24-7 Mindset Show with Wally Elibiary

Most loan officers think referral partners means realtors. Kip Pierson will tell you one of his came from the delivery room.In this conversation with Wally Elibiary, Kip explains how a doula became one of his most valuable partners, and what an emergency C-section taught him about showing up for people when it counts. The point underneath it: your next great partner is almost never who you'd expect, and the loan officers who win are the ones running more lanes than everyone else.Stop looking for partners where everyone else is looking.

Every loan officer hears the wealth-partner model and says the same thing. Sure, that works for Wally, he's got a team, he's got an army, he's got all the fancy technology.So Wally asked Kip Pierson how big his team is. The answer: a quarter of an assistant, and nobody who picks up a phone for him. In this conversation they break down how Kip refers out serious volume anyway, why giving more than taking means you never have to raise your hand for business again, and how the whole thing became second nature once it was front of mind.You don't need an army. You need a new set of lenses.

Kip Pierson rebuilt his whole career from behind a bar. And he'll tell you exactly what made it work: he was delusional enough to believe he'd succeed and too dumb to quit.In this conversation with Wally Elibiary, Kip makes the case that a fool on fire beats a scholar on ice every time. He also names the thing holding most loan officers back, and it isn't talent. It's that most of them were trained by a mentor who was subpar at best, taught to hit home runs but never taught the basics.Confidence you can build. Waiting until you feel ready just keeps you stuck.

When Kip Pierson was in ninth grade he asked his dad about the family finances. The answer was no way, Jose. Years later he realized the problem had a name: he wasn't financially illiterate, he was financially underloved.In this conversation with Wally Elibiary, Kip unpacks what that phrase means and how it reframes the entire job of a loan officer. You're not just getting someone into a home. You're taking them from adulting 101 to adulting 201, building the will, the trust, the wealth team that protects everything they've built.The home is where it starts. It's not where it should end.

Deanna Bryant is a top-producing loan officer. She also runs a food pantry for seniors living on fixed incomes who are getting squeezed by rising costs.In this conversation with Wally Elibiary, she talks about why she does it, how it ties back to the way she runs her business, and the belief that carries all of it: it's God's plan and she's just part of it for now.Success is what you build. Significance is what you give away.

Most loan officers take from their referral partners. Deanna Bryant gives first, and she gives big.In this conversation with Wally Elibiary, Deanna tells the story of the birthday bottle of Cristal, the $46,000 in commissions that came from one relationship, and why treating your partners like people instead of lead sources is the whole game. When you put money in their pocket, they put it right back in yours.Give first. Every time.

One of Deanna Bryant's clients was almost 80 years old and wanted a swimming pool. Most loan officers would have said no. Deanna found a way.In this conversation with Wally Elibiary, she breaks down the reverse mortgage move that made it happen, and the resourcefulness that separates the top producers from everyone else. It's not about having more leads. It's about seeing what's already sitting in your database.Stop chasing new business you already have the answer in your phone.

Deanna Bryant got married at fifteen. People told her she'd never amount to anything. Today she's a $25 million producer.In this conversation with Wally Elibiary, Deanna opens up about where that belief came from, the grandmother who saw something in her when nobody else did, and how you learn to bet on yourself when the whole world is betting against you.Most people never get out of their own way. This is the story of someone who did.

Bernie and Tammy were both great at business and both walked out of first marriages they didn't know how to run. Early in their second marriage, a coaching exercise asked each of them to rate their love life one to ten. Bernie wrote a seven. Tammy wanted to write a two.That gap is where this conversation lives. In this raw talk with Wally Elibiary, they share how they took the intentionality that made them successful at work and finally aimed it at home, and built the framework that saved their marriage.There's no point in a successful business if you don't have a successful life.Connect with Bernie & Tammy Miller:Grab their free Marriage By Design guide: ⁠⁠https://bit.ly/4it8PRM⁠⁠ Bernie: IG & YouTube ⁠⁠@earnwithbern⁠⁠ | ⁠⁠facebook.com/bernie.miller.925⁠⁠ Tammy: IG & YouTube ⁠⁠@workingwifewithalife⁠⁠ | ⁠⁠facebook.com/tammy.hajjar⁠

