Episode 165 In this powerful episode, Steve Kyles and I unpack how the Loan Officer AI CRM is transforming the mortgage industry . We dive deep into the impact it’s made on our businesses—specifically how it's replaced three to four other services most loan officers rely on, all in one platform. But the real game changer? Live Zoom Support. Unlike other CRMs that leave you to figure it all out, Loan Officer AI CRM provides real-time help to ensure loan officers actually deploy their marketing ef...
Aug 21, 2025•10 min
Episode 164 In this episode, I sit down with Steve Kyles to explore the power of finding a niche as a loan officer. We break down why having a niche doesn’t mean you’re limiting yourself—it actually opens doors. A clear niche helps you stand out, attract the right attention, and build credibility with producing real estate agents. The best part? Once you’re trusted in one area, it becomes easier to earn business outside of that niche too. If you need help identifying or refining your niche, we’r...
Aug 07, 2025•15 min
Episode 163 In this episode of the Mortgage Loan Officer Podcast, I sit down with industry icon Ginger Bell to talk about her brand-new book on leadership and how mortgage professionals can apply its principles to grow personally and professionally. We dive into the key takeaways from the book, how leadership shows up in everyday moments, and how LOs can step into greater influence—whether they manage a team or not. Ginger also shares details about her powerful leadership training courses that a...
Jul 31, 2025•24 min
Episode 162 In this episode, I sit down with Brett from Community Wholesale Lending to dive into one of the most powerful down payment assistance programs available today — the DPA100. We break down what makes this program different, how it’s helping more buyers get into homes, and why loan officers across the country are adding it to their toolbox. With no income restrictions, non-occupant co-borrowers allowed, manual underwriting, and no first-time buyer requirement, this program removes the b...
Jul 24, 2025•13 min
Episode 161 In this episode, I sit down with Steve Kyles to talk about a powerful moment from a recent Loan Officer Breakfast Club call featuring Joanne Johansen. After 30 years in the business, Joanne is having her best months ever—closing over 13 loans a month—and what impressed us most was her mindset. She said she’s willing to be coached . That’s rare in our industry, especially among seasoned LOs who may believe coaching "doesn’t work." But maybe it’s not that coaching doesn’t work—maybe it...
Jul 10, 2025•16 min
Episode 160 In this episode, I sit down with Chris Johnstone, founder of the Loan Officer AI CRM, to talk about the fast-moving world of AI in the mortgage industry. While many loan officers feel overwhelmed or like they’re falling behind, Chris explains why that’s not the case—and how staying tuned in is the key to staying ahead. We dive into how AI is being used right now, what tools are making the biggest difference, and how any loan officer can begin integrating this powerful tech into their...
Jul 03, 2025•31 min
Episode 159 In this powerful and personal episode, I sit down with Steve Kyles for a deep dive into a simple but life-changing mindset: There’s no way out—just through. Steve shares how this commitment has shaped his marriage, his family life, and his resilience in the face of life’s challenges. We talk honestly about what it means to be truly all-in and how that kind of resolve can transform not just relationships, but your entire perspective on growth. We also recommend grabbing a copy of Stev...
Jun 26, 2025•30 min
Episode 158 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this laid-back and inspiring episode, I catch up with Megan Anderson from MBS Highway, who's been living the van life for the past 240 days! This is a fun follow-up interview where we dive into her travel adventures, lessons from the road, and how she's continuing to help loan officers and Realtors embrace AI to elevate their business. Whether you're in need of a little motivation or...
Jun 19, 2025•27 min•Ep. 158
Episode 157 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode, I sit down with my good friend and business partner, Dru Brents, co-founder of Broker Plus / PreApp1003, to talk about why thousands of brokers are making the move to this all-in-one platform. We break down what makes PreApp1003 different—how it simplifies the mortgage process by combining your POS, LOS, CRM, e-sign, pricing engine, and marketing tools all under one roo...
Jun 12, 2025•15 min•Ep. 157
Episode 156 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. On this episode of the Mortgage Loan Officer Podcast, I’m joined by Brandon Barnum, CEO of Raving Referrals, to introduce a powerful opportunity for loan officers. Brandon shares details about a certification program that equips LOs to teach real estate agents how to generate more referrals through a proven, high-level training system. It’s comprehensive, impactful, and designed to buil...
Jun 05, 2025•21 min•Ep. 156
Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, Frank Garay sits down with Josh Pitts of Shred Media for a wild ride—literally and professionally. Josh gives us a gripping update on his family’s journey sailing the world on a catamaran, including a heart-pounding moment off the coast of Puerto Rico that you don’t want to miss. Then, we dive into the ShredItApp—a revolutionary tool for loan of...
May 22, 2025•33 min•Ep. 155
Episode 154 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Chelsea Gardner, CEO of FullyAlignedMarketing.com , to uncover some major changes to Facebook marketing that loan officers need to know—especially when working with real estate agents. Chelsea reveals how recent updates to Facebook’s ad platform are impacting real estate-related ads and why your real estate partners m...
May 15, 2025•23 min•Ep. 154
Episode 153 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode, I’m pulling back the curtain on my journey into the investor loan space — and specifically, how I closed a $2.1 million cannabis loan in Sacramento, CA. I’ll walk you through what made this deal unique, the challenges I faced, and how I navigated the ins and outs of a highly regulated, fast-growing market. If you’re a loan officer looking to break into investor or canna...
May 01, 2025•16 min•Ep. 153
Episode 152 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, we're excited to announce that Loan Officer Breakfast Club replays are now available nationwide for free — so no matter where you are, you can plug in and get the inspiration and tactics you need. We’ll also touch on the latest mortgage and real estate industry news that every loan officer should be tracking. And if you're a company ...
