Lending Leadership

Welcome back to Lending Leadership: The Mortgage Pros, your go-to source for insights, inspiration, and strategies from the frontlines of the mortgage industry.In this special episode, we’re celebrating not only an amazing milestone—Dan Andersen’s two-year anniversary with HMA—but also his remarkable growth and influence within our organization and the wider lending community. Dan joins us once again to pull back the curtain on how social media, culture, and generosity have been true game-changers in his career journey.We cover everything from adapting to technological shifts and nurturing company culture to building a reputation through authenticity and service. Dan opens up about his rocky beginnings with social media, why he believes organic growth trumps cold calling, and the powerful impact of giving back through events like his charity golf outing. We also dig into what makes a lending organization truly lasting—and how the people you surround yourself with can propel you to new heights.If you’re ready to take your influence, production, and partnerships to the next level, this conversation with Dan Anderson is essential listening.Key takeaways:Authentic Social Media Presence Fuels Influence: Dan shares his journey from struggling with awkward videos to seeing social media as the modern, passive way to stay top-of-mind with clients and referral partners. He encourages all loan officers to jump on the wave of social media, reminding us that you only improve by putting yourself out there—even if you feel silly at first. His experience shows that organic, personal content often delivers more impact and reach than over-edited efforts, and sharing community partners' posts can pay dividends in trust and opportunity 16:33, 19:09, 21:32.Company Culture and Camaraderie Drive Individual and Team Growth: One of the central themes is the importance of a supportive, growth-focused workplace. We discuss how being surrounded by high-performing peers creates healthy competition—where iron sharpens iron—and lifts everyone’s game. Dan highlights how HMA’s leadership, commitment to innovation, and true camaraderie have pushed him and his colleagues to new levels of success 05:23, 33:02.Strategic Business Evolution Is Essential for Longevity: Dan describes why he made the move to HMA: it was about aligning with a company ready to invest in technology, adapt to seismic industry changes, and provide the scale and infrastructure needed for the next decade. This reinforces the point that organizations determined to future-proof their business are the places where talented originators can thrive 12:52, 15:07.Organic Relationships Outperform Quick Fixes in Referral Growth: We dig into the myth of “the next lead source” and why true, lasting referral partnerships are built on service, trust, and genuine mutual investment. Dan’s business growth has been largely organic, with agents and clients proactively referring him because of the value and connection he establishes rather than hard sells or gimmicks 20:50, 30:53.Giving Back and Community Engagement Deepen Business Impact: Dan’s annual charity golf outing for Cal’s Angels, which supports pediatric cancer, is a powerful example of how giving back not only helps the community but strengthens team and partner relationships. The passion behind these efforts, fueled by both individual and company commitment, has grown the event to an impressive $40,000+ fundraiser and created lifelong bonds with referral partners and clients 24:30, 27:01.This episode is a masterclass in blending authenticity, purposeful action, and a heart for service in today’s mortgage industry. Cheers to Dan Andersen, to the next two years, and to all the mortgage pros striving for excellence and genuine impact!Want to watch the Reel discussed in the episode? Find it here: https://www.instagram.com/reels/DZ-pxCXRLgJ/Robert, Tom, and Dave (and Rach!)

Welcome back to Lending Leadership: The Mortgage Pros! In this episode, we dive headfirst into a topic that’s as practical as it is powerful: how embracing proactive communication with listing agents can be your ultimate game-changer in the mortgage business.So often, we search high and low for the latest lead source or cutting-edge marketing tactic. But what if the biggest opportunity to grow our business has actually been sitting right in front of us all along? That’s what today’s conversation is about rediscovering the value of intentional, consistent outreach to listing agents as a lever for business growth.We’re joined by our very own Rachel Tresch, who steps out from behind the scenes for a candid, boots-on-the-ground discussion of what’s actually working in today’s ever-evolving real estate market. We lay out not only the “why” but the “how,” sharing stories, sample scripts, and real-world strategies to master the listing agent call and stand out from the competition.Key takeaways:Your Phone Is Your Most Valuable Tool: The conversation focused on how, despite the bells and whistles of new technology, the simple act of calling listing agents consistently is the top driver of business growth. Making these calls just a few hours a week can yield enormous results and is accessible to everyone in the business.Consistency Builds Trust and Differentiates You: A key theme that emerged was that trust is built through small promises kept. Setting and sticking to a regular day for updates, whether it’s every Tuesday, Wednesday, or another day, establishes trust and positions you as a proactive communicator who agents can rely on.Proactive Updates Prevent Problems: The discussion explored how providing proactive updates means agents and clients are never left guessing. Several points were raised, including that if an agent has to call you for an update, you’ve already failed at communication. Regular, thoughtful updates smooth transactions and can even surface new business opportunities.Every Call Is an Audition for Future Business: One concept discussed was that each interaction with a listing agent is an audition. By being thorough, personal, and reliable, you show agents you’re someone they’d want to work with again. Even if most agents already have a preferred lender, being top-of-mind as the “backup” can translate to new deals when things go awry elsewhere.Rejection Isn’t the End; It’s a Numbers Game: The conversation underscored that not every listing agent will become a referral partner, and that’s okay. The magic is in the consistency. Even if only a small percentage reciprocate, those relationships add up so keep making those calls, handle objections gracefully, and ask for future business with confidence.We’d love to know if you try this tactic and how it works for you. Leave us a comment and don’t forget to check out Lending Leadership: The Creative Brief for more actionable insights. Until next time, remember: sometimes the simplest actions, done consistently, make the biggest impact on your pipeline.Robert, Tom, and Dave (and Rach!)Timestamps:00:00 Discussing powerful everyday technology04:49 Hosts discuss their career achievements06:56 Proactive business communication benefits12:18 Discussing appraisal panels15:23 Communicating with clients17:22 Explaining the process and strategy20:16 Managing transaction updates24:41 Rescuing a troubled VA loan26:36 Building referral partnerships31:42 Handling Transaction Details34:54 Overcoming client hesitations in lending36:44 Handling Common Pushbacks42:48 Importance of communication in sales43:23 Podcast sign-off and engagement prompt

In this episode, we dive deep into the crucial skills that truly set successful sales professionals, leaders, and marketers apart: people skills and communication intelligence in an age increasingly dominated by AI and technology. We’re thrilled to welcome Brian Galke, founder of Subtle Skills, facial intelligence expert, and one of the most dynamic communicators out there, to join us for a conversation that bridges tech and true human connection.We set the stage with reflections on how experiences, whether it’s a magic show or a corporate sales rally, are often less about the technical details and far more about the performance and connection built with the audience. As we all talk about AI, automation, and efficiency, we ask: what if the biggest opportunity isn’t communicating better with tech, but better with humans?Brian takes us through his fascinating story from introverted self-proclaimed tech nerd to one of the most sought-after experts on reading faces and decoding communication styles. Together, we explore how AI can be a powerful support tool, but the ability to read people, to listen, observe, and adapt—remains an irreplaceable leadership advantage.Here’s what we cover in this episode:Brian’s journey from IT trainer to facial intelligence expert and why communication is a learned skill, not an innate trait.The surprising connections between magic, sales presentations, and the importance of always having a “plan B.”Practical, actionable methods to decode how others like to communicate through facial features, word choice, and body language.Why personal branding and authentic relationships have become non-negotiable in today’s workplace.The real risks of losing touch with human interaction in a world obsessed with automation.Key takeaways:Presentation Over Product: Whether you’re on a stage or in a sales pitch, the quality of your communication and preparation trumps the "final product." Much like a magic show, how you present yourself and adapt on the fly is what builds trust and buys engagement from your audience 00:00, 10:07.People Will Tell You How They Want to Be Communicated With: Every day, your clients and teammates share valuable clues about their preferred communication style—auditory, visual, or kinesthetic via their emails, texts, and speech patterns. Tune in, watch for their cues, and adjust your approach for maximum rapport 12:05, 17:47.Mastering Body Language is Essential: Reading faces is a proactive skill you can use from the moment you walk into a room, but body language tells you how the conversation is actually going. Don’t just focus on crossed arms look at engagement, eye contact, and even changes in someone’s lower eyelid to detect openness or resistance in real time 21:38, 24:24.Leverage Technology, But Don’t Lose The Human Touch: AI, automation, and digital tools are here to stay—and can supercharge your productivity. But they can’t replace the human need for empathy, connection, and adaptability. The ability to connect authentically leads to higher close rates, better retention, and stronger workplace culture 13:27, 36:10.Personal Brand and Relationship Building Matter Now More Than Ever: It’s not enough to be competent; developing your personal brand and deepening client and colleague relationships is what will make you indispensable, even as companies cut costs and roles are automated. In a race to the bottom, relationships are what keep you competitive 34:06, 40:31.We hope you walk away with a renewed appreciation for the “soft” skills that are, in reality, your hardest-hitting leadership tools. Don’t forget to check out Brian's book recommendations, resources at Subtle Skills, and his insights on why mastering communication is essential for every modern professional!Rach & Rin

Welcome back to Lending Leadership: The Mortgage Pros, your go-to resource for leadership insights and best practices in the mortgage industry.Today, we dive into a deceptively simple but transformative subject: the power of a disciplined morning routine. No external guest this episode, just us, your regular hosts, getting real about what separates high performers in our field. We explore how winning the morning can mean winning the day, personally and professionally.We break down our own struggles and triumphs around developing and sticking with (or sometimes falling off) a consistent morning routine. We discuss how the morning doesn’t start with an alarm but with how you wind down the night before, and why consistency always trumps intensity. We cover everything from the best time to wake, what to do first (hint: water beats coffee), how to adjust routines when life doesn’t cooperate, and the ripple effect our habits have on leadership and team culture.We also geek out about sleep trackers, share stories from the trenches about trying and failing to get up at 5 am, and outline actionable, realistic ways to nudge your routine forward, no matter your starting point. It's all about stacking little wins, giving ourselves grace, and focusing on continual improvement (kaizen, anyone?).Key takeaways:Your Morning Routine Starts the Night Before:We emphasize that a strong, consistent morning routine is impossible without a good nighttime routine. How and when you go to bed directly impact your ability to wake up intentionally and get ahead of your day (03:15).Start Small and Stack Successes:Success doesn’t come from suddenly waking at 4:30 am if you’ve never done it. Instead, gradually shift your bedtime and wake time, and begin building your morning habits slowly, like making your bed, reading just five pages, or taking a short walk (00:20, 19:31).Consistency Beats Intensity:We discuss how showing up every day, even if it’s with smaller actions, always wins over sporadic bursts of effort. Whether it’s exercise, reading, or even just drinking water as the first step, small, regular actions compound over time (02:38, 19:52).Routines Drive Mental Resilience:Developing and sticking to a routine has a massive impact on mental health and resilience. From handling loan stress to managing difficult clients, having a routine helps us feel less reactive, more present, and able to better serve our teams and clients (18:09).Leaders Set the Tone for Teams and at Home:We recognize that our habits and routines don’t just improve our own productivity—they provide powerful modeling for our teams and families. Consistent routines inspire others, build credibility, and quietly shape a high-performance culture (21:14).There’s no magic bullet or flashy hack. Just a lot of real talk, mutual accountability, and a reminder that the best investment we make in ourselves is continual self-improvement—whether that’s professional coaching or the simple act of drinking a glass of water before coffee.We hope this episode inspires you to take that first small step toward a morning routine that works for you and to give yourself grace when life throws a curveball. Thanks for listening and leading alongside us!Robert, Tom, and Dave

Welcome back to Lending Leadership: The Creative Brief your front-row seat to candid conversations and powerful insights that move the mortgage and real estate industries forward.This week, we’re thrilled to continue our deep dive with Maria Quattrone, Philadelphia listings powerhouse, as we unpack what’s holding salespeople back and how real connections, not coffee meetings are what drive business and relationships in our high-touch industry. If you missed part one, Maria shared how she built a listing-driven business with 192 listings in a single year and challenged herself to book over 100 appointments in one month. In this episode, we go even deeper on authenticity, adding value, and building meaningful partnerships.We discuss the real perceptions realtors have about loan officers, what it truly means to lead with value, and why authenticity and courage are not just buzzwords, but the foundations of long-term success. Maria also pulls back the curtain on her “More Listings Now” operating system and details how she builds engaged communities seeking more than surface-level connections.Here’s what we covered in this episode:Why should sales professionals stop leading with products and start leading with empathy and added value.The power of authenticity is why being the same person at work, on social, and at home matters.How to approach partnerships through service, not solicitation.Building accountability through public commitments.The importance of community, coaching, and proximity for exponential growth.Key takeaways:Relationships Over Transactions: We explored the critical need to connect with people on a real level, emphasizing that success in real estate and lending depends on caring about the person behind the transaction. Maria underscored that “Nobody cares about the products until they know how much you care” and that the age of superficial coffee invites is over. If you’re not bringing value, you’re not building trust (00:10, 06:00).Authenticity as a Differentiator: A key theme that emerged was the importance of authenticity in business. Maria described how exhausting and unsustainable it is to pretend to be someone else, advocating instead for showing up as your true self across all situations. This establishes credibility and trust and eliminates confusion for both you and your clients (04:28).Add Value, Don’t Just Ask for Business: The discussion explored how loan officers and vendors can truly stand out by genuinely helping agents grow their business, not just soliciting theirs. Maria shared a recent example where a partnership offer that actually created opportunity for her helping her secure more listings was a game changer. Initiatives like these that actively move the needle are both memorable and effective (07:42).Accountability and Public Commitment: One concept discussed was the power of accountability. Maria explained how publicly sharing her goals (like her 100 appointment challenge) forced her to follow through, turning personal accountability into both motivation and community support (03:15).The 10x Mindset and the Power of Proximity: We closed with a conversation on operating at a higher leve challenging yourself to think of what’s possible if you “10x” your goals instead of just doubling them. Maria outlined how surrounding yourself with growth-oriented people and investing in coaching or mastermind communities can propel you much further, much faster. Proximity to those pursuing excellence is everything (17:32, 19:24).Whether you’re a loan officer, agent, or any professional looking to deepen relationships and make real impact, this episode is packed with practical wisdom and motivational fire. Don’t forget to subscribe there’s so much more to come on Lending Leadership.Rach & Rin

Welcome back to Lending Leadership: The Creative Brief, a space where we dive deep with industry leaders on what it really takes to thrive in real estate, lending, and beyond.In this episode, we’re joined by Philadelphia real estate powerhouse Maria Quattrone. With 23 years of experience and a proven track record of 192 listings in one year we explore what sets top performers apart and why most agents and loan officers may be focusing on the wrong things. This isn’t just another real estate chat; we dig into the mindsets, habits, and identity shifts needed for true breakthrough and lasting success.We start by tracing Maria Quattrone’s journey from her grind in radio ad sales to building a listing-driven real estate business. She shares hard-won wisdom on the power of consistent conversations, the value of fail-forward learning, and the pivotal role of belief in achieving big goals. We break down why so many agents and LOs get stuck, why the market is never the real problem, and how intentional goal-setting and personal accountability can actually change the game.If you want to know how to build your brand, win more listings, ditch the transaction-chasing treadmill, and challenge your existing limits, you’re in the right place.Key takeaways:Your Mindset Sets Your Ceiling: We discuss how deeply your own beliefs determine what you achieve. Maria Quattrone illustrates this by recounting an office exercise where most agents regardless of available opportunity -- limited themselves by their internal identity and what they believed they could handle each month 00:00, 29:11.Conversations Drive Closings: The core of real estate (and lending) success isn’t marketing flyers or clever social posts, it's about talking to people. We break down why 20 conversations a day is the magic number for newer agents, and why the only path to growth or closing comes through genuine dialogue whether it means picking up the phone or sending video texts 09:00, 22:18.Skill Compounds With Reps and Proper Diagnosis: Maria Quattrone reveals how mastery comes from repeated practice learning to “diagnose” client needs like a doctor and using a developed set of consistent questions to convert at higher rates. Experience reduces the number of leads you need for results. Her average, after years of honing the process, dropped to just five conversations per appointment 11:47, 12:21.Stop Chasing Start Building Solutions: We explore why agents and LOs must switch from transaction-chasing to becoming the solution for clients. For sellers, this means building a listings-first business, focusing on branding, and paying attention to the invisible (but crucial) actions that compound into big business down the road 14:34, 21:05.Set Audacious Goals Then Share Them: Maria Quattrone gets real about the power of setting big public goals (like her 100-listing-appointment challenge) and how sharing them with your sphere creates accountability and shared investment in your success. Achieving something big isn’t about the numbers, it's about who you become in the process and the integrity that comes from delivering on your commitments 25:36, 32:26.Join us next week for Part 2, where we’ll go even deeper into identity work, authenticity, and the real obstacles holding sales professionals back. If you’re ready to challenge your limits and transform your business, you won’t want to miss it.

