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PODCAST

Loan Officer Leadership

The Loan Officer Leadership Podcast is designed to help mortgage professionals grow their production, strengthen their leadership, and build a predictable mortgage business. Hosted by nationally recognized mortgage leaders Steve Kyles and Frank Garay, the show delivers practical strategies, loan officer coaching insights, and proven systems used by top-producing loan officers nationwide. With more than two decades in the mortgage industry, Steve Kyles has helped thousands of families finance homes

business careers

All Episodes

31:03

480. The Hidden Lending Opportunities That Could...

Loan Officer Leadership ·

2026/03/31

Most loan officers are still competing in the same traditional space, while missing a massive wave of opportunity already sitting in their database. In this episode, Steve sits down with Tom Davis to unpack the growing non-QM, second lien, and investor lending space, and why it’s becoming one of the biggest opportunities in today’s market.You’ll learn:Why traditional lending alone is limiting your production How non-QM and investor deals are unlocking new revenue streams The role of equity

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12:06

479. Why You’re Not Getting More Referrals

Loan Officer Leadership ·

2026/03/24

If you’re not getting consistent referrals, it’s not the market... and it’s not your rates.In this episode, Steve breaks down the real reason most loan officers aren’t closing more business: it’s not a lead problem, it’s a leverage and activation problem. You’ll learn the five key areas that determine whether your relationships actually turn into deals:Why more conversations, not more marketing, drive results How a simple “ask” can double your referrals The real reason past clients don’t

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18:09

478. The Talking Points Every Loan Officer Needs...

Loan Officer Leadership ·

2026/03/17

Buyers are stuck in uncertainty, agents are hearing the same objections every day, and most loan officers are missing the chance to bring real clarity to the conversation.In this episode, Steve and Frank break down the key talking points helping move buyers off the fence right now. They unpack the three biggest reasons buyers are hesitating:Waiting for rates to come downWaiting for prices to dropWaiting for inventory to improveYou’ll hear how to use real market data to replace emotion with

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12:12

477. The Perfect First Call: A Simple Framework That...

Loan Officer Leadership ·

2026/03/12

The first conversation with a new lead can either create momentum, or create confusion.In this episode, Steve and Frank break down a simple framework for handling that very first call so prospects feel confident, clear, and ready to take the next step.You’ll learn how to:Ask the one question that reveals the strength of the agent relationshipUse a quick “loyalty uplift” to build trust with both the client and the agentKeep the conversation focused on the next step, not overwhelming

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7:13

476. The First Call Ask: The Simple Habit That...

Loan Officer Leadership ·

2026/03/10

Most loan officers wait too long to ask for referrals.In this episode, Steve Kyles and Frank Garay share a simple but powerful strategy: ask for the business on the very first call.You’ll learn:Why the first conversation is the perfect time to ask for referralsHow to ask in a way that feels natural, not salesyA real story of a dead lead turning into a funded dealWhy making more offers always leads to more opportunitiesThe truth is simple: the loan officers who ask the most tend to close the

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14:15

470. Worth Doing Badly: Why Action Beats Preparation...

Loan Officer Leadership ·

2025/12/31

If you've ever caught yourself waiting for things to be "just right" before taking action… this episode is for you. Steve Kyles shares how a small, imperfect email list grew from 200 to 14,000, how phone calls (even the bad ones) are moving the needle, and why messy action always beats perfect planning. Here's what you'll hear: The mindset shift that helped Steve go from stuck to scaling fast Why clarity comes after action, not before The myth of needing "the right script" before you start

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12:12

The Refinance Window Is Open. Are You Calling Your...

Loan Officer Leadership ·

2025/12/17

already getting calls… just not always from you. In this episode, Steve Kyles breaks down how he's locking in refis right now and the exact scripts, strategy, and segmentation that are generating apps today. You'll learn: How to build your refi-ready list fast (even if you think rates are too high) Why 5.9%–6.25% rates are working—and what to say to past clients sitting at 6.9%+ The 4-touch method Steve is using to drive fast conversations and applications If you're not actively working your

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13:00

468. The Secret Power of Tuesday Updates (and Why...

Loan Officer Leadership ·

2025/12/10

What if your easiest calls could become your biggest money-makers? In this episode, Steve Kyles breaks down how one simple strategy, called Just Ask Tuesday Updates, turned a single agent relationship into three closed deals in 30 days… beating out two top competitors. You'll hear the real-world story, the exact script, and how to use it in your business starting today. You'll learn: Why Tuesday updates are a Trojan horse for high-trust referrals How to turn one transaction into six powerful

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16:48

How to Stay Top of Mind with the Right Agents and...

