Joining the conversation are Tom Mills and Robert Fillyaw, bringing our perspectives on building rapport, scripting collaborations with referral partners, and optimizing your business hours. Together, we get specific on what really matters most when that first call comes in, why responsiveness trumps rates and marketing, and how the right habits and structure lead to exponential returns.

This episode is everything you need to know about why being first to respond isn’t just a good idea, it's the most underrated strategy in mortgage.

Here’s what we cover:

• The hard numbers around conversion rates and the outsized advantage of being the first loan officer to connect with the borrower
• How borrower psychology dictates behavior and why most clients aren’t actually shopping with spreadsheets full of lenders
• Best practices for collaborating and scripting with your referral partners to increase conversion rates
• Smart systems, team structures, and time management tips to make sure your phone always gets answered
• Building trust fast, avoiding “corny” sales tactics, and how to make the most of that critical first conversation

Key takeaways:

1. Answering the Phone Increases Your Conversion by 50%
2. We can’t overstate this: more than half of borrowers work with the first loan officer they actually speak to. It’s not about the lowest rate, it's about who picks up and establishes the connection first (00:31).
3. Psychology Is Everything Most Borrowers Want a Simple, Comfortable Process
4. Many clients are out of their element and find mortgage shopping daunting. When you answer the phone and make them feel comfortable, they’re far less likely to “shop around” (03:43).
5. Referral Partnerships Need Scripting and Relationship-Building
6. Top producers work hand-in-hand with their realtor partners, scripting introductions and building mutual trust. This dramatically raises conversion rates sometimes well above 80–90% when the intro and first call are handled right (07:27).
7. Systems and Organization Trump Busyness
8. Solo originators and growing teams must put systems in place team lines, call routing, answering services, and clear processes to ensure no lead is missed. Proactive time management means handling “busy work” outside of lead-generating hours (13:20).
9. Nail the First Conversation Be Real, Ask Great Questions, Establish Trust
10. Generic small talk and forced rapport won’t cut it. Focus on open-ended, relevant questions, give a clear roadmap of the process, and genuinely show expertise. That’s how you turn a lead into a client (20:40).

After today, the answer is simple: answer the damn phone. Build trust, move fast, and watch your business grow.

Got a story about how answering the phone won you a deal? Think we’re missing something? We’d love to hear from you. Hit subscribe, leave feedback, and let’s keep the conversation going.

Robert, Tom, and Dave

We’re joined by Vanessa Godoy, our Chief People Officer and a leader with a passion for architecture not just of HR processes, but of teams themselves. Vanessa helps us unpack the movement from traditional HR “policing” to people-first strategy, the growing importance of self-awareness for leaders, and why building intentional teams is essential as our industry changes before our eyes.

We talk candidly about the unique challenges working moms face, especially in a world that expects so much of women at work and at home. From remote motivation to strengths-based leadership, this conversation is packed with practical insights, honest reflections, and some very relatable stories (including persistent teenagers and free root beer floats we promise you’ll relate).

Here’s what we cover in this episode:

• The current transformation and uncertain future of the mortgage industry
• How the role of HR is shifting from risk-based compliance to people strategy and empowerment
• The challenges and realities of balancing family, career, and personal growth especially for women in leadership roles
• Why self-awareness, communication, and intentionality are non-negotiables for today’s leaders
• How tools like the Gallup Strengths Finder can revolutionize team dynamics, hiring, and leadership development

Key takeaways:

1. The Mortgage Industry’s Evolution Demands Change: We must recognize that the mortgage industry is undergoing profound transformation. What works today may not work a year or even six months from now, and organizations must adapt to survive 00:00, 29:15.
2. From HR Policing to People Strategy: HR is no longer just about compliance and risk management. Our focus now is on empowering our people, building engaged teams, and aligning the people strategy with business strategy for true organizational success 06:50, 30:12.
3. The Working Mom’s Balancing Act Is Real: Balancing the demands of career, family, and personal growth is a complex reality for women. We discuss the invisible load many women carry, from calendar management to emotional support, and why organizations need to acknowledge and support this reality 01:50, 05:11.
4. Intentional Leadership Is Essential in a Hybrid World: Leaders can’t afford to just “go through the motions.” With teams often dispersed, relationship-building, motivation, and development must now be intentional, thoughtful, and built on genuine understanding of each team member’s strengths and needs 11:55, 15:31.
5. Self-Awareness and Strengths-Based Teams Drive Success: Tools like Strengths Finder aren’t just HR fluff they’re core to building resilient, adaptable teams. Knowing your own strengths (and gaps), leveraging the strengths of others, and hiring for complementary skillsets is key to evolving with the demands of the business and the industry 15:31, 21:06, 26:27.

Vanessa reminds us, “I am not a finished product and I never want to be.” That commitment to continuous learning, evolving, and growing both in our careers and our personal lives is at the heart of this episode and, truly, of Lending Leadership.

Thanks for listening. Don’t forget to like, subscribe, and share Lending Leadership: The Creative Brief. Let’s continue to grow together.

Rach & Rin

In this episode, we dive into a topic every growing loan originator inevitably confronts: how to protect your business, your time, and your sanity as you scale. Specifically, we unpack one of the simplest, most effective systems used by top-producing teams: implementing a team phone and team email.

In this episode, we (Robert Fillyaw, Dave Holland, and Tom Mills) share hard-won lessons from the trenches and strategies proven to free up your workflow, improve client experience, and reclaim your personal life.

Too many originators run every part of their business through a personal cell until, one day, they simply can’t keep up—and the cost isn’t just in lost leads, but in missed moments and burnout. That moment, we argue, is exactly when you need to reset your mindset and leverage systems designed to support a team—not just yourself.

In our conversation, we talk about:

• The pitfalls of being a “single point of failure” and why you need to design yourself out of being the bottleneck
• Specific signals that it’s time to get support (from missed deals to family complaints)
• The mechanics and mindset shifts of setting up a shared phone line and shared email
• How to roll out new systems without overwhelming yourself or your team
• Real talk about losing (and gaining!) referral partners when you make these changes—plus, why it’s worth the risk

We also cover how to organize team inboxes, use technology like soft phones and shared lines, and set appropriate expectations for both team members and clients. Finally, we emphasize that operational change isn’t just about saving business—it’s also about reclaiming your time, your relationships, and your energy outside of work.

Key takeaways:

1. A Shared Phone and Email Are Game-Changers: Running your business through your personal phone and inbox works—until it doesn’t. Implementing a team phone and email reduces missed leads, protects your business, and makes it possible to set boundaries without sacrificing growth.
2. Recognize the Warning Signs: If you’re constantly tethered to your phone, missing out on family time, or hearing complaints from agents and clients about your availability, it’s time to take action and delegate communications to a team system.
3. Start Small, Scale Up: Transitioning from a solo setup to a team system can be overwhelming, so begin with baby steps. Forward a few calls, use a simple answering service, and gradually migrate contacts to the shared number and inbox as you (and your team) get comfortable with the new routine.
4. Change Means Losing—and Gaining—Referral Partners: Not every agent will embrace your new system, but as Dave Holland and Robert Fillyaw share from experience, the agents you lose are often replaced (and then some) by new ones who value your efficiency—and your business will benefit as a result.
5. Systems Create Work-Life Balance: Setting up these operational foundations lets you truly unplug, take vacations, and focus on the revenue-driving tasks only you can do. For the first time, you’ll have the freedom to step away without anxiety—knowing your clients and business are in good hands.

We end the episode reaffirming that change may feel uncomfortable at first, but it’s essential if you want to scale sustainably—and ultimately enjoy both a thriving business and a fulfilling personal life. If you’re ready to take the leap, access our Team Communication Playbook here: https://heyzine.com/flip-book/Team_Communication_Playbook

Thanks for tuning in to Lending Leadership. Don’t forget to subscribe and leave us a 5-star review if you found this episode valuable—we appreciate you being part of our community!

Robert, Tom, and Dave

In this episode, we focus on one of the most fundamental but often overlooked pillars of sales success: consistency. We’re joined by the inspiring Alicia Dupree, whose extensive career in sales and coaching brings a wealth of real-world wisdom to the table. Whether you’re a loan officer, realtor, sales professional, or juggling a busy home and work life, this conversation is packed with strategies to help you show up, follow up, and stand out.

We kick things off talking about why simple habits, done consistently, separate top performers from everyone else. We explore “consistency versus perfection or intensity,” why being a great listener matters more than being convincing, and how authenticity is the key to building lasting trust. Rachael Tresch leads the discussion, drawing parallels to her own journey as a working mom in sales and reflecting on how Alicia Dupree’s coaching and follow-up habits transcend industries.

Together, we dive into the challenges working moms face, the importance of managing energy and health, and why sales is more about listening and problem-solving than pitching. Plus, we unravel what makes follow-up so hard and what practical systems can make it easier and way more authentic.

Key takeaways:

1. Consistency Beats Intensity and Perfection
2. As Alicia Dupree shares, it’s not about being perfect or intense; it’s about showing up and making incremental progress each day (00:00, 30:11). Small, consistent actions compound over time, especially in sales, coaching, and wellness.
3. Listening Over Convincing
4. The best salespeople are great listeners, not pushy persuaders (06:00). By asking thoughtful questions and letting the client speak, you uncover their real needs and match your solutions authentically.
5. Authentic Follow-Up Builds Trust
6. Following up is critical, but it must be intentional and personal (19:14). Using voice memos, recalling details from previous conversations, and avoiding generic “just following up” messages helps you stand out and create genuine connections.
7. Systems Make Consistency Possible
8. Don’t “wing it” have a reliable system to track and execute your follow-ups (19:53). Whether it’s pen-and-paper or a CRM, the important part is implementation, not complexity.
9. Health, Wellness, and Professional Success Are Interconnected
10. For busy professionals (especially working moms), health isn’t just about exercise; it's sleep, mental wellness, and managing stress (04:32). Addressing the root causes (not just surface-level symptoms) leads to sustainable growth in both life and work.

This episode is a must-listen for anyone looking to build better habits, lead with authenticity, and achieve lasting success in sales and beyond. Connect with Alicia Dupree at www.aliciadupree.com.

Don’t forget to subscribe to Lending Leadership for more conversations that empower you to grow, execute, and thrive.

Rach & Rinn

In this episode, we’re diving deep into what really moves the needle for mortgage loan officers. Too often, people chase the latest shiny object—new technology, marketing gimmicks, and magic-bullet solutions—hoping for shortcuts to the top. But as we reveal today, genuine, consistent success is rarely about easy wins.

To cut through the noise, we went straight to the source: our top-producing loan officers. These are our President’s Club winners and $25+ million-a-year mortgage pros—the crème de la crème. We asked them one key question: What are the top five things that actually make you money? Spoiler alert—their answers were surprisingly consistent and refreshingly straightforward.

While we didn’t have a guest for this episode, the real stars are the insights from our leading LOs, which, as always, sparked a vibrant conversation among us—Dave Holland, Tom Mills, and Robert Fillyaw. Together, we dig in to decode those proven revenue drivers, unpacking why old-school fundamentals outpace new fads, and how to turn these lessons into simple, actionable systems.

Here’s what we explored in this episode:

1. Why “blocking and tackling” everyday fundamentals still matter most—and why there’s no such thing as a shortcut to success.
2. The absolute importance of relationship-building, especially with realtors, and why this is nearly always the top source of business.
3. How systems, processes, and consistency are the unsexy but crucial backbone for scaling, retaining clients, and producing at a high level.
4. The power of past clients as a “goldmine” for referrals and repeat business, and simple ways most LOs could better leverage this resource.
5. Why speed of response in communication is an underappreciated key for building trust and winning deals—especially in today’s fast-paced market.
6. What really matters (and what doesn’t!) in personal branding and social media—and why flyers alone won’t cut it any more.

Key takeaways:

1. Realtor Relationships Drive Revenue: Our top producers were unanimous—nothing beats strategic, intentional relationships with real estate agents. This goes far beyond one-off coffees or meetings; it’s about consistent, value-driving follow-up and becoming a trusted partner (05:49). If you don’t build and nurture these connections, you’re flying solo and missing the highest-leverage opportunities.
2. Past Client Database Is a Goldmine: Loan officers with an organized, consistently worked database see steady referrals and repeat business. It’s not about cold outreach—these are folks who already know, like, and trust you. Whether through calls, mailers, or newsletters, top LOs treat their past clients as ongoing customers, not just closed files (11:21; 15:19).
3. Systems and Process Free You to Grow: Without structured processes, every extra deal just adds chaos. The best producers have clear routines and workflows—everything from how they handle new apps to client communications—so they can scale with support and avoid putting out fires all day. “Sweat the same way every time”—consistency matters (19:12).
4. Speed of Response Wins Deals: Success often hinges on how quickly you get back to agents and clients. It’s not always about being first—but being reliably responsive builds trust, captures business before it slips away, and shows you mean business (24:05).
5. Visibility and Personal Branding Matter—But Only with Purpose: Consistency in personal branding and community involvement makes you familiar before the first conversation. But winging it on social media, or just posting flyers, isn’t enough. You need a plan to actually build trust and distinguish yourself, not just fill the feed (27:36).

We wrapped this episode with an action challenge: If you had to strip your business down to just five activities that truly make you money, what would they be? We’d love to hear your thoughts.

Thanks for tuning in, and remember: fortune is in the follow-up, consistency is key, and the mundane daily work is where the money really lies. Subscribe and drop us a five-star review if these insights help you lead your lending business to the next level!

• Access the HMA Top Producer Playbook: The Top 5 Things That Make LOs Money

In this episode, we had the absolute pleasure of sitting down with Will DeLaTorre, President's Club winner at HMA Greentree and the man behind the motto, “Where there’s a will, there’s a way.” Will DeLaTorre is renowned for his relationship-driven approach, his ability to consistently level up his business, and his unique path from a single loan officer to a team leader shaping his market by championing collaboration and cultural inclusion.

We dig into how Will DeLaTorre built his legacy from the ground up, starting in the late '90s at a massive mortgage company, absorbing foundational lessons in customer service, and evolving through the industry’s many cycles. Our conversation examines not just his business philosophies but also the hard strategies and lived experiences behind building a thriving, inclusive team—especially in serving underserved communities and mastering event-driven marketing.

Here’s an overview of what we covered:

1. The importance of long-term planning and consistency in business development
2. How Will DeLaTorre intentionally grew from a solo producer into a leader with a strong, culturally diverse team
3. The pivotal role of authentic relationships with coworkers, clients, and collaborators
4. His specialized service for the Spanish-speaking community, and what true inclusivity looks like for borrowers
5. Tactical deep-dive into event planning and making marketing impactful—even getting over 220 realtors in one room!
6. The mindset shifts from competition to collaboration, and how “iron sharpens iron” in the modern lending world

Key Takeaways:

1. Consistent, Long-Term Planning Wins Every Time
2. We’ve all been tempted to throw together last-minute events or campaigns, but Will stresses repeatedly the power of detailed, six- to eight-week planning. Consistency in your actions—not just your vision—is truly what propels growth, from daily prospecting to large-scale marketing events.
3. Relationships Are the Foundation
4. Will’s trajectory proves that treating clients, colleagues, and partners like family outlasts every market shift or technological change. When you’re in it for the right reasons—to genuinely help people—the business takes care of itself.
5. Culture and Collaboration Trump Competition
6. Early in his career, Will DeLaTorre saw fellow loan officers as competition, but growth accelerated when he shifted to collaboration—especially through masterminding with peers and inviting new people into his circle. “I want to be the dumbest guy in the room,” he says, underscoring the value of always learning from others.
7. Serving the Underserved Builds Business and Legacy
8. As a fluent Spanish speaker and immigrant, Will recognized how the Latin community is often underserved and distrustful of traditional banks. By making everything accessible in their native language and offering true cultural understanding, his team doesn’t just close loans—they create generational change.
9. Event and Marketing Success is a Team Sport
10. The secret behind Will’s packed events isn’t magic (or luck). It’s collaborative effort: leveraging sponsors, the skills of everyone on the team, and regular touchpoints and rehearsals. That, plus telling authentic client stories on social, multiplies reach and drives referrals long after the event is over.

Whether you’re an individual loan officer looking to scale, a branch looking for direction, or simply in search of inspiration on leadership through service, this episode delivers both actionable steps and plenty of heart.

Thank you, Will DeLaTorre, for sharing your insight and passion. Loan officers in South Jersey—and beyond—take note: where there’s a will, there’s definitely a way. See you next time!

Rach & Rinn

In this episode, we unpack an intriguing statistic: 84% of $20 million producers are open to recruiting conversations, but only if an executive is involved. We dig into what this means for mortgage recruiting, how leadership at every level impacts the process, and why top producers are prioritizing conversations with executives over recruiters.

While we don’t have a special guest this week, you’ll hear from the full Lending Leadership team: Tom Mills, Robert Fillyaw, and Dave Holland. We share our firsthand experiences, insights from recent mastermind groups, and practical advice for branch managers, leaders, and anyone looking to build a high-performing mortgage team.

Here’s a breakdown of what we covered:

1. The changing landscape of recruiting in the mortgage industry and why today's top producers want conversations with executives, not recruiters.
2. What motivates loan officers to change companies: from compensation, leadership, and company stability to support systems and technology.
3. How leadership at the branch and company level influences recruiting, retention, and overall team culture.
4. Building strategic and meaningful relationships in recruiting, with real-world tactics and long-term nurturing.
5. What makes a great loan officer and branch manager, and why the right hire isn’t just about production but about values and team fit.

Key takeaways:

1. Leadership Matters More Than Ever: Top producers want to engage directly with high-level executives because they value leadership stability and alignment. The days of relying solely on recruiters are fading—executive involvement is a sign of credibility and long-term commitment.
2. Recruiting is a Relationship Game: Effective recruiting isn’t about cold calls or opportunistic pitches. It’s about building relationships, offering value over time, and being the trusted industry professional people turn to when change happens.
3. What Attracts Talent in 2024: Compensation and incentives matter, but so do technology, marketing support, operational efficiency, and strong leadership. Loan officers want to know the company is forward-thinking and ready for the future, especially with the rise of AI and automation.
4. Branch Managers Must Build Their Own Leadership Brand: It’s not just about what the company offers. Branch managers need to create a value proposition, align with the right people, and be someone worth working for. Leadership stories, proven development, and servant leadership are key.
5. Be Strategic and Selective With Recruiting: Not every high producer is a good fit. Being clear about your values and target avatar prevents costly mis-hires. The best hires are sometimes the ones you don’t make—and a strong team is built around ethics, growth mindset, and collaboration.

We hope you found something of value in today’s discussion. If you’re a branch manager looking to grow your team and wondering what to evaluate first, drop us a line—we’d love to hear from you. Be sure to subscribe and smash that review button; your feedback keeps Lending Leadership moving forward!

Robert, Tom, & Dave

This week, we're thrilled to bring you a particularly timely episode: we reframe social media from a content dump into an opportunity for authentic relationship building. Posting is no longer about volume—it’s about connection. If you’ve ever felt exhausted or burned out by the constant push to “post more,” this conversation is for you.

We’re joined by our very own social media director, Summer Boyd, who brings her expertise to help us decode what actually works on social today. Social platforms are evolving rapidly, and, as we enter the world of 2026 and beyond, trust, presence, and authenticity are more essential than ever.

We discuss the impact of AI, the importance of engaging instead of broadcasting, why quality beats quantity on business pages, and actionable strategies for social listening, building trust, and growing your digital presence—without losing your mind.

What we covered in this episode:

Together with Summer Boyd, we explore:

1. Why social media should be seen as a tool for building relationships, not just for broadcasting content
2. The massive shift toward authenticity and “showing up human” in the age of AI and filters
3. How engagement—not posting frequency—now drives the algorithms and boosts visibility for business pages
4. The practical value of social listening, content responsiveness, and supporting your community online
5. The true meaning of social proof in the digital age, and how trust is built over time (not in a single post)

Summer shares expert and easy-to-implement tips for those overwhelmed by social media, emphasizing the power of small, consistent habits that can grow your network and authority without requiring you to be everywhere, all the time.

Key takeaways:

1. Social media is relationship-first, not content-first.
2. Treat social platforms as networking events—don’t post and ghost. Engagement (commenting, responding, supporting others) is the new differentiator.
3. Authenticity wins over perfection.
4. In an increasingly AI-saturated world, being real, imperfect, and “human” is more valuable than ever. Audiences want to connect with real people, not brands hiding behind polished graphics and scheduled posts.
5. Quality engagement outperforms quantity of posts.
6. Algorithms now favor interaction and community building, not static business posts. Prioritize responding, sharing, and showing up for others—especially on your business page.
7. Social listening provides endless content inspiration.
8. Pay attention to what your partners, clients, and competitors are discussing online. Use their challenges and questions as starting points for your own content—don’t overthink it!
9. Trust (social proof) is built in small moments over time.
10. Consistent engagement, celebrating client victories, and supporting your local community online matter far more than a sporadic review or testimonial. People trust those who show up and interact, not just those who talk about their successes.

Whether you’re new to the social media game or a seasoned poster who’s lost motivation, this episode will help you reset your focus, start small, and show up more intentionally.

As always, if you have questions or want to share your own tips, engage with us online—we’re here to listen and grow with you. Don’t forget to like and subscribe!

Thanks for tuning in to Lending Leadership: The Creative Brief. See you next time!

Rach & Rinn

In this episode, we’re excited to welcome a true industry legend: John Mirenda, founder of Greentree Mortgage. For decades, John has been widely respected not only for building a powerhouse mortgage company, but for doing so with a focus on people, honesty, and servant leadership. If you’re a mortgage owner-operator grappling with the challenges of growth, culture, or even considering a merger, John’s journey is a masterclass in navigating them all.

We kick things off discussing the big question: What happens when an owner who’s been courted by competitors for years finally says “yes” to a real conversation? And, more importantly, what does a merger look like when people, culture, and leadership truly come before the numbers? Dave Holland, Tom Mills, and Robert Fillyaw team up with John to explore the ups and downs of his 30-year journey at Greentree, his rise from entry-level employee to owner, and the tough times that ultimately defined both his company and his leadership.

We dig deep into what made Greentree stand out—its reputation, its culture, and the extraordinary loyalty of its team, even as competitors sought to lure them away. John Mirenda shares the story of buying the business just before the market crash, the years spent in survival mode, and the lessons that only adversity can teach. Together, we talk through what made our own merger unique: how trust, transparency, and partnership came before negotiations, and how keeping culture intact guided every decision.

The heart of the conversation is about more than business. It’s about what it means to put people first, why servant leadership—while not the fastest path—creates lasting and meaningful success, and why sometimes, being open to one key conversation can change your business and your life for the better.

Key Takeaways:

1. Servant Leadership Isn’t Just a Buzzword: John Mirenda shares how seeing himself as a partner and service leader to his team (not just the “boss”) built a foundation of loyalty and stability, especially through market turmoil and aggressive recruiting from competitors.
2. Survival Through Adversity Builds Real Success: The toughest years—surviving the ’07–’09 mortgage meltdown—didn’t just test Greentree; they defined its future. John explains how taking just one positive step each day through crisis laid the groundwork for long-term achievement.
3. Culture and Trust Over Numbers: When merger talks began, the conversation centered on vision and people, not the balance sheet. The partners made sure that Greentree’s legacy, reputation, and relationships stayed at the center of every decision—proving that deals built on trust last.
4. Collaboration Multiplies Opportunities: After years “at the top but alone,” John found the greatest surprise and benefit was joining a partnership where leadership and decision-making were shared. This collaboration opened new doors, from technology to marketing and coaching his team had never explored.
5. Openness to New Conversations Drives Growth: John’s message to other mortgage leaders: Don’t close yourself off from new partnerships or ideas out of apprehension or habit. Sometimes, the path to even greater fulfillment and success is on the other side of one open, honest conversation.

This episode is packed with wisdom for any leader in the mortgage industry, whether you’re running your own company, building your team, or contemplating a merger. We hope John’s story inspires you as much as it inspired us—and reminds you that in this business, putting people and culture first is always the best investment.