Welcome back to Lending Leadership: The Mortgage Pros!This week, we’re diving into a topic that’s been top of mind for everyone in the mortgage world: thriving in a hyper-competitive market. Rates have been volatile, and with refis no longer falling from the sky, the mortgage landscape has been reshaped exposing weaknesses, but also creating opportunities for those willing to adapt and level up.We break down what separates the pros from the part-timers, and why some loan officers are thriving while others are struggling or exiting the industry altogether. We dug deep into our own experiences, real-world examples from our team, and specific strategies we see working right now for originators at every stage of their careers.We talk candidly about the change from a refi boom where business was easy, to today’s market where discipline, business plans, and authentic relationship-building are more important than ever. We also discuss the critical shifts in skill set needed to be successful, how to overcome reluctance (especially when it comes to picking up the phone), and the importance of emotional discipline in tough times. And yes, there are some memorable Marine Corps sayings in the mix.Here’s what we cover in this episode:Why comparing your production to 2020 or 2021 is a losing gameThe pitfalls of being “refi dependent” and the difference in skill sets between purchase and refi businessWhat top originators are doing differently to have their best years everMindset shifts, business plans, and the power of fundamentals over quick fixesHow new LOs are succeeding and why pride and complacency are dragging others downOvercoming call reluctance and embracing high-value activitiesThe rising importance of personal branding, visibility, and content in a changing marketStaying emotionally resilient amidst burnout and fierce competitionWhy you need to take action and “participate in your own rescue”Key takeaways:The Boom is Over: Get Real About Today’s MarketWe stress that comparing current production numbers to the wild ride of 2020 and 2021 is pointless, it only steals your joy and clouds your judgment. The market has shifted and isn’t going back anytime soon. Adaptation is now survival.Purchases Require New Skills Refis Are Just GravyMaking a living off refinances was an anomaly, not the norm. Top producers are thriving because they focused on purchase business, maintained relationships, and never got complacent when things were easy. The skill set for working purchases and realtors is fundamentally different and must be actively developed.Daily Discipline Outperforms Occasional MotivationThe LOs who are winning today have business plans, execute fundamentals every day, and don’t look for shortcuts. Whether it’s handling the “boring” tasks, consistent outreach, or owning up to tough conversations, discipline, not fleeting motivation, creates success.Visibility & Branding Matter More Than EverStanding out in this market isn’t optional. Being present in your local community, on social media, and within your database is crucial. Building content and personal branding is no longer a bonus; it’s required for marketplace relevance, now and in the AI-powered future.Save Yourself. No One Is Coming to Rescue YouThe market won’t fix your business. We share the “participate in your own rescue” mantra: you need to take action, ask for business, and handle setbacks with resilience. Have a plan, execute it day in and day out, and embrace the tough market as an opportunity for separation and growth.“Embrace the suck” and listen up, because no matter how competitive things get, there’s always room at the top for those with the grit, strategies, and mindset to earn it.Robert, Tom, and Dave

Welcome back to Lending Leadership: The Creative Brief—where we dig deep into the real stories behind career growth, personal branding, and the ever-evolving world of the mortgage business.In today’s episode, we’re sitting down with Jen Butcher, a trailblazing mortgage professional, marketer, and host of the She Talks Money podcast. Jen has spent more than 25 years in the mortgage industry often at the top of the leaderboard—and recently made the leap to a new company, all while reinventing her brand, growing her network, and evolving with purpose.Together, we explore what it truly takes to remain relevant and successful in a business that changes constantly. We open up about the courage required for career pivots, the impact of intentional social media and podcasting, and the balancing act of being both a high-achieving professional and a present mom.In this honest and unfiltered conversation, Jen shares her journey of building a digital presence from scratch, scaling her referral network, and creating a supportive team environment for women in the industry. We also get a sneak peek into her next big project—a one-stop resource for agents and partners that promises to streamline and elevate their businesses.Key Takeaways:Embracing Change and GrowthJen’s decision to leave her company after 25 years was fueled by a desire to grow beyond her comfort zone and surround herself with high achievers who could challenge and inspire her 04:17.The Long Game of Social Media and BrandingBuilding a personal brand on social media isn’t about instant results—it’s about commitment and consistency. Jen’s strategy of delivering video content three times a week for a year paid off by tripling her referral partners and earning her recognition even among those she’d never met 13:28.Building Community and Support—Especially for WomenSurrounding yourself with a like-minded, compassionate, and high-performing circle is crucial, especially for women juggling multiple roles. Jen highlights the importance of masterminding with other powerhouse women and sharing the realities of balancing business success with family life 09:31.Podcasting as a Platform for Value and InfluenceThrough She Talks Money, Jen broadens her impact—offering not just mortgage advice but also financial literacy, debt management, and confidence-building for women. Podcasting has become a valuable street-cred builder and a magnet for meaningful referrals 17:36.The Power of Giving Back and Building Others UpJen’s vision for the future centers on building a powerhouse team of women, sharing her hard-earned knowledge, and developing an agent-focused platform to empower partners with the tools, education, and marketing resources they need to succeed 25:03.Whether you’re a mortgage professional navigating market shifts, a loan officer wondering where to start with personal branding, or simply craving an honest look at growth and reinvention—this episode delivers actionable insights and inspiration to keep you moving forward.Don’t forget to check out the She Talks Money podcast for more empowering conversations, and stay tuned for Jen’s upcoming agent-focused platform—it’s going to be a game-changer!Rach & Rin

Welcome back to Lending Leadership: The Mortgage Pros your go-to guide for staying ahead in the rapidly evolving mortgage industry.We just returned from GrowthCon, one of the most energizing and impactful events in the industry right now and in this episode, we wanted to unpack everything we learned and felt. The conversation at GrowthCon was electric, with keynote speakers, industry legends, and hundreds of driven originators all focused on how to thrive in today’s fast-changing mortgage landscape.This isn’t just another post-conference recap. We dig deep into how AI is shaking up the game, what top producers are doing differently, and why building your personal brand is more crucial than ever. We also discuss the power of authenticity, niching down, and what it really means to work with people who energize you and fuel your growth.There isn't a guest today, it's just the two of us, sharing our honest reactions, reflections, and action steps after an event that left us both inspired and challenged.Key takeaways:AI Is Rewriting the Rules of Engagement: We’ve officially moved past the era where SEO alone wins business. AI tools are now vetting and recommending experts to consumers, so building a strong, authentic online presence is no longer optional; it's make-or-break for credibility and growth. The modern originator must be findable, vettable, and visible where it counts most 00:00, 07:38.The Industry’s Future Is Bright for Those Willing to Evolve: Despite industry chatter about consolidation and shrinking LO ranks, there’s huge optimism for growth among high performers. The future belongs to those who adapt quickly, sharpening their marketing, embracing new tools, and operating with a learning mindset 01:41, 05:04.Personal Branding Is Everything: Being the “best” isn’t enough if nobody can find or verify you. We discuss why your personal brand is your most valuable asset built through consistent value, authentic content, and showing up as yourself (not what you think an LO “should” look like) 14:34, 19:08.Find Your Niche and Lean Into It: You can’t be everything to everyone focus on what you’re great at, and let that define your niche. Whether it’s VA loans, helping first-time buyers in their 20s, or coaching clients through house hacking, specializing helps you stand out and attract your ideal clients for life 12:10, 13:09.Authenticity Trumps All—Including Profit: Working with people you admire and who energize you isn’t just “nice” it’s a marker of real, lasting success. Don’t be afraid to cut loose toxic partners. Protect your vibe and your peace, and remember: when your business aligns with your values and strengths, growth (and referrals) follow naturally 23:03, 24:23.We left GrowthCon feeling more bullish and more challenged—than ever. The industry is moving fast, but for those willing to put in the work, embrace new tools, and show up authentically, the future is tremendously bright.Stay tuned, stay visible, and stay sharp.Robert, Tom, and Dave

Welcome back to Lending Leadership: The Creative Brief! In this episode, we dive headfirst into the shifting landscape of content creation and marketing, especially as it relates to automation, AI, and the growing exhaustion with “perfect” content.More and more, we’re seeing that highly polished, automated posts aren’t building trust in fact, they might be doing just the opposite. The flood of similar, AI-generated content is creating a “sea of sameness,” making it harder for audiences to differentiate and connect with you. We’re feeling the pressure too! So today, we give ourselves (and you!) permission to keep it real: imperfect, unscripted, and authentic content is not just acceptable it’s necessary.We’re drawing on real-world industry experience and the feedback we see every day from loan officers, agents, and clients in the field.Here’s what we covered:The downside of too-perfect, overly polished content and how audiences are increasingly able to spot AI at a glanceWhy trust is harder to earn (and easier to lose) in today’s digital marketplaceThe importance of shifting the focus from volume and automation to intention and authenticityHow storytelling can be a powerful differentiator, making your brand and message relatable and memorableThe real stats behind trust, engagement, and content fatigue and how to adjust your strategy accordinglyKey TakeawaysPerfect Content Doesn’t Convert: We’re seeing a clear shift away from polished posts. Not only do audiences spot AI-generated content instantly, but they also trust it less imperfection feels genuine and earns attention.Burnout Is Real for Creators and Audiences: The pressure to post frequently, the endless scroll, and automated sameness are exhausting everyone. More isn’t always better; strategic, intentional content wins.The Power of Storytelling: Real stories about helping clients or solving problems make you memorable and relatable. Use day-to-day experiences for organic, unscripted content people want to see themselves in your story, not just hear a sales pitch.Trust Must Be Earned Through Authenticity: Stats show that 81% of consumers need to trust a brand before buying, and 92% trust real recommendations over branded content . User-generated stories, testimonials, and genuine voices cut through the noise.Let Go of Perfectionism: Good lighting and sound help, but don’t wait for a perfect script or flawless take. Mess it up. Be yourself. The differentiator is you and your honest, imperfect story is what builds true connection.We hope this episode gives you the permission you need to show up as your real self online. Let your audience in, share your everyday victories (and stumbles), and remember that authenticity is your superpower.Stay tuned, get inspired, and let’s keep it real together!Rach & Rin

Today, we’re diving deep into a topic that touches so many lives but is often overlooked in the world of real estate and finance: the intersection of divorce and mortgages. Whether you’ve experienced divorce personally, are currently supporting a friend or client through it, or work as a realtor or attorney, today’s episode is packed with practical advice and crucial pitfalls to avoid.We’re thrilled to be joined by Amy Malamut, a longtime friend, former divorce attorney, and now a mortgage loan officer at one of New Jersey’s top teams. Amy’s rare combination of legal and mortgage expertise gives her a unique perspective, one that less than 1% of loan officers can claim. We talk candidly about what commonly gets missed in property settlement agreements, the consequences of boilerplate legal language, and why timing and communication make all the difference between a successful refinance and a last-minute scramble.We explore the emotional, financial, and logistical hurdles people face when separating property during a divorce, and Amy shares real-life scenarios from both sides: those who planned ahead and those caught off guard. Plus, we outline actionable advice for both attorneys and realtors and wrap up with essential reminders for anyone navigating this challenging process.Key takeaways:Mortgage Considerations Should Come First Not LastToo often, the fate of the marital home is an afterthought in divorce proceedings. We learned that boilerplate timelines (like requiring the buyout or refinance of a home in 60 to 90 days) often set people up for failure especially when lending rules require at least six months of alimony payment history to qualify for a new mortgage. Early consultation with a mortgage expert helps avoid heartache and last-minute surprises (01:15–04:39).Credit Can Make or Break Your Next StepsDivorce is an emotional rollercoaster, and it’s easy for credit to take a hit sometimes intentionally, sometimes not. We unpacked how a single missed payment or unwatched account can tank someone’s score, and why proactive credit monitoring (often long before the ink is dry) is so important for anyone trying to keep or buy a home (06:26–10:21).Not All Pre-Qualifications Are Created EqualRelying on a bank’s basic pre-qualification can be misleading and devastating. A full pre-approval from a mortgage specialist, one that factors in your legal agreements, timelines, and income sources is the only way to be confident about what you can afford, especially when alimony and child support are part of the equation (10:45–12:52).Attorneys, Realtors, and Lenders Must CollaborateThe divorce process is layered and technical, and each professional brings their own expertise. Realtors and attorneys don’t have to be mortgage experts; instead, connecting early with a specialist like Amy helps clarify what’s truly possible and can cut out wasted time, unnecessary legal fees, and dashed expectations (13:36–16:19).Specific Questions Matter Especially in Divorce-Focused TransactionsRealtors and attorneys should ask questions that go beyond the usual: Where are clients in their divorce? What’s their alimony/support situation? How is their credit and employment status? Are there outstanding liens? These details often determine whether clients can keep or purchase property and addressing them upfront means fewer surprises and a smoother transition for all involved (16:19–20:06).If you, a friend, or a client are navigating separation and real estate decisions, please listen and share. Amy’s contact information is linked in the show notes don’t wait until the ink is dry to get the support and expertise you need.Rach & Rin

Welcome to another episode of Lending Leadership: The Mortgage Pros!After coming back energized from our annual company sales rally, we decided to shine a spotlight on one of the most pivotal aspects of mortgage leadership: getting the most out of industry conferences. As anyone in our business can attest, conference season never really ends, and for us, these events have made a profound impact not just on our bottom line, but on our overall growth, mindset, and approach to leadership.In this episode, Dave Holland and Tom Mills break down what top producers actually do at conferences, why so many people get it wrong, and how to ensure you turn your investment of time and money into concrete results. We share candid stories about our first conferences, the discipline required to make meaningful change, and how the true ROI is never handed out in a swag bag; it comes from intentional actions and follow-through.We’re sharing our hard-won truths from years of conference-going, coaching, and leadership in the mortgage space. Whether you’re a rookie or a seasoned loan officer, this episode will give you a fresh perspective and a tactical game plan for attending your next event.Key takeaways:Intentionality and Preparation are Everything: Don’t let conferences drain your bank account and time. Go in with a clear plan for what you want to get out of it. We focus on leaving with two or three solid takeaways that we can realistically implement over the next quarter, not 115 “half-built bridges.” (00:10, 04:46)Motivation is Fleeting Discipline is Forever: The initial energy boost from a conference is temporary. The real long-term value comes from the discipline to revisit, implement, and consistently act on what you learned. That’s where actual growth both personal and professional happens. (04:12, 23:51)Network Outside Your Circle (and Your Comfort Zone!): The best conferences aren’t just about the speakers on stage, they're about connecting with peers from across the industry. Sometimes the most actionable takeaways come from late-night conversations, not keynotes. Don’t stick with your coworkers, branch out, ask what’s working (and what isn’t), and don’t be shy about starting conversations. (07:39, 12:22)Be Present Physically and Mentally: Resist the urge to “work” the whole time or let distractions steal your attention. Keep your laptop in your room, take intentional notes (whether that’s old school with a legal pad or using the latest AI notetaker), and really engage with the content and people around you. (08:44, 09:03)Consistency is the Missing Link: The gap between where you are and where you want to be is bridged by consistency, not hacks or shortcuts. Conferences are a catalyst, but only sustained, disciplined, day-in-day-out action delivers real change in your business. (24:22, 25:47)If you have recommendations for can’t-miss conferences or want to share your breakthroughs, drop us a note. And don’t forget to treat every conference as an investment in yourself, not just a line item in your budget. The difference is in how you show up, follow through, and make it count!Robert, Tom, and Dave

This week, we're diving into one of our favorite topics: event planning and more specifically, how we’re leveling up our annual sales rally. There’s a lot more to events than just packing the room; we’re talking gamification, increased connection, creative engagement, and lessons learned from years of experience. Whether you’re part of a massive organization or running smaller regional events, we have plenty of tangible ideas and honest reflections for you to take back to your own teams.In this episode, we’re sharing real-world stories, practical event tips, and even a few event mishaps along the way. We believe in learning, laughing, and always leveling up, and this episode is packed with ways to make your next event more meaningful for everyone involved.What we discuss:Why it’s essential to build connection and momentum before the event even beginsThe challenges of running engaging events for a geographically diverse teamHow technology (like event apps and gamification tools) can support both attendees and sponsorsThe art and science of event flow, and mistakes we've made (hello, slow-motion bingo!)Simple tools to boost participation, like inclusive activities and even throwable microphonesWhy downtime matters as much as structured time at high-energy sales eventsThe big-picture goal: creating culture, not just contentKey takeaways:Gamification Drives Connection: By incorporating app-based games and contests, we’re encouraging attendees to interact meaningfully not only with each other but with sponsors as well. For example, loan officers earn points by visiting sponsor tables, leading to lively competition and new conversations (04:44).Tech Makes Events More Inclusive: Using an event app (like EventMobi) allows us to share schedules, speaker bios, and connect participants in advance, especially important when our loan officers span 35 states (02:24; 02:48). This creates community before guests even arrive.Intentional Event Flow Matters: We talk through the importance of agenda-setting being deliberate about who speaks when, balancing high-energy with quieter moments, and pacing the content so the energy stays high throughout the day (06:46; 07:04).Embrace Lessons (and Mistakes): Not every idea is a home run, sometimes a game flops, sometimes there aren’t enough bingos, but every event is a chance to improve. We share a few of our learning moments and why it’s critical to plan for flexibility (10:11; 10:23).Small Touches Boost Engagement: From throwable microphones (yes, you read that right!) to intentional downtime, we look for ways to break the ice, encourage laughter, and give attendees space to build relationships organically (12:03; 13:12).Whether you’re a seasoned event planner or putting on your first conference, our hope is you’ll walk away inspired to try something new, avoid a few common pitfalls, and most importantly create deeper connections at every opportunity.As always, drop your questions below or reach out if there’s anything you want us to dig into further. Until next time here’s to stronger events and even stronger communities!Rach & Rin

