Explore every episode of the podcast Mortgage Marketing Radio
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Are You Wasting Your Time at the Wrong Mortgage Company? | 08 Nov 2026 | 00:29:03 | |
► FREE 5-day email course — The Agent Class Method (stop chasing agents, start attracting them): https://myagentclasses.com/emailcourse
Are You Wasting Your Time at the Wrong Mortgage Company?
Most loan officers never find out if there's a better fit out there, because in this industry, even *looking* can put a target on your back.
In this episode of Mortgage Marketing Radio, Geoff Zimpfer sits down with Ellen Duncan, founder of mLOOP, a platform that flips mortgage recruiting on its head by giving loan officers more information, more privacy, and more control. Ellen explains how originators can anonymously explore and compare lenders, why "looking doesn't mean leaving," and what the data says LOs actually care about when considering a move. (Hint: it's not the signing bonus.)
In this episode, you'll learn:
→ How to anonymously compare lenders — the lender is revealed to you, but you stay anonymous until YOU choose to share who you are
→ The questions to ask to find out if your current lender still fits you, your business, and where you want to go next
→ Why 70–80% of originators say a signing bonus is NOT important to their decision
→ Why roughly 78% of LOs signing up for mLOOP aren't in a hurry to move — and what they're really after
→ How lenders are scored on data they can't argue with (90-day attrition, LO tenure, and more)
→ A free 2-minute assessment to see how well your current lender fits you
🔗 LINKS & RESOURCES
► Does your lender fit you? Free 2-minute assessment: https://mloop.co/yourfit
► mLOOP (create your free account — always free for originators): https://mloop.co
► Follow Ellen Duncan on LinkedIn:
https://www.linkedin.com/in/ellen-duncan-9b9a921a/
🎙️ ABOUT THE SHOW
Mortgage Marketing Radio, hosted by Geoff Zimpfer, helps loan officers grow their business with practical marketing, referral, and career strategies.
#mortgage #loanofficer #mortgageindustry #mortgagerecruiting #mortgagemarketing | |||
| Only 19% of Gen Z Trust Loan Officers - Here's How to Fix That | 30 Oct 2026 | 00:48:54 | |
Only 19% of Gen Z trust loan officers, while 75% trust friends and family for homebuying information. That's a serious problem for mortgage professionals trying to reach the next generation of homebuyers.
So how do you earn their trust, start more conversations, and turn hesitant first-time buyers into mortgage-ready clients?
In this episode of Mortgage Marketing Radio, Geoff Zimpfer sits down with Nora Guerra, Senior Vice President of Community Lending Solutions at Guild Mortgage, to unpack new Gen Z homebuyer research conducted in partnership with YouGov.
The findings reveal a surprising opportunity for loan officers heading into 2027: younger buyers want to own homes, but many lack confidence, misunderstand mortgage requirements, and don't know whom to trust.
In this episode, you'll discover:
✅ Why Gen Z doesn't trust loan officers — and how to change that.
✅ Six distinct homebuyer personas and how to communicate with each one.
✅ Why mortgage calculators, educational content, and longer YouTube videos may be more effective than another quick social media clip.
✅ Why Gen Z uses AI to prepare for conversations with loan officers, not necessarily replace them.
✅ How to position yourself as a trusted mortgage advisor and attract more first-time homebuyer opportunities.
✅ Practical strategies using buyer education, community partnerships, and personalized outreach to build your future purchase pipeline.
The big takeaway: Your next generation of clients may already want to buy a home. They just need someone they trust to show them how..
🎓 FREE 5-Day Mini Course: The Agent Class Method
Stop chasing real estate agents for referrals. Learn how to attract agents by hosting educational events and classes that position YOU as the expert.
Discover what to teach, how to get agents to attend, and how to turn those relationships into referrals — without cold calling or constantly asking agents for business.
👉 https://myagentclasses.com/email-course
📊 Download the Gen Z / YouGov Homebuyer Research Report
Get the research discussed in this episode and discover what the next generation of buyers thinks about homeownership, affordability, mortgage financing, and trust.
👉 https://www.flipsnack.com/guildmortgageco/gen-z-yougov-homebuyer-research-report
CONNECT WITH NORA GUERRA
🔗 LinkedIn:
https://www.linkedin.com/in/nora-guerra-517790157/
📸 Instagram:
https://www.instagram.com/noraguerra_/ | |||
| The #1 Source of Purchase Loans in 2026 | 25 Oct 2026 | 00:12:19 | |
🎓 FREE 5-Day Mini Course: The Agent Class Method
How to get more agent referrals with events and classes — without chasing or cold calling.
👉 https://myagentclasses.com/email-course
Loan officers: new 2026 data shows Realtor referrals drive 49.4% of purchase lender selections. AI drives 1%
Every mortgage conference right now is about AI. So I went looking for what borrowers actually do when they pick a lender. STRATMOR’s June 2026 MortgageCX data: Realtor referrals drove 49.4% of purchase lender selections. AI recommendations drove 1.0%.
Zillow’s October 2026 Consumer Housing Trends Report confirms it independently: an agent referral is the #1 way buyers first found the lender they used.
In this video, I walk through three independent 2026 studies, explain why “AI vs. relationships” is the wrong frame, show you the Agent Prospecting Pyramid, and tell you how Kevin at Churchill Mortgage got 55 agents in a room for his first class — 23 he’d never met.
If you can’t name ten agents who referred you a buyer in the last 90 days, you don’t have a marketing problem. You have a room problem. This video fixes it.
Sources cited:
STRATMOR Group, “Protect Your Turf: The AI Battle Starts Now” (June 2026)
Zillow Consumer Housing Trends Report 2026 (October 2026)
ServiceLink 2026 State of Homebuying Report (April 2026) | |||
| More Realtors, Better Realtors: The Strategy for 2027 | 07 Oct 2026 | 00:07:45 | |
Business is still happening.
Homes are still being sold. Buyers are still getting mortgages. And Realtors are still influencing which loan officers get the opportunity to serve those buyers.
So if you’re heading into Q4 wondering where the business is going to come from, the better question may be: Are enough of the right people in your market aware of you?
In this solo episode, Geoff Zimpfer comes to you from the Momentum Builder event in Dallas with a challenge for loan officers preparing for 2027: stop relying on one-to-one chasing and start building a system that expands your reach.
Geoff breaks down why Realtors remain an important and profitable pillar of business, why many originators struggle to create a predictable Realtor acquisition strategy, and how hosting educational agent classes can help you move from being viewed as another vendor to becoming a valued partner.
You’ll hear how loan officers are using classes to get in front of dozens of agents at once, create new referral relationships, and generate meaningful production without relying on cold calling or constantly chasing agents for coffee meetings.
In this episode, you’ll learn:
Why the amount of business happening in your local market may surprise you
The question every loan officer should ask: Do you need more Realtors, better Realtors, or both?
Why traditional Realtor prospecting often keeps you positioned as a vendor
How to move from solicitor to partner, peer, and trusted resource
Why educational classes allow you to scale from one-to-one prospecting to one-to-many attraction
How to become “five-mile famous” in your local real estate community
Real examples of loan officers who have generated new partners, loans, and millions in additional production through agent classes
Why what you do in Q4 can have a major impact on where your business lands in Q1
Geoff also shares details about his upcoming free workshop, The First Class Method: How to Host Your First Agent Class and Walk Out With 3+ New Referral Partners.
During the workshop, he’ll walk through the system he has used for years to help loan officers fill a room with agents, confidently teach a valuable topic, and turn attendees into potential referral partners—without chasing or cold calling.
Free Workshop: The First Class Method
Date: Wednesday, October 14
Time: 10:00 AM Pacific / 1:00 PM Eastern
Register: agentclassmethod.com
There will be no replay or recording.
If you want to stop being the best-kept secret in your market, expand your Realtor relationships, and build a more predictable source of referrals heading into 2027, this episode is for you. | |||
| Stop Chasing Realtors: Build a Referral Machine That Scales | 26 Sep 2026 | 00:42:15 | |
Want more Realtor referrals without spending your entire week chasing agents, scheduling coffee meetings, and hoping they send you business?
In this episode of Mortgage Marketing Radio, Geoff Zimpfer sits down with mortgage broker Logan Lindstrum to break down the Realtor referral system helping him scale his mortgage business.