Thanks for listening to Lending Leadership: The Mortgage Pros. For John Mirenda, Dave Holland, Tom Mills, and our entire team, we’ll catch you in the next episode.

Robert, Tom, & Dave

Today, we’re diving into a topic that’s become critical in the way we work, build relationships, and represent ourselves: showing up with confidence, authenticity, and intentionality on virtual calls. Over the past few years, video meetings have become the backdrop for how we sell, lead, recruit, and connect. But as Rachael Tresch points out, logging on is not the same as truly showing up.

Rachael Tresch guides you through the subtle details that quietly shape the way others experience and remember us online. From camera angles to lighting, wardrobe choices to body language, Rachael Tresch breaks down the best practices for a standout virtual presence. We share real stories and practical tips for mastering the small things that add up to big first impressions.

Here’s what we covered in this episode:

1. Why your virtual first impression matters more than ever
2. The impact of the background—real versus virtual—on trust and memorability
3. Camera placement, body language, and the art of making real connection through a screen
4. Wardrobe secrets for looking your best and building confidence virtually
5. The power of lighting, energy, and using AI note-takers to boost professionalism and connection

Key Takeaways:

1. Authenticity in Your Background Builds Trust
2. People connect more with a real, thoughtfully designed background than with a virtual one. Your space subtly tells your story, so avoid clutter and choose elements that reflect your personality. If possible, include something visually interesting—like pets or a moving object—to hold attention and increase memorability.
3. Camera Placement and Eye Contact are Game-Changers
4. We often forget that the camera is our direct line to other participants. Looking into the camera—rather than at ourselves—creates genuine connection, just as we would in-person. Camera should be at eye level with a couple of inches of space above your head—no awkward cut-offs or “up-the-nose” shots!
5. What You Wear On Calls Matters—Choose Simple and Avoid Stripes
6. Your clothing impacts your professional image. Stay away from busy patterns like stripes or plaids, which appear blurry on video, and avoid the color orange, which tests poorly with viewers. Solid, confident colors (other than orange!) make you more memorable, and always dress for the role you want to project, even on remote calls.
7. Lighting Can Make or Break Your First Impression
8. Lighting should be in front of you—not behind—so you’re clearly visible. Avoid backlit setups that make you look mysterious or untrustworthy. Natural light is best, but even basic side lights will help. Clear, well-lit visuals foster trust and enhance your effectiveness.
9. Boost Connection with Intentional Energy, Gestures, and AI Tools
10. Virtual meetings tend to sap energy, so we need to intentionally elevate our voice dynamics, body language, and engagement level. Use hand gestures, vary your vocal tone, and bring energy to the screen. Use AI note-takers to stay present, building rapport and trust without sacrificing meeting notes or action items.

This episode’s message: Virtual presence isn’t going away—so let’s show up wisely, authentically, and with intention. If you have best practices for thriving on video calls, we want to hear them! Like, subscribe, and let us know how you make your virtual meetings a success.

Thanks for joining us on Lending Leadership: The Creative Brief. Until next time, we’ll see you—clearly—in the virtual world.

Rach & Rinn

In this episode, we shine a spotlight on one of the most impactful growth levers in our industry: coaching. Whether you're an aspiring loan officer looking to break through the next ceiling, a manager navigating multiple teams, or a seasoned originator feeling stuck, coaching is a tool with ripple effects far beyond business output—it can transform lives, families, and organizations.

We’re thrilled to welcome Kristen Watkins as our special guest. As someone who’s shaped the trajectory of countless mortgage professionals, including our very own co-host Robert Fillyaw and other company leaders, Kristen Watkins brings decades of hands-on coaching experience both as an external and—now—internal coach within our organization. Her journey began in an unexpected place—the dental industry—and took a fortuitous turn into coaching mortgage professionals after seeing how powerful the right guidance can be for unlocking true potential.

In this episode, we discuss:

1. The unique role of coaching in the mortgage industry and why even the best in the world—athletes, executives, and loan officers alike—depend on coaches to reach new heights.
2. Kristen Watkins
3. 's personal journey from managing a mortgage office to becoming a sought-after coach, and what it means to run an internal coaching program that's fully aligned with company leadership.
4. The incredible impact of customized coaching solutions, including moving from three closings a month to 19, and how vulnerability plus accountability add up to breakthrough growth.
5. The most common hurdles that hold loan officers back, including the myth that being “busy” equals being productive (and profitable!).
6. Real-life stories of transformation, including how coaching restored balance and brought renewed joy and motivation not just to careers, but to home life, too.

Key takeaways:

1. Successful Loan Officers Don't Succeed Alone
2. Just as Tiger Woods or Super Bowl teams rely on expert coaches, top-producing mortgage professionals also need mentors to challenge them, refine their habits, and provide accountability. No one achieves lasting success in a vacuum.
3. Alignment in Internal Coaching Makes All the Difference
4. Kristen highlights the power of an internal coaching program: everyone—from leadership to originators—hears and implements the same proven strategies. This alignment eliminates conflicting messages, reinforces best practices, and accelerates results.
5. Vulnerability and Implementation Are Essential for Growth
6. Coaching only works when participants are honest about their strengths, weaknesses, and even fears—and are willing to do the work. The most dramatic business transformations come from those who open up, trust the process, and execute relentlessly.
7. Delegation and Focus on High-Payoff Activities Move the Needle
8. Many LOs stay busy with paperwork and behind-the-scenes tasks, missing opportunities for growth. The highest achievers consistently delegate non-revenue-producing activities to team members and focus their energy on what actually drives new business.
9. Coaching Impacts More Than Just Numbers
10. The ripple effect of coaching is profound: it delivers not just more closings or income, but also restores work-life balance, rekindles passion for the business, and improves personal relationships. Sometimes, the greatest measure of success is hearing “Thank you for giving me my husband back.”

If you’ve ever felt curious—or skeptical—about the value of coaching, this episode is packed with real-world stories, practical advice, and maybe even the nudge you need to elevate your career and quality of life. As Kristen Watkins reminds us: if elite athletes and championship teams wouldn’t go without a coach, why should you?

Thanks for tuning in to Lending Leadership: The Mortgage Pros. Don’t forget to subscribe, leave a five-star review, and share this episode with a peer who could use some inspiration or a fresh start. If you’re ready to dip your toe into coaching or want to learn more about our approach, we’d love to connect!

Robert, Tom, and Dave

In this special New Year episode, we wanted to deliver a fresh, practical perspective on how to create a marketing plan you’ll actually stick to. It’s easy to get overwhelmed with too many ideas—especially at the top of the year when resolutions are high, but follow-through can be a challenge. Today, we dig into straight-forward strategies for building a sustainable marketing plan, sharing the methods and mindsets that have worked for us, for those we coach, and for countless other successful professionals in our industry.

In this conversation, we leverage years of experience in the mortgage and real estate fields, blending personal anecdotes, hard-won lessons, and concrete advice you can use right now to elevate your business.

In this episode, we break down:

1. Why it’s crucial to focus rather than try doing “everything under the sun”
2. How to pick a few marketing pillars that really move the needle (and keep you inspired)
3. What it means to set realistic, measurable goals that actually propel you forward (not just fill up your to-do list)
4. The importance of documenting your goals and making them visible—and how that transforms results
5. Tools, systems, and tech hacks that make it easier to stay consistent (especially if you find some areas daunting)
6. Plus, the power of creative prompts and leveraging AI tools like ChatGPT for brand clarity and content creation
7. And, of course, we share some laughs (hello pickleball league!) and anchor everything with real-world, compassionate advice for avoiding burnout and building momentum.

Key Takeaways:

1. Pick Your Pillars and Get Focused.
2. We challenge you to avoid spreading yourself too thin. Pick two to three core “marketing pillars” for the year—be it video, social media, event hosting, or building realtor relationships—and direct your time and resources there. Consistency in a few strong areas always outweighs a scattered, lackluster approach.
3. Write Your Plan Down and Make It Visible.
4. Document your marketing plan and goals—whatever format works for you (digital, paper, spreadsheets, notebooks). It’s proven: when you write something down, you’re more likely to follow through. Keep your plan somewhere visible and check in regularly. Out of sight is out of mind.
5. Set Realistic, Measurable Goals.
6. Don’t just jot down “do more video”—instead, specify: “I will post four videos a month and host one event each quarter.” Your goals should push you, but also remain achievable. This balance keeps momentum high and builds confidence with every milestone hit.
7. Leverage Tools and Team Support.
8. It’s not just about what you can do yourself—look for systems and team members who can help, and periodically audit your tech and subscriptions. Utilize platforms like Social Coach to streamline your social posting, and don’t forget to ask: “If not me, then who?” when delegating.
9. Use Creative Prompts and Embrace AI.
10. We recommend starting with three defining questions: Who am I serving? What problem am I solving? How will people hear from me? Use these to clarify your brand and your message. Tools like ChatGPT can help generate ideas, write bios, and even lay out your content calendar.

This episode isn’t about perfection—it’s about taking the next smart step, tracking your progress, and building a plan that works for you (not just copying what others are doing). We hope it inspires you to put pen to paper (or fingers to keyboard), prioritize your focus, and move into the new year with clarity and confidence.

Don’t forget to follow us on YouTube, Apple, Google, and Facebook for more conversations, weekly insights, and a supportive community that’s ready to see you win. And maybe—just maybe—you’ll catch us launching our pickleball league or recording a walking podcast soon!

Until next time—here’s to taking that first step and turning your intentions into action.

Rach & Rinn

This week’s episode marks our first of 2026, and we’re celebrating a year on the podcast! We’re continuing our Blueprint Series by putting Tom Mills in the hot seat. As someone who’s scaled entire regions in major mortgage companies, Tom Mills shares hard-earned insights on what most firms get wrong when they try to grow too quickly.

Our core focus this episode? Recruiting in the mortgage world. We unpack why it’s more than just filling seats and how true success comes from aligning leadership, values, and trust. We reflect on our own journeys, our recruiting philosophies, and how choosing to attract the right talent makes all the difference in building not just a team but a lasting culture.

We dig into the difference between “shotgun” recruiting versus a “sniper” approach, the trap of transactional recruiting, and the golden handcuffs trend sweeping the industry. You’ll hear stories from the trenches, why creating genuine relationships is the only way forward, and what it really takes to set up a company culture built to attract and keep top talent.

Key takeaways:

1. Recruiting with Intention, Not Desperation: We discuss why building external relationships should be an ongoing pursuit. If you don’t nurture these relationships, recruiting becomes a desperate exercise a slippery slope where you sacrifice your values in exchange for short-term production. Recruiting selectively allows us to stay aligned with our core principles.
2. The Power of Servant Leadership: The best leaders aren’t just great at managing mortgages—they’re experts at managing relationships. We emphasize how our role transitioned from “mortgage business” to “people business” and why understanding, supporting, and leading others toward meaningful change is the foundation of our recruiting philosophy.
3. Defining Your Avatar and Filtering for Fit: We break down why the way you recruit determines the kind of talent you’ll attract. We’re not interested in hiring every top producer—we want those who share our values, who invest in relationships, and who are loyal to their word. Defining the qualities of your ideal team member (beyond production) helps build a high-performing, aligned culture.
4. Why Transactional Recruiting Fails: We examine the industry-wide pivot to treating originators like free agents, dangling big money with contractual “golden handcuffs.” While retention bonuses and contracts might seem attractive, they rarely create happy partnerships—and often lead to misery and turnover. We choose relationship over transaction every time.
5. The Importance of the Onboarding Experience—and Success Stories: The nurture phase of recruiting is a filter for mutual fit, not just a sales pipeline. Once someone joins, onboarding must be intentional, organized, and supportive. We highlight how creating raving fans and success stories within the organization isn’t just good business, it's essential for attracting new talent organically.

Whether you’re a branch manager thinking about recruiting, or a company leader hungry for scalable growth, remember: it’s not about how many seats you fill. It’s about who’s sitting beside you, how they work, and whether you’ve built the kind of environment that helps them and your organization—thrive for the long haul.

Thank you for tuning in! As always, we’d love to hear your questions, challenges, and feedback. Smash that like button and leave us a review. Here’s to building better teams, better leaders, and a stronger industry together.

Robert, Tom, & Dave

On this episode, we sit down for an energizing, insight-packed discussion with one of our absolute favorites in the business: Jeff Shealey, top Texas loan officer, community builder, and creative marketing standout. We’re diving into what happens when a loan officer doesn’t just talk about doing video and implementing new strategies—but actually builds systems, sets clear boundaries, and takes action.

We kick things off by discussing Jeff’s well-known dynamic as part of a husband-and-wife lending team, leading with authenticity and a true all-in mentality. Together, we explore how he became not just a leader in his market, but also the go-to example for training sessions and industry partners. From building out his own blueprints for systems, mastering new tools, and constantly seeking ways to grow the business, Jeff shares a refreshingly practical approach to leadership and lending.

Throughout the conversation, we dig into actionable takeaways on leveraging technology, setting boundaries with event partnerships, embracing a servant-leader mindset, and harnessing the power of video (even if you’re an introvert or perfectionist). You’ll get a peek into how Jeff’s childhood and entrepreneurial journey shaped his leadership philosophy, what it’s really like working alongside your spouse, and why being bold—and even a little uncomfortable—is an absolute must for modern loan officers.

We also get tactical: What’s the real impact of video? Do you need to go viral to be successful? Jeff shares how strategy, consistency, and a “who, not how” mindset have positioned him as a market leader, even before the leads start pouring in.

Whether you’re a loan officer looking to step up your marketing, struggling with new technology, or just wanting to deepen your service impact, this episode is full of real talk, relatable stories, and immediately useful advice.

Key Takeaways:

1. Systems Over Talk: Just Get Started
2. Jeff Shealey illustrates the dramatic shift that happens when loan officers move past the “talking phase”—especially around video and technology—and set up real, actionable systems and accountability. Progress is rarely perfect, but the commitment to showing up is key.
3. Embrace the 'Who, Not How' Philosophy
4. Success isn’t always about doing everything yourself or doing it perfectly. Jeff hires experts, leverages his network (including family members and even his kids!), and stays focused on activities that move the needle, showing that the best leaders surround themselves with the right support.
5. Set Boundaries and Filter Opportunities
6. Not every event or partnership is worth your time. Jeff is intentional about where he invests, making sure every commitment has a strategic purpose—setting a great example for loan officers who want to maximize impact without burning out.
7. Lead With Service and Authenticity
8. A servant’s heart and honest communication are at the core of Jeff’s approach. Whether it’s proactively seeking feedback (even criticism), helping clients who may never do business with him, or mentoring colleagues, true impact comes from serving others first.
9. Consistency and Visibility Trump “Viral” Moments
10. You don’t need to go viral to be top of mind. Jeff shares how showing up regularly with video and creative touchpoints creates the perception of ubiquity—and consistently brings opportunities, even if online engagement seems quiet.

This conversation is packed with wisdom, practical tools, and encouragement for anyone in the lending space (or any high-stakes, relationship-driven business). If you’re ready to step up your leadership game—and maybe even steal a blueprint or two from one of the best in the business—press play, take notes, and get ready to be inspired.

And hey, if you want to see exactly how Jeff Shealey does it, check out justseejeff.com. Don’t forget to like, subscribe, and join us every Wednesday for more actionable insights on Lending Leadership: The Creative Brief!

Rach & Rinn

In this episode, we dove deep into what it really means to build a thriving team and a differentiated brand in the mortgage industry. We were thrilled to have special guest Dan Andersen, an accomplished loan officer from Chicagoland, join us for an inspiring conversation about leadership, creative marketing, and the power of giving back.

We kicked things off by exploring Dan's unique commitment to sharing knowledge and supporting fellow loan officers. Unlike many who keep successful strategies close, Dan believes growth is amplified when we give others the keys to their own success. He discussed his journey from a solo player to building a dynamic team, how his marketing evolved over more than a decade, and how leveraging social media and team collaboration helped him stand out in a crowded market.

Together, we unpacked topics like overcoming fear of video, finding the right team members, capitalizing on social media to build lasting relationships, and the magic that happens when authentic personal moments are woven into your professional brand. We also got an inside look at Team Andersen’s creative process (with a few laughs about their infamous “Cash King” content!) and why giving is truly at the heart of Dan’s leadership philosophy.

Key Takeaways:

1. Giving Fuels Growth: Dan highlighted that the more you help others around you succeed—whether colleagues, clients, or referral partners—the more you’ll naturally grow too. Generosity and mentorship are not only good karma, but they build business momentum and create a positive, collaborative culture.
2. Humble Confidence Is Key: Balancing confidence with humility allows young loan officers (and seasoned pros alike) to absorb lessons from every source, including those with more experience. Listening first and sharing generously sets the stage for authentic relationships and long-term success.
3. Social Media as a Strategic Touchpoint: We discussed how social media isn’t just about self-promotion; it’s a powerful relationship-builder. Sharing and promoting your partners’ content keeps you consistently in front of your network and grows engagement organically, especially when in-person touches are less common.
4. Let Personal and Professional Overlap: People want to see the person behind the business. Dan reminded us that weaving in personal stories and real-life moments on social media creates a relatable, engaging brand—one that clients and partners feel genuinely connected to.
5. Consistency Wins: Building a memorable brand or presence—online or off—requires showing up every single day. Consistent action, content, and engagement set you apart, whether you’re braving video for the first time or nurturing existing relationships.

Thank you to Dan Andersen for sharing so openly about the highs, challenges, and creative victories that have fueled his journey. We hope every listener walks away energized to lead with generosity, embrace new creative risks, and keep showing up for their communities. Don’t forget to like, subscribe, and follow Team Andersen for a dose of inspiration and a little fun along the way!

Rach & Rinn

In today’s episode, we shift gears and get personal, inviting you into a raw and unscripted discussion about one of the most pivotal transitions a mortgage leader can make: moving from top producer to branch leader. This week, we’re continuing to spotlight Robert Fillyaw. He shares his candid experiences, lessons learned, and hard-won advice on stepping away from his own production to build something bigger—for himself and his team.

You’ll hear why the journey from originator to leader isn't as simple as flipping a switch and why so many leaders face steep learning curves, hard financial realities, and surprising moments of growth along the way. We talk culture, team building, structuring your days, core operational KPIs, recruiting strategies, and, of course, surviving the lean years before the wins start to snowball. In true Lending Leadership style, we don’t shy away from the mistakes either—because that’s where the best learning happens.

Key Takeaways:

1. The Power of Purposeful Leadership: We emphasize, and Robert Fillyaw reminds us, that knowing your “why” is critical before making the leap from producer to leader. Passion is essential, but your purpose must be compelling enough to withstand the inevitable challenges—otherwise, you’ll revert to what’s safe and familiar.
2. Build and Align Your Team for Success: Surrounding yourself with the right people is non-negotiable. Robert credits much of his early success to having operational “rock stars” on his side. Alignment on vision, values, and goals among your core team is more important than early recruiting numbers.
3. The Reality Behind the Numbers: Profitability isn’t just about increasing volume. We talk openly about margin compression, unexpected losses, and the vital importance of operational metrics—like clear-to-close ratios and KPIs—alongside traditional production stats. Sustainability is all about running your branch like a real business.
4. Keep It Authentic—Always: In an industry full of hype and empty promises, authenticity and transparency win. Robert details how being honest (even when it’s tough) gives you staying power and attracts the right people to your organization. Word travels, so let your integrity differentiate your leadership style.
5. Scaling Requires Sacrifice—and Systems: We underline that real growth won’t happen without giving up some comforts. Whether it’s stepping away from production, letting go of long-standing relationships, or investing time in building the right systems, growth comes with trade-offs. The systems and support you put in place are what allow both you and your team to flourish.

Whether you’re just considering a big leadership move or you’re already knee-deep in the transition, this episode is packed with lessons, laughs, and a healthy dose of real talk about leadership in today’s mortgage world.

If you enjoyed the episode or want to share your own experiences, don’t forget to leave us a review, hit that like button, and reach out to us if you want to go deeper on any of these topics.

Robert, Tom, & Dave

We’re excited to focus today’s episode on Robert Fillyaw’s journey—what inspired his move away from personal origination and toward branch leadership. We discuss the motivation and “why” behind making this major shift, the realities of burnout, building a sustainable business, and the servant leadership mindset required to succeed as a non-originating manager. We also examine practical strategies—like team development, transitioning your focus, and recruiting branches—and the challenges unique to geography and market size.

Whether you’re a seasoned originator contemplating next steps, or a producing manager ready to scale, this episode lays out the blueprint for changing roles within the mortgage industry, featuring stories, lessons, and actionable guidance from real experience.

Key takeaways:

1. Leadership Driven by a Bigger “Why”: We talk about how a deeper, legacy-driven motivation is essential for making the leap from origination to leadership. Robert shares that his desire for something beyond personal success—a business that could run independently and serve others (even his own kids in the future)—was the foundation of his transition.
2. Burnout and the Catalyst for Change: We discuss the exhaustion that often precedes this kind of career shift. Robert candidly describes feeling burnt out, even with a strong team in place, and how letting go of control (while learning to delegate) was crucial to making the change sustainable.
3. Servant Leadership and “Ripples in the Pond”: One of the most fulfilling parts of leading a branch, according to Robert, is embracing servant leadership—putting others’ success first, even if it means your own files close last. The impact you can have multiplies across teams, clients, and communities.
4. Building and Trusting Your Team: We stress that before you can serve others or grow a branch, your own originations and processes must be dialed in. Robert lays out how investing in team development, training, and systems (to the point where they’re 90% of you) is step one in transitioning focus to bigger leadership goals.
5. The Role of Market Size, Geography, and Scaling: Geography matters—especially for leaders in smaller markets. We explore how location shaped Robert’s recruiting and branch-building strategy, the challenges of saturation, and the need to create impact beyond your immediate locale. Additionally, scaling is not linear; setbacks and pivots are inevitable, so your “why” must keep you moving forward.

This episode is an honest look at the journey from producer to leader: the blueprint, the bumps, and the breakthroughs that come with creating something bigger than yourself. Whether you’re thinking about this shift or currently navigating it, our hope is that you’ll come away equipped and inspired to build your own legacy in mortgage leadership.

Come back next week for part two of this conversation!

Robert, Tom, and Dave

This episode is part two of our Blueprint Series, and we’re diving deep into the critical strategies, mindset shifts, and systems that helped Dave Holland break through a long-standing production ceiling and grow his business from $50 million to $200 million (and beyond). Dave Holland is back in the hot seat for a candid and insightful conversation.

Last time, we explored the grind years—the relentless hustle, longstanding habits, and the heavy workload that define the early stages of a mortgage career. But as Rachael reminds us, this episode is all about what pushed Dave Holland and his business to scale: the “growth years.” We break down the pivotal moments, the mindset evolution, building and empowering a team, creating sustainable systems, and setting needed boundaries.

If you’ve ever hit a wall in your growth or wondered how to truly scale your mortgage business, this conversation is about getting real, letting go of control, and learning to work smarter instead of harder.

Key takeaways:

1. Scaling Starts with Mindset, Not Just Operations: Before the systems and hires, it takes a mindset shift to move from “doing it all yourself” to confidently letting go and trusting the team. Dave Holland stresses that this is a gradual process—with years of hard lessons separating the grind years from true growth.
2. Systems are Fuel for Growth, Not Just Organization: Implementing systems like a team line, shared inbox, and the “doctor-nurse” model were game-changers for Dave. Building clear processes around customer handoffs and communication freed up time for higher-value work and allowed him to focus on leading, not just doing.
3. Trust and Empower Your Team—One Step at a Time: True scale comes from investing in hiring the right people, trusting them with increasingly critical responsibilities, and empowering them to own their work (“slow to hire, quick to fire” is a key mantra). Every time Dave delegated responsibilities and got out of the way, both his business and his team thrived.
4. Boundaries Create Both Freedom and Professionalism: We discuss how setting clear office hours, managing availability, and not being at the beck and call of agents or clients leads to less stress and better relationships. Real estate partners may push back, but as Dave found, strong boundaries actually earn respect and allow for sustainable growth.
5. Modern Marketing and Events are Essential, Not Optional: Scaling isn’t just about operational efficiency—it’s about building a brand. From lunch and learns, happy hours, and wine tastings to social media posts and mailers, Dave shares practical strategies that have fueled his business and created lasting relationships. The market keeps shifting, and adapting your outreach is key.

