Loan Officer Life sits down with John Donnelly, Executive Director of Sales at Service First Mortgage (Dallas–Fort Worth), to unpack what top producers are actually doing right now—and how leaders can guide teams through the AI shift without stepping on landmines.We get specific: the moment John’s team used LLMs to prototype a better, in-house CRM in minutes, why that flipped their build-vs-buy mindset, and how they turned that wake-up call into a company-wide “reimagine everything” mandate—from content to loan setup to underwriting. We also dig into AI guardrails (including a formal company policy) so LOs don’t paste sensitive credit data into public models and create compliance nightmares.From the field, John breaks down what separates the “killing it” LOs from the rest: eight hours of focused outreach vs. 30 minutes of “prospecting,” voice and video DMs that actually get replies, and a simple quarterly plan that stops drift and puts reps back on offense. He also previews Service First’s Builder–Realtor Roundup at Dickies Arena in Fort Worth (Nov 19) and how to turn a tent-pole event into months of pipeline.We connect it to early-journey consumer engagement—meeting buyers at the point of thought with education, budgeting, credit tracking, and a tangible takeaway app that keeps you connected through the readiness window. Think “moat” around future clients, not a one-and-done pre-approval.Why this episode matters: consolidation and AI are changing the game, but human coaching plus smart tooling is the new edge. If you lead a branch in Texas—or anywhere—you’ll leave with practical scripts, policy ideas, and a weekly rhythm to win your database and your ZIP code.Keywords: Service First Mortgage, John Donnelly, Dallas, Fort Worth, DFW, builder relationships, realtor partnerships, AI policy for mortgage lenders, LLM CRM, voice/video DM outreach, first-time homebuyers, point of thought engagement, FinLocker/Buyer Vision, coaching frameworks.
Most loan officers obsess over first-time buyers and miss a fast-growing opportunity hiding in plain sight: serving “active adult” homeowners (55+) with reverse mortgage solutions—especially reverse for purchase.
In this conversation, Brian sits down with Jesse Allen, President of Reverse Mortgage Lending at Rate, to demystify the product, the use cases, and the referral playbook for real estate partners. They unpack how a reverse purchase can let a rightsizing homeowner buy a $700k home with ~60% down and no monthly principal & interest payment (taxes/insurance still required), easing DTI friction while preserving retirement assets. You’ll hear where this fits, how to explain it without jargon, and why it drives outsized referrals when adult children, financial advisors, and CPAs are part of the decision.
Jesse sizes the market (≈70M U.S. homeowners age 55+ with $14T+ in tappable equity) and shares field examples from LO/realtor teams who converted “stuck” sellers into buyers—often unlocking two transactions and freeing inventory. We cover underwriting differences (no traditional P&I requirement; ability/willingness to pay T&I still matters), aging-in-place vs. move-near-grandkids scenarios, and safety/quality-of-life factors (single-level living; fall-reduction home design).
Where this episode especially matters: Florida (Tampa–St. Pete, Orlando, Jacksonville, Miami), Arizona (Phoenix, Tucson), Texas (DFW, Austin, San Antonio, Houston), the Carolinas (Charlotte, Raleigh, Greenville), Nevada (Las Vegas), California (Inland Empire, San Diego, Sacramento), Colorado (Denver), and Midwestern hubs with aging suburbs (Detroit metro, Chicago collar counties, Minneapolis–St. Paul, Columbus, St. Louis, Kansas City).
Practical takeaways: how to mine your past-client database for 55+ signals, position optionality with realtors, and show up at the point of thought with a confident, consumer-first explanation of reverse purchase.
Keywords: reverse mortgage purchase, HECM for Purchase, 55+ lending, rightsizing, DTI relief, aging in place, realtor strategy, equity utilization.
Episode Overview
In this solo episode, host Brian Vieaux, CMB—President & COO of FinLocker and 35+ year mortgage industry veteran—dives into a critical challenge loan officers face today: pipeline fallout from pre-qualified and pre-approved borrowers.
Far too often, LOs invest time, resources, and money into pre-approvals, only to lose borrowers later when they pause their search, get priced out, or switch lenders after a realtor referral. Traditional CRM drip campaigns aren’t enough to prevent that. The question is: How can loan officers provide real, ongoing value during this “waiting period” and reduce fallout?
Brian shares a powerful new use case for the KeySteps app, powered by FinLocker. By inviting every pre-qualified and pre-approved borrower into the app, loan officers can offer free weekly credit monitoring, credit report access, and credit simulators as a built-in value add. This not only gives borrowers peace of mind during the shopping phase, it also keeps them connected to the originating LO and builds trust that strengthens loyalty.