After stepping away from mortgage for roughly two years, Logan returned, became a broker, and has built his production to 136 units and more than $40 million in year-to-date volume—with roughly 90% of his business coming from Realtors.
But Logan isn’t relying on the traditional “find 10 great agents and stay in touch” approach.
He’s building a repeatable Realtor acquisition machine using educational workshops, AI and marketing training, cold outreach, paid Meta ads, retargeting, testimonials, livestreaming, and systematic follow-up.
In this conversation, you’ll discover:
• How Logan uses workshops to attract and convert Realtor referral partners
• Why most loan officers are missing the critical step AFTER meeting an agent
• How he plans to scale to six Realtor workshops per week
• The workshop topics that actually get real estate agents interested
• How video testimonials create proof and fuel his advertising
• Why Logan teaches AI, marketing, sales, and technology instead of mortgage products
• His follow-up process for converting workshop attendees into relationships
• Why he eliminated certain loan products to simplify and scale his mortgage business
• How to create a business development system that fits your strengths
• Why “one-to-many” marketing can create enormous leverage for loan officers
Connect with Logan on Instagram
https://www.instagram.com/logan.lindstrum/
Get the Free Email Mini-Course: The Agent Class Method
https://myagentclasses.com/email-course
#MortgageMarketing #LoanOfficer #RealtorReferrals #MortgageBroker #MortgageBusiness | |||
| How Loan Officers Grow in a Tough Market | 16 Sep 2026 | 00:29:06 | |
What if the toughest mortgage market in years is actually giving you an opportunity to take market share?
In this episode, I sit down with Don Goettling, founder of Momentum Builder and a mortgage industry veteran with nearly four decades of experience, to talk about why loan officers who are waiting for the market to get easier may be making a costly mistake.
Don and I discuss what separates mortgage professionals who are still growing from those who have pulled back—and why your mindset, environment, systems, relationships and willingness to adapt matter more than ever.
We get into:
Why waiting for rates or the market to “save you” isn’t a strategy
How successful loan officers are using this market to gain share
Why getting around other producers who are winning can expand what you believe is possible
The role of AI, personal branding and better business systems
Why Realtor partnerships are changing
The difference between collecting information and actually implementing it
Why what you do in Q4 can determine how you begin 2027
We also talk about Momentum Builder 2026, taking place October 6–8 in Dallas, Texas.
I attended last year, and I’ll be back again this year.
If you’re serious about growing your mortgage business, meeting other people who are winning in this market, and heading into 2027 with momentum instead of starting from scratch in January, check it out.
🎟️ Momentum Builder 2026 | October 6–8 | Dallas, TX
Full details and registration:
https://www.momentumbuilderevent.com/
Use code ZIMPFER to save $100.
Want to start teaching agent classes?
Get my free 5-day email course, The Agent Class Method, and learn how to use educational classes to get in front of real estate agents, create meaningful follow-up conversations, and develop more referral opportunities.
Get it free at:
https://myagentclasses.com/email-course | |||
| Stop Cold Calling Agents. Teach a Class, Get Referrals | 09 Sep 2026 | 00:31:19 | |
Want more Realtor referrals without spending your week cold calling agents?
In this episode, longtime client Glenda White joins the Agent Referral Xcelerator cohort to break down how she uses educational agent classes to create appointments, build trust with real estate agents, and turn those relationships into mortgage referral opportunities.
Glenda shares the process she uses after teaching a Google Business Profile class for real estate agents, including how she gets agents to book 15-minute audits, asks for reviews, follows up for six weeks, and creates a natural opportunity to ask for the agent’s next buyer.
You’ll hear:
Why teaching agent classes gives loan officers a better reason to start conversations with Realtors
How Glenda turns a class into booked one-on-one appointments
The 15-minute audit process she uses after class
How she follows up for six weeks without sounding like a cold caller
How and when she asks agents for the business
Why some of her best referral relationships started with agents she might not have targeted otherwise
If you’re a loan officer, mortgage broker, branch manager, or mortgage professional looking for a better way to build Realtor relationships, this episode gives you a practical look at how agent classes can become part of your mortgage marketing strategy.
Want to start teaching agent classes?
Get my free 5-day email course, The Agent Class Method, and learn how to use educational classes to get in front of real estate agents, create meaningful follow-up conversations, and develop more referral opportunities.
Get it free at:
https://myagentclasses.com/email-course | |||
| Work-Life Balance Is a Lie — Here's What Actually Works | 20 Aug 2026 | 00:51:34 | |
You didn't wake up one day and choose a life you don't recognize. You drifted into it, one compromise at a time.
Shawn Mingus spent 20 years teaching this to more than 4,000 people, and his position is blunt: balance is the right word. Work-life is the broken part. Life doesn't have two dimensions. It has eight.
In this conversation, Shawn walks through the exercise from his book Reimagining Balance: score all eight by emotion instead of a vague 1-to-10, plot them as a polygon, and look at the shape. Not a circle. A circle would mean you're playing it safe. The goal is an honest shape you can act on. Then the part most people skip — turning that shape into one or two daily actions in the two dimensions that need you most, and re-running the whole thing every 90 days.
WHAT YOU'LL GET:
- Why "work-life balance" is a false choice — and what replaces it
- The eight dimensions of a life, defined (profession is not your job)
- How to spot drift before it costs you a marriage, your health, or a decade
- Why the goal is aware imbalance, not artificial symmetry
- Scoring by emotion — the piece almost every balance framework misses
- The "glow effect": why fixing one dimension lifts the other seven
- The communication moves that keep your spouse on your side
- How often to re-run it (and what happens when you don't)
GET THE BOOK + WORKBOOK
Go to Reimagining Balance → https://reimaginingbalance.com
CONNECT WITH SHAWN
LinkedIn: https://www.linkedin.com/in/shawn-mingus-67b2a32/
Instagram: https://www.instagram.com/shawnmingus/
Listen to the episode, then DM Shawn your one big takeaway.
FOR LOAN OFFICERS: Get ten years of what top Loan Officers do that works.
Every episode of Mortgage Marketing Radio is broken down into scripts, playbooks, and exact moves so that you can find the answer in 2 minutes.
GO HERE: https://swipethevault.com | |||
| The Referral Gap: Why Agents Still See You as a Vendor | 05 Aug 2026 | 00:32:23 | |
Most loan officers are stuck on the bottom two floors of a pyramid they don't know they're standing on.
Floor one is solicitor. Cold calls, coffee invites, "I'd love to learn about your business." Agents have heard it a thousand times and they know what it is.
Floor two is vendor. You broke through, you're getting deals, and you're still leading with product and price. DSCR. Self-employed programs. Close on time. Everybody says that, which means it's worth nothing.
Between vendor and partner sits what I call the referral gap. This episode is about crossing it.
I recently sat down with Rachel on the Lending Leadership podcast and we went deeper than I planned to. We covered the pyramid, the one-to-many method I used to build my own business, why "five mile famous" beats being the best-kept secret in your market, and the three things you actually control when the market gets weird.
We also talked about the year I've had. Cancer, three months where I barely spoke, and what it teaches you when the thing you make your living with gets taken away for a while.
What you'll take from this one:
The four stages of the Realtor Prospecting Pyramid, and where you're actually standing right now
The referral gap — why price, products, and turn times can never move you from vendor to partner
The one-to-many math: one meeting with 20 agents beats 20 meetings with one agent
The exact soft close I use at the end of a class, word for word, that gets agents booking calendar time without a pitch
Class topics agents actually want (their problems, not your products)
How I turned 10 years and 425 episodes into a free searchable archive in about 12 hours
Resources mentioned:
Swipe The Vault — 10 years of Mortgage Marketing Radio, searchable by topic, with swipe files and playbooks attached. Free: https://www.swipethevault.com
Get More Agents — how I work with loan officers on agent classes: https://www.getmoreagents.com
The Lending Leadership podcast with Rachel — go subscribe, she's doing good work:
https://www.hmamortgage.com/page/lending-leadership-podcast
If this one helps, the best thing you can do is leave a rating on Apple Podcasts or Spotify. 261 people have, and we're sitting at 4.9. It's how new loan officers find the show. | |||
| 425 Episodes. One Search Box. (This One's Free.) | 18 Jul 2026 | 00:05:55 | |
Six months chasing one agent. She finally texts back, and the Loan Officer freezes. No idea what to say.
