The Mortgage Rainmaker Podcast

When your leads drop 65%, do you panic and pull back? Or do you double down and fight back? Hey there, Rainmakers! I'm taking you behind the scenes of the Gifford Team for an honest conversation with Evan Hulbert about what happens when your pipeline slows down and it's time to fight back. Evan grew up in the mortgage industry, started his career with us in 2023, and has quickly grown from transaction coordinator to loan partner, helping our team grow from $40M in 2024 to $70M in 2025. Together, we break down our seven-week game plan to rebuild momentum through database prospecting, past buyer follow-up, home equity conversations, and reconnecting with referral partners. We also dive into Evan's journey of mastering the loan process, training new team members, and stepping into leadership. Because the work you do when everyone else pulls back is what sets you apart. Key Insights Why today's pipeline reflects the prospecting you did months ago. How to reconnect with past pre-approved buyers and uncover new opportunities. Why your database and referral partners are your greatest assets in a tough market. How to use a seven-week sprint to build momentum for the new year. Why mastering the lead-to-contract process creates confidence and lasting client relationships. How developing talent and learning to delegate help you grow beyond being a technician. Why discipline and consistent action separate Rainmakers from the competition. Guest Links Evan Hulbert | Guild Mortgage Website: https://myrenolender.com Instagram: https://www.instagram.com/evan_hulbert7/ Facebook: https://www.facebook.com/share/19mLRVA3Kk/?mibextid=wwXIfr LinkedIn: https://www.linkedin.com/in/evan-hulbert-615897250 Are you ready to make it rain? Let’s do this! If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

You don’t have to lose your fire to become a better leader. Hey there, Rainmakers! Jon Arnold and I connected because I could feel his intensity immediately. He built his career the way a lot of us do: through survival, relentless work, and a refusal to fail. But over time, that drive evolved into something deeper—service, vulnerability, and real leadership. In this episode, Jon shares how he redefined sales around trust, meaningful conversations, and helping people make better decisions. We also talk about sobriety, healing, building a branch with high-quality people, and how becoming more visible on social media helped amplify the reputation he had already earned in real life. This conversation is for every high achiever learning that growth doesn’t mean becoming less driven. It means becoming more honest, more open, and more intentional about where you aim that fire. Key Insights Sales is about helping people make better decisions, not convincing them. The goal of every conversation is to leave people better than you found them. Vulnerability strengthens leadership and deepens relationships. Your story can give other people permission to change theirs. Social media works best when it amplifies who you already are. You can stay intense, competitive, and driven without living in survival mode. Are you ready to make it rain? Let’s do this! Guest links: Instagram: https://www.instagram.com/applywithjon/ Facebook: https://www.facebook.com/share/1H2G31MbiB/?mibextid=wwXIfr LinkedIn: https://www.linkedin.com/in/applywithjon?utm_source=share_via&utm_content=profile&utm_medium=member_ios YouTube: https://www.youtube.com/@applywithjon

The bar is lower than you think. Show up, sell yourself, and do the damn work. Hey there, Rainmakers! In this episode, I’m coaching Zenon, a Catalyst member who’s just over a year into the mortgage business and hungry to build. We break down how to earn more opportunities with real estate agents without hiding behind complicated loan products. From positioning yourself as the backup lender to leveraging niche wins and mastering follow-up, this conversation is about learning to sell what matters most: you. Because agents aren’t just buying your products. They’re buying your character. They want to know you’ll answer the phone, fight for the deal, communicate when things get hard, and actually give a damn. You don’t need twenty years of experience to win. Be hungry. Get coached. Follow up. Keep showing up. Key Insights People choose you because they trust your character, not because you have the perfect loan product. Consistent follow-up can become one of your biggest competitive advantages. Position yourself as the backup lender to earn opportunities without threatening existing relationships. Use niche wins to open doors, but don’t build your entire business around difficult deals. Help your referral partners create business instead of always asking them for business. You don’t need decades of experience when you’re coachable, hungry, and willing to do the work. Are you ready to make it rain? Let’s do this! PLUS! Do you want to be in the Hot Seat? Got a sales challenge, mindset block, leadership question, or growth decision you’re wrestling with? Send Shayla your question by video, audio, or in writing, and it could be featured in an upcoming Hot Seat episode. Submit your question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