What You’ll Learn in This Episode:
Why fallout from pre-quals and pre-approvals is one of the biggest risks to your pipeline.
The real reasons borrowers “walk” after being pre-approved.
How credit monitoring inside KeySteps creates stickiness and differentiation.
Practical scripts and strategies for positioning the app as part of your pre-approval process.
How this approach cements you as a trusted advisor—not just another LO quoting rates.
Why It Matters Now:
The 2025 market is defined by longer buying cycles, affordability pressure, and intense competition. Consumers are shopping multiple lenders and leaning on realtor referrals more than ever. With mortgage rates hovering around 7% and affordability challenges pushing the average first-time buyer age to 38, creating real value beyond the pre-approval letter is essential.
About the Host:
Brian Vieaux is a Michigan-based mortgage leader, fintech executive, and Certified Mortgage Banker. After three decades of originating, managing, and leading production teams, he now helps loan officers nationwide future-proof their careers through education, technology adoption, and personal branding.
Who This Episode Is For:
Mortgage Loan Officers managing pre-qualified/pre-approved pipelines
Branch managers and team leaders looking to improve pull-through rates
Realtors and referral partners curious about new engagement tools
Anyone interested in consumer financial readiness and mortgage technology
Listen & Subscribe:
Available on Spotify, Apple Podcasts, YouTube, and LinkedIn.
Keywords: Loan Officer Life Podcast, Brian Vieaux, FinLocker, KeySteps app, pre-approval fallout, mortgage pipeline management, credit monitoring for homebuyers, mortgage readiness tools, loan officer technology, Michigan mortgage expert.
Overview:
In this episode of Loan Officer Life: Hustle, Heart & Homeownership, host Brian Vieaux (President & COO, FinLocker, CMB) sits down with Kristin Messerli, Executive Director of FirstHome IQ and Publisher of the NextGen HomeBuyer Report, to unpack the 2025 NextGen Financial Literacy Report.
This year’s study goes beyond knowledge gaps to reveal the psychological and behavioral roadblocks facing Gen Z and Millennial buyers. From the persistent 20% down payment myth to the explosion of AI-driven education, Kristin shares the data every loan officer needs to reframe their strategy for first-time buyers.
Key Topics Covered:
Why only 8% of respondents knew the correct minimum down payment for a conventional loan—and what that means for your pipeline.
How financial overwhelm and complexity paralyze buyers—and the opportunity for LOs to lead with clarity.
The massive trust shift: why young buyers trust influencers and peers more than lenders.
AI’s new role in homebuyer education: how Gen Z is using ChatGPT before they ever call an originator.
The FirstHome IQ Quiz: how LOs can use this tool as a lead generator and education platform.
Building trust earlier: aligning findings with J.D. Power’s origination satisfaction research.
Practical ways loan officers can “show up” as educators, not just application takers.
Why Listen:
If you’re a loan officer navigating shrinking trust, shifting buyer expectations, and increasing competition, this episode provides actionable steps to:
✓ Bust common myths that stall first-time buyers.
✓ Design simple, visual, and inclusive education strategies.
✓ Leverage AI collaboration instead of competing against it.
✓ Build lifetime clients by engaging buyers earlier in their journey.
Resources Mentioned:
Download the 2025 NextGen Financial Literacy Report: FirstHomeIQ.com/2025-report
Learn more about FirstHome IQ and its Ambassador program: firsthomeiq.com
Explore the KeySteps app powered by FinLocker: finlocker.com
In this episode, we dig into the playbook behind consistent production in any market: time blocking, calendar control, and relationship-first selling.
Darren shares how “Green Zone” hours—his 7:30–10:30 a.m. money-making block—drive referrals, reviews, and repeat business.
We hit coaching vs. recruiting, finding affordable accountability, and why gratitude video check-ins outperform cold outreach. We also talk Midwest markets, community presence, and how tech should scale the human—never replace it.What you’ll learn:How to build your daily “Green Zone” so your calendar stops running youA simple 90-day goal framework (personal, health, spiritual, financial, production)Five “gratitude call” use cases that spark deals without discountingThe litmus test to separate real coaching from recruiting millsWhy database + time blocking beats “shiny object” tools in Kansas City, Detroit, and beyondHow to start with group coaching or an accountability partner if funds are tightBuyer/LO keywords: mortgage coaching, loan officer time blocking, referral partner strategy, Kansas City mortgage, Midwest housing market, Detroit housing, Summit Lending, The Green Zone Project, Jason Frazier, accountability for LOs, database engagement, gratitude calls, Google reviews for lenders, LO calendar management.Links mentioned:Darren Copeland: linkedin.com/in/darrencopelandkcThe Green Zone Project (book): amazon.com/…/B0FDR6BZ5MPerfect for: New and experienced LOs, branch leaders, and brokers in the Midwest and nationwide who want a repeatable morning routine that turns relationships into applications.