Apr 10, 2025•8 min•Ep. 152
Episode 151 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Chris Johnstone from Mortgage Marketing Animals to talk about the Loan Officer CRM—and more specifically, its powerful built-in AI assistant. I share my personal experience of how the assistant scheduled an appointment for me with a client—and I didn’t even realize it was turned on! After speaking with the client (who...
Apr 03, 2025•19 min•Ep. 151
Episode 150 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to break down the eye-opening numbers from our recent Call Stars Blitz . The data proves that 18% of the people we have a conversation with—when properly asked for the business—will have a referral for us. That’s nearly 1 in 5 calls leading to a potential deal! The numbers don’t lie, and if you’re not leve...
Mar 13, 2025•14 min•Ep. 150
Episode 149 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to discuss the huge benefits of community and accountability when it comes to staying disciplined and hitting your goals. If you’re trying to succeed as a loan officer, going at it alone is a mistake! We break down how surrounding yourself with the right people, having structured accountability, and pluggi...
Mar 06, 2025•8 min•Ep. 149
Episode 148 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast , I sit down with Casey O'Toole, the creator of Linkybot.ai, a game-changing AI tool designed to help mortgage professionals find, engage with, and set appointments with their ideal prospects on LinkedIn—on autopilot! Linkybot.ai seamlessly integrates with the Mortgage Marketing Animals Daily Success Plan and LoanOfficerCRM.ai, making...
Feb 20, 2025•15 min•Ep. 148
Episode 147 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode, I sit down with Steve Kyles to talk about the power of strategic scripting when asking for the business. A small tweak in your approach can make a massive difference—quadrupling your results with the same effort. We break down the psychology behind an effective ask, share real-world examples, and give you a simple yet powerful way to increase your conversions. If you wa...
Feb 13, 2025•16 min•Ep. 147
Episode 146 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to tackle one of the toughest parts of our business—handling difficult conversations when a deal is about to be delayed or fall apart, often through no fault of our own. Steve shares his expert strategies for navigating these situations with confidence, keeping referral partners and clients on board, and e...
Feb 06, 2025•26 min•Ep. 146
Episode 145 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast , I interview Kevin Bilberry, CEO of MoveTube, about the revolutionary Listing Trailers 2.0 feature that’s taking the real estate world by storm. This cutting-edge tool gives real estate agents a far more engaging way to announce new listings on social media, and the response has been incredible. As a loan officer, learning about tool...
Jan 30, 2025•22 min•Ep. 145
Episode 144 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to discuss the transformative concept of the "Power of One." Steve shares how securing just one appointment a day, four days a week, with producing and qualified agents can lead to incredible success in the mortgage industry. We also dive into real-life examples from students and Network Loan Officers who ...
Jan 23, 2025•13 min•Ep. 144
Episode 143 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to discuss the critical importance of redeeming our time to achieve the goals we’ve set for ourselves. Every week that passes reduces our time capacity by 2%, so it's vital to focus on what we can control—our input. While outcomes are beyond our direct control, better input always leads to better results. ...
Jan 16, 2025•17 min•Ep. 143
Episode 142 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Michael Hyche, a loan officer who's only been in the industry for 4 months but already has 7 pre-approved files in his pipeline! Michael's short but powerful story is a testament to the impact of following a proven plan. His journey is both inspiring and educational for loan officers at any stage of their careers. Tun...
Jan 09, 2025•24 min•Ep. 142
Episode 141 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode, I sit down with Steve Kyles to explore the game-changing phrase that stands as the "divider between commitment and assumptions": Can I count on you? This simple, five-word question has helped thousands of loan officers significantly boost their business while saving valuable time. We dive into why it works, how to use it effectively, and the impact it can have on your r...
Dec 26, 2024•17 min•Ep. 141
Episode 140 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, Steve Kyles and I dive into an inspiring concept shared by special guest Brian Young, former guitar player for David Lee Roth, during a recent Loan Officer Breakfast Club session. Brian revealed his key to success: The Yes Ball . By saying "yes" to almost every gig and session, he built his reputation and created a snowball effect of...
Dec 19, 2024•12 min•Ep. 140
Episode 139 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to tackle a common frustration loan officers face: feeling like you’re doing your processor’s job. We dive into why this dynamic is detrimental to your growth, how it limits your ability to focus on high-impact activities, and most importantly, how to break free from this cycle. Whether it’s about setting ...
Dec 12, 2024•12 min•Ep. 139
Episode 138 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to dive deep into the concept of leverage and how it can transform your productivity without requiring more of your time. We discuss practical strategies to double your production while working smarter, not harder. Don't forget to visit resultswithsteve.com for a free 15-minute consultation to explore how ...
Dec 05, 2024•14 min•Ep. 138
Episode 137 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of The Mortgage Loan Officer Podcast, I sit down with Steve Kyles to unpack the fascinating dynamic between risk and trust. We explore how this relationship impacts the way real estate agents perceive loan officers, especially during those crucial first impressions on a cold call. Tune in to discover practical strategies for lowering the “risk wall” and building trust ri...
Nov 21, 2024•14 min•Ep. 137
Episode 136 Welcome to another epic episode of The Mortgage Loan Officer Podcast, with your host, Frank Garay. In this episode of the Mortgage Loan Officer Podcast, I sit down with Steve Kyles to discuss key insights from his brother, Jimn Kyles, author of Unstuck and Unstoppable . Together, we explore the critical role of mindset in navigating the mortgage business as the year comes to a close. Building on Jimn’s impactful discussion from the Loan Officer Breakfast Club, we break down how our a...
Nov 07, 2024•17 min•Ep. 136
