In this episode of The Loan Officer Podcast with Chris Johnstone, discover how to double your referrals from your database and unlock new high-value referral partner relationships every single month—all using AI and The Loan Officer CRM. You’ll learn: The Loan Officer Launch – How to wake up your past client and lead database with an irresistible AI tool that drives referrals. AI Database Activator – A year-long, automated workflow that nurtures clients, asks for referrals, and creates new refer...
Aug 15, 2025•20 min•Season 1Ep. 212
In this episode of the Loan Officer Marketing Podcast with Chris Johnstone , discover how AI voice agents are transforming the mortgage industry and why loan officers who implement now are getting more qualified appointments, stronger realtor relationships, and closing more deals. Here’s what you’ll learn: Turn Missed Calls into Closed Loans: How AI voice answering captures every lead, qualifies them instantly, and books them on your calendar — without you picking up the phone. Dominate Open Hou...
Aug 12, 2025•12 min•Season 1Ep. 211
In this episode, Chris Johnstone sits down with Brandon Barnum, CEO of HOA.com and author of Raving Referrals , to reveal how loan officers can scale their realtor relationships and grow a consistent referral pipeline using proven systems, events, and community strategies. Here’s what you’ll learn in this powerful episode: How to fill rooms with realtors and teach high-value referral classes (without reinventing the wheel) The trusted team strategy that turns your vendors into active referral pa...
Aug 08, 2025•23 min•Season 1Ep. 210
In this episode, Chris Johnstone and Steve Kyles reveal the exact process for getting ChatGPT to recommend you to high-quality mortgage leads. If you're a loan officer looking to future-proof your business and tap into the next big wave of consumer-direct traffic, this is a must-watch. Here’s what you’ll learn: How to train ChatGPT to recognize you as a local mortgage expert The daily strategy to build AI authority and boost referrals A simple, repeatable method to generate leads using prompt st...
Aug 01, 2025•27 min•Season 1Ep. 210
In this powerhouse episode of the Loan Officer Podcast, Chris Johnstone sits down with mortgage industry legend JJ Mazzo, a consistent top producer in the Scotsman Guide Top 100 and author of the newly released book Perseverance Principles . JJ reveals the personal journey behind his success—from losing everything in 2009 to building a $250M+ mortgage business—and shares the real-world tactics that work right now . How JJ uses leveraged events to generate 20–30 leads in 90 minutes The simple cal...
Jul 28, 2025•29 min•Season 1Ep. 209
In this episode of the Loan Officer Podcast, Chris Johnstone joins Frank Gray to break down how AI is fundamentally changing the mortgage industry—and how forward-thinking loan officers are already using it to get direct referrals from ChatGPT. Discover the new AI tools, strategies, and automations that help you: Stand out as the top expert in your local market Build relationships with ChatGPT and become the go-to loan officer it recommends Automate your content, marketing, and follow-ups to clo...
Jul 25, 2025•30 min•Season 1Ep. 208
In this high-impact episode, host Chris Johnstone interviews Kory Kavanewsky, the #23 ranked Loan Officer in the United States according to Scotsman’s Guide for 2024. Kory shares how he built a $280M+ mortgage business with just three core lead sources—financial advisors, realtors, and his database—and how his obsession with process creates a five-star experience every time. You’ll learn: The one question Kory asks every client that makes 5-star reviews almost automatic How building relationship...
Jul 22, 2025•34 min•Season 1Ep. 207
In this high-impact episode, Chris Johnstone interviews Jason Nichols, co-founder of MortgageQ.ai , a revolutionary A.I.-powered platform built specifically for mortgage professionals who want to dominate the non-QM market. Whether you're tired of memorizing guidelines or losing deals waiting for underwriters to call back, this episode will show you how to convert more self-employed and non-traditional borrowers in real time. You’ll discover: How to use A.I. to instantly match non-QM borrowers w...