In this episode of Loan Officer Life: Hustle, Heart & Homeownership, I sit down with Leslie Lerner, founder of LernMore and broker/owner of Leslie Lerner Properties in Houston.
Leslie brings a rare perspective—she’s not only a successful real estate broker and entrepreneur, but also a commissioner with the Texas Real Estate Commission.
We dig into the problem that most consumers face but rarely talk about: signing loan and real estate documents without truly understanding them.
Leslie created LernMore to solve that problem—an AI-powered platform that translates contracts into plain language, in multiple languages, with interactive explanations and FAQs.
It’s already changing the way first-time buyers, borrowers with English as a second language, and even seasoned homeowners approach critical financial decisions.
For loan officers, Leslie’s insights hit home. We talk about:
How LernMore bridges gaps in borrower understanding during e-closings and hybrid closings
The risk reduction benefits for LOs and real estate agents when clients can confidently say, “I understand my documents”
Why transparency and communication are the foundation of great LO–agent partnerships
Practical advice for loan officers who want to build stronger relationships with agents and clients in a market full of fraud, misinformation, and uncertainty
The emotional side of the transaction—and why “showing up” at closings matters more than ever
Leslie also shares her own journey—how a teacher’s heart and a risk-averse mindset led her to innovate in a space most people take for granted.
Whether you’re a loan officer, a realtor, or anyone working with first-time buyers, this conversation is packed with takeaways on education, transparency, and trust.
Listen in and learn why the future of our industry won’t be about speed alone—it’ll be about clarity.
Rebecca Richardson @the.mortgage.mentor —better known to many as The Mortgage Mentor—returns to Loan Officer Life for a deep dive into how social media has transformed the way loan officers build trust, generate business, and establish a personal brand.When Rebecca first joined me on the show nearly three years ago, the idea of mortgage loan officers becoming influencers on Instagram, TikTok, or LinkedIn was still a curiosity. Today, it’s a proven strategy. Rebecca shares what has changed in the last 12–18 months, why follower count matters less than storytelling, and how she now drives a third of her production directly from organic social media.We explore:Why social has become the new “business card” for validationThe rise of “quiet content” and how LOs can leverage carousels, stories, and personal postsWhy video still builds unmatched connection—and why it doesn’t need to be polishedHow to overcome fear, perfectionism, and corporate compliance constraints when postingThe ROI Rebecca sees from long-tail engagement, where clients transact 12–36 months after first finding her onlineRebecca also opens up about coaching new LOs, helping them move from surface-level product talk to authentic, human connection. As she says, it’s not too late to start—and consistency over time compounds into results.Whether you’re new to content creation or looking to refine your strategy, this episode is packed with practical advice and encouragement from one of the OGs of social selling in mortgage.
In episode 157 of Loan Officer Life: Hustle, Heart, and Homeownership, I welcome back returning guest Ginger Bell — Growth Officer of the National Association of Mortgage Brokers (NAMB) and founder of the AI Beehive directory.
Ginger has been at the forefront of helping mortgage and real estate professionals navigate the explosion of AI tools since 2023.
In this conversation, we break down exactly how loan officers can cut through the noise, choose the right AI applications, and turn them into practical business advantages.
You’ll hear how the AI Beehive directory makes it easy to discover tools for video editing, avatar creation, mortgage underwriting, and more — and how to integrate them into a strategy that actually gets used.
Ginger shares her unique approach to creating custom GPT “agents” that replicate a real estate partner’s voice, enabling loan officers to generate personalized content and deepen referral relationships.
We also cover:
Why an AI task force can help organizations adopt technology without overwhelming their teams
How to combine modern AI tactics with “old school” relationship-building to stand out in your market
A step-by-step open house strategy that strengthens realtor partnerships without asking for business
Why localization and hyper-personal branding still win in the age of big-tech mortgage consolidation
How NAMB is embracing AI to create new growth opportunities for mortgage professionals
Whether you’re an AI skeptic or an early adopter, this episode delivers actionable ideas to help you engage earlier with consumers, build stronger partner relationships, and scale your personal brand — all without losing the human connection that closes deals.
Listen now and explore the AI Beehive directory at https://aibeehive.com.
Follow Ginger: https://www.linkedin.com/in/gingerbell/
In this episode of Loan Officer Life, host Brian Vieaux sits down with Paige Hernandez — a trailblazing mortgage broker from Chino Hills, California and founder of Notorious WMN, a fast-growing community empowering women in the mortgage industry.