Ryan Erekson wants to build a $24 million mortgage business working five hours a week. And AI is how he plans to do it. Hey there, Rainmakers! Ryan is my AI coach, and in this episode, we’re breaking down how to use AI to create more money, more time, and higher-quality work—without replacing the relationships that actually grow your business. We get tactical with how AI can help with pipeline reviews, borrower and agent updates, database opportunities, follow-up, and everyday tasks that eat up your time. Key Insights Start with the work creating the most friction. Ask: Does this make me money, save me time, or improve my work? Use AI to eliminate administrative work—not relationships. Protect your highest-value hours for people and conversations. Start small: choose one frustration point and see how AI can help. Guest Links Guild Mortgage: https://branches.guildmortgage.com/nv/henderson/ryan-erekson-515-hdne.html LinkedIn: https://www.instagram.com/ryanereksonmortgage/ Instagram: https://www.linkedin.com/in/ryanerekson/ PLUS: GuildIQ Prompts 🔒 GUILD EMPLOYEES ONLY The GuildIQ prompts below are internal Guild resources and are only accessible to Guild employees. You must be logged into your Guild account/GuildIQ for these links to work. If you are not a Guild employee, you will not be able to access the links below. Guild employees: Check out the GuildIQ prompts referenced in the show! These are some of the most popular prompts I’ve been sharing to help you save time, stay on top of your business, and take action faster. Birthdays Today Salesforce Daily Action Plan Salesforce Tasks Due Today A-Rated Agents Not Talked to This Week Agent Talking Points Monthly LO Opportunity Digest Active Pipeline Overview <a...

Alex Dykes went from taking out personal loans to pay his bills to becoming a Chairman’s Club producer on pace for 202 loans this year. Hey there, Rainmakers! Alex Dykes is proof of what can happen when you get humble, get coached, and stop trying to figure everything out alone. After watching his production collapse to 52 units in 2023, Alex doubled down on himself—and completely rebuilt the way he serves clients and grows relationships. In this episode, Alex shares his YES Framework for finding possibilities where other lenders see dead ends. We break down the five client buckets that helped his team nearly double lead-to-funded conversion, plus how he uses that process to show real estate agents exactly why working with him makes them more money. This is professional mortgage advisorship in action: stay curious, explore every option, build systems that follow through, and never underestimate what one YES can become. Key Insights Stay curious before deciding a client can’t qualify. Give every lead a clear path and next step. Systemize follow-up so no opportunity gets lost. Track conversion, not just production. Your realtor value is helping more leads reach the closing table. PLUS! DM Alex for his realtor and buyer consultation presentations: Instagram: @AlexDykesLoans Guest Links Website: https://branches.guildmortgage.com/va/arlington/alex-dykes-264-rmad.html Instagram: @AlexDykesLoans LinkedIn: https://www.linkedin.com/in/alexander-dykes/ Are you ready to make it rain? Let’s do this! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What if you could sit in on a real coaching call and hear exactly what’s keeping another Rainmaker stuck? Hey there, Rainmakers! Today, I’m pulling back the curtain and letting you inside two real one-on-one coaching conversations with Art Shalomov and Tanya Brown, two students in my Catalyst coaching program. This is The Hot Seat. No polished interview. No prepared answers. Just real loan officers bringing me the real stuff happening inside their businesses—and us coaching through it together. Art came to me overwhelmed by all the things he thought he needed to do to stand out. We unpack the mindset shift that helped him rediscover his confidence, lean into being a trust builder, and double down on a simple relationship strategy that has him on pace to nearly double his production. Then Tanya gets in the hot seat with a completely different challenge: building the habit of prospecting. She knows she’s good at it when she does it, but staying consistent while serving clients and running her business is another story. We break down what’s working, what keeps pulling her away, and how to protect the Rainmaker activities that actually grow the business. As you listen, I want you coaching yourself right alongside Art and Tanya. Because their challenges may look different from yours, but there’s a good chance something said in these hot seats is exactly what you need to hear. Key Insights Your greatest differentiator might be the trust you build, not another product Stop trying to be someone else and double down on what makes you great. Sales is a numbers game, so keep filling the top of your funnel even when business gets busy. Prospecting works when you protect it instead of waiting until you feel motivated to do it. You don’t have to do everything to grow your business. You have to consistently do what matters