Welcome back to Lending Leadership: The Creative Brief, your podcast guide to creative strategies in mortgage and real estate.Today, we dive into the power of storytelling and relatability in marketing, exploring how even small businesses and loan officers can use techniques borrowed from billion-dollar brands to grow their influence and close more loans without spending more on ads. We’re thrilled to welcome Rebecca Covington, creative producer and director of marketing for a major brand as well as a dear friend of ours for over twenty years.Rebecca brings her wealth of big-brand experience to the table, sharing practical tips on leveraging video, authenticity, and personality to build deeper connections with customers and real estate partners. We chat about everything from memorable personal branding moments to navigating trends, building trust, and finding marketing partners who inspire growth.We also get candid about mistakes to watch for including the risks of losing your authentic brand voice and discuss the real-world strategies and templates we use and develop for our loan officers every day.Key takeaways:The Power of Relatability and Authenticity: We learned from Rebecca how showing genuine personality is crucial for building trust—whether you’re a loan officer or a major brand. Customers connect with people they find relatable, not just experts with numbers and facts.Big Brand Strategies, Small Business Budgets: Even without multimillion-dollar ad budgets, small businesses can engage audiences powerfully. Rebecca highlights that quality storytelling and authentic connection matter more than high production values and expensive campaigns.Stopping the Scroll: Success on social media relies on grabbing attention quickly. We discussed tactics like starting videos with the brand, using audio and visuals, sharing memorable hooks, and making content easily shareable so your message travels through word of mouth.Embracing Trends But Staying True: Participating in online trends and fresh content types shows you’re actively engaged and builds memorability. However, Rebecca cautions against chasing trends that don’t align with your brand’s values, emphasizing the importance of staying authentic.Personalization and Community Building: The most effective marketing starts with understanding your own brand and community. We shared how our team builds custom strategies for each loan officer, empowering them with templates, event support, CRM automations, and storytelling tools tailored to their personality and market.Whether you’re trying to stand out in your zip code or just craft a memorable video for social media, Lending Leadership: The Creative Brief is here to help you build trust, spark growth, and inspire your audience!Rinn and Rach

We all know how competitive the mortgage industry can be, and in this episode, we’re diving into the strategy that can immediately set you apart: speed to lead. That’s right, we’re talking about the game-changing impact of simply answering the phone. We break down the surprising stats behind conversion rates, explore the psychology of borrower behavior, and share practical systems that can help any loan officer, whether you’re a solo act or part of a team, win more business.Joining the conversation are Tom Mills and Robert Fillyaw, bringing our perspectives on building rapport, scripting collaborations with referral partners, and optimizing your business hours. Together, we get specific on what really matters most when that first call comes in, why responsiveness trumps rates and marketing, and how the right habits and structure lead to exponential returns.This episode is everything you need to know about why being first to respond isn’t just a good idea, it's the most underrated strategy in mortgage.Here’s what we cover:The hard numbers around conversion rates and the outsized advantage of being the first loan officer to connect with the borrowerHow borrower psychology dictates behavior and why most clients aren’t actually shopping with spreadsheets full of lendersBest practices for collaborating and scripting with your referral partners to increase conversion ratesSmart systems, team structures, and time management tips to make sure your phone always gets answeredBuilding trust fast, avoiding “corny” sales tactics, and how to make the most of that critical first conversationKey takeaways:Answering the Phone Increases Your Conversion by 50%We can’t overstate this: more than half of borrowers work with the first loan officer they actually speak to. It’s not about the lowest rate, it's about who picks up and establishes the connection first (00:31).Psychology Is Everything Most Borrowers Want a Simple, Comfortable ProcessMany clients are out of their element and find mortgage shopping daunting. When you answer the phone and make them feel comfortable, they’re far less likely to “shop around” (03:43).Referral Partnerships Need Scripting and Relationship-BuildingTop producers work hand-in-hand with their realtor partners, scripting introductions and building mutual trust. This dramatically raises conversion rates sometimes well above 80–90% when the intro and first call are handled right (07:27).Systems and Organization Trump BusynessSolo originators and growing teams must put systems in place team lines, call routing, answering services, and clear processes to ensure no lead is missed. Proactive time management means handling “busy work” outside of lead-generating hours (13:20).Nail the First Conversation Be Real, Ask Great Questions, Establish TrustGeneric small talk and forced rapport won’t cut it. Focus on open-ended, relevant questions, give a clear roadmap of the process, and genuinely show expertise. That’s how you turn a lead into a client (20:40).After today, the answer is simple: answer the damn phone. Build trust, move fast, and watch your business grow.Got a story about how answering the phone won you a deal? Think we’re missing something? We’d love to hear from you. Hit subscribe, leave feedback, and let’s keep the conversation going.Robert, Tom, and Dave

In this episode, we’re diving into the rapid evolution of the mortgage industry and, more importantly, how organizations can and must adapt to survive and thrive. With shifting markets, burgeoning technology, and a workforce balancing unprecedented demands, the call for transformation has never been louder.We’re joined by Vanessa Godoy, our Chief People Officer and a leader with a passion for architecture not just of HR processes, but of teams themselves. Vanessa helps us unpack the movement from traditional HR “policing” to people-first strategy, the growing importance of self-awareness for leaders, and why building intentional teams is essential as our industry changes before our eyes.We talk candidly about the unique challenges working moms face, especially in a world that expects so much of women at work and at home. From remote motivation to strengths-based leadership, this conversation is packed with practical insights, honest reflections, and some very relatable stories (including persistent teenagers and free root beer floats we promise you’ll relate).Here’s what we cover in this episode:The current transformation and uncertain future of the mortgage industryHow the role of HR is shifting from risk-based compliance to people strategy and empowermentThe challenges and realities of balancing family, career, and personal growth especially for women in leadership rolesWhy self-awareness, communication, and intentionality are non-negotiables for today’s leadersHow tools like the Gallup Strengths Finder can revolutionize team dynamics, hiring, and leadership developmentKey takeaways:The Mortgage Industry’s Evolution Demands Change: We must recognize that the mortgage industry is undergoing profound transformation. What works today may not work a year or even six months from now, and organizations must adapt to survive 00:00, 29:15.From HR Policing to People Strategy: HR is no longer just about compliance and risk management. Our focus now is on empowering our people, building engaged teams, and aligning the people strategy with business strategy for true organizational success 06:50, 30:12.The Working Mom’s Balancing Act Is Real: Balancing the demands of career, family, and personal growth is a complex reality for women. We discuss the invisible load many women carry, from calendar management to emotional support, and why organizations need to acknowledge and support this reality 01:50, 05:11.Intentional Leadership Is Essential in a Hybrid World: Leaders can’t afford to just “go through the motions.” With teams often dispersed, relationship-building, motivation, and development must now be intentional, thoughtful, and built on genuine understanding of each team member’s strengths and needs 11:55, 15:31.Self-Awareness and Strengths-Based Teams Drive Success: Tools like Strengths Finder aren’t just HR fluff they’re core to building resilient, adaptable teams. Knowing your own strengths (and gaps), leveraging the strengths of others, and hiring for complementary skillsets is key to evolving with the demands of the business and the industry 15:31, 21:06, 26:27.Vanessa reminds us, “I am not a finished product and I never want to be.” That commitment to continuous learning, evolving, and growing both in our careers and our personal lives is at the heart of this episode and, truly, of Lending Leadership.Thanks for listening. Don’t forget to like, subscribe, and share Lending Leadership: The Creative Brief. Let’s continue to grow together.Rach & Rin

Welcome to Lending Leadership: The Mortgage Pros—your inside track to operational excellence in the mortgage industry.In this episode, we dive into a topic every growing loan originator inevitably confronts: how to protect your business, your time, and your sanity as you scale. Specifically, we unpack one of the simplest, most effective systems used by top-producing teams: implementing a team phone and team email.In this episode, we (Robert Fillyaw, Dave Holland, and Tom Mills) share hard-won lessons from the trenches and strategies proven to free up your workflow, improve client experience, and reclaim your personal life.Too many originators run every part of their business through a personal cell until, one day, they simply can’t keep up—and the cost isn’t just in lost leads, but in missed moments and burnout. That moment, we argue, is exactly when you need to reset your mindset and leverage systems designed to support a team—not just yourself.In our conversation, we talk about:The pitfalls of being a “single point of failure” and why you need to design yourself out of being the bottleneckSpecific signals that it’s time to get support (from missed deals to family complaints)The mechanics and mindset shifts of setting up a shared phone line and shared emailHow to roll out new systems without overwhelming yourself or your teamReal talk about losing (and gaining!) referral partners when you make these changes—plus, why it’s worth the riskWe also cover how to organize team inboxes, use technology like soft phones and shared lines, and set appropriate expectations for both team members and clients. Finally, we emphasize that operational change isn’t just about saving business—it’s also about reclaiming your time, your relationships, and your energy outside of work.Key takeaways:A Shared Phone and Email Are Game-Changers: Running your business through your personal phone and inbox works—until it doesn’t. Implementing a team phone and email reduces missed leads, protects your business, and makes it possible to set boundaries without sacrificing growth.Recognize the Warning Signs: If you’re constantly tethered to your phone, missing out on family time, or hearing complaints from agents and clients about your availability, it’s time to take action and delegate communications to a team system.Start Small, Scale Up: Transitioning from a solo setup to a team system can be overwhelming, so begin with baby steps. Forward a few calls, use a simple answering service, and gradually migrate contacts to the shared number and inbox as you (and your team) get comfortable with the new routine.Change Means Losing—and Gaining—Referral Partners: Not every agent will embrace your new system, but as Dave Holland and Robert Fillyaw share from experience, the agents you lose are often replaced (and then some) by new ones who value your efficiency—and your business will benefit as a result.Systems Create Work-Life Balance: Setting up these operational foundations lets you truly unplug, take vacations, and focus on the revenue-driving tasks only you can do. For the first time, you’ll have the freedom to step away without anxiety—knowing your clients and business are in good hands.We end the episode reaffirming that change may feel uncomfortable at first, but it’s essential if you want to scale sustainably—and ultimately enjoy both a thriving business and a fulfilling personal life. If you’re ready to take the leap, access our Team Communication Playbook here: https://heyzine.com/flip-book/Team_Communication_PlaybookThanks for tuning in to Lending Leadership. Don’t forget to subscribe and leave us a 5-star review if you found this episode valuable—we appreciate you being part of our community!Robert, Tom, and Dave

Welcome back to Lending Leadership: The Creative Brief, your go-to podcast for actionable insights at the intersection of sales, performance, and personal well-being!In this episode, we focus on one of the most fundamental but often overlooked pillars of sales success: consistency. We’re joined by the inspiring Alicia Dupree, whose extensive career in sales and coaching brings a wealth of real-world wisdom to the table. Whether you’re a loan officer, realtor, sales professional, or juggling a busy home and work life, this conversation is packed with strategies to help you show up, follow up, and stand out.We kick things off talking about why simple habits, done consistently, separate top performers from everyone else. We explore “consistency versus perfection or intensity,” why being a great listener matters more than being convincing, and how authenticity is the key to building lasting trust. Rachael Tresch leads the discussion, drawing parallels to her own journey as a working mom in sales and reflecting on how Alicia Dupree’s coaching and follow-up habits transcend industries.Together, we dive into the challenges working moms face, the importance of managing energy and health, and why sales is more about listening and problem-solving than pitching. Plus, we unravel what makes follow-up so hard and what practical systems can make it easier and way more authentic.Key takeaways:Consistency Beats Intensity and PerfectionAs Alicia Dupree shares, it’s not about being perfect or intense; it’s about showing up and making incremental progress each day (00:00, 30:11). Small, consistent actions compound over time, especially in sales, coaching, and wellness.Listening Over ConvincingThe best salespeople are great listeners, not pushy persuaders (06:00). By asking thoughtful questions and letting the client speak, you uncover their real needs and match your solutions authentically.Authentic Follow-Up Builds TrustFollowing up is critical, but it must be intentional and personal (19:14). Using voice memos, recalling details from previous conversations, and avoiding generic “just following up” messages helps you stand out and create genuine connections.Systems Make Consistency PossibleDon’t “wing it” have a reliable system to track and execute your follow-ups (19:53). Whether it’s pen-and-paper or a CRM, the important part is implementation, not complexity.Health, Wellness, and Professional Success Are InterconnectedFor busy professionals (especially working moms), health isn’t just about exercise; it's sleep, mental wellness, and managing stress (04:32). Addressing the root causes (not just surface-level symptoms) leads to sustainable growth in both life and work.This episode is a must-listen for anyone looking to build better habits, lead with authenticity, and achieve lasting success in sales and beyond. Connect with Alicia Dupree at www.aliciadupree.com.Don’t forget to subscribe to Lending Leadership for more conversations that empower you to grow, execute, and thrive.Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros, your playbook for building a truly thriving mortgage business.In this episode, we’re diving deep into what really moves the needle for mortgage loan officers. Too often, people chase the latest shiny object—new technology, marketing gimmicks, and magic-bullet solutions—hoping for shortcuts to the top. But as we reveal today, genuine, consistent success is rarely about easy wins.To cut through the noise, we went straight to the source: our top-producing loan officers. These are our President’s Club winners and $25+ million-a-year mortgage pros—the crème de la crème. We asked them one key question: What are the top five things that actually make you money? Spoiler alert—their answers were surprisingly consistent and refreshingly straightforward.While we didn’t have a guest for this episode, the real stars are the insights from our leading LOs, which, as always, sparked a vibrant conversation among us—Dave Holland, Tom Mills, and Robert Fillyaw. Together, we dig in to decode those proven revenue drivers, unpacking why old-school fundamentals outpace new fads, and how to turn these lessons into simple, actionable systems.Here’s what we explored in this episode:Why “blocking and tackling” everyday fundamentals still matter most—and why there’s no such thing as a shortcut to success.The absolute importance of relationship-building, especially with realtors, and why this is nearly always the top source of business.How systems, processes, and consistency are the unsexy but crucial backbone for scaling, retaining clients, and producing at a high level.The power of past clients as a “goldmine” for referrals and repeat business, and simple ways most LOs could better leverage this resource.Why speed of response in communication is an underappreciated key for building trust and winning deals—especially in today’s fast-paced market.What really matters (and what doesn’t!) in personal branding and social media—and why flyers alone won’t cut it any more.Key takeaways:Realtor Relationships Drive Revenue: Our top producers were unanimous—nothing beats strategic, intentional relationships with real estate agents. This goes far beyond one-off coffees or meetings; it’s about consistent, value-driving follow-up and becoming a trusted partner (05:49). If you don’t build and nurture these connections, you’re flying solo and missing the highest-leverage opportunities.Past Client Database Is a Goldmine: Loan officers with an organized, consistently worked database see steady referrals and repeat business. It’s not about cold outreach—these are folks who already know, like, and trust you. Whether through calls, mailers, or newsletters, top LOs treat their past clients as ongoing customers, not just closed files (11:21; 15:19).Systems and Process Free You to Grow: Without structured processes, every extra deal just adds chaos. The best producers have clear routines and workflows—everything from how they handle new apps to client communications—so they can scale with support and avoid putting out fires all day. “Sweat the same way every time”—consistency matters (19:12).Speed of Response Wins Deals: Success often hinges on how quickly you get back to agents and clients. It’s not always about being first—but being reliably responsive builds trust, captures business before it slips away, and shows you mean business (24:05).Visibility and Personal Branding Matter—But Only with Purpose: Consistency in personal branding and community involvement makes you familiar before the first conversation. But winging it on social media, or just posting flyers, isn’t enough. You need a plan to actually build trust and distinguish yourself, not just fill the feed (27:36).We wrapped this episode with an action challenge: If you had to strip your business down to just five activities that truly make you money, what would they be? We’d love to hear your thoughts.Thanks for tuning in, and remember: fortune is in the follow-up, consistency is key, and the mundane daily work is where the money really lies. Subscribe and drop us a five-star review if these insights help you lead your lending business to the next level!Access the HMA Top Producer Playbook: The Top 5 Things That Make LOs Money

