Episode 194

In this episode, Frank Garay catches up with Todd Bitter, National Director of Sales at NEXA Lending, for an honest conversation about career transitions, broker growth, AI, and the fundamentals that still drive success in the mortgage business.

Todd shares why, after more than 30 years in loan origination, he made the decision in mid-2022 to stop originating loans and move into a leadership, coaching, and business development role. He also discusses what brought him to NEXA Lending, how the company has evolved, and why larger platforms are becoming more attractive to small broker shops trying to keep up with technology, AI, and operational demands.

Frank and Todd also dig into the real-world challenges brokers and loan officers are facing today, including the pressure to adopt AI, the need for stronger systems, and the danger of ignoring the basic business habits that still matter most.

Todd breaks down his structured weekly routine for loan officers, including:

Monday: Realtor outreach Tuesday: Status updates Wednesday: Database management Thursday: Pre-approval follow-up Friday: VIP and relationship outreach

He also explains why effective calendar management, fast communication, consistent prospecting, and database maintenance are still non-negotiables for mortgage professionals who want to grow.

Whether you're a mortgage broker, loan officer, branch manager, or industry professional trying to navigate today's changing lending environment, this episode is packed with practical insight from someone who has built production, coached producers, and seen the business from multiple angles.

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