This episode is a must-listen for any mortgage professional wanting to get out of the weeds and truly build a business that grows beyond themselves. As always, we’re open for your questions and feedback—reach out any time for a candid chat about what’s working and what’s not.

Don’t forget to subscribe and stay tuned for more in-depth blueprint episodes as we keep building together for 2026 and beyond!

On this episode, we’re kicking off a special two-part series focused on the journey from zero to $50 million in annual loan production—and what it takes to break through to $200 million and beyond. This week, we turn the spotlight on our very own Dave Holland, whose career has spanned over 25 years, nearly $2 billion in personal volume, and more than 10,000 families served. Trust us, his story is packed with the hard-earned lessons, mistakes, and mindset shifts that can help any loan officer pave their own path to greater success.

Tom Mills and Rachel Tresch join Dave Holland for an honest, often humorous look at what it really means to grow in this business. We dig deep into the “old school” work ethic that got Dave Holland to his first ceiling, and the tactical shifts needed to move beyond it. While the door-to-door rate sheets and daily faxes may be mostly in the past, the core tenets of grit, relationship-building, and continual learning still ring true.

In today’s episode, we roll back the clock to Dave Holland's early days—living in his grandparents’ basement, grinding through seven-day workweeks, and learning to turn rejection into resilience. We tease out the habits, mindset, and personal systems that allowed him to break out of the “lone wolf” trap, and set the stage for next week’s unpacking of how to scale beyond $100 million.

Whether you’re a new LO, a seasoned veteran, or somewhere in between, there’s something here for every mortgage professional wanting more out of their business and their life.

Key Takeaways:

1. Grit Was the Foundation, but Not the Finish Line:
2. In the early days, Dave Holland built his reputation on relentless work ethic—long days, constant outreach, and never shying away from the “hard stuff.” While that grit got him off the ground, it was clear that “just grinding” set a ceiling on both his output and his happiness. The path to real growth meant learning to work smarter, not just harder.
3. Mastery of the Craft Still Matters:
4. Dave Holland credits much of his early success to becoming a true student of the business—spending hours reading guidelines, memorizing policies, and striving to become the go-to problem-solver. While today’s market offers more coaching and peer collaboration than ever, the lesson is timeless: deep knowledge earns trust and sets you apart.
5. Rejection Is Part of the Game:
6. We explore how repeated “no’s”—and even outright dismissal—did sting, especially for a young professional with hand-me-down suits and no connections. Yet Dave Holland learned to keep showing up in agents’ offices and on the phones, eventually breaking through by sheer tenacity. Every “no” gets you closer to your next “yes.”
7. Building a Reputation on Honesty and Communication:
8. Facing up to mistakes, keeping promises, and being proactive with updates (even when it’s uncomfortable) became cornerstone habits for Dave Holland. We discuss specific tactical routines—weekly agent updates, over-communication at transaction pinch points, and owning errors early—that helped him stand out and earn consistent referrals.
9. You Can’t Scale Alone—Systems and People Are Crucial:
10. Dave Holland shares his realization that he couldn’t break past the $40–$50 million plateau without building a team and learning to delegate. Today, he credits his team and technology for delivering a higher standard of service than he ever could solo. The shift from control to collaboration—and from chaos to systems—was crucial for breaking through to the next level.

We wrap up this episode with a look ahead: if you’re feeling stuck in your income or time, or simply craving a sustainable way to grow, you won’t want to miss Part Two. There is a tactical blueprint for scaling—and we’re here to help you find it.

Don’t forget to like, subscribe, and share Lending Leadership: The Mortgage Pros. If you’re ready to move from maximum effort to maximum impact, stay tuned for our next installment.

— Tom Mills, Rachel Tresch, and Dave Holland

We’re excited to bring you part three of our special series on the power of storytelling, featuring Will Greenblatt, founder of Outloud Speaker School. If you’re just joining us, now’s a perfect time: over this three-part journey, we’ve been unpacking not just why stories matter, but also how to craft your own compelling narrative, especially as a leader or sales professional.

In this episode, we put the three-act origin story framework into practice. Will sat down with both of us to help shape our personal stories in real time. You’ll hear us dig deep—sometimes with vulnerability, sometimes with humor—reflecting on our backgrounds, challenges, and the moments that shaped us as people and professionals. We also discovered that telling a true story about who you are isn’t just engaging—it’s transformative, both for your audience and for you.

If you’re in sales or a leadership role, or if you ever have to “tell your story” to anyone, this episode is packed with practical tips, real examples, and a dash of courage.

Five Key Takeaways:

1. Your Story is Your Superpower
2. Both the winding path and the struggles along the way are assets. Sharing the “nonlinear” reality of your career, or admitting you don’t always have it figured out, helps humanize you—building deeper trust with teams, recruits, and clients.
3. Know Your Three Acts, Pick Your Anecdotes
4. A three-act origin story structure helps you share a concise, powerful personal brand story. But anecdotes—like that embarrassing moment in music class—add color, relatability, and memorability to your introduction.
5. Vulnerability Connects, Accomplishments Convince
6. Listing accolades is fine, but “real” stories make a greater impact—especially in sales. Opening up about moments of doubt, change, or fear (like thinking you’re unemployable!) allows others to see themselves in you and puts you on their side.
7. Tailor Your Story to Your Audience
8. Adjust the focus and details depending on who’s listening—internal teams may appreciate more detailed, “inside” stories, while external clients may need clarity and brevity. Always ask: What helps this audience know, like, and trust me?
9. Use Your Story Consistently—But Make it Conversational
10. Don’t memorize a script. Instead, get comfortable with the broad beats of your story so you can share the right piece at the right moment. Infuse your story into presentations, meetings, and even LinkedIn posts. The more you use it, the more it becomes a natural extension of your brand.

A huge thank you to Will Greenblatt for guiding us through this live coaching session and sharing his ebook, which you can download here. Whether you lead, sell, or simply want to connect better, remember: people don’t just buy products, they buy people. Tell your story, stand out, and watch deeper connections—and better business—follow.

Don’t forget to like, subscribe, and check out the ebook below. We’ll see you next time on Lending Leadership: The Creative Brief!

Rach & Rinn

This week, we’re diving back into storytelling with the brilliant Will Greenblatt, picking up where last episode left off. If you joined us for Part One, you know that Will is a master of helping leaders use narrative to connect, drive change, and be remembered. In Part Two, we unpack the “Three Act Origin Story”—Will’s unique take on a classic storytelling framework designed for leaders who want to bring structure, emotion, and authenticity to their professional stories.

So many of us struggle to explain what we do (and why it matters!) without sounding like a walking LinkedIn headline. In this conversation, Rachael, Corinne, and Will get real about how to share your background, struggles, and aha moments in ways that invite empathy and spark conversations within your teams.

Here’s what we discussed:

1. The Three Act Origin Story: what it is, how it works, and why starting with childhood is such a gamechanger.
2. How sharing your real, sometimes vulnerable, truth is the opposite of weakness—it's the path to connection and leadership credibility.
3. How to structure your story with just enough details to create empathy, without jumping the timeline or overwhelming your audience.
4. Will Greenblatt
5. ’s storytelling coaching in action: listen in as
6. Corinne Bibb
7. shares her background and experience, and we reflect on what makes our stories relatable at work (and why you might want to skip talking present-day specifics when you’re building the scene).
8. The beauty and challenge of embracing the “I don’t know what I want to be when I grow up” mindset, especially as a leader in a fast-moving industry.

Key takeaways:

1. Start at the Human Level: By anchoring any story in childhood, we tap into our shared humanity. Childhood is an “equalizer,” creating connection even when backgrounds are wildly different. That “baby picture effect” softens our perspective and reminds us everyone starts somewhere.
2. Chronology Builds Transport: To deeply engage your listeners, let your narrative follow a chronological arc. Don’t jump back and forth to present-day facts—keep us in that moment, and watch empathy and curiosity grow.
3. Vulnerability Is Your Superpower: Sharing the truths you’re hesitant to say (like not being sure what you want to be when you grow up) is exactly what draws people in. If it feels risky, it’s probably resonant—your audience feels the tightrope, and that’s where leadership trust is built.
4. Context Creates Clarity: Even small details—like sibling dynamics or socioeconomic background—offer critical context to your journey. They’re often more interesting and memorable than job titles or resume bullet points.
5. You Don’t Need a Perfect Aha Moment: Not everyone has a dramatic turning point or a grand “why” behind their choices. Admitting you don’t know, or that some things developed organically, is just as valid. What matters is honestly naming those moments and the questions they raise.

We left off on a tantalizing note: next episode, Will Greenblatt goes even deeper into real-time coaching, helping Rachael and Corinne Bibb shape their stories for maximum connection and clarity. This trilogy is a must-listen for anyone looking to rehumanize their leadership narrative and make meaningful connections in (and out of) the workplace.

Pull up a seat, grab a pen, and get ready for more storytelling magic next week on Lending Leadership: The Creative Brief!

Rach & Rinn

We’re kicking off something extra special this week—a three-part series focused on the art and business impact of storytelling. If you’ve ever wondered how some people seem to captivate with their personal stories while others fall flat, you’re in the right place. In this episode, we explore why storytelling isn’t just a “nice to have” for leaders, marketers, and sales professionals—it’s essential.

And to help us unpack the science and soul of effective storytelling, we’re joined by guest Will Greenblatt, founder of Outloud Speaker School, accomplished public speaking coach, and self-described “recovering child actor.” Will is a master at helping people turn their real-life stories into their secret weapon for connection, persuasion, and career success.

In Part 1 of this series, Will Greenblatt walks us through his own “three act origin story,” complete with vulnerable moments, setbacks, and the surprising ways his lows have shaped the success he experiences today. Together, we discuss the difference between a pitch and a story, what it means to genuinely open up (while respecting personal boundaries), and why sharing your truth is often the first step to building real trust.

Key Takeaways

1. Your Story Is Your Superpower
2. Everyone has a unique origin story—even if you don’t think yours is “interesting.” Learning how to share it in a structured, honest way is the quickest route to helping people know, like, and trust you.
3. Storytelling Outshines Pitching
4. People forget pitches, but they remember stories. Replacing the pitch-heavy mindset with authentic storytelling opens the door to deeper, more memorable business connections.
5. Vulnerability Has No Set Boundary
6. The “line” for appropriate vulnerability is different for everyone, and you can’t always predict how people will respond. What matters most is checking your intention—tell your story for connection, not just for applause or approval.
7. Authenticity Over Approval
8. Performing to please others might get you noticed, but it rarely leads to genuine happiness or lasting success. The goal is to express yourself honestly and let business success follow as a natural byproduct, not the main objective.
9. Human Storytelling in the Age of AI
10. With technology making it easier than ever to outsource our words and ideas, the ability to tell your own story—raw, real, and unpolished—is more valuable than ever. As Will Greenblatt passionately warns, don’t hand your unique voice to a machine; the struggle to articulate your truth is what deepens your connections and defines your personal brand.

Whether you’re a leader, marketer, or just someone trying to make a lasting impression, this episode sets the stage for practical, heartfelt storytelling that resonates. Don’t miss next week’s follow-up, when we break down the secret sauce of the “three act origin story” and help you craft your own.

If you enjoyed this episode, don’t forget to like and subscribe—Lending Leadership: The Creative Brief will be back next week to pick up right where we left off!

In this episode, we dive deep into the question every loan originator eventually asks: How do you know you’re at the right company? With the fourth quarter in full swing and originator movement at its peak, we break down the inner workings of career moves in the mortgage industry, focusing on the real factors that drive loan officers to make a change—or stay where they are.

We’re joined by co-hosts Robert Fillyaw, Dave Holland, and Tom Mills, who bring decades of experience and a strong commitment to leadership, retention, and authenticity in mortgage lending. Each of us draws on our own career journeys, so there’s no outside guest, but there’s plenty of hard-won wisdom and candid discussion to go around.

This week, we dig into national originator statistics, personal stories of operational challenges and leadership turnover, and candid advice for evaluating your next move. We talk about the importance of self-reflection, the difference between shiny tech versus foundational support, and what truly drives career satisfaction and growth in the mortgage industry.

Key takeaways:

1. Self-Assessment Before Blaming the Company: We emphasize the importance of looking inward before blaming your employer for low production or career dissatisfaction. Many originators end up at excellent companies, but if they’re not growing or thriving, the real issue may sometimes be personal habits or approach rather than the company itself.
2. Retention and Relationships Matter Most: A recurring theme in the conversation is the power of leadership and personal connection. Originators who report strong, authentic relationships with their management and operational teams tend to stay longer and perform better, highlighting that good leadership—not just products or tech—is the backbone of a great mortgage shop.
3. Tune Out Shiny Object Syndrome: Switching companies for “better tech” or “lower rates” often leads to disappointment, especially when promises aren’t fulfilled. We urge loan officers to focus on long-term benefits like growth, balance, and service—and to avoid contract traps or distractions unless a move is truly needed.
4. Ask Better Questions When Shopping Companies: When considering a change—or just evaluating your current company—don’t settle for surface-level product or pricing questions. We recommend picking up the phone and talking directly to current originators about their experiences with support, leadership, business planning, and fulfillment of promises before making any decisions.
5. Growth, Balance, and Service Are Your True North: If you’re able to grow, give great service, and maintain balance in your life, don’t let money or tech lure you into a move. Originators who have all three won’t find anything that beats their current setup, and those are the companies that foster real careers, not just jobs.

Additional highlights include front-line advice for managers looking to retain top talent (“recruit your own people first”), cautionary tales about signing bonuses and contract lock-ins, and actionable questions every loan officer should ask when evaluating a potential new company.

This episode is packed with practical wisdom and honest conversation. Whether you’re contemplating a move or looking to build a career with lasting impact, we hope you walk away inspired to invest in your own growth—and ask the right questions every step of the way.

Thanks for tuning in! Hit subscribe, give us a like, and join us for the next episode of Lending Leadership: The Mortgage Pros, where we keep it real and keep you moving forward in your mortgage career.

Robert, Tom, & Dave

In today’s episode, we’re pulling from real-life chaos—think Alexa reminders gone wrong and the hurried juggling of family calendars—to talk all things organization, boundaries, and keeping our creative spark alive amidst busy professional and personal lives. This week, we're getting real about what it means to be creative women in the mortgage industry trying to thrive at work and at home.

We dig in on everything from morning routines that set the right mental tone to the struggle of wrangling multiple calendars, and how tech tools like the Skylight Calendar are changing the game for busy families. We open up about parenting fails, why discipline beats motivation, and how critical it is to give ourselves grace both professionally and personally. Plus, we share strategies for keeping creative energy flowing instead of burning out, and why being present—in meetings, with clients, with our families—is so essential to success and satisfaction.

Whether you’re a parent, a busy entrepreneur, or a mortgage rockstar, there’s something here for anyone trying to keep all the spinning plates in the air.

Key takeaways:

1. Communication and Organization Go Hand-in-Hand: Our hilarious “check the mole” Alexa story was a reminder that even the best systems fall flat without good communication. Whether coordinating with smart devices or your family, clearly articulating—and following up on—reminders is vital to staying on track.
2. Technology Can Be a Lifesaver for Busy Professionals: In our ongoing quest for household harmony, we discussed the Skylight Calendar—a centralized digital hub that syncs all family schedules, color-codes events, and integrates with multiple apps. It’s a potential game-changer for busy mortgage and real estate professionals managing both work and family demands.
3. Morning Routines and Time Blocking Are Foundational: We both rely on solid morning routines to set the right tone mentally and emotionally for the day. Blocking time in advance, looking ahead at the week, and “preparing lightly” ensures you’re not just productive, but present both in professional settings and with your family.
4. Discipline Versus Motivation—and the Importance of Grace: Discipline—the practice of sticking to non-negotiable habits regardless of mood or motivation—is key. But we also stressed the importance of self-compassion. When the routine falls apart, have the grace to adjust, reset, and not beat yourself up.
5. Protecting Your Creative Energy and Being Present: The ability to shift from technical to creative work (or from business to family time) requires intentional breaks—those “palate-cleansing” moments that allow your brain to switch gears. We talked strategies for preventing burnout, from listening to music to journaling, and how presence (really being in the moment with clients or family) is vital for relationship-building and personal wellbeing.

As always, we invite you to share your own tips and tricks—especially if you’re using tools like the Skylight Calendar or have strategies for balancing those “bewitching hours” with kids, clients, and chaos. We’re here to learn from each other!

Thanks for tuning in to Lending Leadership: The Creative Brief. Don’t forget to comment, like, subscribe, and share. We can’t wait to see you for the next episode!

Rach & Rinn

After a whirlwind of traveling for work conferences, we’re excited to bring you a fresh perspective on marketing for mortgage professionals. In this episode, we’re joined by industry coach and marketing expert Ralph Watkins, who shares his expansive experience and keen insights on how loan officers can keep up in the changing landscape of mortgage marketing. Ralph has witnessed—and shaped—marketing strategies from cold calls and donuts to social media reels and the rise of AI.

We dive deep with Ralph into his career evolution, discussing the transition from brute force, interruption marketing to a modern, attraction-based approach. Along the way, we share personal stories about how meeting Ralph and his coaching changed the trajectory of our careers, underscoring the transformative power of mentorship and authentic relationships.

Together, we unpack the daily success plan, the shift from chasing to attracting business, and actionable ways for loan officers to connect with realtors in genuine, non-awkward ways. Whether you’re new to the industry or a seasoned pro, Ralph’s insights will help you stay ahead without losing sight of what works.

Key takeaways:

1. The Power of Relationship-Driven Marketing: Ralph explains how the biggest evolution in mortgage marketing is shifting from interruption-based tactics—like cold calling and door-to-door selling—to attraction marketing. Building real relationships through valuable content fosters trust and loyalty, proving far more effective than generic outreach.
2. Leveraging Content and Social Media for Scale: We discuss how social media and video channels like YouTube allow mortgage professionals to reach thousands of potential clients cost-effectively. Ralph highlights that cumulative, valuable content not only markets for you around the clock but also creates meaningful engagement with your audience.
3. The Role of AI in Modern Mortgage Marketing: Ralph brings practical advice on harnessing AI—tools like ChatGPT and Grok—to create balanced, targeted content. By letting AI draft prompts and build out content calendars, loan officers can automate much of their outreach while fine-tuning messaging through data-driven analytics. He likens AI to “a librarian who knows every book ever written,” offering answers at your fingertips.
4. Consistency and Authenticity Matter Most: No technology or flashy technique replaces genuine relationships. We reinforce that people still do business with people they know, like, and trust. Ralph urges listeners not to worry about perfection—anything worth doing is worth doing badly at first. Consistent action beats hesitation.
5. Actionable Blueprint for Social Media Success: Ralph shares a practical content mix: 50% value-driven content (educational, insightful tips), 30% personal stories and authentic glimpses, and only 20% direct calls to action. He even provides an AI prompt that lets loan officers create a month’s worth of content in minutes, making it simpler than ever to start—just ask!

This episode is a reminder that while tools and methods change, the heart of success in lending remains authentic relationships, adaptability, and a willingness to embrace new technology. Whether you're overwhelmed by marketing choices or ready for the next step, Ralph’s wisdom offers tangible strategies to help you grow without losing sight of your purpose.

Thanks for tuning in to Lending Leadership: The Mortgage Pros. Smash that like button, leave us a review, and we’ll see you next time with more actionable ideas to elevate your lending career!

Robert, Tom, & Dave

In this episode, Rachael Tresch welcomes Brian McGroarty—a self-described “Renaissance guy” who’s as comfortable talking title insurance as he is discussing AI, business growth, and modern marketing strategy. If you’ve ever wondered how to truly stand out in this industry, you're in for a treat: Brian is someone people want to work with, not just for his expertise in title, but because he brings fresh perspectives from multiple fields and is genuinely passionate about helping others grow.

Today, we dive into what it takes to be a thought leader across multiple industries, and how wearing “many hats” isn’t just a buzz phrase—it’s essential for creating value and forging meaningful partnerships. Brian opens up about his career journey, from a psychology degree and family PR firm to sales, payroll, merchant services, and eventually, title insurance. Along the way, he shares invaluable lessons on business ownership, building agile teams, and how technology (especially AI) is transforming everything we do.

We explore topics like leveraging the “7921 Rule” for marketing (a Gary Vaynerchuk favorite), discovering your personal superpowers, building authentic relationships, and leadership when no one is watching. Whether you're in lending, real estate, title, or sales—this episode packs a punch of actionable advice for growing your reach without losing your authenticity.

Key takeaways:

1. Find and Own Your Superpower: Brian challenges us to clearly articulate and believe in the unique value we bring. It’s not enough to say you “bring value”—you need to know exactly what makes you special, and be confident in sharing that with others.
2. Stay Curious and Adapt to Change (Especially AI): We discuss how AI isn’t just some distant future—it’s transforming sales, marketing, and business strategy right now. Dipping your toes into these tech waters isn’t optional; it’s the only way to avoid falling behind in a rapidly evolving industry.
3. Diversify Your Efforts (The 7921 Rule): Inspired by Gary Vaynerchuk, Brian breaks down how to allocate your energy and resources: spend most of your time on what works best, but always experiment with smaller, alternative channels so you’re ready when something new takes off.
4. Build Strong Teams by Playing to Strengths: Drawing from his background in psychology and PR, Brian explains how recognizing and harnessing the individual superpowers of your team members creates a more cohesive, resilient organization. It’s about listening, adapting, and helping everyone find their best-fit role.
5. Authenticity Wins—Be Seen, Be Impactful, and Follow Up: In a world overloaded by digital communication, showing up in-person, building real relationships, and having a purposeful reason for every interaction sets you apart. Success isn’t about being everywhere online—it’s about making meaningful connections and always following up (including Brian’s pro-tip: the “double dial” to actually get someone on the phone).

Additional Highlights:

• Brian's career evolution—and why no kid grows up saying they’ll work in title insurance, but how the path matters.
• The importance of leadership and integrity when no one is watching.
• Lessons on transitioning from behind-the-scenes roles to client-facing positions, and knowing when to delegate or seek outside expertise.
• Why curiosity and questioning everything (à la Socratic method and Ted Lasso) is crucial for growth.
• How returning team members and open communication create a stronger business culture.

We wrap up with a reminder: try something new, be authentic, and never underestimate the power of a well-timed follow-up.

Want to connect with Brian? Find his LinkedIn and website below. As always, please like and subscribe to Lending Leadership—your resource for creative growth and genuine leadership in lending and beyond.

Have a great rest of your day, and thanks for listening!

Rach & Rinn

In this episode, we welcomed Rich Swerbinsky, a true industry leader, master connector, and thought leader with over 30,000 LinkedIn followers. Rich is known for his dynamic approach to networking, branding, and digital presence in the mortgage space, and he's currently serving as Executive Director of the Ohio Mortgage Bankers Association. Rich is also the co-host of the Big Picture Podcast with Rob Chrisman and brings decades of experience to our discussion.

Together, we dove into the importance of in-person networking in a post-pandemic world, the rising tide of digital branding for mortgage pros, and the seismic changes AI is bringing to mortgage operations. We got personal about the evolution of the industry, the need for adaptability among small- and medium-sized lenders, and the hidden potential of content-driven leadership. Whether you’re leading a team, running your own shop, or building your professional network, this episode is packed with hands-on tips and big-picture thinking.