most. Ask yourself what you would bring to the hot seat because that may be exactly where your next breakthrough begins. Are you ready to make it rain? Let’s do this! Guest Links Art Shalomov Website: https://crosscountrymortgage.com/phoenix-az-4639/arthur-shalomov/ LinkedIn: https://www.linkedin.com/in/artshalomov/ Tanya Brown Website: https://preferredrate.com/loan-officer/tanya-brown/ LinkedIn: https://www.linkedin.com/in/tanyabrown14/ PLUS! Do you want to be in the Hot Seat? Got a sales challenge, mindset block, leadership question, or growth decision you’re wrestling with? Send Shayla your question by video, audio, or in writing, and it could be featured in an upcoming Hot Seat episode. Submit your question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What happens when you stop trying to look like a loan officer—and start showing up fully as yourself? Hey there, Rainmakers! Anne Solano went from losing everything and rebuilding her life in recovery to becoming one of the most exciting new loan officers I’ve watched enter this business. In her first full year, Anne closed 42 loans with 25 different Realtors referring her business. And she didn’t do it with some complicated sales strategy. She showed up relentlessly, built genuine relationships, found difficult loans other people didn’t want, shared her wins, and became known as someone who genuinely gives a damn. In this episode, we break down how Anne built momentum so quickly, why doing the hard work upfront protects your reputation, and what happens when you stop hiding your weirdness and bring your full energy into every room. Key Insights Consistency and genuine curiosity can outperform a perfect sales pitch. Find the deals other loan officers avoid and become known for solving them. Do the work upfront so your pre-approvals are as strong as possible. Share your wins so Realtors understand exactly what you can solve. Bring value, energy, and something memorable every time you walk into a room. Stop hiding what makes you different. Being fully yourself might be your greatest advantage. Are you ready to make it rain? Let’s do this! Guest links: Website: https://www.lendwithanne.com Instagram: https://www.instagram.com/lendwithanne/?hl=en LinkedIn: https://www.linkedin.com/in/anne-solano/ If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

Hey there, Rainmakers! Brendan Williams is proof that you don’t have to become someone you’re not to build an incredible mortgage business. He’s not living on social media, chasing endless coffee meetings, or reinventing his strategy every six months. He created a simple system around relationships, calls, follow-up, and organization—and kept showing up. In this episode, Brendan breaks down the system that helped take his production from $20 million in 2024 to $43 million in 2025, with nearly $60 million in his sights for 2026. We unpack his exact theme days, how he organizes hundreds of agent relationships, why he still makes the calls when he doesn’t feel like it, and how mastering the actual craft of lending gave him undeniable confidence. But what I love most about Brendan’s story is how freaking simple it is. There’s no magic script or shiny new strategy here. There’s discipline, organization, belief, and a willingness to keep doing the work long enough for the results to catch up. If you’ve been questioning your strategy because your business hasn’t popped yet, hear this: you might not need another plan. You might need to stay committed to the one you already have. Key Insights Consistency beats constantly searching for the next strategy. Call reluctance doesn’t disappear. You learn to move through it because you believe in the value you provide. Every new relationship gets tracked, categorized, followed up with, and placed into a repeatable system. Simple Salesforce lists tell Brendan exactly who to call next, so prospecting never depends on motivation. Money-making activities happen first before the rest of the day gets consumed by files. Becoming exceptional at the craft of lending gave Brendan confidence to prospect from a place of service. You don’t need someone else’s business model. You need a program you believe in enough to execute consistently. Guest links: Website: https://guildmortgage.net/brendanwilliams Are you ready to make it rain? Let’s do this! If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What if the breakthrough you’re waiting for is on the other side of your fear? Hey there, Rainmakers! Amy Roe closed just two loans in her first eight months as a loan officer. She questioned herself, froze at networking events, and wondered if she’d made a huge mistake. But she kept showing up. That persistence took her to 34 transactions in 2024, then 49 transactions and $22 million in 2025. In this episode, Amy and I break down the shift that changed her business: owning her value, finding her people, tracking the activities that matter, asking for business, and learning to stay uncomfortable long enough to grow. This is what happens when raw ambition finally gets focus, structure, accountability, and a plan. Key Insights Why “Why not me?” became the mindset shift Amy needed. How five quality