WeeklyroadMAP: Inside the Strategy Room

What separates the top 10% of mortgage originators from everyone else? According to Todd Duncan, founder and CEO of HiTrust and Fuel, it comes down to two words: vision and practice. In this episode of WeeklyroadMAP: Inside the Strategy Room, Todd joins Brian Hale for one of the most direct and data-driven conversations on peak performance in the mortgage industry. Drawing from nearly 27,000 loan officer surveys over a decade and 33 years of coaching experience, Todd reveals why fewer than 1 in 10 originators are truly vision-driven and what that gap is costing them in income, confidence, and career trajectory.   You will hear Todd break down: The four questions every originator must be able to answer to build a real vision (not just a production goal) Why 88% of loan officers have no concrete plan to reach what they say they want The difference between repeating something and actually practicing the right thing How expert-guided practice, not talent or experience, is the single biggest accelerator of performance Why top producers spend an hour or more preparing for a single phone call, and what that means for your conversion rate The mindset shift that turns a hard market into an advantage This episode will challenge you to take an honest look at the gap between where you are and where your potential says you could be. If you are ready to close that gap, this conversation is your starting point. New here? Visit weeklyroadmap.live to explore membership and join us live every Friday at 9 AM Pacific.

Rose Marie David has done it all in this industry. Originator. Broker owner. Senior executive. And through nearly 40 years, she's identified the common thread that runs through every level of success: it's not the tactics. It's the foundation underneath them. In this conversation, Rose Marie sits down with Brian Hale to unpack what she calls the real game changers: a documented vision that people can connect to, values alignment as a non-negotiable filter for your clients, partners, and team, and the kind of mindset that lets you clear the slate after every setback and show up ready again. She references the Stockdale Paradox, Jack Nicklaus, Patrick Lencioni, and her own experience taking an operation from $1.5 billion to $10 billion, not to impress, but to illustrate what becomes possible when the fundamentals are actually in place. If you're focused on tactics and wondering why you're not getting to the next level, this conversation is for you. New here? Visit weeklyroadmap.live to explore membership and join us live every Friday at 9 AM Pacific.

The mortgage industry is consolidating fast. Rocket. Redfin. Mr. Cooper. Guild. Lakeview. The deals keep coming, and a lot of originators are wondering what that means for their business. Randell Gillespie, President of LeaderOne Financial, has seen every market cycle in his 30 years in the industry, and his message is clear: the best originators have always won by building their own verticals. In this conversation, Randell and Brian Hale break down what a vertical actually is, why the mega-mortgage model has a natural glass ceiling, and what the top producers are doing right now to protect and grow their pipelines. From taking personal applications to scripting your referral sources, the tactics are proven. The only variable is execution. New here? Visit weeklyroadmap.live to explore membership and join us live every Friday at 9 AM Pacific.

What does it actually take to rebuild when everything falls apart at once? In this episode of WeeklyroadMAP, mortgage executive and wealth strategist Nicole Rueth pulls back the curtain on one of the most honest conversations you'll hear in this industry. Nicole went from $400 million in production in 2021 to $103 million in 2023 — and had to lay off 33 people while managing a serious back injury that left her unable to walk. This isn't a highlight reel. It's a real account of what the bottom looks like, and more importantly, what the climb back requires. She shares the daily habits and mindset shifts that stopped the bleeding — morning routines, gratitude practices, 90-day goals — and how getting brutally honest with herself became the foundation of her resurgence. By 2024, she was 30% up year over year. By 2025, another 27–28%. Nicole also breaks down the niche strategy that's changed everything for her business: how she positioned herself as the go-to lender for investor and non-QM deals, why you don't need to steal agents from competitors, and how owning 60+ investment properties made her a more credible, more compelling resource for the clients and referral partners she serves. Her challenge to every loan officer listening: stop making excuses. Stop waiting for the market to cooperate. Get clear on your why, own your morning, pick a niche, and drive toward a goal so big it demands your best every day. If you've ever questioned whether this industry is still worth fighting for — Nicole's answer is clear. And she shows up at 3:30 AM to prove it.    