With raw honesty and infectious energy, Paige shares how she built a profitable investor-focused business on her own terms, no CRM, no website, just relationships and results.
But the real story?
Paige didn’t stop at success. She built a stage for others.
In 2023, she launched Notorious, an all-women’s mastermind and event series that's now a movement.
From a 50-person retreat in Austin to filming a YouTube series in Cabo, Paige is proving that representation, vulnerability, and community aren’t side stories...they are the strategy.
What You’ll Learn in This Episode:
How Paige reverse-engineered her mortgage business around her life
Why she focuses on DSCR and investor loans for simplicity and scale
The mindset shift from “do more” to “do it better”
The behind-the-scenes of launching a six-figure women’s event
The power of community for female originators post-COVID
Why real scale isn't more units — it's more income with less grind
How she’s using storytelling and content to grow her brand
What’s next for Notorious: podcast, YouTube, and the big September event
→ Intro & how Paige got started
→ Lessons from Impact Mortgage pre-2008
→ Designing a business for lifestyle (not burnout)
→ Why Notorious had to exist — and how it started
→ Building influence without a funnel
→ The power of women-centered content in mortgage
→ Upcoming Austin event: what to expect
→ Final takeaways for loan officers looking to build community
Keywords:
mortgage broker podcast, women in mortgage, Paige Hernandez Notorious, loan officer community, DSCR loans, investor-focused lending, mortgage branding, female entrepreneurs mortgage, mortgage event 2025, Brian Vieaux podcast, FinLocker, personal brand mortgage
Learn More & Get Involved:
→ Notorious: https://notoriouswmn.com/
→ Connect with Paige: https://www.instagram.com/notoriouswmn
→ Get details on the September event in Austin
https://notoriouswmn.com/
Like this episode?
Leave a review and share with a loan officer who needs to hear this.
#LoanOfficerLife #VieauxPoint #WomenInMortgage #MortgageBroker #NotoriousWMN #DSCRLoans #LoanOfficerBranding
Episode Description:In this powerhouse episode of Loan Officer Life, host Brian Vieaux welcomes back one of the industry's most tactical, transparent, and tenacious producers — Abdel Khawatmi, Division Manager at PRMG and founder of the Got Mortgages brand.At a time when many loan officers are stuck blaming the market, Abdel breaks down the exact system he’s using to grow — not survive — in 2025’s toughest housing cycle.He unveils his CLEAR Victory framework:C = Content (build trust through education and consistent visibility)L = Leveraging systems (from Model Match to FinLocker to smart automation)E = Equity (how to unlock refi and HELOC opportunity in a high-rate world)A = Authenticity and Action (lead by example, earn trust through consistency)R = Reputation (brand strategy that drives referrals while you sleep)And that’s just the first half.Abdel shares why visibility and proximity are the modern LO’s unfair advantage, why he's actively cutting low-performing realtor partners, and how hosting local events (including cornhole tournaments!) is turning into real pipeline — with no paid leads and no BS.Plus:Why tech without leadership is just noiseHis approach to non-QM, DSCR, and investor financingHow he uses BuyerVision inside FinLocker to reduce soft pulls and increase conversionThe truth about follow-up, agent accountability, and what LOs must stop toleratingWhether you’re building a team, rethinking your tech stack, or just looking to stay motivated in this market, Abdel brings a masterclass in execution, mindset, and leadership.Subscribe now and don’t miss this deep dive into systems, scale, and staying power in today’s mortgage industry.Follow Abdel: LinkedIn: https://www.linkedin.com/in/abdel-khawatmi-79a511144/Facebook: https://www.facebook.com/abdelkhawatmiInstagram: https://www.instagram.com/got_mortgages/Keywords:Mortgage podcast, loan officer success, Abdel Khawatmi, CLEAR Victory framework, PRMG, FinLocker, BuyerVision, Model Match, HELOC strategy, content marketing for LOs, non-QM loans, real estate lead follow-up, loan officer branding, mortgage technology 2025
Show Notes:
In episode 151 of Loan Officer Life, Brian Vieaux reconnects with Andrew Pawlak—CEO of Rebel IQ and the very first guest on the show back in episode one. Full circle moment. Same mission: helping loan officers compete, convert, and connect.