Welcome back to Lending Leadership: The Creative Brief—your inside guide to modern leadership in lending, community building, and the strategies separating top producers from the rest.In this episode, we had the absolute pleasure of sitting down with Will DeLaTorre, President's Club winner at HMA Greentree and the man behind the motto, “Where there’s a will, there’s a way.” Will DeLaTorre is renowned for his relationship-driven approach, his ability to consistently level up his business, and his unique path from a single loan officer to a team leader shaping his market by championing collaboration and cultural inclusion.We dig into how Will DeLaTorre built his legacy from the ground up, starting in the late '90s at a massive mortgage company, absorbing foundational lessons in customer service, and evolving through the industry’s many cycles. Our conversation examines not just his business philosophies but also the hard strategies and lived experiences behind building a thriving, inclusive team—especially in serving underserved communities and mastering event-driven marketing.Here’s an overview of what we covered:The importance of long-term planning and consistency in business developmentHow Will DeLaTorre intentionally grew from a solo producer into a leader with a strong, culturally diverse teamThe pivotal role of authentic relationships with coworkers, clients, and collaboratorsHis specialized service for the Spanish-speaking community, and what true inclusivity looks like for borrowersTactical deep-dive into event planning and making marketing impactful—even getting over 220 realtors in one room!The mindset shifts from competition to collaboration, and how “iron sharpens iron” in the modern lending worldKey Takeaways:Consistent, Long-Term Planning Wins Every TimeWe’ve all been tempted to throw together last-minute events or campaigns, but Will stresses repeatedly the power of detailed, six- to eight-week planning. Consistency in your actions—not just your vision—is truly what propels growth, from daily prospecting to large-scale marketing events.Relationships Are the FoundationWill’s trajectory proves that treating clients, colleagues, and partners like family outlasts every market shift or technological change. When you’re in it for the right reasons—to genuinely help people—the business takes care of itself.Culture and Collaboration Trump CompetitionEarly in his career, Will DeLaTorre saw fellow loan officers as competition, but growth accelerated when he shifted to collaboration—especially through masterminding with peers and inviting new people into his circle. “I want to be the dumbest guy in the room,” he says, underscoring the value of always learning from others.Serving the Underserved Builds Business and LegacyAs a fluent Spanish speaker and immigrant, Will recognized how the Latin community is often underserved and distrustful of traditional banks. By making everything accessible in their native language and offering true cultural understanding, his team doesn’t just close loans—they create generational change.Event and Marketing Success is a Team SportThe secret behind Will’s packed events isn’t magic (or luck). It’s collaborative effort: leveraging sponsors, the skills of everyone on the team, and regular touchpoints and rehearsals. That, plus telling authentic client stories on social, multiplies reach and drives referrals long after the event is over.Whether you’re an individual loan officer looking to scale, a branch looking for direction, or simply in search of inspiration on leadership through service, this episode delivers both actionable steps and plenty of heart.Thank you, Will DeLaTorre, for sharing your insight and passion. Loan officers in South Jersey—and beyond—take note: where there’s a will, there’s definitely a way. See you next time!Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros, where we dive deep into the strategies, challenges, and leadership philosophies shaping the mortgage industry today.In this episode, we unpack an intriguing statistic: 84% of $20 million producers are open to recruiting conversations, but only if an executive is involved. We dig into what this means for mortgage recruiting, how leadership at every level impacts the process, and why top producers are prioritizing conversations with executives over recruiters.While we don’t have a special guest this week, you’ll hear from the full Lending Leadership team: Tom Mills, Robert Fillyaw, and Dave Holland. We share our firsthand experiences, insights from recent mastermind groups, and practical advice for branch managers, leaders, and anyone looking to build a high-performing mortgage team.Here’s a breakdown of what we covered:The changing landscape of recruiting in the mortgage industry and why today's top producers want conversations with executives, not recruiters.What motivates loan officers to change companies: from compensation, leadership, and company stability to support systems and technology.How leadership at the branch and company level influences recruiting, retention, and overall team culture.Building strategic and meaningful relationships in recruiting, with real-world tactics and long-term nurturing.What makes a great loan officer and branch manager, and why the right hire isn’t just about production but about values and team fit.Key takeaways:Leadership Matters More Than Ever: Top producers want to engage directly with high-level executives because they value leadership stability and alignment. The days of relying solely on recruiters are fading—executive involvement is a sign of credibility and long-term commitment.Recruiting is a Relationship Game: Effective recruiting isn’t about cold calls or opportunistic pitches. It’s about building relationships, offering value over time, and being the trusted industry professional people turn to when change happens.What Attracts Talent in 2024: Compensation and incentives matter, but so do technology, marketing support, operational efficiency, and strong leadership. Loan officers want to know the company is forward-thinking and ready for the future, especially with the rise of AI and automation.Branch Managers Must Build Their Own Leadership Brand: It’s not just about what the company offers. Branch managers need to create a value proposition, align with the right people, and be someone worth working for. Leadership stories, proven development, and servant leadership are key.Be Strategic and Selective With Recruiting: Not every high producer is a good fit. Being clear about your values and target avatar prevents costly mis-hires. The best hires are sometimes the ones you don’t make—and a strong team is built around ethics, growth mindset, and collaboration.We hope you found something of value in today’s discussion. If you’re a branch manager looking to grow your team and wondering what to evaluate first, drop us a line—we’d love to hear from you. Be sure to subscribe and smash that review button; your feedback keeps Lending Leadership moving forward!Robert, Tom, & Dave

Welcome back to Lending Leadership: The Creative Brief—your go-to podcast for current conversations shaping modern mortgage and lending leadership.This week, we're thrilled to bring you a particularly timely episode: we reframe social media from a content dump into an opportunity for authentic relationship building. Posting is no longer about volume—it’s about connection. If you’ve ever felt exhausted or burned out by the constant push to “post more,” this conversation is for you.We’re joined by our very own social media director, Summer Boyd, who brings her expertise to help us decode what actually works on social today. Social platforms are evolving rapidly, and, as we enter the world of 2026 and beyond, trust, presence, and authenticity are more essential than ever.We discuss the impact of AI, the importance of engaging instead of broadcasting, why quality beats quantity on business pages, and actionable strategies for social listening, building trust, and growing your digital presence—without losing your mind.What we covered in this episode:Together with Summer Boyd, we explore:Why social media should be seen as a tool for building relationships, not just for broadcasting contentThe massive shift toward authenticity and “showing up human” in the age of AI and filtersHow engagement—not posting frequency—now drives the algorithms and boosts visibility for business pagesThe practical value of social listening, content responsiveness, and supporting your community onlineThe true meaning of social proof in the digital age, and how trust is built over time (not in a single post)Summer shares expert and easy-to-implement tips for those overwhelmed by social media, emphasizing the power of small, consistent habits that can grow your network and authority without requiring you to be everywhere, all the time.Key takeaways:Social media is relationship-first, not content-first.Treat social platforms as networking events—don’t post and ghost. Engagement (commenting, responding, supporting others) is the new differentiator.Authenticity wins over perfection.In an increasingly AI-saturated world, being real, imperfect, and “human” is more valuable than ever. Audiences want to connect with real people, not brands hiding behind polished graphics and scheduled posts.Quality engagement outperforms quantity of posts.Algorithms now favor interaction and community building, not static business posts. Prioritize responding, sharing, and showing up for others—especially on your business page.Social listening provides endless content inspiration.Pay attention to what your partners, clients, and competitors are discussing online. Use their challenges and questions as starting points for your own content—don’t overthink it!Trust (social proof) is built in small moments over time.Consistent engagement, celebrating client victories, and supporting your local community online matter far more than a sporadic review or testimonial. People trust those who show up and interact, not just those who talk about their successes.Whether you’re new to the social media game or a seasoned poster who’s lost motivation, this episode will help you reset your focus, start small, and show up more intentionally.As always, if you have questions or want to share your own tips, engage with us online—we’re here to listen and grow with you. Don’t forget to like and subscribe!Thanks for tuning in to Lending Leadership: The Creative Brief. See you next time!Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros, your inside track to the strategies, stories, and culture shaping today’s mortgage business.In this episode, we’re excited to welcome a true industry legend: John Mirenda, founder of Greentree Mortgage. For decades, John has been widely respected not only for building a powerhouse mortgage company, but for doing so with a focus on people, honesty, and servant leadership. If you’re a mortgage owner-operator grappling with the challenges of growth, culture, or even considering a merger, John’s journey is a masterclass in navigating them all.We kick things off discussing the big question: What happens when an owner who’s been courted by competitors for years finally says “yes” to a real conversation? And, more importantly, what does a merger look like when people, culture, and leadership truly come before the numbers? Dave Holland, Tom Mills, and Robert Fillyaw team up with John to explore the ups and downs of his 30-year journey at Greentree, his rise from entry-level employee to owner, and the tough times that ultimately defined both his company and his leadership.We dig deep into what made Greentree stand out—its reputation, its culture, and the extraordinary loyalty of its team, even as competitors sought to lure them away. John Mirenda shares the story of buying the business just before the market crash, the years spent in survival mode, and the lessons that only adversity can teach. Together, we talk through what made our own merger unique: how trust, transparency, and partnership came before negotiations, and how keeping culture intact guided every decision.The heart of the conversation is about more than business. It’s about what it means to put people first, why servant leadership—while not the fastest path—creates lasting and meaningful success, and why sometimes, being open to one key conversation can change your business and your life for the better.Key Takeaways:Servant Leadership Isn’t Just a Buzzword: John Mirenda shares how seeing himself as a partner and service leader to his team (not just the “boss”) built a foundation of loyalty and stability, especially through market turmoil and aggressive recruiting from competitors.Survival Through Adversity Builds Real Success: The toughest years—surviving the ’07–’09 mortgage meltdown—didn’t just test Greentree; they defined its future. John explains how taking just one positive step each day through crisis laid the groundwork for long-term achievement.Culture and Trust Over Numbers: When merger talks began, the conversation centered on vision and people, not the balance sheet. The partners made sure that Greentree’s legacy, reputation, and relationships stayed at the center of every decision—proving that deals built on trust last.Collaboration Multiplies Opportunities: After years “at the top but alone,” John found the greatest surprise and benefit was joining a partnership where leadership and decision-making were shared. This collaboration opened new doors, from technology to marketing and coaching his team had never explored.Openness to New Conversations Drives Growth: John’s message to other mortgage leaders: Don’t close yourself off from new partnerships or ideas out of apprehension or habit. Sometimes, the path to even greater fulfillment and success is on the other side of one open, honest conversation.This episode is packed with wisdom for any leader in the mortgage industry, whether you’re running your own company, building your team, or contemplating a merger. We hope John’s story inspires you as much as it inspired us—and reminds you that in this business, putting people and culture first is always the best investment.Thanks for listening to Lending Leadership: The Mortgage Pros. For John Mirenda, Dave Holland, Tom Mills, and our entire team, we’ll catch you in the next episode.Robert, Tom, & Dave

Welcome back to Lending Leadership: The Creative Brief – your source for real conversations about leading in the lending industry and beyond.Today, we’re diving into a topic that’s become critical in the way we work, build relationships, and represent ourselves: showing up with confidence, authenticity, and intentionality on virtual calls. Over the past few years, video meetings have become the backdrop for how we sell, lead, recruit, and connect. But as Rachael Tresch points out, logging on is not the same as truly showing up.Rachael Tresch guides you through the subtle details that quietly shape the way others experience and remember us online. From camera angles to lighting, wardrobe choices to body language, Rachael Tresch breaks down the best practices for a standout virtual presence. We share real stories and practical tips for mastering the small things that add up to big first impressions.Here’s what we covered in this episode:Why your virtual first impression matters more than everThe impact of the background—real versus virtual—on trust and memorabilityCamera placement, body language, and the art of making real connection through a screenWardrobe secrets for looking your best and building confidence virtuallyThe power of lighting, energy, and using AI note-takers to boost professionalism and connectionKey Takeaways:Authenticity in Your Background Builds TrustPeople connect more with a real, thoughtfully designed background than with a virtual one. Your space subtly tells your story, so avoid clutter and choose elements that reflect your personality. If possible, include something visually interesting—like pets or a moving object—to hold attention and increase memorability.Camera Placement and Eye Contact are Game-ChangersWe often forget that the camera is our direct line to other participants. Looking into the camera—rather than at ourselves—creates genuine connection, just as we would in-person. Camera should be at eye level with a couple of inches of space above your head—no awkward cut-offs or “up-the-nose” shots!What You Wear On Calls Matters—Choose Simple and Avoid StripesYour clothing impacts your professional image. Stay away from busy patterns like stripes or plaids, which appear blurry on video, and avoid the color orange, which tests poorly with viewers. Solid, confident colors (other than orange!) make you more memorable, and always dress for the role you want to project, even on remote calls.Lighting Can Make or Break Your First ImpressionLighting should be in front of you—not behind—so you’re clearly visible. Avoid backlit setups that make you look mysterious or untrustworthy. Natural light is best, but even basic side lights will help. Clear, well-lit visuals foster trust and enhance your effectiveness.Boost Connection with Intentional Energy, Gestures, and AI ToolsVirtual meetings tend to sap energy, so we need to intentionally elevate our voice dynamics, body language, and engagement level. Use hand gestures, vary your vocal tone, and bring energy to the screen. Use AI note-takers to stay present, building rapport and trust without sacrificing meeting notes or action items.This episode’s message: Virtual presence isn’t going away—so let’s show up wisely, authentically, and with intention. If you have best practices for thriving on video calls, we want to hear them! Like, subscribe, and let us know how you make your virtual meetings a success.Thanks for joining us on Lending Leadership: The Creative Brief. Until next time, we’ll see you—clearly—in the virtual world.Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros, your go-to resource for everything mortgage professionals need to lead, grow, and elevate their business.In this episode, we shine a spotlight on one of the most impactful growth levers in our industry: coaching. Whether you're an aspiring loan officer looking to break through the next ceiling, a manager navigating multiple teams, or a seasoned originator feeling stuck, coaching is a tool with ripple effects far beyond business output—it can transform lives, families, and organizations.We’re thrilled to welcome Kristen Watkins as our special guest. As someone who’s shaped the trajectory of countless mortgage professionals, including our very own co-host Robert Fillyaw and other company leaders, Kristen Watkins brings decades of hands-on coaching experience both as an external and—now—internal coach within our organization. Her journey began in an unexpected place—the dental industry—and took a fortuitous turn into coaching mortgage professionals after seeing how powerful the right guidance can be for unlocking true potential.In this episode, we discuss:The unique role of coaching in the mortgage industry and why even the best in the world—athletes, executives, and loan officers alike—depend on coaches to reach new heights.Kristen Watkins's personal journey from managing a mortgage office to becoming a sought-after coach, and what it means to run an internal coaching program that's fully aligned with company leadership.The incredible impact of customized coaching solutions, including moving from three closings a month to 19, and how vulnerability plus accountability add up to breakthrough growth.The most common hurdles that hold loan officers back, including the myth that being “busy” equals being productive (and profitable!).Real-life stories of transformation, including how coaching restored balance and brought renewed joy and motivation not just to careers, but to home life, too.Key takeaways:Successful Loan Officers Don't Succeed AloneJust as Tiger Woods or Super Bowl teams rely on expert coaches, top-producing mortgage professionals also need mentors to challenge them, refine their habits, and provide accountability. No one achieves lasting success in a vacuum.Alignment in Internal Coaching Makes All the DifferenceKristen highlights the power of an internal coaching program: everyone—from leadership to originators—hears and implements the same proven strategies. This alignment eliminates conflicting messages, reinforces best practices, and accelerates results.Vulnerability and Implementation Are Essential for GrowthCoaching only works when participants are honest about their strengths, weaknesses, and even fears—and are willing to do the work. The most dramatic business transformations come from those who open up, trust the process, and execute relentlessly.Delegation and Focus on High-Payoff Activities Move the NeedleMany LOs stay busy with paperwork and behind-the-scenes tasks, missing opportunities for growth. The highest achievers consistently delegate non-revenue-producing activities to team members and focus their energy on what actually drives new business.Coaching Impacts More Than Just NumbersThe ripple effect of coaching is profound: it delivers not just more closings or income, but also restores work-life balance, rekindles passion for the business, and improves personal relationships. Sometimes, the greatest measure of success is hearing “Thank you for giving me my husband back.”If you’ve ever felt curious—or skeptical—about the value of coaching, this episode is packed with real-world stories, practical advice, and maybe even the nudge you need to elevate your career and quality of life. As Kristen Watkins reminds us: if elite athletes and championship teams wouldn’t go without a coach, why should you?Thanks for tuning in to Lending Leadership: The Mortgage Pros. Don’t forget to subscribe, leave a five-star review, and share this episode with a peer who could use some inspiration or a fresh start. If you’re ready to dip your toe into coaching or want to learn more about our approach, we’d love to connect!Robert, Tom, and Dave