1,000 Flight Hours and He Still Pulled the Checklist | Bernie MillerBernie Miller flew attack helicopters. West Point, 22 years in the Army. And on his very last flight, after a thousand hours in the air, he still pulled out the checklist and read it line by line.In this conversation with Wally Elibiary, Bernie ties that discipline to the mortgage business, and to the moment a coach told him to work smarter not harder. Working harder is doing the best you can. Working smarter is doing it the best way it can be done. He found four of his eight daily hours were wasted, fixed his calendar, and went from $36M to $100M without getting one bit smarter.The discipline is the shortcut.Connect with Bernie & Tammy Miller:Grab their free Marriage By Design guide: https://bit.ly/4it8PRMBernie: IG & YouTube @earnwithbern | https://www.facebook.com/bernie.miller.925Tammy: IG & YouTube @workingwifewithalife https://www.facebook.com/tammy.hajjar

Making Other People Good | Bernie & Tammy MillerWally asks a question that stops most loan officers cold. Would you treat our best referral partner the way you treat your spouse?Bernie and Tammy Miller coach high-performing couples, and they built their whole framework around one hard truth: you can be crushing it at work and quietly failing at home. In this conversation they walk through Marriage by Design, the weekly meeting that keeps small problems from becoming big ones, and why doubling your income means nothing if you don't double your impact at home.You should be winning at home as much as you're winning at work.Connect with Bernie & Tammy Miller:Grab their free Marriage By Design guide: ⁠https://bit.ly/4it8PRM⁠ Bernie: IG & YouTube ⁠@earnwithbern⁠ | ⁠facebook.com/bernie.miller.925⁠ Tammy: IG & YouTube ⁠@workingwifewithalife⁠ | ⁠facebook.com/tammy.hajjar⁠

Tammy Hajjar Miller had her first child at 16. Her mom immigrated from South Korea and raised her running a corner grocery store in Chicago. Today she's chasing a billion-dollar mortgage division by 2030.In this conversation with Wally Elibiary, Tammy walks through the years in between, and why there are no shortcuts. Her rule is simple: everything in a crockpot tastes better than everything out of a microwave. If you want to know how to climb the mountain, ask the people walking back down it.A story about grit, grace, and doing the work when nobody's watching.Connect with Bernie & Tammy Miller:Grab their free Marriage By Design guide: https://bit.ly/4it8PRMBernie: IG & YouTube @earnwithbern | facebook.com/bernie.miller.925Tammy: IG & YouTube @workingwifewithalife | facebook.com/tammy.hajjar

Every loan officer thinks the same thing. I originated the loan, I deserve the money. All of it. Robert Mahaffey thought so too, until he owned the company.An LO gets paid off the top line. An owner gets paid off the bottom line. In this conversation with Wally Elibiary, Robert gets brutally honest about the economics of owning a mortgage shop, including the CEO who admitted he nets 44 basis points after paying for everything that lets his originators keep 150.Before you leave for a bigger split, listen to what those basis points are actually buying you.

It started with a bribe. Robert Mahaffey's mom promised him his first pair of Air Jordans if he memorized the Book of Philemon. He did. That was the beginning of an obsession.Robert built a wall of Jordans, one through fourteen, in acrylic cases. Then 2009 hit and he sold every last pair to keep his family afloat. In this conversation with Wally Elibiary, he ties that story to the one skill that actually wins clients and partners: being curious enough to ask one real question and then shut up and listen.A story about sneakers that is really about how you build trust.

Every loan officer thinks the same thing. I originated the loan, I deserve the money. All of it. Robert Mahaffey thought so too, until he owned the company.An LO gets paid off the top line. An owner gets paid off the bottom line. In this conversation with Wally Elibiary, Robert gets brutally honest about the economics of owning a mortgage shop, including the CEO who admitted he nets 44 basis points after paying for everything that lets his originators keep 150.Before you leave for a bigger split, listen to what those basis points are actually buying you.

