In this episode of LoanOfficerPodcast.com, Chris Johnstone sits down with Charles Williams — a powerhouse who went from bankruptcy to structuring $50M–$150M commercial deals and building one of the most trusted capital market networks in the country. You'll learn: How to create your own best customer. Charles explains how he built a lending model powered by his nonprofit, student housing acquisitions, and tax-exempt bond financing—unlocking consistent, high-quality commercial deals. Turning adversity into opportunity. Hear how a bankruptcy pushed Charles to master finance, pivot into commercial lending, and capitalize on the Jobs Act SBA First Mortgage Guarantee Program when most banks ignored it. Winning in today's AI-driven market. Charles breaks down how top capital markets players (including Morgan Stanley) are using AI to analyze complex transactions—and why being the expert in your niche is more important than ever. This episode is a masterclass in reinvention, market awareness, and building a reputation that keeps opportunity flowing—no matter the economy. Loan officers who want to elevate their game will not want to miss it. Subscribe and Listen Now!
In this behind-the-scenes episode, Chris Johnstone welcomes a new team member and walks them through exactly how Connection Incorporated helps loan officers dominate their markets. From mastering referrals to leveraging A.I. automation, you'll see how top producers are growing their businesses faster than ever — without chasing low-quality leads. 3 Key Takeaways: The 4 Pillars of Growth — How to build your mortgage business using referrals from your database, real estate agents, deals in process, and A.I. search engines like ChatGPT. Automation that Works — Discover how the Loan Officer A.I. CRM runs your marketing, calling, and follow-ups automatically. Done-for-You Success System — Learn how our North American concierge team makes calls, books appointments, and helps clients close more loans every month. See exactly how we help loan officers build consistent, referral-based growth using proven systems and cutting-edge A.I. tools.
In this episode of The LoanOfficerPodcast.com, Chris Johnstone and Carl White dive deep into the future of mortgage marketing and how AI is transforming the industry. Discover why AI-driven consumer behavior is creating a massive opportunity for early adopters and how to get ranked inside ChatGPT before your competition even realizes what's happening. 3 Key Takeaways: Why AI search engines like ChatGPT could replace Google as the go-to place borrowers search for loan officers. How loan officers are already funding real deals directly from AI-recommended leads. The exact steps to train AI to recommend your business so you can capture the next wave of mortgage consumers. Listen now on LoanOfficerPodcast.com and learn how to become an AI-powered loan officer before everyone else catches up.
This kickoff episode of The Loan Officer Marketing Podcast launches a 12-week live training series designed to turn traditional LOs into AI-powered producers. Chris breaks down how ChatGPT, Grok, and Gemini are already recommending loan officers — and how to position yourself to get referrals directly from AI before your competitors even wake up to it. You'll learn: Why Google search will lose massive market share — and how AI referrals are already funding loans today The daily habit every LO must start NOW to build authority with the large language models How to structure your ChatGPT account so it learns you as the expert lender it should recommend first If you want to be the LO AI recommends — not replaces — listen to this episode now.
FIF Ghobadian went from being denied for her own mortgage to funding over $250M/year — and she's on track for $350M next year. In this episode, she reveals the exact strategy that made her the #1 go-to lender inside top Compass offices without cold calls, ads, or dancing on TikTok. You'll learn: How FIF consistently gets 80%+ of her volume from top real estate agents — and the 3-minute presentation she uses to win offices fast Her newsletter + Tuesday tips system that keeps both agents & past clients glued to her brand week after week The "duty mindset" database strategy that quietly produces refinance deals — and why most LOs completely blow this If you're a loan officer who wants to model a truly scalable, relationship-driven business — listen to this episode now.