Welcome back to Lending Leadership: The Creative Brief, your go-to podcast for actionable marketing and business-building strategies tailored for loan officers, real estate agents, and anyone involved in sales.In this special New Year episode, we wanted to deliver a fresh, practical perspective on how to create a marketing plan you’ll actually stick to. It’s easy to get overwhelmed with too many ideas—especially at the top of the year when resolutions are high, but follow-through can be a challenge. Today, we dig into straight-forward strategies for building a sustainable marketing plan, sharing the methods and mindsets that have worked for us, for those we coach, and for countless other successful professionals in our industry.In this conversation, we leverage years of experience in the mortgage and real estate fields, blending personal anecdotes, hard-won lessons, and concrete advice you can use right now to elevate your business.In this episode, we break down:Why it’s crucial to focus rather than try doing “everything under the sun”How to pick a few marketing pillars that really move the needle (and keep you inspired)What it means to set realistic, measurable goals that actually propel you forward (not just fill up your to-do list)The importance of documenting your goals and making them visible—and how that transforms resultsTools, systems, and tech hacks that make it easier to stay consistent (especially if you find some areas daunting)Plus, the power of creative prompts and leveraging AI tools like ChatGPT for brand clarity and content creationAnd, of course, we share some laughs (hello pickleball league!) and anchor everything with real-world, compassionate advice for avoiding burnout and building momentum.Key Takeaways:Pick Your Pillars and Get Focused.We challenge you to avoid spreading yourself too thin. Pick two to three core “marketing pillars” for the year—be it video, social media, event hosting, or building realtor relationships—and direct your time and resources there. Consistency in a few strong areas always outweighs a scattered, lackluster approach.Write Your Plan Down and Make It Visible.Document your marketing plan and goals—whatever format works for you (digital, paper, spreadsheets, notebooks). It’s proven: when you write something down, you’re more likely to follow through. Keep your plan somewhere visible and check in regularly. Out of sight is out of mind.Set Realistic, Measurable Goals.Don’t just jot down “do more video”—instead, specify: “I will post four videos a month and host one event each quarter.” Your goals should push you, but also remain achievable. This balance keeps momentum high and builds confidence with every milestone hit.Leverage Tools and Team Support.It’s not just about what you can do yourself—look for systems and team members who can help, and periodically audit your tech and subscriptions. Utilize platforms like Social Coach to streamline your social posting, and don’t forget to ask: “If not me, then who?” when delegating.Use Creative Prompts and Embrace AI.We recommend starting with three defining questions: Who am I serving? What problem am I solving? How will people hear from me? Use these to clarify your brand and your message. Tools like ChatGPT can help generate ideas, write bios, and even lay out your content calendar.This episode isn’t about perfection—it’s about taking the next smart step, tracking your progress, and building a plan that works for you (not just copying what others are doing). We hope it inspires you to put pen to paper (or fingers to keyboard), prioritize your focus, and move into the new year with clarity and confidence.Don’t forget to follow us on YouTube, Apple, Google, and Facebook for more conversations, weekly insights, and a supportive community that’s ready to see you win. And maybe—just maybe—you’ll catch us launching our pickleball league or recording a walking podcast soon!Until next time—here’s to taking that first step and turning your intentions into action.Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros, where we dive deep into what it takes to excel in the mortgage industry not just through numbers, but through authentic leadership, smart recruiting, and building winning teams.This week’s episode marks our first of 2026, and we’re celebrating a year on the podcast! We’re continuing our Blueprint Series by putting Tom Mills in the hot seat. As someone who’s scaled entire regions in major mortgage companies, Tom Mills shares hard-earned insights on what most firms get wrong when they try to grow too quickly.Our core focus this episode? Recruiting in the mortgage world. We unpack why it’s more than just filling seats and how true success comes from aligning leadership, values, and trust. We reflect on our own journeys, our recruiting philosophies, and how choosing to attract the right talent makes all the difference in building not just a team but a lasting culture.We dig into the difference between “shotgun” recruiting versus a “sniper” approach, the trap of transactional recruiting, and the golden handcuffs trend sweeping the industry. You’ll hear stories from the trenches, why creating genuine relationships is the only way forward, and what it really takes to set up a company culture built to attract and keep top talent.Key takeaways:Recruiting with Intention, Not Desperation: We discuss why building external relationships should be an ongoing pursuit. If you don’t nurture these relationships, recruiting becomes a desperate exercise a slippery slope where you sacrifice your values in exchange for short-term production. Recruiting selectively allows us to stay aligned with our core principles.The Power of Servant Leadership: The best leaders aren’t just great at managing mortgages—they’re experts at managing relationships. We emphasize how our role transitioned from “mortgage business” to “people business” and why understanding, supporting, and leading others toward meaningful change is the foundation of our recruiting philosophy.Defining Your Avatar and Filtering for Fit: We break down why the way you recruit determines the kind of talent you’ll attract. We’re not interested in hiring every top producer—we want those who share our values, who invest in relationships, and who are loyal to their word. Defining the qualities of your ideal team member (beyond production) helps build a high-performing, aligned culture.Why Transactional Recruiting Fails: We examine the industry-wide pivot to treating originators like free agents, dangling big money with contractual “golden handcuffs.” While retention bonuses and contracts might seem attractive, they rarely create happy partnerships—and often lead to misery and turnover. We choose relationship over transaction every time.The Importance of the Onboarding Experience—and Success Stories: The nurture phase of recruiting is a filter for mutual fit, not just a sales pipeline. Once someone joins, onboarding must be intentional, organized, and supportive. We highlight how creating raving fans and success stories within the organization isn’t just good business, it's essential for attracting new talent organically.Whether you’re a branch manager thinking about recruiting, or a company leader hungry for scalable growth, remember: it’s not about how many seats you fill. It’s about who’s sitting beside you, how they work, and whether you’ve built the kind of environment that helps them and your organization—thrive for the long haul.Thank you for tuning in! As always, we’d love to hear your questions, challenges, and feedback. Smash that like button and leave us a review. Here’s to building better teams, better leaders, and a stronger industry together.Robert, Tom, & Dave

Welcome back to Lending Leadership: The Creative Brief!On this episode, we sit down for an energizing, insight-packed discussion with one of our absolute favorites in the business: Jeff Shealey, top Texas loan officer, community builder, and creative marketing standout. We’re diving into what happens when a loan officer doesn’t just talk about doing video and implementing new strategies—but actually builds systems, sets clear boundaries, and takes action.We kick things off by discussing Jeff’s well-known dynamic as part of a husband-and-wife lending team, leading with authenticity and a true all-in mentality. Together, we explore how he became not just a leader in his market, but also the go-to example for training sessions and industry partners. From building out his own blueprints for systems, mastering new tools, and constantly seeking ways to grow the business, Jeff shares a refreshingly practical approach to leadership and lending.Throughout the conversation, we dig into actionable takeaways on leveraging technology, setting boundaries with event partnerships, embracing a servant-leader mindset, and harnessing the power of video (even if you’re an introvert or perfectionist). You’ll get a peek into how Jeff’s childhood and entrepreneurial journey shaped his leadership philosophy, what it’s really like working alongside your spouse, and why being bold—and even a little uncomfortable—is an absolute must for modern loan officers.We also get tactical: What’s the real impact of video? Do you need to go viral to be successful? Jeff shares how strategy, consistency, and a “who, not how” mindset have positioned him as a market leader, even before the leads start pouring in.Whether you’re a loan officer looking to step up your marketing, struggling with new technology, or just wanting to deepen your service impact, this episode is full of real talk, relatable stories, and immediately useful advice.Key Takeaways:Systems Over Talk: Just Get StartedJeff Shealey illustrates the dramatic shift that happens when loan officers move past the “talking phase”—especially around video and technology—and set up real, actionable systems and accountability. Progress is rarely perfect, but the commitment to showing up is key.Embrace the 'Who, Not How' PhilosophySuccess isn’t always about doing everything yourself or doing it perfectly. Jeff hires experts, leverages his network (including family members and even his kids!), and stays focused on activities that move the needle, showing that the best leaders surround themselves with the right support.Set Boundaries and Filter OpportunitiesNot every event or partnership is worth your time. Jeff is intentional about where he invests, making sure every commitment has a strategic purpose—setting a great example for loan officers who want to maximize impact without burning out.Lead With Service and AuthenticityA servant’s heart and honest communication are at the core of Jeff’s approach. Whether it’s proactively seeking feedback (even criticism), helping clients who may never do business with him, or mentoring colleagues, true impact comes from serving others first.Consistency and Visibility Trump “Viral” MomentsYou don’t need to go viral to be top of mind. Jeff shares how showing up regularly with video and creative touchpoints creates the perception of ubiquity—and consistently brings opportunities, even if online engagement seems quiet.This conversation is packed with wisdom, practical tools, and encouragement for anyone in the lending space (or any high-stakes, relationship-driven business). If you’re ready to step up your leadership game—and maybe even steal a blueprint or two from one of the best in the business—press play, take notes, and get ready to be inspired.And hey, if you want to see exactly how Jeff Shealey does it, check out justseejeff.com. Don’t forget to like, subscribe, and join us every Wednesday for more actionable insights on Lending Leadership: The Creative Brief!Rach & Rinn

Welcome back to Lending Leadership: The Creative Brief!In this episode, we dove deep into what it really means to build a thriving team and a differentiated brand in the mortgage industry. We were thrilled to have special guest Dan Andersen, an accomplished loan officer from Chicagoland, join us for an inspiring conversation about leadership, creative marketing, and the power of giving back.We kicked things off by exploring Dan's unique commitment to sharing knowledge and supporting fellow loan officers. Unlike many who keep successful strategies close, Dan believes growth is amplified when we give others the keys to their own success. He discussed his journey from a solo player to building a dynamic team, how his marketing evolved over more than a decade, and how leveraging social media and team collaboration helped him stand out in a crowded market.Together, we unpacked topics like overcoming fear of video, finding the right team members, capitalizing on social media to build lasting relationships, and the magic that happens when authentic personal moments are woven into your professional brand. We also got an inside look at Team Andersen’s creative process (with a few laughs about their infamous “Cash King” content!) and why giving is truly at the heart of Dan’s leadership philosophy.Key Takeaways:Giving Fuels Growth: Dan highlighted that the more you help others around you succeed—whether colleagues, clients, or referral partners—the more you’ll naturally grow too. Generosity and mentorship are not only good karma, but they build business momentum and create a positive, collaborative culture.Humble Confidence Is Key: Balancing confidence with humility allows young loan officers (and seasoned pros alike) to absorb lessons from every source, including those with more experience. Listening first and sharing generously sets the stage for authentic relationships and long-term success.Social Media as a Strategic Touchpoint: We discussed how social media isn’t just about self-promotion; it’s a powerful relationship-builder. Sharing and promoting your partners’ content keeps you consistently in front of your network and grows engagement organically, especially when in-person touches are less common.Let Personal and Professional Overlap: People want to see the person behind the business. Dan reminded us that weaving in personal stories and real-life moments on social media creates a relatable, engaging brand—one that clients and partners feel genuinely connected to.Consistency Wins: Building a memorable brand or presence—online or off—requires showing up every single day. Consistent action, content, and engagement set you apart, whether you’re braving video for the first time or nurturing existing relationships.Thank you to Dan Andersen for sharing so openly about the highs, challenges, and creative victories that have fueled his journey. We hope every listener walks away energized to lead with generosity, embrace new creative risks, and keep showing up for their communities. Don’t forget to like, subscribe, and follow Team Andersen for a dose of inspiration and a little fun along the way!Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros—the podcast where we pull back the curtain on what it really takes to be a great leader in the mortgage industry.In today’s episode, we shift gears and get personal, inviting you into a raw and unscripted discussion about one of the most pivotal transitions a mortgage leader can make: moving from top producer to branch leader. This week, we’re continuing to spotlight Robert Fillyaw. He shares his candid experiences, lessons learned, and hard-won advice on stepping away from his own production to build something bigger—for himself and his team.You’ll hear why the journey from originator to leader isn't as simple as flipping a switch and why so many leaders face steep learning curves, hard financial realities, and surprising moments of growth along the way. We talk culture, team building, structuring your days, core operational KPIs, recruiting strategies, and, of course, surviving the lean years before the wins start to snowball. In true Lending Leadership style, we don’t shy away from the mistakes either—because that’s where the best learning happens.Key Takeaways:The Power of Purposeful Leadership: We emphasize, and Robert Fillyaw reminds us, that knowing your “why” is critical before making the leap from producer to leader. Passion is essential, but your purpose must be compelling enough to withstand the inevitable challenges—otherwise, you’ll revert to what’s safe and familiar.Build and Align Your Team for Success: Surrounding yourself with the right people is non-negotiable. Robert credits much of his early success to having operational “rock stars” on his side. Alignment on vision, values, and goals among your core team is more important than early recruiting numbers.The Reality Behind the Numbers: Profitability isn’t just about increasing volume. We talk openly about margin compression, unexpected losses, and the vital importance of operational metrics—like clear-to-close ratios and KPIs—alongside traditional production stats. Sustainability is all about running your branch like a real business.Keep It Authentic—Always: In an industry full of hype and empty promises, authenticity and transparency win. Robert details how being honest (even when it’s tough) gives you staying power and attracts the right people to your organization. Word travels, so let your integrity differentiate your leadership style.Scaling Requires Sacrifice—and Systems: We underline that real growth won’t happen without giving up some comforts. Whether it’s stepping away from production, letting go of long-standing relationships, or investing time in building the right systems, growth comes with trade-offs. The systems and support you put in place are what allow both you and your team to flourish.Whether you’re just considering a big leadership move or you’re already knee-deep in the transition, this episode is packed with lessons, laughs, and a healthy dose of real talk about leadership in today’s mortgage world.If you enjoyed the episode or want to share your own experiences, don’t forget to leave us a review, hit that like button, and reach out to us if you want to go deeper on any of these topics.Robert, Tom, & Dave

Welcome back to Lending Leadership: The Mortgage Pros. We’re continuing our Blueprint series as we dive into one of the biggest turning points in a mortgage professional’s career: the decision to shift from top-producing loan originator to non-originating manager and leader. It’s a transition that’s not for everyone, but for those who feel called to grow something lasting and impactful, it’s a path full of challenges, rewards, and personal growth.We’re excited to focus today’s episode on Robert Fillyaw’s journey—what inspired his move away from personal origination and toward branch leadership. We discuss the motivation and “why” behind making this major shift, the realities of burnout, building a sustainable business, and the servant leadership mindset required to succeed as a non-originating manager. We also examine practical strategies—like team development, transitioning your focus, and recruiting branches—and the challenges unique to geography and market size.Whether you’re a seasoned originator contemplating next steps, or a producing manager ready to scale, this episode lays out the blueprint for changing roles within the mortgage industry, featuring stories, lessons, and actionable guidance from real experience.Key takeaways:Leadership Driven by a Bigger “Why”: We talk about how a deeper, legacy-driven motivation is essential for making the leap from origination to leadership. Robert shares that his desire for something beyond personal success—a business that could run independently and serve others (even his own kids in the future)—was the foundation of his transition.Burnout and the Catalyst for Change: We discuss the exhaustion that often precedes this kind of career shift. Robert candidly describes feeling burnt out, even with a strong team in place, and how letting go of control (while learning to delegate) was crucial to making the change sustainable.Servant Leadership and “Ripples in the Pond”: One of the most fulfilling parts of leading a branch, according to Robert, is embracing servant leadership—putting others’ success first, even if it means your own files close last. The impact you can have multiplies across teams, clients, and communities.Building and Trusting Your Team: We stress that before you can serve others or grow a branch, your own originations and processes must be dialed in. Robert lays out how investing in team development, training, and systems (to the point where they’re 90% of you) is step one in transitioning focus to bigger leadership goals.The Role of Market Size, Geography, and Scaling: Geography matters—especially for leaders in smaller markets. We explore how location shaped Robert’s recruiting and branch-building strategy, the challenges of saturation, and the need to create impact beyond your immediate locale. Additionally, scaling is not linear; setbacks and pivots are inevitable, so your “why” must keep you moving forward.This episode is an honest look at the journey from producer to leader: the blueprint, the bumps, and the breakthroughs that come with creating something bigger than yourself. Whether you’re thinking about this shift or currently navigating it, our hope is that you’ll come away equipped and inspired to build your own legacy in mortgage leadership.Come back next week for part two of this conversation!Robert, Tom, and Dave

Welcome back to Lending Leadership: The Mortgage Pros—your roadmap to building, scaling, and thriving in today’s mortgage industry.This episode is part two of our Blueprint Series, and we’re diving deep into the critical strategies, mindset shifts, and systems that helped Dave Holland break through a long-standing production ceiling and grow his business from $50 million to $200 million (and beyond). Dave Holland is back in the hot seat for a candid and insightful conversation.Last time, we explored the grind years—the relentless hustle, longstanding habits, and the heavy workload that define the early stages of a mortgage career. But as Rachael reminds us, this episode is all about what pushed Dave Holland and his business to scale: the “growth years.” We break down the pivotal moments, the mindset evolution, building and empowering a team, creating sustainable systems, and setting needed boundaries.If you’ve ever hit a wall in your growth or wondered how to truly scale your mortgage business, this conversation is about getting real, letting go of control, and learning to work smarter instead of harder.Key takeaways:Scaling Starts with Mindset, Not Just Operations: Before the systems and hires, it takes a mindset shift to move from “doing it all yourself” to confidently letting go and trusting the team. Dave Holland stresses that this is a gradual process—with years of hard lessons separating the grind years from true growth.Systems are Fuel for Growth, Not Just Organization: Implementing systems like a team line, shared inbox, and the “doctor-nurse” model were game-changers for Dave. Building clear processes around customer handoffs and communication freed up time for higher-value work and allowed him to focus on leading, not just doing.Trust and Empower Your Team—One Step at a Time: True scale comes from investing in hiring the right people, trusting them with increasingly critical responsibilities, and empowering them to own their work (“slow to hire, quick to fire” is a key mantra). Every time Dave delegated responsibilities and got out of the way, both his business and his team thrived.Boundaries Create Both Freedom and Professionalism: We discuss how setting clear office hours, managing availability, and not being at the beck and call of agents or clients leads to less stress and better relationships. Real estate partners may push back, but as Dave found, strong boundaries actually earn respect and allow for sustainable growth.Modern Marketing and Events are Essential, Not Optional: Scaling isn’t just about operational efficiency—it’s about building a brand. From lunch and learns, happy hours, and wine tastings to social media posts and mailers, Dave shares practical strategies that have fueled his business and created lasting relationships. The market keeps shifting, and adapting your outreach is key.This episode is a must-listen for any mortgage professional wanting to get out of the weeds and truly build a business that grows beyond themselves. As always, we’re open for your questions and feedback—reach out any time for a candid chat about what’s working and what’s not.Don’t forget to subscribe and stay tuned for more in-depth blueprint episodes as we keep building together for 2026 and beyond!