Five years ago I'd have typed him a long answer from memory of how to reply.
Last week I just said: that's episode 317.
Here's what changed.
425 episodes of Mortgage Marketing Radio. Ten years of practitioners who actually do the work, scripting, database, agent classes, consumer direct. The answer to almost any problem you've got is already in there.
And functionally, all of it was unusable. A podcast feed is chronological. Your problem isn't. It shows up on a Tuesday when you've got 30 seconds to say the right thing.
So I had every episode distilled to its takeaways. Summary, quotes, links, play button. All of it behind one search box.
AI did in a weekend what would've taken me six months.
It's called The Vault. Free. No upsell. My thank-you for ten years.
In this episode, I also get straight with you about why it's happening now, because this show is changing.
Press play. Then go unlock the vault here: swipethevault.com | |||
| 63% of Homes Sold With a Seller Concession. Steal This Play | 09 Jul 2026 | 00:20:22 | |
I'm back behind the mic with a rapid-fire episode — two swipeable ideas you can put to work this week, plus the one thing that decides whether anyone shows up to your next class.
Idea #1 — Turn MLS data into content realtors ask for.
Jerad Larkin pulled 12,029 Denver home sales and found roughly 63% closed with a seller concession, around $10,000 on average. He broke it down by property type and price range, white-labeled it into a carousel, and handed it to agents to post as their own. One Facebook post pulled 21 comments asking for the copy. I show you how to get the same data for your market from your title rep or an agent — and how to use it to start real conversations instead of chasing coffee meetings.
Idea #2 — The email that turns a closing into a class.
My buddy Anthony in Florida sends one email after every closing that edifies the agent, CCs their broker, and opens a direct line to the broker's office. I break down who to CC, what to say, and how it leads to hosting a class for the brokerage — with a recruiting angle brokers say yes to.
Bonus — The #1 secret to filling your class.
It isn't the food. It isn't the CE credits. It's the title. I run the quick test I've given hundreds of times and show you how to name a class agents actually sign up for.
Timestamps
00:00 – Back at the mic: Cabo, remission, and a health update
04:45 – Idea #1: Turn MLS data into a content play realtors ask for
06:30 – The Denver numbers: ~63% concessions, ~$10K, 12,029 home sales
12:00 – Be the partner, not the vendor: the offer that starts conversations
13:00 – Idea #2: The one email after a closing that books you a class
18:00 – The recruiting angle brokers say yes to
21:00 – The #1 secret to filling your next class (it's the title)
24:00 – A changeup is coming to the show
Resources & links mentioned
Jerad Larkin's seller-concession carousel: https://tinyurl.com/bdt48jvz
Jerad Larkin on YouTube: https://www.youtube.com/@milehightitleguy
Get on the early-bird list for the August accelerator — DM me on Instagram or LinkedIn
Connect with Geoff
Instagram & LinkedIn: @GeoffZimpfer | |||
| Gen Z Homebuyers Won't Call You...Here's the Fix | 25 Jun 2026 | 00:40:34 | |
Gen Z homebuyers are watching your videos, checking their credit, and still not picking up the phone. Here's exactly why, and the fix that gets them to call.
Guild Mortgage partnered with YouGov on a national Gen Z Homebuyer Study: 1,400+ buyers, open-ended answers, their real words. In this episode, guest host Katie Shive sits down with Drew Gillette, VP of Marketing at Guild, to break down why young buyers go quiet and the content that finally earns the call.
The number that explains it all: Gen Z rates their confidence to ever buy a home a 3.16 out of 10. They're not gone. They're embarrassed because they don't know enough, so they lurk instead of reaching out. Close that confidence gap, and you close the lead.
What you'll learn:
Why 1 in 2 Gen Z buyers want to meet in person (the "TikTok mortgage" myth, busted)
The income illusion: why higher earners feel LESS confident they can buy
The one word buyers kept using, and why it keeps them off your calendar
The realtor vs. loan officer trust gap, and the simple fix
Why 75% trust friends and family over any loan officer (and how to use it)
How to actually use YouTube, Reddit, and Facebook groups to get found
The "reverse play" that leads to your referral partners
📊 Download the GenZ Survey:
https://drive.google.com/file/d/1OlDHDsn1PsEfxKuusN6IVRCf120lki31/view?usp=sharing
🔗 Connect with Drew Gillett:
https://www.linkedin.com/in/drewgillett/
🔗 Connect with Katie Shive:
https://www.instagram.com/heykatieshive/ | |||
| Why Most Loan Officers Get ZERO ROI From Social Media | 18 Jun 2026 | 00:40:08 | |
You’ve been sold a lie: that if you just post enough content, the business will come.
It won’t. And in this guest-host takeover of Mortgage Marketing Radio, Michelle Mikel and Jennifer Butcher prove it with real numbers.
Jen is a 25-year mortgage veteran and host of the She Talks Money podcast. She was doing what all the gurus tell you to do — five videos a week, a polished feed, all of it. And she was still stuck on the question that haunts every originator: “When am I actually going to make money from this?”
So guest host Michelle Mikel put her through a 30-day challenge built on one rule that sounds too simple to work: one message a day, to one person you don’t know.
Inside this episode, you’ll hear:
• Why the $5,000/month social media manager is rarely
the answer (and what Jen pays instead)
• The difference between content that gets 20,000 views and content that gets paid
• The exact 4-part message framework that took Jen’s “yes” rate from ~30% to nearly 50%
• The “ick” prospecting lines you’re probably still using, and what to say instead
• How 30 messages turned into 5 podcasts, 6 agent meetings, and a calendar booked into July
If you’re tired of pouring time and money into content that doesn’t pay you back, this is the episode.
Hit play. Then send one message today.
———
Connect with Jennifer Butcher on Instagram: @JenniferButcherOfficial
Listen to Jennifer’s podcast:
Apple: https://podcasts.apple.com/us/podcast/she-talks-money/id1805894710
Spotify: https://open.spotify.com/show/2tVr8kAQv8L3xbhdOoWpvg?si=c915dc1f09e94139
Connect with Michelle Mikel on Instagram: @BermanMediaSocial | |||
| The 2026 LinkedIn Algorithm (Quick Hit) | 01 Jun 2026 | 00:17:35 | |
I studied two new research reports covering 260,000+ LinkedIn posts — and in this quick-hit episode, I break down exactly what's working on LinkedIn in 2026, specifically for loan officers and mortgage pros who want to get seen, build a personal brand, and attract referral partners.
Just the data, and what to actually do with it.
You'll learn:
✅ Whether links really hurt your reach (the answer surprised me)
✅ The format with an 11X interaction boost most LOs never use
✅ Why horizontal video beats vertical by 36% on LinkedIn
✅ The post length that performs 31% better in 2026
✅ The hashtag habit that drops performance 70%
✅ The 741% rule the top 1% of creators live by
✅ The lead magnet quietly crushing it right now (it's not a PDF)
🔗 RESOURCES & LINKS
Build your personal brand voice with Katie Shive → https://www.KatieShive.com
Want in on the next agent class cohort? It opens in September and fills fast. CLICK HERE to RSVP: https://tinyurl.com/arxcohort | |||
| Stop Trying to Beat the Algorithm. | 13 May 2026 | 00:10:55 | |
You feel it, don't you? That constant pressure to post more, create more, be more online — just to keep up. Meanwhile, your pipeline isn't moving the way it should.
Here's what nobody's telling you: the top-producing loan officers I work with aren't stressing about their next post going viral. They're doing something different. Something that's been working since before social media existed. And it's making a massive comeback.
In this episode, I'm going off-script to challenge the "post more" narrative that the gurus keep pushing. I'll share why IRL — in real life — local influence is outperforming the algorithm for the loan officers I coach. And I'll give you real stories from real LOs who've added $20M, $30M, even doubled their production — not by becoming influencers, but by becoming the go-to lender in their local market.
You'll hear:
→ Why the "content creator" pressure is burning you out (and what to do instead)
→ The strategy that's landing LOs in front of 20-30 agents at a time
→ How one LO turned a single workshop into a spot on a national sales training call with 400+ agents
→ Why direct mail is working (yes, even with millennials)
→ Jeff Bezos's question that should change how you think about your business
→ Details on the Agent Referral Accelerator cohort launching May 21st
If you're tired of feeding the algorithm and ready to build real relationships that generate real referrals — this one's for you.