Erica Bille went from solo originator to consistently growing her mortgage business using four scalable pillars — database marketing, qualified agent partnerships, live Concierge phone follow-up, and SEO + AI to get organic inbound deals. In this episode, she breaks down how she's stacking predictable deal flow without burning herself out making calls all day. Here's what you'll learn: Her exact database calling system that generated 14+ refinance deals from past clients — with AI + human collaboration. How she's booking 5–7 agent appointments a week using a concierge caller and a value-based script agents actually say yes to. Why she's already getting refi clients from Google — and how her ChatGPT rankings are about to start firing off real leads next. If you're a loan officer serious about scaling with systems — not stress — this is a must-listen.
In this episode, Chris Johnstone interviews Kevin Kenerson — one of the top 100 loan officers in the U.S. — who reveals the exact process behind turning realtor partnerships into consistent, high-quality deal flow. Kevin shares how his relationship-first approach fuels nearly all of his production, even in a shifting market. Here's what you'll learn: 80% Referral Model: How Kevin built a purchase-driven business that thrives on long-term realtor relationships instead of rate chasing. Post-Closing Power Plays: How housewarming parties and small, thoughtful gifts spark organic referrals and repeat clients. Scaling with AI: The tools and automations Kevin uses — including AI callers and MyHomeIQ — to stay in touch with thousands of contacts effortlessly. Listen now to learn how Kevin's system consistently fills his pipeline and keeps him ranked among the nation's top producers.
In this episode of The Loan Officer Marketing Podcast, host Chris Johnstone sits down with Frank Garay to uncover one of the biggest breakthroughs in mortgage marketing — how A.I. and ChatGPT are now recommending local loan officers directly to consumers. Chris reveals how loan officers can position themselves to be recommended by A.I., the same way top producers once dominated Google reviews and rankings. This conversation is packed with practical insights, examples, and real success stories from the front lines of this A.I. revolution. Key Takeaways: From Google to A.I. Search: Why consumers are shifting from Google searches to A.I. assistants like ChatGPT and Grok — and how that impacts your mortgage business. How to Train A.I. to Recommend You: The simple steps to "teach" A.I. that you're the expert in your loan niche so it confidently refers borrowers to you. Real Success Stories: How top-ranked loan officers are already receiving fully completed mortgage applications directly from A.I. referrals. Listen to the full episode now to learn how to get A.I. to recommend you as the go-to lender in your market.
In this episode of The Loan Officer Marketing Podcast, Chris Johnstone sits down with top-performing loan officer Jarrod Manley to reveal how he used the Loan Officer CRM and the Mortgage Marketing Animals Call Blitz system to generate nine applications and a HELOC from just 32 phone calls in a single day. Jarrod shares how embracing AI, following proven systems, and keeping the right mindset helped him reignite his database and turn old leads into funded deals. Here's what you'll learn: How to reignite your database: Step-by-step insights into Jarrod's Call Blitz process that produced real refinance and HELOC opportunities. The power of AI in loan origination: How Jarrod uses ChatGPT inside his CRM to refine scripts, emails, and follow-up messages. Mindset & consistency: Why embracing technology, staying positive, and taking massive action separates top producers from everyone else. Listen now and discover how to combine proven call systems with AI-powered tools to turn conversations into closed loans!
In this episode of the Loan Officer Marketing Podcast, Chris Johnstone sits down with industry leader Tony Umholtz to uncover practical strategies for growing your mortgage business in today's shifting market. From managing your database to building meaningful realtor partnerships, Tony shares proven methods that are helping his team thrive. What you'll learn in this episode: Refi Opportunities: How to identify and act quickly on refinance prospects before rates shift again. Database Management: Why personal, authentic outreach beats automation when nurturing your past clients. Realtor Partnerships & Habits for Success: How Tony builds lasting relationships, maintains balance, and stays at the top of his game after 20+ years in the business. Don't miss this conversation packed with wisdom for both new and seasoned loan officers.
