Welcome back to Lending Leadership: The Creative Brief.

We’re excited to bring you part three of our special series on the power of storytelling, featuring Will Greenblatt, founder of Outloud Speaker School. If you’re just joining us, now’s a perfect time: over this three-part journey, we’ve been unpacking not just why stories matter, but also how to craft your own compelling narrative, especially as a leader or sales professional.

In this episode, we put the three-act origin story framework into practice. Will sat down with both of us to help shape our personal stories in real time. You’ll hear us dig deep—sometimes with vulnerability, sometimes with humor—reflecting on our backgrounds, challenges, and the moments that shaped us as people and professionals. We also discovered that telling a true story about who you are isn’t just engaging—it’s transformative, both for your audience and for you.

If you’re in sales or a leadership role, or if you ever have to “tell your story” to anyone, this episode is packed with practical tips, real examples, and a dash of courage.

Five Key Takeaways:

1. Your Story is Your Superpower
2. Both the winding path and the struggles along the way are assets. Sharing the “nonlinear” reality of your career, or admitting you don’t always have it figured out, helps humanize you—building deeper trust with teams, recruits, and clients.
3. Know Your Three Acts, Pick Your Anecdotes
4. A three-act origin story structure helps you share a concise, powerful personal brand story. But anecdotes—like that embarrassing moment in music class—add color, relatability, and memorability to your introduction.
5. Vulnerability Connects, Accomplishments Convince
6. Listing accolades is fine, but “real” stories make a greater impact—especially in sales. Opening up about moments of doubt, change, or fear (like thinking you’re unemployable!) allows others to see themselves in you and puts you on their side.
7. Tailor Your Story to Your Audience
8. Adjust the focus and details depending on who’s listening—internal teams may appreciate more detailed, “inside” stories, while external clients may need clarity and brevity. Always ask: What helps this audience know, like, and trust me?
9. Use Your Story Consistently—But Make it Conversational
10. Don’t memorize a script. Instead, get comfortable with the broad beats of your story so you can share the right piece at the right moment. Infuse your story into presentations, meetings, and even LinkedIn posts. The more you use it, the more it becomes a natural extension of your brand.

A huge thank you to Will Greenblatt for guiding us through this live coaching session and sharing his ebook, which you can download here. Whether you lead, sell, or simply want to connect better, remember: people don’t just buy products, they buy people. Tell your story, stand out, and watch deeper connections—and better business—follow.

Don’t forget to like, subscribe, and check out the ebook below. We’ll see you next time on Lending Leadership: The Creative Brief!

Rach & Rinn

Welcome back to Lending Leadership: The Creative Brief, where we dig into stories, strategies, and the moments that shape leadership in the mortgage and lending industries.

This week, we’re diving back into storytelling with the brilliant Will Greenblatt, picking up where last episode left off. If you joined us for Part One, you know that Will is a master of helping leaders use narrative to connect, drive change, and be remembered. In Part Two, we unpack the “Three Act Origin Story”—Will’s unique take on a classic storytelling framework designed for leaders who want to bring structure, emotion, and authenticity to their professional stories.

So many of us struggle to explain what we do (and why it matters!) without sounding like a walking LinkedIn headline. In this conversation, Rachael, Corinne, and Will get real about how to share your background, struggles, and aha moments in ways that invite empathy and spark conversations within your teams.

Here’s what we discussed:

• The Three Act Origin Story: what it is, how it works, and why starting with childhood is such a gamechanger.
• How sharing your real, sometimes vulnerable, truth is the opposite of weakness—it's the path to connection and leadership credibility.
• How to structure your story with just enough details to create empathy, without jumping the timeline or overwhelming your audience.
• Will Greenblatt
• ’s storytelling coaching in action: listen in as
• Corinne Bibb
• shares her background and experience, and we reflect on what makes our stories relatable at work (and why you might want to skip talking present-day specifics when you’re building the scene).
• The beauty and challenge of embracing the “I don’t know what I want to be when I grow up” mindset, especially as a leader in a fast-moving industry.

