LoanOfficerPodcast.com

Chris Johnstone
  • 4.8 (17)
  • Entrepreneurship
  • Updated Weekly

This podcast is designed to bring you the systems, habits and secrets that top-performing professionals use to build a life of wealth and freedom. Each episode is packed with the lessons learned, systems and knowledge that each guest has used to create a successful business and life. To subscribe and get email updates on new episodes and trainings visit: LoanOfficerPodcast.com To get a free 25-minute video training program that shows you how to fill your calendar with qualified sales appointments, automatically visit: www.chriswebinar.com Join our new Facebook group to become part of our community of top producers! Join Our Facebook Group: https://www.facebook.com/groups/813323394474779 Facebook - https://www.facebook.com/cwjohnstone Instagram - https://www.instagram.com/_chrisjohnstone_/ LinkedIn - https://www.linkedin.com/groups/14111919/ TikTok - https://www.tiktok.com/@chrisjohnstone_

  1. 2d ago

    How Top Producer Mallory Strotheide Networks With 900 Realtors a Month!

    In this LoanOfficerPodcast.com episode the host Chris Johnstone sits down with Mallory Strotheide, a mortgage professional who transformed her business from cold calling and internet leads into a 100% referral-based mortgage business built on Realtor relationships, past clients, database marketing, social media, and consistent relationship-building. In this episode, you'll learn: •⁠  ⁠How she built a 100% referral based business, with 50–60% from Realtors and 25–30% from past clients •⁠  ⁠How she reaches 900 Realtors every month, with 20–30 attending her Realtor Bootcamp •⁠  ⁠How she uses database marketing, client events, social media & AI to generate referralsh If you enjoyed the episode, subscribe to LoanOfficerPodcast.com, share it with another mortgage professional, and leave us a 5-star review.

  2. 3d ago

    How Christopher Watters Sells 100–115 Homes/Year & Gets 15X More Leads Without More Ad Spend

    In this LoanOfficerPodcast.com episode the host Chris Johnstone sits down with Christopher Watters, a real estate entrepreneur, brokerage leader, and technology innovator who has spent the last 20 years building high-performing real estate businesses, teams, and technology-driven systems. Christopher shares how he built a business around generating opportunities and teaching agents how to convert them, along with the powerful role AI is now playing in lead qualification, sales coaching, database management, and conversion optimization. In this episode, you'll learn: •⁠  ⁠How to generate 15X more leads without increasing your paid ad spend. •⁠  ⁠⁠How AI can qualify leads, book appointments, and improve agent conversions •⁠  ⁠⁠The lead generation and conversion strategies behind agents selling 100–115 homes per year. Christopher also shares why old-school lead sources can still outperform many digital channels, how successful businesses build multiple "oil wells" for leads, what high-producing real estate teams look for in loan officer partners, and how he increased lead volume by 15X without increasing paid advertising spend. If you're a loan officer, real estate agent, team leader, or entrepreneur looking to generate better leads, improve conversion rates, leverage AI, and build stronger business partnerships, this episode is packed with actionable insights you can apply to your business. Listen to the full episode with Christopher Watters to discover how better lead generation, AI-powered sales coaching, and smarter conversion systems can help you close more business. If you enjoyed this episode, please subscribe, share it with someone who could benefit, and leave us a 5-star review. Your support helps LoanOfficerPodcast.com continue bringing you conversations and strategies from the industry's top producers and innovators.

  3. Sep 10

    How Kelly Rogers Is Building a $90M Mortgage Business Through Relationships, Data & AI

    In this LoanOfficerPodcast.com episode the host Chris Johnstone sits down with Kelly Rogers, a top-producing mortgage professional and branch leader who has built her business around strong relationships, disciplined data tracking, exceptional client service, and adapting to the changing mortgage industry. After returning to production at the end of 2024, Kelly has already personally helped 85 families and produced approximately $43 million in volume, with a goal of reaching nearly $90 million. She also leads a collaborative group of top producers projected to generate approximately $400 million in mortgage production. Kelly shares the strategies and systems behind her consistent growth, including how she tracks every stage of her funnel, invests her time in referral relationships, and is positioning her business to be discovered through AI and online search. In this episode, you'll learn: •⁠  ⁠How Kelly Rogers uses monthly goals, lead tracking, conversion rates, and data to scale her mortgage business—and the key metrics she watches from lead to closing. •⁠  ⁠⁠How she generates more referrals by spending 50% of her time with the people who send her business, creating value before asking, and building genuine relationships with Realtors and past clients. •⁠  ⁠⁠How loan officers can prepare for the future of mortgage marketing by embracing AI, improving their online presence, creating authoritative content, and meeting consumers where they search. Kelly also shares her unique approach to winning over new Realtor relationships during every transaction, why she still believes in personal touches like handwritten cards and client events, and how an AI recommendation recently turned into a successful closed loan. If you're a loan officer looking to grow your production, improve your conversion rates, generate more referrals, build stronger Realtor relationships, and understand how AI is changing mortgage lead generation, this episode is packed with practical strategies you can apply immediately. Listen to the full episode to learn how Kelly Rogers combines relationships, data, systems, and technology to build a high-performing mortgage business. If you enjoyed this episode, please subscribe, share it with another mortgage professional, and leave us a 5-star review. Your support helps LoanOfficerPodcast.com continue bringing you actionable insights and conversations with the mortgage industry's top producers and leaders.

