Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Are you making the calls, having the conversations, and still not seeing the results you want? One of the biggest gaps in most loan officers’ businesses isn’t effort—it’s intentionally asking for the business and tracking the activity. Too many loan officers are doing the work but leaving deals on the table simply because they aren’t making a direct, confident ask. In this episode, St...
Mar 08, 2025•7 min•Ep. 413
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 sits down with Greg Kohlhagen, who went from closing just two loans a month to eight closings this month. Greg breaks down the three key things he focused on to grow his business and maintain momentum. Greg shares how he mastered: Daily prospecting habits that drive consistent closings Accountability strategies to stay focused and on track Elimi...
Mar 06, 2025•22 min•Ep. 412
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Are you posting on social media but not seeing the results you want? In this episode, your host, Steve Kyles sits down with Chelsea Gardner to break down how loan officers can leverage organic social media to grow their reach, build influence, and generate real business. They discuss the do's and don'ts of effective content, what to post while expanding your audience, and how to becom...
Mar 01, 2025•21 min•Ep. 411
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 dive deep into the art of asking for referrals strategically. They discuss the importance of having a clear desired outcome for every call and how the way you ask can significantly impact your results. Steve shares insights from a recent conversation with Dave Savage about being more intentional in referral requests, emphasizing...
Feb 27, 2025•16 min•Ep. 410
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 sits down with Chris Haynes, a powerhouse branch manager and top producer, to break down the keys to building and leading a high-performing mortgage team. They talk about the systems, structure, and mindset shifts that helped Chris scale to $44M in personal production while leading a $120M+ branch—all while keeping faith, family, and freedom at ...
Feb 20, 2025•39 min•Ep. 408
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 discuss the importance of having a solid process in place to handle tough conversations with agents and clients. Discover the VEI system—Validate, Educate, and Instruct—that can help you navigate these difficult situations with confidence. Learn from real-life examples and gain insights on how to communicate effectively, manage ...
Feb 15, 2025•27 min•Ep. 407
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 is joined by digital marketing expert Chelsea Gardner to break down how loan officers and branch managers can use targeted ads to stay in front of the right people and make prospecting easier. They cover: Why visibility is key and how to build it affordably The power of targeted lists for past clients, realtors, and referral partners What type o...
Feb 13, 2025•22 min•Ep. 406
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 breaks down the key difference between being interested vs. being interesting —and how one of these will make you significantly more money. He also shares a simple but powerful framework for having effective meetings, conversations, and phone calls with agents and partners. When you implement this approach, you’ll go deeper, faster, and turn mor...
Feb 08, 2025•14 min•Ep. 405
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 explore a powerful analogy comparing our yearly goals to the battery life of an electric car. Just like an electric vehicle loses charge over time, we lose valuable time each week as we work towards our objectives. With only 52 weeks in a year, every week represents about 2% of our capacity to achieve our goals. They discuss the...
Feb 06, 2025•17 min•Ep. 404
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 sits down with Mark Pfeiffer who shares how he turned a post-COVID funk into a season of growth, doubling his leads and reigniting his passion for the mortgage business. Through discipline, focus, and a proven system, Mark has achieved incredible results—and he’s breaking it all down in this episode. Here’s what they cover: The three strategies ...
Feb 01, 2025•18 min•Ep. 403
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 Carl White dive into the intriguing concept of "kangaroos" in your business and how to identify them. They discuss the importance of recognizing those who take advantage of your generosity without any intention of reciprocating. Learn how to differentiate between genuine prospects and those who are just looking for free services. They also ...
Jan 30, 2025•31 min•Ep. 402
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 discuss the "power of one" strategy for achieving success in the real estate industry, emphasizing that success is simpler than many believe. They break down a simple yet effective approach to building relationships with qualified agents that can lead to a significant increase in referrals and transactions. If you're ready to si...
Jan 25, 2025•13 min•Ep. 401
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In Part 2 of this series, Sharon Wofford reveals the 4 keys she used to rebuild her leads and closings after starting fresh. Learn how she generated an incredible 41 leads for the month— and it’s only the 10th day! Discover the strategies that can help you achieve similar results in just 90 days. Ready to take things off your plate and close even more loans in less time? Book a call w...
Jan 18, 2025•21 min•Ep. 399
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 sits down with Sharon Wofford who shares her proven strategy for turning a single Realtor office presentation into 14 leads in one week. Learn how to create powerful "one-to-many" presentations that generate leads and closable business long after the event. Want a copy of the Realtor DSP and tips on how to hold your own Call Stars? Visit www.fre...
Jan 16, 2025•19 min•Ep. 398
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 dive into the inspiring journey of Brian Young, former guitar player for David Lee Roth, and explore the valuable lessons he shared about success, dedication, and the importance of visibility in the music industry. Join as they discuss the concept of the "yes ball" and how it applies to the mortgage realm. Just like Brian's appr...