Key takeaways:

1. Start at the Human Level: By anchoring any story in childhood, we tap into our shared humanity. Childhood is an “equalizer,” creating connection even when backgrounds are wildly different. That “baby picture effect” softens our perspective and reminds us everyone starts somewhere.
2. Chronology Builds Transport: To deeply engage your listeners, let your narrative follow a chronological arc. Don’t jump back and forth to present-day facts—keep us in that moment, and watch empathy and curiosity grow.
3. Vulnerability Is Your Superpower: Sharing the truths you’re hesitant to say (like not being sure what you want to be when you grow up) is exactly what draws people in. If it feels risky, it’s probably resonant—your audience feels the tightrope, and that’s where leadership trust is built.
4. Context Creates Clarity: Even small details—like sibling dynamics or socioeconomic background—offer critical context to your journey. They’re often more interesting and memorable than job titles or resume bullet points.
5. You Don’t Need a Perfect Aha Moment: Not everyone has a dramatic turning point or a grand “why” behind their choices. Admitting you don’t know, or that some things developed organically, is just as valid. What matters is honestly naming those moments and the questions they raise.

We left off on a tantalizing note: next episode, Will Greenblatt goes even deeper into real-time coaching, helping Rachael and Corinne Bibb shape their stories for maximum connection and clarity. This trilogy is a must-listen for anyone looking to rehumanize their leadership narrative and make meaningful connections in (and out of) the workplace.

Pull up a seat, grab a pen, and get ready for more storytelling magic next week on Lending Leadership: The Creative Brief!

Rach & Rinn

Welcome back to Lending Leadership: The Creative Brief!

We’re kicking off something extra special this week—a three-part series focused on the art and business impact of storytelling. If you’ve ever wondered how some people seem to captivate with their personal stories while others fall flat, you’re in the right place. In this episode, we explore why storytelling isn’t just a “nice to have” for leaders, marketers, and sales professionals—it’s essential.

And to help us unpack the science and soul of effective storytelling, we’re joined by guest Will Greenblatt, founder of Outloud Speaker School, accomplished public speaking coach, and self-described “recovering child actor.” Will is a master at helping people turn their real-life stories into their secret weapon for connection, persuasion, and career success.

In Part 1 of this series, Will Greenblatt walks us through his own “three act origin story,” complete with vulnerable moments, setbacks, and the surprising ways his lows have shaped the success he experiences today. Together, we discuss the difference between a pitch and a story, what it means to genuinely open up (while respecting personal boundaries), and why sharing your truth is often the first step to building real trust.

Key Takeaways

1. Your Story Is Your Superpower
2. Everyone has a unique origin story—even if you don’t think yours is “interesting.” Learning how to share it in a structured, honest way is the quickest route to helping people know, like, and trust you.
3. Storytelling Outshines Pitching
4. People forget pitches, but they remember stories. Replacing the pitch-heavy mindset with authentic storytelling opens the door to deeper, more memorable business connections.
5. Vulnerability Has No Set Boundary
6. The “line” for appropriate vulnerability is different for everyone, and you can’t always predict how people will respond. What matters most is checking your intention—tell your story for connection, not just for applause or approval.
7. Authenticity Over Approval
8. Performing to please others might get you noticed, but it rarely leads to genuine happiness or lasting success. The goal is to express yourself honestly and let business success follow as a natural byproduct, not the main objective.
9. Human Storytelling in the Age of AI
10. With technology making it easier than ever to outsource our words and ideas, the ability to tell your own story—raw, real, and unpolished—is more valuable than ever. As Will Greenblatt passionately warns, don’t hand your unique voice to a machine; the struggle to articulate your truth is what deepens your connections and defines your personal brand.

Whether you’re a leader, marketer, or just someone trying to make a lasting impression, this episode sets the stage for practical, heartfelt storytelling that resonates. Don’t miss next week’s follow-up, when we break down the secret sauce of the “three act origin story” and help you craft your own.

If you enjoyed this episode, don’t forget to like and subscribe—Lending Leadership: The Creative Brief will be back next week to pick up right where we left off!

Welcome back to Lending Leadership: The Mortgage Pros—your trusted resource for navigating the ever-changing world of mortgage lending and leadership.

In this episode, we dive deep into the question every loan originator eventually asks: How do you know you’re at the right company? With the fourth quarter in full swing and originator movement at its peak, we break down the inner workings of career moves in the mortgage industry, focusing on the real factors that drive loan officers to make a change—or stay where they are.