Welcome back to Lending Leadership: The Mortgage Pros—your hands-on guide to leadership, growth, and grit in the mortgage industry.On this episode, we’re kicking off a special two-part series focused on the journey from zero to $50 million in annual loan production—and what it takes to break through to $200 million and beyond. This week, we turn the spotlight on our very own Dave Holland, whose career has spanned over 25 years, nearly $2 billion in personal volume, and more than 10,000 families served. Trust us, his story is packed with the hard-earned lessons, mistakes, and mindset shifts that can help any loan officer pave their own path to greater success.Tom Mills and Rachel Tresch join Dave Holland for an honest, often humorous look at what it really means to grow in this business. We dig deep into the “old school” work ethic that got Dave Holland to his first ceiling, and the tactical shifts needed to move beyond it. While the door-to-door rate sheets and daily faxes may be mostly in the past, the core tenets of grit, relationship-building, and continual learning still ring true.In today’s episode, we roll back the clock to Dave Holland's early days—living in his grandparents’ basement, grinding through seven-day workweeks, and learning to turn rejection into resilience. We tease out the habits, mindset, and personal systems that allowed him to break out of the “lone wolf” trap, and set the stage for next week’s unpacking of how to scale beyond $100 million.Whether you’re a new LO, a seasoned veteran, or somewhere in between, there’s something here for every mortgage professional wanting more out of their business and their life.Key Takeaways:Grit Was the Foundation, but Not the Finish Line:In the early days, Dave Holland built his reputation on relentless work ethic—long days, constant outreach, and never shying away from the “hard stuff.” While that grit got him off the ground, it was clear that “just grinding” set a ceiling on both his output and his happiness. The path to real growth meant learning to work smarter, not just harder.Mastery of the Craft Still Matters:Dave Holland credits much of his early success to becoming a true student of the business—spending hours reading guidelines, memorizing policies, and striving to become the go-to problem-solver. While today’s market offers more coaching and peer collaboration than ever, the lesson is timeless: deep knowledge earns trust and sets you apart.Rejection Is Part of the Game:We explore how repeated “no’s”—and even outright dismissal—did sting, especially for a young professional with hand-me-down suits and no connections. Yet Dave Holland learned to keep showing up in agents’ offices and on the phones, eventually breaking through by sheer tenacity. Every “no” gets you closer to your next “yes.”Building a Reputation on Honesty and Communication:Facing up to mistakes, keeping promises, and being proactive with updates (even when it’s uncomfortable) became cornerstone habits for Dave Holland. We discuss specific tactical routines—weekly agent updates, over-communication at transaction pinch points, and owning errors early—that helped him stand out and earn consistent referrals.You Can’t Scale Alone—Systems and People Are Crucial:Dave Holland shares his realization that he couldn’t break past the $40–$50 million plateau without building a team and learning to delegate. Today, he credits his team and technology for delivering a higher standard of service than he ever could solo. The shift from control to collaboration—and from chaos to systems—was crucial for breaking through to the next level.We wrap up this episode with a look ahead: if you’re feeling stuck in your income or time, or simply craving a sustainable way to grow, you won’t want to miss Part Two. There is a tactical blueprint for scaling—and we’re here to help you find it.Don’t forget to like, subscribe, and share Lending Leadership: The Mortgage Pros. If you’re ready to move from maximum effort to maximum impact, stay tuned for our next installment.— Tom Mills, Rachel Tresch, and Dave Holland

Welcome back to Lending Leadership: The Creative Brief.We’re excited to bring you part three of our special series on the power of storytelling, featuring Will Greenblatt, founder of Outloud Speaker School. If you’re just joining us, now’s a perfect time: over this three-part journey, we’ve been unpacking not just why stories matter, but also how to craft your own compelling narrative, especially as a leader or sales professional.In this episode, we put the three-act origin story framework into practice. Will sat down with both of us to help shape our personal stories in real time. You’ll hear us dig deep—sometimes with vulnerability, sometimes with humor—reflecting on our backgrounds, challenges, and the moments that shaped us as people and professionals. We also discovered that telling a true story about who you are isn’t just engaging—it’s transformative, both for your audience and for you.If you’re in sales or a leadership role, or if you ever have to “tell your story” to anyone, this episode is packed with practical tips, real examples, and a dash of courage.Five Key Takeaways:Your Story is Your SuperpowerBoth the winding path and the struggles along the way are assets. Sharing the “nonlinear” reality of your career, or admitting you don’t always have it figured out, helps humanize you—building deeper trust with teams, recruits, and clients.Know Your Three Acts, Pick Your AnecdotesA three-act origin story structure helps you share a concise, powerful personal brand story. But anecdotes—like that embarrassing moment in music class—add color, relatability, and memorability to your introduction.Vulnerability Connects, Accomplishments ConvinceListing accolades is fine, but “real” stories make a greater impact—especially in sales. Opening up about moments of doubt, change, or fear (like thinking you’re unemployable!) allows others to see themselves in you and puts you on their side.Tailor Your Story to Your AudienceAdjust the focus and details depending on who’s listening—internal teams may appreciate more detailed, “inside” stories, while external clients may need clarity and brevity. Always ask: What helps this audience know, like, and trust me?Use Your Story Consistently—But Make it ConversationalDon’t memorize a script. Instead, get comfortable with the broad beats of your story so you can share the right piece at the right moment. Infuse your story into presentations, meetings, and even LinkedIn posts. The more you use it, the more it becomes a natural extension of your brand.A huge thank you to Will Greenblatt for guiding us through this live coaching session and sharing his ebook, which you can download here. Whether you lead, sell, or simply want to connect better, remember: people don’t just buy products, they buy people. Tell your story, stand out, and watch deeper connections—and better business—follow.Don’t forget to like, subscribe, and check out the ebook below. We’ll see you next time on Lending Leadership: The Creative Brief!Rach & Rinn

Welcome back to Lending Leadership: The Creative Brief, where we dig into stories, strategies, and the moments that shape leadership in the mortgage and lending industries.This week, we’re diving back into storytelling with the brilliant Will Greenblatt, picking up where last episode left off. If you joined us for Part One, you know that Will is a master of helping leaders use narrative to connect, drive change, and be remembered. In Part Two, we unpack the “Three Act Origin Story”—Will’s unique take on a classic storytelling framework designed for leaders who want to bring structure, emotion, and authenticity to their professional stories.So many of us struggle to explain what we do (and why it matters!) without sounding like a walking LinkedIn headline. In this conversation, Rachael, Corinne, and Will get real about how to share your background, struggles, and aha moments in ways that invite empathy and spark conversations within your teams.Here’s what we discussed:The Three Act Origin Story: what it is, how it works, and why starting with childhood is such a gamechanger.How sharing your real, sometimes vulnerable, truth is the opposite of weakness—it's the path to connection and leadership credibility.How to structure your story with just enough details to create empathy, without jumping the timeline or overwhelming your audience.Will Greenblatt’s storytelling coaching in action: listen in asCorinne Bibbshares her background and experience, and we reflect on what makes our stories relatable at work (and why you might want to skip talking present-day specifics when you’re building the scene).The beauty and challenge of embracing the “I don’t know what I want to be when I grow up” mindset, especially as a leader in a fast-moving industry.Key takeaways:Start at the Human Level: By anchoring any story in childhood, we tap into our shared humanity. Childhood is an “equalizer,” creating connection even when backgrounds are wildly different. That “baby picture effect” softens our perspective and reminds us everyone starts somewhere.Chronology Builds Transport: To deeply engage your listeners, let your narrative follow a chronological arc. Don’t jump back and forth to present-day facts—keep us in that moment, and watch empathy and curiosity grow.Vulnerability Is Your Superpower: Sharing the truths you’re hesitant to say (like not being sure what you want to be when you grow up) is exactly what draws people in. If it feels risky, it’s probably resonant—your audience feels the tightrope, and that’s where leadership trust is built.Context Creates Clarity: Even small details—like sibling dynamics or socioeconomic background—offer critical context to your journey. They’re often more interesting and memorable than job titles or resume bullet points.You Don’t Need a Perfect Aha Moment: Not everyone has a dramatic turning point or a grand “why” behind their choices. Admitting you don’t know, or that some things developed organically, is just as valid. What matters is honestly naming those moments and the questions they raise.We left off on a tantalizing note: next episode, Will Greenblatt goes even deeper into real-time coaching, helping Rachael and Corinne Bibb shape their stories for maximum connection and clarity. This trilogy is a must-listen for anyone looking to rehumanize their leadership narrative and make meaningful connections in (and out of) the workplace.Pull up a seat, grab a pen, and get ready for more storytelling magic next week on Lending Leadership: The Creative Brief!Rach & Rinn

Welcome back to Lending Leadership: The Creative Brief!We’re kicking off something extra special this week—a three-part series focused on the art and business impact of storytelling. If you’ve ever wondered how some people seem to captivate with their personal stories while others fall flat, you’re in the right place. In this episode, we explore why storytelling isn’t just a “nice to have” for leaders, marketers, and sales professionals—it’s essential.And to help us unpack the science and soul of effective storytelling, we’re joined by guest Will Greenblatt, founder of Outloud Speaker School, accomplished public speaking coach, and self-described “recovering child actor.” Will is a master at helping people turn their real-life stories into their secret weapon for connection, persuasion, and career success.In Part 1 of this series, Will Greenblatt walks us through his own “three act origin story,” complete with vulnerable moments, setbacks, and the surprising ways his lows have shaped the success he experiences today. Together, we discuss the difference between a pitch and a story, what it means to genuinely open up (while respecting personal boundaries), and why sharing your truth is often the first step to building real trust.Key TakeawaysYour Story Is Your SuperpowerEveryone has a unique origin story—even if you don’t think yours is “interesting.” Learning how to share it in a structured, honest way is the quickest route to helping people know, like, and trust you.Storytelling Outshines PitchingPeople forget pitches, but they remember stories. Replacing the pitch-heavy mindset with authentic storytelling opens the door to deeper, more memorable business connections.Vulnerability Has No Set BoundaryThe “line” for appropriate vulnerability is different for everyone, and you can’t always predict how people will respond. What matters most is checking your intention—tell your story for connection, not just for applause or approval.Authenticity Over ApprovalPerforming to please others might get you noticed, but it rarely leads to genuine happiness or lasting success. The goal is to express yourself honestly and let business success follow as a natural byproduct, not the main objective.Human Storytelling in the Age of AIWith technology making it easier than ever to outsource our words and ideas, the ability to tell your own story—raw, real, and unpolished—is more valuable than ever. As Will Greenblatt passionately warns, don’t hand your unique voice to a machine; the struggle to articulate your truth is what deepens your connections and defines your personal brand.Whether you’re a leader, marketer, or just someone trying to make a lasting impression, this episode sets the stage for practical, heartfelt storytelling that resonates. Don’t miss next week’s follow-up, when we break down the secret sauce of the “three act origin story” and help you craft your own.If you enjoyed this episode, don’t forget to like and subscribe—Lending Leadership: The Creative Brief will be back next week to pick up right where we left off!

Welcome back to Lending Leadership: The Mortgage Pros—your trusted resource for navigating the ever-changing world of mortgage lending and leadership.In this episode, we dive deep into the question every loan originator eventually asks: How do you know you’re at the right company? With the fourth quarter in full swing and originator movement at its peak, we break down the inner workings of career moves in the mortgage industry, focusing on the real factors that drive loan officers to make a change—or stay where they are.We’re joined by co-hosts Robert Fillyaw, Dave Holland, and Tom Mills, who bring decades of experience and a strong commitment to leadership, retention, and authenticity in mortgage lending. Each of us draws on our own career journeys, so there’s no outside guest, but there’s plenty of hard-won wisdom and candid discussion to go around.This week, we dig into national originator statistics, personal stories of operational challenges and leadership turnover, and candid advice for evaluating your next move. We talk about the importance of self-reflection, the difference between shiny tech versus foundational support, and what truly drives career satisfaction and growth in the mortgage industry.Key takeaways:Self-Assessment Before Blaming the Company: We emphasize the importance of looking inward before blaming your employer for low production or career dissatisfaction. Many originators end up at excellent companies, but if they’re not growing or thriving, the real issue may sometimes be personal habits or approach rather than the company itself.Retention and Relationships Matter Most: A recurring theme in the conversation is the power of leadership and personal connection. Originators who report strong, authentic relationships with their management and operational teams tend to stay longer and perform better, highlighting that good leadership—not just products or tech—is the backbone of a great mortgage shop.Tune Out Shiny Object Syndrome: Switching companies for “better tech” or “lower rates” often leads to disappointment, especially when promises aren’t fulfilled. We urge loan officers to focus on long-term benefits like growth, balance, and service—and to avoid contract traps or distractions unless a move is truly needed.Ask Better Questions When Shopping Companies: When considering a change—or just evaluating your current company—don’t settle for surface-level product or pricing questions. We recommend picking up the phone and talking directly to current originators about their experiences with support, leadership, business planning, and fulfillment of promises before making any decisions.Growth, Balance, and Service Are Your True North: If you’re able to grow, give great service, and maintain balance in your life, don’t let money or tech lure you into a move. Originators who have all three won’t find anything that beats their current setup, and those are the companies that foster real careers, not just jobs.Additional highlights include front-line advice for managers looking to retain top talent (“recruit your own people first”), cautionary tales about signing bonuses and contract lock-ins, and actionable questions every loan officer should ask when evaluating a potential new company.This episode is packed with practical wisdom and honest conversation. Whether you’re contemplating a move or looking to build a career with lasting impact, we hope you walk away inspired to invest in your own growth—and ask the right questions every step of the way.Thanks for tuning in! Hit subscribe, give us a like, and join us for the next episode of Lending Leadership: The Mortgage Pros, where we keep it real and keep you moving forward in your mortgage career.Robert, Tom, & Dave

