<![CDATA[Selling is an Art, Not a Science]]>d2a792c1-312d-5f85-ad1f-5c1c90b2365fWed, 11 Nov 2026 08:30:01 +0000Captivate.fmDennis Blackhttps://artwork.captivate.fm/a8b63863-f39c-493b-86a4-fd855fbc23e8/Dennis-Black-Podcast-Cover-Art-Options-1.jpgSelling is an Art, Not a ScienceDennis BlackDennis BlackSuccessful sales in today's lending market isn’t about classroom theory or rigid scripts - it’s about mastering real-world practicality, conversation skills, and field-tested strategy at the point of sale. Selling is an Art, Not a Science, hosted by industry veteran Dennis Black, explores how mortgage and real estate professionals can refine their craft, keep their pipelines full, and win in an increasingly competitive environment. Drawing on decades of experience - including his foundational years at Xerox Corporation and over 160,000 professionals trained - Dennis breaks down the high-level outside selling concepts tailored specifically to the modern mortgage industry. Whether you’re a loan officer, sales manager, or real estate professional, this podcast equips you with the in-depth skills, field-tested wisdom, and practical frameworks needed to master every client interaction. Tune in to elevate your sales game, sharpen your influence, and turn everyday conversations into a lasting competitive advantage.https://dennis-black.captivate.fmfalseserialnopodcastA Title Industry Veteran Explains Insured Attorney Opinion Letters with Theodore SprinkA Title Industry Veteran Explains Insured Attorney Opinion Letters with Theodore SprinkIn this episode of Selling Is An Art, Not A Science, I sit down with Theodore Sprink, CEO of iTitleTransfer, to discuss reducing mortgage closing costs, expanding borrower choice, and introducing alternatives to traditional title insurance. Theodore explains how his company combines attorney opinion letters with an insured closing platform designed to offer a lower-cost option for borrowers and lenders.

Theodore Sprink shares his journey from banking and capital markets to product development at Fidelity National Financial and First American. He discusses the thinking behind iTitleTransfer, why education is central to gaining adoption, and how loan officers, mortgage lenders, credit unions, and title agencies can introduce borrowers to alternative closing options.

Expect to Learn:

  • How Theodore’s banking and title industry experience shaped iTitleTransfer
  • Why new products can gain traction through title agency relationships
  • How outsourcing closing services can help reduce operating costs
  • What an attorney opinion letter is and how Theodore’s platform uses it
  • How lower closing costs could benefit first-time homebuyers
  • Why education and awareness matter when introducing an unfamiliar product

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Theodore Sprink & iTitleTransfer (Opening Preview)
  • [02:23] - Theodore’s Journey Through Banking & the Title Industry
  • [05:48] - Developing New Products & Building Title Agency Relationships
  • [08:44] - Addressing Affordability & Mortgage Closing Costs
  • [16:17] - Serving Lenders, Credit Unions & Title Agencies
  • [18:04] - Growth Challenges, Education & Building Awareness
  • [20:56] - Understanding Attorney Opinion Letters & Platform Coverage
  • [24:23] - How to Connect With Theodore Sprink
  • [25:14] - Closing Remarks & Thanks

Follow the Guest, Theodore Sprink:


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Listening Links:


]]>In this episode of Selling Is An Art, Not A Science, I sit down with Theodore Sprink, CEO of iTitleTransfer, to discuss reducing mortgage closing costs, expanding borrower choice, and introducing alternatives to traditional title insurance. Theodore explains how his company combines attorney opinion letters with an insured closing platform designed to offer a lower-cost option for borrowers and lenders.

Theodore Sprink shares his journey from banking and capital markets to product development at Fidelity National Financial and First American. He discusses the thinking behind iTitleTransfer, why education is central to gaining adoption, and how loan officers, mortgage lenders, credit unions, and title agencies can introduce borrowers to alternative closing options.

Expect to Learn:

  • How Theodore’s banking and title industry experience shaped iTitleTransfer
  • Why new products can gain traction through title agency relationships
  • How outsourcing closing services can help reduce operating costs
  • What an attorney opinion letter is and how Theodore’s platform uses it
  • How lower closing costs could benefit first-time homebuyers
  • Why education and awareness matter when introducing an unfamiliar product

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Theodore Sprink & iTitleTransfer (Opening Preview)
  • [02:23] - Theodore’s Journey Through Banking & the Title Industry
  • [05:48] - Developing New Products & Building Title Agency Relationships
  • [08:44] - Addressing Affordability & Mortgage Closing Costs
  • [16:17] - Serving Lenders, Credit Unions & Title Agencies
  • [18:04] - Growth Challenges, Education & Building Awareness
  • [20:56] - Understanding Attorney Opinion Letters & Platform Coverage
  • [24:23] - How to Connect With Theodore Sprink
  • [25:14] - Closing Remarks & Thanks

Follow the Guest, Theodore Sprink:


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Listening Links:


]]>4f0a42a3-b32e-458c-89dd-468097d62fb2Wed, 11 Nov 2026 14:00:00 +053025:28falsefullHow Do Sales Leaders Get Up to Speed in a New Industry?How Do Sales Leaders Get Up to Speed in a New Industry?In this episode of Selling Is An Art, Not A Science, Host Dennis Black sits down with Cyndi Ray, Principal at Yardi, to discuss building strong sales teams, navigating career changes, and keeping customer relationships at the center of technology-driven sales. Cyndi shares why work ethic, curiosity, continuous coaching, and a willingness to get uncomfortable have helped her succeed across industries.

Cyndi Ray spent 15 years at JPMorgan Chase, including eight years leading the National Consumer Direct Mortgage Division, before moving into health insurance and later spending eight years building and scaling title companies across Florida and Texas. Today, she is a Principal at Yardi, where she is focused on growing the company’s self-storage business, developing sales talent, building customer relationships, and helping clients use technology and AI to improve their operations.