We’re joined by co-hosts Robert Fillyaw, Dave Holland, and Tom Mills, who bring decades of experience and a strong commitment to leadership, retention, and authenticity in mortgage lending. Each of us draws on our own career journeys, so there’s no outside guest, but there’s plenty of hard-won wisdom and candid discussion to go around.

This week, we dig into national originator statistics, personal stories of operational challenges and leadership turnover, and candid advice for evaluating your next move. We talk about the importance of self-reflection, the difference between shiny tech versus foundational support, and what truly drives career satisfaction and growth in the mortgage industry.

Key takeaways:

1. Self-Assessment Before Blaming the Company: We emphasize the importance of looking inward before blaming your employer for low production or career dissatisfaction. Many originators end up at excellent companies, but if they’re not growing or thriving, the real issue may sometimes be personal habits or approach rather than the company itself.
2. Retention and Relationships Matter Most: A recurring theme in the conversation is the power of leadership and personal connection. Originators who report strong, authentic relationships with their management and operational teams tend to stay longer and perform better, highlighting that good leadership—not just products or tech—is the backbone of a great mortgage shop.
3. Tune Out Shiny Object Syndrome: Switching companies for “better tech” or “lower rates” often leads to disappointment, especially when promises aren’t fulfilled. We urge loan officers to focus on long-term benefits like growth, balance, and service—and to avoid contract traps or distractions unless a move is truly needed.
4. Ask Better Questions When Shopping Companies: When considering a change—or just evaluating your current company—don’t settle for surface-level product or pricing questions. We recommend picking up the phone and talking directly to current originators about their experiences with support, leadership, business planning, and fulfillment of promises before making any decisions.
5. Growth, Balance, and Service Are Your True North: If you’re able to grow, give great service, and maintain balance in your life, don’t let money or tech lure you into a move. Originators who have all three won’t find anything that beats their current setup, and those are the companies that foster real careers, not just jobs.

Additional highlights include front-line advice for managers looking to retain top talent (“recruit your own people first”), cautionary tales about signing bonuses and contract lock-ins, and actionable questions every loan officer should ask when evaluating a potential new company.

This episode is packed with practical wisdom and honest conversation. Whether you’re contemplating a move or looking to build a career with lasting impact, we hope you walk away inspired to invest in your own growth—and ask the right questions every step of the way.

Thanks for tuning in! Hit subscribe, give us a like, and join us for the next episode of Lending Leadership: The Mortgage Pros, where we keep it real and keep you moving forward in your mortgage career.

Robert, Tom, & Dave

Welcome back to Lending Leadership: The Creative Brief, your go-to space for authentic conversations about creativity, career, and the beautifully chaotic world of mortgage and real estate professionals.

In today’s episode, we’re pulling from real-life chaos—think Alexa reminders gone wrong and the hurried juggling of family calendars—to talk all things organization, boundaries, and keeping our creative spark alive amidst busy professional and personal lives. This week, we're getting real about what it means to be creative women in the mortgage industry trying to thrive at work and at home.

We dig in on everything from morning routines that set the right mental tone to the struggle of wrangling multiple calendars, and how tech tools like the Skylight Calendar are changing the game for busy families. We open up about parenting fails, why discipline beats motivation, and how critical it is to give ourselves grace both professionally and personally. Plus, we share strategies for keeping creative energy flowing instead of burning out, and why being present—in meetings, with clients, with our families—is so essential to success and satisfaction.

Whether you’re a parent, a busy entrepreneur, or a mortgage rockstar, there’s something here for anyone trying to keep all the spinning plates in the air.

