In this episode, we dive deep into how to build, hire, and grow an effective mortgage team with guest expert Irene Duford, a veteran in the mortgage industry who has coached over 1,000 loan officers, team leads, and branch managers.

You’ll learn when to start hiring, what your first role should be, how to define the job before you put up the ad, and exactly how to leverage personality profiling tools like the DISC assessment to avoid the costliest hiring mistakes.

The conversation starts with the common pain point: loan officers trying to “do it all” alone, juggling lead generation, underwriting, processing, and closingwhich leads to burnout, inconsistent pipelines, and stalled growth. Irene explains that once you’re closing around five loans a month, it’s time to seriously think about adding support.

Key takeaways for this episode:

1. Know when to hire – Once your team is doing ~5 loans/month and you’re wearing too many hats, it's time to hire.
2. Define the role first – A clear job description, process, and expectations reduce hiring drag and frustration.
3. Use behavioral profiling – Tools like DISC, and values assessments help match candidates to roles and avoid costly hiring mistakes.

Whether you’re a solo loan officer looking to build your first team or a branch manager ready to optimize your hiring process and team structure, this episode is packed with actionable advice on hiring the right person, building systems, and creating a high‑performing mortgage team.

Connect with Irene on LinkedIn

Follow Irene on Instagram

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Stuck at 3–4 loans a month? You’re not alone—and it’s not your fault.

In this episode, Geoff sits down with Todd Scrima, founder of Summit Funding and coach to over 5,000 LOs, to break down why most loan officers never scale, and exactly what to do about it.

You’ll learn:

• Why 96% of LOs are stuck below $20M/year
• The script Todd gives to top producers to re-engage past clients
• How to delegate outbound calls and book more high-quality appointments
• The mindset shift that moves you from survival to serious momentum

This one’s all about systems that actually move the needle, especially heading into 2026.

Connect With Todd:

Jolt Marketing

LinkedIn

Want to double your Realtor referrals without chasing, cold-calling, or paying for leads?

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A Connect on Instagram

S Connect on LinkedIn

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SAY THANKS

Leave a review on Apple Podcasts

G Leave a rating on Spotify

Want to double your Realtor referrals without chasing, cold-calling, or paying for leads?

See how Travis Newton grew his production by $40 million!

Check Out myAgent Classes Here

Episode Summary:

Most mortgage professionals think their biggest challenge is inventory or affordability, but the real problem might be hiding in plain sight: your sales process. In this episode, I sit down with Jake Vermillion, CMO of Mortgage Champions, to unpack why most loan officers are still selling like it’s 2021… and how that’s quietly destroying trust, pull-through, and long-term loyalty.

Jake reveals how misalignment between marketing and sales is creating a broken borrower experience—and what to do instead. From replacing “Apply Now” with value-first engagement, to knowing where AI belongs (and doesn’t), this episode is a must-listen for any LO or leader who wants to stay relevant and competitive in 2025 and beyond.

Connect WIth Jake on LinkedIn

Learn More About Mortgage Champions

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G Leave a rating on Spotify

Want more Realtor referrals as a Loan Officer without chasing, cold-calling, or paying for leads?

Discover the proven Realtor referral system top mortgage professionals use to double Realtor partnerships and generate consistent mortgage leads:

Go to: https://www.go.myagentclasses.com

Episode Summary:

In this episode, we talk with Andrew Penner about the often-overlooked goldmine every loan officer already has: their past clients.

We explore why so many lenders lose out on repeat business because they don’t know when clients are ready to buy again, refinance, or invest.

Andrew introduces Milo.ai, a platform that uses behavioral signals and deeply integrates with CRMs to help mortgage professionals stay top of mind without overburdening their time.

The conversation also touches on maintaining authenticity in communications, balancing automation with the human touch, and preparing now for a likely surge in demand moving into 2025–2026.

Learn More About Milo

Connect With Andrew

Double Your Agent Referrals With myAgent Classes

Watch the Video Here

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A Connect on Instagram

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SAY THANKS

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G Leave a rating on Spotify

Want more Realtor referrals as a Loan Officer without chasing, cold-calling, or paying for leads?

Discover the proven Realtor referral system top mortgage professionals use to double Realtor partnerships and generate consistent mortgage leads:

Go to: https://www.go.myagentclasses.com

Episode Summary:

Why are so many loan officers struggling in today’s market, while some are having their best year? In this episode of Mortgage Marketing Radio, real estate coach Tom Ferry reveals the hard truth: most loan officers and real estate agents won’t survive unless they adapt.

Tom explains why this market requires four times the effort for a fraction of the income and why so many originators are struggling to generate leads, build referral partnerships, and close deals.