Expect to Learn:

  • What to look for when hiring and developing sales professionals
  • How to learn a new industry through networking and hands-on experience
  • Why understanding customer needs should guide sales conversations
  • How to approach AI with customers who are hesitant about change
  • Why curiosity, positive relationships, and strong teams support career growth
  • How technology can create more time for personal service and client interaction

Episode Breakdown with Timestamps:

  • [00:00] - Trailer
  • [00:54] - Introduction to Cyndi Ray & Her Career Journey
  • [02:38] - Hiring & Developing Strong Sales Teams
  • [04:50] - Navigating Challenges & Career Changes
  • [07:32] - Understanding Clients & Growing Yardi’s Self-Storage Business
  • [10:13] - Using AI to Improve Customer Experience
  • [13:24] - Career Advice for Women in Business
  • [15:35] - The Future of Technology & Human Service
  • [17:10] - Closing Remarks & Thanks

Follow the Guest, Cyndi Ray:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling Is An Art, Not A Science, Host Dennis Black sits down with Cyndi Ray, Principal at Yardi, to discuss building strong sales teams, navigating career changes, and keeping customer relationships at the center of technology-driven sales. Cyndi shares why work ethic, curiosity, continuous coaching, and a willingness to get uncomfortable have helped her succeed across industries.

Cyndi Ray spent 15 years at JPMorgan Chase, including eight years leading the National Consumer Direct Mortgage Division, before moving into health insurance and later spending eight years building and scaling title companies across Florida and Texas. Today, she is a Principal at Yardi, where she is focused on growing the company’s self-storage business, developing sales talent, building customer relationships, and helping clients use technology and AI to improve their operations.

Expect to Learn:

  • What to look for when hiring and developing sales professionals
  • How to learn a new industry through networking and hands-on experience
  • Why understanding customer needs should guide sales conversations
  • How to approach AI with customers who are hesitant about change
  • Why curiosity, positive relationships, and strong teams support career growth
  • How technology can create more time for personal service and client interaction

Episode Breakdown with Timestamps:

  • [00:00] - Trailer
  • [00:54] - Introduction to Cyndi Ray & Her Career Journey
  • [02:38] - Hiring & Developing Strong Sales Teams
  • [04:50] - Navigating Challenges & Career Changes
  • [07:32] - Understanding Clients & Growing Yardi’s Self-Storage Business
  • [10:13] - Using AI to Improve Customer Experience
  • [13:24] - Career Advice for Women in Business
  • [15:35] - The Future of Technology & Human Service
  • [17:10] - Closing Remarks & Thanks

Follow the Guest, Cyndi Ray:


Follow the Host, Dennis Black:


Listening Links:


]]>848f7d6a-ed35-4c3d-bb3f-6965b7efb57dWed, 04 Nov 2026 14:00:00 +053017:51falsefullWhy Do Top Mortgage Loan Officers Still Doubt Themselves When Business Looks Good?Why Do Top Mortgage Loan Officers Still Doubt Themselves When Business Looks Good?In this episode of Selling Is An Art, Not A Science, I sit down with Gina Tubertini Loefflad, Co-Founder of My Optimal Path, to discuss her journey from mortgage origination and sales leadership to coaching, and why improving performance requires more than learning sales techniques. Gina shares how a serious illness changed her path, led her to pursue a different coaching education, and helped shape her approach to supporting mortgage professionals.

Gina Tubertini Loefflad brings 26 years of mortgage banking experience, including 16 years as a top-performing originator, to her work with new and experienced sales professionals. She helps clients strengthen their skills, strategies, and systems while examining the assumptions, interpretations, and limiting beliefs that affect their actions. Drawing on her own struggle with call reluctance, she explains why self-awareness, consistent action, mentorship, and a willingness to be vulnerable can help professionals build confidence and move forward.

Expect to Learn:

  • Why sales training alone may not resolve the beliefs and fears holding professionals back
  • How new mortgage originators can build strong business habits, client relationships, and referral systems
  • Why even experienced, high-performing originators can struggle with self-doubt
  • How challenging your internal narrative can help you overcome call reluctance
  • Why silence matters when asking for business and how overexplaining can undermine a sale

Episode Breakdown with Timestamps:

  • [00:00] – Trailer & Introduction to Gina Tubertini
  • [02:02] – From Mortgage Origination to Leadership & Coaching
  • [05:54] – How a Health Challenge Reshaped Her Coaching Career
  • [08:53] – Developing Sales Skills & Overcoming Limiting Beliefs
  • [15:43] – Facing Call Reluctance & the Fear of Rejection
  • [18:19] – Dennis’s First Sale & Why Silence Matters
  • [20:21] – Learning From Mentors & Committing to Personal Growth
  • [22:25] – Growing a Coaching Business While Preserving Client Relationships
  • [27:20] – Speaking, Team Coaching & the Energy Leadership Index
  • [29:43] – Connecting With Gina, Closing Remarks & Thanks

Follow the Guest, Gina Tubertini Loefflad:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling Is An Art, Not A Science, I sit down with Gina Tubertini Loefflad, Co-Founder of My Optimal Path, to discuss her journey from mortgage origination and sales leadership to coaching, and why improving performance requires more than learning sales techniques. Gina shares how a serious illness changed her path, led her to pursue a different coaching education, and helped shape her approach to supporting mortgage professionals.

Gina Tubertini Loefflad brings 26 years of mortgage banking experience, including 16 years as a top-performing originator, to her work with new and experienced sales professionals. She helps clients strengthen their skills, strategies, and systems while examining the assumptions, interpretations, and limiting beliefs that affect their actions. Drawing on her own struggle with call reluctance, she explains why self-awareness, consistent action, mentorship, and a willingness to be vulnerable can help professionals build confidence and move forward.

