Building Unbreakable Partnerships: How John Wade Used His Referral Network to Close $85M in 2024

In this episode of The 360 Experience Podcast, Tim Braheem sits down with John Wade, a top-producing loan officer with over 20 years of experience, to break down the strategies that separate the average originators from the true market leaders.

Most loan officers are focused on chasing deals—but the ones who gain market share are building partnerships that last. If you’ve ever lost a deal to someone who “knows how to make things happen” or felt like you’re just another option for your referral partners, this episode is your wake-up call.

John’s approach to mastering loan structuring, creating momentum, and building loyalty will not only help you close more loans but also make you the advisor your clients and partners trust above all others.

Here’s what you’ll gain from this episode:

1️⃣ Unbeatable Loan Structuring: Learn how to navigate tough loans and uncover solutions others miss—becoming the go-to LO for deals no one else can close.

2️⃣ Next-Level Partnerships: Discover how John turns every transaction into an opportunity to build loyalty with referral partners and clients.

3️⃣ The Momentum Method: Why closing more deals (even at a lower margin) creates a ripple effect of success for your business.

➡️ Join The Loan Atlas to get coaching that will help you stop chasing leads and start building real relationships that grow your business: https://go.theloanatlas.com/membership

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➡️ ABOUT TIM BRAHEEM

With more than 25 years of experience as a highly successful mortgage professional, industry leader, educator, and life coach, Tim Braheem is committed to engaging with people on a deep level and helping them uncover the barriers they have placed in the way of having the level of success they deserve in both their business and personal lives.

➡️ SUBSCRIBE ► / https://www.youtube.com/@LoanAtlas

➡️ FOLLOW THE LOAN ATLAS

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➡️ FOLLOW TIM BRAHEEM

Instagram ► https://www.instagram.com/tbraheem/

LinkedIn ► https://www.linkedin.com/in/timbraheem

The mortgage industry is tougher than ever, and most loan officers are struggling just to keep up. But survival isn’t enough—it’s time to take control and build something lasting.

In this episode of The 360 Experience Podcast, Tim Braheem sits down with industry powerhouse Rose Marie David, a leader who’s done it all—from top-producing originator to overseeing massive sales teams. Together, they tackle the problems that most loan officers don’t even realize are holding them back. 

Here’s what you’ll gain from this episode:

1️⃣ Overcome Fear and Complacency: Rose shares her strategies for breaking free from old habits, embracing discomfort, and leveling up your game.

2️⃣ Vision-Driven Success: Learn how to dream big, craft a clear vision, and turn that vision into a tactical plan that drives results.

3️⃣ Master Time and Priorities: Rose’s proven techniques for focusing on what truly matters and eliminating distractions will change the way you work.

➡️ Goals mean nothing without action. Join The Loan Atlas and get the coaching you need to make 2025 your best year ever: https://go.theloanatlas.com/membership 

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➡️ ABOUT TIM BRAHEEM

With more than 25 years of experience as a highly successful mortgage professional, industry leader, educator, and life coach, Tim Braheem is committed to engaging with people on a deep level and helping them uncover the barriers they have placed in the way of having the level of success they deserve in both their business and personal lives.

➡️ SUBSCRIBE ►     / https://www.youtube.com/@LoanAtlas

➡️ FOLLOW THE LOAN ATLAS

Instagram ►   /https://www.instagram.com/theloanatlas/

➡️ FOLLOW TIM BRAHEEM

Instagram ►   https://www.instagram.com/tbraheem/

LinkedIn ►   https://www.linkedin.com/in/timbraheem

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Do you ever feel like you’re pushing so hard for success that you forget to enjoy the journey?

In this episode of The 360 Experience Podcast, Tim Braheem sits down with NBA legend Manu Ginobili to unpack lessons that go far beyond the court.

Manu’s story is filled with relatable struggles and breakthroughs that originators face every day. This isn’t just a conversation about basketball—it’s a masterclass in achieving balance, building resilience, and finding fulfillment in every area of life.

What you'll gain from this episode:

1️⃣ Mastering Self-Talk and Resilience: Learn how Manu shifted from self-criticism to self-compassion and how that transformation helped him achieve greater performance and happiness.

2️⃣ Balancing Drive with Fulfillment: Discover how to stay competitive without sacrificing joy or relationships—and how to thrive under pressure.

3️⃣ Authentic Leadership: Take a page from Manu’s playbook on what it means to lead with honesty, vulnerability, and trust in both life and business.

➡️ ABOUT TIM BRAHEEM

With more than 25 years of experience as a highly successful mortgage professional, industry leader, educator, and life coach, Tim Braheem is committed to engaging with people on a deep level and helping them uncover the barriers they have placed in the way of having the level of success they deserve in both their business and personal lives.

➡️ SUBSCRIBE ► / https://www.youtube.com/@The360ExperiencePodcast

➡️ FOLLOW TIM BRAHEEM

Instagram ► https://www.instagram.com/tbraheem/

LinkedIn ► https://www.linkedin.com/in/timbraheem

Feeling stuck, exhausted, or like you’re fighting to survive in this market? 