🔗 Learn more: https:www.getmoreagents.com
📩 DM me on Instagram or LinkedIn with questions | |||
| Cancer, AI, and What's Next | 01 May 2026 | 00:16:01 | |
Six weeks ago, I went silent. No episodes. No posts. No noise.
I was fighting cancer.
Squamous cell carcinoma of the tonsil and tongue. Two rounds of chemo. Thirty rounds of radiation. And a whole lot of time to think.
Today, I'm back. And I'm not just picking up where I left off — I'm coming back with new clarity, new energy, and some powerful insights I can't wait to share with you.
In this episode:
What the last 6 weeks looked like (the real version, not the polished one)
A huge thank-you to the guest hosts who kept this show alive while I was down
What I've been studying about AI, marketing, and visibility is about to change the game for mortgage professionals
HubSpot's new AEO tool and why "Answer Engine Optimization" should be on every LO's radar right now
A tease of a pivotal change coming soon to Mortgage Marketing Radio and MMI
This is a personal one. It's also one of the most important episodes I've ever recorded. If you've ever been knocked down and had to figure out how to get back up — this one's for you.
Episode Resources:
Hubspot AEO Tool: https://www.hubspot.com/products/aeo
Connect with Geoff:
Instagram: @GeoffZimpfer
LinkedIn: linkedin.com/in/geoffzimpfer
YouTube: Subscribe to Mortgage Marketing Radio | |||
| The AI Mistake Killing Loan Officers in 2026 | 16 Apr 2026 | 00:37:37 | |
Mike Faraci (founder of Red Button Media) sat down with James Duncan (former mortgage marketing exec, now advising at Calum Advisors) to tackle the question every loan officer is quietly asking right now:
"With so many new AI tools dropping every week... what the heck am I actually supposed to be doing?"
Here's what you'll walk away with:
→ The one question to ask yourself before adopting ANY new tool, platform, or AI "solution" (miss this and you'll burn months chasing shiny objects)
→ Why "prompt engineering" is a skill — not a position — and the exact move James uses to get AI to prompt ITSELF on your behalf
→ The "story vs. point of view" distinction that separates forgettable loan officers from the ones clients actively seek out
→ Mike's 24-hour video challenge that got one broker TWO extra referrals in a single week (spoiler: it takes less time than typing the text)
→ The "Domino's Pizza Tracker" trick one mortgage company stole to boost loan process engagement
→ Why AI avatars are going to be the downfall of loan officers who lean too hard into them — and what to do instead
→ The truth about niching down that most LOs are getting wrong
Whether you're a producing LO, a marketing director, or a CEO trying to figure out how to stay human in an AI-saturated market — this one's for you.
Mentioned in this episode:
Red Button Media → hittheredbutton.com
Connect with Mike: LinkedIn: https://www.linkedin.com/in/mikefaraci/
Connect with James: LinkedIn: https://www.linkedin.com/in/jamesduncan-caelum/ | |||
| The Real Reason Next Gen Buyers Won't Call You | 08 Apr 2026 | 00:37:49 | |
Most loan officers are solving the wrong problem.
They think next-gen buyers need lower rates. Or bigger down payment assistance programs. Or easier qualifying standards.
The data disagrees.
Kristin Messerli, Co-Founder of First Home IQ, has spent six years surveying 9,000-plus respondents to study exactly what is holding millennials and Gen Z back from buying their first home. And what she found is that the biggest barriers have nothing to do with money.
They have everything to do with trust, overwhelm, and misinformation.
In this episode of Mortgage Marketing Radio, guest host Katie Shive and Kristin break down the 2026 NextGen Homebuyer Report -- what the data reveals, what it means for your business, and what you can do about it right now.
Links and Resources:
NextGen Homebuyer Report 2026: https://nextgenhomebuyer.com/reports/2026
First Home IQ: https://firsthomeiq.com/
First Home IQ Monday Workshop (Free): https://firsthomeiq.com/workshop/
Geoff Zimpfer Lunch and Learn Resources: https://join.goagentrx.com/webinar
Connect With Katie Shive: https://katieshive.com/ | |||
| $4 BILLION in Mortgages (Before Age 40) Here's EXACTLY How He Did It | 02 Apr 2026 | 00:39:01 | |
He's closed over $4 billion in mortgage production. He's not yet 40. And there's a good chance you've never heard of him.
That changes today.
In this power-packed episode, NFM Lending Managing Director Greg Sher steps in to guest host and sits down with one of the most quietly elite loan originators in the country, Oleg Tkach. Born in Ukraine, started in mortgage at 18, and built a $4 billion career without a major social media presence, without cold calling, and without ever chasing business the "old school" way.
This is the kind of interview you stop what you're doing to listen to. Twice.
Here's what Oleg breaks down in this episode:
→ The "Agent Programming" strategy — why most LOs are accidentally training their agents NOT to send them business (and how to flip the script)
→ The #1 conversion killer in your business right now (hint: it has nothing to do with your rate or your product)
→ Why trying to be an agent's PRIMARY lender may be the biggest mistake you're making — and what to go for instead
→ The 3-level agent relationship framework: Business Level, Backup Level, and Program Level
→ Why "the friend zone" is killing your referral pipeline and how to escape it
→ Oleg's Zoom + PowerPoint presentation strategy that gets agent meetings from anywhere — no drive-bys, no donut runs
→ How one of his coaching students went from $93 million to on pace for $240 million in one year
→ The 3-part formula behind "your best year ever" — simple enough to execute, powerful enough to break COVID-era refi numbers with purchases
→ Impact Elite Coaching's "The LAB" event — April 22–23 in Newport Beach at the Pendry Hotel
Learn More About The Lab Event: https://www.impactelitecoaching.com/the-lab
Thanks to Greg Sher for guest-hosting the podcast again. Let Greg know if you liked this episode.
Connect with Greg on LinkedIn here: https://www.linkedin.com/in/greg-sher/
Ready to scale your agent referrals without chasing or cold-calling? New cohort opening in April.
Get on the waitlist here: https://go.myagentclasses.com/home | |||
| How Loan Officers Are Losing Deals To A $20/Month Chatbot | 26 Mar 2026 | 00:52:33 | |
A borrower you've closed loans for before just photographed your Loan Estimate and dropped it into ChatGPT.
The AI told them you're overcharging.
You're not. But they believed it anyway — and the deal went somewhere else.
This is not a hypothetical. It happened to one of Trevor York's clients last week. And according to a stat dropped in this conversation, 77% of consumers now trust AI as much as a human expert. That number was lower a year ago. It will be higher next year.
So here's the real question: when your client runs your deal through a chatbot tonight — and some of them will — is the trust you've built strong enough to survive it?
In this episode of Mortgage Marketing Radio, I sit down with Trevor York — loan officer, founder of LinkSpot, and one of the most forward-thinking minds in the mortgage industry — to break down exactly what is happening to loan officers who haven't figured this out yet. And more importantly, what the ones who have figured it out are doing differently.
This is not a feel-good conversation. It is a wake-up call.
CONNECT WITH TREVOR YORK:
LinkSpot: https://www.linkspot.com
Instagram: @trevoryork
Connect With Katie Shive:
LinkedIn: https://www.linkedin.com/in/katieshive/
Website: https://katieshive.com/ | |||
| Why This LO Refuses to Quote a Rate | 19 Mar 2026 | 00:53:08 | |
What if the loan officers who are struggling most to grow their business are asking the wrong question — and one loan officer from Fargo, North Dakota figured out the right one?
In this episode, guest host Katie Shive sits down with Kayla Kallander — a top-producing loan officer, LinkedIn powerhouse, and first-time home buyer advocate who's built a referral machine in one of the most overlooked markets in the country.
If you think first-time home buyers are too much work for too little payoff, this episode is going to flip that script entirely.
Here's what we get into:
"Prescription Without Diagnosis Is Malpractice" — Why Kayla refuses to quote a rate before she knows the full picture, and how this one mindset shift positions her as a trusted advisor instead of a commodity.
The Realtor "Three Card" Problem — What Kayla says to realtors who still give out multiple lender cards, and the exact script she uses to get exclusive referrals.
Social Media Without a Marketing Team — She's active on LinkedIn, Instagram, Facebook, and TikTok — with just a VA and a Canva account. She breaks down exactly how she does it and why stories are where the real magic happens.