Expect to Learn:

  • Why sales training alone may not resolve the beliefs and fears holding professionals back
  • How new mortgage originators can build strong business habits, client relationships, and referral systems
  • Why even experienced, high-performing originators can struggle with self-doubt
  • How challenging your internal narrative can help you overcome call reluctance
  • Why silence matters when asking for business and how overexplaining can undermine a sale

Episode Breakdown with Timestamps:

  • [00:00] – Trailer & Introduction to Gina Tubertini
  • [02:02] – From Mortgage Origination to Leadership & Coaching
  • [05:54] – How a Health Challenge Reshaped Her Coaching Career
  • [08:53] – Developing Sales Skills & Overcoming Limiting Beliefs
  • [15:43] – Facing Call Reluctance & the Fear of Rejection
  • [18:19] – Dennis’s First Sale & Why Silence Matters
  • [20:21] – Learning From Mentors & Committing to Personal Growth
  • [22:25] – Growing a Coaching Business While Preserving Client Relationships
  • [27:20] – Speaking, Team Coaching & the Energy Leadership Index
  • [29:43] – Connecting With Gina, Closing Remarks & Thanks

Follow the Guest, Gina Tubertini Loefflad:


Follow the Host, Dennis Black:


Listening Links:


]]>762d6ee9-6ad6-4643-839e-803c615a3e07Wed, 28 Oct 2026 14:00:00 +053030:45falsefullHow Sales Positioning Can Help You Create More Appointments From LinkedInHow Sales Positioning Can Help You Create More Appointments From LinkedInIn this episode of Selling Is An Art, Not A Science, I sit down with Rhonda Sher, President and CEO of The Sher Method, for part two of our conversation about LinkedIn, business development, and creating stronger professional connections. Rhonda explains how professionals can move from being “invisible to irresistible” on LinkedIn, build profiles that clearly communicate their value, and use simple engagement strategies to generate more appointments and opportunities.

Rhonda Sher also introduces her Know Your Prospect program, which she says is designed to help professionals better understand how different people prefer to communicate and process information. She discusses using the program alongside LinkedIn strategy, networking, sales conversations, interviews, and relationship building, while also emphasizing that AI should support human communication rather than replace it.

Expect to Learn:

  • Why a strong LinkedIn profile should clearly explain who you are, what you do, and the results you provide
  • How commenting, reconnecting with existing contacts, audio messages, and Sales Navigator can help generate appointments
  • Why Rhonda believes a consistent LinkedIn system can be managed in around 30 minutes a day
  • How the Know Your Prospect program is designed to help professionals adapt their communication style to different people

Episode Breakdown with Timestamps:

  • [00:00] - Welcome Back to Part Two With Rhonda Sher
  • [01:50] - Going From Invisible to Irresistible on LinkedIn
  • [03:58] - Building a 30-Minute LinkedIn Business Development System
  • [04:45] - Introducing the Know Your Prospect Program
  • [07:10] - How to Access Rhonda’s Programs & Free Profile Report
  • [08:52] - Why AI Should Support, Not Replace, Human Connection
  • [12:02] - Combining LinkedIn Strategy With Instant Rapport
  • [13:57] - Adapting Communication Styles Based on the Individual
  • [14:59] - Final Thoughts & Future Collaboration

Follow the Guest, Rhonda Sher:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling Is An Art, Not A Science, I sit down with Rhonda Sher, President and CEO of The Sher Method, for part two of our conversation about LinkedIn, business development, and creating stronger professional connections. Rhonda explains how professionals can move from being “invisible to irresistible” on LinkedIn, build profiles that clearly communicate their value, and use simple engagement strategies to generate more appointments and opportunities.

Rhonda Sher also introduces her Know Your Prospect program, which she says is designed to help professionals better understand how different people prefer to communicate and process information. She discusses using the program alongside LinkedIn strategy, networking, sales conversations, interviews, and relationship building, while also emphasizing that AI should support human communication rather than replace it.

Expect to Learn:

  • Why a strong LinkedIn profile should clearly explain who you are, what you do, and the results you provide
  • How commenting, reconnecting with existing contacts, audio messages, and Sales Navigator can help generate appointments
  • Why Rhonda believes a consistent LinkedIn system can be managed in around 30 minutes a day
  • How the Know Your Prospect program is designed to help professionals adapt their communication style to different people

Episode Breakdown with Timestamps:

  • [00:00] - Welcome Back to Part Two With Rhonda Sher
  • [01:50] - Going From Invisible to Irresistible on LinkedIn
  • [03:58] - Building a 30-Minute LinkedIn Business Development System
  • [04:45] - Introducing the Know Your Prospect Program
  • [07:10] - How to Access Rhonda’s Programs & Free Profile Report
  • [08:52] - Why AI Should Support, Not Replace, Human Connection
  • [12:02] - Combining LinkedIn Strategy With Instant Rapport
  • [13:57] - Adapting Communication Styles Based on the Individual
  • [14:59] - Final Thoughts & Future Collaboration

Follow the Guest, Rhonda Sher:


Follow the Host, Dennis Black:


Listening Links:


]]>7b6b5421-2002-4d10-8ba5-8e27015f75cdThu, 22 Oct 2026 14:00:00 +053015:48falsefullHow LinkedIn Builds Relationships That Grow Your Business With Rhonda SherHow LinkedIn Builds Relationships That Grow Your Business With Rhonda SherIn this episode of Selling Is An Art, Not A Science, I sit down with Rhonda Sher, President and CEO of The Sher Method, to discuss how professionals can use LinkedIn more effectively to grow their businesses, build stronger relationships, generate appointments, and stay top of mind with potential clients. Rhonda shares her journey from working as a paralegal and divorce mediator to becoming an entrepreneur, author, networking expert, and LinkedIn strategist. She explains how her own need to generate business led her to develop a repeatable LinkedIn system that she now teaches to professionals and companies.