Key takeaways:

1. The Power of Intentional Networking—Especially In Person: We dug into how there’s no real substitute for live, in-person connection when it comes to building lasting professional relationships. Rich illustrated how strategic, purposeful networking goes far beyond cocktail hours—it’s about showing up, sharing best practices, and intentionally connecting with peers and partners. While virtual meetings provide efficiency, nothing can fully replace the engagement and learning that happens during face-to-face events.
2. Why Branding and Content Are Mortgage Must-Haves: Rich drove home that if he were starting a mortgage company today, content creation and branding would be his top focus. Personal and organizational brand-building, especially on social platforms like LinkedIn, gives lenders a competitive edge. Founder-led and employee-led content can elevate both personal and company reputations—plus, it’s a superpower in attracting clients and partners.
3. Leveraging LinkedIn and Social Media—The Practical Way:
4. We shared actionable tactics (like using the LinkedIn “bell” to follow key thought leaders and referral partners). Rich also emphasized that all loan originators should consistently engage on LinkedIn, Facebook, and Instagram—regardless of audience misconceptions. AI tools like ChatGPT can make content creation accessible, helping users ideate valuable posts efficiently and consistently.
5. AI Is No Longer Optional—It’s Transformational:
6. We explored how artificial intelligence is beginning to deliver on its promise in the mortgage landscape. AI-powered underwriting and workflow tools are driving real cost reductions and operational gains. While implementation still takes strategy and change management, lenders who embrace these tools early will outpace competitors in efficiency and adaptability.
7. Small, Nimble Lenders Can Still Win—With Smart Strategy:
8. Despite rapid consolidation and industry shake-ups, there’s huge opportunity for small and mid-sized lenders that leverage digital branding, invest in leadership, and remain agile. Rich underscored that the era of “donuts and bagels in realtor offices” is waning—forward-thinking companies that show up online and in person, embrace modern tech, and prioritize culture and learning will thrive.

This episode is a toolkit for any mortgage leader or professional looking for both inspiration and practical, proven methods to level up—whether that means growing your business, building your personal brand, or just staying ahead of the next industry curve. We’re grateful to Rich for sharing his journey, and as always, hope these insights spark fresh ideas for you and your team.

Don’t forget to like, subscribe, and connect with us on your favorite platform—let’s keep building the future of mortgage leadership, together!

This week marks a special occasion at HMA Mortgage: it’s HMA Gives Back Week! In this episode, Rachael and Corrine dive deep into the world of charitable giving, event planning for impact, and connecting meaningfully with your community—whether you’re operating as a solo loan officer or as part of a nationwide team. We know many of you have favorite causes, but sometimes you need a little inspiration or a practical tip to take your outreach up a notch.

We discuss how HMA Mortgage transformed its initial vision of a company-wide single event into a collection of unique, impactful, and locally focused initiatives across the country. We share stories and actionable strategies—from organizing a simple backpack drive to preparing meals at the Ronald McDonald House, pitching in with Habitat for Humanity, and more. Additionally, we highlight some incredible partner organizations and break down not only the planning process but also the importance of careful charity selection, creative communication, and why everyone should remember the humble yet mighty event T-shirt.

Key takeaways:

Local Impact, National Cohesion: Even if your company or team is geographically dispersed, you can create a sense of unity and shared purpose by coordinating simultaneous local charitable events. Cohesiveness can come from small touches—like matching T-shirts, shared hashtags, or collecting and sharing photos and videos across the whole organization.

Vet Your Charities Carefully: When you operate as a business or public-facing branch, it’s extra important to research your chosen charities. Not every nonprofit is the right fit for your brand, and some may come with costs or barriers to entry you didn’t expect. Take time to select organizations that align with your values and mission.

Keep It Simple and Relevant: Sometimes the most straightforward ideas are the most impactful—a backpack drive, a meal service, or supplying school essentials. These initiatives are always needed, easy to pull off, and can make a meaningful difference—so don’t shy away from a “repeat” event if your community needs it.

Visuals Matter—Don’t Forget the Photos: Documenting your event isn’t just for social media “bragging”; it’s a way to spotlight your chosen organizations and amplify their reach for more donations. Delegating someone to capture photos and videos ensures you don’t miss the moment, and helps you connect with your clients and partners on a deeper level.

Plan, Delegate, and Follow Up: Advance planning is crucial for successful impact events. Delegate roles like photo-taking, supplies gathering, or communication. After the event, follow up with your network—share what you accomplished, thank your team and partners, and encourage further support for your charity.

As we roll up our sleeves this week to serve our communities, we hope you’ll find inspiration—whether you’re launching a solo effort or organizing your branch. Remember, real leadership means giving back and supporting those in need… one creative event at a time!

Let us know how this episode motivated you, and don’t forget to tag us with your own “give back” stories. Until next time, we’ve all got some work to do—let’s get to it!

In this episode, we dove deep into a topic that every loan officer and mortgage professional faces—the art of “Attract First, Chase Later” when building powerful and enduring Realtor relationships. Robert Fillyaw and Dave Holland are hosting and bringing you real talk, honest stories, and practical strategies from our combined decades in the mortgage business.

We kicked things off by sharing candid, behind-the-scenes moments (yes, technical difficulties included!) and set the stage for what makes our agent partnerships so solid—sometimes to the point that agents insist their buyers work with us or else. But we also acknowledged that this level of loyalty is becoming more rare as the industry gets increasingly transactional and lead-centric.

Throughout the conversation, we offered a “free playbook” packed with stories of both triumphs and setbacks, practical advice for becoming a true mortgage advisor, and candid takes on navigating everything from difficult conversations to strategic lead spends. We tackled the challenging shift from relationship-based to transaction-based business and challenged the notion that writing checks or buying leads should ever be your opening move.

We also spent time unpacking exactly what value looks like—from mastering your craft and proactive communication to providing unique, real-world support for your agents. Whether you’re a new loan officer or a seasoned vet, this episode delivers actionable steps for attracting, not chasing, top agent relationships—while staying true to yourself and your profession.

Key takeaways:

1. Consistency and Professionalism Are Baseline Requirements: Being a top-producing loan officer isn’t about “phoning it in.” You need to be reliable, present, and fully invested in your business every day—and your agents need to know they can count on you seven days a week. That professionalism lays the foundation for long-term partnerships.
2. Honest, Proactive Communication Sets You Apart: When things go sideways (and they will), don’t shrink away. Overcommunicate, lead with transparency, and always bring solutions. Remember our “Murphy’s Law of Lending”—problems unaddressed will always become bigger, and agents want you to run toward the storm, not away from it.
3. Bring Value Beyond the Transaction: Closing on time is table stakes, but true value comes from knowing your guidelines inside out, saving deals others can’t, removing pain points from your agents’ process, and being a business partner who helps them close more transactions. Find ways to take meaningful tasks off their plate or offer educational support like business planning classes.
4. Resist the Temptation to Lead With Money: Jumping into costly lead spends or joint ventures at the outset commoditizes your service and weakens your position. Instead, use those financial arrangements to enhance established, strong relationships with trusted partners—never as your first pitch.
5. Relationship Building Means Asking for the Business and Staying Top of Mind—Without Being Annoying: Don’t assume agents know you want their business—state it clearly and directly. Cultivate genuine, friendship-level relationships so your outreach is welcome, not a nuisance. Use social media, thoughtful newsletters, and personalized outreach (even about life outside work) to stay connected in authentic ways.

As a parting challenge: Make a list of five agents you admire and brainstorm how you can add value to them this week. Audit your social media presence for authenticity and visibility, and ask yourself—would you want to work with you if you were an agent?

Thanks for joining us on Lending Leadership with the Mortgage Pros. We’ll see you on the next episode, and don’t forget to subscribe and smash that like button!

Robert, Tom, & Dave

In this episode, we sit down with one of the mortgage industry’s most dynamic family duos: Deanne “the Mortgage Mom” Katsaros and her son, Tom Katsaros of GreenTree Mortgage, a partner of HMA Mortgage. From catering weddings to closing loans, we explore how this mother-son team has built a legacy business rooted in family values, creativity, and connection. Not only have they mastered the client experience, but they’re also leaning into the future by embracing the power of AI in their business.

We also dive into what it’s like to work with family, how “Team Mortgage Mom” is carving out a unique brand, and how their commitment to treating clients like family has led to real results, like helping a couple reach their dream of getting married in their backyard. Plus, we touch on unforgettable events (including a wild golf course marketing tale), lessons learned from the catering world, and the upcoming AI-themed event that’s setting a new bar for what’s possible in mortgage marketing.

Whether you’re thinking about partnering with a family member, want to infuse more creativity into your mortgage business, or are curious about practical, real-world applications of AI in lending, this episode is packed with insight, fun, and a dose of infectious “Mortgage Mom” energy.

Key takeaways:

1. Family Dynamics Fuel Great Client Experiences: Working as a mother-son team brings both challenges and unique advantages. Deanne and Tom attribute their success to shared values, constant communication, and treating clients as part of the family—an approach that helps clients feel at ease and creates lasting relationships.
2. Leaning Into Your Strengths Builds a Strong Team: Deanne and Tom have naturally fallen into roles that leverage their unique skills—Deanne as the networker and face of the brand, Tom as the operational expert and problem solver. This allows them to efficiently serve clients while growing their business and looking for new opportunities to evolve.
3. Event Creativity Sets You Apart: Drawing on her catering background, Deanne has turned mortgage events into memorable, value-packed experiences that people actually want to attend. Whether it was the infamous “take a shot, make a shot, give us a shot” golf event or high-energy workshops, creativity breaks the mold and strengthens referral relationships.
4. AI is Key to Efficiency and Modern Marketing: Deanne and Tom are excited about embracing AI to streamline their processes, from crafting emails to building event campaigns and handling follow-ups. They see AI not as a replacement for the personal touch, but as a tool to eliminate busywork and focus on what matters: client care and business growth.
5. Balance is Essential, Especially in Family Business: While passion for the business runs deep, both Deanne and Tom emphasize the importance of setting boundaries so that work doesn't overwhelm their family life. They share openly about the need to “turn off” the mortgage talk and make space for personal connection, even while acknowledging how hard that can be when you truly love what you do.

We’re so grateful to Deanne and Tom for sharing their story, strategies, and a few laughs with us.

Thanks for listening, and as always, don’t forget to like, subscribe, and follow for more insights from Lending Leadership: The Creative Brief!

With back-to-school season in full swing and college football kicking off, we started to reflect on one of the quirks of our profession: almost no one grows up aspiring to be a mortgage loan officer. The vast majority of us, ourselves included, stumbled into this industry rather than charting a deliberate course here. So, Tom and Dave got together (minus Robert this week—safe travels, Robert!) to have a candid conversation: What if there was an actual college program for aspiring loan officers? What would that look like, and how could it transform our industry?

Nobody announced on elementary school career day that it was their ambition to become a loan officer. Maybe that's why traditional education doesn't do a great job of actually preparing you for this field.

In this episode, we're asking a question: If you were to design a true college curriculum for mortgage originating, what would you teach? We brainstorm everything from technical skills (income calculation, economics, macro finance, variable income) to the soft skills that really make a great loan officer (sales, marketing, communications, modern technology like AI, and most importantly—psychology and understanding people). We also highlight the unique rewards of the career—autonomy, limiless income potential, the relationships you form—and asked why, given its benefits, being a loan officer remains such an under-the-radar choice for young adults.

Key takeaways:

1. No Standard Path to Becoming a Loan Officer: Almost nobody sets out to enter the mortgage business, but it’s a hidden gem with tremendous potential for those who find their way here—even if their degree is totally unrelated.
2. The Skills That Matter Most: While technical know-how (like income calculation and understanding macroeconomics) is important, some of the most vital skills are in psychology, communication, and sales. The best loan officers are those who can understand and effectively work with people.
3. Self-Education is Essential: Since traditional college doesn’t prepare you for this role, your willingness to seek out education—through books, online courses, industry coaching, and by modeling top performers—is critical to standing out and thriving.
4. The Value of Lifelong Learning: The landscape of mortgage lending is always evolving, with new technologies (like AI) and developing best practices. Those who continually hone their craft fare best, regardless of market cycles.
5. The Mortgage Career is a Hidden Opportunity: Despite its challenges and a lack of early-career visibility, being a loan officer offers flexibility, income potential, and job satisfaction that rivals or surpasses many more “traditional” professions—without the lengthy (or costly) advanced degrees.

If you’re a new loan officer, a student figuring out your future, or a seasoned pro looking to level up, we encourage you—put yourself “back to school.” The resources are all out there, and the commitment to learning never ends. If you’d like to connect or have questions about jumping into this rewarding field, reach out to us—we’re always here to help.

From Tom Mills and Dave Holland at Lending Leadership: The Mortgage Pros, don’t forget to like, subscribe, and join us next time for more industry insights!

Take care, everyone!

Robert, Tom, and Dave

Today, we’re jumping into a topic that’s critically important for every loan officer: What should your marketing department actually be doing for you? Whether you’re an industry veteran or building your book, this episode is all about evaluating marketing support and how it impacts your business decisions and day-to-day success.

After hearing countless frustrations from loan officers about the gaps and surprises in their marketing support, we’re breaking down what you should be able to expect—from communication, to customization, to accountability (and everything in between). We get granular about the importance of knowing what’s being sent from your CRM, how internal marketing teams should balance corporate initiatives with individualized support, and what excellent service truly looks like in this context.

We also touch on what happens when you don’t get the support you need: the costs (literal and otherwise) of turning to external marketing resources, and how to know if your marketing department treats you as a real client and partner.

5 Key Takeaways:

1. Transparency in CRM Communications: Your marketing department should never send out communications to your database—past clients, realtor partners, or business contacts—without your approval and full awareness. It’s essential that you’re notified and understand what’s being sent so you never feel caught off guard by questions or follow-up calls.
2. Personalized Consultative Support: True support isn’t just about blasting out generic content from corporate. Your marketing team should proactively meet with you, consult on your specific goals and challenges, and help you build custom strategies and campaigns that fit your brand, market, and clientele.
3. Brand and Campaign Ownership: Ask yourself: is your marketing department corporately driven, or are they focused on supporting you, the loan officer, as a brand within the company? You should have the opportunity to create your own branding, run your individual campaigns, and seek marketing guidance that’s unique to your business—not just the company at large.
4. Responsiveness and Ongoing Communication: A supportive marketing team isn’t measured just in creativity, but in timeliness and follow-through. You should never have to wait weeks for support or answers. Quick, reliable communication is a baseline expectation, along with regular check-ins and accountability when you want or need it.
5. Knowing When to Seek (or Avoid Needing) External Support: If you’re not receiving the attention, customization, or responsiveness you need internally, you may end up hiring outside agencies—sometimes at great expense. While there’s nothing wrong with that approach if it suits you, ideally your internal marketing partners are working for you, checking all the boxes, and helping your business grow from within.

We hope today’s episode sparks new questions for you about your own marketing support and arms you with actionable insights to get more of what you need. If you have experience with outside marketing agencies, or thoughts on what works (or doesn’t) in your marketing team, let us know in the comments. And as always—like, share, and stay tuned. We’ve got plenty more episodes on deck!

Rach & Rinn

In today’s episode, we’re celebrating a milestone—our first-ever guest! We sat down with Will Eubanks, the founder and owner of EA Appraisals, to explore what genuine partnership looks like in our business and how one expertly executed cold call blossomed into one of our most dynamic and game-changing vendor relationships at HMA.

With us as always are your co-hosts Tom Mills and Robert Fillyaw, and for this special conversation, Will brings his unique perspective—not just as a business owner and appraiser, but as a truly embedded partner and friend to our team. We discuss everything from the nuts-and-bolts of appraisal management to the power of investing in people, the art of memorable business development, and lessons on building and scaling a high-touch company in a margin-driven industry.

We kicked things off by pulling back the curtain on Will’s backstory—how he took EA Appraisals from a scrappy local appraisal shop to a full-fledged Appraisal Management Company (AMC), licensed across 50 states and now nationally recognized for customer service and memorable branding.

We shared both sides of the story behind our partnership: the serendipitous (and skillful!) cold call that started it all, the difference between transactional relationships and true partnership, and why friendship and cultural alignment matter just as much as the business itself. Will detailed the importance of vendor relationships, and we dug into the challenges and opportunities that come with scaling up—how to maintain personal touches as your business grows, and what it really looks like to let your team shine.

We couldn’t help but talk about the standout marketing and “swag” that make EA Appraisals unforgettable—and why small touches like handwritten notes and quality merchandise make all the difference in a crowded, commoditized space.

Will also opened up about the real work of work-life balance, the significance of being present with family, and how personal values drive his team culture and his client relationships.

5 Key Takeaways:

1. The Power of the Cold Call (and Persistence): Our entire business relationship with EA Appraisals began with a single, highly effective cold call. Will reminded us (and his own team) that old-school phone outreach—when done with intention and authenticity—can still be transformative.
2. What Makes a Partnership Truly Work: Investing in cultural alignment, consistent communication, and genuine friendship elevates vendor relationships into powerful partnerships. When issues arise, the right partner solves problems rather than making excuses.
3. Service Over Margins: Will’s approach of paying appraisers fairly and building close relationships with both appraisers and employees means higher quality and reduced friction—choosing “fast and well done” over “cheap,” even if it means compromising on margin for a better client experience.
4. Stand Out by Being Memorable: EA Appraisals’ commitment to high-quality, well-designed swag and handwritten notes makes a lasting impression—something that’s even extended their brand visibility to celebrities and the broader industry. Details and presentation set you apart.
5. Growth Through Empowerment and Balance: A key lesson in scaling: invest early in the right people and empower your team to take responsibility as the business grows. And, as Will vulnerably shared, balancing ambition with family and personal presence is a continual process, but ultimately, relationships—both in and out of the office—are the greatest source of pride and fulfillment.

If you’ve ever wondered what it really takes to stand out and thrive in the mortgage industry—or you’re trying to level up your own vendor partnerships—this episode is a must-listen.

Don’t forget to like, subscribe, and stay tuned for more conversations with the industry’s most authentic leaders. And if you’re struggling with appraisal challenges, take our advice and give Will Eubanks a call—you won’t regret it!

Robert, Tom, and Dave

Today, we’re thrilled to bring you a conversation that we’ve been looking forward to for some time. We’re joined by Irene Duford, founder and CEO of Loan Team Training and an experienced coach who has spent decades in the mortgage business crafting high-performing loan teams and helping mortgage professionals master their mindsets. Our chat with Irene isn’t just about the nuts and bolts of mortgage training—it’s about the powerful impact of self-talk, intentional communication, and building systems that truly serve the whole team.

Key takeaways:

1. Self-Talk is Your Most Powerful Business Tool: Beyond any CRM or sales script, the way we speak to ourselves daily sets the stage for everything we achieve. Irene shares hands-on techniques—like sticky notes, repetition, and using tools like the Self Talk Plus app—to help rewire your mindset and truly live into your goals.
2. WOW Training is About Communication, Not Just Compliance: Irene’s WOW program goes well beyond mortgage knowledge. It focuses on equipping loan partners and support staff with the communication skills, scripts, systems, and people skills they need to deliver an exceptional client experience—something she identified as a major missing piece in most mortgage training.
3. Most Teams Struggle with Communication, Not Skill: Breakdowns, delays, and frustration on teams and with clients are often fixable by simply tweaking how, when, and what is communicated. Role playing, tailored scripts, and clear expectations are at the heart of Irene’s approach.
4. Hiring Right Means Mapping the Role—Not Just Filling a Seat: Too many loan officers bring in support without clear job descriptions, leading to repeated mis-hires. Irene emphasizes the need for detailed job mapping, skills testing, and alignment of values and expectations, sharing her new hiring support program designed to make this process successful.
5. Stop Waiting—Delegate and Grow: Many loan officers wait too long to hire because of fear (often fueled by negative self-talk). Irene urges us to stop looking at annual salary as a barrier and instead focus on the monthly investment—reminding us that with the right person and the right systems, growth comes quickly.

If you’re ready to start shifting your business from the inside out—by working on your mindset, your team, and your systems—be sure to listen through to the end for specific tools you can implement today. And if you want to know more about Irene’s training courses or support in hiring, reach out to us or connect with Irene directly.

Thanks for joining us on Lending Leadership: The Creative Brief. If you found value in this episode, please like, subscribe, and share with your team. We’ll catch you next time!

Rach & Rinn

This week, we dove deep into one of the most commonly misunderstood (and, honestly, daunting) aspects of being a branch manager: RECRUITING. If you’ve ever found yourself wondering, “Why isn’t my company recruiting loan officers for me?” or felt overwhelmed at the thought of building a branch people actually want to join, this episode is for you.

No special guest this week—just us, Robert Fillyaw, Dave Holland, and Tom Mills—three longtime mortgage pros who’ve all walked the recruiting road ourselves. We pooled our biggest wins, hardest lessons, and no-BS tactics for attracting top talent and creating the kind of leadership teams stick with.

We unpacked why most managers strike out when it comes to recruiting, the misconceptions that hold leaders back, and what it really takes (from mindset to process) to consistently add talented loan officers to your branch—and keep them thriving. From why servant leadership trumps being a top producer, to real-world advice for avoiding bad hires, we’re sharing behind-the-scenes stories and actionable steps to help you level up.

Whether you’re a solo producer thinking about growing a team, a seasoned branch manager ready for your next hire, or just want to hear some wild recruiting stories, this is an episode you don’t want to miss.

Key Takeaways:

1. Recruiting is a Different Skill Set Than Origination: Just because you’re a top producer doesn’t mean recruiting or leadership will come naturally. In fact, the drive and “alpha” that makes someone a killer salesperson often clashes with the servant leadership needed to run a successful branch. We break down why the skills for running a branch, recruiting, and producing are unique—and why most managers should focus on building systems before diving into recruiting.
2. Relationship Management Trumps Cold Calls: Recruiting is all about relationships, not just banging the phones. Branch managers who consistently build great teams are the ones who’ve invested in genuine, long-term industry relationships—showing up, collaborating, and building trust over time. People join leaders they know, like, and respect—not strangers with empty promises.
3. Your Reputation & Operations Matter: If you can’t manage your own files, provide a smooth operations platform, or have a reputation for being difficult, recruiting loan officers will be an uphill battle. Before you even think about hiring, take a hard look at your current business: Would YOU want to work for you? If not, fix that foundation first.
4. Be Ruthless About Fit—Don’t Hire Assholes: One rough hire can poison your culture, eat up your time, and drive away good talent. We’ve all been tempted by the “win” of landing a big name or a high producer, but if someone’s a bad attitude or isn’t aligned with your values, walk away. Some of our best hires were the ones we never made.
5. Recruiting is a Long Game—Be Intentional and Sincere: Define what you want your team to look like before you start. Know your “why,” get your value proposition straight, establish a repeatable process, and commit to honest and sincere conversations. Don’t oversell or bluff—if you don’t deliver what you promised, you’ll lose people fast. Recruiting isn’t a one-time event or short season—it’s about persistent, genuine engagement.

Thanks for joining us for an honest, in-the-trenches look at what it really takes to build and lead a team in this business. Whether you’re growing your branch or thinking about making your next hire, remember: Participation in your own success starts with you, not your company. Relationships, accountability, and authenticity are the foundation of lasting recruitment and retention.

Questions or comments? We’d love to hear from you. Don’t forget to like, subscribe, and leave us a five-star review! See you next time on Lending Leadership: The Mortgage Pros.

Robert, Tom, and Dave

In our latest episode, we’re diving into a topic our audience asks about all the time: event planning. We know great events don’t just happen—they’re meticulously crafted and strategically funded, often supported by thoughtful sponsorships. To help us unpack the “what, why, and how” of event planning, we welcomed a very special guest: Melanie Schuyler, HMA's event director, who has become a true pro at turning ideas into successful, unforgettable gatherings.

Melanie has worn many hats—social media, graphic design, and event planning—but it’s her passion and expertise for organizing events that have made her such a powerful force behind some of the most effective industry meetups on our calendar. In this candid conversation, she shares lessons learned from trial and error, the power of preparation, and why a solid checklist can be your event’s best friend.