Key takeaways:

1. Communication and Organization Go Hand-in-Hand: Our hilarious “check the mole” Alexa story was a reminder that even the best systems fall flat without good communication. Whether coordinating with smart devices or your family, clearly articulating—and following up on—reminders is vital to staying on track.
2. Technology Can Be a Lifesaver for Busy Professionals: In our ongoing quest for household harmony, we discussed the Skylight Calendar—a centralized digital hub that syncs all family schedules, color-codes events, and integrates with multiple apps. It’s a potential game-changer for busy mortgage and real estate professionals managing both work and family demands.
3. Morning Routines and Time Blocking Are Foundational: We both rely on solid morning routines to set the right tone mentally and emotionally for the day. Blocking time in advance, looking ahead at the week, and “preparing lightly” ensures you’re not just productive, but present both in professional settings and with your family.
4. Discipline Versus Motivation—and the Importance of Grace: Discipline—the practice of sticking to non-negotiable habits regardless of mood or motivation—is key. But we also stressed the importance of self-compassion. When the routine falls apart, have the grace to adjust, reset, and not beat yourself up.
5. Protecting Your Creative Energy and Being Present: The ability to shift from technical to creative work (or from business to family time) requires intentional breaks—those “palate-cleansing” moments that allow your brain to switch gears. We talked strategies for preventing burnout, from listening to music to journaling, and how presence (really being in the moment with clients or family) is vital for relationship-building and personal wellbeing.

As always, we invite you to share your own tips and tricks—especially if you’re using tools like the Skylight Calendar or have strategies for balancing those “bewitching hours” with kids, clients, and chaos. We’re here to learn from each other!

Thanks for tuning in to Lending Leadership: The Creative Brief. Don’t forget to comment, like, subscribe, and share. We can’t wait to see you for the next episode!

Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros—your go-to resource for guidance and inspiration in the ever-evolving world of mortgage lending.

After a whirlwind of traveling for work conferences, we’re excited to bring you a fresh perspective on marketing for mortgage professionals. In this episode, we’re joined by industry coach and marketing expert Ralph Watkins, who shares his expansive experience and keen insights on how loan officers can keep up in the changing landscape of mortgage marketing. Ralph has witnessed—and shaped—marketing strategies from cold calls and donuts to social media reels and the rise of AI.

We dive deep with Ralph into his career evolution, discussing the transition from brute force, interruption marketing to a modern, attraction-based approach. Along the way, we share personal stories about how meeting Ralph and his coaching changed the trajectory of our careers, underscoring the transformative power of mentorship and authentic relationships.

Together, we unpack the daily success plan, the shift from chasing to attracting business, and actionable ways for loan officers to connect with realtors in genuine, non-awkward ways. Whether you’re new to the industry or a seasoned pro, Ralph’s insights will help you stay ahead without losing sight of what works.

Key takeaways:

1. The Power of Relationship-Driven Marketing: Ralph explains how the biggest evolution in mortgage marketing is shifting from interruption-based tactics—like cold calling and door-to-door selling—to attraction marketing. Building real relationships through valuable content fosters trust and loyalty, proving far more effective than generic outreach.
2. Leveraging Content and Social Media for Scale: We discuss how social media and video channels like YouTube allow mortgage professionals to reach thousands of potential clients cost-effectively. Ralph highlights that cumulative, valuable content not only markets for you around the clock but also creates meaningful engagement with your audience.
3. The Role of AI in Modern Mortgage Marketing: Ralph brings practical advice on harnessing AI—tools like ChatGPT and Grok—to create balanced, targeted content. By letting AI draft prompts and build out content calendars, loan officers can automate much of their outreach while fine-tuning messaging through data-driven analytics. He likens AI to “a librarian who knows every book ever written,” offering answers at your fingertips.
4. Consistency and Authenticity Matter Most: No technology or flashy technique replaces genuine relationships. We reinforce that people still do business with people they know, like, and trust. Ralph urges listeners not to worry about perfection—anything worth doing is worth doing badly at first. Consistent action beats hesitation.
5. Actionable Blueprint for Social Media Success: Ralph shares a practical content mix: 50% value-driven content (educational, insightful tips), 30% personal stories and authentic glimpses, and only 20% direct calls to action. He even provides an AI prompt that lets loan officers create a month’s worth of content in minutes, making it simpler than ever to start—just ask!

This episode is a reminder that while tools and methods change, the heart of success in lending remains authentic relationships, adaptability, and a willingness to embrace new technology. Whether you're overwhelmed by marketing choices or ready for the next step, Ralph’s wisdom offers tangible strategies to help you grow without losing sight of your purpose.