Rhonda Sher has been using LinkedIn as a business development tool since its early years and published The ABCs of LinkedIn in 2009. Today, she helps attorneys, mortgage professionals, real estate professionals, financial advisors, employee benefits professionals, and small business development teams improve their LinkedIn profiles, content, networking, and outreach strategies. Her approach focuses on building genuine relationships, staying visible, and creating opportunities without relying on overly sales-focused tactics.

Expect to Learn:

  • Why an optimized LinkedIn profile is essential for building credibility and making a strong first impression
  • How professionals can reconnect with existing connections and turn relationships into business opportunities
  • Why posting at least three times a week can help professionals stay relevant and top of mind
  • Why commenting and engaging with other people’s content can be as important as creating your own posts
  • How video, personal stories, strong headlines, and calls to action can make LinkedIn content more engaging
  • Why LinkedIn success should be measured by conversations, appointments, relationships, and visibility, not just likes and comments
  • How spending around 30 minutes a day on LinkedIn can support consistent business development
  • Why small business development teams need consistent profiles, messaging, and LinkedIn training

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Rhonda Sher & Her Career Journey
  • [04:14] - Building a Business Through LinkedIn
  • [07:43] - How Often Should You Post on LinkedIn?
  • [12:10] - Who Benefits Most From LinkedIn Strategy?
  • [16:21] - Staying Top of Mind Even Without Likes or Comments
  • [19:19] - Building an Effective LinkedIn Routine in 30 Minutes a Day
  • [22:39] - LinkedIn Training Opportunities for Small Businesses
  • [23:28] - Rhonda’s LinkedIn Philosophy & Closing Advice

Follow the Guest, Rhonda Sher:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling Is An Art, Not A Science, I sit down with Rhonda Sher, President and CEO of The Sher Method, to discuss how professionals can use LinkedIn more effectively to grow their businesses, build stronger relationships, generate appointments, and stay top of mind with potential clients. Rhonda shares her journey from working as a paralegal and divorce mediator to becoming an entrepreneur, author, networking expert, and LinkedIn strategist. She explains how her own need to generate business led her to develop a repeatable LinkedIn system that she now teaches to professionals and companies.

Rhonda Sher has been using LinkedIn as a business development tool since its early years and published The ABCs of LinkedIn in 2009. Today, she helps attorneys, mortgage professionals, real estate professionals, financial advisors, employee benefits professionals, and small business development teams improve their LinkedIn profiles, content, networking, and outreach strategies. Her approach focuses on building genuine relationships, staying visible, and creating opportunities without relying on overly sales-focused tactics.

Expect to Learn:

  • Why an optimized LinkedIn profile is essential for building credibility and making a strong first impression
  • How professionals can reconnect with existing connections and turn relationships into business opportunities
  • Why posting at least three times a week can help professionals stay relevant and top of mind
  • Why commenting and engaging with other people’s content can be as important as creating your own posts
  • How video, personal stories, strong headlines, and calls to action can make LinkedIn content more engaging
  • Why LinkedIn success should be measured by conversations, appointments, relationships, and visibility, not just likes and comments
  • How spending around 30 minutes a day on LinkedIn can support consistent business development
  • Why small business development teams need consistent profiles, messaging, and LinkedIn training

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Rhonda Sher & Her Career Journey
  • [04:14] - Building a Business Through LinkedIn
  • [07:43] - How Often Should You Post on LinkedIn?
  • [12:10] - Who Benefits Most From LinkedIn Strategy?
  • [16:21] - Staying Top of Mind Even Without Likes or Comments
  • [19:19] - Building an Effective LinkedIn Routine in 30 Minutes a Day
  • [22:39] - LinkedIn Training Opportunities for Small Businesses
  • [23:28] - Rhonda’s LinkedIn Philosophy & Closing Advice

Follow the Guest, Rhonda Sher:


Follow the Host, Dennis Black:


Listening Links:


]]>0ce35dce-2054-453d-ae8c-e19ace712fa6Tue, 20 Oct 2026 14:00:00 +053025:33falsefullHow Jenny Kingsley Gibbons Built a 30-Year Mortgage Career Through RelationshipsHow Jenny Kingsley Gibbons Built a 30-Year Mortgage Career Through RelationshipsIn this episode of Selling Is An Art, Not A Science, I sit down with Jenny Kingsley Gibbons, Account Executive at Kind Lending, to discuss her journey through more than three decades in the mortgage industry and why relationships, product knowledge, and dependable service remain essential to sales success. Jenny shares how she entered the business at 19, rebuilt her broker relationships after the financial crisis, and found a home at Kind Lending alongside a team she considers family.

Jenny Kingsley Gibbons works closely with mortgage brokers, account managers, and underwriters to help structure challenging loans and identify financing options for borrowers. She explains how non-QM products are creating new opportunities, why educating referral partners helps brokers stand out, and how technology works best when paired with experienced people. Throughout the discussion, she returns to the everyday habits that build trust: answering calls, returning emails, understanding clients’ businesses, and being available when they need support.

Expect to Learn:

  • Why long-term relationships are central to building a successful mortgage sales career
  • How experienced underwriters and a coordinated team can help brokers solve challenging loan scenarios
  • Why non-QM products offer opportunities to serve borrowers who may not fit traditional lending requirements
  • How educating real estate agents and other referral partners helps brokers differentiate themselves
  • Why products, process, price, and partnership matter when communicating value beyond rates
  • How technology and personal service work together to improve the broker experience

Episode Breakdown with Timestamps:

  • [00:00] – Trailer & Episode Preview
  • [01:13] – Introduction to Jenny Gibbons & Her Mortgage Career
  • [05:43] – Returning to Mortgages & Finding a Home at Kind Lending
  • [09:04] – Solving Challenging Loans Through Teamwork & Non-QM
  • [11:28] – Helping Brokers Grow Through Education & Referral Partnerships
  • [13:32] – Non-QM Growth, the Four P’s & Building Trust
  • [15:56] – Combining Technology With Personal Service
  • [17:19] – AI, Housing Affordability & Mortgage Industry Challenges
  • [19:38] – Growth Opportunities in Non-QM Lending
  • [21:05] – Deepening Broker Relationships & Getting the Basics Right
  • [22:49] – Final Thoughts & How to Connect With Jenny

Follow the Guest, Jenny Kingsley Gibbons:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling Is An Art, Not A Science, I sit down with Jenny Kingsley Gibbons, Account Executive at Kind Lending, to discuss her journey through more than three decades in the mortgage industry and why relationships, product knowledge, and dependable service remain essential to sales success. Jenny shares how she entered the business at 19, rebuilt her broker relationships after the financial crisis, and found a home at Kind Lending alongside a team she considers family.