Topics covered include:
Why not all LOs are built for leads—and what separates those who thrive
The reality behind consumer-direct lead generation (hint: it’s not a layup)
Rebel IQ's split approach: turnkey lead systems and agent-focused co-marketing strategies
What Zillow and Bankrate taught Andrew about conversion design—and how he used it to empower LOs
The AI shift happening right now in how consumers search and compare lenders
How Rebel IQ equips LOs to actually show up online and earn trust
A powerful case study: co-branded agent platforms that transform partner relationships
Why digital presence is the new baseline—and ghosting is a symptom of poor online positioning
This episode is equal parts reality check and roadmap. If you’re trying to stand out in a market dominated by billion-dollar brands, tune in.
In this Blue Book premiere of Loan Officer Life, Brian sits down with Kyle Draper and Mike Faraci to unpack their newest collaboration: Rethink Everything You Know About Video for Business and Sales.
This isn’t just a conversation about ring lights and reels, it’s a real talk on how loan officers (and anyone in sales) can harness the true power of video.We break down why most professionals are overthinking video, how early engagement is transforming borrower trust (with fresh J.D. Power data), and why Mike and Kyle’s “why/how” dynamic makes this book so effective.You’ll hear:Why 45% of borrowers now engage LOs at the point of thoughtThe mindset shift from "content creation" to "communication"Why 400+ videos in 30 days made me video fluent for lifeHow asymmetry and audio quirks make you dislike your own videos (and why to ignore that)What Mike and Kyle learned through writing that surprised them mostKyle's vision for Your Someday Project and what’s next for his business journeyWhether you're stuck in video paralysis or just looking to deepen your visibility strategy, this is the episode you’ve been waiting for.Episode Theme:How loan officers and business professionals can stop overthinking video and start building trust at scale—one authentic message at a time.Featured Guests:Kyle Draper – Speaker, coach, and co-author of Rethink Everything You Know About Video for Business and Sales. Founder of Higher Culture and champion of helping professionals show up with confidence.Mike Faraci – CEO of HitTheRedButton.com, content strategist, and the “how guy” behind the Blue Book. Former LO turned content operator.Topics Covered:The “perfect storm” of early borrower engagement (J.D. Power data: 71-point satisfaction boost)Kyle’s perspective: “Every adult can be a referral source”Mike’s clarity: “Video is just a better form of communication”Why 1-to-1 selfie videos are the secret to long-term comfort on cameraThe science behind why we cringe at our own voice or face on videoMike’s next move: democratizing content systems for LOs at a lower price pointKyle’s new keynote in the making: Your Someday ProjectKey Stats & Takeaways:48% of Gen Y & Z homebuyers start with a lender—not a listingEarly engagement boosts repeat business likelihood by 133%Loan officers can “buy back their time” through smart content systemsMentions & Resources:Rethink Everything You Know About Video for Business and Sales – Available on https://a.co/d/8MzVenNConnect with the Guests:Kyle Draper: https://www.linkedin.com/in/coachkyledraper/Mike Faraci: https://www.linkedin.com/in/mikefaraci/ | https://hittheredbutton.com
Episode Summary:
In his third visit to the podcast, Bruce Gehrke, senior leader on the J.D. Power Mortgage team, joins Brian Vieaux to unpack fresh data from the in-progress 2025 Mortgage Origination Satisfaction Study.
With three out of four survey waves completed, Bruce shares real-time insights into how borrower behavior is continuing to shift, and what that means for loan officers trying to build sustainable, referral-worthy businesses.
Brian and Bruce dive into the growing importance of early consumer engagement, what Brian calls the “Point of Thought”, and how banks are currently winning that moment.
But this episode isn’t about giving up. It’s about taking the right steps now to earn attention, build trust, and become the borrower’s advisor long before the application.
If you're a mortgage professional trying to future-proof your career in the face of big-bank ecosystems and AI-powered consumers, this episode delivers the playbook you've been waiting for.
What J.D. Power does in mortgage, and why their data matters
Key consumer behavior shifts in 2025 vs. 2024
The rise of "point of thought" engagement before home search begins
Why banks are currently winning this early moment, and what loan officers can do about it
How early engagement reduces rate-shopping and builds borrower loyalty
The risk of over-automating your client touchpoints
How to show up in a world dominated by digital tools and CRMs
What the best loan officers are doing differently today
What Bruce wants to learn from LOs for future studies
→ Borrowers who engage early (before home shopping) report significantly higher satisfaction, loyalty, and advocacy.
→ Banks dominate early engagement due to existing relationships, but IMBs and brokers can compete, if they show up intentionally.
→ The most effective originators combine human connection with tech-powered coaching tools to stay relevant for months or even years.
→ The long game is real: consumers who connect at the point of thought are 133% more likely to return to that lender, even after detours.
→ CRMs and apps are great—but they don’t replace personal touch. Use them to scale, not to replace yourself.