Why LinkedIn is the Most Underrated Platform for Loan Officers — How one LinkedIn post led to a group of financial advisors sending her 30% of her annual business — from a state she'd never even worked in.
The Real Cost of Rate Shopping — The client who called comparing rates from a Minnesota credit union and what Kayla said that turned it around on the spot.
The Magic of First-Time Buyers — Why the clients most loan officers avoid are the ones building Kayla's most loyal referral base.
The Viral Carousel Post — How a contrarian Saturday morning post about interest rates triggered more DMs, new followers, and a cross-state referral relationship than anything she'd posted before.
Plus — how she's using AI (specifically Claude) with a custom brand book to write content that actually sounds like her, not a robot.
Whether you're a veteran loan officer looking to reignite your pipeline or a newer LO trying to figure out where to start, this conversation is loaded with real, repeatable strategies that are working right now.
Listen. Take notes. Then go post something.
Show Notes / Resources Mentioned:
Connect with Kayla on LinkedIn: https://www.linkedin.com/in/kayla-kallander/
Connect with Kayla on Instagram: https://www.instagram.com/kaylakallandermortgage/
First Home IQ: https://www.firsthomeiq.com/
LenderCrate: https://lendercrate.com/
Coffee and Contracts: https://coffeecontracts.com/
Claude AI: https://claude.ai/
Connect with Katie on LinkedIn: https://www.linkedin.com/in/katieshive/ | |||
| 121 Units. Half the Team. One AI System | 11 Mar 2026 | 00:56:20 | |
What does it actually look like when a top-producing loan officer stops dabbling with AI and fully embeds it into every layer of his mortgage business?
In this episode of Mortgage Marketing Radio, guest host Katie Shive sits down with Abdel Khawatmi — Area Manager and founder of Got Mortgages with PRMG — to break down the exact system behind 121 units, $40M in personal production, and 210% net revenue growth year over year.
This is not a conversation about generating social media captions with ChatGPT. This is a ground-level look at how a working originator rebuilt his operations, client experience, and team structure around AI — and what that means for every loan officer trying to compete right now.
What you'll learn:
Why Abdel cut his offshore team from 7 to 3 — and what AI does instead
How he uses ChatGPT to calculate Schedule C & E income, build SOPs, and draft compliant letters of explanation
Why he’s on the phone with clients MORE since implementing AI — not less
The hyperlocal event strategy that his referral partners can't stop talking about
His ROI framework: Relevance, Omnipresence & Intimacy
The 4-step client experience model that keeps his pipeline full without him being the first touch
The one thing he tells every loan officer who asks, "where do I start?"
If you are a loan officer grinding in a tough market and wondering how to build a smarter, leaner, more profitable business — this is the episode you have been waiting for.
Connect with Abdel on LinkedIn
https://www.linkedin.com/in/abdel-khawatmi-79a511144/
Connect with Abdel on Instagram:
https://www.instagram.com/got_mortgages/
Connect with Katie Shive on LinkedIn:
https://www.linkedin.com/in/katieshive/ | |||
| 10 Loans per Month, 30-Hr Work Week. Here's the System | 06 Mar 2026 | 00:40:16 | |
What if 10 loans a month — not 30 — was actually the goal?
Sam Abazari has coached over 120 loan officers. His LOs average doubling their business every three months. His top producer closes 30 loans a month. And his branch does $250 million a year.
But his argument? The sweet spot is 10 loans a month, one assistant, 25-35 hours a week, and 200-300 bps margin.
That's the formula for financial freedom, time freedom, and mental bandwidth — all three at once.
In this episode of Mortgage Marketing Radio, Sam fills in for Geoff Zimpfer (who is battling cancer and asked his friends to keep the show going) and delivers a complete, step-by-step operating system for loan officers who want to build a business that works — without working themselves into the ground.
Connect With Sam On LinkedIn:
https://www.linkedin.com/in/samabazari/
Join Sam’s Skool Community:
https://www.skool.com/level-up-lo/about?ref=699a37257d224cf5b321e24964b6be64 | |||
| $93M Producer Reveals His Scripting & Referral Playbook | 25 Feb 2026 | 00:33:44 | |
What does it take to close 230 purchase units in your first year as a loan originator?
For Andy Beigel, it started with one obsession: practice.
While every other LO chased refi money in 2020, Andy was cold-calling realtors on Zoom — building a purchase pipeline from scratch. By year-end, he had 230 units. By 2025, he had $93M in personal production and a $250M branch he built from zero in Columbus, Ohio.
In this episode, Andy breaks down:
→ His word-for-word rate objection rebuttal
→ The first 30 seconds of every intake call (scripted — every time)
→ The 2-step realtor conversion process behind his book of business
→ The "positive feedback loop" secret that lets you delegate without losing agents
→ What he looks for in recruits (hint: not experience)
→ How a 22-year-old he hired now closes 125+ units a year. His philosophy: do 100 small things 1% better than everyone else, and you're 100% superior at game time.
Special episode: Guest host Greg Sher of NFM Lending pinch-hits for Geoff Zimpfer, who is battling cancer.
Connect with Andy:
abeigel@nfmlending.com
@andybeigel on Instagram
Connect with Greg on LinkedIn:
https://www.linkedin.com/in/greg-sher/ | |||
| How One Simple Rule Can Skyrocket Your Mortgage Business in 2026 | 29 Jan 2026 | 00:50:21 | |
In this episode of Mortgage Marketing Radio, we talk with top-producing mortgage originator and elite coach Amir Syed to reveal the exact blueprint mortgage loan officers need to follow in 2026 to thrive—not just survive.
Whether you're a mortgage loan originator, broker, or LO looking to increase production in a competitive market, Amir breaks down the 3 critical pillars every LO must master right now:
Marketing and Personal Branding – How to become “Five-Mile Famous” and generate referrals without begging agents.
Sales and Persuasion – Why “the phone isn't a cactus” and how top LOs are diversifying beyond Realtors.
Operations and Scaling – The exact hiring process to find your “superstar LOA” and break through your current ceiling.
🔑 Plus:
– The 5 types of intelligence every elite LO is building in 2026
– Why your pre-COVID skills are killing your post-COVID results
– A foolproof hiring framework to scale your mortgage business (including the 3 questions every candidate must answer)
🎯 If you're serious about growing your mortgage business, this is a must-listen playbook for building momentum in Q1 and beyond.
Connect With Amir Syed
Instagram: https://www.instagram.com/amirsyed/
LinkedIn: https://www.linkedin.com/in/amirsyed/
GO! Coaching: https://www.gocoaching.io/ | |||
| Social Media is Over, Here's What Will Grow Your Business | 20 Jan 2026 | 00:20:54 | |
Is social media actually hurting your business more than helping? What if you could grow without chasing trends, dancing for the algorithm, or constantly creating content? 👉 Get the Knowledge Bank Business Plan here: https://www.authoritydotio.com/knowledgebank-lm63306988?utm_source=YouTube&utm_medium=video&utm_campaign=Sunny+Lenarduzzi+Channel&utm_content=Social+Media+Is+Over%2C+Here%E2%80%99s+What+Will+Grow+Your+Business
In this video, I share why I completely quit social media — and how our business still grew without it. After over a decade of building online, I stepped away from every platform... and the results shocked me. You’ll learn exactly how we use pull marketing, long-form content, and micro-universes to scale with less noise and more peace.
If you’re burnt out by content creation and wondering if there’s another way, this is it.