Jenny Kingsley Gibbons works closely with mortgage brokers, account managers, and underwriters to help structure challenging loans and identify financing options for borrowers. She explains how non-QM products are creating new opportunities, why educating referral partners helps brokers stand out, and how technology works best when paired with experienced people. Throughout the discussion, she returns to the everyday habits that build trust: answering calls, returning emails, understanding clients’ businesses, and being available when they need support.

Expect to Learn:

  • Why long-term relationships are central to building a successful mortgage sales career
  • How experienced underwriters and a coordinated team can help brokers solve challenging loan scenarios
  • Why non-QM products offer opportunities to serve borrowers who may not fit traditional lending requirements
  • How educating real estate agents and other referral partners helps brokers differentiate themselves
  • Why products, process, price, and partnership matter when communicating value beyond rates
  • How technology and personal service work together to improve the broker experience

Episode Breakdown with Timestamps:

  • [00:00] – Trailer & Episode Preview
  • [01:13] – Introduction to Jenny Gibbons & Her Mortgage Career
  • [05:43] – Returning to Mortgages & Finding a Home at Kind Lending
  • [09:04] – Solving Challenging Loans Through Teamwork & Non-QM
  • [11:28] – Helping Brokers Grow Through Education & Referral Partnerships
  • [13:32] – Non-QM Growth, the Four P’s & Building Trust
  • [15:56] – Combining Technology With Personal Service
  • [17:19] – AI, Housing Affordability & Mortgage Industry Challenges
  • [19:38] – Growth Opportunities in Non-QM Lending
  • [21:05] – Deepening Broker Relationships & Getting the Basics Right
  • [22:49] – Final Thoughts & How to Connect With Jenny

Follow the Guest, Jenny Kingsley Gibbons:


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Listening Links:


]]>96a66298-a8b9-4636-921c-f3c39e0c9cd4Wed, 14 Oct 2026 14:00:00 +053024:50falsefullWhy trust, relationships & motivation are the foundation of long-term success with Jeff LeinanWhy trust, relationships & motivation are the foundation of long-term success with Jeff LeinanIn this episode of Selling Is An Art, Not A Science, I sit down with Jeff Leinan, Co-President of Plaza Home Mortgage, to discuss his journey through more than three decades in the mortgage industry and the lessons he has learned about sales, leadership, relationships, and building successful teams. Jeff shares how he entered the mortgage business as a retail loan officer in 1989 and explains why motivation, product knowledge, trust, and consistent activity remain essential for success in today’s challenging market.

Jeff Leinan helps lead the company’s sales organization, broker relationships, product strategy, and continued growth. Throughout his career, Jeff has focused on building strong teams, developing knowledgeable account executives, and helping mortgage professionals solve problems through the right combination of products, education, technology, and personal relationships.

Expect to Learn:

  • Why motivation is one of the most important qualities when building a strong sales team
  • How mortgage professionals can differentiate themselves through product knowledge and problem-solving
  • Why reverse mortgages and other specialized products can create opportunities in today’s market
  • How AI and technology are changing the mortgage industry without replacing the importance of personal relationships
  • Why activity, knowledge, and persuasion are critical to improving sales performance
  • How face-to-face interaction, education, and strong leadership help build trust with teams and clients

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Jeff Lennon & His Mortgage Career
  • [05:14] - Lessons From the Financial Crisis
  • [08:58] - Reverse Mortgages & Expanding Product Knowledge
  • [12:18] - Education & the Role of Experienced Account Executives
  • [16:08] - How the Mortgage Industry Is Changing
  • [19:43] - The Three Factors Behind Sales Performance
  • [23:34] - Leadership, Training & Supporting Sales Teams
  • [26:24] - How to Connect With Jeff & Final Sales Advice

Follow the Guest, Jeff Leinan:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling Is An Art, Not A Science, I sit down with Jeff Leinan, Co-President of Plaza Home Mortgage, to discuss his journey through more than three decades in the mortgage industry and the lessons he has learned about sales, leadership, relationships, and building successful teams. Jeff shares how he entered the mortgage business as a retail loan officer in 1989 and explains why motivation, product knowledge, trust, and consistent activity remain essential for success in today’s challenging market.

Jeff Leinan helps lead the company’s sales organization, broker relationships, product strategy, and continued growth. Throughout his career, Jeff has focused on building strong teams, developing knowledgeable account executives, and helping mortgage professionals solve problems through the right combination of products, education, technology, and personal relationships.