Wally sits both his sons down and lets them tell the truth about what it was like when the business was running him. The long hours. The moments he missed. The snow day he chose the office over sledding and ended up in a ditch. This is the most honest conversation Wally has had on camera, and it's about how he finally traded the grind for his time back and became a more present father. If you're a parent, hear this one out.

June 4th 2018 PJ Crescenzo got robbed at gunpoint and was inches from death. What he did next changed everything.In this episode we get into PJ's full redemption story. Reading 10 books in 40 days. Betting on himself. Moving to a brand new city where he didn't know a single person and funding $56M his first year. Tripling his division's volume in under a year.We also get into the reading system he uses to actually implement what he learns instead of just collecting information, why call reluctance is really a "why" problem, the abundance math most loan officers never do, and my own story with sobriety and sharing my testimony for the first time.

Most loan officers measure the wrong thing. Income. Volume. Units closed. Justin St. Clair started measuring the one metric almost nobody tracks: how many referrals he gives OUT.In 2019 he gave out a quarter million dollars in referrals to his realtors, CPAs, financial advisors, attorneys, and insurance agents. Last year that number was $2.7 million. And it changed everything about his position in the market.In this final part of Wally Elibiary's sit-down with Justin, they break down why giving referrals away is what makes you impossible to replace.What we get into:- The one metric that matters more than your production number- Why Justin went from $250K to $2.7M in referrals given out, and what it did to his business- "Who's going to fire me? I just put $2.7M in your pocket." The untouchable position explained- Progress over perfection: why he started calling wealth partners before he finished the course- How he turned his processing team into a referral engine with a simple bonus structure- The golf lesson: focus on the inputs, not the results, and the results take care of themselvesGive more than anyone else in your market and you stop being a vendor anyone can replace. You become the one they cannot afford to lose.

Most loan officers are vendors. They close the loan, then go ask for the next one. The best ones are partners, and partners get referred back.In this part of Wally Elibiary's sit-down with top producer Justin St. Clair, they break down the multiplier formula that turns one loan into three commissions.The shift is simple. Stop closing loans and walking away. Start sending business back to your agents and connecting every client to the four wealth partners already in their life.What we cover:- Vendor vs partner: why closing loans is the minimum, not the differentiator- The duty to refer, and how sending business back builds a moat competitors cannot cross- Replacing random database asks with mortgage efficiency checkups and annual reviews- The four wealth partners every client needs: CPA, financial advisor, insurance agent, attorney- The multiplier math: refer to four partners, get two referrals back, turn one commission into three- How pre-approved buyers from wealth partners get you in the door with top agentsAddition loan officers do one deal and ask for another. Multiplier loan officers turn every loan into a referral engine. This is how you become the second kind.

Most loan officers are the single point of failure in their own business. Nothing moves unless they touch it. In Part 2 of Wally Elibiary's sit-down with top producer Justin St. Clair, they break down the three levels of leverage that let you step out of the grind without your pipeline falling apart.This one is pure tactics. How to buy back your time, build systems your team can run without you, and stack so much value that clients stop shopping you on rate.What we cover:The three levels of leverage every growing LO has to climb: human, systems, and technologyWhy an amateur uses tools like Homebot for one closing and a pro uses the same tool to adopt entire partner databasesStaying in your genius zone: selling and building relationships, not doing $15 an hour admin workThe Fifth Page of the 1003 and how it connects your clients to financial advisors, attorneys, and insurance partnersThe retainer framework: positioning yourself as a 12-month consultant with 7-day calls, six-month check-ins, and annual mortgage reviewsHow stacking value insulates you from rate shoppers and from getting replaced by technologyIf you are tired of being the bottleneck, this is the blueprint for building a business that runs without you.

