All Episodes
Mortgage Manager Playbook — 228 episodes
How Loan Officers can Retain, Recapture, and Respond in Real Time to their Customers
2nd Half Outlook for 2026
Training & Development Matter More Than Ever
Managing Top Producers
Building a High Performance Sales Team
Coaching and Success in Origination
Technology Should Be a Multiplier, Not a Fix
Build a Book that Stays: Turning One-Time Client into Lifetime Revenue
Building a Future Mortgage Company
Episode 316: Turning Customer Experience into Revenue: Lessons from Secret Shopping
Episode 315: 2026 Trends in Production
Episode 314: Paradox of the P&L Management
Episode 313: Achieving High Productivity in Sales
Episode 312: The Why of Money: Change or Become Irrelevant
Episode 311: AI that Move Loans
Episode 310: Loan Officer Retention Strategies
Episode 309: Removing Friction in the Mortgage Process
Episode 308: The Unbelievable Adventures of Gabby and Josh Can, Author LaTasha Waddy
Episode 307: Corporate Cure, author John Owens
Episode 306: What Mortgage Leaders must Rethink in 2025-2030
Episode 305: Speed to Need: The Consumer’s Homeownership Journey
Episode 304: Breaking Free from Transactional Training Model
Episode 303: Branch Manager Misalignment: Impact on Lenders’ Profitability
Episode 302: What is Means to be an Entrepreneur in Sales
Episode 301: Hunting in a Down Market: Affordable Housing Opportunities
Episode 300: Senior Age of Management and Failure to Innovate
Episode 299: Important Trends in Reverse Mortgages
Episode 298: Recent Trends in Recruiting from LOs to Executives
Episode 297: Winning Strategies during a Merger Retention
Episode 296: Financial Literacy and Best Practices
Episode 295: Upsetting the Cult of Comfort
Episode 294: Managing in a Volatile Time
Episode 293: Persevering Through Purpose
Episode 292: Building a National Recruiting Plan
Episode 291: Three Types of Leaders: What Works in Volatile Markets
Episode 290: Rocket & Zillow Views on Future of Mortgage Banking
Episode 289: Why be a Broker in a Challenging Market?
Episode 289: Why be a Broker in a Challenging Market?
Episode 288: New Revenue Growth Opportunities for 2025
Episode 287: How to Manage Change
Episode 286: Overcoming Key Mistakes in Leadership
Episode 285: Untapped Market Opportunities
Episode 284: Growing Your Mortgage Business in 2025
Episode 283: Developing a Change Management Strategy
Episode 282: The Why of Money
Episode 281: Setting up Your Sales Teams for Success in 2025
Episode 280: The New Version of the Power Hour
Episode 279: Don’t Accept Poor Sales Results
Episode 279: Don’t Accept Poor Sales Results
Episode 278: Entering a New Market
Episode 277: Getting the Most out of your People in 2025
Episode 276: What Makes a Successful Broker?
Episode 275: 2025 Operational Roadmap
Episode 274: Amazon Effect on Mortgage Lending
Episode 273: What Do Loan Officers Want from Their Lenders
Episode 272: YouTube Millionaire Mastery
Episode 271: ROI on Training and Future Trends
Episode 270: All Hands on Deck—Action Items for Banks
Episode 269: No Customer Referrals: Here’s Why and How to Correct
Episode 269: No Customer Referrals: Here’s Why and How to Correct
Episode 268: Solving Your Process Gaps in Your Workflow
Episode 267: Moving IT to Sales
Episode 266: Fixing the Broken Sales Model: Leadership Malpractice
Episode 265: What Realtors want from Loan Officers
Episode 264: Breaking Free from Being Held Hostage by Your Sales Force
Episode 263: Interview with Mark Stiving, Ph.D., Author, Selling Value
Episode 262: Fixing the Broken Sales Model: Core Competencies and When to Outsource
Episode 261: Fintech & Bankers: What is the Correct Strategy?
Episode 260: Fixing the Broken Sales Model: Practical Tips for Investing and Using Technology
Episode 259: Steps to Pricing a Mortgage Loan
Episode 258: Fixing the Broken Sales Model: Rick Sharga
Episode 257: NAR’s Settlement and Its Implications with Brian Koss
Episode 256: Fixing a Broken Sales Model
Episode 255: NAR’s Settlement and Its Implication with S.A. Ibrahim
Episode 254: How Local MBA Groups Can Help Lenders
Episode 253: NAR’s Settlement and Its Implications with Kevin Peranio
Episode 252: What Key Sales Activities are Critical Today?
