Loan Officer Leadership
The Loan Officer Leadership Podcast is designed to help mortgage professionals grow their production, strengthen their leadership, and build a predictable mortgage business. Hosted by nationally recognized mortgage leaders Steve Kyles and Frank Garay, the show delivers practical strategies, loan officer coaching insights, and proven systems used by top-producing loan officers nationwide. With more than two decades in the mortgage industry, Steve Kyles has helped thousands of families finance homes while building and leading multiple mortgage teams that have surpassed $100 million in annual production. Frank Garay is one of the most respected voices in the mortgage space and has helped...
477. The Perfect First Call: A Simple Framework That Converts More Leads
The first conversation with a new lead can either create momentum, or create confusion.
In this episode, Steve and Frank break down a simple framework for handling that very first call so prospects feel confident, clear, and ready to take the next step.
You’ll learn how to:
Ask the one question that reveals the strength of the agent relationshipUse a quick “loyalty uplift” to build trust with both the client and the agentKeep the conversation focused on the next step, not overwhelming detailsReplace complicated applications with a simple “questionnaire” approachAsk for referrals naturally, even on th...476. The First Call Ask: The Simple Habit That Creates More Referrals
Most loan officers wait too long to ask for referrals.
In this episode, Steve Kyles and Frank Garay share a simple but powerful strategy: ask for the business on the very first call.
You’ll learn:
Why the first conversation is the perfect time to ask for referralsHow to ask in a way that feels natural, not salesyA real story of a dead lead turning into a funded dealWhy making more offers always leads to more opportunitiesThe truth is simple: the loan officers who ask the most tend to close the most.
475. Lead Cadence: How to Turn the Same Leads Into More Closings
Most loan officers think they need more leads.
In reality, most just need better follow-up.
In this episode, Steve Kyles and Frank Garay break down the lead cadence that can dramatically increase your conversions without adding a single new lead.
You’ll learn:
Why speed to the lead determines who wins the dealThe simple 9-touch follow-up strategy that boosts conversionsHow “touch the lead, touch the partner” strengthens agent relationshipsWhy consistent follow-up can revive deals months laterIf you want more closings, start by converting more of the leads you already have.
A...
474. Clarity Wins: How to Lead with Data in Today's Market
In this episode, Steve Kyles and Frank Garay break down why now is the time for loan officers and agents to lead with clarity—not fear. With rates at multi-year lows, improving inventory, and powerful buyer advantages in play, the opportunity to help clients take action has never been greater.
What you'll hear:
How to handle objections about waiting for rates or prices to dropThe truth about why rates really fell in the past—and why it's not happening againSimple data points and slides you can use to lead agents and buyers with confidenceWhy clarity always beat...473. 3 Buyer Mistakes Agents Can't Afford to Ignore in 2026
Buyers are sitting on the fence… and it's costing them. In this episode, Steve Kyles breaks down 3 of the biggest buyer misconceptions agents are hearing in today's market, and how to respond with clarity and data that inspires action.
You'll walk away with: • 3 proven talking points that help buyers stop waiting and start moving • How to turn emotional objections into data-backed decisions • Real examples of agents reviving cold leads using these exact strategies
Want help equipping your agents with these tools? Book a free call at FreedomPlanningCall.com
472. The List You're Ignoring Is Your Fastest Path to Deals
If you're a new loan officer, or an experienced one who needs a reboot, this episode is a wake-up call.
After a powerful Breakfast Club conversation, Steve and Frank break down why the biggest obstacle most loan officers face isn't skill, scripts, or strategy… it's believing they don't have anyone to call.
The truth? Your best list is already in your phone.
In this episode, you'll learn:
Why "better known beats better" in today's market How your phone contacts can replace cold calling entirely Simple conversation starters to wake up dormant relationships Ho...471. Start, Stop, Keep: The Reset You Need to Win This Year
It's the first week of the year, and that means it's time for a reset.
In this episode, Steve and Frank unpack the "Start, Stop, Keep" framework to help you identify what's really moving the needle, and what's getting in the way.
What you'll hear:
Why social media "success" often distracts from real production The 9-hour weekly activity that led to one closing in 6 months How to identify your top 3 game-changing behaviors for 2026 A simple way to reset your focus using your last 10 loans Why consuming content isn't the same as creating impact...
470. Worth Doing Badly: Why Action Beats Preparation Every Time
If you've ever caught yourself waiting for things to be "just right" before taking action… this episode is for you.
