Most mortgage pros who say they’re “using AI” are doing the equivalent of replacing Google with ChatGPT.

That’s not AI mastery. That’s barely scratching the surface.

In this episode of The Art of Mortgage Marketing, I sit down with Luke Shankula, founder of Direct Authority AI, to challenge the way mortgage pros are thinking about AI—and more importantly, how they're failing to use it as actual business leverage.

The question isn't, “Can AI write my emails?” The better question is, “What could I build, automate, eliminate, or deliver that would make me dramatically more valuable to my clients and referral partners?”

We get into the real reason mortgage professionals:

And then we get into the uncomfortable part: AI can make you incredibly productive at doing things that don't matter.

If you're automating mediocre content, building AI avatars nobody wants to watch, or creating systems that generate zero business, congratulations—you've automated the wrong thing.

Luke also shares what he believes the future of AI looks like for the mortgage industry, why mortgage companies may be approaching AI from the wrong direction, and why your biggest competitive advantage in an AI-driven world may ultimately be the one thing AI can't replicate: being human.

This isn't another conversation about clever prompts.

It's about leverage.

In this episode you’ll learn:

-Why “using AI” and actually leveraging AI are two completely different things

Links & Resources

Direct Authority AI — Luke Shankula's coaching community for mortgage professionals using AI.

ChatGPT — Discussed throughout the episode for research, content, analysis, systems, and business applications.

Claude — Discussed for presentations, documentation, workflows, and more advanced business applications.

Google Business Profile — An overlooked opportunity for mortgage pros and their referral partners.

FREE RESOURCE: Build Your Second Brain

If you want AI to stop sounding like AI and start sounding like you, Luke has generously shared his step-by-step Build Your Second Brain SOP.

Enjoying the Podcast?

If you found this episode valuable:

⭐ Follow The Art of Mortgage Marketing

⭐ Leave a rating and written review

⭐ Share this episode with a mortgage professional who's ready to stop owning another job and start building a business that creates freedom.

Your support helps us continue bringing you conversations with the industry's most successful leaders so you can grow your income, your impact, and your freedom.

What if the biggest threat to your business... is that it can't survive without you?

Too many mortgage professionals believe they're building a successful business because they're closing more loans and generating more revenue.

But underneath the surface, they're building something very different...

A high-paying job.

In this episode of The Art of Mortgage Marketing, bestselling author and entrepreneur Doug Adlam shares the blueprint for building a mortgage business that creates freedom instead of dependency.

Drawing from decades of experience building, scaling, and selling businesses, Doug explains why so many top producers accidentally become the bottleneck in their own growth—and what it takes to build a company that continues to thrive even when you're not in the office.

Whether you're a solo mortgage broker looking to grow a team or an established owner who wants a business that's actually valuable one day, this conversation will challenge the way you think about leadership, hiring, delegation, and scaling.

If you've ever wondered...

...this episode is for you.

✅ Why top-producing mortgage professionals often become prisoners of their own success

✅ The biggest mindset shift that separates self-employed people from true business owners

✅ How to hire before you feel "ready" (without making expensive mistakes)

✅ The systems every scalable mortgage business needs

✅ Why revenue is a vanity metric—and what actually matters

✅ How to delegate without sacrificing quality

✅ What makes a mortgage business truly valuable

✅ The leadership habits that create leaders—not followers

✅ How to build a company that keeps growing while you're on vacation

📘 The Business of Brokering by Doug Adlam

If this conversation resonates with you, be sure to grab Doug's book, where he dives deeper into the frameworks, systems, and leadership principles behind building a mortgage business that's scalable, valuable, and ultimately sellable.

If you found this episode valuable:

⭐ Follow The Art of Mortgage Marketing

⭐ Leave a rating and written review

⭐ Share this episode with a mortgage professional who's ready to stop owning another job and start building a business that creates freedom.

Your support helps us continue bringing you conversations with the industry's most successful leaders so you can grow your income, your impact, and your freedom.

What if the breakthrough you’ve been praying for is still possible — even after years of struggle, burnout, and uncertainty?

Just 12 months ago, Christine Davis was questioning whether she could even stay in the mortgage industry after nearly two decades in the business. She was exhausted, financially stressed, and stuck wondering if things would ever turn around.

Today?

She’s completely transformed her business — increasing her monthly income over 8X while creating more consistency, confidence, freedom, and momentum than she’s had in years.

