitting on untapped potential simply because they’re not having enough conversations. If you’ve ever wondered what’s possible when you truly commit, t...
Mar 13, 2025•13 min•Ep. 414