“The long game wins, if you’re willing to play it. Three months, three years…doesn’t matter. Early engagement sets the table for lifetime value, not just one deal.”
💬 What do YOU want to see in the J.D. Power data next year?
This is your chance to influence future studies.
Send your ideas and questions to Brian and he’ll make sure Bruce gets them.
📥 Reach Brian on LinkedIn or at brian.vieaux@finlocker.com
Connect with Bruce Gehrke on LinkedIn: Bruce’s Profile
Past episode with Bruce (2024 Study Recap)
Brian’s breakdown of “Point of Thought vs. Point of Sale” strategies
Learn more about FinLocker and the KeySteps App
Mortgage Trends, J.D. Power, Loan Officer Strategy, Consumer Behavior, Mortgage Satisfaction, Early Engagement, Broker Tips, FinLocker, Buyer Readiness, Technology and Trust
In this raw, no-filter episode of Loan Officer Life, I sat down with Marine Corps veteran and mortgage advocate Sam Royer—one of the loudest and most persistent voices behind the push for the HELPER Act.
What followed wasn’t a scripted chat.
It was a gut-level conversation about purpose, policy, and the real human cost of political inaction.
Sam isn't a lobbyist.
He’s not a politician.
He’s just a guy who saw a gaping hole in our system—where those who serve our communities the most (teachers, cops, firefighters, EMTs) are often locked out of the very communities they serve due to housing affordability.
What makes Sam different?
He decided to do something about it.
Five years later, the HELPER Act (Homes for Every Local Protector, Educator, and Responder) has 19 Senate co-sponsors, 72 congressional supporters, and a growing grassroots army—but still no finish line.
We talk candidly about:
Sam shares the emotional toll of being “that guy” in the industry—pissing people off while fighting for something that doesn’t benefit him personally.
We also dig into the VA loan debate, take a few friendly jabs at Dave Ramsey, and talk about what it really means to show up for our communities.
This episode is about more than mortgage.
It’s about advocacy.
It’s about impact.
It’s about whether we, as an industry, are willing to put our time, platforms, and political weight behind something that helps those who serve us every day.
If you’re a loan officer looking for a new way to make a difference—and a new product that could change the game in your market—this conversation is your blueprint.
Listen now to learn:
✓ What the HELPER Act does—and doesn’t do
✓ How you can get involved in your local community
✓ Why this legislation could be the next VA loan… for community servants
✓ Where politics and purpose collide—and how to stay focused
✓ Why this matters for every loan officer in America
Resources Mentioned:
For our 150th episode, we’re going back to the roots—and looking ahead.
Brian sits down with Rick Hill, President of MISMO, and Amy Moses, who leads business development and engagement at MISMO, for a crash course every loan officer should hear.
What is MISMO, really?
Why does it matter to the work you do every day?
And how is it quietly shaping the future of our industry—from faster closings to smarter AI?
You’ll hear about:
The true meaning behind “industry data standards” (and why they matter to you)
How MISMO helps speed up product innovation and reduce costs
What SmartDocs are and how they’ll cut the “check the checker” chaos
Why any LO—regardless of company size—can (and should) get involved
What MISMO’s AI working group is doing to prepare the industry for what’s coming next
This episode celebrates 150 conversations—and 25 years of an organization that most loan officers don’t know nearly enough about.
MISMO.org
Subscribe to MISMO Matters
Follow MISMO on LinkedIn
Teaching vs. Chasing: How Loan Officers Can Win the Realtor Game with Geoff Zimpfer
What happens when a former Tony Robbins coach who now teaches thousands of loan officers how to grow with intent joins Loan Officer Life? You get a conversation packed with gold.
In this episode, I sat down with Geoff Zimpfer, host of Mortgage Marketing Radio and one of the most respected voices in the mortgage space when it comes to scaling agent relationships through education—not desperation.
Here’s what stood out…The Realtor Problem Isn’t Realtors—It’s Your Approach
We’ve all heard it (or said it):
“Realtors are hard to work with.”
“Agents don’t send me deals.”
“They ghost me after coffee.”
Geoff has a different take: It’s not the realtors. It’s your system—or lack of one.
Most LOs are stuck in a fragmented, one-to-one grind. They cold call. They chase. They hope.
But they don’t have a consistent, scalable strategy to attract agents and build trust.
Enter the one-to-many model.
One-to-Many Unlock: Teaching Classes
Geoff’s core strategy? Teach. Don’t pitch.
Whether it’s social media, video marketing, or using tools like FinLocker to create a co-branded experience for agents, the key is leading with education.
When you host a class—virtual or live—you provide real value.