Expect to Learn:

  • Why motivation is one of the most important qualities when building a strong sales team
  • How mortgage professionals can differentiate themselves through product knowledge and problem-solving
  • Why reverse mortgages and other specialized products can create opportunities in today’s market
  • How AI and technology are changing the mortgage industry without replacing the importance of personal relationships
  • Why activity, knowledge, and persuasion are critical to improving sales performance
  • How face-to-face interaction, education, and strong leadership help build trust with teams and clients

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Jeff Lennon & His Mortgage Career
  • [05:14] - Lessons From the Financial Crisis
  • [08:58] - Reverse Mortgages & Expanding Product Knowledge
  • [12:18] - Education & the Role of Experienced Account Executives
  • [16:08] - How the Mortgage Industry Is Changing
  • [19:43] - The Three Factors Behind Sales Performance
  • [23:34] - Leadership, Training & Supporting Sales Teams
  • [26:24] - How to Connect With Jeff & Final Sales Advice

Follow the Guest, Jeff Leinan:


Follow the Host, Dennis Black:


Listening Links:


]]>36adbd48-1930-4bf8-83d6-2c93965c55dfWed, 07 Oct 2026 14:00:00 +053027:52falsefullWhat the Music Industry Doesn't Tell You About Becoming a Successful DJ With Sam BlackyWhat the Music Industry Doesn't Tell You About Becoming a Successful DJ With Sam BlackyIn this episode of Selling Is an Art, Not a Science, I sit down with Samantha Black (Sam Blacky), an internationally recognized EDM DJ and producer, to discuss her journey from discovering music in Australia to building a successful career as a global artist. Sam shares how mentorship, persistence, and mastering her craft helped her move beyond being known as a model and influencer DJ to becoming a respected artist in the electronic music industry.

Sam Blacky began her journey after moving to Australia at 18, where she discovered opportunities in the entertainment industry through club promoter Sammy Prosser. After learning DJing, music production, and performing, she later returned to the US and built a career across modelling, social media, and music before fully committing to becoming an artist. Today, she performs internationally, releases music with major artists, and continues expanding her presence across the global EDM scene.

Expect to Learn:

  • How Sam transitioned from marketing and modelling into a career as a professional DJ and artist
  • Why mentorship, relationships, and the right team played a major role in her growth
  • How she overcame challenges as a woman in a male-dominated music industry
  • What it takes physically and mentally to maintain a global touring career
  • Why mastering the craft matters more than chasing the lifestyle of being a DJ
  • How discipline, practice, and consistency helped her reach major career milestones

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Sam Blacky & Her Journey Into Music
  • [03:33] - Returning to the US, Modelling Career & Finding Her Music Path
  • [08:48] - Mentors, Artist Relationships & Support Systems
  • [11:32] - The Physical & Mental Challenges of Touring Globally
  • [15:01] - The Importance of Music Taste, Production & Unreleased Tracks
  • [19:40] - Building Momentum Toward the Next Stage of Her Career
  • [23:07] - Where to Follow Sam Blacky’s Music & Performances

Follow the Guest, Sam Blacky:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling Is an Art, Not a Science, I sit down with Samantha Black (Sam Blacky), an internationally recognized EDM DJ and producer, to discuss her journey from discovering music in Australia to building a successful career as a global artist. Sam shares how mentorship, persistence, and mastering her craft helped her move beyond being known as a model and influencer DJ to becoming a respected artist in the electronic music industry.

Sam Blacky began her journey after moving to Australia at 18, where she discovered opportunities in the entertainment industry through club promoter Sammy Prosser. After learning DJing, music production, and performing, she later returned to the US and built a career across modelling, social media, and music before fully committing to becoming an artist. Today, she performs internationally, releases music with major artists, and continues expanding her presence across the global EDM scene.

Expect to Learn:

  • How Sam transitioned from marketing and modelling into a career as a professional DJ and artist
  • Why mentorship, relationships, and the right team played a major role in her growth
  • How she overcame challenges as a woman in a male-dominated music industry
  • What it takes physically and mentally to maintain a global touring career
  • Why mastering the craft matters more than chasing the lifestyle of being a DJ
  • How discipline, practice, and consistency helped her reach major career milestones

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Sam Blacky & Her Journey Into Music
  • [03:33] - Returning to the US, Modelling Career & Finding Her Music Path
  • [08:48] - Mentors, Artist Relationships & Support Systems
  • [11:32] - The Physical & Mental Challenges of Touring Globally
  • [15:01] - The Importance of Music Taste, Production & Unreleased Tracks
  • [19:40] - Building Momentum Toward the Next Stage of Her Career
  • [23:07] - Where to Follow Sam Blacky’s Music & Performances

Follow the Guest, Sam Blacky:


Follow the Host, Dennis Black:


Listening Links:


]]>4ca9c585-6541-4f26-bb43-1cf198284cf1Wed, 30 Sep 2026 14:00:00 +053024:12falsefullAI Is Transforming Leadership in the Mortgage Industry with Denese CartyAI Is Transforming Leadership in the Mortgage Industry with Denese CartyIn this episode of Selling Is an Art, Not a Science, Dennis Black sits down with Denese Carty, a mortgage industry leader with more than three decades of experience, to discuss her career journey, the mentors who shaped her leadership style, and how technology and AI could transform the mortgage industry. Denese also shares why developing the next generation of mortgage and real estate professionals matters, how leaders can help people succeed by focusing on their individual strengths, and why this is an important time for women in business.

Denese Carty began originating loans in the early 1990s and has built a career across retail lending, wholesale lending, leadership, and banking, including roles with InterFirst, Citibank, FBC, and Chase. Today, she is focused on the future of the mortgage industry, technology adoption, and mentoring emerging professionals through SYNC, the Strategic Young Network Coalition, an invite-only network designed to connect high-performing young mortgage and real estate professionals with industry leaders.