It’s not a secret that most originators are barely holding on right now. But here’s the brutal truth: if you’re not leveling up in EVERY aspect of your life, you’re getting left behind.

In this episode of The 360 Experience Podcast, Tim Braheem goes deep with Matt Bassitt, a top producer who had to rebuild his life and business after a personal crisis. They dive into what really moves the needle—not just for closing more deals but for building something meaningful. 

Matt’s approach to leadership, mindset, and resilience is the stuff they don’t teach you in business school—but the consequences of ignoring this can crush your business.

What you'll gain from this video:

1️⃣ Unshakeable Mindset: Forget “positive thinking.” Learn the routines and inner work Matt uses to thrive under pressure, stay focused, and attract clients with a high-energy presence that gets noticed.

2️⃣ Loyalty Like You’ve Never Seen: Want clients who come to YOU without shopping around? Matt’s got the blueprint on using simple, personal touches that create loyalty and make you unforgettable.

3️⃣ Purpose-Driven Leadership: Building a real business is more than numbers; it’s about creating impact. Matt shows how having a mission that matters can drive you further than money ever could.

➡️   ABOUT MATT BASSITT

Matt is a Branch Manager and Mortgage Advisor for Northwestern Home Loans in Bend, Oregon. He is licensed in seven states. His goal is to provide clients with an array of lending options to meet and exceed their expectations when purchasing or refinancing their home. He and his team are committed to serving their community with honesty, integrity and a commitment to ethical practices. When he's not working, Matt is extremely passionate about Save a Warrior and helping veterans dealing with PTS.

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In this episode of the 360 Experience Podcast, Tim Braheem takes center stage as both host and guest to dive deep into a crucial and timely topic: managing your database to capitalize on the current refinance boom. 

Tim shares his proven strategies for becoming a debt manager, guiding clients through the refinance process with precision and speed—because, as he explains, you make a living on purchases, but you retire on refinances.

If you're looking to build stronger client relationships and lock in more loans, this episode will equip you with the tools you need to thrive in today's market.

What you'll gain from this video:

1️⃣ Strike Rates & Speed: Learn how setting a strike rate can give you a competitive edge and allow you to move fast when rates drop.

2️⃣ Database Segmentation: Tim's proven method for categorizing clients so you know exactly who to call when opportunities arise.

3️⃣ The Power of Relationships: How proactive communication and debt management build loyalty, helping you stand out from competitors.

➡️  Ready to take action on Tim’s refinance strategies? Download the FREE Refinance Master Plan and learn how to get your clients prepped and ready, so you can move quickly when rates drop: https://www.theloanatlas.com/masterplan

➡️ ABOUT TIM BRAHEEM

With more than 25 years of experience as a highly successful mortgage professional, industry leader, educator, and life coach, Tim Braheem is committed to engaging with people on a deep level and helping them uncover the barriers they have placed in the way of having the level of success they deserve in both their business and personal lives.

➡️ SUBSCRIBE ►     / https://www.youtube.com/@The360ExperiencePodcast

➡️ FOLLOW THE LOAN ATLAS

Instagram ►   /https://www.instagram.com/theloanatlas/

➡️ FOLLOW TIM BRAHEEM

Instagram ►   https://www.instagram.com/tbraheem/

LinkedIn ►   https://www.linkedin.com/in/timbraheem

Mentioned in this episode:

Refi Master Plan

Craig Strent is the head of faculty for The Loan Atlas. He is an extremely gifted teacher and leader in the mortgage space. Craig is the former CEO & Co-founder of Apex Home Loans, a former Inc 5000 company one of Washingtonian’s 50 Great Places to Work in Greater Washington.

1. Alternative referral sources: How to build relationships with CPAs, financial advisors, and divorce attorneys.
2. Mastering scripting: Strategies to effectively overcome objections and communicate value.
3. Mining your past client database: Leveraging existing relationships for future business.
4. Leadership insights: Building a strong team and fostering a supportive culture.
5. Achieving life balance: Tips for managing your time and priorities in a demanding industry.

Craig speaks nationally on mortgage origination strategies and industry trends. He was consistently ranked among the Top 200 Loan Officers in the country throughout his origination career. He was voted Best of Bethesda numerous times, was named among the 100 Most Influential Mortgage Executives in America, and received life time achievement recognition by Washingtonian Magazine. Craig's current passion is teaching inside the mortgage industry and helping other originators through his involvement in the Loan Atlas. Craig enjoys spending time with his family, playing roller hockey, golfing, hiking with his dogs, visiting all DC has to offer, and traveling the world.

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In this episode Tim sits down with his long time friend, Barry Habib. During this conversation, Barry shares openly with Tim what his experience has been going through aggressive chemotherapy treatments while managing to continue working and looking for the joy in every day. In addition to sharing the details of his treatment, Barry brings his over 25 years of intensive experience to this episode where he and Tim discuss some current market trends relative to the past few years to give YOU insight on what you can be doing right now in this market.