Welcome back to Lending Leadership: The Creative Brief, your go-to space for authentic conversations about creativity, career, and the beautifully chaotic world of mortgage and real estate professionals.In today’s episode, we’re pulling from real-life chaos—think Alexa reminders gone wrong and the hurried juggling of family calendars—to talk all things organization, boundaries, and keeping our creative spark alive amidst busy professional and personal lives. This week, we're getting real about what it means to be creative women in the mortgage industry trying to thrive at work and at home.We dig in on everything from morning routines that set the right mental tone to the struggle of wrangling multiple calendars, and how tech tools like the Skylight Calendar are changing the game for busy families. We open up about parenting fails, why discipline beats motivation, and how critical it is to give ourselves grace both professionally and personally. Plus, we share strategies for keeping creative energy flowing instead of burning out, and why being present—in meetings, with clients, with our families—is so essential to success and satisfaction.Whether you’re a parent, a busy entrepreneur, or a mortgage rockstar, there’s something here for anyone trying to keep all the spinning plates in the air.Key takeaways:Communication and Organization Go Hand-in-Hand: Our hilarious “check the mole” Alexa story was a reminder that even the best systems fall flat without good communication. Whether coordinating with smart devices or your family, clearly articulating—and following up on—reminders is vital to staying on track.Technology Can Be a Lifesaver for Busy Professionals: In our ongoing quest for household harmony, we discussed the Skylight Calendar—a centralized digital hub that syncs all family schedules, color-codes events, and integrates with multiple apps. It’s a potential game-changer for busy mortgage and real estate professionals managing both work and family demands.Morning Routines and Time Blocking Are Foundational: We both rely on solid morning routines to set the right tone mentally and emotionally for the day. Blocking time in advance, looking ahead at the week, and “preparing lightly” ensures you’re not just productive, but present both in professional settings and with your family.Discipline Versus Motivation—and the Importance of Grace: Discipline—the practice of sticking to non-negotiable habits regardless of mood or motivation—is key. But we also stressed the importance of self-compassion. When the routine falls apart, have the grace to adjust, reset, and not beat yourself up.Protecting Your Creative Energy and Being Present: The ability to shift from technical to creative work (or from business to family time) requires intentional breaks—those “palate-cleansing” moments that allow your brain to switch gears. We talked strategies for preventing burnout, from listening to music to journaling, and how presence (really being in the moment with clients or family) is vital for relationship-building and personal wellbeing.As always, we invite you to share your own tips and tricks—especially if you’re using tools like the Skylight Calendar or have strategies for balancing those “bewitching hours” with kids, clients, and chaos. We’re here to learn from each other!Thanks for tuning in to Lending Leadership: The Creative Brief. Don’t forget to comment, like, subscribe, and share. We can’t wait to see you for the next episode!Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros—your go-to resource for guidance and inspiration in the ever-evolving world of mortgage lending.After a whirlwind of traveling for work conferences, we’re excited to bring you a fresh perspective on marketing for mortgage professionals. In this episode, we’re joined by industry coach and marketing expert Ralph Watkins, who shares his expansive experience and keen insights on how loan officers can keep up in the changing landscape of mortgage marketing. Ralph has witnessed—and shaped—marketing strategies from cold calls and donuts to social media reels and the rise of AI.We dive deep with Ralph into his career evolution, discussing the transition from brute force, interruption marketing to a modern, attraction-based approach. Along the way, we share personal stories about how meeting Ralph and his coaching changed the trajectory of our careers, underscoring the transformative power of mentorship and authentic relationships.Together, we unpack the daily success plan, the shift from chasing to attracting business, and actionable ways for loan officers to connect with realtors in genuine, non-awkward ways. Whether you’re new to the industry or a seasoned pro, Ralph’s insights will help you stay ahead without losing sight of what works.Key takeaways:The Power of Relationship-Driven Marketing: Ralph explains how the biggest evolution in mortgage marketing is shifting from interruption-based tactics—like cold calling and door-to-door selling—to attraction marketing. Building real relationships through valuable content fosters trust and loyalty, proving far more effective than generic outreach.Leveraging Content and Social Media for Scale: We discuss how social media and video channels like YouTube allow mortgage professionals to reach thousands of potential clients cost-effectively. Ralph highlights that cumulative, valuable content not only markets for you around the clock but also creates meaningful engagement with your audience.The Role of AI in Modern Mortgage Marketing: Ralph brings practical advice on harnessing AI—tools like ChatGPT and Grok—to create balanced, targeted content. By letting AI draft prompts and build out content calendars, loan officers can automate much of their outreach while fine-tuning messaging through data-driven analytics. He likens AI to “a librarian who knows every book ever written,” offering answers at your fingertips.Consistency and Authenticity Matter Most: No technology or flashy technique replaces genuine relationships. We reinforce that people still do business with people they know, like, and trust. Ralph urges listeners not to worry about perfection—anything worth doing is worth doing badly at first. Consistent action beats hesitation.Actionable Blueprint for Social Media Success: Ralph shares a practical content mix: 50% value-driven content (educational, insightful tips), 30% personal stories and authentic glimpses, and only 20% direct calls to action. He even provides an AI prompt that lets loan officers create a month’s worth of content in minutes, making it simpler than ever to start—just ask!This episode is a reminder that while tools and methods change, the heart of success in lending remains authentic relationships, adaptability, and a willingness to embrace new technology. Whether you're overwhelmed by marketing choices or ready for the next step, Ralph’s wisdom offers tangible strategies to help you grow without losing sight of your purpose.Thanks for tuning in to Lending Leadership: The Mortgage Pros. Smash that like button, leave us a review, and we’ll see you next time with more actionable ideas to elevate your lending career!Robert, Tom, & Dave

Welcome back to Lending Leadership: The Creative Brief, your go-to podcast for staying ahead in the dynamic world of lending, real estate, and business development.In this episode, Rachael Tresch welcomes Brian McGroarty—a self-described “Renaissance guy” who’s as comfortable talking title insurance as he is discussing AI, business growth, and modern marketing strategy. If you’ve ever wondered how to truly stand out in this industry, you're in for a treat: Brian is someone people want to work with, not just for his expertise in title, but because he brings fresh perspectives from multiple fields and is genuinely passionate about helping others grow.Today, we dive into what it takes to be a thought leader across multiple industries, and how wearing “many hats” isn’t just a buzz phrase—it’s essential for creating value and forging meaningful partnerships. Brian opens up about his career journey, from a psychology degree and family PR firm to sales, payroll, merchant services, and eventually, title insurance. Along the way, he shares invaluable lessons on business ownership, building agile teams, and how technology (especially AI) is transforming everything we do.We explore topics like leveraging the “7921 Rule” for marketing (a Gary Vaynerchuk favorite), discovering your personal superpowers, building authentic relationships, and leadership when no one is watching. Whether you're in lending, real estate, title, or sales—this episode packs a punch of actionable advice for growing your reach without losing your authenticity.Key takeaways:Find and Own Your Superpower: Brian challenges us to clearly articulate and believe in the unique value we bring. It’s not enough to say you “bring value”—you need to know exactly what makes you special, and be confident in sharing that with others.Stay Curious and Adapt to Change (Especially AI): We discuss how AI isn’t just some distant future—it’s transforming sales, marketing, and business strategy right now. Dipping your toes into these tech waters isn’t optional; it’s the only way to avoid falling behind in a rapidly evolving industry.Diversify Your Efforts (The 7921 Rule): Inspired by Gary Vaynerchuk, Brian breaks down how to allocate your energy and resources: spend most of your time on what works best, but always experiment with smaller, alternative channels so you’re ready when something new takes off.Build Strong Teams by Playing to Strengths: Drawing from his background in psychology and PR, Brian explains how recognizing and harnessing the individual superpowers of your team members creates a more cohesive, resilient organization. It’s about listening, adapting, and helping everyone find their best-fit role.Authenticity Wins—Be Seen, Be Impactful, and Follow Up: In a world overloaded by digital communication, showing up in-person, building real relationships, and having a purposeful reason for every interaction sets you apart. Success isn’t about being everywhere online—it’s about making meaningful connections and always following up (including Brian’s pro-tip: the “double dial” to actually get someone on the phone).Additional Highlights:Brian's career evolution—and why no kid grows up saying they’ll work in title insurance, but how the path matters.The importance of leadership and integrity when no one is watching.Lessons on transitioning from behind-the-scenes roles to client-facing positions, and knowing when to delegate or seek outside expertise.Why curiosity and questioning everything (à la Socratic method and Ted Lasso) is crucial for growth.How returning team members and open communication create a stronger business culture.We wrap up with a reminder: try something new, be authentic, and never underestimate the power of a well-timed follow-up.Want to connect with Brian? Find his LinkedIn and website below. As always, please like and subscribe to Lending Leadership—your resource for creative growth and genuine leadership in lending and beyond.Have a great rest of your day, and thanks for listening!Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros—your go-to resource for honest conversations and actionable insights on what’s driving the mortgage industry today.In this episode, we welcomed Rich Swerbinsky, a true industry leader, master connector, and thought leader with over 30,000 LinkedIn followers. Rich is known for his dynamic approach to networking, branding, and digital presence in the mortgage space, and he's currently serving as Executive Director of the Ohio Mortgage Bankers Association. Rich is also the co-host of the Big Picture Podcast with Rob Chrisman and brings decades of experience to our discussion.Together, we dove into the importance of in-person networking in a post-pandemic world, the rising tide of digital branding for mortgage pros, and the seismic changes AI is bringing to mortgage operations. We got personal about the evolution of the industry, the need for adaptability among small- and medium-sized lenders, and the hidden potential of content-driven leadership. Whether you’re leading a team, running your own shop, or building your professional network, this episode is packed with hands-on tips and big-picture thinking.Key takeaways:The Power of Intentional Networking—Especially In Person: We dug into how there’s no real substitute for live, in-person connection when it comes to building lasting professional relationships. Rich illustrated how strategic, purposeful networking goes far beyond cocktail hours—it’s about showing up, sharing best practices, and intentionally connecting with peers and partners. While virtual meetings provide efficiency, nothing can fully replace the engagement and learning that happens during face-to-face events.Why Branding and Content Are Mortgage Must-Haves: Rich drove home that if he were starting a mortgage company today, content creation and branding would be his top focus. Personal and organizational brand-building, especially on social platforms like LinkedIn, gives lenders a competitive edge. Founder-led and employee-led content can elevate both personal and company reputations—plus, it’s a superpower in attracting clients and partners.Leveraging LinkedIn and Social Media—The Practical Way:We shared actionable tactics (like using the LinkedIn “bell” to follow key thought leaders and referral partners). Rich also emphasized that all loan originators should consistently engage on LinkedIn, Facebook, and Instagram—regardless of audience misconceptions. AI tools like ChatGPT can make content creation accessible, helping users ideate valuable posts efficiently and consistently.AI Is No Longer Optional—It’s Transformational:We explored how artificial intelligence is beginning to deliver on its promise in the mortgage landscape. AI-powered underwriting and workflow tools are driving real cost reductions and operational gains. While implementation still takes strategy and change management, lenders who embrace these tools early will outpace competitors in efficiency and adaptability.Small, Nimble Lenders Can Still Win—With Smart Strategy:Despite rapid consolidation and industry shake-ups, there’s huge opportunity for small and mid-sized lenders that leverage digital branding, invest in leadership, and remain agile. Rich underscored that the era of “donuts and bagels in realtor offices” is waning—forward-thinking companies that show up online and in person, embrace modern tech, and prioritize culture and learning will thrive.This episode is a toolkit for any mortgage leader or professional looking for both inspiration and practical, proven methods to level up—whether that means growing your business, building your personal brand, or just staying ahead of the next industry curve. We’re grateful to Rich for sharing his journey, and as always, hope these insights spark fresh ideas for you and your team.Don’t forget to like, subscribe, and connect with us on your favorite platform—let’s keep building the future of mortgage leadership, together!

Welcome back to Lending Leadership: The Creative Brief—your go-to podcast for sparking new ideas, driving community engagement, and leveling up your leadership in the lending industry.This week marks a special occasion at HMA Mortgage: it’s HMA Gives Back Week! In this episode, Rachael and Corrine dive deep into the world of charitable giving, event planning for impact, and connecting meaningfully with your community—whether you’re operating as a solo loan officer or as part of a nationwide team. We know many of you have favorite causes, but sometimes you need a little inspiration or a practical tip to take your outreach up a notch.We discuss how HMA Mortgage transformed its initial vision of a company-wide single event into a collection of unique, impactful, and locally focused initiatives across the country. We share stories and actionable strategies—from organizing a simple backpack drive to preparing meals at the Ronald McDonald House, pitching in with Habitat for Humanity, and more. Additionally, we highlight some incredible partner organizations and break down not only the planning process but also the importance of careful charity selection, creative communication, and why everyone should remember the humble yet mighty event T-shirt.Key takeaways:Local Impact, National Cohesion: Even if your company or team is geographically dispersed, you can create a sense of unity and shared purpose by coordinating simultaneous local charitable events. Cohesiveness can come from small touches—like matching T-shirts, shared hashtags, or collecting and sharing photos and videos across the whole organization.Vet Your Charities Carefully: When you operate as a business or public-facing branch, it’s extra important to research your chosen charities. Not every nonprofit is the right fit for your brand, and some may come with costs or barriers to entry you didn’t expect. Take time to select organizations that align with your values and mission.Keep It Simple and Relevant: Sometimes the most straightforward ideas are the most impactful—a backpack drive, a meal service, or supplying school essentials. These initiatives are always needed, easy to pull off, and can make a meaningful difference—so don’t shy away from a “repeat” event if your community needs it.Visuals Matter—Don’t Forget the Photos: Documenting your event isn’t just for social media “bragging”; it’s a way to spotlight your chosen organizations and amplify their reach for more donations. Delegating someone to capture photos and videos ensures you don’t miss the moment, and helps you connect with your clients and partners on a deeper level.Plan, Delegate, and Follow Up: Advance planning is crucial for successful impact events. Delegate roles like photo-taking, supplies gathering, or communication. After the event, follow up with your network—share what you accomplished, thank your team and partners, and encourage further support for your charity.As we roll up our sleeves this week to serve our communities, we hope you’ll find inspiration—whether you’re launching a solo effort or organizing your branch. Remember, real leadership means giving back and supporting those in need… one creative event at a time!Let us know how this episode motivated you, and don’t forget to tag us with your own “give back” stories. Until next time, we’ve all got some work to do—let’s get to it!

Welcome back to Lending Leadership: The Mortgage Pros!In this episode, we dove deep into a topic that every loan officer and mortgage professional faces—the art of “Attract First, Chase Later” when building powerful and enduring Realtor relationships. Robert Fillyaw and Dave Holland are hosting and bringing you real talk, honest stories, and practical strategies from our combined decades in the mortgage business.We kicked things off by sharing candid, behind-the-scenes moments (yes, technical difficulties included!) and set the stage for what makes our agent partnerships so solid—sometimes to the point that agents insist their buyers work with us or else. But we also acknowledged that this level of loyalty is becoming more rare as the industry gets increasingly transactional and lead-centric.Throughout the conversation, we offered a “free playbook” packed with stories of both triumphs and setbacks, practical advice for becoming a true mortgage advisor, and candid takes on navigating everything from difficult conversations to strategic lead spends. We tackled the challenging shift from relationship-based to transaction-based business and challenged the notion that writing checks or buying leads should ever be your opening move.We also spent time unpacking exactly what value looks like—from mastering your craft and proactive communication to providing unique, real-world support for your agents. Whether you’re a new loan officer or a seasoned vet, this episode delivers actionable steps for attracting, not chasing, top agent relationships—while staying true to yourself and your profession.Key takeaways:Consistency and Professionalism Are Baseline Requirements: Being a top-producing loan officer isn’t about “phoning it in.” You need to be reliable, present, and fully invested in your business every day—and your agents need to know they can count on you seven days a week. That professionalism lays the foundation for long-term partnerships.Honest, Proactive Communication Sets You Apart: When things go sideways (and they will), don’t shrink away. Overcommunicate, lead with transparency, and always bring solutions. Remember our “Murphy’s Law of Lending”—problems unaddressed will always become bigger, and agents want you to run toward the storm, not away from it.Bring Value Beyond the Transaction: Closing on time is table stakes, but true value comes from knowing your guidelines inside out, saving deals others can’t, removing pain points from your agents’ process, and being a business partner who helps them close more transactions. Find ways to take meaningful tasks off their plate or offer educational support like business planning classes.Resist the Temptation to Lead With Money: Jumping into costly lead spends or joint ventures at the outset commoditizes your service and weakens your position. Instead, use those financial arrangements to enhance established, strong relationships with trusted partners—never as your first pitch.Relationship Building Means Asking for the Business and Staying Top of Mind—Without Being Annoying: Don’t assume agents know you want their business—state it clearly and directly. Cultivate genuine, friendship-level relationships so your outreach is welcome, not a nuisance. Use social media, thoughtful newsletters, and personalized outreach (even about life outside work) to stay connected in authentic ways.As a parting challenge: Make a list of five agents you admire and brainstorm how you can add value to them this week. Audit your social media presence for authenticity and visibility, and ask yourself—would you want to work with you if you were an agent?Thanks for joining us on Lending Leadership with the Mortgage Pros. We’ll see you on the next episode, and don’t forget to subscribe and smash that like button!Robert, Tom, & Dave

Welcome back to Lending Leadership: The Creative Brief, your go-to resource for the latest in mortgage leadership, team-building, and creative strategy.In this episode, we sit down with one of the mortgage industry’s most dynamic family duos: Deanne “the Mortgage Mom” Katsaros and her son, Tom Katsaros of GreenTree Mortgage, a partner of HMA Mortgage. From catering weddings to closing loans, we explore how this mother-son team has built a legacy business rooted in family values, creativity, and connection. Not only have they mastered the client experience, but they’re also leaning into the future by embracing the power of AI in their business.We also dive into what it’s like to work with family, how “Team Mortgage Mom” is carving out a unique brand, and how their commitment to treating clients like family has led to real results, like helping a couple reach their dream of getting married in their backyard. Plus, we touch on unforgettable events (including a wild golf course marketing tale), lessons learned from the catering world, and the upcoming AI-themed event that’s setting a new bar for what’s possible in mortgage marketing.Whether you’re thinking about partnering with a family member, want to infuse more creativity into your mortgage business, or are curious about practical, real-world applications of AI in lending, this episode is packed with insight, fun, and a dose of infectious “Mortgage Mom” energy.Key takeaways:Family Dynamics Fuel Great Client Experiences: Working as a mother-son team brings both challenges and unique advantages. Deanne and Tom attribute their success to shared values, constant communication, and treating clients as part of the family—an approach that helps clients feel at ease and creates lasting relationships.Leaning Into Your Strengths Builds a Strong Team: Deanne and Tom have naturally fallen into roles that leverage their unique skills—Deanne as the networker and face of the brand, Tom as the operational expert and problem solver. This allows them to efficiently serve clients while growing their business and looking for new opportunities to evolve.Event Creativity Sets You Apart: Drawing on her catering background, Deanne has turned mortgage events into memorable, value-packed experiences that people actually want to attend. Whether it was the infamous “take a shot, make a shot, give us a shot” golf event or high-energy workshops, creativity breaks the mold and strengthens referral relationships.AI is Key to Efficiency and Modern Marketing: Deanne and Tom are excited about embracing AI to streamline their processes, from crafting emails to building event campaigns and handling follow-ups. They see AI not as a replacement for the personal touch, but as a tool to eliminate busywork and focus on what matters: client care and business growth.Balance is Essential, Especially in Family Business: While passion for the business runs deep, both Deanne and Tom emphasize the importance of setting boundaries so that work doesn't overwhelm their family life. They share openly about the need to “turn off” the mortgage talk and make space for personal connection, even while acknowledging how hard that can be when you truly love what you do.We’re so grateful to Deanne and Tom for sharing their story, strategies, and a few laughs with us.Thanks for listening, and as always, don’t forget to like, subscribe, and follow for more insights from Lending Leadership: The Creative Brief!