This week on WeeklyRoadMAP: Inside the Strategy Room, we're handing the mic to someone who has been inside the rooms most mortgage professionals are trying to get into. Lacey Newman is a top 1% listing agent, founder of the Elevated Living Advisory at Compass, and the driving force behind the Elevated Agent Collective — a coaching program built to help real estate agents stop burning out and start building sustainable, high-performing businesses. She's also the former host of the Emmy-nominated, Telly Award-winning show The American Dream, with nearly 20 years in the industry and $650M+ in sales since 2020. In this episode, Lacey pulls back the curtain on what's actually going on inside the minds of top-producing agents — and what it genuinely takes for a mortgage professional to earn their attention, their trust, and their referrals. You'll walk away with clarity on: The motivation cycle that stalls most agents by Q3 — and why right now is the most strategic time to show up The two agent archetypes you're likely working with (and which one has the deals) Why the agents whose business you want won't go to lunch with you — and what actually works instead The four things that determine whether an agent refers you or forgets you How to shift from chasing to attracting — and build referral relationships that are built to last Enjoyed this episode? Share it with a colleague who's ready to rethink how they approach agent relationships. And if you're not yet part of the WeeklyRoadMAP community, this is what we do every week — bring you strategy, insight, and conversations that move the needle. Join us at weeklyroadmap.live.

hristy Mindell, founder of Radiant Wave Media and former EVP of Marketing at Champions Funding, joins the WeeklyroadMAP to cut through the noise on what actually works in mortgage marketing today. From picking your platform and building content from scratch, to the 3-second hook that stops the scroll — Christy delivers tactical, no-fluff guidance for loan officers who are ready to stop surviving and start showing up. Whether you've never posted a video or you've been dabbling without results, this conversation will meet you where you are. New here? Visit https://weeklyroadmap.live/ to explore membership and join us live every Friday at 9 AM Pacific.

Amir Syed didn't grow up with advantages — he built them. The CEO of Go Coaching, whose members average three times the production of the typical loan officer, joins Weekly Roadmap to share the mindset and skill sets separating those who thrive right now from those who are quietly quitting. From why "known, liked, and trusted" is no longer enough, to the real reason most loan officers oversell a tiny audience, to how 15 loans a month can put you in the top 1% of income earners in America — Amir delivers the kind of direct, no-fluff coaching that has made him one of the most respected voices in the industry. Reputations are made in down markets. This is your moment.

Deborah Byrd, CEO and founder of Plug and Play SM, joins the WeeklyroadMAP to break down what mortgage professionals are getting wrong on social media — and how to fix it. Using Queen's iconic "We Will Rock You" as her framework, Deborah unpacks the psychology behind why people consume content, how to stop letting social media use you, and the simple daily habits that build real relationships with referral partners. From doing a digital audit of your online presence, to the "produce before you consume" rule, to batching a week's worth of content in one hour — this episode is packed with actionable tactics you can put to work today.

Todd Bookspan, founder of Win by Noon and former top 1% mortgage originator, breaks down why most professionals plateau — not because of the market, but because of themselves. He shares how blocking just 3 hours of your morning, reaching out to your existing clients, and keeping things simple can unlock the results you've been chasing.

In this episode, top 1% loan officer Amanda Silber pulls back the curtain on how she built a thriving, purchase-focused mortgage business from the ground up — starting with nothing but a willingness to take agents to lunch and make real friends. From growing up in Humboldt County to closing 55–75 million dollars a year in San Diego, Amanda shares the relationship strategies, mindset shifts, and product knowledge that have kept her at the top of the industry for over a decade. She breaks down why she never delivers a problem without a solution, how she became a go-to backup lender for major home builders, and why social media is the most underutilized tool in a loan officer's arsenal. If you're looking for practical, no-fluff advice on growing your mortgage business in any market, this one's for you.

After 24 years in the mortgage business, Arjun Dhingra hit a wall — stood up by a newer agent, losing clients, and questioning whether to quit entirely. What happened next changed everything. In this episode, Arjun shares the mindset shift and 3 key strategies that transformed his career: controlling your visibility, leaning into community, and evolving from loan officer to trusted mortgage advisor. If you've ever felt like just a rate sheet with legs, this one's for you.