And she didn’t do it through cold calling, chasing Realtors, or grinding herself into the ground.

In this episode, Christine shares the real story behind her turnaround:

The mindset shifts, daily habits, relationship strategies, and uncomfortable growth moments that helped her go from survival mode… to THRIVE MODE and building a business she’s genuinely proud of again.

Inside this episode:

If you’ve been feeling discouraged, inconsistent, or uncertain about your future in this industry…

This episode will remind you that your next breakthrough may be a lot closer than you think.

You’re burning energy on coffee dates, cold calls, and endless follow-ups, only to walk away with maybe one deal if you’re lucky. It’s exhausting, it’s discouraging, and worst of all, it keeps you stuck in a cycle of working harder for less.

Here’s the truth: top-performing mortgage pros aren’t grinding it out like that. They’ve cracked the code to attract elite partners, the kind who don’t just send a deal here and there but send you a 12+ deals per year on repeat. No begging. No cold calling. No wasting time on people who aren’t serious.

That’s what my new Dozen Deal Partner Formula Book is all about.

Imagine having a small circle of powerhouse partners who consistently fill your pipeline so you can stop hustling for every deal and start scaling a business that sets you free! .

Getting more juice from the squeeze.

In this episode, we dive into my new book, “The Dozen Deal Partner Formula: How Top-Producing Lenders Attract Elite Referral Partners Who Send 12+ Deals Per Year–Without Cold Calling” and unpack how to magnetize top Realtors who view you as an irreplaceable HERO, shift from chasing to attracting, and build a pipeline that keeps flowing strong even in the toughest markets.

You’ll discover:

About Your Hosts

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Get Doren's book here https://dozendealpartner.com/podcast/ 

Use the coupon code PODCAST to get a 50% off discount.

What if high rates and low inventory could actually make you rich?

While most mortgage professionals are struggling with today's challenging market conditions, Cynthia Lewis did something audacious—she found a way to add $25,000 to her monthly revenue in just 90 days.

Here's what makes this story incredible: The same "Screw it, let's do it" mindset that's driving her success right now is something any mortgage pro can adopt, regardless of current market conditions.

Most people think high rates and low inventory spell disaster for mortgage professionals. Then they watch someone like Cynthia Lewis, founder of New Dominion Mortgage, prove there's a different way to play the game.

In this raw, unfiltered conversation, you'll uncover:

If you've been grinding with little to show for it in this challenging market, this story will either inspire you or make you question everything you thought you knew about building wealth in mortgages.

Ready to learn how $25,000 monthly increases actually happen—even when rates are high and inventory is low? Let’s dive in…

Guest Bio

Cynthia Lewis is the Founder and CEO of New Dominion Mortgage, a leading mortgage brokerage based in Hampton Roads, Virginia. With over two decades of experience in the mortgage industry, Cynthia has transformed homeownership into a purpose-driven mission. Her company goes beyond closing loans—she changes lives. Through a unique partnership with a national non-profit, her company holds an annual Coat Drive and donates a coat for every home loan funded, ensuring warmth and care reach the community. 

Cynthia's journey into the mortgage industry began shortly after she graduated from Hampton University in 2003. Encouraged by her father, she entered the field and quickly rose through the ranks. Her early years in the industry were marked by rapid success, but the 2008 financial crisis tested her resilience. Instead of succumbing to the challenges, Cynthia adapted by shifting from a refinance market to a purchase market, emphasizing relationship-building and effective communication with real estate agents.

Visit https://newdominionmortgage.com/ 

Follow Cynthia on Instagram @iamcynthialewis

About Your Hosts

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Visit https://www.mortgagemarketingcoach.com/chat/ to schedule your breakthrough call.

Still grinding as a mortgage professional, hoping things will magically change?

That was Mark Libario. Stuck in the feast-or-famine cycle, burned out and running on empty. The inconsistent income, constant rejection, soul-sucking cold calls... and for what? A few scattered deals that barely kept up with his dreams.

Then everything changed.

Within just 11 months of discovering our proven system, Mark transformed his entire annual mortgage income into a single QUARTER of production.

How? Not by cold calling. Not by begging for referrals. Not by working even harder.

He built a system that worked FOR him instead of against him.

From Struggle to Success: Mark's Complete Transformation

In this exclusive interview, Mark reveals exactly how he escaped the mortgage struggle and built a thriving business that gives him freedom, not more stress.

