Loan Officer Leadership

Steve Kyles
  • 4.9 (220)
  • CAREERS
  • UPDATED WEEKLY

The Loan Officer Leadership Podcast is designed to help mortgage professionals grow their production, strengthen their leadership, and build a predictable mortgage business. Hosted by nationally recognized mortgage leaders Steve Kyles and Frank Garay, the show delivers practical strategies, loan officer coaching insights, and proven systems used by top-producing loan officers nationwide. With more than two decades in the mortgage industry, Steve Kyles has helped thousands of families finance homes while building and leading multiple mortgage teams that have surpassed $100 million in annual production. Frank Garay is one of the most respected voices in the mortgage space and has helped thousands of loan officers improve their marketing, lead conversion, and sales performance. Each episode focuses on the real disciplines that drive consistent results in today’s mortgage market. Topics include loan officer coaching, mortgage sales strategies, referral-based marketing, database growth, leadership development, and the systems top producers use to consistently close more loans. If you are a loan officer looking for mortgage coaching, loan officer training, and practical strategies to grow your production, this podcast will give you the leadership, structure, and execution strategies needed to succeed in today’s mortgage industry. New episodes released weekly. Join the Loan Officer Leadership community and get the Weekly Sales Playbook for loan officers delivered directly to your inbox. Get the Weekly Playbook at https://loanofficerleadership.com

  1. 4D AGO

    480. The Hidden Lending Opportunities That Could Transform Your Pipeline

    Most loan officers are still competing in the same traditional space, while missing a massive wave of opportunity already sitting in their database.  In this episode, Steve sits down with Tom Davis to unpack the growing non-QM, second lien, and investor lending space, and why it’s becoming one of the biggest opportunities in today’s market. You’ll learn: Why traditional lending alone is limiting your production How non-QM and investor deals are unlocking new revenue streams The role of equity in creating repeat opportunities How to position yourself as a solution-based advisor Where to find deals most loan officers overlook This isn’t about learning another product, it’s about expanding who you can serve and capturing opportunities others are missing. If you want to start tapping into this opportunity, connect directly with Tom Davis at tdavis@deephavenmortgage.com or visit deephavenmortgage.com to learn more.

    31 min

  2. MAR 24

    479. Why You’re Not Getting More Referrals

    If you’re not getting consistent referrals, it’s not the market... and it’s not your rates. In this episode, Steve breaks down the real reason most loan officers aren’t closing more business: it’s not a lead problem, it’s a leverage and activation problem.  You’ll learn the five key areas that determine whether your relationships actually turn into deals: Why more conversations, not more marketing, drive results How a simple “ask” can double your referrals The real reason past clients don’t come back (and how to fix it) Why inconsistency is quietly killing your pipeline The daily system top producers use to create predictable business This is a practical, no-fluff episode focused on helping you generate more opportunities from the people you already know—without working more hours. If you want more referrals, more consistency, and more closings, it starts here. For the weekly Loan Officer Leadership Playbook with strategies like this, go to loanofficerleadership.com, sign up, and we’ll send it straight to your inbox.

    12 min

  3. MAR 17

    478. The Talking Points Every Loan Officer Needs Right Now

    Buyers are stuck in uncertainty, agents are hearing the same objections every day, and most loan officers are missing the chance to bring real clarity to the conversation. In this episode, Steve and Frank break down the key talking points helping move buyers off the fence right now. They unpack the three biggest reasons buyers are hesitating: Waiting for rates to come downWaiting for prices to dropWaiting for inventory to improveYou’ll hear how to use real market data to replace emotion with confidence, create more productive conversations with agents, and help buyers make informed decisions instead of staying stuck in analysis paralysis. This is a practical episode on how to lead with clarity, communicate with confidence, and become the trusted voice in a noisy market. Want the talking points from this episode?Sign up for the Loan Officer Leadership Weekly Sales Playbook and we’ll send you The Talking Points Loan Officers Need Right Now: www.LoanOfficerLeadership.com

    18 min

  4. MAR 12

    477. The Perfect First Call: A Simple Framework That Converts More Leads

    The first conversation with a new lead can either create momentum, or create confusion. In this episode, Steve and Frank break down a simple framework for handling that very first call so prospects feel confident, clear, and ready to take the next step. You’ll learn how to: Ask the one question that reveals the strength of the agent relationshipUse a quick “loyalty uplift” to build trust with both the client and the agentKeep the conversation focused on the next step, not overwhelming detailsReplace complicated applications with a simple “questionnaire” approachAsk for referrals naturally, even on the first conversationThe goal of the first call isn’t to explain everything. It’s to remove confusion and guide the client toward one clear next step. Because when the process feels simple, people move forward.