If you’re a mortgage professional who feels stuck, ignored by Realtors, or frustrated with the current market, this interview is packed with strategies to help you stay relevant and grow.

You’ll learn:

• Why most loan officers fail in a shifting market
• The mindset shift from ego to economics
• How to create momentum when sales cycles get longer
• Simple ways to differentiate yourself from other LOs
• What top performers are doing to generate Realtor referrals and client trust

If you want to survive and thrive as a loan officer in this tough housing market, don’t miss this powerful conversation with Tom Ferry.

Follow Tom Ferry

Instagram: @TomFerry - https://www.instagram.com/tomferry/

Facebook: @TomFerry - https://www.facebook.com/TomFerry

LinkedIn: Tom Ferry - https://www.linkedin.com/in/tomferry1/

YouTube: Coach Tom Ferry – https://www.youtube.com/user/RealEstateTrainingTF

Have a question you’d like Geoff to answer on the podcast?

Leave a quick voicemail at www.askgeoffanything.com, and you could be featured in the next AMA episode!

Want to Host Realtor Classes That Fill Seats & Your Pipeline, Without Doing It All Yourself?

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See if myAgent Classes is the right fit for you.

Watch the Video Summary Here

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In this special AMA edition of Mortgage Marketing Radio, we tackle a question from a 20-year industry veteran who’s struggling to turn social media activity into actual clients. Posting is easy, but how do you convert those likes and comments into leads, and then into closed loans?

You’ll learn how to:

• Choose the right social platform to prioritize for conversions.
• Move beyond posting for vanity metrics and start generating real conversations.
• Create a simple, repeatable follow-up flow once a lead reaches out.
• Turn casual engagement into booked calls and, ultimately, funded loans.

Whether you’re just getting started with social or you’ve been posting for years without much traction, this episode will give you the clarity and confidence to start converting.

Have a question you’d like Geoff to answer on the podcast?

Leave a quick voicemail at www.askgeoffanything.com, and you could be featured in the next AMA episode!

Want to Host Realtor Classes That Fill Seats & Your Pipeline, Without Doing It All Yourself?

If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success.

See if myAgent Classes is the right fit for you.

Schedule a Call with Geoff

Connect With Geoff

📸 Connect on Instagram

💼 Connect on LinkedIn

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SAY THANKS

💜 Leave a review on Apple Podcasts

🟢 Leave a rating on Spotify

Want to Host Realtor Classes That Fill Seats & Your Pipeline, Without Doing It All Yourself?

If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success.

See if myAgent Classes is the right fit for you.

Schedule a Call with Geoff

Episode Summary:

In today’s challenging mortgage market, many loan officers are struggling to keep business flowing. But Paul Parsons, known as the Home Loan Superhero, is consistently closing 20–30 loans every single month.

Whether you’re a mortgage loan officer, branch manager, or sales leader, this conversation will give you a blueprint to grow your business in any market. Paul shares the systems, scripts, and strategies that are driving his success, and how you can implement them to win more deals without chasing every agent in town.

Key Takeaways:

• How Paul’s “selective partnership” approach creates loyalty and repeat referrals.
• Why focusing on first-time buyers is a winning strategy in today’s market.
• How TikTok and virtual homebuyer seminars are turning browsers into buyers.
• The Realtor onboarding process that builds trust and differentiation.
• How to avoid the “transaction recession” mindset and grow regardless of market conditions.

Connect With Paul:

Instagram

TikTok

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SAY THANKS

💜 Leave a review on Apple Podcasts

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ASK GEOFF A QUESTION

❓ Ask Your Question Here

Want to Host Realtor Classes That Fill Seats & Your Pipeline, Without Doing It All Yourself?

If you’re a mortgage professional looking to attract more Realtor partners, grow your pipeline, and establish yourself as a trusted expert, myAgent Classes is your shortcut to success.

See if myAgent Classes is the right fit for you.

Schedule a Call with Geoff

Episode Summary:

Are you still trying to “grab coffee” with agents, hoping for a referral that never comes? That playbook’s expired. In this episode, we’re joined by Arjun Dhingra, mortgage veteran, media brand builder, and martial arts coach, who shares how to flip the script, stop chasing, and start building a platform that pulls agents to you.

You'll learn:

• Why “F coffee” is more than a catchphrase, it’s a strategic reset
• How to identify your unique value and package it into a brand that agents remember
• The exact playbook Arjun used to create a referral-generating community of agents
• How to build exclusivity that makes agents ask you for a seat at the table
• And More!

If you're ready to go from overlooked to in demand, this episode shows you how.

Connect With Arjun Here

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Connect With Geoff

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SAY THANKS

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ASK GEOFF A QUESTION

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