conversations created focus and momentum. Why knowing your value changes how you show up with referral partners. How Amy turned networking from terrifying into one of her greatest strengths. Why tracking your activity keeps one bad day from becoming three bad weeks. How to recognize when your growth means it’s finally time to hire. Guest Links Website https://mortgage.bankofcolorado.com/#/loan-officers/amy.roe@bankofcolorado Instagram: https:/www.instagram.com/amyroe_lends Facebook: https://www.facebook.com/profile.php?id=61550299592859 LinkedIn: www.linkedin.com/in/amy-roe-7306ab75 Don't wait! Register for the FREE 5-Week Sales Challenge at https://www.ShaylaGifford.com Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What if the business you're praying for is already sitting inside the relationships you have today? Hey there, Rainmakers! If you've ever said, "I'm just not a salesperson," this episode is for you. I hear it every single week from incredible loan officers and real estate agents. You're amazing at serving people. Your clients love you. You know your craft. But when it comes to consistently growing your business, putting yourself out there feels uncomfortable. You don't want to cold call. You don't want to chase strangers. And honestly—you shouldn't have to. That's exactly why I'm inviting you to my FREE 5-Week Sales Challenge . In this episode, I share the mindset shifts and simple relationship strategies that have helped me build my business and coach countless mortgage professionals into becoming true Rainmakers. I'll walk you through how to leverage the people who already know, like, and trust you, how to ask for meaningful introductions without feeling salesy, and why tracking your activity is the fastest way to build confidence. If you're ready to stop waiting for referrals and start intentionally creating them, this challenge was built for you. The challenge begins August 26 , and over four weeks we'll work together to build stronger habits, stronger relationships, and a stronger business. Key Insights Sales is about expanding trust, not chasing strangers. The "Who Do You Know Who?" script that makes asking for help feel natural. The Triangle of Trust creates warm introductions that open doors. Your attitude and daily activity determine your momentum. Tracking your conversations builds confidence and consistency. Business growth belongs to people willing to take action. Register for the FREE 5-Week Sales Challenge at https://www.ShaylaGifford.com Are you ready to make it rain? Let's do this! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What’s the point of building a successful mortgage business if you don’t have a life left to enjoy it? Hey there, Rainmakers! My good friend Tasha Hastings has spent 13 years building something so many loan officers want: a thriving mortgage business that doesn’t own her. She’s a top producer, a wife, a present mom of three, and a leader who has been incredibly intentional about protecting what matters most. In this episode, we talk about taking over the business her mom built, going all in on a builder relationship when the demands felt relentless, and staying true to the fundamentals when the market got hard. Tasha is proof that you don’t have to chase every shiny object to grow. Sometimes the answer is to keep showing up, serve people incredibly well, and play the long game. Key insights: Build your business around the life you actually want to live. Great communication and relentless follow-up still win in every market. Leadership means protecting your team publicly and coaching them privately. The boring disciplines are often the exact things that make you extraordinary. You don’t need endless referral partners when you deeply serve the right ones. PLUS: If you're ready to stop waiting for business and start creating it, join me for my FREE Sales Attack Challenge , starting Tuesday, August 26 . I'll give you the exact system, trackers, scripts, and live coaching my team uses to create consistent momentum. This is a live-only experience—no recordings will be available. Save your spot now at ShaylaGifford.com - before registration closes! Guest links: Website: https://branches.guildmortgage.com/nv/sparks/tasha-hastings-403-rrnse.html Instagram: https://www.instagram.com/secordhastingsteam Facebook: https://www.facebook.com/secordhastingsteam Are you ready to make it rain? Let’s do this! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What happens when a brand-new loan officer stops overthinking and starts running the plays? Hey there, Rainmakers! Jannette Gomez left a 13-year career as a dental hygienist because she knew she was capable of more. Just 14 months into the mortgage business, she closed a $4 million month by staying hungry, asking for help, and doing the work most people avoid. In this episode, we break down exactly where her business came from: open houses, cold calls, and the 10-10-10 strategy that became her biggest source of closed loans. This is proof that you don’t need years of experience to create momentum—you need the right support, a willingness to learn, and the discipline to actually run the plays. Key Insights Consistency beats complexity when you are building from zero. Open houses can create relationships that compound into real business. The 10-10-10 strategy turns your existing network into warm opportunities. One introduction can create an entire chain of referrals. You do not have to know everything to win. You have to run the plays. Are you ready to make it rain? Let’s do this Guest links: Guild Mortgage: https://branches.guildmortgage.com/nv/reno/jannette-gomez-800-rrjgom.html?__cf_chl_tk=P78bIE.nE.zun_tXs9Y1Avfnvuj4bRy527JKv4AAKIE-1784813196-1.0.1.1-KgL74bhxKSd2G4_k8tfCXo3IIkZSVQbLSRYwnfIi2_w ! Instagram: https://www.instagram.com/jannettegomez_/ Facebook: https://www.facebook.com/jannette.bak.7/ If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