Episode 251: Being Memorable in Your Sales Interactions
Episode 250: How to Get the Most out of Your LOs
Episode 249: Good Sales Leadership is a Sales Multiplier
Episode 248: Embracing CRA to Increase Production
Episode 247: Social Media for Loan Originators
Episode 246: Key Marketing KPIs for 2024
Episode 245: Expanding Your Origination Business throughout the State
Episode 244: Top Three Strategies to Get More Referrals
Episode 243: Successfully Going from Non-Delegated to Delegated
Episode 242: What Metrics should Senior Sales Leaders use Today?
Episode 241: Solution-Orientated Loan Officer
Episode 240: Value-Based Selling: What is Means Today
Episode 239: The Rise of the New Loan Officer
Episode 238: Modern Day Sales Blocking & Tackling
Episode 237: Launching a Technology Change Strategy
Episode 236: Getting the Green Light for Sales Investment
Episode 235: Sales Discipline & Accountability
Episode 234: New Trends in MSR
Episode 233: How to Sell More Cars
Episode 232: Personalization and Marketing Success
Episode 231: Making Sales Investments
Episode 230: Getting Out of Your Comfort Zone
Episode 229: Helping Realtors Do More Business
Episode 228: Developing a Successful Sales Process
Episode 227: Getting LOs to go Digital
Episode 226: Developing the Next Generation of Leadership Skills
Episode 225: Succeeding in a New World of Mortgage Finance
Episode 224: Is Your Current Business Model Sustainable?
Episode 223: Using Facebook to Generate a LO’s Personal Brand
Episode 222: Freddie Mac: Mortgage Ready Report
Episode 221: Affordable Housing & Real Estate Professionals
Episode 220: Improv and Selling!
Episode 219: Digital Transformation in Coaching
Episode 218: Growth in a Down Market
Episode 217: Trends in Affordable Housing
Episode 216: How Leadership has Changed over the Last Decade
Episode 215: Trends in the Affordable Housing Marketplace
Episode 214: Construction Perm Lending: How to do it the Right Way
Episode 213: We Got This!, A Guide to Securing Your Greatest Future
Episode 212: Selecting Data Vendors for Recruiting: What Really Matters
Episode 211: Developing LOs in a Difficult Market
Episode 210: Product Diversification in Today’s Volatile Market
Episode 209: What Works in Managing in 2023
Episode 208: Retaining Top Producers: Strategies that Work
Episode 207: Managing Successfully for the Long-term
Episode 206: Fannie Mae’s Future Housing Leaders Program
Episode 205: Selling Training to Management in a Down Market
Episode 204: Trident Mortgage Settlement Case
Episode 203: Using Data to Increase Minority Applications
Episode 202: Whole Loan Trading: How it Can Help in Difficult Markets
Episode 201: Today’s Three Mortgage Wars: Pricing, Traditional & Virtual
Episode 200: The 3 Minute Rule: Say Less to Get More from Any Pitch or Presentation
Episode 199: 2023: Trends and Solutions
Episode 198: Top Producer’s Game Plan
Episode 197: Top Producer’s Game Plan
Episode 196: The Value of In-house Counsel and How to Evaluate Outside Counsel
Episode 195: Building your own Bot
Episode 194: Transitioning from a Bank to an IMB
Episode 193: Implementing Cultural Change in an Organization
Episode 192: Combo Prospecting: The One-Two Punch that Fills Your Pipeline
Episode 191: Keys to Having Two-Thirds of Your LOs Ranked in the Scotsman Guide
Episode 190: The Race for Talent: Recruiting Differently
Episode 189: Managing Volume & Margin in Volatile Times
Episode 188: Financing Delinquent Loans in Today’s Market
Episode 187: Starting Retail in Today’s Market
Episode 186: The Importance of Developing your Personnel
Episode 185: What is Good Sales Training in Today’s Market?
Episode 184: Real Estate Agents & Loan Officers: Relationship Building
Episode 183: Crypto Markets and Mortgages
Episode 182: Renovation Lending: What’s it all about?
Episode 181: Emerging Trends in 2022 and the Future Outlook
Episode 180: Realtors & Loan Officers: Best Working Relationships
Episode 179: Trends in Non-QM: Why it isn’t Subprime 2.0
Episode 178: Working Together: Loan Officers and Real Estate Agents
Episode 177: How Loan Officers can develop a Successful Working Relationship with Real Estate Agents
Episode 176: What Types of Social Media Marketing should LOs do in 2022?