Steve Kyles shares how a small, imperfect email list grew from 200 to 14,000, how phone calls (even the bad ones) are moving the needle, and why messy action always beats perfect planning.
Here's what you'll hear:
The mindset shift that helped Steve go from stuck to scaling fast Why clarity comes after action, not before The myth of needing "the right script" before you start How new loan officers like Paulina are winning big by si...469. The Refinance Window Is Open. Are You Calling Your Past Clients?
It's happening: refinance conversations are back—and your past clients are already getting calls… just not always from you. In this episode, Steve Kyles breaks down how he's locking in refis right now and the exact scripts, strategy, and segmentation that are generating apps today.
You'll learn:
How to build your refi-ready list fast (even if you think rates are too high)Why 5.9%–6.25% rates are working—and what to say to past clients sitting at 6.9%+The 4-touch method Steve is using to drive fast conversations and applicationsIf you're not actively working your refi pipeline, your ser...
468. The Secret Power of Tuesday Updates (and Why Most LOs Miss It)
What if your easiest calls could become your biggest money-makers?
In this episode, Steve Kyles breaks down how one simple strategy, called Just Ask Tuesday Updates, turned a single agent relationship into three closed deals in 30 days… beating out two top competitors. You'll hear the real-world story, the exact script, and how to use it in your business starting today.
You'll learn:
Why Tuesday updates are a Trojan horse for high-trust referrals How to turn one transaction into six powerful conversations What most LOs get wrong about updates (and how to fix it) How to...467. It's Not Hard: The Simple Formula for Daily Growth in Your Mortgage Business
Feeling stuck or overcomplicating your business? In this episode, Steve Kyles and Frank Garay break down what's actually working right now… and why building a consistent, simple system is all you need to succeed.
Here's what you'll learn: • The 4 things every loan officer must have (hint: you already do) • How to build momentum with email, calls, and social… even if you're new • Real-life examples of what to say, send, and post • How to "stir the pot" daily to unlock new deals and referrals • Why the call is still the glue (and how to leave voicemails that convert)
You don...
466. The Million Dollar Formula: Why Offers = Closings
Loan officers aren't struggling from lack of activity… they're struggling because they're skipping the most important step: making the offer.
In this high-impact episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay break down the Million Dollar Formula that turns conversations into closings:
Here's what you'll learn:
The 3 core groups you should be asking for business (and how) 9 repeatable, scalable ways to make effective offers Word-for-word scripts for emails, texts, and calls How to increase referrals without sounding "salesy" The mindset shift: Get over the fear of rejection, repetition, and feedback...
465. The 3 Things Every Realtor Wants from Their Loan Officer
Loan officers often overcomplicate success: chasing new tools, CRMs, and shiny widgets… when the truth is, winning with agents comes down to just three things.
In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay reveal the simple, proven formula that will win you business and build long-term trust with qualified agents.
You'll learn:
The three things every agent truly wants from their lender How to remove chaos and become their competitive advantage Why consistency beats every marketing trick in the book How to turn communication and follow-up into new re...464. How to Stay Top of Mind with the Right Agents and Clients Every Day
In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Chelsea Gardner dive into the real reason most originators struggle to stay visible, and how to fix it fast.
You'll learn:
How to build trust with agents using the "7-11-4" strategy Why targeted Facebook and Instagram ads create an "everywhere" effect What to do if you have more time than money, or more money than time The difference between "done-for-you" and "done-with-you" ad services How just one closed loan can pay for an entire year of marketingIf you're tired of cold...
463. The One Asset You'll Regret Ignoring as a Loan Officer
Your database is your legacy. In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay break down the one thing most loan officers neglect—yet it holds the power to generate $9K to $27K per month when stewarded correctly.
You'll learn:
Why your database is the most valuable asset you own How to back it up, protect it, and monetize it (even if you've let it slide) How Steve pulled 500+ agent contacts from past deals using Model Match The exact monthly rhythm to turn your list into a money machineNeed he...
462. Why Realtors Ghost You, And What to Do About It (Part 3): No Proof, No Trust
've nailed the conversation. You've followed up. But if agents still aren't calling you back, here's the missing piece: proof.
In this final episode of the 3-part series, Steve Kyles and Frank Garay break down the third reason loan officers get ghosted… making the same promises everyone else does, without the receipts to back it up.