Hey there, Rainmakers! Mike Bertarelli walked away from consumer direct after closing $125 million in production and stepped into retail with zero referral relationships and no magic bucket of leads. Three years later, he closed 111 loans for $33 million in production and built a team of seven loan officers. In this episode, Mike and I break down what actually drove that growth: going all in, building confidence before you have all the proof, staying relentlessly visible, and turning every transaction into an opportunity to build your network. Because nobody is coming to hand you the business you want. You have to stop hesitating, believe you are the right person for the job, and go take your shot. Key insights: The difference between players and pretenders is the space between idea and execution. Every transaction creates an opportunity to earn your next referral relationship. Confidence starts with believing you are capable and that you care more! Consistent communication can become your competitive advantage. You do not need permission to grow faster than anyone expects. Define what going all in looks like, then give it everything you have. Are you ready to make it rain? Let’s do this! Guest links: Website https://naf.com/mikebertarelli Instagram: instagram.com/mikebertarelli Facebook: https://www.facebook.com/michael.bertarelli/ If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What do the best loan officers do when business gets harder? They don't wait for opportunity. They learn how to create it. Hey there, Rainmakers! Every loan officer goes through seasons where business feels harder than it should. Markets shift. Buyers hesitate. Referral partners get quieter. This conversation isn't about pretending those seasons don't exist—it's about learning how the best Rainmakers continue creating opportunity anyway. I'm joined by Laura Witte, Georgia's #1 female loan originator and one of the top 1% of mortgage originators in the country. Over the past 25 years, she's built a 100% referral-based business, closed more than $1 billion in career loan volume, and stayed true to one mission: helping more families achieve homeownership. Laura shares the beliefs, habits, and practical strategies that helped her rise from an underdog with no formal education to one of the mortgage industry's most respected leaders. If you're ready to stop waiting for the market to change and start creating opportunities of your own, this episode is for you. Key Insights Create opportunity by seeing possibilities others overlook. Diversify your pipeline instead of waiting on one source of business. Your beliefs shape your actions—and ultimately your results. Build relationships through generosity, trust, and consistent service. The best Rainmakers don't wait for opportunity. They create it. Are you ready to make it rain? Let's do this! Guest links: Truth and Lending: https://www.truthandlending.com/ Instagram: https://www.instagram.com/truthandlending/ LinkedIn: https://www.linkedin.com/in/laura-sosa-rocha-witte-1852a32/ If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What if the reason your marketing isn't working has nothing to do with how or what you post... and everything to do with the feeling you're creating? Hey there, Rainmakers! When most loan officers think about marketing, they jump straight to social media, videos, newsletters, or the next shiny strategy they saw at a conference. I've been there too. In fact, my natural instinct is to move fast, execute immediately, and build the airplane in the air. But over the last six years, one person has continually challenged me to slow down, think deeper, and create with intention. In this episode, I sit down with my Senior District Marketing Manager, Laura Cane—the brilliant mind behind Catalyst, this podcast, our website, and so much of the experience you've come to know from my brand. Laura shares what she calls the Experience Equation , a simple framework that has completely transformed how I think about marketing, leadership, and creating meaningful connections. Whether you're launching a podcast, teaching classes, building a networking group, or simply trying to become more visible online, this conversation will help you stop chasing everyone else's ideas and start building a brand that truly reflects who you are. Because great marketing isn't about being everywhere. It's about creating an experience people never forget. Key