Expect to Learn:

  • How strong mentors helped shape Denese’s approach to sales and leadership
  • Why AI could lower mortgage origination costs and shorten the industry learning curve
  • Why mentorship and continuous learning matter for new mortgage professionals
  • How SYNC is helping develop the next generation of housing industry leaders
  • Why great leaders focus on individual strengths instead of creating identical teams
  • Why Denese believes women should be seen as leaders, not simply women leaders

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Denese Carty & Her Mortgage Journey
  • [06:20] - Mentors Who Shaped Denese’s Career & Leadership
  • [08:49] - How AI Could Transform the Mortgage Industry
  • [12:20] - Advice for Starting a Career in Mortgage
  • [17:13] - How the Next Generation Views Technology & Housing
  • [19:49] - Building SYNC for Young Mortgage & Real Estate Professionals
  • [23:21] - Denese’s Goals for the Next Generation
  • [30:36] - Final Thoughts & Closing Remarks

Follow the Guest, Denese Carty:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling Is an Art, Not a Science, Dennis Black sits down with Denese Carty, a mortgage industry leader with more than three decades of experience, to discuss her career journey, the mentors who shaped her leadership style, and how technology and AI could transform the mortgage industry. Denese also shares why developing the next generation of mortgage and real estate professionals matters, how leaders can help people succeed by focusing on their individual strengths, and why this is an important time for women in business.

Denese Carty began originating loans in the early 1990s and has built a career across retail lending, wholesale lending, leadership, and banking, including roles with InterFirst, Citibank, FBC, and Chase. Today, she is focused on the future of the mortgage industry, technology adoption, and mentoring emerging professionals through SYNC, the Strategic Young Network Coalition, an invite-only network designed to connect high-performing young mortgage and real estate professionals with industry leaders.

Expect to Learn:

  • How strong mentors helped shape Denese’s approach to sales and leadership
  • Why AI could lower mortgage origination costs and shorten the industry learning curve
  • Why mentorship and continuous learning matter for new mortgage professionals
  • How SYNC is helping develop the next generation of housing industry leaders
  • Why great leaders focus on individual strengths instead of creating identical teams
  • Why Denese believes women should be seen as leaders, not simply women leaders

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Denese Carty & Her Mortgage Journey
  • [06:20] - Mentors Who Shaped Denese’s Career & Leadership
  • [08:49] - How AI Could Transform the Mortgage Industry
  • [12:20] - Advice for Starting a Career in Mortgage
  • [17:13] - How the Next Generation Views Technology & Housing
  • [19:49] - Building SYNC for Young Mortgage & Real Estate Professionals
  • [23:21] - Denese’s Goals for the Next Generation
  • [30:36] - Final Thoughts & Closing Remarks

Follow the Guest, Denese Carty:


Follow the Host, Dennis Black:


Listening Links:


]]>eb5e2872-eb8e-4009-94e4-f16c296fa376Wed, 23 Sep 2026 14:00:00 +053031:38falsefullHow Brett Snortland Generated Over $700 Million in His First Year at RateHow Brett Snortland Generated Over $700 Million in His First Year at RateIn this episode of Selling Is an Art, Not a Science, Dennis Black sits down with Brett Snortland, SVP National Business Development/Growth at Rate to discuss Brett’s nearly 30-year journey in the mortgage industry, the lessons that shaped his approach to sales and recruiting, and why technology and operational support are becoming increasingly important for loan officers. Brett shares his experience across mortgage insurance, wholesale lending, leadership, and brokerage, and explains what ultimately convinced him to join Rate.

Brett Snortland is a longtime mortgage industry leader with nearly three decades of experience in mortgage insurance, wholesale lending, sales, recruiting, and leadership. During his career, he helped grow a Texas-based mortgage company from roughly $200 million to $3.1 billion before launching his own brokerage and eventually joining Rate. Today, he focuses on recruiting and helping loan officers grow through technology, operational efficiency, and stronger support systems.

Expect to Learn:

  • Why asking the right questions is more effective than simply pitching a company
  • How technology can help loan officers save time and grow production
  • Why strong onboarding and transition support matter when changing companies
  • How Rate approaches non-QM lending and operational support
  • How AI underwriting could make the mortgage process faster and more efficient

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Brett Snortland & His Mortgage Journey
  • [01:54] - From Mortgage Insurance to Building a $3.1 Billion Business
  • [05:08] - Understanding Loan Officers’ Needs & Growth Goals
  • [10:20] - How Technology Creates More Efficiency for Loan Officers
  • [16:54] - Leadership That Listens to Loan Officers in the Field
  • [23:08] - Growing Production Through Technology & AI Underwriting
  • [24:47] - Finding the Right Loan Officers for Rate’s Culture
  • [26:54] - Where to Learn More About Brett & Rate

Follow the Guest, Brett Snortland:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling Is an Art, Not a Science, Dennis Black sits down with Brett Snortland, SVP National Business Development/Growth at Rate to discuss Brett’s nearly 30-year journey in the mortgage industry, the lessons that shaped his approach to sales and recruiting, and why technology and operational support are becoming increasingly important for loan officers. Brett shares his experience across mortgage insurance, wholesale lending, leadership, and brokerage, and explains what ultimately convinced him to join Rate.

Brett Snortland is a longtime mortgage industry leader with nearly three decades of experience in mortgage insurance, wholesale lending, sales, recruiting, and leadership. During his career, he helped grow a Texas-based mortgage company from roughly $200 million to $3.1 billion before launching his own brokerage and eventually joining Rate. Today, he focuses on recruiting and helping loan officers grow through technology, operational efficiency, and stronger support systems.

Expect to Learn:

  • Why asking the right questions is more effective than simply pitching a company
  • How technology can help loan officers save time and grow production
  • Why strong onboarding and transition support matter when changing companies
  • How Rate approaches non-QM lending and operational support
  • How AI underwriting could make the mortgage process faster and more efficient

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Brett Snortland & His Mortgage Journey
  • [01:54] - From Mortgage Insurance to Building a $3.1 Billion Business
  • [05:08] - Understanding Loan Officers’ Needs & Growth Goals
  • [10:20] - How Technology Creates More Efficiency for Loan Officers
  • [16:54] - Leadership That Listens to Loan Officers in the Field
  • [23:08] - Growing Production Through Technology & AI Underwriting
  • [24:47] - Finding the Right Loan Officers for Rate’s Culture
  • [26:54] - Where to Learn More About Brett & Rate

Follow the Guest, Brett Snortland:


Follow the Host, Dennis Black:


Listening Links:


]]>1353b3bc-a893-4758-8ec7-1894a6cfa98dWed, 16 Sep 2026 14:00:00 +053028:41falsefullHow Jay Promisco Built a Mortgage Company Designed for Every MarketHow Jay Promisco Built a Mortgage Company Designed for Every MarketIn this episode of Selling is an Art, Not a Science, Dennis Black sits down with Jay Promisco, CEO of Go Companies, to discuss Jay’s journey through the mortgage industry, the lessons that shaped his approach to sales and leadership, and how Go Companies are building for the future. Jay shares how deep product knowledge, strong relationships, consistent follow-up, and learning from top performers helped him advance from mortgage sales to executive leadership.