Video Timestamps:
Chapters
00:00:00 Why I quit social media (and what happened after)
00:01:42 Push vs. Pull Marketing: what’s working now
00:04:50 Why long-form video builds more trust (and better clients)
00:07:49 The Triangle of Trust: how to win on any platform
00:09:10 Creating the Algorithm Flywheel to grow on autopilot
00:10:35 Micro-universes vs. big audiences: quality over quantity
00:13:22 The 10-year content strategy that still works
00:19:10 Why you must own your audience (and how to start)
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👉 READY TO APPLY? If you have an expertise to share and you're ready to make a big impact by creating your highly scalable online course, click the link below to schedule a time to see if we're a fit to work together inside of Ascent:
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🤝 SEE OUR SUCCESS STORIES: https://www.youtube.com/@TheAuthorityioSuccess?sub_confirmation=1
👋 SAY HI:
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▪ https://www.youtube.com/c/SunnyLenarduzzi
▪ https://www.youtube.com/@authority-io
Thanks for watching and see you in the next one! 💛 - Sunny
------------
https://youtu.be/7pKRGZYyy9Y
How I Built an Online Course that Makes $5M/Yr - https://www.youtube.com/watch?v=UgWwnTrvm2w
How I Made $30M On YouTube Without Millions Of Views - https://www.youtube.com/watch?v=NWcQ63xHFmo
How I Make $500K/Month Without Social Media - https://www.youtube.com/watch?v=jQAxjKuJcBA
Here’s How I would make 100k in 6 Months - https://www.youtube.com/watch?v=6aKiQUrIGuk
#OnlineCoaching #CoachingBusiness #CourseCreation #OnlineBusiness #YouTubeStrategy #authority #Authorityio | |||
| My Two Words for 2026 | 03 Jan 2026 | 00:15:28 | |
Forget resolutions. In this solo episode, I’m taking you inside the personal mindset shift I’m making for 2026 — one that’s already reshaping how I lead, work, and live. Instead of a list of goals, I’ve chosen two powerful words to guide everything I do this year: 👉 Gratitude and Delegate. These aren’t just nice ideas — they’re essential strategies for cutting through the noise, clarifying priorities, and leading from a place of alignment. Inside this episode:
Whether you’re a loan officer, leader, or entrepreneur, this episode will help you pause, reflect, and get intentional about how you show up in 2026. 🎁 FREE RESOURCE: Need help choosing your One Word? Use my free GPT-powered tool: 👉 https://tinyurl.com/2026word P.S. I’m hosting a private workshop where I’ll share what I’ve learned from almost 400 podcast interviews with top mortgage pros — and how they consistently generate high-trust agent referrals without chasing, cold-calling, or begging for coffee meetings. You’ll get the full referral framework I teach inside the Agent Referral Xcelerator, and if it feels right, you’ll get a chance to join the next cohort. 👉 Join the early interest list here. CONNECT SAY THANKS | |||
| How to Get AI to Recommend You as a Top Lender | 18 Dec 2025 | 00:52:53 | |
In this powerful episode, Katie Shive reveals how mortgage pros can leverage AI to build visibility, rank in search, and attract real leads online. Katie, a brand strategist and AI marketing coach, breaks down the concept of GEO — Go Everywhere Optimization — and how it’s changing the way consumers find mortgage professionals. You’ll learn:
Whether you’re a seasoned LO or just starting to explore AI tools, this episode is a must-watch if you want to be found first and fast in search. Show Notes: Subscribe to Katie's Newsletter Connect with Katie on LinkedIn Want to double your Realtor referrals without chasing, cold-calling, or paying for leads? See how Travis Newton grew his production by $40 million! Check Out myAgent Classes Here Connect With Geoff SAY THANKS | |||
| 13 Questions Every LO Must Ask Before 2026 - If You’re Serious About Growth | 12 Dec 2025 | 01:04:34 | |
Are you stuck in the same production level year after year, wondering why the needle isn’t moving? It’s not because you’re not capable—it’s likely because you’ve stopped asking the right questions. Imagine if you had a framework to challenge your assumptions, elevate your standards, and scale your business with intention. Today on the show, we’re diving into a powerful self-audit: What are the 13 questions every loan originator should ask themselves to grow, scale, and lead in 2026? To help us explore that, I’m joined by Matt Weaver—ranked the #1 mortgage originator in the U.S. by units closed, with over 1,100 loans funded last year alone. Matt leads a team in Florida that runs like a high-performance machine. In this episode, you’ll walk away with:
And there’s something deeper we’ll uncover: the hidden role of imposter syndrome—and how it might actually be your greatest asset. So if you’re ready to raise your bar and redefine what’s possible for your business in 2026, then stick around for this episode. Learn More about Matt's Coaching Connect With Matt on Instagram Want to double your Realtor referrals without chasing, cold-calling, or paying for leads? See how Travis Newton grew his production by $40 million! Check Out myAgent Classes Here Connect With Geoff SAY THANKS | |||
| Beyond Lunch & Learns: How Top LOs Are Scaling Realtor Referrals with High-Impact Agent Classes | 03 Dec 2025 | 01:07:08 | |
In this special crossover episode, you'll hear Geoff Zimpfer guest-host The LO Down Community Call with Connor Bartley to uncover how four top-producing LOs are generating real pipeline through strategic agent events. Forget the stale Lunch & Learns—this panel breaks down what’s actually working to get butts in seats and referrals on the books. You’ll learn:
From investor workshops to modern marketing panels, this episode gives you the blueprint to host agent classes that attract, convert, and scale. Connect with Connor on LinkedIn Learn More About myAgent Classes Like This Episode? 💜 Leave a review on Apple Podcasts Connect With Geoff | |||
| Future Proof Your Mortgage Marketing: Merging AI with Human Connection | 10 Nov 2025 | 01:01:16 | |
In this episode, we welcome James Duncan, a recognized leader in mortgage marketing who was honored as a “Marketing Leader” by HousingWire in 2022. James Duncan is the Founder and Chief Marketing Strategist at Caelum Advisers—an agency specializing in helping mortgage executives build resilient, growth‑focused marketing systems. James shares how to modernize your marketing strategy, avoid common tech traps, and align your brand to drive real ROI—without losing the personal touch your clients expect. You'll also hear James share how to use AI in a way that supports your team, and why human connection remains a competitive advantage for maximum ROI. If you’re a loan officer or marketing leader looking to stay ahead of the curve while staying authentic, this episode is for you. Connect with James on LinkedIn Learn More About Caelum Advisers Want to double your Realtor referrals without chasing, cold-calling, or paying for leads? See how Travis Newton grew his production by $40 million! Check Out myAgent Classes Here Connect With Geoff SAY THANKS | |||
| Rethink Networking: The New Blueprint for Building Authentic Relationships in a Tech-Driven World | 30 Oct 2025 | 00:28:28 | |
In today’s episode of Mortgage Marketing Radio, we’re tossing out the old networking playbook and redefining what real connection looks like in today’s noisy, tech-heavy world. I'm joined by Lindsey Meyer, Jen Peachman, and Philip Mancuso, three of the 25 authors behind the new book Rethink Everything You Know About Networking. This isn’t about business cards, small talk, or shallow connections. It’s about authenticity, intentionality, and using education and human value as your lead strategy. We’ll explore how to create a ripple effect through small, meaningful actions, and why vulnerability is one of the most underrated tools in your business toolkit. 🔑 Three Key Takeaways
Want to double your Realtor referrals without chasing, cold-calling, or paying for leads? See how Travis Newton grew his production by $40 million! Check Out myAgent Classes Here Connect With Geoff SAY THANKS | |||
| Mastering Team Building in the Mortgage Industry | 23 Oct 2025 | 00:43:21 | |
In this episode, we dive deep into how to build, hire, and grow an effective mortgage team with guest expert Irene Duford, a veteran in the mortgage industry who has coached over 1,000 loan officers, team leads, and branch managers. You’ll learn when to start hiring, what your first role should be, how to define the job before you put up the ad, and exactly how to leverage personality profiling tools like the DISC assessment to avoid the costliest hiring mistakes. The conversation starts with the common pain point: loan officers trying to “do it all” alone, juggling lead generation, underwriting, processing, and closingwhich leads to burnout, inconsistent pipelines, and stalled growth. Irene explains that once you’re closing around five loans a month, it’s time to seriously think about adding support. Key takeaways for this episode:
Whether you’re a solo loan officer looking to build your first team or a branch manager ready to optimize your hiring process and team structure, this episode is packed with actionable advice on hiring the right person, building systems, and creating a high‑performing mortgage team. Connect with Irene on LinkedIn Want to double your Realtor referrals without chasing, cold-calling, or paying for leads? See how Travis Newton grew his production by $40 million! Check Out myAgent Classes Here Connect With Geoff SAY THANKS | |||
| The Fastest Path to 10+ Loans per Month Without the Grind | 10 Oct 2025 | 00:40:59 | |
Stuck at 3–4 loans a month? You’re not alone—and it’s not your fault. In this episode, Geoff sits down with Todd Scrima, founder of Summit Funding and coach to over 5,000 LOs, to break down why most loan officers never scale, and exactly what to do about it. You’ll learn:
This one’s all about systems that actually move the needle, especially heading into 2026. Connect With Todd: Want to double your Realtor referrals without chasing, cold-calling, or paying for leads? See how Travis Newton grew his production by $40 million! Check Out myAgent Classes Here Connect With Geoff SAY THANKS | |||