Insights: Marketing isn't about creating content. It's about creating a feeling. Every memorable brand begins with intentional design before it ever reaches visibility. Ask yourself who you're serving, why you're serving them, and how you want them to feel before you launch anything. Urgency creates inconsistency. Clarity creates confidence. If your marketing doesn't feel authentic to you, you won't stay consistent long enough to see results. The strongest relationships are built between the big moments through thoughtful follow-up and consistent communication. Guest Links: LinkedIn: https://www.linkedin.com/in/lauracmacleod/ Instagram: https://www.instagram.com/lauracmacleod/ Are you ready to make it rain? Let's do this! If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What happens when you combine passion, conviction, and a willingness to do the hard things everyone else avoids? Hey there, Rainmakers! This week, I’m sitting down with one of my own — Katie Stockert, loan officer on Team Shayla at Guild Mortgage in Fargo, North Dakota. In just four years, Katie has gone from closing 25 deals in her first year to being on pace for $40 million in production. But this story isn’t about luck. It’s about grit, service, and refusing to take shortcuts. Katie shares how growing up without financial privilege shaped the way she serves clients today. She believes every buyer deserves education, transparency, and a plan. That belief has become her competitive advantage. While others avoid difficult files, Katie built her business on helping people find a way forward, even when the answer wasn't immediate. If you've ever felt discouraged by the market, frustrated by difficult clients, or unsure how to stand out, this episode will remind you that authenticity, conviction, and service still win. Key Insights: Building trust starts with caring deeply about the outcome for every client. The hardest loans often create the strongest referral opportunities. People buy conviction, enthusiasm, and certainty before they buy products. Showing up to closings creates stronger relationships and more referral opportunities. Clients deserve a plan even when they aren't ready to buy today. Are you ready to make it rain? Let’s do this! Guest Links: LinkedIn: https://www.linkedin.com/in/katie-stockert-526718122/ Guild Mortgage: https://branches.guildmortgage.com/nd/westfargo/katie-stockert-373-apkpo.html Instagram: https://www.instagram.com/kstockertmortgage/ Facebook: https://www.facebook.com/p/Katie-Stockert-Mortgage-Lender-NMLS-2068129-100082371025433/ If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

Hey there, Rainmakers! Over the last 22 years, I've gone from being broke, scared, and trying to survive to building a business that has given me freedom, purpose, impact, and experiences I once couldn't even imagine. But none of it happened because I was special. It happened because I kept finding people who had what I wanted and then did everything I could to learn from them. In this episode, I'm sharing what I call The Rainmaker Way—the path that has guided every stage of my growth. From getting fired while working two jobs and struggling to pay rent, to building a thriving mortgage business, creating financial freedom, living abroad with my family, coaching loan officers across the country, and continuing to chase bigger visions. This episode is both a roadmap and a challenge: stop focusing on where you are and start focusing on where you're going. If you're feeling stuck, burned out, frustrated, or wondering what's next, I want you to know there's another level available to you. The key is learning how to expand your vision, develop new skills, and earn the freedoms that make this journey worth it. Key Insights: Success starts when you find someone who has what you want and learn from them. Desperation can either hold you back or become the fuel that drives your next breakthrough. Financial freedom comes before relational freedom, purpose freedom, and time freedom. Goal setting and tracking are the foundation of growth. Sales mastery is one of the most valuable skills a Rainmaker can develop. If you're feeling stuck, burned out, or wondering what your next level looks like, this episode is for you. Remember - your next breakthrough starts with a bigger vision. Are you ready to make it rain? Let's do this! If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