  4. Sep 7

    How Anthony Casa Is Helping Loan Officers Win With AI, Relationships & Specialty Lending

    In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with Anthony Casa, CEO of UMortgage, to discuss how loan officers can grow their business in today's changing mortgage market. Anthony shares the strategies his organization uses to help loan officers build self-generated businesses, deepen relationships within their communities, leverage AI, expand into specialty lending, and build a personal brand that attracts the right clients and referral partners. In this episode, you'll learn: •⁠  ⁠How to build a stronger self-generated mortgage business through referral relationships, open houses, community events, and strategic outreach—and why loan officers should eventually shift from mostly outreach to more in-person relationship building. •⁠  ⁠⁠How AI can help loan officers uncover the right loan products, manage their pipeline, stay in touch with their database, and compete as mortgage technology continues to evolve. •⁠  ⁠⁠Why specialty lending, including HELOCs, second liens, non-QM, and other niche products, can help loan officers differentiate themselves and serve more customers in today's market. Anthony also shares why he believes the loan officers with the largest referral networks will have a major advantage in the future, how AI-powered search is already influencing how consumers find lenders, and why consistent, authentic social media content can build a powerful personal brand over time. If you're a loan officer looking to generate more referrals, use AI more effectively, expand your product knowledge, build a stronger database, and prepare for the future of the mortgage industry, this episode is packed with actionable insights. Listen to the full episode now to learn from Anthony Casa and discover how to build more relationships, serve more clients, and position yourself to win in the evolving mortgage market. And if you enjoy the episode, please subscribe, share it with another loan officer, and leave us a 5-star review. Your support helps us continue bringing you valuable conversations and proven strategies from the mortgage industry's top leaders.

  5. Sep 2

    How Arturo Aguilar Built a $50M Mortgage Business With 90% Realtor Referrals

    In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with Arturo Aguilar, a Houston-based mortgage professional who went from closing just $4–$5 million in his first year to becoming a consistent $50M–$55M annual producer closing more than 200 loans per year. Arturo shares how he went all-in on the mortgage business, built a team that allowed him to scale, and developed long-term Realtor relationships that now generate approximately 90% of his business. He also reveals the systems he uses to meet more Realtors, create a referral-driven mortgage business, and stay personally involved with borrowers throughout the loan process. In this episode, you'll learn:       • How Arturo Aguilar scaled from a $4–$5M producer to a consistent $50M+ mortgage producer closing 200+ loans per year.       • How he built long-term Realtor relationships that now generate approximately 90% of his mortgage business.       • How loan officers can use team building, Zoom meetings, borrower relationships, and a strong referral process to scale without sacrificing client experience. Arturo also shares why building the right support team changed everything, how coaching helped him improve his business, and why he's now focused on expanding his audience through social media and new marketing strategies as he works toward his next major goal: $100 million in annual mortgage production. Whether you're a new loan officer trying to build your first referral relationships or an experienced mortgage professional looking to scale from a solo operation into a high-volume mortgage team, this episode is packed with practical strategies you can apply to your business. Listen to the full episode to discover how Arturo Aguilar built a $50M+ mortgage business through Realtor relationships, team building, systems, coaching, and consistent execution. If you enjoyed this episode, make sure to subscribe to LoanOfficerPodcast.com and leave us a 5-star review. Your support helps us continue bringing you valuable conversations with top-producing loan officers who openly share the strategies behind their success.

  6. Aug 31

    How John Farrell Built a $100M+ Jumbo Mortgage Business and Is Chasing $200M

    In this LoanOfficerPodcast.com episode the host Chris Johnstone sits down with John Farrell, a Newport Beach-based mortgage professional with nearly three decades of experience, to discuss how he built a $100M+ mortgage business specializing in jumbo loans and is now setting his sights on reaching $200 million in annual production. John shares how deep relationships, referral partnerships, mindset, database marketing, and embracing AI have helped him build a sustainable business in one of the most competitive mortgage markets in the country. He also reveals how AI platforms are already generating high-value mortgage opportunities—including referrals for a $16 million deal and a $5.8 million deal. In this episode, you'll learn:     •⁠  ⁠How John Farrell built a $100M+ jumbo mortgage business by specializing in high-net-worth clients and developing deep referral relationships with Realtors and financial professionals.    •⁠  ⁠How consistent database marketing and authentic storytelling can help loan officers stay top of mind and generate more repeat business and referrals.   •⁠  ⁠How AI, ChatGPT, Google Business Profiles, GEO, and online authority are creating a new source of mortgage referrals—including high-value jumbo loan opportunities. Whether you're a loan officer looking to break into the jumbo mortgage market, grow your referral network, improve your database marketing, or prepare your business for AI-powered search, this episode is packed with actionable insights from a mortgage professional who has spent nearly 30 years adapting and growing through changing markets. Listen now to discover how John Farrell combines relationships, specialization, mindset, and emerging AI strategies to build a high-performing mortgage business. If you enjoyed this episode, be sure to subscribe to LoanOfficerPodcast.com and leave us a 5-star review. Your support helps us continue bringing you conversations with the mortgage industry's top producers, innovators, and business leaders.