    13 min

  5. MAR 10

    476. The First Call Ask: The Simple Habit That Creates More Referrals

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

    8 min

  6. MAR 5

    475. Lead Cadence: How to Turn the Same Leads Into More Closings

    Most loan officers think they need more leads. In reality, most just need better follow-up. In this episode, Steve Kyles and Frank Garay break down the lead cadence that can dramatically increase your conversions without adding a single new lead. You’ll learn: Why speed to the lead determines who wins the dealThe simple 9-touch follow-up strategy that boosts conversionsHow “touch the lead, touch the partner” strengthens agent relationshipsWhy consistent follow-up can revive deals months laterIf you want more closings, start by converting more of the leads you already have. Anything worth doing is worth doing badly. Just get started.

    14 min

  7. FEB 4

    474. Clarity Wins: How to Lead with Data in Today's Market

    In this episode, Steve Kyles and Frank Garay break down why now is the time for loan officers and agents to lead with clarity—not fear. With rates at multi-year lows, improving inventory, and powerful buyer advantages in play, the opportunity to help clients take action has never been greater. What you'll hear: How to handle objections about waiting for rates or prices to dropThe truth about why rates really fell in the past—and why it's not happening againSimple data points and slides you can use to lead agents and buyers with confidenceWhy clarity always beats emotion—and how to use facts to build trustA call to action to equip agents with the right message and get buyers movingReady to lead your market with certainty? Go to FreedomPlanningCall.com to get access to the 6-slide deck and start helping your agents move their pipeline forward with data-backed clarity.

    13 min

  8. JAN 21

    473. 3 Buyer Mistakes Agents Can't Afford to Ignore in 2026

    Buyers are sitting on the fence… and it's costing them. In this episode, Steve Kyles breaks down 3 of the biggest buyer misconceptions agents are hearing in today's market, and how to respond with clarity and data that inspires action. You'll walk away with: • 3 proven talking points that help buyers stop waiting and start moving • How to turn emotional objections into data-backed decisions • Real examples of agents reviving cold leads using these exact strategies Want help equipping your agents with these tools? Book a free call at FreedomPlanningCall.com

    14 min
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4.9
out of 5
220 Ratings

About

The Loan Officer Leadership Podcast is designed to help mortgage professionals grow their production, strengthen their leadership, and build a predictable mortgage business. Hosted by nationally recognized mortgage leaders Steve Kyles and Frank Garay, the show delivers practical strategies, loan officer coaching insights, and proven systems used by top-producing loan officers nationwide. With more than two decades in the mortgage industry, Steve Kyles has helped thousands of families finance homes while building and leading multiple mortgage teams that have surpassed $100 million in annual production. Frank Garay is one of the most respected voices in the mortgage space and has helped thousands of loan officers improve their marketing, lead conversion, and sales performance. Each episode focuses on the real disciplines that drive consistent results in today’s mortgage market. Topics include loan officer coaching, mortgage sales strategies, referral-based marketing, database growth, leadership development, and the systems top producers use to consistently close more loans. If you are a loan officer looking for mortgage coaching, loan officer training, and practical strategies to grow your production, this podcast will give you the leadership, structure, and execution strategies needed to succeed in today’s mortgage industry. New episodes released weekly. Join the Loan Officer Leadership community and get the Weekly Sales Playbook for loan officers delivered directly to your inbox. Get the Weekly Playbook at https://loanofficerleadership.com

Information

  • Creator
    Steve Kyles
  • Years Active
    2015 - 2026
  • Episodes
    377
  • Rating
    Clean
  • Copyright
    © Copyright Steve Kyles and Loan Officer Leadership 2026
  • Show Website
    Loan Officer Leadership

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