You'll discover:

Ready to stop grinding and start building? This interview shows you exactly how it's done.

Guest Bio

Mark Kelvin Libario is a dedicated mortgage broker at Groupe Orbis, based in Montreal, Quebec, with extensive experience in financial services, including insurance and financial planning. Mark specializes in guiding clients through home purchases, real estate portfolio expansion, refinancing, and loan processes. Mark tailors solutions to each client’s needs, leveraging access to major banks, credit unions, trust companies, and private lenders to secure competitive rates and personalized mortgage options.

Visit https://www.markkelvinlibario.com/ 

Find Mark on LinkedIn @Mark Kelvin Libario 

Follow Mark on Instagram @mortgageswithkelvin

About Your Hosts

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

If you're exhausted from endless cold calls, wasting money on low-quality leads, and showing up at open houses with minimal returns, you're not alone. Too many mortgage professionals are trapped in this feast-or-famine cycle.

Here's the uncomfortable truth: Those "struggle bunny" Realtors sending you just 1-3 deals annually might be exactly why you're overworked and underpaid.

In this third and final installment of our "10 Tenets of Top Producers" series, we reveal the last four principles that separate top-producing mortgage pros from everyone else—strategies that work in ANY market condition.

You'll discover:

Stop settling for mediocrity. It's time to work smarter, build real wealth, and transform your mortgage business forever.

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Let’s be real—when you feel great, you tend to do great. But too many mortgage pros are stuck in a downward cycle of suck that drains their confidence, momentum, and their bank account. They’re not hitting their goals, their swagger is fading, and every setback fuels more frustration. How can they break free from this prison of limitation and create newfound momentum and mojo, so they can start winning again – not just in a “fair weather” market but in ANY market?

In the next part of our podcast series, we’ll dive into 3 more tenets of top producers that allow the 1% income earners to stay at the top of their game, no matter what challenges may come their way. Let’s dive in…

You’ll Learn:

About Your Hosts

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

2025 is shaping up to be a pivotal year—uncertain markets, relatively high rates, rising challenges, and heightened competition are leaving many feeling stuck. But here's the reality: success isn’t determined by external forces—it’s determined by YOU.

If you're still relying on outdated strategies, hoping for a break, 2025 might be the year you get left behind. On the flip side, with the right mindset and approach, it could be the year you break through to the next level like never before. Many professionals are spinning their wheels, relying on hope instead of adopting the habits that create real momentum. But the top 1%? They play the game differently—thinking bigger, acting smarter, and executing with precision.

So, where do you stand? Have you set small, "safe" goals that limit your potential? Are your actions sporadic, leaving you stuck in the same place year after year? The top performers don’t operate like that—they define their vision for success, strategize, and most importantly, act.

Do you have a clear picture of what "winning" looks like in 2025? What if, instead of chasing opportunities, you positioned yourself as a trusted leader in your industry, attracting collaborators and brand ambassadors who view you as indispensable?

In this episode, we’ll break down the key principles that make top producers different - principles that most everyone else neglects. We’ll reveal the actions that create unstoppable momentum and build a business that thrives, regardless of the challenges around you.

You’ll learn:

About Your Hosts

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Rising rates, shrinking pipelines, and fierce competition are crushing dreams left and right. But here’s the kicker—your results aren’t determined by the market; they’re determined by YOU and your marketing. 

If you’re not dialed into the right strategies and habits, 2025 could be the same or worse than last year—or if you make some potent strategic pivots, it could be the year you unleash your full potential and thrive like never before. Here’s the hard truth: most LOs are stuck in a cycle of mediocrity, relying on hope instead of habits. 

Are you setting low goals to play it “safe” while sporadic efforts leave you stuck in the same old rut? The Top 1% don’t play small—they think bigger, act smarter, and focus on the right things.

Have you clearly defined what “winning” looks like in 2025? What if you could ditch the grind of chasing crappy leads and instead attract the right Realtor partners who see you as their Irreplaceable Hero?

In this episode, we share a valuable step-by-step guide to crushing it in 2025. Let’s unpack the 5 key steps you need to align your mindset, habits, and strategies with success so you can turn your daily actions into compounding momentum, stop spinning your wheels, and build a THRIVING business – even in unthriving times. 

You’ll also learn:

About Your Hosts

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!