Hey there, Rainmakers! For years, I thought I was building a business when I was really just chasing transactions. Every time my pipeline got light, I would scramble. Every time it filled up, I'd stop prospecting and focus on closing loans. It felt exhausting, unpredictable, and completely dependent on what happened next. In this episode, I sit down with my friend and fellow Catalyst coach, Dino Rosetti. Together, we unpack The Realtor Lighthouse—a powerful system designed to help loan officers uncover their true value, create meaningful conversations with agents, and build relationships that lead to consistent referrals and long-term business growth. This isn't about buying leads, chasing agents, or hoping someone calls you back. It's about becoming the kind of partner agents want to work with. Key Insights: Most loan officers are chasing transactions when they should be building referral partners. If you're unclear on your value, you'll struggle to confidently attract referral partners. The Realtor Lighthouse helps agents uncover their unique strengths, positioning, and opportunities for growth. Loan officers often stay stuck in the friend zone because they stop selling their value. A realtor acquisition plan creates consistency and eliminates the feast-or-famine cycle. You don't need another deal. You need another great referral partner. PLUS! Catalyst enrollment is now open But only June 10-19th! Signup today: https://shaylagifford.com/catalyst/ Catalyst isn’t just another coaching program. It’s where ambition meets action. Inside you’ll get: ✅ Live coaching ✅ Proven accountability systems ✅ Productivity + growth strategies ✅ A powerhouse community that won’t let you play small Guest Links LinkedIn: https://www.linkedin.com/in/dinorosetti/ Instagram: https://www.instagram.com/dinorosetti/ The Realtor Lighthouse: https://app.reallighthouse.com Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What if the life you're chasing isn't built by working harder—but by getting crystal clear on what you're building and why? Hey there, Rainmakers! This week, I sit down with Kei Kullberg, a young mortgage leader who's already built an incredible foundation—personally, professionally, and financially. But what impressed me most wasn't his production. It was his vision. Kei shares how coaching changed everything, how he and his wife have built a portfolio of seven real estate units before age 30, and why he's obsessed with creating wealth that lasts beyond commissions. This conversation is a masterclass in intentional growth, disciplined action, and building a business that supports your life instead of consuming it. If you've been feeling stuck, plateaued, or unsure about your next level, I hope this episode reminds you that the biggest breakthroughs happen when you stop reacting to life and start leading it. Key Insights: Vision creates discipline. Coaching accelerates growth. Action builds momentum. Simple systems scale. Are you ready to make it rain? Let's do this! Guest links: LinkedIn: https://www.linkedin.com/in/kei-kullberg/ Instagram: https://www.instagram.com/kei_themortgageguy/?hl=en Facebook: https://www.facebook.com/keithemortgageguy/ PLUS! Catalyst enrollment is now open But only June 10-19th! Signup today: https://shaylagifford.com/catalyst/ Catalyst isn’t just another coaching program. It’s where ambition meets action. Inside you’ll get: ✅ Live coaching ✅ Proven accountability systems ✅ Productivity + growth strategies ✅ A powerhouse community that won’t let you play small Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/

What does effective leadership actually look like in a high-pressure, relationship-driven industry? Hey there, Rainmakers! In this episode of The Mortgage Rainmaker Podcast, I sit down with mortgage industry veteran, coach, speaker, and entrepreneur Chris Vinson for a practical conversation on leadership, growth, customer experience, and what actually separates great professionals in this business. Chris has worked nearly every angle of the mortgage industry — underwriting, operations, originating, brokerage ownership, banking leadership, coaching, and speaking — and one thing became crystal clear in this conversation: the people who win long term are the ones who stay intentional about the details. We also unpack the “purple cow” concept, what it really takes to become memorable in today’s market, and the powerful “casino report” exercise leaders can use to evaluate customer experience, identify blind spots, and create the kind of service people never forget. Key Insights Consistency creates trust faster than talent. The little details can be the biggest differentiators. The two things you can track to boost your team's performance. The “casino report” is a powerful tool you can start using today. Why it's baskets not hoops that matter. If you want practical leadership strategies you can immediately apply to your business, team, and client relationships — this episode delivers. Guest Links: Coaching with Chris: https://coachingwithchrisvinson.com/ Chris Vinson LinkedIn: https://www.linkedin.com/in/chris-vinson-b7195248/ Chris Vinson Instagram: https://www.instagram.com/chrisvinson72/ Are you ready to make it rain? Let’s do this! PLUS! Are you ready to stop just doing the work — and start becoming the loan officer you know you’re capable of being? Join Shayla’s free Sales Mastery training on June 10th and learn how to sell yourself, organize your business, and show up like a top producer. Register now: https://us02web.zoom.us/meeting/register/LhmbR3JDSRGgrgQv7suE5w#/registration Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ Nominate someone to be on the podcast: https://shaylagifford.com/podcast/ Connect with Shayla: https://www.instagram.com/shaygiff/ https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: https://shaylagifford.com/ https://shaylagifford.com/podcast/ https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/