Welcome back to Lending Leadership: The Mortgage Pros.With back-to-school season in full swing and college football kicking off, we started to reflect on one of the quirks of our profession: almost no one grows up aspiring to be a mortgage loan officer. The vast majority of us, ourselves included, stumbled into this industry rather than charting a deliberate course here. So, Tom and Dave got together (minus Robert this week—safe travels, Robert!) to have a candid conversation: What if there was an actual college program for aspiring loan officers? What would that look like, and how could it transform our industry?Nobody announced on elementary school career day that it was their ambition to become a loan officer. Maybe that's why traditional education doesn't do a great job of actually preparing you for this field.In this episode, we're asking a question: If you were to design a true college curriculum for mortgage originating, what would you teach? We brainstorm everything from technical skills (income calculation, economics, macro finance, variable income) to the soft skills that really make a great loan officer (sales, marketing, communications, modern technology like AI, and most importantly—psychology and understanding people). We also highlight the unique rewards of the career—autonomy, limiless income potential, the relationships you form—and asked why, given its benefits, being a loan officer remains such an under-the-radar choice for young adults.Key takeaways:No Standard Path to Becoming a Loan Officer: Almost nobody sets out to enter the mortgage business, but it’s a hidden gem with tremendous potential for those who find their way here—even if their degree is totally unrelated.The Skills That Matter Most: While technical know-how (like income calculation and understanding macroeconomics) is important, some of the most vital skills are in psychology, communication, and sales. The best loan officers are those who can understand and effectively work with people.Self-Education is Essential: Since traditional college doesn’t prepare you for this role, your willingness to seek out education—through books, online courses, industry coaching, and by modeling top performers—is critical to standing out and thriving.The Value of Lifelong Learning: The landscape of mortgage lending is always evolving, with new technologies (like AI) and developing best practices. Those who continually hone their craft fare best, regardless of market cycles.The Mortgage Career is a Hidden Opportunity: Despite its challenges and a lack of early-career visibility, being a loan officer offers flexibility, income potential, and job satisfaction that rivals or surpasses many more “traditional” professions—without the lengthy (or costly) advanced degrees.If you’re a new loan officer, a student figuring out your future, or a seasoned pro looking to level up, we encourage you—put yourself “back to school.” The resources are all out there, and the commitment to learning never ends. If you’d like to connect or have questions about jumping into this rewarding field, reach out to us—we’re always here to help.From Tom Mills and Dave Holland at Lending Leadership: The Mortgage Pros, don’t forget to like, subscribe, and join us next time for more industry insights!Take care, everyone!Robert, Tom, and Dave

Welcome back to Lending Leadership: The Creative Brief—your resource for real talk about the mortgage industry’s behind-the-scenes realities.Today, we’re jumping into a topic that’s critically important for every loan officer: What should your marketing department actually be doing for you? Whether you’re an industry veteran or building your book, this episode is all about evaluating marketing support and how it impacts your business decisions and day-to-day success.After hearing countless frustrations from loan officers about the gaps and surprises in their marketing support, we’re breaking down what you should be able to expect—from communication, to customization, to accountability (and everything in between). We get granular about the importance of knowing what’s being sent from your CRM, how internal marketing teams should balance corporate initiatives with individualized support, and what excellent service truly looks like in this context.We also touch on what happens when you don’t get the support you need: the costs (literal and otherwise) of turning to external marketing resources, and how to know if your marketing department treats you as a real client and partner.5 Key Takeaways:Transparency in CRM Communications: Your marketing department should never send out communications to your database—past clients, realtor partners, or business contacts—without your approval and full awareness. It’s essential that you’re notified and understand what’s being sent so you never feel caught off guard by questions or follow-up calls.Personalized Consultative Support: True support isn’t just about blasting out generic content from corporate. Your marketing team should proactively meet with you, consult on your specific goals and challenges, and help you build custom strategies and campaigns that fit your brand, market, and clientele.Brand and Campaign Ownership: Ask yourself: is your marketing department corporately driven, or are they focused on supporting you, the loan officer, as a brand within the company? You should have the opportunity to create your own branding, run your individual campaigns, and seek marketing guidance that’s unique to your business—not just the company at large.Responsiveness and Ongoing Communication: A supportive marketing team isn’t measured just in creativity, but in timeliness and follow-through. You should never have to wait weeks for support or answers. Quick, reliable communication is a baseline expectation, along with regular check-ins and accountability when you want or need it.Knowing When to Seek (or Avoid Needing) External Support: If you’re not receiving the attention, customization, or responsiveness you need internally, you may end up hiring outside agencies—sometimes at great expense. While there’s nothing wrong with that approach if it suits you, ideally your internal marketing partners are working for you, checking all the boxes, and helping your business grow from within.We hope today’s episode sparks new questions for you about your own marketing support and arms you with actionable insights to get more of what you need. If you have experience with outside marketing agencies, or thoughts on what works (or doesn’t) in your marketing team, let us know in the comments. And as always—like, share, and stay tuned. We’ve got plenty more episodes on deck!Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros, where we dive deep into what makes the mortgage and lending industries truly tick.In today’s episode, we’re celebrating a milestone—our first-ever guest! We sat down with Will Eubanks, the founder and owner of EA Appraisals, to explore what genuine partnership looks like in our business and how one expertly executed cold call blossomed into one of our most dynamic and game-changing vendor relationships at HMA.With us as always are your co-hosts Tom Mills and Robert Fillyaw, and for this special conversation, Will brings his unique perspective—not just as a business owner and appraiser, but as a truly embedded partner and friend to our team. We discuss everything from the nuts-and-bolts of appraisal management to the power of investing in people, the art of memorable business development, and lessons on building and scaling a high-touch company in a margin-driven industry.We kicked things off by pulling back the curtain on Will’s backstory—how he took EA Appraisals from a scrappy local appraisal shop to a full-fledged Appraisal Management Company (AMC), licensed across 50 states and now nationally recognized for customer service and memorable branding.We shared both sides of the story behind our partnership: the serendipitous (and skillful!) cold call that started it all, the difference between transactional relationships and true partnership, and why friendship and cultural alignment matter just as much as the business itself. Will detailed the importance of vendor relationships, and we dug into the challenges and opportunities that come with scaling up—how to maintain personal touches as your business grows, and what it really looks like to let your team shine.We couldn’t help but talk about the standout marketing and “swag” that make EA Appraisals unforgettable—and why small touches like handwritten notes and quality merchandise make all the difference in a crowded, commoditized space.Will also opened up about the real work of work-life balance, the significance of being present with family, and how personal values drive his team culture and his client relationships.5 Key Takeaways:The Power of the Cold Call (and Persistence): Our entire business relationship with EA Appraisals began with a single, highly effective cold call. Will reminded us (and his own team) that old-school phone outreach—when done with intention and authenticity—can still be transformative.What Makes a Partnership Truly Work: Investing in cultural alignment, consistent communication, and genuine friendship elevates vendor relationships into powerful partnerships. When issues arise, the right partner solves problems rather than making excuses.Service Over Margins: Will’s approach of paying appraisers fairly and building close relationships with both appraisers and employees means higher quality and reduced friction—choosing “fast and well done” over “cheap,” even if it means compromising on margin for a better client experience.Stand Out by Being Memorable: EA Appraisals’ commitment to high-quality, well-designed swag and handwritten notes makes a lasting impression—something that’s even extended their brand visibility to celebrities and the broader industry. Details and presentation set you apart.Growth Through Empowerment and Balance: A key lesson in scaling: invest early in the right people and empower your team to take responsibility as the business grows. And, as Will vulnerably shared, balancing ambition with family and personal presence is a continual process, but ultimately, relationships—both in and out of the office—are the greatest source of pride and fulfillment.If you’ve ever wondered what it really takes to stand out and thrive in the mortgage industry—or you’re trying to level up your own vendor partnerships—this episode is a must-listen.Don’t forget to like, subscribe, and stay tuned for more conversations with the industry’s most authentic leaders. And if you’re struggling with appraisal challenges, take our advice and give Will Eubanks a call—you won’t regret it!Robert, Tom, and Dave

Welcome back to Lending Leadership: The Creative Brief, where we dive deep into the real drivers of growth for mortgage professionals, leaders, and their teams.Today, we’re thrilled to bring you a conversation that we’ve been looking forward to for some time. We’re joined by Irene Duford, founder and CEO of Loan Team Training and an experienced coach who has spent decades in the mortgage business crafting high-performing loan teams and helping mortgage professionals master their mindsets. Our chat with Irene isn’t just about the nuts and bolts of mortgage training—it’s about the powerful impact of self-talk, intentional communication, and building systems that truly serve the whole team.Key takeaways:Self-Talk is Your Most Powerful Business Tool: Beyond any CRM or sales script, the way we speak to ourselves daily sets the stage for everything we achieve. Irene shares hands-on techniques—like sticky notes, repetition, and using tools like the Self Talk Plus app—to help rewire your mindset and truly live into your goals.WOW Training is About Communication, Not Just Compliance: Irene’s WOW program goes well beyond mortgage knowledge. It focuses on equipping loan partners and support staff with the communication skills, scripts, systems, and people skills they need to deliver an exceptional client experience—something she identified as a major missing piece in most mortgage training.Most Teams Struggle with Communication, Not Skill: Breakdowns, delays, and frustration on teams and with clients are often fixable by simply tweaking how, when, and what is communicated. Role playing, tailored scripts, and clear expectations are at the heart of Irene’s approach.Hiring Right Means Mapping the Role—Not Just Filling a Seat: Too many loan officers bring in support without clear job descriptions, leading to repeated mis-hires. Irene emphasizes the need for detailed job mapping, skills testing, and alignment of values and expectations, sharing her new hiring support program designed to make this process successful.Stop Waiting—Delegate and Grow: Many loan officers wait too long to hire because of fear (often fueled by negative self-talk). Irene urges us to stop looking at annual salary as a barrier and instead focus on the monthly investment—reminding us that with the right person and the right systems, growth comes quickly.If you’re ready to start shifting your business from the inside out—by working on your mindset, your team, and your systems—be sure to listen through to the end for specific tools you can implement today. And if you want to know more about Irene’s training courses or support in hiring, reach out to us or connect with Irene directly.Thanks for joining us on Lending Leadership: The Creative Brief. If you found value in this episode, please like, subscribe, and share with your team. We’ll catch you next time!Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros—your go-to source for real talk on leadership, recruiting, and building successful teams in the mortgage industry.This week, we dove deep into one of the most commonly misunderstood (and, honestly, daunting) aspects of being a branch manager: RECRUITING. If you’ve ever found yourself wondering, “Why isn’t my company recruiting loan officers for me?” or felt overwhelmed at the thought of building a branch people actually want to join, this episode is for you.No special guest this week—just us, Robert Fillyaw, Dave Holland, and Tom Mills—three longtime mortgage pros who’ve all walked the recruiting road ourselves. We pooled our biggest wins, hardest lessons, and no-BS tactics for attracting top talent and creating the kind of leadership teams stick with.We unpacked why most managers strike out when it comes to recruiting, the misconceptions that hold leaders back, and what it really takes (from mindset to process) to consistently add talented loan officers to your branch—and keep them thriving. From why servant leadership trumps being a top producer, to real-world advice for avoiding bad hires, we’re sharing behind-the-scenes stories and actionable steps to help you level up.Whether you’re a solo producer thinking about growing a team, a seasoned branch manager ready for your next hire, or just want to hear some wild recruiting stories, this is an episode you don’t want to miss.Key Takeaways:Recruiting is a Different Skill Set Than Origination: Just because you’re a top producer doesn’t mean recruiting or leadership will come naturally. In fact, the drive and “alpha” that makes someone a killer salesperson often clashes with the servant leadership needed to run a successful branch. We break down why the skills for running a branch, recruiting, and producing are unique—and why most managers should focus on building systems before diving into recruiting.Relationship Management Trumps Cold Calls: Recruiting is all about relationships, not just banging the phones. Branch managers who consistently build great teams are the ones who’ve invested in genuine, long-term industry relationships—showing up, collaborating, and building trust over time. People join leaders they know, like, and respect—not strangers with empty promises.Your Reputation & Operations Matter: If you can’t manage your own files, provide a smooth operations platform, or have a reputation for being difficult, recruiting loan officers will be an uphill battle. Before you even think about hiring, take a hard look at your current business: Would YOU want to work for you? If not, fix that foundation first.Be Ruthless About Fit—Don’t Hire Assholes: One rough hire can poison your culture, eat up your time, and drive away good talent. We’ve all been tempted by the “win” of landing a big name or a high producer, but if someone’s a bad attitude or isn’t aligned with your values, walk away. Some of our best hires were the ones we never made.Recruiting is a Long Game—Be Intentional and Sincere: Define what you want your team to look like before you start. Know your “why,” get your value proposition straight, establish a repeatable process, and commit to honest and sincere conversations. Don’t oversell or bluff—if you don’t deliver what you promised, you’ll lose people fast. Recruiting isn’t a one-time event or short season—it’s about persistent, genuine engagement.Thanks for joining us for an honest, in-the-trenches look at what it really takes to build and lead a team in this business. Whether you’re growing your branch or thinking about making your next hire, remember: Participation in your own success starts with you, not your company. Relationships, accountability, and authenticity are the foundation of lasting recruitment and retention.Questions or comments? We’d love to hear from you. Don’t forget to like, subscribe, and leave us a five-star review! See you next time on Lending Leadership: The Mortgage Pros.Robert, Tom, and Dave

Welcome back to Lending Leadership: The Creative Brief.In our latest episode, we’re diving into a topic our audience asks about all the time: event planning. We know great events don’t just happen—they’re meticulously crafted and strategically funded, often supported by thoughtful sponsorships. To help us unpack the “what, why, and how” of event planning, we welcomed a very special guest: Melanie Schuyler, HMA's event director, who has become a true pro at turning ideas into successful, unforgettable gatherings.Melanie has worn many hats—social media, graphic design, and event planning—but it’s her passion and expertise for organizing events that have made her such a powerful force behind some of the most effective industry meetups on our calendar. In this candid conversation, she shares lessons learned from trial and error, the power of preparation, and why a solid checklist can be your event’s best friend.Key takeaways:Preparation is Everything: The success of any event hinges on meticulous planning. Even details as simple as extra copies of seating charts or prepared name tags can make all the difference. And remember, mistakes are simply opportunities to improve your next event!Delegate and Assign Clear Roles: Don’t try to go it alone. Bring in extra hands, assign tasks before the event, and allow others to help. This frees you up to focus on being the connector and leader during the event itself.Build Relationships with Sponsors: Sponsorships don’t have to feel awkward. Start with partners you already know, offer them genuine value (visibility, face time, swag tables), and see your events become more affordable and impactful for everyone.Make the Attendee Experience Seamless: Consider every part of the attendee’s journey—from finding the venue, to the room flow, to making newcomers feel welcome with clear signage and purposeful table arrangements. Creating a friendly, anxiety-free environment pays off in engagement.Always Be Promoting the Next Event: Use your current captive audience to your advantage! Put up easy-to-scan QR codes, distribute event cards on tables, and get feedback through simple surveys. This helps you fill the next room and lets the audience shape future topics and formats.Whether you’re a new loan officer planning your first happy hour or a seasoned pro looking to scale up your annual rally, Melanie’s advice and our group’s discussion is packed with actionable, real-world tips. And remember—just start. No event is perfect the first time, but every event is a step toward excellence.Have questions or want help planning your event? Drop us a DM or comment. We’re here to help you turn ideas into experiences that build lasting business relationships.Don’t forget to subscribe to Lending Leadership for more creative strategies and expert guests. We’ll catch you next time!Rach & Rinn