In this episode:
What agents actually mean when they say "close on time" How to show, not just say, what makes you different Why small kept promises are more powerful than bold claims Tools to present your scripts, tr...461. Why Realtors Ghost You, And What to Do About It (Part 2)
So, you had a great meeting with a qualified agent… great conversation, good connection, and then… nothing. Silence. Crickets.
In Part 2 of Why Realtors Ghost You, Steve Kyles and Frank Garay break down the second big mistake that causes great opportunities to fade: weak or inconsistent follow-up.
You'll learn:
Why most "ghosting" isn't personal, it's just timing and consistency The data behind how long it really takes for agents to respond How to structure your 12-week follow-up plan (and what to say each week) The three things agents actually want from a lender… hint: it's n...460. Why Realtors Ghost You, And What to Do About It (Part 1)
Ever wonder why agents don't call you back, even when the conversation felt great?
In this episode, Steve Kyles and Frank Garay dig into one of the biggest frustrations for loan officers: getting ghosted by realtors. But the real issue might not be what you think.
You'll learn:
The #1 mistake that makes agents stop responding How to shift from product pitching to relational prospecting Why asking better questions builds trust (and gets more callbacks) The psychology behind why "ghosting" is often just a false story we tell ourselves Real-world examples of how persistence leads...459. How to Rank in AI: The New SEO for Loan Officers
The way consumers search is changing, and AI is leading the charge. In this episode, I sit down with Chris Johnstone to unpack the new rules of getting found online. If you want to generate high-quality leads from ChatGPT, Grok, and other AI engines, this is a must-listen.
We cover:
Why Yelp and Reddit matter more than ever How to position your brand for AI recommendations The key differences between personal vs. business branding Ninja strategies for getting five-star reviews and Reddit shout-outs How to educate your referral partners and win the AI race together...
458. The Q4 Playbook: How Top Loan Officers Finish Strong
The last quarter of the year isn't a time to slow down, it's a time to set up your best year ever. In this episode, I sit down with Frank Garay to unpack a simple, strategic Q4 playbook that helps loan officers stay consistent, avoid burnout, and finish the year with momentum.
You'll learn: • How to structure your prospecting even during holiday weeks • The one decision that separates top producers from the pack • Why planning time off in advance leads to better results • How to stack high-tech, low-time farming for consistent lead flow • The value of staying consistent...
457. Your $1.8M List: Why 50 Qualified Agents Beat 500 Random Ones
In this episode, Steve Kyles and Frank Garay break down one of the most overlooked keys to scaling your mortgage business: your agent list.
If you're calling every Monday but not seeing results, it may not be your script—it might be your list.
You'll learn:
Why 50 qualified agents is the real goldmine (worth $1.8M+) How to re-evaluate your list every 90 days to stay productive What the "Rule of Two" reveals about agent referrals and lead count The right way to top-grade unqualified agents without losing momentum How tools like Model Match and high-tech, lo...456. The Call Gets Easier When You Know What It's Worth
Struggling to stay consistent with outbound calls? Steve Kyles shares a simple, powerful mindset shift that turned his daily call list into a million-dollar opportunity list.
In this episode:
Why assigning a dollar value to every relationship changes the game How Steve turned 84 agents into $1.5M in annual potential The math behind the "Great Restart" and how to stay motivated How to break past call reluctance using opportunity-based thinkingMore offers – more no's – more money. This episode shows you exactly how to reframe your call list and take consistent action that compounds.
Want help...
455. The Biggest Mistake I Made When Hiring (And How I Fixed It Fast)
Most loan officers overthink hiring—and end up doing everything themselves. In this episode, Steve unpacks the #1 mistake he sees when building a team and shares a simple, scalable way to get results without burning out.
You'll learn:
Why part-time relationship managers might be your biggest growth hack How Steve generated 2,000+ outbound calls and 29 appointments in 60 days A step-by-step onboarding rhythm that gets new hires producing fast What to say, what to send, and how to train without it all depending on youReady to stop doing it all alone?
Grab the Relationship Ma...
454. Why I Stopped Making All the Calls Myself—and What Happened Next
In this episode, Steve shares a raw, behind-the-scenes look at what happened when he went from leading a national team to starting over from scratch—and how building a team of part-time relationship managers led to:
Over 2,000 outbound calls, 395 conversations, and 29 appointments in just 8 weeks 18 referral leads generated without making all the calls himself A system that scales conversations, appointments, and closings—without burning out
If you've ever wondered whether someone else could help make your business grow (and how to actually do it), this episode breaks down the numbers, mindset, and...
