75 | How Katie Stockert Went From 25 Deals to a $40M Pace in Four Years

What happens when you combine passion, conviction, and a willingness to do the hard things everyone else avoids?Hey there, Rainmakers!This week, I’m sitting down with one of my own — Katie Stockert, loan officer on Team Shayla at Guild Mortgage in Fargo, North Dakota. In just four years, Katie has gone from closing 25 deals in her first year to being on pace for $40 million in production. But this story isn’t about luck. It’s about grit, service, and refusing to take shortcuts.Katie shares how growing up without financial privilege shaped the way she serves clients today. She believes every buyer deserves education, transparency, and a plan. That belief has become her competitive advantage. While others avoid difficult files, Katie built her business on helping people find a way forward, even when the answer wasn't immediate.If you've ever felt discouraged by the market, frustrated by difficult clients, or unsure how to stand out, this episode will remind you that authenticity, conviction, and service still win.Key Insights:Building trust starts with caring deeply about the outcome for every client.The hardest loans often create the strongest referral opportunities.People buy conviction, enthusiasm, and certainty before they buy products.Showing up to closings creates stronger relationships and more referral opportunities.Clients deserve a plan even when they aren't ready to buy today.Are you ready to make it rain? Let’s do this!Guest Links:LinkedIn:https://www.linkedin.com/in/katie-stockert-526718122/Guild Mortgage:https://branches.guildmortgage.com/nd/westfargo/katie-stockert-373-apkpo.htmlInstagram:https://www.instagram.com/kstockertmortgage/Facebook:https://www.facebook.com/p/Katie-Stockert-Mortgage-Lender-NMLS-2068129-100082371025433/If you liked what you heard, leave me a five-star review and tell me what hit home for you!PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIKTake my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/Nominate someone to be on the podcast: https://shaylagifford.com/podcast/Connect with Shayla:https://www.instagram.com/shaygiff/https://www.linkedin.com/in/shayla-gifford-3019396/Show Links:https://shaylagifford.com/https://shaylagifford.com/podcast/https://shaylagifford.com/catalyst/Guild Mortgage:https://www.guildmortgage.com/