Jay Promisco is a longtime mortgage industry leader with experience across GreenPoint Mortgage, Wells Fargo, Stearns, Sierra Pacific, and other organizations. Throughout his career, he has led sales teams, branches, regions, and large-scale mortgage operations. Today, he is focused on building Go Companies through technology, agentic AI, strong customer communication, and sustainable growth.

Expect to Learn:

  • Why deep product knowledge and continuous learning matter in mortgage sales
  • How Jay navigated the 2008 financial crisis and later mortgage market downturns
  • Why humility, work ethic, and teamwork are essential when building sales teams
  • How finding a niche and using social media can help loan officers stand out
  • How technology and agentic AI could create a faster, easier mortgage experience

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Jay Promisco & Go Companies
  • [04:16] - Product Knowledge, Listening & Learning From Top Performers
  • [07:02] - Lessons From the 2008 Financial Crisis
  • [10:19] - What Jay Looks for When Building Strong Teams
  • [15:56] - Finding a Niche in a Challenging Mortgage Market
  • [18:02] - Why Speed to Contact & Consistent Follow-Up Matter
  • [25:18] - Go Companies’ Slow-and-Steady Growth Strategy
  • [28:45] - Where to Learn More About Go Mortgage

Follow the Guest, Jay Promisco:


Follow the Host, Dennis Black:


Listening Links:


]]>In this episode of Selling is an Art, Not a Science, Dennis Black sits down with Jay Promisco, CEO of Go Companies, to discuss Jay’s journey through the mortgage industry, the lessons that shaped his approach to sales and leadership, and how Go Companies are building for the future. Jay shares how deep product knowledge, strong relationships, consistent follow-up, and learning from top performers helped him advance from mortgage sales to executive leadership.

Jay Promisco is a longtime mortgage industry leader with experience across GreenPoint Mortgage, Wells Fargo, Stearns, Sierra Pacific, and other organizations. Throughout his career, he has led sales teams, branches, regions, and large-scale mortgage operations. Today, he is focused on building Go Companies through technology, agentic AI, strong customer communication, and sustainable growth.

Expect to Learn:

  • Why deep product knowledge and continuous learning matter in mortgage sales
  • How Jay navigated the 2008 financial crisis and later mortgage market downturns
  • Why humility, work ethic, and teamwork are essential when building sales teams
  • How finding a niche and using social media can help loan officers stand out
  • How technology and agentic AI could create a faster, easier mortgage experience

Episode Breakdown with Timestamps:

  • [00:00] - Introduction to Jay Promisco & Go Companies
  • [04:16] - Product Knowledge, Listening & Learning From Top Performers
  • [07:02] - Lessons From the 2008 Financial Crisis
  • [10:19] - What Jay Looks for When Building Strong Teams
  • [15:56] - Finding a Niche in a Challenging Mortgage Market
  • [18:02] - Why Speed to Contact & Consistent Follow-Up Matter
  • [25:18] - Go Companies’ Slow-and-Steady Growth Strategy
  • [28:45] - Where to Learn More About Go Mortgage

Follow the Guest, Jay Promisco:


Follow the Host, Dennis Black:


Listening Links:


]]>403bf17d-0f9b-4eff-9acf-25c743e5fb22Wed, 09 Sep 2026 14:00:00 +053030:19falsefullNew Episode Coming Soon!New Episode Coming Soon!Success in today’s lending market isn’t about rigid scripts or classroom theory. It’s about real-world execution at the point of sale.

Get ready for the upcoming episode of Selling is an Art, Not a Science, hosted by industry veteran Dennis Black. Drawing on decades of field-tested strategy - from his foundational training at Xerox to coaching over 160,000 top performers - Dennis delivers the high-level outside selling frameworks tailored specifically for today’s mortgage and real estate professionals.

Whether you’re a loan officer aiming to fill your pipeline or a sales manager leading a team, this episode gives you the practical conversation skills and influence strategies you need to win in a competitive market.

Stop relying on outdated playbooks. Sharpen your edge, master your client interactions, and turn everyday conversations into a lasting competitive advantage.

The new episode drops soon. Subscribe now on your favorite podcast platform so you never miss an episode.

]]>Success in today’s lending market isn’t about rigid scripts or classroom theory. It’s about real-world execution at the point of sale.

Get ready for the upcoming episode of Selling is an Art, Not a Science, hosted by industry veteran Dennis Black. Drawing on decades of field-tested strategy - from his foundational training at Xerox to coaching over 160,000 top performers - Dennis delivers the high-level outside selling frameworks tailored specifically for today’s mortgage and real estate professionals.

Whether you’re a loan officer aiming to fill your pipeline or a sales manager leading a team, this episode gives you the practical conversation skills and influence strategies you need to win in a competitive market.

Stop relying on outdated playbooks. Sharpen your edge, master your client interactions, and turn everyday conversations into a lasting competitive advantage.

The new episode drops soon. Subscribe now on your favorite podcast platform so you never miss an episode.

]]>bf821178-556d-4bd8-86de-da00325d0350Wed, 05 Aug 2026 12:40:00 +053001:09falsefull