Your database is your legacy. In this episode of the Loan Officer Leadership Podcast, Steve Kyles and Frank Garay break down the one thing most loan officers neglect—yet it holds the power to generate $9K to $27K per month when stewarded correctly.

You'll learn:

• Why your database is the most valuable asset you own
• How to back it up, protect it, and monetize it (even if you've let it slide)
• How Steve pulled 500+ agent contacts from past deals using Model Match
• The exact monthly rhythm to turn your list into a money machine

Need help organizing, cleaning, and marketing to your list? Book a free strategy call at FreedomPlanningCall.com

've nailed the conversation. You've followed up. But if agents still aren't calling you back, here's the missing piece: proof.

In this final episode of the 3-part series, Steve Kyles and Frank Garay break down the third reason loan officers get ghosted… making the same promises everyone else does, without the receipts to back it up.

In this episode:

• What agents actually mean when they say "close on time"
• How to show, not just say, what makes you different
• Why small kept promises are more powerful than bold claims
• Tools to present your scripts, track record, and weekly touchpoints
• How to leverage your team's results if you're new or just starting out

Don't just tell agents what you'll do. Show them. Prove it. Then do it.

Download the full 12-Week Agent Follow-Up Plan + "Why Realtors Ghost You" PDF at FreedomPlanningCall.com

So, you had a great meeting with a qualified agent… great conversation, good connection, and then… nothing. Silence. Crickets.

In Part 2 of Why Realtors Ghost You, Steve Kyles and Frank Garay break down the second big mistake that causes great opportunities to fade: weak or inconsistent follow-up.

You'll learn:

• Why most "ghosting" isn't personal, it's just timing and consistency
• The data behind how long it really takes for agents to respond
• How to structure your 12-week follow-up plan (and what to say each week)
• The three things agents actually want from a lender… hint: it's not your fancy product flyer
• How to break bad habits and build new referral relationships that stick

The secret isn't in what you say, it's in how long you stay consistent. Grab the free 12-Week Follow-Up Plan at FreedomPlanningCall.com and start converting more of your coffee meetings into closed deals.

Ever wonder why agents don't call you back, even when the conversation felt great?

In this episode, Steve Kyles and Frank Garay dig into one of the biggest frustrations for loan officers: getting ghosted by realtors. But the real issue might not be what you think.

You'll learn:

• The #1 mistake that makes agents stop responding
• How to shift from product pitching to relational prospecting
• Why asking better questions builds trust (and gets more callbacks)
• The psychology behind why "ghosting" is often just a false story we tell ourselves
• Real-world examples of how persistence leads to big deals… even after weeks of silence

Stay top of mind, follow the plan, and stop letting feelings dictate your follow-up.

Ready to level up your agent conversations? Book your Freedom Planning Call and get the talk tracks, templates, and weekly action plan.

The way consumers search is changing, and AI is leading the charge. In this episode, I sit down with Chris Johnstone to unpack the new rules of getting found online. If you want to generate high-quality leads from ChatGPT, Grok, and other AI engines, this is a must-listen.

We cover:

• Why Yelp and Reddit matter more than ever
• How to position your brand for AI recommendations
• The key differences between personal vs. business branding
• Ninja strategies for getting five-star reviews and Reddit shout-outs
• How to educate your referral partners and win the AI race together

AI is the new Google. Are you showing up? Grab your free prompts at LoanOfficerBrand.com and get ranked before your competitors even realize what's happening.

→ Learn more or book your own strategy call at FreedomPlanningCall.com

The last quarter of the year isn't a time to slow down, it's a time to set up your best year ever. In this episode, I sit down with Frank Garay to unpack a simple, strategic Q4 playbook that helps loan officers stay consistent, avoid burnout, and finish the year with momentum.

You'll learn: • How to structure your prospecting even during holiday weeks • The one decision that separates top producers from the pack • Why planning time off in advance leads to better results • How to stack high-tech, low-time farming for consistent lead flow • The value of staying consistent when others tap out

Ready to crush Q4 and make January your best month yet? Book a call with us at FreedomPlanningCall.com and let's build your plan together.

In this episode, Steve Kyles and Frank Garay break down one of the most overlooked keys to scaling your mortgage business: your agent list.

If you're calling every Monday but not seeing results, it may not be your script—it might be your list.

You'll learn:

• Why 50 qualified agents is the real goldmine (worth $1.8M+)
• How to re-evaluate your list every 90 days to stay productive
• What the "Rule of Two" reveals about agent referrals and lead count
• The right way to top-grade unqualified agents without losing momentum
• How tools like Model Match and high-tech, low-time farming systems keep your pipeline full

If you're tired of spinning your wheels or wondering why your conversations aren't converting, this episode gives you the data, mindset, and clarity to rebuild your Focus 40 and take control of your growth.

Ready to build your million-dollar list? Book your strategy call now at FreedomPlanningCall.com

Struggling to stay consistent with outbound calls? Steve Kyles shares a simple, powerful mindset shift that turned his daily call list into a million-dollar opportunity list.

In this episode:

• Why assigning a dollar value to every relationship changes the game
• How Steve turned 84 agents into $1.5M in annual potential
• The math behind the "Great Restart" and how to stay motivated
• How to break past call reluctance using opportunity-based thinking

More offers – more no's – more money. This episode shows you exactly how to reframe your call list and take consistent action that compounds.

Want help building your opportunity list and closing more? Book your strategy call now at FreedomPlanningCall.com

Most loan officers overthink hiring—and end up doing everything themselves. In this episode, Steve unpacks the #1 mistake he sees when building a team and shares a simple, scalable way to get results without burning out.

You'll learn:

• Why part-time relationship managers might be your biggest growth hack
• How Steve generated 2,000+ outbound calls and 29 appointments in 60 days
• A step-by-step onboarding rhythm that gets new hires producing fast
• What to say, what to send, and how to train without it all depending on you

Ready to stop doing it all alone?

Grab the Relationship Manager Field Guide by booking a strategy call at FreedomPlanningCall.com

In this episode, Steve shares a raw, behind-the-scenes look at what happened when he went from leading a national team to starting over from scratch—and how building a team of part-time relationship managers led to:

• Over 2,000 outbound calls, 395 conversations, and 29 appointments in just 8 weeks
• 18 referral leads generated without making all the calls himself
• A system that scales conversations, appointments, and closings—without burning out

If you've ever wondered whether someone else could help make your business grow (and how to actually do it), this episode breaks down the numbers, mindset, and step-by-step approach.

→ Learn more or book your own strategy call at FreedomPlanningCall.com