24-7 Mindset Show with Wally Elibiary

For a long time Kayla Kallander was just friends with a lot of realtors. Besties. And she wasn't seeing business from some of them.

So she asked them what they actually wanted from a lender. The answer kept coming back to referrals. In part two she walks through how she started giving them, beginning with a few questions on her first call with every client.

In this episode:

The conversations she had with her realtor friends

Why she asks every client who their accountant, financial advisor and attorney are

The 15-minute call she runs before anyone gets an application

How she asks a financial advisor if they have room for her clients

Wally on the referral question hiding in every loan packet

Follow Kayla on Instagram: @kaylakallandermortgage

Follow Wally on Instagram: @wallyelibiary

Kayla Kallander has never made a cold call. It never felt genuine to her. So she spent about a decade showing up online instead, until people started walking up to her saying "I already know you."

Wally and Kayla get into why building a brand doesn't mean making a bunch of reels, and how that trust turns into referrals from realtors, financial advisors and accountants.

In this episode:

Don't be a lifeguard, be a lighthouse

The day a stranger called her "the LinkedIn girl"

How she picks 25 realtors a quarter and builds the relationship for 90 days before she calls

Why likes get lost and comments don't

Wally on making a deposit before you take a withdrawal

Follow Kayla on Instagram: @kaylakallandermortgage

Follow Wally on Instagram: @wallyelibiary

JJ Mazzo used to binge drink the night before to fall asleep, wake up to cigarettes and donuts and start working at 7 a.m. That's not his morning anymore.

In the final part of the series, JJ walks through the 4:30 a.m. routine that replaced it and the day he watched his dad die. That day is why he lives by Die With Zero. Wally jumps in with his own cold plunge routine.

In this episode:

What JJ stopped doing and what he does instead

The 4:30 a.m. routine

Losing his dad and what Die With Zero means to him

What that day changed about how he treats his health

JJ's book Daily Perseverance is out now.

Follow JJ on Instagram: @jjmazzo_

Follow Wally on Instagram: @wallyelibiary

The hardest thing JJ Mazzo ever handed off was the part he thought only he could do. Every client interaction. Every consultation.

He let it go anyway and moved his time to the referral partners who send the clients. That's how a loan officer who funded over $108 million last year still runs his week on less than 10 hours of origination.

In this episode:

Why the client consultation was the last thing he gave up

Why he is slow to hire

The three conversations JJ has before he lets anyone go

Why keeping the wrong person is holding them back too

JJ's book Daily Perseverance is out now.

Follow JJ on Instagram: @jjmazzo_

Follow Wally on Instagram: @wallyelibiary

If you went from $100 million to $50 million and your goal is getting back to $100 million, JJ says that goal is working against you. It's a confidence-reducing goal.

JJ Mazzo funded over $108 million last year. In part two he and Wally get into his new book, Daily Perseverance. It started as one note a day, written every day for a year.

In this episode:

Why big comeback goals shrink your confidence and what to set instead

First domino goals and starting small

Building a team culture that makes more money in less time

Wally on why there is zero reason to have a quality business if you don't have a quality of life

Daily Perseverance is out now.

Follow JJ on Instagram: @jjmazzo_

Follow Wally on Instagram: @wallyelibiary

JJ Mazzo funded over $108 million last year. He originates on just under 10 hours a week. On paper he has it all figured out.So Wally asked him the obvious question. What did it cost you? And JJ pushed back on the premise. For the first time in his career, he says, it didn't cost him anything. Then a few minutes later the real answer came out, and it's the one every top producer needs to hear.In Part 1 of Wally Elibiary's sit-down with JJ Mazzo, they get into what it actually takes to run at the top without burning your life down to do it. Data-driven leadership over emotional reactions. The role faith and humility play when you're operating at the top 1%. And the real price that shows up late, the time you can't get back with the people you love.JJ's new book Daily Perseverance, published by Wiley, is available October 6th.

Chris Bushnell went from a call center in 2020 to running his own self-generated pipeline, closing around $15 million a year. No big team. No shortcuts. Just relentless consistency.In this conversation with Wally Elibiary, Chris breaks down the simple daily discipline that keeps him on track: content first thing every morning, then calls till noon, and if those two things are done, he's already won the day. They also get into why he's building hard now so he can work less later and be a present father and husband, and Wally's take on why you have to master being an addition loan officer before you ever try to become a multiplier.Do the work now so you get the life later.

Most loan officers think referral partners means realtors. Kip Pierson will tell you one of his came from the delivery room.In this conversation with Wally Elibiary, Kip explains how a doula became one of his most valuable partners, and what an emergency C-section taught him about showing up for people when it counts. The point underneath it: your next great partner is almost never who you'd expect, and the loan officers who win are the ones running more lanes than everyone else.Stop looking for partners where everyone else is looking.

Every loan officer hears the wealth-partner model and says the same thing. Sure, that works for Wally, he's got a team, he's got an army, he's got all the fancy technology.So Wally asked Kip Pierson how big his team is. The answer: a quarter of an assistant, and nobody who picks up a phone for him. In this conversation they break down how Kip refers out serious volume anyway, why giving more than taking means you never have to raise your hand for business again, and how the whole thing became second nature once it was front of mind.You don't need an army. You need a new set of lenses.

Kip Pierson rebuilt his whole career from behind a bar. And he'll tell you exactly what made it work: he was delusional enough to believe he'd succeed and too dumb to quit.In this conversation with Wally Elibiary, Kip makes the case that a fool on fire beats a scholar on ice every time. He also names the thing holding most loan officers back, and it isn't talent. It's that most of them were trained by a mentor who was subpar at best, taught to hit home runs but never taught the basics.Confidence you can build. Waiting until you feel ready just keeps you stuck.