And that value builds reciprocity, trust, and relationships.
Take Geoff’s client Tiffany Saxton in Texas.
She taught her first class and within one hour received three loan apps and an invite to present to a 20-agent team.
That’s not a long-term play. That’s now business.
Don’t Need to Be a Pro Speaker—Just Two Steps Ahead
One of the biggest obstacles LOs face? Imposter syndrome.
Why would an agent listen to me? I’m not an expert. I’ve never taught before.
Geoff simplifies the approach:
“You're not showing up as Tony Robbins. You’re a facilitator. Like a news anchor—you’re simply delivering valuable info you’ve learned.”
With his Train the Trainer program, loan officers are equipped with ready-to-deliver classes, video walkthroughs, and confidence to lead—even if it’s just to 3 agents at first.
Spoiler: It won’t be just 3 for long.
FinLocker + Geoff = A Realtor Strategy You Can Deploy Today
Geoff and I recently partnered to build a class that helps LOs teach agents how to use FinLocker—not as a sales pitch, but as a tool to help them generate and convert more buyer leads.
Here’s the magic:
It gets you in the room. It gives you a reason to reach out. And it gives your partners a way to stay in front of consumers longer.
Whether or not an agent uses the tech isn’t the point. You’re showing up as a strategic partner, not a rate sheet.
The Final Word: Conversations Win
We ended the episode where all great mortgage conversations do—talking about conversations.
Whether it's teaching a class, hosting a live, joining a Facebook group, or meeting face-to-face, relationships are still built one meaningful exchange at a time.
Even in the AI era, the most human loan officers will win. Because community, connection, and contribution never go out of style.
Want More from Geoff?
🎧 Check out his podcast: Mortgage Marketing Radio (https://www.mortgagemarketinginstitute.com/podcast/)
📘 Learn more about his coaching: Mortgage Marketing Institute (https://www.mortgagemarketinginstitute.com/)
📱 And if you're ready to stop chasing and start attracting, hit play on this week’s episode of Loan Officer Life.
Loan Officer Life – Hustle, Heart, and Homeownership
Episode: Meet Natalie Overturf – Culture, Content & Competing with the Bigs
In this high-energy, real-talk episode, Brian Vieaux sits down for the first-ever face-to-face conversation with mortgage industry leader Natalie Overturf, EVP at CMG Home Loans. What starts as a virtual handshake turns into a powerhouse discussion on:
✅ Building a sustainable mortgage career in a tough market
✅ The power of personal branding on LinkedIn for Loan Officers
✅ Competing with Rocket (not against them)
✅ CMG's approach to servicing, data, and the lifetime customer journey
✅ Culture building, leadership, and coaching 280+ LOs across the country
✅ How top producers stay sane, win more, and avoid the burnout
✅ Real strategies for staying in front of your database and owning your value
Natalie shares her secret to building a remote-first, high-performing team with 98% retention over 20+ years—and why this market is the perfect time to grow and grab market share.
Whether you're a veteran originator, branch manager, or aspiring to scale, this episode is packed with immediately actionable strategies, mindset shifts, and a whole lot of laughs.
🔗 Connect with Natalie Overturf:
👉 LinkedIn: https://www.linkedin.com/in/natalieoverturf/
👉 Facebook: https://www.facebook.com/natalie.overturf.7
👉 Subscribe for more real convos with top LOs, coaches, and fintech pros on Loan Officer Life.
New episodes every Friday!
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Show Notes:Guest: Jason Frazier – Mortgage Strategist, Creator of Growth Notes, Co-Author of The Green Zone
ProjectTopics Covered:
[00:00] Brian welcomes Jason Frazier with humor and gratitude
[02:00] The origin story: how Jason influenced Brian to start podcasting
[06:30] The evolution of “Growth Notes” and the idea behind daily growth content
[11:00] Why Jason now says “growth” instead of “marketing” – and why it matters
[14:30] Creating impact through daily voice notes and radical consistency
[20:15] The mindset behind “Me, Inc.” – every LO is their own CEO
[27:00] What new loan officers should actually do in their first 30 days
[31:00] Tactical steps: niche selection, YouTube, and blogging to attract business
[38:00] What older, technically hesitant LOs need to hear about showing up online
[45:00] Real talk: why being stuck is often a choice—and how to get unstuck
Resources Mentioned:
Growth Notes (search on Apple & Spotify)
The Green Zone Project – available on Amazon & greenzoneproject.com
Learn more about FinLocker & KeySteps https://finlocker.com/individual-loan-officers-brokers-keysteps/
It’s here — the FIRST sponsored episode of Loan Officer Life, and we’re bringing the fire with none other than Scott Hudspeth, founder of MLO Live and host of the electric RETR Morning Show.
