Loan Officer Leadership
More loans in less time. Every single month. Loan Officer Leadership is for loan officers who desire to close more loans in less time and build a business where next month is already decided. Steve Kyles has spent 24 years in the mortgage business and 10 years coaching loan officers. Every episode hands you one thing you can run tomorrow morning: a framework, a script, or a conversation that brings in the next loan. Referral partners who send business on purpose. A database that keeps paying you. Clients who come back and bring their friends. More of your week back for the...
519. Mortgage Leads: What to Say on the First Call (Word for Word)
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
What to say to mortgage leads on the first call, word for word.
Most mortgage loan officers lose the deal on the first call by saying too much. Twenty-two options, MBS, rate talk. Clarity doesn’t come from information. It comes from one clear next step.
Steve Kyles walks through the First Call Framework he uses on every new lead:
Ste...518. Want to Close More Loans? Stop Starting Something New.
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
If you want to double your production, your first instinct might be to find a new lead source, launch another marketing campaign, or build a new referral strategy. But what if the fastest path to more closings is already working in your business?
In this episode, Steve explains why chasing something new can actually slow your growth. He shares how to identify where y...
517. You Don’t Have a Discipline Problem. You Need a Better Way.
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
What if the reason you're not growing your business has nothing to do with discipline?
In this episode, Steve shares a conversation with a successful loan officer who believed his lack of discipline was costing him three additional closings a month. But instead of telling him to work harder, make more calls, or push through, Steve helped him see a much simpler solution.
516. How I’m Using AI to Turn Google Reviews Into More Business
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
What if a simple Google review strategy could help more borrowers find you before they ever talk to another lender?
In this episode, Steve shares a real example of a borrower who found him through ChatGPT, completed an application, and ultimately closed a loan that generated $5,500 in revenue. That experience led Steve to rethink how he collects Google reviews and how AI can m...
515. How Do I Keep Buyers From Shopping Me When Rates Move Higher?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
When rates start moving higher, even committed buyers can get nervous, start shopping, or put their plans on hold. The question is, how do you keep them moving forward without making the conversation all about rate?
In this episode, Steve shares six things he’s doing right now to keep clients engaged in a volatile market. From opening the lines of com...
514. How Do I Turn Every Closing Into My Next Referral?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
You’re already creating wins in your business. The question is, what are you doing with them?
In this episode, Steve shares how to turn great closings, client testimonials, agent feedback, and everyday wins into stories that can generate your next referral. It starts with something simple: create a win sheet and document what’s working.
Steve break...
513. Here's the 10 Hours You're Giving Away Every Single Week
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Your calendar is packed. You're busy every day. But are you actually getting the results that match the hours you're putting in?
In this episode, Steve breaks down why doubling your production doesn't mean doubling your hours. Instead, he shares a simple framework called Stop. Start. Keep. that helps you identify which activities are actually closing loans and which ones are ju...
512. Confused Buyers Don't Buy
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Sometimes buyers stall out not because they aren’t motivated, but because we’ve given them too much information.
In this episode, Steve explains why presenting buyers with endless rates, programs, down payments, and loan scenarios can create confusion instead of confidence. Rather than trying to impress clients with every possible option, your job is to lead them to a clear next step.
511. How Do I Stay in Prospecting Mode When My Pipeline Gets Busy?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Your pipeline is growing. You have loans in process, closings coming up, pre-approvals to work, and suddenly the prospecting that created all that business disappears from your calendar.
In this episode, Steve shares how to build a Livable Calendar that keeps you focused on the activities that grow your business, even when things get busy. He breaks down the order of the week, w...
510. Too Many Pre-Approvals? Here’s What to Work First
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Getting more leads is a good problem to have, until every completed application starts feeling equally urgent.
In this episode, Steve shares the Red, Yellow, Green framework he uses to prioritize completed applications based on how quickly each borrower can move forward. You’ll learn how to identify the files closest to the money, slow down the ones that need more work, and sti...
509. How Do I Re-Engage Realtors Who Stopped Sending Me Business?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
What do you do when a Realtor you used to work with stops sending you business?
In this episode, Steve shares a simple framework for re-engaging past agent relationships and earning your way back into their business. He breaks down how to rebuild and qualify your list, reintroduce yourself, lead with genuine honor, personalize the conversation, communicate your differentiator, and most importantly, ask f...
508. When the Deal Goes Sideways: How to Lead the Hard Conversation
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Every loan officer eventually faces it: a missed closing date, an unexpected issue, or an agent who is frustrated and wants answers. What you do next can either damage the relationship or make it stronger.
In this episode, Steve shares his Validate, Educate, Instruct (VEI) framework for navigating hard conversations. You’ll learn why saying the frustration first can immediately lower the temperature, why...
507. You Don’t Need More Leads. You Need More Offers.
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
If your pipeline feels slow, it’s easy to blame the market. But the real question is: how many offers are you making?