Key takeaways:

1. Preparation is Everything: The success of any event hinges on meticulous planning. Even details as simple as extra copies of seating charts or prepared name tags can make all the difference. And remember, mistakes are simply opportunities to improve your next event!
2. Delegate and Assign Clear Roles: Don’t try to go it alone. Bring in extra hands, assign tasks before the event, and allow others to help. This frees you up to focus on being the connector and leader during the event itself.
3. Build Relationships with Sponsors: Sponsorships don’t have to feel awkward. Start with partners you already know, offer them genuine value (visibility, face time, swag tables), and see your events become more affordable and impactful for everyone.
4. Make the Attendee Experience Seamless: Consider every part of the attendee’s journey—from finding the venue, to the room flow, to making newcomers feel welcome with clear signage and purposeful table arrangements. Creating a friendly, anxiety-free environment pays off in engagement.
5. Always Be Promoting the Next Event: Use your current captive audience to your advantage! Put up easy-to-scan QR codes, distribute event cards on tables, and get feedback through simple surveys. This helps you fill the next room and lets the audience shape future topics and formats.

Whether you’re a new loan officer planning your first happy hour or a seasoned pro looking to scale up your annual rally, Melanie’s advice and our group’s discussion is packed with actionable, real-world tips. And remember—just start. No event is perfect the first time, but every event is a step toward excellence.

Have questions or want help planning your event? Drop us a DM or comment. We’re here to help you turn ideas into experiences that build lasting business relationships.

Don’t forget to subscribe to Lending Leadership for more creative strategies and expert guests. We’ll catch you next time!

Rach & Rinn

We just hit the halfway point of the year, so in this episode, we’re laser-focused on the power (and necessity) of a mid-year business plan review for loan officers. A lot of us are feeling that “summer swagger,” but we caution against getting too comfortable—complacency can easily sneak in when business is looking good. With uncertainty looming in Q3 and Q4, this is the prime time to double-check, re-engage, or even re-invent your business strategy.

Today, Robert Fillyaw, Tom Mills, and Dave Holland dig into why this check-in matters, how to recalibrate when things drift off course, and what actions you can take right now to position yourself for a strong year-end finish.

Key takeaways:

1. A Business Plan is Only as Good as Its Execution: Writing down big goals once a year is not enough. True success comes from having specific, actionable steps—and reviewing them regularly. If you’re not following your plan, dust it off and start today.
2. Focus on Activities, Not Just Outcomes: It’s easy to obsess over volume and production numbers, but the actions you take daily and weekly are what ultimately drive results. Set goals around calls made, meetings scheduled, or new relationships started—not just closings.
3. Don’t Get Complacent with “Comfort Food” Activities: It’s tempting to spend time on easy, non-revenue-generating tasks like tinkering with your CRM or helping with file conditions. Instead, prioritize calling your database, meeting with agents, and other activities directly tied to building your pipeline.
4. Accountability and Peer Support are Game-Changers: Whether it’s a coach, teammate, family member, or trusted peer, having someone to hold you accountable (and vice versa) massively increases your chances of hitting your targets. Don’t try to do it alone.
5. Requalify and Refresh Your Agent Relationships: Take the time mid-year to evaluate your partner list. Stop chasing agents who no longer produce and replace them with qualified, active ones. This renewed focus can inject fresh energy and new business into your pipeline.

We’re halfway through the year, but it’s never too late to get back on track—or even to start from scratch if you need to. If you’re stuck, reach out to us directly for help, ideas, or accountability partnership.

If you found value in today’s episode, please hit subscribe, leave us a review, and share the episode with your fellow mortgage pros. Thanks for joining us on Lending Leadership: The Mortgage Pros. Let’s finish this year stronger than we started!

Robert, Tom, & Dave

In this episode, we get right to the heart of what truly makes brands and businesses connect with their audiences: storytelling. In a world increasingly dominated by AI-generated content and relentless marketing noise, how do we stop sounding salesy and start sounding human? That’s what we wanted to dig into today.

We’re thrilled to be joined by Sara Lohse, founder of Favorite Daughter Media, co-founder of Branded Media, and the author of “Open This Book: The Art of Storytelling for Aspiring Thought Leaders.” Sara is an absolute authority on harnessing authentic storytelling for business—whether you consider your industry “boring” or bursting with personality. We’ve had the pleasure of working with Sara through Branded Media, who produce this very podcast, and we couldn’t wait to have her share her wisdom directly with our listeners.

We cover a wide range of topics—from overcoming the fear of vulnerability, to how even simple or funny stories (like getting an embarrassing tattoo in Ireland) can transform a business, to why authenticity and relatability matter more than a picture-perfect “Hallmark movie” narrative. Sara walks us through the pitfalls of forced vulnerability, the importance of storytelling in even the most mundane industries, tips for concise but compelling stories, and how AI fits into the evolving landscape of brand voice and connection.

Whether you’re a mortgage professional trying to remember that storytelling is for you, too, or a business owner anxious about keeping it “real” in your marketing—this episode gives you both inspiration and actionable takeaways for finding and sharing your voice.

Key takeaways:

1. Authenticity Wins in a Noisy World: Real, personal, and human stories are more important than ever. With the rise of AI, people are craving genuine connection—they want to know what’s real and who is behind a business. Storytelling is something AI can’t replicate, and it’s what sets you apart.
2. You Don’t Need a “Big Traumatic Story”: Not all stories have to be heavy, sensational, or deeply personal. Start small: share light, funny, or everyday moments that are easier to talk about but still let people in. The most relatable stories are usually the small, “in-between” moments, not just the rags-to-riches journeys.
3. Keep it Concise—But Make People Feel Something: There’s no one right length for a story. Sara’s exercise—summarizing your story in 11 words, or even three—proves that brevity can be powerful. What matters is that your story, no matter how short, makes someone feel something. Details should serve the connection, not overwhelm it.
4. Match the Story to the Purpose: Not every story belongs everywhere. Personal stories build likability and connection, while business-related stories showcase your credibility. Avoid shoehorning a personal/emotional story onto a business pitch where it doesn’t fit—give your stories the right context and let them do their job.
5. Message First, Story Second: Instead of forcing a story to fit a message, start with the lesson or takeaway you want to leave with your audience—then tell the story of how you learned that lesson. This approach feels authentic and naturally connects your story to your goal without “emotional manipulation.”

BONUS: We also get the story behind the Favorite Daughter Media name, tips on how to work with AI (“it’s an assistant, not an employee!”), and a hilarious behind-the-scenes podcasting mishap that proves authenticity always trumps fabrication.

Get your copy of Sara's book at https://a.co/d/5IJl0L8.

Don’t forget to subscribe at LendingLeadership.com or on your favorite podcast platform so you never miss an episode. Thanks for listening—we’ll catch you next time!

Rach & Rinn

On today’s episode, we’re diving deep into what borrowers are really looking for in 2025, 2026, and beyond. With Dave Holland, Tom Mills, and Robert Fillyaw at the roundtable, we explore how borrower expectations have shifted in our tech-driven world. We reflect on where the industry has come from—remembering handwritten directions, in-person meetings, and even FedEx’d disclosure packets—and contrast those experiences with today’s landscape of instant information, online applications, and the ever-growing influence of online reviews and social media.

This conversation will bring you decades of firsthand insight from the three of us as originators and leaders in the business. We'll talk about the new realities facing mortgage pros, from dealing with savvier, more informed clients to balancing high-touch service with the need for instant gratification, and how to avoid getting left behind as the market continues to change.

We discuss everything from the commoditization of our roles to how to stand out as a trusted advisor, and offer tactical strategies to ensure you’re not losing deals you never really had in the first place.

Key takeaways:

1. The Borrower Has Changed—And You Need to Change Too: Borrowers in 2025 and beyond are savvier and faster-paced. They’re better educated, do extensive research, and want instant access to information—without sacrificing full-service support. If you’re not adapting to this shift, you risk becoming obsolete.
2. Building Trust and Value is the Cure for Commoditization: Online tools and information can make mortgage professionals feel like a commodity. The key is positioning yourself as a trusted advisor by adding context, expertise, and human value that clients can’t get from rate-shopping alone.
3. Online Reviews and Personal Brand Matter More Than Ever: Borrowers trust online reviews, often more than recommendations from friends or realtors. Building a strong digital reputation—and using it tactically in your interactions—can be the differentiator that wins you business in competitive situations.
4. Rapid, Responsive Communication (“Speed to Lead”) is Non-Negotiable: Today’s clients expect immediate acknowledgment and answers—whether by text, call, or app alert. Failing to provide real-time communication can quickly send borrowers to online lenders or your competitors.
5. Lean Into Technology, But Don’t Lose the Human Touch: Digital point-of-sale (POS) systems and online apps simplify the process, but don't let them replace personal connection. Schedule consultations, ask open-ended questions, and take time to really listen—your ability to assess and address individual borrower concerns remains your best sales tool.

We hope you find these insights as valuable as we do. Join the conversation—let us know what’s working for you as you adapt to the needs of today’s and tomorrow’s borrowers!

Robert, Tom, and Dave

Today, we’re especially excited to introduce you to someone who literally grew up dreaming of being a loan officer. We’re talking about Lindsay LaBonte—who, from childhood, was inspired by her father’s dedication to helping families achieve the American dream of homeownership. Lindsay joins us to share her unique journey into the mortgage business, including taking over her family’s legacy branch, becoming a branch manager, and how she built a purpose-driven team—all while balancing life as a wife and mother.

In this episode, we dive into Lindsay’s early exposure to the industry, her resilience through market downturns, and the personal evolution she’s gone through as both a leader and a mom. We discuss her decision to join HMA Mortgage, how she navigated the complexities of change with her team, and her hands-on strategies for building a supportive, high-performing branch. Lindsay also opens up about the realities of being a successful female leader in lending and the power of asking for help. Finally, we touch on her holistic approach to marketing, why genuine connection matters more than ever, and how she’s adapted to a more digital world while never losing sight of the people at the center of her work.

Key takeaways:

1. Growing up in the Business Creates a Unique Perspective: Lindsay’s early immersion into the mortgage industry—shadowing her father, interning as a teenager, and witnessing the realities of entrepreneurship—provided her with a rare foundation of both technical know-how and a passion for serving her community.
2. Surviving and Learning Through Market Downturns: Experiencing the 2008 housing crash from the inside out gave Lindsay an invaluable sense of caution and resilience. She learned the importance of strategy, adaptability, and conservative planning—skills that have impacted her leadership approach and decision-making ever since.
3. Building Team Culture Through Self-Awareness and Support: Lindsay reveals how her growth as a leader accelerated after becoming a mother, learning to ask for help and intentionally surrounding herself with team members whose strengths complemented her own. She emphasizes leveraging tools like strength assessments, coaching, and a willingness to let go of perfectionism in order to create a thriving, supportive environment.
4. Choosing the Right Company is About Values, Not Perks: Lindsay’s thoughtful, thorough process in transitioning her branch to HMA Mortgage highlights the importance of company culture, core values, and authentic relationships. For Lindsay, it was never about the flashiest signing bonus—but about ownership, people, and alignment.
5. Real Marketing is about Genuine Connection: In today’s digital-first world, Lindsay focuses on transcending transactional relationships by using technology as a tool to enhance personal connection. Her approach blends modern marketing techniques with old-school relationship-building, ensuring past clients and referral partners feel valued far beyond the closing table.

If you’re a loan officer—or any leader—seeking inspiration on intentional growth, female leadership, or how to weather industry highs and lows with grace, this is the episode for you. As always, DM us for resources like the “Acts of Freedom” worksheet, or reach out to Lindsay directly for support, especially if you’re navigating change, building your team, or balancing motherhood and a mortgage career.

Join us next time as we continue diving deep into leadership, lending, and the stories that fuel our industry. Don’t forget to like, share, and subscribe—your journey to intentional lending leadership starts here!

Rach & Rinn

In this episode, we’re digging deep into a hot topic that’s on every loan originator’s mind: the reality check on the long-awaited refinance (refi) boom. Dave Holland and Tom Mills break down what these new market predictions mean for your business plan, why it’s time to stop waiting on refis, and how to adapt for sustained success.

Key Takeaways:

1. The Refis Aren’t Coming—Time to Pivot: The long-awaited refinance boom isn’t materializing this year, and likely won’t until late 2025 or beyond. Relying on a sudden influx of refi deals to save your business is a risky bet.
2. Focus on What You Can Control: Your daily activity, the quality of your outreach, and nurturing your referral sources are more important than ever. Relentlessly contact your realtor partners, relationship sources, and database, and focus on sustainable business instead of waiting for a market shift.
3. Sharpen Your Skills and Embrace Change: Now is the time to double down on your learning, adapt to industry changes, and refine your value proposition. The market is evolving fast, and standing still means falling behind—rookie LOs who hustle are taking market share.
4. Diversify Product Offerings and Networks: Expand into less-traditional loan products like non-QM or standalone seconds to help fill the business gap, and reach beyond realtors to financial planners, accountants, and other professionals who can refer business.
5. Mindset and Personal Wellbeing Make All the Difference: Surviving tough seasons requires controlling your mindset, supporting your mental health, and building a solid routine. Take the time to reassess, write a new business plan (even if it’s just for the next six months), and honestly evaluate what’s working—and what needs to change.

If you’re feeling stuck or in need of a sounding board, we’re here. We offer leadership and coaching calls for anyone wanting to retool their strategy, no strings attached. Drop your questions, send us your episode ideas, and let’s tackle the second half of the year together.

Let’s get after it—the market may not deliver the boom you hoped for, but opportunity abounds for those ready to grow, adapt, and lead.

Robert, Tom, and Dave

In this episode, we’re thrilled to sit down with Mike Whiteaker—HMA Team Leader, Senior Loan Officer, and a five-time Scotsman Guide Award winner. Mike joins us to pull back the curtain on what it really takes to thrive in the mortgage business, moving beyond the resume, titles, and traditional questions to dig into the marketing, mindset, and creative strategies that have set him apart.

We kick things off by exploring the fun, kitschy video content Mike is known for—especially his trademark "Home Buyer Tip" segments. Mike shares how he found his voice and built a personal brand by embracing humor, authenticity, and a bit of goofiness. Together, we discuss the importance of letting your true personality shine through in an industry that can sometimes feel intimidating or overly buttoned up.

We also talk about the realities behind achieving—and sustaining—elite status in the industry, as Mike describes the persistence, networking, and focus on client experience that have guided his journey to five consecutive Scotsman Guide wins. Beyond accolades, he gets candid about why it’s important not to rest on past achievements, but to keep striving and innovating year after year.

Throughout the conversation, we share real-world insights about productivity, work-life balance, leveraging a support team, and even knowing when to let go—like choosing not to attend every closing in person as your volume grows. Plus, Mike opens up about the creative problem-solving and “rescue” deals that come his way, and why having the right team and mindset can be the difference between a closed loan and a lost opportunity.

Key takeaways:

1. Authenticity is Your Edge: In a crowded market, the willingness to show your true self—quirks and all—can be the key to building rapport with clients and standing out from the competition. Mike’s homebuyer tip videos, co-starring his wife Shelby, have helped him foster trust and approachability before he even meets clients in person.
2. Don’t Rest on Past Successes: While accolades like the Scotsman Guide Award are meaningful, Mike stresses the importance of staying focused on growth, improvement, and what you’re doing next, rather than getting comfortable or complacent.
3. Creativity Goes Beyond Marketing: Problem-solving in lending often requires just as much creativity as making content. Mike shares how finding unique paths for unconventional or “rescue” deals is a form of creativity that truly delivers value to clients and referral partners.
4. Delegate and Build Your Team: As your business grows, learning to delegate—especially by leveraging loan partners or assistants—is critical for scaling. Mike candidly discusses the challenges of letting go and trusting your team, but ultimately points to delegation as the groundwork for reaching the next level.
5. Make Smart Choices About Your Time: There’s no shame in letting go of the expectation to attend every closing in person, especially as your volume increases. Instead, be strategic—focus on attending those that help cement new relationships or celebrate particularly hard-won deals, and use technology or a personal touch via calls and texts to maintain connection with every client.

We hope you enjoy this deep dive into the realities of lending leadership, marketing with authenticity, and building a high-performing business—straight from one of the industry’s best. Make sure to follow Mike Whiteaker for more creative mortgage content, and don’t forget to subscribe for our next episode of Lending Leadership: The Creative Brief!

Rach & Rinn

In today’s episode, we’re shifting gears from the technical, loan-specific questions we tackled last week and diving deep into something even more foundational: the importance of leadership and coaching in the mortgage business.

We dig into tricky questions about ego, mindset, setting boundaries, the fear of both failure and success, and knowing when—and how—to seek out coaching. This isn’t a polished, scripted Q&A: we haven’t seen these questions ahead of time, so what you’re hearing are our genuine, from-the-heart insights, mixed with a little bit of humor and plenty of real-world perspective from our own experiences as mortgage leaders.

Whether you’re struggling with self-sabotage as your momentum grows, wondering if you really need a coach or just better time management, or feeling shaky after a slow year, we’ve got you covered with candid advice that pulls from both personal stories and industry observations.

Key takeaways:

1. Coaching is Not About Being Told What To Do—It’s About Growth: We challenge the idea that being coached means simply following orders. Instead, we see coaching as a co-pilot role, much like the pilot and co-pilot dynamic in aviation—someone there to help you operate at your highest level, catch blind spots, and elevate your performance. Even “the goats” (Tom Brady, Michael Jordan) have coaches.
2. Ego Can Cap Your Success (and Everyone Needs a Coach): No matter how successful you are, ego can put a ceiling on your growth. We share personal stories about letting go of “I’ve got this” mentalities and embracing guidance. The mortgage world doesn’t require the years of formal education other high-income fields demand, so continuous learning and coaching are key to building excellence and longevity.
3. Boundaries and Coaching Go Hand in Hand: The mortgage industry will take as much as you’re willing to give. Setting healthy boundaries isn’t just about protecting your time—it’s about making your success sustainable. A good coach (not just a paid professional, but anyone who can provide accountability) helps reinforce and uphold those boundaries, so you can operate effectively without burning out.
4. Overcoming Fear of Success and Self-Sabotage: Success can be just as scary as failure, leading some to unintentionally hold themselves back. The solution often lies in understanding your worth, clarifying your “why,” and being unapologetic in pursuing your goals. When guilt or discomfort around success arises, channel it into service or giving back—but don’t let it dim your drive.
5. Build Confidence By Controlling the Controllables—and Start Small: When business is slow, confidence can tank. The answer isn’t to obsess over your numbers, but to zero in on daily disciplines and small wins: making your calls, writing thank you notes, committing to simple, actionable promises to yourself. Trust is built through consistency in these routines, and confidence naturally follows as you see progress.

Whether you’re considering if you really need a coach, fighting to maintain balance, or simply wanting to level up your mortgage career, we hope today’s episode inspires you to reframe coaching, invest in yourself, and build habits that set you up for success—both personally and professionally.

Don’t forget to send us your questions for upcoming episodes, leave a five-star review, and subscribe so you never miss an episode. Until next time, keep leading—we’re in this together!

Robert, Tom, & Dave

On today’s episode, we’re taking you behind the microphone for a podcast about podcasting. We’re joined by our good friend Larry Roberts of LarryRoberts.com and Red Hat Media—a true podcasting pro with years of experience helping brands and individuals grow their authority in the digital space.

Whether you’re a loan officer curious about starting your own show or just wondering if there’s still room to stand out in a crowded podcast world, we’re digging deep with expert advice and actionable tips. From overcoming nerves to getting the right gear and harnessing the power of storytelling (and even AI!), we cover everything you need to know to start or level up your podcast journey.

We dive into what it really takes to build authority as a loan officer, real estate professional, or entrepreneur in today’s digital world. Larry explains why having a podcast is one of three pillars (alongside a book and speaking engagements) for becoming a recognized leader in your industry. We talk about guesting on other shows as a low-pressure entry point, bust myths about podcast oversaturation, and unpack the power of authenticity: why listeners crave real, unscripted conversations.

Larry shares his own behind-the-scenes journey: from comedy podcasts in a corporate cubicle to being called into HR for “too-blue” content, to finding his stride with shows that are as unique as their hosts. He recounts the lessons from awkward early recordings to using AI tools—and how the reputation around these tools is shifting fast.

We also get technical: lighting, microphones, cameras, and recording environments. Whether you’re thinking about just hitting record on your closet or building a pro-level home studio, Larry demystifies the process and proves you don’t need to break the bank to get started.

And for those worried about “what would I even talk about every week?”—we discuss practical ways to use AI (like ChatGPT) to spark fresh episode ideas, build scripts, and keep your content pipeline flowing.

Key Takeaways:

1. There’s Still Room for Your Voice: Despite there being 4 million podcasts worldwide, only about 8% are truly active. The market isn’t as crowded as it seems—especially if you let your authentic self shine through. No one else can cover your topics with your unique experiences and perspective.
2. Start as a Guest to Get Comfortable: If launching a show feels intimidating, try guesting on other podcasts first. It builds connections, exposes you to new audiences, and helps you decide if hosting is right for you.
3. Authenticity Beats Perfection: Don’t get stuck trying to sound like an announcer or over-polishing everything. Real, relatable conversations outperform corporate, stiff presentations every time—especially in media like video and podcasting.
4. Invest in the Basics, But Keep It Simple: Good lighting, a decent camera, and an external microphone are your best friends. Even a quiet closet works as a home studio. Don’t let tech overwhelm you—start with what you have and upgrade as you go.
5. Leverage AI for Content Creation: For those panicking about topics, AI tools like ChatGPT can generate episode ideas, outlines, and even scripts. They’re not “cheating”—they’re accelerators for your creativity and efficiency. The stigma is fading fast; even publishers are celebrating AI-assisted work.

From sharing laughs about being “too chatty” in class to building sustainable influence in your field, this episode is packed with encouragement and practical steps for anyone considering the podcast path. Whether you want to be on the mic, behind the scenes, or somewhere in between, we hope you walk away ready to make your ripple in the podcasting pond.

Over the past few months, we’ve seen a real uptick in listener engagement, and we love it! So this episode, we wanted to do something a little different. Instead of focusing on a set topic, we dove into our mailbag and tackled the questions you, our listeners, have submitted via our site. We’re always striving to keep the show relevant and helpful, and what better way to do that than by answering what’s on your mind?

We had a lot of fun with this format, and based on the volume and quality of the questions, we’re sure we’ll revisit it in future episodes.

Key takeaways:

1. Take Ownership of Your Lead Generation: If you suspect your manager is cherry-picking the best leads, the consensus is clear: build your own book of business. Relying solely on company-fed leads limits your growth and options. Approach sensitive conversations professionally, but never let frustration breed office drama.
2. Understand Your Competition and Pricing Structure: Losing deals on rate? Be sure you’re comparing apples to apples. Different lending models (big banks, credit unions, brokers) often have radically different compensation and support structures. Know what you offer, and if you’re consistently losing to legitimate competitors despite offering value, consider whether your company’s platform is truly supportive.
3. Get Savvy With Unconventional Income Sources: We shared firsthand experience closing mortgages for borrowers with income from platforms like OnlyFans. The bottom line? It’s just like any self-employment income: document it well, look for a reasonable earnings history, and be prepared to navigate more complicated tax scenarios.
4. Boundaries Are Essential—Not Optional: Whether it’s aggressive noncompete agreements or clients texting at midnight, setting and maintaining clear boundaries is key to long-term success (and sanity). Don’t let fear of missing out undermine your values or livelihood. The right partners and clients will respect your professionalism.
5. There Are Many Paths to Prospecting Success: Not every successful originator cold calls! Open houses, adding value as a subject matter expert, strategic “warm” introductions, and consistent social media presence all work. The crucial ingredient is consistency and finding the method that aligns with your strengths and target audience.

We appreciate every question and story you bring us. If you liked this episode, please hit that like button, leave us a five-star review, and most importantly—keep sending those questions! We’re here to support you in building a business and a life you can be proud of in the ever-changing world of mortgage lending.