Thanks for tuning in to Lending Leadership: The Mortgage Pros. Smash that like button, leave us a review, and we’ll see you next time with more actionable ideas to elevate your lending career!

Robert, Tom, & Dave

Welcome back to Lending Leadership: The Creative Brief, your go-to podcast for staying ahead in the dynamic world of lending, real estate, and business development.

In this episode, Rachael Tresch welcomes Brian McGroarty—a self-described “Renaissance guy” who’s as comfortable talking title insurance as he is discussing AI, business growth, and modern marketing strategy. If you’ve ever wondered how to truly stand out in this industry, you're in for a treat: Brian is someone people want to work with, not just for his expertise in title, but because he brings fresh perspectives from multiple fields and is genuinely passionate about helping others grow.

Today, we dive into what it takes to be a thought leader across multiple industries, and how wearing “many hats” isn’t just a buzz phrase—it’s essential for creating value and forging meaningful partnerships. Brian opens up about his career journey, from a psychology degree and family PR firm to sales, payroll, merchant services, and eventually, title insurance. Along the way, he shares invaluable lessons on business ownership, building agile teams, and how technology (especially AI) is transforming everything we do.

We explore topics like leveraging the “7921 Rule” for marketing (a Gary Vaynerchuk favorite), discovering your personal superpowers, building authentic relationships, and leadership when no one is watching. Whether you're in lending, real estate, title, or sales—this episode packs a punch of actionable advice for growing your reach without losing your authenticity.

Key takeaways:

1. Find and Own Your Superpower: Brian challenges us to clearly articulate and believe in the unique value we bring. It’s not enough to say you “bring value”—you need to know exactly what makes you special, and be confident in sharing that with others.
2. Stay Curious and Adapt to Change (Especially AI): We discuss how AI isn’t just some distant future—it’s transforming sales, marketing, and business strategy right now. Dipping your toes into these tech waters isn’t optional; it’s the only way to avoid falling behind in a rapidly evolving industry.
3. Diversify Your Efforts (The 7921 Rule): Inspired by Gary Vaynerchuk, Brian breaks down how to allocate your energy and resources: spend most of your time on what works best, but always experiment with smaller, alternative channels so you’re ready when something new takes off.
4. Build Strong Teams by Playing to Strengths: Drawing from his background in psychology and PR, Brian explains how recognizing and harnessing the individual superpowers of your team members creates a more cohesive, resilient organization. It’s about listening, adapting, and helping everyone find their best-fit role.
5. Authenticity Wins—Be Seen, Be Impactful, and Follow Up: In a world overloaded by digital communication, showing up in-person, building real relationships, and having a purposeful reason for every interaction sets you apart. Success isn’t about being everywhere online—it’s about making meaningful connections and always following up (including Brian’s pro-tip: the “double dial” to actually get someone on the phone).

Additional Highlights:

• Brian's career evolution—and why no kid grows up saying they’ll work in title insurance, but how the path matters.
• The importance of leadership and integrity when no one is watching.
• Lessons on transitioning from behind-the-scenes roles to client-facing positions, and knowing when to delegate or seek outside expertise.
• Why curiosity and questioning everything (à la Socratic method and Ted Lasso) is crucial for growth.
• How returning team members and open communication create a stronger business culture.

We wrap up with a reminder: try something new, be authentic, and never underestimate the power of a well-timed follow-up.

Want to connect with Brian? Find his LinkedIn and website below. As always, please like and subscribe to Lending Leadership—your resource for creative growth and genuine leadership in lending and beyond.

Have a great rest of your day, and thanks for listening!

Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros—your go-to resource for honest conversations and actionable insights on what’s driving the mortgage industry today.

In this episode, we welcomed Rich Swerbinsky, a true industry leader, master connector, and thought leader with over 30,000 LinkedIn followers. Rich is known for his dynamic approach to networking, branding, and digital presence in the mortgage space, and he's currently serving as Executive Director of the Ohio Mortgage Bankers Association. Rich is also the co-host of the Big Picture Podcast with Rob Chrisman and brings decades of experience to our discussion.