Brian Hale sits down with Jay Promisco for a no-holds-barred conversation about what separates thriving originators from struggling ones in today's market. Jay brings hard-won perspective from a career that spans top retail originator, wholesale account executive, builder JV executive, and now company president — and he's not here to sugarcoat anything. In this session, Jay covers: Why the single biggest predictor of your success is who you listen to The "choose your hard" mindset that separates producers from pretenders Why duration and discipline in your strategy matter more than the strategy itself How to do a time-motion study on yourself — and what you'll likely find The critical importance of product knowledge and mortgage math mastery Why "set it and forget it" CRM thinking is costing you your book of business Unconventional referral sources to pursue as we head into a possible recession The power of scripting, time blocking, and simply shutting up and listening How to use video text to re-engage past clients before someone else does If you've survived the last three years in this business, Jay says — good. Now it's time to get serious.

In this episode of WeeklyroadMAP, Brian Hale sits down with Dave Savage, Chief Innovation Officer at Trust Engine, to break down what it really takes to win in today’s rapidly evolving mortgage landscape. As technology, AI, and large platforms continue to reshape the industry, Dave shares a clear message: the future belongs to loan officers who can combine high-touch relationships with high-tech execution. This conversation goes beyond theory—diving into practical strategies top producers are using right now to grow market share, win referral partners, and stay relevant in a competitive, data-driven environment. Key topics include: • What it means to “future-proof” your mortgage business • The concept of “doing what Amazon can’t do—and what it can” • How top loan officers are winning locally (even against national brands) • Speed to Need & Speed to Clarity—and why they matter more than ever • Winning your database and turning clients into long-term opportunities • Tactical ways to stand out with top-producing real estate agents If you’re a loan officer, team leader, or mortgage executive, this is a must-listen session on how to stay competitive—and win—in the modern market. 👉 Want more insights like this every week? Join the WeeklyroadMAP community and get access to live sessions, market updates, and tactical playbooks designed for today’s mortgage professional.   Join here: https://www.wklyroadmap.com/join?invitation_token=47f53f406e47d2a186920a96785c9037e07ec883-1323dec8-b12a-444b-bac9-9f6a5a3c06f3

In this power-packed episode of the WeeklyroadMAP, Brian Hale sits down with Tom Davis, Chief Sales Officer at Deephaven Mortgage and one of the mortgage industry's foremost experts on non-agency lending. With over 20 years of experience, Tom breaks down everything loan originators need to know to grow their business beyond the conventional lending box. Tom covers the massive and often untapped non-agency market — including Non-QM, second liens, and residential transition loans (RTLs) — and reveals the types of borrowers that agency lending simply can't serve. From self-employed professionals and residential real estate investors to homeowners sitting on significant equity, Tom explains why these underserved segments represent some of the biggest growth opportunities in today's market. You'll also hear Tom's proven strategies for becoming a subject matter expert, tapping into the top 5% of Realtors, expanding into the investor community, and leveraging second liens and home equity products to differentiate yourself and deepen your referral relationships. In this episode, you'll learn: The size and scope of the non-agency market and why it's growing How to serve self-employed borrowers, real estate investors, and home equity clients Why second liens are a must-have tool for today's market How to use non-QM to build influence with referral partners What top originators are doing right now — and what you should take away today Whether you're just getting started with non-agency or looking to sharpen your edge, this episode delivers the roadmap. 🔗 Join WeeklyroadMAP every Friday at 9:00 AM Pacific — live with industry leaders like Tom Davis.

What does it take to survive—and thrive—in the mortgage industry over the next 5 years? In this high-energy, no-fluff session, Amir Syed breaks down exactly what top-performing loan officers are doing right now to win in one of the most volatile markets in history. From mindset to execution, Amir delivers a powerful framework built on four critical intelligences—IQ, EQ, Acquired Intelligence, and Technological Intelligence—and explains why most LOs are falling behind. He also tackles the biggest fear in the industry: 👉 Will AI replace loan officers? His answer may surprise you. Instead of replacing originators, AI is eliminating low-value tasks and creating the biggest opportunity sales professionals have seen in decades. If you’re willing to adapt, learn, and lead with clarity—this shift is your advantage. Key Takeaways: Why mindset—not market conditions—determines success The 4 intelligences every modern LO must develop What AI is actually replacing (and what it’s not) Why sales professionals are positioned to win big How to think and operate like an “LO-preneur” This is not theory. This is how top producers are winning right now.