Robert, Tom, & Dave

In this episode, we’re diving deep into what it truly means to stand out as a loan officer in today's crowded marketplace. We’re joined by the dynamic Trevor York from Linkspot, whose fresh perspective and storytelling skills left a lasting impression at our recent sales rally. His now-famous mantra, “different is better than better,” has inspired many in our network to break away from the pack and redefine what connection really means in client relationships and personal branding.

Together with Trevor, we explore why authenticity and creativity should take priority over the old standard of competence marketing in lending. Trevor shares the journey that led him from feeling like an outlier in a traditionally conservative industry to becoming a creative force, guiding others to find their voice, communicate with confidence, and forge more meaningful links with their communities. He also sheds light on the psychology of trying “something different,” and how overcoming fear can lead to memorable, resonant branding.

We also get personal—discussing everything from unique gift-giving to the roles that alter egos, personal quirks, and hobbies can play in building a brand that’s both memorable and true to you.

If you’re looking for actionable tips, permission to take creative risks, and an inside look at why standing out is the new standard for success in lending, this is one episode you won’t want to miss.

Key takeaways:

1. “Different is Better Than Better”: Trevor unpacks why differentiation beats perfection in today’s lending landscape. Being the best doesn’t matter if you’re invisible—standing out by being truly yourself is what captures attention and builds relationships.
2. Lead with Connection, Not Just Competence: Too often, loan officers default to showcasing their expertise and products. Trevor (and our own experiences) highlight that personal stories, thoughtful touches, and unexpected gifts create lasting bonds and help you move from “just another loan officer” to a memorable partner in your clients’ journeys.
3. Creativity Requires Courage: Embracing originality can feel risky, especially in industries built on proven templates. Trevor’s advice: the first step is always the hardest, and often all you need is permission to do the thing you’ve wanted to try. The payoff is well worth pushing through the discomfort of “different.”
4. Let Your Brand Reveal Itself: You don’t need to invent a “shtick” or rigid persona. Instead, let your interests, quirks, and day-to-day life naturally inform your branding. Whether it’s a love of dogs, hiking, or pickles, small authentic details make you relatable—and your marketing all the more engaging.
5. Reverse Brainstorming for Better Content: Trevor’s favorite exercise for improving marketing is to flip the script: identify what makes bad content, then do the opposite. This simple, honest reflection uncovers exactly where you can stand out and breaks through creative blocks, whether you’re posting on social media or interacting with clients.

Tune in, take notes, and get ready to start doing things differently—because better is good, but different makes you unforgettable.

Don’t forget to like, subscribe, and follow Trevor for more inspiration, or reach out if you’re ready to have him energize your next event. As always, thanks for joining us on Lending Leadership: The Creative Brief.

Rach & Rinn

On today’s episode, we decided to kick back, relax, and embrace a looser format. With Tom out and just the two of us, Robert Fillyaw and Dave Holland, at the helm, we traded structure for a little “chewing the fat.” From Vegas trips and Grateful Dead concerts to AI’s impact on mortgages and the existential debate over one gorilla versus a hundred men, no topic was off-limits.

We took a deep dive into how AI is changing the way we work (and parent), the industry’s consolidation, and even made bold predictions for the next football season. If you're looking for a heavily scripted mortgage masterclass, you might want to skip ahead—today is all about real talk and laughs between two industry veterans.

Key takeaways:

1. No Topic Is Too Off the Wall When You’re Among Friends: Sometimes, the best insights come when you loosen up the format. From Las Vegas trip stories to viral internet debates, unstructured conversations can spark fresh perspectives and authentic laughs—essential for creating meaningful connections in any business.
2. AI Is Reshaping Both Our Industry and Daily Life: We explored how AI is influencing loan origination processes, underwriting, and even our email communications. While it won’t replace the human touch, embracing AI is becoming non-negotiable for mortgage professionals who want to stay relevant and efficient.
3. Critical Thinking Still Matters—Especially for the Next Generation: Our banter about using AI in schoolwork led us to reflect on the value of developing independent problem-solving skills. AI is a powerful tool, but it shouldn’t become a crutch that stunts intellectual growth, especially for the next generation of leaders.
4. Consolidation Is Accelerating, and Adaptability Reigns Supreme: The mortgage industry’s long restructuring period is forcing weaker players and less-adaptive LOs out. Those who focus on relationships, technology, and advisory roles will thrive, while others will get left behind as fewer originators handle more business.
5. Diversification, Fun, and Connection Matter Too: Whether you’re debating football schedules, planning Napa wine tours, or joking about flat-earthers at a Dead show, making room for camaraderie and personal connection can help sustain morale and creativity in a tough market.

Thanks for joining us for this no-holds-barred episode of Lending Leadership: The Mortgage Pros. If you’re feeling lost in the mortgage maze or just want to chat business, leadership, and strategy—drop us a line. No pressure, no expectations, just good conversation.

Don’t forget to hit subscribe and leave us that five-star review—we appreciate every single one.

Until next time, this is Robert and Dave, reminding you: the only constant in mortgages—and life—is change. Stay curious, stay connected, and keep leading.

Robert, Tom, & Dave

This week, Rachael sits down with friend and coworker Amy Malamut, who brings a truly unique perspective to the table. Amy spent over a decade as a divorce attorney, and now she’s a leading mortgage loan officer and part of one of New Jersey’s top teams at HMA Mortgage. It’s this rare combination of legal expertise and mortgage know-how that makes Amy the ideal guest to walk us through the overlooked pitfalls—and critical opportunities—presented when real estate and divorce collide.

In this episode, we dive deep into why the mortgage process is often left until the last minute during divorce proceedings, and the costly consequences that can result. Amy shares eye-opening real-world stories about clients who did everything right by coming to her early—and some who waited until the eleventh hour and faced far more stressful outcomes.

Key takeaways:

1. Start the Mortgage Conversation Early: Too often, mortgage solutions are considered last during a divorce, leaving people scrambling and sometimes unable to keep their homes. Engaging a mortgage professional who understands divorce (like Amy) early in the process provides more—and better—options for everyone involved.
2. Boilerplate Language Isn’t Enough: Standard divorce agreement text often sets unrealistic deadlines (like 60-90 days to refinance and buy out a spouse). In reality, traditional mortgage guidelines may require six months of documented income (e.g., alimony), making early planning and customized agreements essential.
3. Credit is Crucial—And It Can Be Managed: Divorce is a major life event where credit can suffer due to unpaid bills, intentional or not. Start monitoring your credit before the divorce is finalized—many mistakes can be corrected if caught early, and a plan can be put in place to improve creditworthiness.
4. Prequalification Isn’t a Guarantee: A basic prequalification from the family bank isn’t enough—especially when income like alimony or child support plays a central role. Only a thorough preapproval, with a review of legal and financial documents by a specialized mortgage professional, will reveal your true mortgage readiness.
5. Ask the Right Questions: For realtors and attorneys, it’s vital to ask divorce-specific questions: Where are clients in the divorce process? What is the duration of alimony or child support? What’s the current credit situation? Are there any liens or outstanding judgments? If you’re unsure or uncomfortable, refer to an expert who can gather sensitive info compassionately and strategically.

Divorce is difficult enough without added financial surprises or setbacks. If you or someone you know is facing these challenges, don’t hesitate to get expert advice early. We’ll have Amy’s contact info and social links available in the episode notes—share this with anyone who might need it!

Download Amy's Divorce Income Analyzer.

Thank you for tuning in to Lending Leadership: The Creative Brief—we’ll see you next time!

Rach & Rinn

On today’s episode, we opened up about one of the most pivotal (and misunderstood) transitions in the industry: moving from being a successful loan officer to stepping into a leadership role. If you’re thinking about taking the leap from originating to managing or leading a team, this is the episode you can’t afford to miss.

We dove deep into the real-life challenges of going from loan officer to leader—how it’s not a “next-level” for everyone, why personality fit matters, and the truth about compensation and workload. We reflected on the industry-wide leadership shortage and why many high-producers struggle in management positions. From the pitfalls of riding your own pipeline to the ego-checks required to lead successfully, we covered it all. We also explored the tough moments of leading peers who were once your direct competition and how to build a team culture rooted in service, not just numbers.

Key Takeaways:

1. Leadership Isn’t the “Next Step” for Every Top Producer: We can’t emphasize this enough: just because you’re a top-producing loan officer doesn’t mean your next move has to be leadership. Not everyone is cut out to manage people, and there’s nothing wrong with choosing to excel as an LO. In fact, many who try to make the leap end up less happy and sometimes less successful.
2. The Skillset for Great Origination Isn’t the Same as for Great Leadership: As we discussed, being a great originator takes hustle and ego—you’re in control and you can grind your way out of a bad month. Leadership, on the other hand, requires humility, patience, long-term consistency, and a genuine interest in empowering others. It’s a slower burn and a completely different mindset.
3. Servant Leadership and Ego-Checking Are Non-Negotiables: Success in leadership requires putting others first, checking your ego at the door, and practicing servant leadership. It’s about helping your people get on the leaderboard—not just staying at the top yourself. If you can’t let go of being “number one,” leadership won’t be satisfying or productive.
4. Be Ready for Less Money (and More Work)—At Least at First: Don’t make the move thinking you’ll immediately earn more or work less. The reality is, overrides and management compensation often don’t match what top LOs earn personally until much later—if ever. Plus, you’ll likely work more hours and shoulder greater mental load, especially at the onset.
5. Consistency, Vulnerability, and the Willingness to Grow Matter Most: From holding the line equally with friends and former competitors, to taking honest feedback, to investing in your own development (sometimes with a coach), the best leaders thrive on ongoing learning and consistent, fair standards. Micromanaging or slipping into favoritism—intentionally or not—can be disastrous for team culture.

We hope today’s episode clears up some of the myths around “climbing the ladder” and helps you clarify your own goals and motivations. If you’re already in leadership and have stories or lessons learned, or if you’re considering the jump and want to talk through what to expect, we’d love to hear from you!

Don’t forget to like, subscribe, and share—so you never miss an episode of Lending Leadership: The Mortgage Pros.

Robert, Tom, and Dave

Today, we dove straight into one of the fundamental questions every loan officer and marketing professional faces: what really is marketing, and what is it not? With both of us—Rachael Tresch and Corrine Bibb—on the mics this week, we brought the full energy of our marketing circus to the conversation, painting a vivid picture about how all the moving parts of marketing, from advertising to PR to sales, fit together into a cohesive strategy.

To kick things off, we set the scene with our “circus analogy.” We walk you through the difference between advertising, promotion, publicity, public relations, sales, and how it all rolls up into marketing. Throughout the episode, we explore why so many people stop at just promoting (walking the elephant through town) and overlook the full, strategic process of marketing that can drive real business results.

We dig into why layering is key to a successful marketing plan, examine why consistency and business planning are so crucial, and share ideas for reaching your desired audience without overwhelming them—or yourself. As always, our discussion is filled with practical steps, candid reflections, and a little encouragement to keep things simple and strategic—no need to juggle it all at once.

We round out the episode with a challenge: take a hard look at your own marketing strengths and gaps (SWOT time!), and really define who your target client is. And as always, we invite you to share what you’re learning, what works for you, and where you might be stuck—after all, we’re all in this circus together.

Key takeaways:

1. Marketing Is the Whole Circus, Not Just the Elephant: Marketing isn’t just one action like a flyer or a single event—it’s the strategic plan that brings together advertising, promotion, publicity, public relations, and sales. Only by combining these can you truly create impact.
2. Consistency and Planning Trump “Spray and Pray”: Effective marketing isn’t about doing everything at once or randomly trying tactics. It’s about consistent, strategic actions over time. We encourage planning well ahead—sometimes even pushing a great idea out a month or two—to execute each piece thoughtfully.
3. Know Your Audience and How They Absorb Information: People internalize messages in different ways and at different times. Hitting your audience with consistent messaging across multiple channels—and repeating it often—is essential, as is tailoring your approach for different “learning styles.”
4. Layering Beats Overwhelm: No one expects you to master every aspect of marketing overnight. Start with a plan, then build layers—adding new tactics and tools as you go. Give yourself grace, avoid burnout, and learn which areas you naturally thrive in (and where you shy away).
5. Do a Personal SWOT & Define Your “Who”: Take stock of your own strengths and challenges when it comes to the components of marketing. Analyze your database and customer trends to define your avatar and target audience. The simplest strategies, grounded in clarity about your goals and your audience, are often the best.

We’d love to hear your stories, your ideas, and how you define “marketing” in your own practice—reach out and let us know! Don’t forget to like, comment, and share the show, and remember: we’re all in this circus together, so let’s make our acts the best they can be. See you next time!

Rach & Rinn

We kick off by defining exactly what constitutes a “refi boom” in today’s environment, why it’s so crucial to be perpetually ready, and how market volatility presents both challenges and windows of opportunity. We dissect the importance of staying in front of your database, leveraging automation, and differentiating yourself from the big servicers who are sharpening their tools for this very moment.

We don’t just stop at theory — we walk through practical ways to segment and reach your client list, how to coordinate with your team and operations, the role of automation, and why it’s vital to maintain your purchase pipeline even when refis are flying in. We also get candid about what happens if your company isn’t up to speed, and why the next boom won’t look anything like 2021. Throughout, we share both tactical tips and strategic mindset shifts to maximize your opportunities, build lasting client relationships, and keep your business future-proof.

5 Key Takeaways:

1. Refi Boom Readiness is Year-Round: A true refinance boom isn’t just about market conditions — it’s about being prepared. We agree that when refis hit about 30% of your book, it feels like a boom. But even a 10–20% increase can be a windfall if you’re ready. Stay in contact with your database all year, not just when rates drop, and always be building your list of ready-to-go clients.
2. Database Is Your Goldmine (Not Just “Past Clients”): We emphasize killing the “past customer” mentality. They are not just past clients but ongoing customers and sources of future business and referrals. Keep conversations rolling, future-cast savings at target rates, and position yourself as a lifelong advisor, not a one-time lender.
3. First to the Client Wins: Big servicers are poised to grab your clients the moment rates drop. If you’re not already in touch, you’re behind. Strategies like soft pulls, delayed payoffs, and rapid file-building can help you retain control and outmaneuver the competition. Speed and proactive communication are your best defense.
4. Systematize and Segment for Speed and Scale: When the boom hits, it’s triage time: prioritize easy wins (streamlines, high LTVs, clean files) and utilize automation for outreach. Don’t let the three-hour “maybe” conversations slow you down — stack the easy deals fast and keep your purchase pipeline healthy. Prepare your ops teams and insist on a company-wide readiness plan.
5. Booms Don’t Last — Stay Balanced and Financially Wise: The refi boom is real but fleeting. We talk frankly about how the 2021 boom brought “fake business, real money.” Don’t mistake temporary earnings for a new normal. Keep your eye on your core purchase business, maintain and grow key relationships (especially with agents who’ll notice if you disappear!), and be smart with the extra revenue a boom provides.

Whether you’re a seasoned LO or just getting your feet wet, now’s the time to prep your systems, strengthen your client connections, and coordinate closely with your operations team. Start making those calls — your future pipeline (and sanity) will thank you.

Give us a five-star rating, hit that subscribe button, and let us know in the comments how you’re preparing for your next refi boom.

Robert, Tom, & Dave

In today's episode, we're talking about our sales rally--a tool we use here at HMA Mortgage for fostering collaboration and innovation within our team. While we're likely bustling around at our own sales rally as you listen to this, we're excited to share insights on why showing up, leaning in, and sharing ideas can significantly transform your business landscape.

As we navigate through this episode, we explore the immense potential of events like sales rallies in bringing together loan officers, partners, and leadership teams from different regions and sectors. We'll discuss the collaborative energy these gatherings ignite and their essential role in nurturing both personal and organizational growth.

Key Takeaways:

1. Power of In-Person Collaboration: We emphasize the irreplaceable value of face-to-face interactions at sales rallies. The synergy generated by belly-to-belly conversations can propel your business forward in ways virtual platforms cannot replicate.
2. Open-Minded Participation at Events: Approaching rallies and conferences with an open mind allows us to glean new, invaluable insights, even from familiar topics. Structuring informal gatherings, like dinners and meet-and-greets, enhances these learning experiences.
3. Emergence of AI in the Sales Industry: We discuss the relevance of AI and tech in contemporary sales strategies. Exploring these areas can broaden our professional horizons, opening new avenues for automation and strategic planning.
4. Importance of Mindset Checkups: Regularly evaluating and nurturing our mindset is critical, especially in high-stress industries like mortgage lending. Maintaining a positive internal dialogue can significantly influence our success and productivity.
5. Post-Event Implementation and Accountability: The real value of these events lies in implementing the knowledge gained. We share creative ways to ensure accountability, like using reminder postcards and scheduling follow-up meetings to track goal progress.

As we gear up for our own sales rally, we're excited to bring these ideas to life and explore their impact on our team's growth. We're eager to share our experiences and learnings with you in future episodes. Remember, it's not just about the event hype; it's about using it as a launchpad for growth and collaboration.

Thanks for tuning in to Lending Leadership. We'll catch you next time with more insights and updates!

Rach & Rinn

We're excited to have a detailed discussion about how to handle objections like a pro—whether they come from buyers or realtors—and turn a "no" into a "let's talk." Hosts Robert Fillyaw, Dave Holland, and Tom Mills explore common objections faced by mortgage professionals and provide strategies to effectively overcome them.

We cover that particularly well-known hurdle: "I already have a preferred lender." Understanding the psychology behind these objections can help us skillfully navigate these conversations and convert skepticism into potential partnerships.

Turning to client objections, we focused on rate-based concerns and the misconceptions surrounding them. We emphasized the importance of understanding the buyer's long-term goals and providing advisory support to align their mortgage decisions with their financial plans.

5 Key Takeaways:

1. Understanding Objection Foundations: Every objection has an underlying concern. Discovering and addressing this foundation can transform objections into opportunities for relationship-building and gaining trust.
2. Strategic Realtor Engagement: It's crucial to develop a strategic approach when engaging with realtors, especially those who may initially resist due to existing relationships. Building trust and showcasing unique value propositions are key to overcoming this barrier.
3. Customer Education on Rates: Buyers often fixate on rates, unaware of the broader impact of their mortgage decisions. Educating clients on the comprehensive benefits and aligning with their goals is essential for overcoming rate-based objections.
4. Listening as a Sales Tool: Truly listening to clients and realtors can help mortgage professionals identify the real concerns behind objections, allowing for informed and empathetic responses.
5. Embrace Objections as Opportunities: Objections should not deter mortgage professionals. Instead, they serve as valuable opportunities to present additional information, address concerns, and showcase value—ultimately leading to successful conversions.

We hope this episode empowers you to view objections as stepping stones rather than stumbling blocks. Remember, your ability to handle objections with skill and empathy plays a significant role in your success as a mortgage professional.

And the trivia answer is: According to NerdWallet's 2025 Home Buyer Report, 62% of Americans say that a 20% down payment is required to buy a home.

If you have feedback, stories to share, or specific objection-handling techniques that work for you, reach out to us! We'd love to incorporate your insights into future episodes. Don't forget to like, subscribe, and share our podcast with your network. Until next time, thank you for joining us on Lending Leadership: The Mortgage Pros.

Robert, Tom, and Dave

In today's episode, we explore the critical role of marketing in the success of loan officers. Joining us are two marketing powerhouses, Caitlin and Laura, who share their expertise and insights on how to effectively leverage marketing to build a successful mortgage business. We take a deep dive into how internal marketing departments work in a mortgage firm, the significance of saying yes to various opportunities, and the art of turning complex marketing strategies into actionable steps for loan officers.

Throughout the discussion, we touch on essential topics such as social media strategies, the importance of authentic branding, and how to use available resources effectively. Our guests reveal some of their success stories, illustrating the tangible results that can be achieved with the right marketing approach.

Key takeaways:

1. Harnessing Social Media for Mortgage Marketing: Caitlin and Laura highlight the common challenge loan officers face with social media and offer practical advice on improving social media presence without succumbing to the pressure of perfection. They encourage starting small and utilizing video content to engage audiences more effectively.
2. Building Community Connections: The conversation underscores the importance of loan officers establishing themselves as community leaders. By demonstrating knowledge and involvement in their local areas, loan officers can foster trust and drive referrals.
3. Authenticity in Branding: Laura discusses the power of an authentic brand presence. She stresses the need for loan officers to align their marketing messages with their true selves to resonate with potential clients and partners authentically.
4. Results-Driven Marketing Strategies: Corrine emphasizes the need for measurable outcomes in marketing efforts. The episode includes a compelling success story where a simple change in a social media post led to increased referrals, showcasing the impact of strategic marketing decisions.
5. Simplifying Complex Marketing Concepts: Caitlin reflects on her approach to breaking down complex marketing strategies into manageable steps for loan officers, making it less intimidating and more accessible. This gradual learning process empowers loan officers to embrace challenging aspects of marketing confidently.

We hope you find this episode informative and inspiring as you navigate the intricacies of marketing within the mortgage industry. Don't forget to like, subscribe, and follow us for more insightful discussions on Lending Leadership: The Creative Brief.

Rach & Rinn

Changing companies as a mortgage loan originator is very common, but how do you know whether it's the right move for you? In this episode, we're helping you identify whether you're in the right place within your company or if you should be looking for somewhere new.

As co-hosts, Dave Holland, Robert Fillyaw, and Tom Mills explore these themes, we bring in insights from our own experiences and observations in the mortgage industry. We speak to the importance of operational efficiency, leadership dynamics, and the ever-changing landscape that loan officers navigate. This episode is densely packed with thought-provoking questions and practical advice that could guide you in making significant career decisions.

Key takeaways:

1. High Movement in Q4: We explored statistics showing that a significant percentage of originators make moves in the fourth quarter, often driven by introspection and strategizing for a new year. Understanding these trends can help you anticipate changes within your team or company.
2. Identifying Personal and Professional Alignment: Dave and Tom discussed how essential it is to evaluate whether the processes, support systems, and leadership at your company are aligned with your business goals. This alignment is a strong indicator that you are in the right place.
3. Importance of Sales and Ops Support: Knowing when issues in operations or sales support could be a reason for leaving was a key point. If systemic issues begin to affect your income or business culture, it might be time to reconsider your current environment.
4. Leadership and Its Influence: We emphasized the role of leadership in retention. Good leadership should inspire confidence and clarity in your business strategy. If your leadership isn’t effectively supporting your growth, it may lead to consideration of new opportunities.
5. The Path to Growth: Finally, we touched upon the importance of aligning with a company that offers clear pathways to growth, whether through tech resources, marketing tools, or successful role models in similar trajectories. Growth shouldn’t mean reinventing the wheel on your own; it should be a guided process within a supportive framework.

We hope you find this discussion as enlightening as we did in bringing it to life. Hit the subscribe button, share with your colleagues, and tune in for the next episode. Thank you for joining us on Lending Leadership: The Mortgage Pros.

Robert, Tom, and Dave

In this episode, we tackle a topic that can be a little daunting yet incredibly powerful for loan officers: leveraging social media to boost business. Social media can sometimes feel like an overwhelming space, especially with perceptions of generational divides, but we're here to demystify it with the help of our guest expert, Summer Boyd.

Summer is HMA's social media manager, and she joins us to share her insights on how loan officers can break through the noise and effectively use social media to cultivate business relationships. From engagement strategies to platform selection and content creation, Summer walks us through practical steps to make social media a pivotal part of your business strategy.