In this episode of the Loan Officer Marketing Podcast, Chris Johnstone reveals how loan officers can leverage artificial intelligence and Google's AI search features to generate consumer direct leads that close at the same ratio as referrals. Discover why AI is changing the mortgage industry forever and how you can position your business to win. What you'll learn in this episode: AI-Powered Lead Generation – How to get recommended by ChatGPT, Grok, and Google AI for loan types like refinances, VA loans, and reverse mortgages. Proven Strategies & Case Studies – Real client results showing million-dollar funded deals and 17–22% close ratios from AI-recommended leads. Step-by-Step Authority Building – Practical tips on prompts, indexing content, and using platforms like Reddit to prove authority to AI. Listen now and learn how to harness AI and Google to dominate your local mortgage market!
In this powerhouse episode of The Loan Officer Marketing Podcast, host Chris Johnstone sits down with Lauren Maxwell, one of the nation's top-producing mortgage professionals (Ranked #54 on Scotsman Guide), to uncover her 38-year journey from zero knowledge in mortgages to consistently funding over $150 million annually. Whether you're just getting licensed or you're scaling your mortgage empire, Lauren's no-fluff, boots-on-the-ground insights will supercharge your mindset, marketing, and referral relationships. In This Episode, You'll Discover: Lauren's #1 career advice for new LOs (and why she ignores college degrees when hiring) Her referral marketing system that drives over 130 closings per month from community events, agents, and first-time buyers How to dominate your local market by being everywhere (with real-world examples and tactics) Like this episode? Drop a 5-star review, share with your team, and subscribe so you never miss a new episode. Know a loan officer who needs inspiration? Forward this episode to them—it could change their career.
In this powerful episode, host Chris Johnstone sits down with Carl White, one of the most respected voices in the mortgage industry, to reveal how AI is transforming the way loan officers generate leads, close deals, and build long-term referral partnerships. If you're looking to future-proof your business and get an edge in today's competitive market, you won't want to miss this conversation. You'll Learn: AI for Open Houses: How to use AI voice agents to instantly qualify open house leads and fill your calendar with appointments. Compliance & Best Practices: What AI can and can't do legally when it comes to applications—and how to stay compliant. Winning Referrals with AI: Why AI-powered interactions impress agents and borrowers, making them eager to send you business. Watch now to discover how you can start using these strategies today to grow your mortgage business with AI and referrals. Hit the Subscribe button so you never miss an episode, drop a comment with your biggest takeaway, and visit LoanOfficerBrand.com to grab your free AI mortgage prompts that will help you close more loans and build stronger referral partnerships.
In this episode of the Loan Ops and Marketing Podcast, host Chris Johnstone interviews Oleg Tkach, one of the top-producing loan officers in the country. Oleg shares how he scaled from #75 to #41 on Scotsman's Guide by transforming his approach to agent relationships, marketing, and team-building—despite a rising rate environment. What You'll Learn: How to grow your business by thinking like a marketer, not just a loan officer. The 4 levels of real estate agent relationships—and how to earn primary status over time. Why getting licensed in multiple states helped Oleg tap into new markets and add $100M in volume. BONUS: Oleg breaks down his 3-step formula for having your best year ever in ANY market. If you're ready to scale your mortgage business with proven strategies from one of the best in the industry, don't miss this episode. Subscribe, leave a review, and share this with a fellow loan officer!