Together, we dove into the importance of in-person networking in a post-pandemic world, the rising tide of digital branding for mortgage pros, and the seismic changes AI is bringing to mortgage operations. We got personal about the evolution of the industry, the need for adaptability among small- and medium-sized lenders, and the hidden potential of content-driven leadership. Whether you’re leading a team, running your own shop, or building your professional network, this episode is packed with hands-on tips and big-picture thinking.

Key takeaways:

1. The Power of Intentional Networking—Especially In Person: We dug into how there’s no real substitute for live, in-person connection when it comes to building lasting professional relationships. Rich illustrated how strategic, purposeful networking goes far beyond cocktail hours—it’s about showing up, sharing best practices, and intentionally connecting with peers and partners. While virtual meetings provide efficiency, nothing can fully replace the engagement and learning that happens during face-to-face events.
2. Why Branding and Content Are Mortgage Must-Haves: Rich drove home that if he were starting a mortgage company today, content creation and branding would be his top focus. Personal and organizational brand-building, especially on social platforms like LinkedIn, gives lenders a competitive edge. Founder-led and employee-led content can elevate both personal and company reputations—plus, it’s a superpower in attracting clients and partners.
3. Leveraging LinkedIn and Social Media—The Practical Way:
4. We shared actionable tactics (like using the LinkedIn “bell” to follow key thought leaders and referral partners). Rich also emphasized that all loan originators should consistently engage on LinkedIn, Facebook, and Instagram—regardless of audience misconceptions. AI tools like ChatGPT can make content creation accessible, helping users ideate valuable posts efficiently and consistently.
5. AI Is No Longer Optional—It’s Transformational:
6. We explored how artificial intelligence is beginning to deliver on its promise in the mortgage landscape. AI-powered underwriting and workflow tools are driving real cost reductions and operational gains. While implementation still takes strategy and change management, lenders who embrace these tools early will outpace competitors in efficiency and adaptability.
7. Small, Nimble Lenders Can Still Win—With Smart Strategy:
8. Despite rapid consolidation and industry shake-ups, there’s huge opportunity for small and mid-sized lenders that leverage digital branding, invest in leadership, and remain agile. Rich underscored that the era of “donuts and bagels in realtor offices” is waning—forward-thinking companies that show up online and in person, embrace modern tech, and prioritize culture and learning will thrive.

This episode is a toolkit for any mortgage leader or professional looking for both inspiration and practical, proven methods to level up—whether that means growing your business, building your personal brand, or just staying ahead of the next industry curve. We’re grateful to Rich for sharing his journey, and as always, hope these insights spark fresh ideas for you and your team.

Don’t forget to like, subscribe, and connect with us on your favorite platform—let’s keep building the future of mortgage leadership, together!

Welcome back to Lending Leadership: The Creative Brief—your go-to podcast for sparking new ideas, driving community engagement, and leveling up your leadership in the lending industry.

This week marks a special occasion at HMA Mortgage: it’s HMA Gives Back Week! In this episode, Rachael and Corrine dive deep into the world of charitable giving, event planning for impact, and connecting meaningfully with your community—whether you’re operating as a solo loan officer or as part of a nationwide team. We know many of you have favorite causes, but sometimes you need a little inspiration or a practical tip to take your outreach up a notch.

We discuss how HMA Mortgage transformed its initial vision of a company-wide single event into a collection of unique, impactful, and locally focused initiatives across the country. We share stories and actionable strategies—from organizing a simple backpack drive to preparing meals at the Ronald McDonald House, pitching in with Habitat for Humanity, and more. Additionally, we highlight some incredible partner organizations and break down not only the planning process but also the importance of careful charity selection, creative communication, and why everyone should remember the humble yet mighty event T-shirt.

Key takeaways:

Local Impact, National Cohesion: Even if your company or team is geographically dispersed, you can create a sense of unity and shared purpose by coordinating simultaneous local charitable events. Cohesiveness can come from small touches—like matching T-shirts, shared hashtags, or collecting and sharing photos and videos across the whole organization.

Vet Your Charities Carefully: When you operate as a business or public-facing branch, it’s extra important to research your chosen charities. Not every nonprofit is the right fit for your brand, and some may come with costs or barriers to entry you didn’t expect. Take time to select organizations that align with your values and mission.