Key Takeaways:

1. Engagement Over Posts: Summer suggests focusing on engagement rather than just posting content. The act of commenting and sharing posts is crucial for building relationships and increasing visibility, far more effective than just "posting and ghosting."
2. LinkedIn’s Potential: While LinkedIn might seem saturated, it's underrated for real estate professionals. Summer highlights its importance, being the third most popular platform for realtors, and suggests posting there regularly to stand out where the crowd is thinner.
3. Understanding Social Media Features: Summer explains the differences between posts, stories, and reels across various platforms, helping listeners understand where and how to effectively use them to engage with an audience.
4. Quality Over Quantity: Instead of posting daily, Summer advises focusing on the quality of content. It's more beneficial to post less frequently but ensure that your content resonates well with your target audience.
5. Creating a Strategy and Scheduling: Summer emphasizes the importance of creating a social media schedule. By defining your audience and planning your content, you can streamline your efforts and ensure you're not just ticking a box but genuinely building your brand.

We hope this episode provides you with actionable insights and encouragement to confidently step up your social media game. Don't forget to like, share, and subscribe to keep getting these valuable tips right in your feed. We look forward to seeing you again on Lending Leadership: The Creative Brief!

Rach & Rinn

We explored how you can set up your business and team for success so that a vacation doesn’t mean working three-quarters of the time or being filled with dread about leaving the office. Joined by co-hosts Robert Fillyaw, Tom Mills, and Dave Holland, we shared our personal experiences and strategies for managing time away effectively.

In today’s episode, we covered how to prepare your team, maintain your business function smoothly while you’re gone, and truly unwind. Whether you’re a single loan officer juggling tasks solo or leading a team of professionals, we've got actionable insights for you on managing pre-vacation preparations, staying disconnected during the trip, and re-entering the work scene smoothly, all while upholding your business responsibilities.

Key takeaways:

1. Importance of a Team Email System: For those with a team, we emphasized the vital importance of setting up team email addresses to offload business communications and reduce the chaos in your inbox while you are away. This system ensures your team can handle daily communication seamlessly.
2. Time Management and Blocking: We discussed the significance of time blocking to maintain some level of oversight without consuming your vacation. Find a balance by setting aside specific times to check in with your team, ensuring both your relaxation and business continuity.
3. Communicating with Clients: Setting realistic communication expectations with your clients and referral partners before your time off helps maintain trust without disrupting your time away. Clear out-of-office communications can prevent misunderstandings and maintain service quality.
4. Mental Recharging: We explored the necessity of unwinding completely during vacations to boost your mental health, productivity, and service quality upon return. It’s important to overcome the guilty feeling of being unavailable and focus on rejuvenating your energy.
5. Post-Vacation Strategy: Returning from vacation doesn't have to be a blitz of stress. Allow yourself a reentry day to catch up with emails and tasks. This strategic approach helps maintain the post-vacation positive momentum and reduces the feeling of overwhelm.

We hope this episode encourages you to prioritize taking time for yourself and sets a foundation for sustainable business operations, even when you're not physically present. If you have methods that have worked well for you in taking stress-free vacations, we’d love to hear about them! Share your tips with us.

Make sure to like, subscribe, and leave us a five-star review. Thank you for tuning into another episode of Lending Leadership: The Mortgage Pros!

Robert, Tom, and Dave

Laurie shares her story, beginning with aspirations of law school, a transformative stint in bartending, and her unexpected entry into the mortgage world. We delve into Laurie's transition from sales at a Porsche and Audi dealership to her discovery of a passion for credit financing and, ultimately, mortgage brokerage. Throughout our conversation, Laurie's passion for connection and building meaningful relationships becomes clear.

Key takeaways:

1. Embracing Diverse Beginnings: Laurie's career path illustrates how varied experiences, from bartending to car sales, can equip individuals with invaluable communication skills and resilience that translate well into effective mortgage brokerage.
2. The Power of Connection in Sales: Laurie emphasizes the importance of meaningful conversations and building trust with clients. Her approach of having in-depth conversations over quick interactions has been instrumental in her success.
3. Advocating for Support and Team Building: Laurie discusses the significance of advocating for a team that mirrors work ethics and complements business goals. She highlights the importance of finding your voice and building a team that shares your drive and vision.
4. Marketing through Reputation: Laurie shares her belief that marketing involves more than just traditional practices; it’s about cultivating a strong reputation and fostering genuine connections within the real estate community.
5. Continuous Growth and Adaptation: Laurie's journey underscores the value of continuous self-improvement and adapting to industry changes. Her method of setting yearly theme words—such as application, process, and follow-up—illustrates her commitment to professional growth and team development.

Join us as we unpack Laurie's inspiring journey and explore her innovative approach to marketing and leadership in the mortgage industry. Whether you're just starting in the field or are a seasoned professional, Laurie's insights will leave you motivated to build stronger connections and thrive in your career.

Don't forget to like, subscribe, and share—stay tuned for more enlightening episodes ahead!

Rach & Rinn

Join us, your co-hosts Tom Mills, Dave Holland, and Robert Fillyaw, as we dissect what it truly means to cultivate a winning culture and assemble a top-tier team in the world of mortgages. We'll touch on everything from identifying key players to coaching strategies that can take your team from good to great.

Throughout our discussion, we emphasize the vital roles within a mortgage team and how each contributes to overall success. Whether you're a seasoned mortgage professional or new to the industry, our insights and strategies are sure to offer valuable takeaways for building and sustaining a successful team.

Key takeaways:

1. Building a Solid Foundation: We emphasize the importance of starting with hiring a great processor as the first step in building a mortgage team. This role is crucial in ensuring operations run smoothly and efficiently, allowing the loan officer to focus on sales and growth.
2. Coaching and Development: A strong emphasis is placed on the necessity of coaching and mentorship within the team. Just like in sports, continuous improvement, learning, and adapting to change are vital for team success.
3. Hiring Right for Team Success: We discuss the importance of hiring complementary personalities rather than duplicating themselves. A diverse range of skills and perspectives can lead to a more robust and effective team.
4. Systems and Processes: Effective systems, like team emails and phones, are highlighted as game-changers that enable handling increased volumes efficiently, ensuring no leads or important communications are missed.
5. Creating a Winning Culture: At the heart of our conversation is the development of a winning culture. This involves fostering an environment where team members are motivated, hold each other accountable, and are committed to continuous personal and professional growth.

We hope you find this episode insightful as we share our experiences and strategies for building mortgage industry teams that are ready to storm the field. As always, we're eager to hear about your successes and challenges in building your own championship teams. Don't forget to subscribe and leave us a review. Keep working on your leadership journey, and thanks for joining us!

Robert, Tom, and Dave

In this episode, we're excited to dive into the world of mortgage marketing and leadership with our special guest, Dan Andersen, a member of the HMA team from the Chicagoland area. Dan, an exemplary loan officer, has not only achieved remarkable success with his team but also exhibits a unique quality of being generous with his knowledge and expertise. We had the pleasure of discussing with him how he balances being in the trenches of daily business with his passion for teaching and leading others to success.

Throughout the episode, we explore Dan's journey, his mindset on giving back within the industry, and how his innovative marketing strategies have set his team apart. We also delve into how bringing in the right people and collaborating creatively with partners has been pivotal for his growth and success.

Key Takeaways:

1. The Value of Giving Back: Dan shares how reaching a point in his career where he can give back to others has been not only fulfilling but beneficial for his own growth. He emphasizes the importance of helping others in the industry, fostering an environment where everyone's success leads to greater collective achievements.
2. Confidence and Humility in Growth: Dan highlights the importance of being confident in your abilities while remaining humble enough to learn from others. For newcomers to the industry, maintaining this balance can lead to significant personal and professional growth.
3. Creative Marketing Strategies: A discussion on how Dan and his team have leveraged social media and innovative marketing tactics to differentiate themselves. By blending professional excellence with genuine engagement, they’ve created a standout brand presence that resonates with clients and partners alike.
4. The Power of Collaboration: Dan talks about the dynamic synergy with his colleague JV, a relationship that embodies the idea of iron sharpening iron. This collaboration has led to elevated creativity and strategic advancements within their marketing initiatives.
5. Consistency is Key: Whether it's through social media or direct engagement with clients and partners, Dan underscores the necessity of being consistent in messaging and outreach. Making social media and other marketing efforts a natural part of daily operations can lead to sustained success and brand recognition.

We hope you find these insights as valuable as we did and encourage you to follow Dan Andersen’s inspiring journey. Don't forget to like, subscribe, and share this episode with your network!

Rach & Rinn

Today, we immersed ourselves in the concept of Time Freedom in the mortgage industry, a subject that's as essential for maintaining personal well-being as it is for professional success.

With Dave popping in from the beach for a short greeting, Robert Fillyaw and Tom Mills are taking over this episode to discuss how you can achieve this balance in your mortgage career, ensuring you're present both for your business and personal life.

Key takeaways:

1. Defining Personal Time Freedom: We explore that time freedom means different things to different people. Essentially, it's about being in control of your career schedule, enjoying what you do, excelling at it, and simultaneously making time for the things that matter outside of work.
2. The Role of Effective Time Management: One of the strongest points discussed is how crucial effective time management is. Our role allows us control over our schedules, but without discipline, it can easily lead to work taking over personal life. Structuring your day, setting boundaries, and maintaining a work-life balance are essential steps toward achieving time freedom.
3. The Power of Being Proactive: Proactivity in communication, rather than reactive work habits, enhances both personal time freedom and client satisfaction. By managing expectations and setting clear boundaries, we can maintain our schedules without being overwhelmed by chaotic workloads.
4. Strategic Delegation and Team Building: Emphasizing the importance of building a supportive team and delegating tasks effectively can help you scale your business without it taking over every aspect of your life. Learning to let go of some control can provide real opportunities for growth and efficiency.
5. Utilizing Technology for Efficiency: We highlight the benefits that technology such as CRM systems and point-of-sale tools bring to enhancing productivity and expanding capacity without additional strain. These tools help in automating processes and maintaining communication, making time management more effortless.

We invite you to engage with us about your own time freedom strategies, challenges, and successes. We'd love to hear how you're managing this balance in the mortgage industry.

Until next time, remember that protecting your time is part of lending leadership. Don’t forget to subscribe and share this episode with someone who might benefit from these insights.

Robert, Tom, and Dave

In today's episode, we’re excited to dive into the creative marketing strategies of the Malamut brothers, Jim and Greg, from New Jersey's top-performing team at HMA Mortgage.

We start by uncovering what big hats, funny videos, and mortgages have in common with our guests Jim and Greg Malamut. Known for their innovative approach to marketing, the Malamuts have attracted attention not only through stellar service in the mortgage industry but also through their humorous and unconventional marketing tactics. They share with us their journey, starting with how their father inspired their distinctive business approach, and how they’ve expanded on that foundation by creatively using videos and large hats as marketing tools.

During our discussion, we discuss the brothers’ dynamics as business partners, touching on their individual roles and strengths within their team. We also explore their marketing philosophy and dive into how they’ve used videos to stand out in the competitive mortgage landscape. Additionally, Jim and Greg share their insights on adaptable business strategies, integrating family history, personal resilience, and commitment to service excellence, which have all contributed to their success.

Key takeaways:

1. The Importance of Creative Marketing in the Mortgage Business: Jim and Greg emphasize breaking away from traditional marketing norms by adding humor and creativity. Their use of big hats and funny video content not only distinguishes their brand but also helps create a memorable client experience.
2. Embracing Uniqueness: The brothers encourage other loan officers to embrace their unique ideas and stop worrying about others' opinions. They stress that standing out will ultimately aid in being remembered by potential clients in need of mortgage services.
3. Leveraging Video Content: The Malamut brothers have harnessed the power of social media to amplify their reach with video content that is both engaging and informative. This strategy has proven effective in keeping their services top-of-mind for their audience.
4. Strength in Teamwork and Family Dynamics: The episode highlights how Jim and Greg’s relationship as brothers and best friends seamlessly translates into a successful business partnership. Their complementary skills, rooted in their family legacy, have fostered a balanced and effective team dynamic.
5. Building a Recognizable Brand through Consistency and Fun: Consistent client engagement through recognizable brand elements, such as their custom hats, helps the Malamuts maintain stronger connections and ensure their business stays at the forefront of clients' and partners' minds.

We hope you enjoyed this episode and found valuable insights into creative marketing and teamwork in the mortgage industry. Don’t forget to like, follow, and subscribe for more leadership and marketing strategies. If you have any questions or want to connect with Jim and Greg, feel free to reach out. As always, we appreciate your continued support and look forward to bringing you more engaging content.

Rach & Rinn

In this episode, we’re looking at the fundamentals of effective communication with clients and referral partners, and its pivotal role in triumphing over the challenges of mortgage origination. Effective communication is more than just an exchange of information; it’s about building trust, fostering strong relationships, and setting clear expectations from the outset.

Today, Robert Fillyaw, Tom Mills, and Dave Holland team up to bring you insightful strategies, personal anecdotes, and practical advice on ensuring communication is both clear and effective. We kick off the episode by discussing the importance of honest communication with clients and referral partners. Dave Holland emphasizes the non-negotiables of truthfulness and setting clear expectations, while Tom Mills elaborates on the critical role good communication plays in minimizing complaints and bolstering business growth.

Our hosts also touch on difficult conversations, offering tactics for communicating bad news while maintaining professionalism and trust. They explore both proactive and reactive strategies to manage client relationships effectively. And finally, we circle back to the core foundational practices for delivering an unparalleled client experience.

5 Key Takeaways:

Fundamentals of Effective Communication:

• Honesty is Paramount: Always be truthful. Transparency fosters trust and avoids complications later. As Dave Holland puts it, “It’s never the crime. It’s the cover-up.”
• Set Clear Expectations: Clearly outline what clients can expect in terms of timeline, documentation requirements, and potential outcomes. This forethought prevents future misunderstandings and stress.

Importance of Early and Consistent Communication:

• Building Trust: Regular communication with clients about the process and requirements not only alleviates stress but also solidifies your position as a consummate professional.
• Services as a Sales Tool: Tom Mills highlights how excellent communication differentiates a good loan officer from the mediocre ones. It can be a significant sales tool, creating opportunities and eliminating frequent complaints.

Handling Difficult Conversations:

• Tough Calls Protocol: Approach difficult conversations with honesty, empathy, and solutions. Techniques like using Sly Dial can offer clients a moment to process before responding.
• Ownership and Accountability: Whether it’s your mistake or a team member’s, taking ownership of the issue fosters trust and respect from clients. Shift the focus from blame to resolution, thereby maintaining professionalism and rapport.

Proactive Consultation Practices:

• Initial Consultations: Spending 30-45 minutes in a detailed consultation with clients at the outset sets the stage for smooth loan processing. It’s an invaluable practice for setting clear expectations and understanding the client’s needs thoroughly.
• Verifying Information: Personally verifying critical details, such as social security numbers and employment information, can prevent future hassles and showcases diligence and care in handling the client’s application.

Common Pitfalls to Avoid:

• Blame Games: Never blame other team members or departments for issues. Clients appreciate when you stand firm and take responsibility.
• Lack of Availability: Not answering your phone can lose clients. Immediate responsiveness—a fundamental yet sometimes overlooked aspect—can significantly impact your conversion rates.

We hope you found these insights as valuable as we did during our discussion. If you enjoyed this episode, please hit the like button, subscribe, and leave us a five-star review. Tune in next time for more expert advice and industry insights on Lending Leadership: The Mortgage Pros.

Robert, Tom, and Dave

In this episode, we’re taking a trip through Rachael’s career–from her roots in PR and voice acting to her transition into coaching and recruiting in the mortgage space. We also explore how her diverse experiences converge to make her an effective mentor and strategist for loan officers.

Key takeaways:

1. Embrace Change and Adaptability in Your Career: Rachael emphasizes the importance of going with the flow and being open to change. She shares how adaptability has been a cornerstone of her career, illustrating that each role she has taken on has built upon the previous one, creating a rich tapestry of experiences.
2. Bring Authenticity and Creativity into Professional Roles: Drawing from her background in voice acting and coaching performers, Rachael discusses how uniqueness and creativity can set professionals apart. She encourages loan officers to break away from the conventional and infuse their personal flair into their professional endeavors.
3. The Power of Encouraging Confidence and Individuality: Rachael talks about her passion for helping individuals, whether children or professionals, to become the best versions of themselves. She highlights the importance of validating and encouraging each person’s unique strengths and abilities.
4. Gamify and Innovate to Overcome Reluctance: One of Rachael's unconventional tactics involves creating an alter ego named Bridget to make cold calling more bearable and fun. This tactic not only helped her overcome call reluctance but also demonstrated how playing with unconventional ideas can yield effective results.
5. Harnessing Personal Interests for Professional Growth: Rachael shares a lesser-known aspect of her life—her singing and voice acting credentials, including a memorable ad for Amazon. She underscores the value of integrating personal interests and passions into professional life, allowing for a richer and more fulfilling career.

We hope you enjoy this insightful episode as much as we enjoyed putting it together. Don't forget to like, share, and follow us to stay updated with the latest episodes of Lending Leadership: The Creative Brief.

Join us next time for more inspiring insights and actionable strategies. Thanks for listening!

Rach & Rinn

In today’s episode, we’re talking to the last (but not least) of our co-hosts, Robert Fillyaw, managing partner at HMA Mortgage. Stepping in as host is Rachael Tresch of the Creative Brief, and I’m talking to Robert about leadership within mortgage lending, though the principles we discuss today are universally applicable.

We kick off with a discussion on the difference between leadership and management. Often confused with one another, we clarify that management is about processes, while leadership is about people. Robert passionately talks about servant leadership, emphasizing that true leadership involves serving and caring for your team members, not just directing them.

We then explore the critical traits of effective leaders. It’s not just about being in charge; it’s about being humble and leading by example. Effective leaders put their personal egos aside to better serve and guide their teams.

Robert shares his belief that leadership is a learned skill—a craft honed over time and experience. This segues into a conversation about nurturing young leaders by giving them opportunities to practice and develop their skills.

We also touch on the significance of vulnerability in leadership. Both of us agree that vulnerability allows leaders to accept criticism and challenges, fostering personal growth. Rachael brings up a thought-provoking quote about the transformative power of accepting truths about oneself.

As we conclude, Robert emphasizes putting your team members first is key to successful leadership. He shares insights from his career, backing this philosophy with real-life examples. We end the episode discussing the unique collaborative leadership model at HMA Mortgage, which likens their leadership structure to the checks and balances system, promoting accountability and aligned goals.

Five Key Takeaways:

1. Leadership vs. Management: We clarify that while management focuses on processes, leadership centers around people. Effective leadership is about serving your team and caring for their well-being.
2. Traits of Effective Leaders: Humility and leading by example are crucial. Leaders must set aside their personal ego to truly guide and support their team.
3. Leadership Development: Leadership is a learned skill developed through experience. Young leaders should be given opportunities to practice and refine their leadership abilities.
4. Vulnerability in Leadership: Accepting vulnerability is essential for strong leadership. It promotes personal growth by allowing leaders to accept criticism and challenges constructively.
5. Collaborative Leadership and Accountability: The leadership structure at HMA Mortgage emphasizes the importance of collaboration and accountability, keeping leaders aligned with common goals and preventing mistakes through mutual support.

Thank you for joining us on this enriching exploration of leadership. Don’t forget to like and subscribe for more insightful episodes. Until next time, keep leading with integrity and care.

Continuing on the trend we set on the Mortgage Pros, Rachael Tresch is taking over as host to interview co-host, Corinne Bibb. Together, we dive into the nuances of effective leadership and team management. Plus, we uncover the importance of understanding tasks that team members might excel at but not necessarily enjoy, the art of delegation, and how truly knowing your team's motivations can lead to collective success.

Corrine kicks things off with her journey from her first job as a sales assistant to her current role as VP of Marketing. Her story is filled with valuable lessons and practical tips from her experiences in sales and event management, offering listeners a tangible look into the building blocks of a successful career.

Our discussion doesn't stop at personal journeys; we also explore the significance of blending directness with kindness in leadership, the much-misunderstood world of marketing, and the exciting potential of integrating AI into our workflows.

Key Takeaways:

1. Triad of Awesomeness: In the episode, we break down the "triad of awesomeness" concept, which underscores that tasks should ideally be something you’re good at, love doing, and provide value. Those tasks that don’t fit this mold should be delegated to those who find joy and effectiveness in them.
2. Understanding Team Motivations: We emphasize the importance of understanding your team members' motivations and aligning tasks with their strengths and passions. This approach can significantly enhance team productivity and morale.
3. Event Planning Pitfalls: Drawing from Corrine's experience, a standout tip emerges: always inquire about construction schedules at event venues for the event dates. It's a detail that can prevent major last-minute disruptions and ensure smoother event execution.
4. Human Connection in Leadership: We touch on the essential balance of fostering human connections and celebrating team successes while maintaining the ability to be direct when necessary. This combination cultivates a productive and positive work environment.
5. Embracing AI in Marketing: We express excitement about the potential of AI to boost productivity and creativity in marketing. Encouraging teams to explore AI with available resources can make the learning journey less intimidating and more rewarding.

We hope these insights inspire you to rethink your approach to leadership, task delegation, and team management, whether you're in the mortgage industry or any other professional field.

Rach & Rinn

In today’s episode, we’re highlighting another of our co-hosts, Tom Mills, managing partner at HMA Mortgage. Stepping in as host is Rachael Tresch of the Creative Brief, and I’m talking to Tom about his career and the lessons he has learned within the mortgage industry. 

He’s sharing his insights on the importance of non-negotiables in our personal lives and how those boundaries contribute to effective leadership. We also explore the substantial shifts Tom has seen in the mortgage industry over his 21-year career, from the subprime crisis to the COVID-19 pandemic, and how current challenges are reshaping the landscape.

Get ready for a candid discussion on leadership, adaptability, and personal motivation. Both Tom and I will share our insights on stepping outside comfort zones, the importance of consistency, and the value of doing work you love. 

Plus, some fun moments as we imagine our leadership styles as coffee orders!

Key Takeaways:

1. The Role of Personal Non-Negotiables in Leadership: We discuss how setting certain non-negotiables, like prioritizing gym time, contributes to a sense of control and discipline in leadership. These personal commitments help foster resilience and focus, which are crucial qualities for effective leadership.
2. Navigating Major Industry Changes: Tom highlights several significant shifts he has witnessed, from the subprime lending crisis to the regulatory changes brought by CFPB and Dodd-Frank. The COVID-19 pandemic also brought about profound market fluctuations, emphasizing the need for the industry to constantly adapt.
3. Adapting to a Challenging Market: The current mortgage landscape is markedly tougher, with fewer refinancing opportunities and a pivot towards cash-out refinancing driven by increased national debt. Tom emphasizes that many mortgage professionals are now reinventing themselves by learning new marketing strategies and technologies to stay relevant.
4. Complexity of the Mortgage Process: There's a common misconception that mortgages are straightforward transactions. In reality, closing a loan involves numerous steps and multiple parties, requiring a lot of coordination to make the process seamless for customers.
5. Importance of Relationship Building: Tom shares how transitioning from a lead-based approach to a relational one has been pivotal. In today's market, building and maintaining relationships with realtors, builders, financial advisors, and clients is key to driving future business, as success in the mortgage industry heavily relies on these long-term connections.

Whether you're a seasoned veteran or new to the mortgage industry, embracing change, building relationships, and maintaining focus on the controllable aspects can pave the way to sustained success.

Don't forget to like and subscribe to Lending Leadership for more episodes packed with valuable industry insights and leadership tips. Join us every Wednesday as we continue to explore the fascinating world of mortgage lending.

In this episode, we tackle a common pain point for many professionals: content creation burnout. In an era where maintaining a consistent online presence is crucial, we understand that finding time to generate engaging content can be overwhelming. This is why we've dedicated this episode to providing our listeners with practical tools and strategies to streamline their content creation process.

You won't want to miss our deep dive into "Social Coach," a platform we've found to be incredibly valuable for creating, scheduling, and personalizing content. This tool has revolutionized our approach, allowing us to maintain authenticity while ensuring a steady flow of posts.

