Loan Officer Leadership
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Loan Officer Leadership Podcast is one of the top podcasts in America with your host Steve Kyles. Each episode is jam-packed with STRATEGY and TOOLS to grow your business and leadership. Our purpose is to help you close more loans in less time.
If you are ready to close more loans with fewer headaches, visit FreedomPlanningCall.com today to schedule a FREE strategy call.
If you are ready to close more loans with fewer headaches, visit FreedomPlanningCall.com today to schedule a FREE strategy call.
434 Episodes
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Ever wonder why agents don’t call you back, even when the conversation felt great? In this episode, Steve Kyles and Frank Garay dig into one of the biggest frustrations for loan officers: getting ghosted by realtors. But the real issue might not be what you think. You'll learn: The #1 mistake that makes agents stop responding How to shift from product pitching to relational prospecting Why asking better questions builds trust (and gets more callbacks) The psychology behind why “ghosting” is often just a false story we tell ourselves Real-world examples of how persistence leads to big deals… even after weeks of silence Stay top of mind, follow the plan, and stop letting feelings dictate your follow-up. Ready to level up your agent conversations? Book your Freedom Planning Call and get the talk tracks, templates, and weekly action plan.
The way consumers search is changing, and AI is leading the charge. In this episode, I sit down with Chris Johnstone to unpack the new rules of getting found online. If you want to generate high-quality leads from ChatGPT, Grok, and other AI engines, this is a must-listen. We cover: Why Yelp and Reddit matter more than ever How to position your brand for AI recommendations The key differences between personal vs. business branding Ninja strategies for getting five-star reviews and Reddit shout-outs How to educate your referral partners and win the AI race together AI is the new Google. Are you showing up? Grab your free prompts at LoanOfficerBrand.com and get ranked before your competitors even realize what's happening. → Learn more or book your own strategy call at FreedomPlanningCall.com
The last quarter of the year isn’t a time to slow down, it’s a time to set up your best year ever. In this episode, I sit down with Frank Garay to unpack a simple, strategic Q4 playbook that helps loan officers stay consistent, avoid burnout, and finish the year with momentum. You’ll learn: • How to structure your prospecting even during holiday weeks • The one decision that separates top producers from the pack • Why planning time off in advance leads to better results • How to stack high-tech, low-time farming for consistent lead flow • The value of staying consistent when others tap out Ready to crush Q4 and make January your best month yet? Book a call with us at FreedomPlanningCall.com and let’s build your plan together.
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 without losing momentum How tools like Model Match and high-tech, low-time farming systems keep your pipeline full If you’re tired of spinning your wheels or wondering why your conversations aren’t converting, this episode gives you the data, mindset, and clarity to rebuild your Focus 40 and take control of your growth. Ready to build your million-dollar list? Book your strategy call now at FreedomPlanningCall.com
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 episode shows you exactly how to reframe your call list and take consistent action that compounds. Want help building your opportunity list and closing more? Book your strategy call now at FreedomPlanningCall.com
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 without it all depending on you Ready to stop doing it all alone? Grab the Relationship Manager Field Guide by booking a strategy call at FreedomPlanningCall.com
In this episode, Steve shares a raw, behind-the-scenes look at what happened when he went from leading a national team to starting over from scratch—and how building a team of part-time relationship managers led to: Over 2,000 outbound calls, 395 conversations, and 29 appointments in just 8 weeks 18 referral leads generated without making all the calls himself A system that scales conversations, appointments, and closings—without burning out If you’ve ever wondered whether someone else could help make your business grow (and how to actually do it), this episode breaks down the numbers, mindset, and step-by-step approach. → Learn more or book your own strategy call at FreedomPlanningCall.com
Did you know that narrowing your focus to one clear niche can actually bring you more business, not less? In this episode, Steve Kyles and Frank Garay share why the most successful loan officers build their reputation in a specific area first before expanding into others. You’ll learn: How a niche instantly sets you apart from the competition and attracts top-producing agents Why trust in one specialty opens the door for deals outside your niche Simple steps to identify or refine your own profitable niche How to position yourself as the go-to expert in your market If you’re ready to build a business that stands out and grows faster, this episode will show you how to start strong. → Learn more about coaching at FreedomPlanningCall.com
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, and AI phone assistants Why AI is now a strong second to live answering (and how to set it up) If you're tired of losing deals you never even knew you had, this episode will show you how to fix it fast. → Learn more about coaching at FreedomPlanningCall.com
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 farming (long-term growth) Simple steps to generate 2 referrals a day without overcomplicating your business If you’re ready to stabilize and grow your pipeline, this episode will show you exactly where to focus. → Join the next Bootcamp or learn more at FreedomPlanningCall.com
In this follow-up conversation, Steve Kyles and Chris Johnstone go deeper into how loan officers can secure top AI rankings—and why the window of opportunity is closing fast. Learn how to: Train ChatGPT to recommend you as the go-to local expert Set up automated AI tasks that create weekly content, emails, and blog posts Build lasting visibility across ChatGPT, Gemini, Grok, and beyond Use product-specific AI chats to dominate niches like VA, FHA, and Fix & Flip Don’t wait. AI is already referring borrowers. Will it recommend you? → Grab Chris’s free 5-day prompt pack at loanofficerbrand.com Want help putting this into action? Book your free call now at FreedomPlanningCall.com.