In this episode, Steve breaks down a simple formula: offers minus no’s equals money. He shares how conversations, texts, voice notes, emails, social media, and the wins already happening in your business can create more opportunities without cold...
506. The Two Words That Get People to Take Action
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
You ask for the documents. Nothing. You ask the agent to send over their buyer. Nothing. You follow up again and start wondering why nobody is taking the next step.
In this episode, Steve shares a simple shift that can completely change the way clients and referral partners respond to your asks: “so that.”
Instead of telling people what you need them to do...
505. They Won’t Complete the Application. Now What?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
What do you do when a buyer wants answers but isn’t willing to complete the application first?
In this episode, Steve breaks down why hesitation doesn’t necessarily mean you have a bad lead. More often, there’s simply a gap in information or trust that needs to be uncovered.
You’ll learn how to ask better questions, identify what’s really ho...
504. Why Aren't You Asking for the Business?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
One simple question can change your production.
In this episode, Steve shares why so many loan officers do the hard work of making calls, building relationships, and serving clients... only to miss the opportunity that matters most: actually asking for the business.
You'll learn how to naturally ask for referrals, why every conversation should have a clear call to action, and a...
503. How Do I Turn Listing Agents Into Referral Partners?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Most loan officers treat the listing agent like a transaction contact. Top producers treat them like their next referral partner.
In this episode, Steve shares a simple strategy that's helping turn listing agents into consistent referral sources—starting with one phone call and one predictable weekly update. You'll learn how to stand out, build trust through consistency, and create conversations that lead to fut...
502. What Should I Be Doing Every Day as a Loan Officer?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Most loan officers don't have a lead problem. They have an activity problem.
In this episode, Steve breaks down what a productive loan officer day actually looks like, why being busy isn't the same as building a pipeline, and the one daily activity that creates consistent closings.
You'll learn:
The difference between being busy and being productive Why most loan of...501. How Do I Talk to Buyers When They Say Rates Are Too High?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
When buyers say, “I’m waiting for rates to come down,” most loan officers respond with opinions.
The problem? Buyers need clarity, not persuasion.
In this episode, Steve shares how to shift the conversation from feelings to facts and help buyers make confident decisions based on math, not headlines. You'll learn how to handle rate objections, explain the real cost of waiting...
500. How Do I Get More Realtor Referrals?
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Why do some loan officers have Realtors consistently sending them business while others spend years chasing referral partners who never produce a deal?
In this episode, Steve breaks down a simple truth: Realtors don't refer loan officers they like—they refer loan officers they trust.
You'll learn what Realtors are really looking for in a lending partner, how to cre...
499. Make the Ask: The One Skill That Makes Everything Else Work
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Most loan officers spend their time focused on activity: making calls, having conversations, building relationships, and following up.
But what if the biggest thing holding back your production isn’t activity at all?
What if it’s simply that you’re not asking for the business?
In this episode, Steve breaks down why the ask is the true conversion point i...
498. Every Time You Re-Decide Your Schedule, You Lose
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Why do some loan officers produce consistently month after month while others ride a constant roller coaster of stress, overwhelm, and unpredictability?
In this episode, Steve shares a powerful lesson that changed everything: top producers don’t have more discipline... they have fewer decisions.
If you're constantly reinventing your week, reacting to every interruption, or wondering where the time wen...
497. Your Database Is Your Most Expensive Underused Asset
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
What if the biggest opportunity in your business isn’t finding new leads… but reconnecting with the people already in your world?
In this episode, Steve shares a startling statistic: 89% of past clients who didn’t return to their original loan officer left for one simple reason... they couldn’t remember who that loan officer was when it mattered most.
The pro...
496. The Number Most Loan Officers Never Find
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Most loan officers know they need to work harder.
Very few know their number.
In this episode, Steve breaks down one of the biggest breakthroughs in building a predictable business: identifying the specific daily activity number that drives consistent results.
After years of tracking production, coaching loan officers, and analyzing tens of thousands of outbound calls, Steve discovered a p...
495. The Identity Switch — The Decision That Makes Everything Downstream Work
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Most loan officers think they have an activity problem.
They don’t.
They have an identity problem.
In this episode, Steve unpacks one of the most important concepts behind building a predictable business: Be. Do. Have.
Too often, we try to do more in hopes of having better results. But lasting success comes from first bec...
494. Why I Built This. And What You're Walking Into
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Why did Steve build the Predictable Producer Challenge?
In this special launch-day episode, Steve shares the story behind the challenge, the lessons learned from 24 years in the mortgage business, and the real reason so many loan officers stay stuck on the income roller coaster.
The problem isn’t a lack of talent. It’s not the market. And it’s not another...
493. The 5 Day Challenge That Changes Everything
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
This is the last episode before the door opens.
In this episode, Steve breaks down exactly what’s inside the Predictable Producer 5 Day Challenge and why it was built to help loan officers finally get off the roller coaster of inconsistent production.