Justin St. Claire has been in this business for over 10 years.He knows how many people talk game with zero results behind it.So when he kept seeing my ads he did exactly what any smart LO should do. He went to RETR and looked me up before spending a single dollar on anything I was selling.Good. That is exactly the energy you should bring to anyone claiming they can help you build a better mortgage business. Vet them. Look at the numbers. Make sure the results are real.Here is what he found. $194M in personal production last year. Not team volume. Mine. Same rates you sold. Same market you were in.That was enough for him to spend the $20. What happened after that is what this episode is actually about.Because there is a version of buying a book and reading it and nodding along and doing absolutely nothing with it. Justin is not that guy. He took the framework and ran with it. And what he found was a system that had nothing to do with motivation or mindset fluff and everything to do with specific moves that actually change how your business runs day to day.We talk about why the realtor grind keeps smart LOs stuck even when it is technically working. Why most high producers are one slow month away from a crisis they cannot see coming. And what it actually looks like to build something that does not need you chained to it every second.No hype. No generic advice. Just two loan officers talking about what actually moves the needle.Watch it. Then go look me up on RETR yourself.Ready to build with us? Join the Multiplier Community 👇https://24-7mindset.com/multiplier-community---yt-page

Most loan officers try to grow by working harder — grinding, hustling, adding more hours — but the real breakthrough comes from doing things better, not doing more. This video dives into how humility, implementation, and human leverage transformed a struggling solo producer into a $30M+ performer working just 20 hours a week.The conversation between Wally and Brock reveals the honest truth behind growth: your ego will keep you stuck, but systems, coaching, and true self‑analysis will set you free.You’ll hear how Brock went from Uber Eats and DoorDash to $4M months, and eventually to $30M a year — all by learning how to implement, hire, delegate, frame conversations, improve verbal strength, and follow proven systems one piece at a time.In this video, you’ll learn:🔥 Why Improvement Beats HustleHow analyzing your daily tasks creates better systems and better resultsWhy thinking “I’m the best” holds most loan officers backWhy success comes from learning how to do things the best way, not “your” way🔥 The 24/7 Mindset — Re‑DefinedWhy 24/7 doesn’t mean working endlesslyHow Wally learned to work 24 hours a week, 7 months a year, while being paid 24/7How you can build a mortgage business that pays you even when you’re not working🔥 The Power of ImplementationHow Brock went from overwhelmed, exhausted, and stuck at $10M → $30M+Why “trying to implement everything at once” leads to failureHow focusing on the next most important step creates compounding success🔥 Hiring Your First LOA (and Letting Go of Ego)Why human leverage always comes before systems and technologyThe mindset shift required to hire help before you think you’re readyHow Brock tripled production without increasing work hours🔥 Leadership Through HumilityThe difference between being the hero vs. being the guideWhy great leaders hire people smarter than themHow Wally built Aspire by embracing humility and empowering others🔥 Verbal Strength = IncomeWhy verbal finesse is the #1 skill for conversionHow framing, persuasion, and strategic language turn conversations into dealsHow Brock transformed from “winging it” → leading conversations with clarity and confidence🔥 Don’t Overestimate a Year. Don’t Underestimate Five.Why trying to implement a $200M model in a month leads to burnoutWhy success is a crockpot, not a microwaveHow to execute the right pieces in the right order for scalable growth

🎙️ This Week on the 24-7 Mindset ShowWe just wrapped an incredible episode with Tim Lambert, Branch Manager at Fairway Home Mortgage — and it was powerful. 🙌Tim opened up about leading with faith, integrity, and purpose in the mortgage world, using his career as a calling to serve families and build lasting impact. Whether you're in the industry or just looking for inspiration, this episode delivers. 💥📲 Connect with Tim:Instagram: @timlambertmortgageFacebook: Tim LambertLinkedIn: linkedin.com/in/tim-lambert-b7890510Website: www.timlambertloans.com📬 Best way to reach him? DM on Instagram or use the contact form on his website — he’s always happy to connect and answer questions!#FaithInBusiness #LeadWithPurposeb#HeartLedLeadership #ServantLeadership #BusinessWithImpact #MindsetMatters #MortgageLeadership #LoanOfficerLife #MortgageCoach #MortgageMarketing #PodcastEpisode #NewPodcastAlert #NowStreaming #InspirationDaily #EntrepreneurLife #BusinessTips #SuccessMindset #LeadershipGoals #GrowthJourney