In this episode of The Loan Officer Podcast with Chris Johnstone, discover how to double your referrals from your database and unlock new high-value referral partner relationships every single month—all using AI and The Loan Officer CRM. You'll learn: The Loan Officer Launch – How to wake up your past client and lead database with an irresistible AI tool that drives referrals. AI Database Activator – A year-long, automated workflow that nurtures clients, asks for referrals, and creates new referral partner opportunities monthly. Scalable AI Conversations – How to handle hundreds of client and partner conversations at once without lifting a finger. If you're ready to get more business from the people who already know, like, and trust you—and start building partnerships with real estate agents, financial planners, and other professionals—this episode is your blueprint. Watch now and see how you can launch this system in your business risk-free: https://LoanOfficerCRM.ai/offer
In this episode of the Loan Officer Marketing Podcast with Chris Johnstone, discover how AI voice agents are transforming the mortgage industry and why loan officers who implement now are getting more qualified appointments, stronger realtor relationships, and closing more deals. Here's what you'll learn: Turn Missed Calls into Closed Loans: How AI voice answering captures every lead, qualifies them instantly, and books them on your calendar — without you picking up the phone. Dominate Open Houses with AI: Use AI check-in agents to partner with top listing agents, pre-qualify buyers, and get a steady stream of motivated borrowers. Proven Agent Appointment System: How to access and market to a qualified agent list, rotate irresistible offers, and book realtor meetings every week. If you're a loan officer who wants more deals from the leads you already have — without chasing them down — this is a must-watch episode. Special Offer: Visit LoanOfficerCRM.ai/offer to waive your $297 setup fee and get your AI voice agent running in under 30 days.
In this episode, Chris Johnstone sits down with Brandon Barnum, CEO of HOA.com and author of Raving Referrals, to reveal how loan officers can scale their realtor relationships and grow a consistent referral pipeline using proven systems, events, and community strategies. Here's what you'll learn in this powerful episode: How to fill rooms with realtors and teach high-value referral classes (without reinventing the wheel) The trusted team strategy that turns your vendors into active referral partners How one loan officer got paid back in 60 days just by positioning themselves as an expert in front of local realtors Whether you're a seasoned mortgage pro or looking to grow your realtor referral base, this episode is packed with plug-and-play strategies that work in any market. Watch the full episode and learn how to grow your mortgage business through referrals: Leave a 5-star review and share with another loan officer who needs to hear this!
In this episode, Chris Johnstone and Steve Kyles reveal the exact process for getting ChatGPT to recommend you to high-quality mortgage leads. If you're a loan officer looking to future-proof your business and tap into the next big wave of consumer-direct traffic, this is a must-watch. Here's what you'll learn: How to train ChatGPT to recognize you as a local mortgage expert The daily strategy to build AI authority and boost referrals A simple, repeatable method to generate leads using prompt stacking and discoverable chats Ready to turn AI into your #1 referral partner? Watch the full episode now and get your 5 free prompts at https://www.loanofficerbrand.com Subscribe for weekly mortgage marketing insights to grow your business with AI, automation, and proven referral systems.
In this powerhouse episode of the Loan Officer Podcast, Chris Johnstone sits down with mortgage industry legend JJ Mazzo, a consistent top producer in the Scotsman Guide Top 100 and author of the newly released book Perseverance Principles. JJ reveals the personal journey behind his success—from losing everything in 2009 to building a $250M+ mortgage business—and shares the real-world tactics that work right now. How JJ uses leveraged events to generate 20–30 leads in 90 minutes The simple calendar system JJ uses to call 100+ realtors a day Why the real value of social media is not what you think—and how to dominate with personal relationships Whether you're just starting out or a seasoned originator, this is a masterclass on grit, growth, and getting deals done. Watch the full episode now to learn how to scale your business, avoid burnout, and dominate your local market. Grab JJ's new book at https://www.perseveranceprinciples.com Don't forget to subscribe and turn on notifications so you never miss an episode!
In this episode of the Loan Officer Podcast, Chris Johnstone joins Frank Gray to break down how AI is fundamentally changing the mortgage industry—and how forward-thinking loan officers are already using it to get direct referrals from ChatGPT. Discover the new AI tools, strategies, and automations that help you: Stand out as the top expert in your local market Build relationships with ChatGPT and become the go-to loan officer it recommends Automate your content, marketing, and follow-ups to close more deals with less effort This episode is a must-watch for loan officers who don't want to get left behind. You'll walk away with real examples and practical steps to start generating leads from AI today. Get your free AI starter prompts at: https://loanofficerbrand.com Subscribe to never miss an episode and turn on the bell for alerts! Drop your questions or insights in the comments—we'd love to hear from you!
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