Keep It Simple and Relevant: Sometimes the most straightforward ideas are the most impactful—a backpack drive, a meal service, or supplying school essentials. These initiatives are always needed, easy to pull off, and can make a meaningful difference—so don’t shy away from a “repeat” event if your community needs it.

Visuals Matter—Don’t Forget the Photos: Documenting your event isn’t just for social media “bragging”; it’s a way to spotlight your chosen organizations and amplify their reach for more donations. Delegating someone to capture photos and videos ensures you don’t miss the moment, and helps you connect with your clients and partners on a deeper level.

Plan, Delegate, and Follow Up: Advance planning is crucial for successful impact events. Delegate roles like photo-taking, supplies gathering, or communication. After the event, follow up with your network—share what you accomplished, thank your team and partners, and encourage further support for your charity.

As we roll up our sleeves this week to serve our communities, we hope you’ll find inspiration—whether you’re launching a solo effort or organizing your branch. Remember, real leadership means giving back and supporting those in need… one creative event at a time!

Let us know how this episode motivated you, and don’t forget to tag us with your own “give back” stories. Until next time, we’ve all got some work to do—let’s get to it!

Welcome back to Lending Leadership: The Mortgage Pros!

In this episode, we dove deep into a topic that every loan officer and mortgage professional faces—the art of “Attract First, Chase Later” when building powerful and enduring Realtor relationships. Robert Fillyaw and Dave Holland are hosting and bringing you real talk, honest stories, and practical strategies from our combined decades in the mortgage business.

We kicked things off by sharing candid, behind-the-scenes moments (yes, technical difficulties included!) and set the stage for what makes our agent partnerships so solid—sometimes to the point that agents insist their buyers work with us or else. But we also acknowledged that this level of loyalty is becoming more rare as the industry gets increasingly transactional and lead-centric.

Throughout the conversation, we offered a “free playbook” packed with stories of both triumphs and setbacks, practical advice for becoming a true mortgage advisor, and candid takes on navigating everything from difficult conversations to strategic lead spends. We tackled the challenging shift from relationship-based to transaction-based business and challenged the notion that writing checks or buying leads should ever be your opening move.

We also spent time unpacking exactly what value looks like—from mastering your craft and proactive communication to providing unique, real-world support for your agents. Whether you’re a new loan officer or a seasoned vet, this episode delivers actionable steps for attracting, not chasing, top agent relationships—while staying true to yourself and your profession.

Key takeaways:

1. Consistency and Professionalism Are Baseline Requirements: Being a top-producing loan officer isn’t about “phoning it in.” You need to be reliable, present, and fully invested in your business every day—and your agents need to know they can count on you seven days a week. That professionalism lays the foundation for long-term partnerships.
2. Honest, Proactive Communication Sets You Apart: When things go sideways (and they will), don’t shrink away. Overcommunicate, lead with transparency, and always bring solutions. Remember our “Murphy’s Law of Lending”—problems unaddressed will always become bigger, and agents want you to run toward the storm, not away from it.
3. Bring Value Beyond the Transaction: Closing on time is table stakes, but true value comes from knowing your guidelines inside out, saving deals others can’t, removing pain points from your agents’ process, and being a business partner who helps them close more transactions. Find ways to take meaningful tasks off their plate or offer educational support like business planning classes.
4. Resist the Temptation to Lead With Money: Jumping into costly lead spends or joint ventures at the outset commoditizes your service and weakens your position. Instead, use those financial arrangements to enhance established, strong relationships with trusted partners—never as your first pitch.
5. Relationship Building Means Asking for the Business and Staying Top of Mind—Without Being Annoying: Don’t assume agents know you want their business—state it clearly and directly. Cultivate genuine, friendship-level relationships so your outreach is welcome, not a nuisance. Use social media, thoughtful newsletters, and personalized outreach (even about life outside work) to stay connected in authentic ways.

As a parting challenge: Make a list of five agents you admire and brainstorm how you can add value to them this week. Audit your social media presence for authenticity and visibility, and ask yourself—would you want to work with you if you were an agent?

Thanks for joining us on Lending Leadership with the Mortgage Pros. We’ll see you on the next episode, and don’t forget to subscribe and smash that like button!

Robert, Tom, & Dave