Loan Officer Leadership ·

2025/11/05

In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Chelsea Gardner dive into the real reason most originators struggle to stay visible, and how to fix it fast. You'll learn: How to build trust with agents using the "7-11-4" strategy Why targeted Facebook and Instagram ads create an "everywhere" effect What to do if you have more time than money, or more money than time The difference between "done-for-you" and "done-with-you" ad services How just one closed loan can pay

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11:08

463. The One Asset You'll Regret Ignoring as a Loan...

Loan Officer Leadership ·

2025/10/29

Your database is your legacy. In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay break down the one thing most loan officers neglect—yet it holds the power to generate $9K to $27K per month when stewarded correctly. You'll learn: Why your database is the most valuable asset you own How to back it up, protect it, and monetize it (even if you've let it slide) How Steve pulled 500+ agent contacts from past deals using Model Match The exact monthly rhythm to turn

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09:48

462. Why Realtors Ghost You, And What to Do About It...

Loan Officer Leadership ·

2025/10/22

’ve nailed the conversation. You’ve followed up. But if agents still aren’t calling you back, here’s the missing piece: proof. In this final episode of the 3-part series, Steve Kyles and Frank Garay break down the third reason loan officers get ghosted… making the same promises everyone else does, without the receipts to back it up. In this episode: What agents actually mean when they say “close on time” How to show, not just say, what makes you different Why small kept promises are more

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17:08

461. Why Realtors Ghost You, And What to Do About It...

Loan Officer Leadership ·

2025/10/15

So, you had a great meeting with a qualified agent… great conversation, good connection, and then… nothing. Silence. Crickets. In Part 2 of Why Realtors Ghost You, Steve Kyles and Frank Garay break down the second big mistake that causes great opportunities to fade: weak or inconsistent follow-up. You’ll learn: Why most “ghosting” isn’t personal, it’s just timing and consistency The data behind how long it really takes for agents to respond How to structure your 12-week follow-up plan (and

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11:31

457. Your $1.8M List: Why 50 Qualified Agents Beat...

Loan Officer Leadership ·

2025/09/17

In this episode, Steve Kyles and Frank Garay break down one of the most overlooked keys to scaling your mortgage business: your agent list. If you’re calling every Monday but not seeing results, it may not be your script—it might be your list. You’ll learn: Why 50 qualified agents is the real goldmine (worth $1.8M+) How to re-evaluate your list every 90 days to stay productive What the “Rule of Two” reveals about agent referrals and lead count The right way to top-grade unqualified agents

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11:11

456. The Call Gets Easier When You Know What It’s Worth

Loan Officer Leadership ·

2025/09/10

Struggling to stay consistent with outbound calls? Steve Kyles shares a simple, powerful mindset shift that turned his daily call list into a million-dollar opportunity list. In this episode: Why assigning a dollar value to every relationship changes the game How Steve turned 84 agents into $1.5M in annual potential The math behind the “Great Restart” and how to stay motivated How to break past call reluctance using opportunity-based thinking More offers – more no’s – more money. This

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08:24

455. The Biggest Mistake I Made When Hiring (And How...

Loan Officer Leadership ·

2025/08/27

Most loan officers overthink hiring—and end up doing everything themselves. In this episode, Steve unpacks the #1 mistake he sees when building a team and shares a simple, scalable way to get results without burning out. You’ll learn: Why part-time relationship managers might be your biggest growth hack How Steve generated 2,000+ outbound calls and 29 appointments in 60 days A step-by-step onboarding rhythm that gets new hires producing fast What to say, what to send, and how to train

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11:29

452. Speed to Lead: Why Answering in 60 Seconds...

Loan Officer Leadership ·

2025/08/06

Did you know responding to a lead within 60 seconds increases your conversion chances by 391%—but waiting just 5 minutes drops it by over 80%? In this episode, Steve Kyles and Frank Garay break down the shocking MIT study stats on speed to lead and why answering calls instantly is the ultimate game-changer for loan officers. You’ll learn: The stat that proves answering fast wins 79% of borrowers How to stop losing deals by missing calls Simple solutions: call forwarding, answering services,

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05:15

451. Don’t Get Distracted: The Power of 13 Daily...

Loan Officer Leadership ·

2025/07/30

Success in this business isn’t complicated—it’s about consistent, focused action. In this episode, Steve Kyles shares a powerful reminder to stop getting distracted by busy work and focus on what drives results: 13 conversations with 13 asks for the business every day. You’ll learn: Why 13 daily conversations are the #1 predictor of your closings in the next 90 days How to start with your warm list (past clients, friends, and family) The difference between fishing (immediate deals) and

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01:17:48

448. Steve's Masterclass: The Closing Edge – Proven...

Loan Officer Leadership ·

2025/07/18

In Steve's Masterclass, he taps into his 23+ years of experience to share the exact scripts, questions, and mindset shifts that help loan officers consistently close more deals. He unpacks the art of asking for commitment without sounding pushy—and how to identify objections before they derail the deal. You’ll hear real-world stories, simple frameworks, and the practical language Steve uses every day to create trust, manage expectations, and boost conversion rates. If you’re ready to take the

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07:59

447. Human First: The Secret to High-Engagement...

Loan Officer Leadership ·

2025/07/16

Most loan officers treat Facebook ads like digital billboards—selling 24/7. But what if being human was the secret to breaking through the noise? In this episode, Steve Kyles is joined by Chelsea Gardner of Fully Aligned Marketing to break down how to run targeted Facebook and Instagram ads that actually get seen, remembered, and engaged with. You’ll learn: Why your ads should look more like your personal posts How to blend life + business using the “Touch, Teach, Tell, Sell” method

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15:41

446. Signal vs. Noise: Focus on What Moves the Needle

Loan Officer Leadership ·

2025/07/11

Most loan officers stay busy—but not productive. In this episode, Steve and Frank unpack a powerful concept from the Loan Officer Breakfast Club: identifying the signal (what drives revenue) versus the noise (everything that doesn’t). You’ll learn: How to audit your day and isolate your highest-value activities Why your “noise” is someone else’s “signal”—and how to hire for it How limiting beliefs like “I can’t afford help” are keeping you stuck Why asking “What would it look like?” is the

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87 results

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