Overview of Topics Discussed:

1. The Challenge of Consistency in Content Creation: We begin by discussing the difficulties professionals often face when trying to keep up with regular content posting.
2. Introduction to Social Coach: Our primary focus for this episode, Social Coach is a powerful scheduling and automation tool that we’ve personally vetted and found highly effective.
3. Features of Social Coach: We discuss the key features, including its compliance tools, the ability to connect multiple social media platforms, and the option to personalize content with unique branding materials.
4. Using Social Coach for Video Content: We highlight new, game-changing features like video scripting and teleprompter options that make creating professional-looking videos a breeze.
5. Real-life Success Stories: From loan officers who’ve transformed their online presence to navigating the platform’s learning curve, we share success stories that underline the tool’s effectiveness.

Key Takeaways:

1. Strategic Content Planning with Social Coach: The platform’s scheduling capabilities ensure that you can maintain a consistent online presence without the stress of daily content creation. This strategic approach allows you to measure and grow your efforts systematically.
2. Maximizing Efficiency and Minimizing Distractions: Using Social Coach can help professionals stay on task, reducing the time wasted on social media by providing a centralized location for content management.
3. Enhancing Personal Branding: Social Coach allows for custom branding, significantly boosting engagement. Personalized graphics and unique branded stickers help your posts stand out in a crowded digital space.
4. Incorporating Video for Higher Engagement: Videos are memorable and engaging, which is why Social Coach’s video features, including teleprompters and script libraries, are vital. They allow for professional editing without requiring extensive technical expertise, thus saving time and enhancing your content’s impact.
5. Adapting to New Tools with Ease: Even those who consider themselves “technically challenged” can find success with Social Coach. The platform simplifies complex tasks, offering both ease of use and extensive support, making it accessible to everyone.

Our goal with this episode was to empower you to maintain a strong, consistent online presence while minimizing the stress and time burden often associated with content creation. We'd love to hear from you! Share your thoughts, questions, and experiences with Social Coach or similar tools. Your feedback helps us bring you more actionable insights in future episodes.

Thanks for joining us, and we'll see you next time on Lending Leadership: The Creative Brief!

Rach & Rinn

In today's episode, we're turning the spotlight onto our very own co-host, Dave Holland. Rachel had a unique opportunity to sit down with Dave for an intimate, one-on-one conversation about his journey in the mortgage industry. We're diving deep into his past, his experiences, and what drove him to become the respected leader he is today. This is a rare chance to get to know Dave beyond his co-hosting duties, and trust us, you don’t want to miss it.

We'll start with the basics: Dave's first job and the early lessons in leadership he learned on the soccer field. We'll explore his unexpected path—from dreaming of being a lawyer to living in his grandparents' basement while breaking into the mortgage business. We’ll also discuss the pivotal moments that solidified his commitment to this industry and the values that have guided him along the way.

Without further ado, let's dive into this exclusive interview with Dave Holland.

Key takeaways:

1. Foundations of Early Leadership: Dave recalls his first job as a youth soccer league field general and head ref. Despite his young age, this experience honed his leadership skills as he handled responsibilities like setting up nets and dealing with irate parents.
2. Navigational Career Changes: Initially aspiring to be a lawyer, Dave pivoted to the mortgage industry after realizing it was a better fit for him. This change was facilitated by real-world experiences in his father's and uncle's law firm, which provided invaluable knowledge about the real estate and mortgage sectors.
3. The Importance of Being Uncomfortable for Growth: Dave emphasizes the value of placing oneself in challenging scenarios. These experiences helped him adapt, learn, and ultimately excel in his career by forcing him to constantly push beyond his comfort zone.
4. Commitment: Dave’s early career challenges instilled a sense of ‘hunger’ and determination that continues to drive him today. This period of his life taught him the virtues of hard work, dedication, and the importance of building a strong professional foundation.
5. Vision and Teamwork in Leadership: Dave speaks highly of the collaborative dynamic amongst him, Robert, and Tom. Despite their different leadership styles, their shared vision and strategic goals keep the team aligned and moving forward cohesively. He stresses the necessity of seeking help and valuing teamwork to avoid burnout and achieve long-term success.

Join us in getting an inside look at Dave Holland's path to becoming a key figure in the mortgage industry. His story is both inspiring and insightful, offering valuable lessons for aspiring leaders in any field.

And remember, make sure you like and subscribe to Lending Leadership: The Mortgage Pros so you never miss an episode! We'll see you next time.

We start by emphasizing the importance of intentionality in social media. It’s not just about checking off a box; it’s about thoughtful content that resonates with your ideal client or referral partner. Corrine and Rachael share insights on creating engaging, purposeful content, starting with the all-important hook, moving through your main points, and finishing strong with a call to action.

Highlighting real-world examples, we break down a video from Dan Anderson's team that creatively covers crucial messaging in a light-hearted and engaging manner. They demonstrate how to incorporate a hook, deliver valuable information, and close with a call to action—all while keeping the audience entertained.

Key takeaways:

1. Intentionality in Social Media: It's crucial to go beyond simply posting content. Understand your audience, define your ideal client or referral partner, and craft your messages purposefully to avoid getting lost in the noise.
2. Effective Hooks: A strong hook can be anything from a powerful statement to a question or an unusual action. It’s about capturing attention immediately so your audience stays engaged and doesn’t scroll past your content.
3. Planning Your Content: Whether it’s a short video or a lengthy presentation, map out the key points you want to cover. This ensures that your message is clear, concise, and impactful, keeping your audience’s attention throughout.
4. Creative Presentation: Don’t be afraid to think outside the box. Change your location, mix up your style, and add humor or unexpected elements to keep your content fresh and engaging. The example from Dan Anderson’s team is a testament to how creativity can make your message memorable.
5. Call to Action: Every piece of content should end with a clear call to action. Direct your audience on the next steps, whether it’s liking your post, subscribing to your channel, or reaching out for more information. Your goal is to turn engagement into meaningful interactions and ultimately, conversions.

Join us as we dive deep into these strategies and offer practical tips and examples to elevate your social media game. Remember, your social media presence is not just about random posts; it's about creating meaningful and impactful interactions with your audience.

Until next time, keep engaging intentionally, stay creative, and as always, don’t forget to like, share, and subscribe!

Feel free to DM us if you have any questions or want to share some of your own social media success stories. We’re always looking to connect and learn from our fellow loan officers and realtors. Thanks for tuning in!

Rach & Rinn

We, Tom Mills, Robert Fillyaw, and Dave Holland, are here to share actionable strategies and personal experiences that highlight the importance of time management. In this episode, you'll find invaluable insights into setting boundaries, time blocking, and the significance of daily routines.

Dave kicks things off by emphasizing the necessity of setting boundaries, such as not working during major holidays, and exploring how these choices affect client relationships. We all agree that time management directly impacts our business results and personal lives. There’s a candid reflection from Robert on how being a workaholic in the past contrasts with his current, more balanced approach, which you'll find incredibly relatable.

Tom underscores self-awareness in tailoring time management strategies to fit your unique needs and capacity. From scheduling techniques to maintaining boundaries, this episode is packed with practical advice aimed at helping you manage time more effectively without compromising on your personal commitments.

Key takeaways:

1. Setting Boundaries and Their Impact: Dave Holland outlines why it's crucial to establish clear boundaries, such as not working during major holidays, and assesses how these boundaries can shape client relationships and expectations.
2. Self-Awareness in Time Management: Tom Mills highlights the importance of self-awareness in time management strategies. He suggests focusing on the 3 to 5 most important things across different areas of life and making sure these priorities are evident in your calendar.
3. Managing Client Expectations: We stress the importance of setting the right expectations with clients. This compares to how doctors schedule appointments, ensuring better preparedness and order in managing workload and client communications.
4. The Realities of Work-Life Balance: Robert Fillyaw shares a transformative personal story about regaining control of his schedule by hiring a sales manager, which allowed him to take a much-needed vacation in Paris. This demonstrates how making conscious decisions can significantly impact one's work-life balance.
5. Building and Maintaining Effective Routines: Dave Holland delves into his daily routine of waking up early, reading, and exercising before starting work. He champions the value of good routines in achieving daily accomplishments and maintaining overall productivity.

By the end of this episode, we hope to leave you with actionable insights and renewed motivation to improve your time management skills. Remember to like, subscribe, and share our podcast with your fellow mortgage professionals. Thank you for tuning in to this essential discussion on time management—your pathway to better business outcomes and a more fulfilling personal life.

Robert, Tom, and Dave

In this episode, we're excited to walk you through the ins and outs of holiday gifting with great enthusiasm (and some festive spirit!). We share valuable tips on everything from creating a gift list to choosing unique and personalized gifts that will make your contacts feel appreciated.

Key Takeaways:

1. Plan Ahead: Start your holiday gift planning early to avoid last-minute stress and ensure your gifts stand out amid the holiday buzz. Use a well-organized approach to segment your recipients and tailor your gifts accordingly.
2. Personalization Matters: Thoughtful, personalized gifts show your clients and partners that you pay attention to their interests and preferences. This can range from custom sneakers reflecting a hobby to strategic donations to their favorite charities.
3. Creative Gift Ideas: Utilize platforms like Bluemountain.com for personalized e-cards, and consider traditional yet elegant options like Harry and David’s. Customize your gifts to make them unique and memorable.
4. Follow-Up Is Crucial: A follow-up message after the holidays can help reinforce the connection made with your gift. Use this opportunity to plan further engagements, such as a coffee meeting or personal catch-up.
5. Think Beyond Holidays: Don't be afraid to break away from the holiday noise by sending New Year’s gifts or cards. This can distinguish your gesture in a less saturated timeframe and keep the connection warm into the new year.

We hope you found these tips helpful and inspiring. Start planning now to make this holiday season meaningful for your business relationships. Thank you for tuning in to Lending Leadership: The Creative Brief. Please like, share, and subscribe for more insightful episodes. Happy (early) holidays!

Rach & Rinn

In today's episode, we're talking about a topic that loan originators don’t want to talk about: business planning. We're discussing why having a business plan and a roadmap for success, guided by thoughtful critique from mentors and leaders, is indispensable. 

We explore the concept of focusing your time on areas with the highest return and identifying critical success factors. We highlight the revered 80/20 rule, which suggests a small percentage of activities typically yield the majority of results. Plus, you'll learn a compelling statistic: people with business plans are 42% more likely to achieve their goals.

We emphasize personal accountability and the collective support that comes from sharing your plan with others. We even touch on creative ways to keep your goals front and center, such as visual cues and reminders. This episode is packed with insights and practical advice to help you, our listeners, craft and stick to a solid business plan.

Key Takeaways:

1. The Necessity of a Business Plan: We all agree with the saying attributed to Ben Franklin, "If you fail to plan, you are planning to fail." A smart business plan isn't just a formality; it is a clear, actionable roadmap that can significantly enhance your path to achieving your goals, both professional and personal.
2. Accountability and Regular Assessment: Accountability is critical. It’s not just about having a plan but also about regularly revisiting and assessing it. Tom Mills shares his experience that often, plans go off course not because they are flawed but due to a lack of follow-through on specified activities. Regular check-ins and honest reassessment can guide you back on track.
3. SMART Goals Framework: Robert Fillyaw emphasizes setting Specific, Measurable, Actionable, Relevant, and Time-bound goals. This framework turns abstract intentions into concrete actions, ensuring your business plan is not only visionary but also practical and achievable.
4. Blocking Out Distractions: Dave Holland highlights the importance of maintaining focus by blocking out distractions. He refers to it as having "blinders on," emphasizing that distractions can severely hamper progress. Staying focused on your core objectives is key.
5. The Value of Saying No: Interestingly, some of the most significant achievements can stem from saying no to enticing but off-plan opportunities. Robert's insight drives home the point that sticking to your original plan, even if it means passing on a promising opportunity, can lead to greater success in the long run.

For those of you who might be eager to dive deeper, Robert offers a PowerPoint presentation on this topic, emphasizing its value for realtor partners who might not have a business plan. We encourage you to subscribe to our podcast for more insightful discussions.

We hope this episode provides you with the tools and insights needed to elevate your business planning strategies. Until next time, keep planning, stay accountable, and remember: success often comes to those who prepare for it!

Dave, Robert and Tom

Download the powerpoint here: https://form.jotform.com/243195161560050

Today, we're diving into a crucial topic for loan officers: the role of your marketing department in supporting your business. We often hear varying feedback on the level of marketing support provided across different companies. This episode aims to clarify what you should be expecting from your marketing team and how you can ensure that they are working effectively for you.

In this episode, we outline the main points that should guide your expectations of your marketing department. We dive into some less obvious, yet vital aspects of marketing support that you might not always anticipate. Whether you're questioning the operational efficiency of your current marketing support or contemplating a switch, today's discussion will provide valuable insights.

Key takeaways:

1. Effective CRM Communications: We emphasize the importance of knowing what goes out to your database. Loan officers should always be informed and approving communications before they're sent. It avoids uncomfortable situations where clients ask about emails or updates that the loan officer is unaware of.
2. Customized Marketing Approach: There should be a seamless bridge between corporate initiatives and the loan officer's personal business goals. The marketing department should not operate in isolation but in constant alignment with the needs and strategies of the loan officers.
3. Personalized Consulting and Support: Effective marketing support goes beyond generic assistance. It involves regular, tailored consulting sessions that not only address the strengths and weaknesses of the loan officer’s marketing strategy but also cater to specific regional and business nuances.
4. Proper Accountability Mechanisms: The marketing team should actively help loan officers meet their commitments, such as regular posting schedules or campaign goals. Accountability ensures consistent progress and drives loan officers to achieve their marketing objectives.
5. Timely Responses and Communication: Loan officers should expect prompt and supportive feedback from their marketing department. Whether it’s a simple request for a customized flyer or scripting assistance for a video, timely and effective communication is a non-negotiable aspect of good marketing support.

We hope today's episode sheds light on the expectations and standards that can help elevate your marketing efforts as a loan officer. An effective marketing department can either make or break your business, and knowing what to expect is the first step towards ensuring your team is working for you.

Don't forget to comment, like, and share your experiences with us. If you’re using external marketing support, let us know how it compares to your internal team. We can't wait to continue the conversation in our upcoming episodes. Thanks for tuning in!

• Rach & Rinn

One of the major themes of this episode is the job market dynamics within the mortgage industry. We dissect the statistical trend showing a significant percentage of loan originators contemplating job changes, particularly during the quieter Q4 period. The discussion covers the average tenure of loan officers and the critical factors influencing their decision to stay or move, shedding light on retention strategies and the crucial role of company fit in job satisfaction.

As the conversation unfolds, we discuss some tough realities, such as the industry's recent volatility and the challenges companies face in retaining talent. We explore the reasons behind successful business growth, the necessity of operational support systems, and the impact of leadership transparency and ethical recruitment practices.

Listeners will gain insights on potential red flags when evaluating employment opportunities, including the importance of company research, verifying leadership promises, and ensuring robust support for career progression. Robert, Tom, and Dave also offer advice on maintaining productivity without getting distracted by fleeting job offers and understanding the true worth of long-term career satisfaction over short-term financial incentives.

Key Takeaways:

1. Effective Sales and Loan Guidance: We stress the immense importance of structured training and support for sales and loan originators. This encompasses activities like call scheduling and direct client interactions, which are far more effective than spending excessive time on marketing tasks that don't generate direct revenue.
2. Support Systems for High Producers: It's vital for companies to provide robust operational support to keep loan originators focused on business growth. Proper support systems help in managing transactions smoothly, which is crucial for minimizing disruptions and easing the psychological burdens of potential business problems.
3. Job Changes and Retention: We delve into the statistics showing that a significant percentage of loan originators consider changing companies, particularly in Q4. This trend emphasizes the need for companies to focus on retention and building a better fit for their employees to ensure job satisfaction and company loyalty.
4. Ethical Recruitment Practices: We highlight the importance of honesty and transparency in recruitment. Misleading recruits with unrealistic promises can quickly erode trust. Prospective employees should independently verify company claims by conducting thorough research and speaking with current employees.
5. Leadership and Employee Satisfaction: Good leadership should provide not just independence but also continuous guidance and support, fostering a strong sense of partnership. We discussed the challenges posed by recent mergers and acquisitions, and the skepticism around large financial incentives which seldom lead to long-term job satisfaction.

Join us as we continue to lead the conversation, providing invaluable guidance and support for all mortgage professionals. Don't forget to subscribe, and stay tuned for next week’s marketing-focused episode of Lending Leadership: The Creative Brief.

Robert, Tom, and Dave

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In our inaugural episode, we dove right into the unique journeys that led us to the mortgage marketing space. While nobody grows up dreaming of working in mortgages, life's twists and turns bring us to unexpected and fulfilling careers. Join us, Corrine and Rachael, as we share our personal stories and insights on how our diverse backgrounds have surprisingly prepared us for our roles in this industry.

Today's episode is all about understanding the importance of personal branding for loan officers and how treating them as clients within our marketing frameworks can set them apart in a crowded market. Whether you're a seasoned professional or new to the field, we'll give you tangible, bite-sized marketing strategies that you can start implementing right away.

1. Key Takeaways:
3. Unconventional Career Paths Can Lead to New Opportunities: Both of us, Corrine and Rachael, shared how our previous careers, ranging from radio and podcasting to direct response marketing, ultimately led us to marketing for mortgage firms. These diverse experiences bring unique perspectives and skills to our current roles.
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7. Personal Branding Is Crucial: Rachael emphasized the significance of personal branding, stating that clients often buy into you as an individual first before they consider the company you represent. Therefore, loan officers should focus on developing their personal brand to make a lasting impression.
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11. Treating Loan Officers as Clients: Corrine discussed how at HMA Mortgage, the marketing team operates as a service to the loan officers, treating them like clients. This client-centric approach involves customizing marketing strategies and branding efforts to fit each loan officer's unique needs, which is not a common practice in all mortgage companies.
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15. Efficiency in Marketing - The 15-Minute Rule: One pivotal concept introduced was utilizing 15-minute time blocks to achieve significant marketing efforts. Corrine shared how this simple yet effective strategy can help loan officers consistently work on their marketing, even with busy schedules, leading to impactful results.
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19. Direct and Effective Communication: We highlighted the importance of direct communication between the marketing department and loan officers. This proactive approach ensures that the loan officers are well-informed about their marketing efforts, fostering a more cohesive and productive relationship.
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Join us next time as we delve deeper into specific marketing strategies tailored for loan officers. Make sure to like, subscribe, and follow us for more insights and actionable tips to enhance your marketing game.

Stay tuned, and we'll catch you in the next episode of Lending Leadership: The Creative Brief!

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• Rach and Rinn
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Today, it's all about introductions and setting the stage for what you can expect from our podcast series. We'll be diving into who we are, why we decided to join forces, and our mission with this podcast. We also explore our personal journeys into the mortgage industry, reflecting on how we found ourselves here and why we love what we do.

In this opener, you’ll get to know your hosts, the three partners of HMA Mortgage: President, David Holland and Managing Partners, Robert Fillyaw and Tom Mills. With over 60 years of combined experience in mortgage industry leadership, we'll share how this incredible partnership and commitment to coaching brought us together and all the valuable insights of our journeys along the way.

Key Takeaways:

1. The Power of Coaching and Mentorship: We emphasize how professional coaching has drastically improved our careers and our quality of life. We've all invested heavily in coaching, and our successes are a testament to the value of mentorship. If you’re not already working with a coach, this is something we strongly recommend for both personal and professional growth.

2. Work-Life Balance in the Mortgage Industry:

A major theme in our conversation is how we've managed to reclaim our time and balance our work with personal life. Through better systems and processes, we’ve learned to be more efficient, and we’re excited to share these strategies to help you do the same.

3. The Importance of Systems and Processes: Effective systems and processes are crucial for building a sustainable and scalable mortgage business. By focusing on operational efficiencies, we've been able to grow our businesses while reducing the number of hours we need to work. This podcast will dive deep into these methodologies.

4. Our Diverse Paths to Mortgage Leadership: Each of us has a unique story of how we found our way into the mortgage business—from unexpected beginnings in different fields to a clear realization that this was the right career for us. Despite different starting points, we've all discovered immense fulfillment and success in this industry.

5. Embracing Technology and Flexibility: We talk about how modern technology has made it possible to work from virtually anywhere, offering unprecedented flexibility. This flexibility combined with the financial rewards and the chance to help people achieve homeownership makes the mortgage industry particularly appealing.

As we progress, we'll cover a multitude of topics from granular industry tips to big-picture strategies for leadership and growth. If you have any topics you’d like us to discuss or questions, don’t hesitate to reach out. Hit that like button, subscribe, and join us as we embark on this journey together.

Thanks for tuning in to our first episode, and we can’t wait to continue this conversation with you all!

Remember to check the follow-on screen for our contact information and connect with us. Let’s build the best damn mortgage company together!

Stay tuned and see you next episode!

• Dave, Robert, and Tom

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Lending Leadership is two powerful shows in one, alternating every week between The Mortgage Pros and The Creative Brief.

In Lending Leadership: The Mortgage Pros, you’ll be guided by the three dynamic partners of HMA Mortgage—Tom Mills, Dave Holland, and Robert Fillyaw—through the real, unfiltered truth about the mortgage industry. With decades of combined experience and close to a million dollars spent on professional coaching (yes, you read that right), our hosts are ready to share their wealth of knowledge, hard-earned wisdom, and maybe even reveal a few facepalm-worthy moments that loan officers will not want to miss.

In Lending Leadership: The Creative Brief, we’ll take a step back from the front lines of the mortgage world and show you results driven marketing processes that every loan officer will want to use on a daily basis. Hosted by Corrine Bibb, VP of Marketing and Rachael Tresch, Director of Brand and Media Relations at HMA Mortgage, this segment is all about bringing a fresh, dynamic perspective to the world of mortgage marketing. You’ll learn the secrets of effective personal branding, social media marketing, and tips and tricks on how to stand out from the competition. 

Together, Lending Leadership is more than just a podcast; it's a community of mortgage professionals committed to continuous improvement and excellence. Join us each week as we share pre-approved advice and wisdom, explore the mortgage industry's ins and outs, and empower you to achieve career-defining success.

In each episode of the podcast, you can expect to find:

Fresh Perspectives and Branding Mastery

Our hosts offer unique insights into the mortgage industry, providing a well-rounded view of what it takes to succeed. Learn the secrets of effective branding and marketing from industry experts who share strategies for building a strong brand, creating compelling marketing campaigns, and leveraging digital tools to reach your target audience.

Empowering Leadership

Discover what it means to be a strong leader in the mortgage industry. We’ll discuss leadership styles, team management, and creating a work environment that fosters creativity, collaboration, and success. You can expect candid conversations about the challenges you’ll face and what the heck you can do to overcome them.

Real Stories and Practical Tips

Hear real stories from each host’s career, including their successes, challenges, and the lessons they've learned along the way. These practical tips and advice are designed to help you navigate the complexities of the mortgage business with confidence. Learn from the victories and faceplants of mortgage pros–each story is packed with lessons to help you avoid pitfalls and achieve new heights.

Business Growth Strategies and Navigating Operations

Growing your mortgage business requires a blend of smart marketing, efficient operations, and continuous learning. Our hosts and guests share practical tips and strategies to help you expand your client base, fine-tune your operations, and enhance your overall business performance. Episodes will break down intricate steps and regulations in the mortgage process, offering insights into streamlining operations, ensuring compliance, and delivering exceptional service.

Marketing, Tech Trends, and Building Strong Partnerships

Stay ahead of the curve with the latest marketing trends and new tech in the mortgage industry. Learn how to leverage digital marketing, social media, and innovative tools to attract more referral partners and clients. Stay competitive by honing the art of building and maintaining strong relationships with real estate agents, financial advisors, and other key players in the industry.

The Future of Mortgages

Stay ahead of industry trends and developments with insights into the future of the mortgage business. From advancement in tech to regulatory changes, this segment keeps you informed and prepared for what's next. Explore future trends and market forecasts to ensure your business is ready for whatever the industry throws your way.

So Lending Leaders, tune in, subscribe, and become a part of the Lending Leadership community. Let’s make the mortgage industry better, one laugh, one lesson, and one episode at a time.