Episode 175: Identifying Talent & Setting them up for Success
Episode 174: Why Differentiation Matters in Mortgage Sales
Episode 173: How Processors can become the next Loan Officers
Episode 172: Credit Repair: What is it?
Episode 171: Top 3 Emerging Trends for 2022
Episode 170: Reputation Management: How to Ensure a Positive Reputation in 2022
Episode 169: Leading Sales into a New Digital Reality
Episode 168: Relationship-based vs Transactional LOs
Episode 167: Installing a Permanent Hybrid Working Environment
Episode 166: Preparing for Lower Volume in Consumer Direct
Episode 165: Selling to Top Realtors: What works in today’s marketplace
Episode 164: Increasing Diversity, Equity & Inclusion
Episode 163: Future of Consumer Lending: 10 years from Now
Episode 162: Rethinking Hiring Experienced Originators: Start a Rookie Program
Episode 161: Building a Purchase Business with Realtors
Episode 160: Hiring Virtually
Episode 159: Finding Relevance for Yourself
Episode 158: Best Practices for Managers in Delegating to their Staf
Episode 157: Lead Generation for Consumer Direct
Episode 156: Managing Culture in a Remote Working World
Episode 155: Starting a Consumer Direct Business from Scratch
Episode 154: What Works in Digital Strategy for Banks in 2021
Episode 153: Getting LOs to use Digital Technology
Episode 152: Starting a Recruiting Group within a Mortgage Company
Episode 151: Building a High Performance Team in a Remote Selling World
Episode 150: Moving Originators from Refinance to Purchase Money
Episode 149: Adjusting Capacity in a Changing Marketplace
Episode 148: Executing your Business Plan and Sticking With It
Episode 147: Originating Remotely in a Pandemic
Episode 146: Rookie Program: What Works & What Doesn’t
Episode 145: Explaining Loan Pricing to Originators
Episode 144: Wisdom from a Mortgage Banking Serial Entrepreneur
Episode 143: Lessons Learned: Corporate Career vs. Owning Your Own Business
Episode 142: Different Management Styles for Different Levels of Originators
Episode 141: How to Manage an Outside Owner of a Mortgage Company
Episode 140: How do you Drive Loan Originators to be Top of Mind in their Marketplace
Episode 139: Making the Transition from a Large Lender to a Smaller Lender
Episode 138: How the Consumers’ Journey has Changed
Episode 137: Future of Video Selling in Origination
Episode 136: Helping Order Takers Become Value Sellers
Episode 135: Helping Experienced Originators Adapt a New Way of Selling
Episode 134: What is the New Normal in Selling
Episode 133: Holding Employees Accountable
Episode 132: Building a Positive Accountability Structure
Episode 131: Establishing Meaningful Employee Objectives
Episode 130: Scaling Profitability
Episode 129: Planning for Tomorrow in a Volatile Marketplace
Episode 128: Future Role of Loan Officer
Episode 127: Selecting Business Niche
Episode 126: Hiring the Right People
Episode 125: Establishing a Clear Direction
Episode 124: Getting Experienced Originators to use New Technology
Episode 123: Managing Remotely
Episode 122: Preventing Employee Disengagement
Episode 121: Setting a Good Example
Episode 120: Scaling Your Sales Group
Episode 119: Change Resistance when New Leader takes the Helm
Episode 118: Taking over a New Team and Retaining Top Talent
Episode 117: Preventing a Negative Environment
Episode 116: Putting an Employee Development Plan in Place
Episode 115: Establishing an Open Dialogue
Episode 114: Dealing with Performance Problems
Episode 113: Conveying Your Company Vision to Your Employees
Episode 112: Establish Trust in a Group
Episode 111: Managing Difficult People
Episode 110: Prioritizing Your Time
Episode 109: Sales Metrics Managers Should Use in Measuring Success
Episode 108: Motivating Your Sales Reps: What Works & What Doesn’t
Episode 107: Breaking Down the Silos Between Sales and Ops
Episode 106: Having an Effective Sales Meeting
Episode 105: Empowering Your Sales Staff
Episode 104: What to Know Before Becoming a Manager
Episode 103: Creating a Positive Environment
Episode 102: Making the Jump to Manager
Episode 101: Getting Employees to Adopt Change