| Your Sales Process Is Broken! Here’s What Today’s Borrowers Actually Want | 25 Sep 2025 | 00:47:53 | |
Want to double your Realtor referrals without chasing, cold-calling, or paying for leads? See how Travis Newton grew his production by $40 million! Check Out myAgent Classes Here Episode Summary: Most mortgage professionals think their biggest challenge is inventory or affordability, but the real problem might be hiding in plain sight: your sales process. In this episode, I sit down with Jake Vermillion, CMO of Mortgage Champions, to unpack why most loan officers are still selling like it’s 2021… and how that’s quietly destroying trust, pull-through, and long-term loyalty. Jake reveals how misalignment between marketing and sales is creating a broken borrower experience—and what to do instead. From replacing “Apply Now” with value-first engagement, to knowing where AI belongs (and doesn’t), this episode is a must-listen for any LO or leader who wants to stay relevant and competitive in 2025 and beyond. Learn More About Mortgage Champions Double Your Agent Referrals Check out myAgent Classes Here Connect With Geoff SAY THANKS | |||
| How to Stop Losing Past Client Deals Before It’s Too Late | 18 Sep 2025 | 00:25:59 | |
Want more Realtor referrals as a Loan Officer without chasing, cold-calling, or paying for leads? Discover the proven Realtor referral system top mortgage professionals use to double Realtor partnerships and generate consistent mortgage leads: Go to: https://www.go.myagentclasses.com Episode Summary: In this episode, we talk with Andrew Penner about the often-overlooked goldmine every loan officer already has: their past clients. We explore why so many lenders lose out on repeat business because they don’t know when clients are ready to buy again, refinance, or invest. Andrew introduces Milo.ai, a platform that uses behavioral signals and deeply integrates with CRMs to help mortgage professionals stay top of mind without overburdening their time. The conversation also touches on maintaining authenticity in communications, balancing automation with the human touch, and preparing now for a likely surge in demand moving into 2025–2026. Double Your Agent Referrals With myAgent Classes Connect With Geoff SAY THANKS | |||
| Why Most Loan Officers Won’t Survive This Market | 03 Sep 2025 | 00:43:52 | |
Want more Realtor referrals as a Loan Officer without chasing, cold-calling, or paying for leads? Discover the proven Realtor referral system top mortgage professionals use to double Realtor partnerships and generate consistent mortgage leads: Go to: https://www.go.myagentclasses.com Episode Summary: Why are so many loan officers struggling in today’s market, while some are having their best year? In this episode of Mortgage Marketing Radio, real estate coach Tom Ferry reveals the hard truth: most loan officers and real estate agents won’t survive unless they adapt. Tom explains why this market requires four times the effort for a fraction of the income and why so many originators are struggling to generate leads, build referral partnerships, and close deals. If you’re a mortgage professional who feels stuck, ignored by Realtors, or frustrated with the current market, this interview is packed with strategies to help you stay relevant and grow. You’ll learn:
If you want to survive and thrive as a loan officer in this tough housing market, don’t miss this powerful conversation with Tom Ferry. Follow Tom Ferry Instagram: @TomFerry - https://www.instagram.com/tomferry/ Facebook: @TomFerry - https://www.facebook.com/TomFerry LinkedIn: Tom Ferry - https://www.linkedin.com/in/tomferry1/ YouTube: Coach Tom Ferry – https://www.youtube.com/user/RealEstateTrainingTF Have a question you’d like Geoff to answer on the podcast? Leave a quick voicemail at www.askgeoffanything.com, and you could be featured in the next AMA episode! Want to Host Realtor Classes That Fill Seats & Your Pipeline, Without Doing It All Yourself? If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success. See if myAgent Classes is the right fit for you. Connect With Geoff SAY THANKS | |||
| How to Get Realtor Referrals as a Loan Officer (No Cold Calling) | 31 Aug 2025 | 00:35:51 | |
🛑 Want more Realtor referrals as a Loan Officer without chasing, cold-calling, or paying for leads?
👉 Discover the proven Realtor referral system top mortgage professionals use to double Realtor partnerships and generate consistent mortgage leads: https://www.go.myagentclasses.com
In this episode of Mortgage Marketing Radio, top-producing loan officer Paul Parsons (aka the “Home Loan Superhero”) reveals how he consistently closes 30+ mortgage loans per month by focusing on Realtor relationships, first-time homebuyer strategies, and building a scalable referral-based mortgage business.
You'll learn how he:
• Attracts top-tier Realtor partners (and turns down the wrong ones)
• Uses TikTok + Instagram to generate purchase leads
• Hosts monthly first-time homebuyer classes that convert
• Tracks his pipeline with daily contact goals
• Built a system-driven team and onboarding process
⏱️ TIME STAMPS
00:00 Intro
00:40 Record Months & Down-Market Mindset
02:20 First-Time Buyer Focus & State DPA Programs
04:10 Units, Loan Size, and Daily Sales Fundamentals
05:50 Realtor Partner Strategy: Selective & Aligned
07:40 Team Structure: Juniors/LOAs, Capacity & Quality Control
09:30 Smart Lead Spend: Shared Ads, Profit Math & Exclusivity
11:40 Prospecting Top Agents: Social Listening & Value-First Outreach
13:30 12-Week Realtor Onboarding: Weekly Strategy Calls
15:20 TikTok Lives → Online Homebuyer Seminars → Applications
17:10 Soft-Pull Prequal Workflow & Follow-Up System
18:50 Finish 2025 Strong: Call Targets, CPA, and Growth Levers (Outro)
CONNECT WITH PAUL
Instagram: @homeloansuperhero
🎧 LISTEN TO THE PODCAST:
Apple → https://apple.co/4aNr3qd
Spotify → https://spoti.fi/3vL0Byv
📱 CONNECT WITH GEOFF:
Instagram: @geoffzimpfer
LinkedIn: @geoffzimpfer | |||
| From Likes to Loans: How to Convert Social Posts Into Clients | 20 Aug 2025 | 00:16:04 | |
In this special AMA edition of Mortgage Marketing Radio, we tackle a question from a 20-year industry veteran who’s struggling to turn social media activity into actual clients. Posting is easy, but how do you convert those likes and comments into leads, and then into closed loans? You’ll learn how to:
Whether you’re just getting started with social or you’ve been posting for years without much traction, this episode will give you the clarity and confidence to start converting. Have a question you’d like Geoff to answer on the podcast? Leave a quick voicemail at www.askgeoffanything.com, and you could be featured in the next AMA episode! Want to Host Realtor Classes That Fill Seats & Your Pipeline, Without Doing It All Yourself? If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success. See if myAgent Classes is the right fit for you. Connect With Geoff SAY THANKS | |||
| Closing 20+ Loans a Month in This Market | 14 Aug 2025 | 00:38:05 | |
Want to Host Realtor Classes That Fill Seats & Your Pipeline, Without Doing It All Yourself? If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success. See if myAgent Classes is the right fit for you. Episode Summary: In today’s challenging mortgage market, many loan officers are struggling to keep business flowing. But Paul Parsons, known as the Home Loan Superhero, is consistently closing 20–30 loans every single month. Whether you’re a mortgage loan officer, branch manager, or sales leader, this conversation will give you a blueprint to grow your business in any market. Paul shares the systems, scripts, and strategies that are driving his success, and how you can implement them to win more deals without chasing every agent in town. Key Takeaways:
Connect With Paul: Connect With Geoff SAY THANKS 💜 Leave a review on Apple Podcasts ASK GEOFF A QUESTION | |||
| From Vendor to VIP: Build a Brand Agents Chase (Not Ignore) | 29 Jul 2025 | 00:58:57 | |
Want to Host Realtor Classes That Fill Seats & Your Pipeline, Without Doing It All Yourself? If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success. See if myAgent Classes is the right fit for you. Episode Summary: Are you still trying to “grab coffee” with agents, hoping for a referral that never comes? That playbook’s expired. In this episode, we’re joined by Arjun Dhingra, mortgage veteran, media brand builder, and martial arts coach, who shares how to flip the script, stop chasing, and start building a platform that pulls agents to you. You'll learn:
If you're ready to go from overlooked to in demand, this episode shows you how. ------------------------------------ Connect With Geoff SAY THANKS 💜 Leave a review on Apple Podcasts ASK GEOFF A QUESTION | |||
| The 1-Message-a-Day System That Fills Your Pipeline | 16 Jul 2025 | 00:54:01 | |
Here’s How the Top 1% Get Agent Referrals On Demand Join Geoff Zimpfer for a high-impact training where you’ll discover the exact system the top 1% are using to attract agent referrals on demand… without begging for coffee meetings or being treated like a vendor. Seats are limited. Register for the Training Here Episode Summary: In this episode, Geoff Zimpfer sits down with social media strategist Michelle Berman Mikel to reveal the simple daily action that will transform your pipeline: sending just one outbound message every day. What you’ll learn in this episode:
🔗 Resources & Links ASK GEOFF A QUESTION *** CONNECT SAY THANKS | |||
| Stop Chasing Views: How to Build a Video System That Fills Your Pipeline | 09 Jul 2025 | 00:54:48 | |
Here's How the Top 1% Get Agent Referrals On Demand Join Geoff Zimpfer for a high-impact training where you’ll discover the exact system the top 1% are using to attract agent referrals on demand… without begging for coffee meetings or being treated like a vendor. Seats are limited. Register for the Training Here Episode Summary: Learn why “chasing views” is crushing your ROI and how to build a repeatable video system that fills your sales pipeline. In this episode, Mike Faraci (author of Rethink Everything: The Power of Video for Business and Sales) breaks down his 5-pillar content framework.