1. What key metrics you should be looking to for interest rate insights.
2. Barry’s overview of what to expect rate behavior to be in the coming months.
3. The importance of applying your own intelligence to using AI for your benefit.
4. Why you MUST be informed about any and all adversities you experience in your life.
5. Barry’s inspiring story of navigating illness and how his mindset has been the key to overcoming adversity with joy.

Barry Habib is the founder and CEO of MBS Highway, the leading source of economic and interest rate education and information in the Mortgage Industry, National Best Selling Author of “Money In The Streets” and Nationally known economic expert on such shows as Fox Business and CNBC. Barry resides in Colts Neck, New Jersey and West Palm Beach, Florida but is constantly on the move speaking across the country. When he’s not traveling, he’s either hard at work at the MBS Highway office or spending time with his loving family and friends. In his free time, Barry enjoys watching sports and is an avid car enthusiast.

Ready to grow your mortgage origination business?

Join The Loan Atlas- an online learning platform and community that helps loan originators get more leads, close more loans, and build an annuity-like business.

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In this episode, Tim interviews Justice Roberts. Justice is a Founder and Mortgage Advisor at Renown Mortgage. He entered the mortgage industry in 2012 as a loan officer assistant and began originating full-time in 2015. Over the years, he has steadily grown his loan production, reaching $103 million in 2021 and on pace for $60 million in 2024. Justice specializes in residential mortgages for self-employed individuals, especially those with higher net worth and complex financial situations. His core values are service and communication. Justice strives to solve problems and educate his clients on the best possible solutions for their needs. He shared that one of his proudest moments was helping a business owner and veteran couple qualify for their dream home in just 8 days, despite market challenges and higher interest rates.

1. What you should be doing right now if you are a mortgage broker.
2. The importance of managing time and processes now in preparation for a refi boom.
3. A script to use to help a lower income borrower pivot to a higher rate solution.
4. Why you should consider your life planning success as equally important to your business planning.
5. The importance of spending time with yourself and searching for what you need for yourself.

At 31 years old and Justice a grateful husband to Brittney for 10 years and father to four wonderful children: Shiloh, Jonah, Samson, and Joshua (all boys). Coming from a large family with two parents, one older sister, and ten younger siblings, family time is incredibly important to Justice. He shared that, being a dad has always been his greatest joy. Justice has a strong interest in economics, a deep love for people, a passion for coaching, and a profound love for God, greatly influenced by his dad, who is a pastor. Outside of work, I enjoy playing acoustic guitar and singing, playing poor golf occasionally, and staying active in various sports.

Link to purchase Power vs. Force

Link to Purchase The Surrender Experiment

Link to purchase Letting Go

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Shant Banosian is Guaranteed Rate's #1 Loan Officer 9 years running, and the #1 Loan Officer nationwide 6 years running, with over 35,000 closed units and $10 billion in funded loans throughout his 20 year career. He has consistently been recognized for his high level of production, superior customer service and expert industry knowledge. He has been featured on Mortgage Professional America's Mortgage Global 100 list for 2020, 2021, and 2022 and is licensed in all 50 states.

1. What you should be doing right now if you're only closing 1-2 loans per month.
2. The importance of overcoming call reluctance and refining your phone presentation skills.
3. Why being easy to get ahold of can be a game changer for your business.
4. How to develop likability and trust early on with your new clients and referral partners.
5. The importance of being a mentor, advisor, and coach for clients and partners in this market.

Shant's goal is to simplify the mortgage process for his customers and make the home loan process easy to navigate. He and his team thoroughly educate their borrowers throughout the mortgage transaction, so they fully understand their options and feel comfortable with their chosen loan program. He also puts his clients ahead of the competition through his ability to close loans in record time.

Shant graduated from Bentley University with a Bachelor of Science degree. He grew up in Watertown, MA, and currently resides in Belmont with his wife and three daughters. Community involvement is a very important part of Shant's personal and professional life, and he is extremely proud of his Massachusetts upbringing. He is also heavily involved with Boston Children’s Hospital, The Greater Boston Food Bank and the Guaranteed Rate Foundation.

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With over 25 years of experience, Robert Coomer has become a prominent and influential figure in the mortgage industry. His passion for delivering a stress-free and high-quality mortgage experience has been the driving force behind his successful career.

1. How to maintain strong relationships with people contributing to your business.
2. The importance of building a memorable experience for your clients to keep them coming back.
3. How to use being a referral partner's second choice as a way to show your value.
4. The importance of having the right mindset to navigate difficult times in your business.
5. The importance of knowing how to structure difficult loans.

Robert Coomer is an incredible loan originator based in Las Vegas, Nevada. Robert's previous success in the mortgage industry was marked by a team of humble, empathetic, and approachable loan officers, processors, and support staff. Now serving as the Executive Vice President (EVP) at Citywide Home Mortgage, this legacy of expertise and dedication to client service continues, where the goal remains to listen twice as much as they speak and prioritize service above all.Under Robert's leadership, the company has perfected its approach to delivering exceptional service and innovative solutions to clients. From humble beginnings to its current status as a leading mortgage lender, Citywide's journey is a testament to its commitment to excellence.

For more information on how to join the largest community of like-minded originators, visit theloanatlas.com