In just 90 days, Scott and I have gone from strangers to fast friends — texting, collaborating, and now, launching something truly game-changing for mortgage professionals.
This episode is jam-packed with takeaways for any Loan Officer ready to grow, scale, connect, and show up consistently with the right tools, coaching, community and accountability.
We kick things off talking about Scott’s wild journey — from closing 43 loans in one month, to growing a company from $130M to $3B, to now empowering hundreds of LOs through coaching and tech with RETR and MLO Live, the all-new community platform launching June 2nd.
What you’ll learn in this episode:
The origin story of MLO Live and how it’s built on abundance, not ego
🛠️ Why “data without action is noise” — and how RETR helps LOs see clearly
🤝 The power of real community, live learning, and ride-or-die accountability
📅 How MLO Live delivers coaching + accountability every weekday
🔁 Theme days that meet you where you are in your LO journey
🚀 Insights from industry top-performers like Laura Witte, Travis Newton, Erica Homefield, and more
🤯 The one Instagram strategy bringing in $25M+ in production
🎯 Why the best marketing is human connection, not templated posts
We also talk about the real business we’re all in: the marketing business. Scott breaks down why likes, comments, videos, birthday messages — the little human things — are what keep your name top-of-mind when that client’s reticular activator fires off.
💥 Bonus: You’ll hear about the accountability strategy baked into MLO Live that uses data and partnerships to make sure you actually DO what you say you’re going to do. (And yes, your accountability partner will be looped in when you don’t. 😉)
Whether you’re brand new in the industry, stuck at $5M a year, or scaling past $100M — this community is for you.
The Art of Showing Up: How Loan Officers Win with Education, Technology, and Consistency
In this powerful live session, Brian Vieaux, President & COO of FinLocker, teams up with content coach and speaker Kyle Draper to deliver an energizing and tactical webinar for loan officers who want to thrive—not just survive—in today's housing market.
🚀 Part 1: The KeySteps Demo + Buyer Vision Report
Brian kicks things off by showcasing the latest innovations inside the KeySteps app, including a real-time walkthrough of the new Buyer Vision Report. KeySteps is purpose-built to help loan officers engage homebuyers earlier—well before they’re "ready now." The app meets consumers where they are and adapts to five unique personas (from just getting started to post-close engagement), enabling LOs to provide guidance, education, and real-time insights through one streamlined experience.
The Buyer Vision Report takes it further—giving loan officers visibility into a client’s financial picture (credit, debt, and red flags) before the pre-qual. It’s like a soft pull snapshot, designed for coaching—not underwriting. It's the most actionable, early-funnel insight tool for LOs who are ready to lead with education and trust.
🎯 Part 2: Kyle Draper - 3 Strategies for Showing Up
Kyle then takes the stage with a bold message for mortgage professionals: you don’t need more followers—you need to serve the ones already in your ecosystem. His framework, The Art of Showing Up, includes:
Show Up When It’s Uncomfortable – Growth happens outside the comfort zone. Your pipeline, your personal brand, your health—none of them will change if you keep making excuses.Show Up Before You’re Ready – Readiness is a myth. The difference between the pros and the dreamers is that pros act before they feel “qualified.”Show Up for the Long Game – Most people underestimate what they can do in 10 years and overestimate what they can do in 10 days. Your consistency matters more than your intensity.
💡 Key Takeaways:You don’t need 20% down to buy a home—but consumers think they do. That’s your fault if you’re not showing up to educate.
Big tech will win on speed and process. You win with trust, relevance, and relationship.The Buyer Vision Report puts LOs back in the driver’s seat of the consumer journey—starting at the point of thought.
📅 What’s Next?
At the end, Brian teases the upcoming June 4 webinar featuring Jeff Zimpfer, where they'll explore how to use KeySteps to teach value-added classes to agents and expand referral opportunities.
🔗 Learn More & Book a Demo
Explore KeySteps and see how it can elevate your borrower relationships and grow your future pipeline.
👉https://info.finlocker.com/keysteps-playbook-linkedin#subscribe
🙌 Thanks for Showing Up
Whether you watched live or on replay, we’re glad you're here.
You’ve already taken step one. Now it’s time to take action. Rewatch the demo.
Revisit Kyle’s lessons. And most importantly—show up.
#KeySteps #FinLocker #LoanOfficerLife #MortgageMarketing #KyleDraper #HomebuyerJourney #BuyerVision #LeadConversion #LoanOfficerTraining #RealtorPartners #HomeownershipAdvisors #TheArtOfShowingUp