You’ll discover the exact metrics to track (hint: it’s not views), the timeline for real results, and the simple onboarding exercise that ensures every clip you post drives genuine leads. ASK GEOFF A QUESTION *** WHEN YOU'RE READY ✅ Get Your Realtor Referral Score CONNECT SAY THANKS | |||
| From Zero to 4X Growth as a Loan Officer with Neel Dhingra | 27 Jun 2025 | 00:50:54 | |
Here's How the Top 1% Get Agent Referrals On Demand Join Geoff Zimpfer for a high-impact training where you’ll discover the exact system the top 1% are using to attract agent referrals on demand… without begging for coffee meetings or being treated like a vendor. Here's What You'll Learn: How to get in front of the right agents (and actually get a response) What to say to position yourself as a partner, not a vendor How to turn one agent class into a steady stream of referrals—without doing it all yourself Seats are limited. Register for the Training Here Episode Summary: In this exclusive interview, top mortgage influencer Neel Dhingra breaks down exactly how he went from zero social media presence to 4X business growth using content marketing for loan officers. No more cold calling. No more begging agents. Just modern, scalable loan officer marketing strategies that actually work in 2024. What you'll learn:
If you're ready to stop chasing and start attracting, this conversation is a masterclass in modern marketing for mortgage professionals. | |||
| How the Loan Officer Closed $20M from TikTok | 18 Jun 2025 | 00:31:48 | |
Double Your Realtor Referrals in 90 Days or Less. No Cold Calls, No Chasing, No Paying for Leads. See The Success Stories Here: https://goagentrx.com/
In this episode, Geoff Zimpfer sits down with mortgage influencer Theoni Rapo. She's a top-producing lender with over 238K followers and 2.8 million likes on TikTok.
What's Inside:
Theoni’s origin story: how she turned real estate knowledge into social media influence.
Why TikTok became her #1 lead source, converting $20 million in closed loans in 2024.
Theoni's “content sprints,” real-time content updates, and pinned posts that build her audience and close deals.
How she shifted from a broad audience to niche advice, focusing on pre-approved, motivated buyers.
Expert tips on systemizing lead capture: landing pages, booking flows, and repurpose tactics.
The truth about “going viral”—why conversion systems matter more than views.
⏰ Timestamps ⏰
00:00 The Journey Begins: Theoni's Origin Story
02:58] Harnessing Social Media: TikTok as a Business Tool
05:47 Shifting Perspectives: From Quantity to Quality in Leads
09:00 The Power of Polarizing Content: Hooks that Engage
11:56 Advisory Role: Understanding Client Readiness for Mortgages
14:57 Collaboration with Realtors: Building Effective Partnerships
17:27 Building a Personal Brand for Growth
18:46 Understanding Client Needs and Pain Points
20:54 Creating a Unique Brand Identity
22:33 Lead Qualification and Automation
24:00 Leveraging Social Media for Engagement
29:39 Content Creation Strategies
Connect with Theoni Rapo
TikTok:
https://www.tiktok.com/@theonithelender
Instagram:
https://www.instagram.com/theonithelender/?hl=en
CrossCountry Mortgage:
https://notyourdaddyslender.com/
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Subscribe and Listen to the Podcast:
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🍏 Apple: https://apple.co/4aNr3qd
🟢 Spotify: https://spoti.fi/3vL0Byv
***
Connect with Geoff:
📸 Instagram: @geoffzimpfer
💼 LinkedIn: @geoffzimpfer | |||
| From TikTok to $20M: How Theoni Rapo Built a Consumer-Direct Mortgage Brand | 13 Jun 2025 | 00:46:34 | |
Want to Host Realtor Classes That Fill Seats & Build Your Business—Without Doing It All Yourself? If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success. See if myAgent Classes is the right fit for you. ASK GEOFF A QUESTION Episode Summary: Most loan officers are chasing agents. Theoni Rapo is attracting clients—directly from TikTok. In this episode of Mortgage Marketing Radio, host Geoff Zimpfer sits down with Theoni Rapo, the powerhouse behind the viral brand Not Your Daddy’s Lender. With over 238,000 TikTok followers and nearly $20 million in 2024 loan volume, Theoni shares how she used short-form content to build a nationwide, consumer-direct mortgage business. No cold calls. No coffee dates. Whether you’re trying to grow your brand, attract better leads, or ditch outdated sales tactics, this episode breaks down exactly how to start showing up online—and getting clients to come to you. Key Takeaways
Follow Theoni | |||
| Why You’re Losing Repeat Business—and How to Fix It Fast | 04 Jun 2025 | 00:38:00 | |
Want to Host Realtor Classes That Fill Seats & Build Your Business—Without Doing It All Yourself? If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success. See if myAgent Classes is the right fit for you. ASK GEOFF A QUESTION Episode Summary: CEO and Founder of Total Expert, Joe Welu reflects on the evolution of customer expectations in the financial services industry over the past seven years. He emphasizes the importance of customer retention and loyalty, highlighting how data and technology can enhance customer engagement. Three Key Takeaways: 1. Client Retention Is the New Battleground Most lenders retain less than 20% of past clients, while leaders like Rocket approach 85%. The difference isn’t just in technology—it’s in having a consistent, disciplined customer journey that starts before the next transaction is even on the radar. 2. Consistency Beats Complexity Top-performing LOs and lenders win not by doing more, but by doing the right things consistently—like building automated, intelligent customer journeys that trigger the right message at the right time, without relying on manual follow-up. 3. You Don’t Need a Call Center to Compete With today’s tech, even individual originators can run plays that mimic large, high-retention teams—thanks to tools that automate outreach, monitor customer intent, and surface high-value opportunities already in your database. CONNECT LEAVE A REVIEW | |||
| Why Most LOs Struggle in 2025—and the Few Strategies That Are Crushing It | 29 May 2025 | 00:49:45 | |
Want to Host Realtor Classes That Fill Seats & Build Your Business—Without Doing It All Yourself? If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success. See if myAgent Classes is the right fit for you. Connect With Natalie Zonda (The Builder Database Software) CONNECT SAY THANKS 💜 Leave a review on Apple Podcasts ASK GEOFF A QUESTION | |||
| From Views to Value: How to Turn Social Attention into Trust That Converts | 23 May 2025 | 00:16:48 | |
Want to Host Realtor Classes That Fill Seats & Build Your Business—Without Doing It All Yourself? If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success. See if myAgent Classes is the right fit for you. ASK GEOFF A QUESTION *** WHEN YOU'RE READY CONNECT SAY THANKS | |||
| Why Overthinking Is Killing Your Growth (And What To Do Instead) | 16 May 2025 | 00:10:23 | |
Want to Host Realtor Classes That Fill Seats & Build Your Business—Without Doing It All Yourself? See the system that gets these results:
If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, click below to watch a brief review of the Agent Referral Xcelerator. | |||