  7. Aug 27

    How Jennifer Grube Built a Mortgage Business With 90%+ Realtor Referrals

    In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with Jennifer Grube, a Houston-based mortgage professional with 25 years of experience in the mortgage industry, to uncover how she built a business where more than 90% of her business comes from Realtor referrals, past clients, and organic relationships. Jennifer shares how her background in mortgage operations helped shape her approach to lending, why coaching and accountability have been critical to her career, and how delivering an exceptional borrower and Realtor experience has helped her create a powerful referral-based mortgage business. She also explains how she stays involved throughout the entire home-buying process—from calculating monthly payments and educating first-time homebuyers to helping Realtors and borrowers evaluate properties before making an offer. In this episode, you'll learn: ⁠How Jennifer Grube built a mortgage business generating 90%+ of its business through Realtor referrals and organic relationships instead of purchased leads. ⁠How creating a hands-on borrower experience—from monthly payment calculations to pre-approval and offer preparation—helps loan officers stand out and earn more Realtor referrals. ⁠⁠How Jennifer is using AI to improve response times and why borrowers are already discovering her through ChatGPT recommendations. Whether you're a new loan officer trying to build your referral network or an experienced mortgage professional looking to strengthen Realtor relationships, improve your client experience, and generate more organic mortgage business, Jennifer's approach provides practical lessons you can apply to your own business. Listen to the full episode to learn how Jennifer Grube built a referral-driven mortgage business through relationships, exceptional service, coaching, and a willingness to embrace AI. If you enjoyed this episode, subscribe to LoanOfficerPodcast.com and leave us a 5-star review. Your support helps us continue bringing you conversations with successful loan officers and mortgage professionals who are sharing what actually works in today's mortgage industry.

  8. Aug 24

    How Elie Ibrahim Scaled From $60M to $140M in Mortgage Volume in Just 3 Years

    In this LoanOfficerPodcast.com episode, the host Chris Johnstone sits down with top-producing mortgage broker Elie Ibrahim to uncover how he rapidly scaled his mortgage business from $60 million to $140 million in annual loan volume in just three years. Elie shares the mindset, marketing strategies, AI adoption, and relationship-building tactics that have fueled his incredible growth—and why his next goal is reaching $200 million in annual production. In this episode, you'll learn:     • How Elie Ibrahim grew from $60M to $140M in mortgage volume by combining Realtor relationships, branding, and consistent marketing.     • Why AI referrals, Google reviews, social media, and personal branding are becoming essential for loan officers who want to generate more qualified mortgage leads.     • The systems, team structure, and growth mindset Elie uses to scale his mortgage business while delivering an exceptional client experience. Whether you're a new loan officer looking to build your pipeline or an experienced mortgage professional aiming to increase production, generate more referrals, and grow your brand, this episode is packed with actionable strategies you can start using today. Listen now to discover how Elie Ibrahim built one of Canada's fastest-growing mortgage businesses through consistent execution, modern marketing, and a relentless focus on serving clients. If you enjoyed this episode, be sure to subscribe to LoanOfficerPodcast.com and leave us a 5-star review. Your support helps us continue bringing you conversations with the mortgage industry's top producers, marketers, and business leaders.

See All (272)

4.8
out of 5
17 Ratings

About

This podcast is designed to bring you the systems, habits and secrets that top-performing professionals use to build a life of wealth and freedom. Each episode is packed with the lessons learned, systems and knowledge that each guest has used to create a successful business and life. To subscribe and get email updates on new episodes and trainings visit: LoanOfficerPodcast.com To get a free 25-minute video training program that shows you how to fill your calendar with qualified sales appointments, automatically visit: www.chriswebinar.com Join our new Facebook group to become part of our community of top producers! Join Our Facebook Group: https://www.facebook.com/groups/813323394474779 Facebook - https://www.facebook.com/cwjohnstone Instagram - https://www.instagram.com/_chrisjohnstone_/ LinkedIn - https://www.linkedin.com/groups/14111919/ TikTok - https://www.tiktok.com/@chrisjohnstone_

Information

  • Creator
    Chris Johnstone
  • Years Active
    2021 - 2026
  • Episodes
    272
  • Rating
    Clean
  • Copyright
    © All Rights Reserved
  • Show Website
    LoanOfficerPodcast.com