Jul 18, 2025•31 min•Season 1Ep. 206
In this episode, Chris Johnstone reveals the cutting-edge strategy loan officers are using to get ranked inside ChatGPT —and how it’s turning into qualified mortgage deals every month. If you’re a mortgage professional looking to build authority, generate high-quality leads, and close more loans using AI, this is a must-watch. Here’s what you’ll learn in this episode: How to Get ChatGPT to Recommend You: Learn how to update your ChatGPT profile so you show up when consumers ask AI for the best l...
Jul 15, 2025•29 min•Season 1Ep. 206
In this loan officer marketing podcast, Chris Johnstone is going to show you how to build Facebook Ad campaign, not just for lead generation but to drive referrals that turn into closed, funded mortgage deals. Here’s what you’ll learn: The Facebook Ad Strategy That Attracts Referrals: How to run ads that naturally lead to referral deals, not just cold leads. The Exact Follow-Up Process That Closes Loans: Scripts, tools, and automation techniques that convert leads into closed loans through refer...
Jul 08, 2025•1 hr 10 min•Season 1Ep. 205
Artificial Intelligence is transforming the mortgage industry faster than Google ever did—and most loan officers are not prepared. In this episode, Chris Johnstone reveals how AI is already replacing traditional search and what you need to do right now to stay relevant, rank higher, and close more deals. Here’s what you’ll learn: How AI search is outpacing Google—and how to use it to generate high-quality mortgage leads. 3 AI-powered strategies to generate more referrals from your past clients, ...
Jun 27, 2025•30 min•Season 1Ep. 204
Want to close more loans without chasing cold leads? In this episode, Chris Johnstone reveals how top loan officers are using AI and automation to dominate local search and turn Google and ChatGPT into consistent referral engines. You’ll discover: The #1 overlooked system for generating 5-star Google reviews that skyrocket your local visibility and trust. How to automate client follow-up using AI to consistently earn referrals and reviews from every deal. The secret to ranking on ChatGPT and Goo...
Jun 24, 2025•21 min•Season 1Ep. 203
How Loan Officers Can Use AI & Backlinks to Rank #1 on Google and ChatGPT, & Close More Deals Learn how top mortgage professionals are using AI and high-authority backlinks to rank #1 on Google and ChatGPT—and close more deals in today’s competitive market. If you're a loan officer or mortgage broker looking to generate high-quality leads, dominate local SEO, and grow your referral network, this episode breaks it all down. What You’ll Learn: How to reverse engineer your local competitors...
Jun 20, 2025•17 min•Season 1Ep. 202
AI and search are now the gatekeepers of high-quality mortgage referrals. In this episode, we break down how loan officers can leverage AI-powered local SEO strategies to show up where it counts—Google, ChatGPT, and voice assistants. Here’s what you’ll learn: The #1 Factor AI Looks For - How local business directory consistency (NAP: Name, Address, Phone Number) impacts your ranking and referrals—and why most loan officers are getting it wrong. The “Proximity Expansion” Hack - How to dominate yo...
Jun 17, 2025•12 min•Season 1Ep. 202
In this episode of the LoanOfficerPodcast.co m, Chris Johnstone reveals how AI and Google search are quickly becoming the top referral sources for high-quality mortgage leads—and how YOU can tap into them. Learn how loan officers are leveraging AI prompts and SEO to build trust, authority, and pipeline—all without paid ads. What You’ll Learn: The 4 key ranking factors Google and ChatGPT use to decide who shows up first (E-E-A-T) How to use AI prompts to generate weekly content that gets referral...
Jun 13, 2025•28 min•Season 1Ep. 201
AI isn't the future—it's already reshaping how borrowers find their mortgage lender. In this powerful episode, Chris Johnstone shows you how to turn ChatGPT, Google, and your online presence into your most consistent and scalable lead sources. Discover how one loan officer funded a $1M+ deal from ChatGPT search—without running a single ad Why Google reviews and AI rankings are your new referral proof—and how to get both working for you The 3-pillar strategy to dominate referrals from your databa...