Jan 11, 2025•11 min•Ep. 397
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 Carl White tackle the myth that "nobody's buying" in today's market. With the industry facing challenges, two distinct camps have emerged: Loan officers crushing it with double-digit closings and record-breaking months. Loan officers struggling to adapt and feeling stuck. Steve and Carl dive into the truth behind these trends, sharing why m...
Jan 09, 2025•16 min•Ep. 396
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 sits down with Cat Terry, a standout member of The Network at Success Mortgage Partners , to uncover her innovative approach to making prospecting both effective and enjoyable. Cat shares her creative strategy of using bingo cards to gamify the prospecting process, aligning it with the Daily Success Plan . These cards not only include action ite...
Jan 04, 2025•12 min•Ep. 395
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 sits down with Brittany Bobbs who shares how she went from working in operations to becoming a top-producing originator, closing 22 transactions in just one month. What if you could completely transform your mortgage business in a matter of months? Brittany's journey is proof that massive success doesn’t have to take years—it takes focus, consis...
Jan 02, 2025•30 min•Ep. 394
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. What does it take to go from struggling to thriving in just 4 months? In this episode, your host, Steve Kyles sits down with Amy DeBusk, a seasoned mortgage professional who shares her inspiring journey from zero funding to closing 10 loans a month. Her story is proof that success is possible when you make the right moves. In this episode, Amy reveals the key shifts that propelled her...
Dec 28, 2024•20 min•Ep. 393
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 sits down with Yahaira Garcia, who has made an incredible transformation in her business. After attending the Boot Camp Alliance , Yahaira went from closing 2-3 loans a month to closing 10 loans this month —and she’s just getting started! Yahaira shares her story of how overcoming limiting beliefs, taking massive action , and identifying her ide...
Dec 26, 2024•17 min•Ep. 392
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 Carl White discuss why it’s time to ditch traditional marketing like Christmas cards and focus on strategies that help you truly stand out. Are you blending in with the crowd or standing out as a one-of-one? This week, we break down the keys to impactful marketing that grabs attention and builds genuine connections. If you’re ready to maste...
Dec 21, 2024•11 min•Ep. 391
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. Did you know the first 30 seconds of your conversation can make or break your client’s trust? In this episode, your host, Steve Kyles teaches you the perfect 30-second introduction that wins clients every time. You’ll learn how to validate your referral partner with appreciation, outline the next steps to inspire confidence, and position yourself as the trusted expert they need. Want ...
Dec 19, 2024•25 min•Ep. 390
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 uncovers the 3 biggest mistakes that hold loan officers back—and how to fix them. You’ll learn why low-payoff activities are draining your potential, how to leverage systems and people to scale, and why focusing on the right relationships can double your business. Are you stuck at 6 loans a month and wondering why you can’t break through to the ...
Dec 14, 2024•24 min•Ep. 389
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 talks with Frank Garay about the power of leverage . If you’ve ever felt that closing more loans means more stress, more hours, and more headaches, you’re not alone—but it doesn’t have to be that way. More loans shouldn't mean more hours. They explore three key questions that will help you leverage what’s already around you to grow without burno...
Dec 12, 2024•14 min•Ep. 388
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 dive deep into the critical relationship between trust and risk in the world of real estate and lending. They discuss strategies for loan officers to build trust with real estate agents, especially those who are high performers in the industry. Key topics include: Understanding the inverse relationship between trust and risk The...
Dec 07, 2024•14 min•Ep. 387
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 tackles the bottleneck that keeps so many loan officers stuck in the day-to-day grind—handling files, putting out fires, and juggling endless busy work. Here’s the truth: every minute spent on tasks that don’t directly drive revenue is costing you money, time, and peace of mind. Steve walks you through the exact steps to fix this—how to build a ...
Dec 05, 2024•14 min•Ep. 386
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 Carl White dive deep into the importance of having a solid plan for success. They discuss how most people desire a great year but often lack a clear strategy to achieve it. Drawing parallels to NFL teams, they emphasize that success is intentional and requires a focused approach. Discover the concept of the One Page Business Plan , which si...
Nov 23, 2024•22 min•Ep. 385
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 Frank Garay dive deep into the art of overcoming objections in the lending industry. They discuss the common objection, "I already have a lender," and share effective strategies to navigate this challenge. Steve highlights the importance of storytelling and using modifiers like "you know what I might do" to create a connection with potential...
Nov 21, 2024•17 min•Ep. 384
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 Sarah Cox discuss innovative strategies to help realtors and loan officers ramp up their business while providing immense value to their agent partners. Discover the concept of the "Partner Power Hour," a collaborative initiative designed to encourage agents to make outbound calls together, share leads and support each other in their prospec...
Nov 16, 2024•18 min•Ep. 383
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 Carl White explore the power of scripting and how knowing exactly what to say can dramatically improve your results and boost your confidence. Steve shares real-life success stories, including how a simple tweak in phrasing can lead to a significant increase in closed loans. If you're looking to enhance your communication skills with both r...
Nov 14, 2024•10 min•Ep. 382