453. Why Niching Down as a Loan Officer Is a Power Move
Did you know that narrowing your focus to one clear niche can actually bring you more business, not less? In this episode, Steve Kyles and Frank Garay share why the most successful loan officers build their reputation in a specific area first before expanding into others.
You'll learn:
How a niche instantly sets you apart from the competition and attracts top-producing agents Why trust in one specialty opens the door for deals outside your niche Simple steps to identify or refine your own profitable niche How to position yourself as the go-to expert in your market <...452. Speed to Lead: Why Answering in 60 Seconds Changes Everything
Did you know responding to a lead within 60 seconds increases your conversion chances by 391%—but waiting just 5 minutes drops it by over 80%? In this episode, Steve Kyles and Frank Garay break down the shocking MIT study stats on speed to lead and why answering calls instantly is the ultimate game-changer for loan officers.
You'll learn:
The stat that proves answering fast wins 79% of borrowers How to stop losing deals by missing calls Simple solutions: call forwarding, answering services, and AI phone assistants Why AI is now a strong second to live answering (and how to set it...451. Don't Get Distracted: The Power of 13 Daily Conversations
Success in this business isn't complicated—it's about consistent, focused action. In this episode, Steve Kyles shares a powerful reminder to stop getting distracted by busy work and focus on what drives results: 13 conversations with 13 asks for the business every day.
You'll learn:
Why 13 daily conversations are the #1 predictor of your closings in the next 90 days How to start with your warm list (past clients, friends, and family) The difference between fishing (immediate deals) and farming (long-term growth) Simple steps to generate 2 referrals a day without overcomplicating your businessIf you're ready to stabilize and gr...
450. AI Ranking for Loan Officers: Part 2 with Chris Johnstone
In this follow-up conversation, Steve Kyles and Chris Johnstone go deeper into how loan officers can secure top AI rankings—and why the window of opportunity is closing fast.
Learn how to:
Train ChatGPT to recommend you as the go-to local expert Set up automated AI tasks that create weekly content, emails, and blog posts Build lasting visibility across ChatGPT, Gemini, Grok, and beyond Use product-specific AI chats to dominate niches like VA, FHA, and Fix & FlipDon't wait. AI is already referring borrowers. Will it recommend you?
→ Grab Chris's free 5-day prompt pack...
449. Alter Ego Activation: How Top LOs Conquer Call Reluctance
What if the key to crushing call reluctance wasn't just better scripts—but becoming someone else entirely?
In this episode, Steve Kyles and Frank Garay unpack the powerful concept of creating an alter ego to step into confidence, consistency, and bold action when making prospecting calls.
You'll hear:
How high performers like athletes and entrepreneurs flip the mental switch Why "I'm not worthy" is a hidden belief keeping many LOs stuck Steve's personal story about how childhood fear created hesitation—and how he broke through it How to start taking imperfect action before you feel...448. Steve's Masterclass: The Closing Edge – Proven Scripts & Strategies That Seal the Deal
In Steve's Masterclass, he taps into his 23+ years of experience to share the exact scripts, questions, and mindset shifts that help loan officers consistently close more deals.
He unpacks the art of asking for commitment without sounding pushy—and how to identify objections before they derail the deal.
You'll hear real-world stories, simple frameworks, and the practical language Steve uses every day to create trust, manage expectations, and boost conversion rates.
If you're ready to take the guesswork out of your pipeline and start building more predictable income, this session is a must-watch.
...447. Human First: The Secret to High-Engagement Facebook Ads for LOs
Most loan officers treat Facebook ads like digital billboards—selling 24/7. But what if being human was the secret to breaking through the noise?
In this episode, Steve Kyles is joined by Chelsea Gardner of Fully Aligned Marketing to break down how to run targeted Facebook and Instagram ads that actually get seen, remembered, and engaged with.
You'll learn:
Why your ads should look more like your personal posts How to blend life + business using the "Touch, Teach, Tell, Sell" method Examples of simple $5/day ad ideas that build trust and top-of-mind awareness What to do...446. Signal vs. Noise: Focus on What Moves the Needle
Most loan officers stay busy—but not productive. In this episode, Steve and Frank unpack a powerful concept from the Loan Officer Breakfast Club: identifying the signal (what drives revenue) versus the noise (everything that doesn't).