Jun 10, 2025•13 min•Season 1Ep. 200
In this must-listen episode, Chris Johnstone sits down with Adam Crosley to uncover how he grew from solo originator to a high-performing team closing over 200 loans a year—despite a low average loan size and a rural market. You'll get to learn: The exact systems Adam used to scale from 5 to 38+ closings per month Why referrals from past clients convert 3x better than realtor leads—and how he leverages that How he uses live events, agent pyramids, and automation to deepen realtor relationships a...
Jun 06, 2025•34 min•Season 1Ep. 199
SEO, Social Proof & Press Releases that Get You Found in ChatGPT & Gemini. If you’re a loan officer looking to dominate your local market, this is the episode you can’t afford to skip. Chris Johnstone breaks down the most practical, tactical ways to build AI authority online—so when homebuyers ask ChatGPT or Gemini who to trust, your name comes up first. In this episode: 📌 How to reverse engineer AI search results to rank your mortgage business. 📌 The power of Google Business reviews a...
Jun 04, 2025•17 min•Season 1Ep. 198
AI just changed how people search—and it’s transforming the mortgage industry faster than anyone expected. In this must-listen episode, Carl White & Chris Johnstone break down what Google’s new Gemini AI rollout means for lead generation, online visibility, and your reputation as a loan officer. This is your roadmap to your new AI powered mortgage marketing plan. 3 Key Takeaways: Gemini AI is changing the game – 70% of search traffic is no longer clicking websites. Learn how to be the loan o...
May 30, 2025•26 min•Season 1Ep. 197
In this episode, Chris Johnstone interviews Peter Pessetto, a real estate coach who joined Adam Crosley's mortgage team to build deep, scalable agent relationships—without ever taking a loan app. Here’s what you’ll learn: The exact education-first system Peter uses to book agent appointments and generate qualified referrals—up to 216 from a single conversation. How to reactivate old leads and partner databases using workflows that actually close deals (even from leads over 6 months old). The sim...
May 27, 2025•31 min•Season 1Ep. 196
3 Key Takeaways: AI Is the New Search Engine: With up to 50% of searches projected to shift from Google to AI platforms like ChatGPT, loan officers must optimize their digital presence to be found by name and niche in AI search results. Hunting vs. Farming Strategy: Daily prospecting feeds your business today (“hunting”), but consistent content creation and digital branding build long-term authority and referrals (“farming”). How to Train the AI to Recommend You: Use a structured prompt process—...
May 23, 2025•26 min•Season 1Ep. 195
3 Key Takeaways: AI Is the New Search Engine: With up to 50% of searches projected to shift from Google to AI platforms like ChatGPT, loan officers must optimize their digital presence to be found by name and niche in AI search results. Hunting vs. Farming Strategy: Daily prospecting feeds your business today (“hunting”), but consistent content creation and digital branding build long-term authority and referrals (“farming”). How to Train the AI to Recommend You: Use a structured prompt process—...
May 23, 2025•26 min•Season 1Ep. 195
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 Takeaway...
May 20, 2025•28 min•Season 1Ep. 194
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 offic...
May 13, 2025•23 min•Season 1Ep. 193
How Sean Herrero Went from Zero to $220 Million in Mortgage Production 🚀 In this episode, we sit down with Sean Herrero, the Adventure Lender, who went from zero to $220 million in mortgage production with a simple yet powerful approach. Sean shares: - How he gets group presentations at real estate offices to build relationships at scale. How he leverages social media into more closed, referrals and relationship. How he turns every loan he processes into a referral creation opportunity Watch no...
May 09, 2025•24 min•Season 1Ep. 192
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 relationship...
May 06, 2025•33 min•Season 1Ep. 191
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 lendin...
May 02, 2025•16 min•Season 1Ep. 190
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 m...
Apr 29, 2025•28 min•Season 1Ep. 189
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 las...
Apr 25, 2025•1 hr 1 min•Season 1Ep. 188
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 in...
Apr 22, 2025•25 min•Season 1Ep. 187