You’ll hear:
Who the challenge is designed for Why identity is the foundation of predictable production How knowing...492. The List That’s Already Paying You
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Most loan officers don’t have a lead problem.
They have a list problem.
In this episode, Steve breaks down one of the biggest mindset shifts behind building a predictable mortgage business: the money is already in your database.
After rebuilding his business from a “broken list” and returning to originating less than a year ago, Steve shares the les...
491. The Identity Switch that Changes Everything
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
What if the biggest thing holding you back in business… isn’t your market, your rates, or your leads?
What if it’s your identity?
In this deeply personal episode, Steve shares the moment that changed the trajectory of his career… sitting at his desk writing down words he didn’t even believe yet.
You’ll hear:
How past negative...490. You Can Predict Your Income as a Loan Officer
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Most loan officers believe the mortgage business is naturally unpredictable.
One month is great.
The next month feels slow.
And nobody ever explains how to create consistency.
In this episode, Steve shares the breakthrough that changed everything: predictable income comes from predictable activity.
You’ll learn:
Why most loan officers stay stuck in “high highs...489. Why Some Loan Officers Stay Stuck at 3 Loans a Month
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
JOIN THE COMMUNITY: skool.com/loan-officer-leadership
The free room for loan officers done running on hope.
A lot of loan officers believe top producers are just naturally charismatic.
But what if the real difference isn’t personality… it’s process?
In this episode, Steve breaks down why some loan officers stay stuck at 2–4 loans a month while others consisten...
488. The 4 Habits of Loan Officers Winning in This Market
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Why are some loan officers thriving right now while others are stuck?
Same market. Same rates. Same products.
But completely different results.
In this episode, Steve breaks down the 4 key habits he’s seeing from loan officers who are building consistent, predictable production in today’s market.
You’ll learn:
Why most loan officers don’t actually have a lea...487. The Producer vs. The Busy Loan Officer
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Two loan officers. Same market. Same rates. Both working hard.
One is building something predictable. One is starting over every month.
The difference isn't motivation. It's not time. It's not even leads.
It's order.
The producer didn't get smarter. They got sequenced. Identity. Math. Week. List. Conversations. Rhythm. In that order. Skip a step and the system b...
486. Why Tactics Aren’t Working: The Missing Piece Is Identity
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
For 20 years I've coached loan officers on tactics. Scripts. Math. Activity. And it works. For a while. Then it stops feeling good. We blame the strategy and move on to the next one. The cycle repeats.
A few months ago I started meeting my twin brother on Thursday mornings at 7 AM. Just discipleship. No agenda. And what came out of t...
485. Speed to the Lead: The Easiest Way You’re Losing Deals (and How to Fix It)
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
You’re not losing deals because of your rates.
You’re losing them because of speed.
In this episode, Steve breaks down why speed to the lead is one of the biggest competitive advantages in today’s market, and how a simple shift in availability and response time can dramatically increase your closings.
You’ll learn:
Why “9 to 5” thinking is c...484. Predictable Income: How to Know Your Next 90 Days
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Most loan officers don’t have an income problem.
They have a predictability problem.
In this episode, Steve breaks down how to eliminate the ups and downs in your business by tracking the right metrics and focusing on the activities that actually drive closings.
You’ll learn:
Why your next 90 days are already determined by today’s activity The simp...483. You’re Losing the Deal on the First Call (Here’s Why)
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
Most loan officers think they’re losing deals to rate. They’re not.
79% of buyers choose the first lender they talk to… which means if you’re losing, it likely happened on the first call.
In this episode, Steve breaks down the Powerful First Call framework that turns more conversations into applications, and more applications into closings.
You’ll learn:
Wh...482. The One Line That Wins You More Agent Referrals
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
JOIN THE COMMUNITY: skool.com/loan-officer-leadership
The free room for loan officers done running on hope.
There’s a simple phrase most loan officers miss… and it’s costing them referrals.
In this quick episode, Steve breaks down a powerful first-call strategy that builds trust with both the client and the agent, without sounding salesy.
The key?
481. Why Realtors Like You… But Don’t Send You Deals.aup3
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
JOIN THE COMMUNITY: skool.com/loan-officer-leadership
The free room for loan officers done running on hope.
You get along great with agents… but the referrals never come.
Here’s the truth: being liked doesn’t equal being referred.
In this episode, Steve and Frank break down the three things agents actually need before...
480. The Hidden Lending Opportunities That Could Transform Your Pipeline
Take the free Predictable Income Map quiz at predictableproducer.com/quiz. Five questions, two minutes. Find out exactly which of the 5 stages you are in and what is keeping you there.
JOIN THE COMMUNITY: skool.com/loan-officer-leadership
The free room for loan officers done running on hope.
Most loan officers are still competing in the same traditional space, while missing a massive wave of opportunity already sitting in their database.
In this episode, Steve sits down with Tom Davis to unpack the growing non-QM, second lien, and in...