You'll learn:
How to audit your day and isolate your highest-value activities Why your "noise" is someone else's "signal"—and how to hire for it How limiting beliefs like "I can't afford help" are keeping you stuck Why asking "What would it look like?" is the key to building the right team and the right calendarIf you're ready to s...
445. Mid-Year Wake-Up Call: Evaluate, Adjust, and Finish Strong
We're halfway through the year—and it's time for a gut check.
In this episode, Steve and Frank break down:
Why July is the most important time to self-assess The real reason you're not hitting your goals (hint: it's not lack of time) How to fix what's not working and double down on what is The simple daily metrics that drive predictable closingsWhether you're ahead of your goals or still stuck at the starting line, now's the time to regroup and recommit. If you're ready for clarity, structure, and accountability to finish the year st...
444. Get Found on ChatGPT: Chris Johnstone's Strategy for Loan Officers
In this episode, I sit down with Chris Johnstone to unpack how loan officers are getting high-quality, consumer-direct leads from ChatGPT—and how you can too.
We also talk about:
How to build AI authority and become searchable inside ChatGPT The daily actions that train AI to recognize you as the expert How prompt stacking and discoverable chats are changing the game Why AI referrals are the new referral source for tech-savvy buyers and agentsPlus, Chris shares the story of his life-changing mission trip to Tanzania and what it taught him about purpose and im...
443. No Way Out
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success.
In this powerful and personal episode of the Loan Officer Leadership Podcast, your host, Steve Kyles, sits down with Frank Garay to unpack a mindset that changes everything: there's no way out—just through.
Frank opens up about how embracing this principle has impacted his family, his marriage, and his approach to navigating life's biggest challenges.
Together, they dive into what it really means to be "all in" and how that level of commitment can unlock ne...
442. The Secret Weapon for Listing Referrals: Why Top Agents Love Movetube
What if every listing turned into a referral opportunity—with zero gimmicks?
In this episode, Steve Kyles and Frank Garay break down how Movetube is changing the game for loan officers and their agent partners. If you're looking for a strategic, modern way to stay visible, deliver real value, and multiply your referral business, this is it.
You'll learn:
How Movetube helps agents get more listings syndicated across major streaming platforms The power of pairing 13 conversations a day with a true value tool Why agents actually want this platform—and how to use it as a...441. 3 Reasons You're Not Getting Referrals (and How to Fix It)
Struggling to get consistent referrals? It's probably not your rates—it's your habits.
In this episode, Steve Kyles and Frank Garay break down the 3 simple reasons loan officers aren't getting referrals—and how to fix each one with confidence and ease.
You'll learn:
Why not asking for the business is costing you deals—and exactly what to say instead How being invisible to your database is killing your pipeline (and how to fix it in under 2 hours/week) What it really means to make life easier for clients and agents—and why speed, clarity, and reli...440. Decide and Do: Why Success Starts with a Non-Negotiable Commitment
You don't need another quote, podcast, or plan—you need a decision. In this episode, Steve Kyles challenges you to stop waiting on motivation and start owning your commitment.
Discover:
The difference between a choice and a decision—and why only one leads to real results
How one originator went from 0 to 7 loans in 5 weeks by deciding to show up
The simple 90-day activity that changes your business (and your life)
Why feelings are fickle—and how to build a plan that doesn't depend on them
Ready to sto...
439. The Ask Is Everything: How One Simple Question Can 10X Your Pipeline
You're making the calls. You're having the conversations. But if you're not asking for the business—you're leaving deals on the table.
In this episode, Steve Kyles unpacks the real reason most loan officers struggle with lead flow: they're not making the ask. You'll learn:
Why "just keep me in mind" is costing you referrals The exact script that converts at 18% from warm conversations How one bootcamp graduate added 7 deals in a week by mastering the ask The psychology behind why we don't ask—and how to fix itStop being passive. Start being profitable. Book...
438. Track It Like a Pro: The 6 Metrics That Matter
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success.
Your feelings aren't facts. Your numbers tell the real story.
In this episode, your hosts, Steve Kyles share the six key metrics every loan officer should be tracking to eliminate guesswork, stay accountable, and build a predictable pipeline.
You'll learn:
Why "busy" isn't the same as productive—and how to know the difference The one shift that turns conversations into closings How 13 asks a day can get you 8–10 closings a month Why tracking removes emotional deci...