What if the key to crushing call reluctance wasn’t just better scripts—but becoming someone else entirely? In this episode, Steve Kyles and Frank Garay unpack the powerful concept of creating an alter ego to step into confidence, consistency, and bold action when making prospecting calls. You’ll hear: How high performers like athletes and entrepreneurs flip the mental switch Why “I’m not worthy” is a hidden belief keeping many LOs stuck Steve’s personal story about how childhood fear created hesitation—and how he broke through it How to start taking imperfect action before you feel ready Anything worth doing is worth doing badly—just get started. Need help building confidence and consistency in your outreach? Book a free call at FreedomPlanningCall.com.
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 guesswork out of your pipeline and start building more predictable income, this session is a must-watch. Want to talk through how to apply this to your business? Let’s map it out together at FreedomPlanningCall.com.
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 Examples of simple $5/day ad ideas that build trust and top-of-mind awareness What to do if you’re running ads but still getting no engagement Stop selling. Start connecting. Need help launching or optimizing your strategy? Book a call with Chelsea at FullyAlignedMarketing.com. Want to workshop your own ad approach and walk away with real clarity? Step into a personalized planning session at FreedomPlanningCall.com—because breakthrough results start with better conversations. Anything worth doing is worth doing badly—just get started.
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 key to building the right team and the right calendar If you’re ready to stop drowning in distractions and start scaling with clarity, structure, and leverage—book your free strategy call at FreedomPlanningCall.com. Anything worth doing is worth doing badly—just get star
We’re halfway through the year—and it’s time for a gut check. In this episode, Steve and Frank break down: Why July is the most important time to self-assess The real reason you’re not hitting your goals (hint: it’s not lack of time) How to fix what’s not working and double down on what is The simple daily metrics that drive predictable closings Whether you’re ahead of your goals or still stuck at the starting line, now’s the time to regroup and recommit. If you're ready for clarity, structure, and accountability to finish the year strong, go to freedomplanningcall.com. Anything worth doing is worth doing badly—just get started.
In this episode, I sit down with Chris Johnstone to unpack how loan officers are getting high-quality, consumer-direct leads from ChatGPT—and how you can too. We also talk about: How to build AI authority and become searchable inside ChatGPT The daily actions that train AI to recognize you as the expert How prompt stacking and discoverable chats are changing the game Why AI referrals are the new referral source for tech-savvy buyers and agents Plus, Chris shares the story of his life-changing mission trip to Tanzania and what it taught him about purpose and impact. If you're ready to future-proof your business, this episode is for you. Start your AI journey at loanofficerbrand.com Start building the business you’ve always envisioned. Book your free Freedom Planning Call at freedomplanningcall.com
Welcome to Loan Officer Leadership, your #1 podcast for Loan Officers who are looking for structure and success. In this powerful and personal episode of the Loan Officer Leadership Podcast, your host, Steve Kyles, sits down with Frank Garay to unpack a mindset that changes everything: there’s no way out—just through. Frank opens up about how embracing this principle has impacted his family, his marriage, and his approach to navigating life’s biggest challenges. Together, they dive into what it really means to be “all in” and how that level of commitment can unlock new levels of growth and resilience. As a bonus, don’t miss Steve’s recommendation to check out his brother’s inspiring book, Unstuck and Unstoppable, at https://www.jimnkyles.com/. Ready to break through and grow? Book your free Freedom Planning Call now at freedomplanningcall.com
What if every listing turned into a referral opportunity—with zero gimmicks? In this episode, Steve Kyles and Frank Garay break down how Movetube is changing the game for loan officers and their agent partners. If you're looking for a strategic, modern way to stay visible, deliver real value, and multiply your referral business, this is it. You’ll learn: How Movetube helps agents get more listings syndicated across major streaming platforms The power of pairing 13 conversations a day with a true value tool Why agents actually want this platform—and how to use it as a relationship accelerator How upcoming AI integrations are creating smarter, faster lead engagement Whether you're originating solo or building a team, Movetube might be the sharpest tool in your belt. Want a behind-the-scenes look? Visit movetubestudio.com and click "Loan Officers" to try the 24/7 demo and meet Jenny—the AI that’s changing the way listings convert.
Struggling to get consistent referrals? It’s probably not your rates—it’s your habits. In this episode, Steve Kyles and Frank Garay break down the 3 simple reasons loan officers aren’t getting referrals—and how to fix each one with confidence and ease. You'll learn: Why not asking for the business is costing you deals—and exactly what to say instead How being invisible to your database is killing your pipeline (and how to fix it in under 2 hours/week) What it really means to make life easier for clients and agents—and why speed, clarity, and reliability win If you’re ready to generate more referrals without feeling salesy or overwhelmed, this episode gives you the roadmap. Want help implementing this? Book your free strategy call at freedomplanningcall.com and we'll help you build your Fast Action 90-Day Plan.
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