The Mortgage Rainmaker Podcast

The most dangerous thing in your mortgage business might not be the market. It might be your own doubt.

Hey there, Rainmakers!

Let's talk about conviction. Not confidence that comes and goes with the market, your paycheck, or someone else's success. I'm talking about that deep, grounded certainty that lets you put your blinders on and go all in.

After 22 years in the mortgage industry and 17 years at Guild Mortgage, I've learned something powerful: the grass isn't always greener. But sometimes, you really ARE in the wrong environment, and no amount of personal accountability will fix a broken support system.

In this episode, I'm getting real about why I've stayed, what makes me question things, and the five things I need to feel certain about my future. Because when you're constantly second-guessing your company, your compensation, or your business model, you're burning energy that could be changing lives. Let's get you grounded in what matters so you can stop drifting and start leading with conviction.

Key Insights

• How to know whether your struggles are a YOU problem or your environment.
• The five things every Rainmaker deserves
• Why a bigger commission split doesn't always mean a bigger or better business.
• How my 95/95/95 standard keeps my team focused on excellence instead of noise.
• Why defining success on your own terms is the foundation of unshakable conviction.

Are you ready to make it rain? Let's do this!

If you liked what you heard, leave me a five-star review and tell me what hit home for you!

PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.

Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.

Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/

Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:

https://www.instagram.com/shaygiff/

https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:

https://shaylagifford.com/

https://shaylagifford.com/podcast/

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

What happens when life knocks you down, your mortgage business loses momentum, and you have to rebuild... everything?

Hey there, Rainmakers!

My dear friend Carson Vaughn knows what it feels like to lose your footing. After building a $130M mortgage business in back-to-back years, leading a thriving team, and coaching loan officers across the country, a painful divorce shook his identity, his confidence, and his relationships with his children.

But Carson reached a point where he decided enough was enough. Enough shame, enough self-punishment, and enough holding himself back. It was time to rebuild his life, reclaim his confidence, and get his swagger back.

Now, with 120 loans and $55 million in production through September 2026, Carson is making it rain again! And he's doing it by completely rethinking where mortgage business comes from. We talk about about rebuilding after life's hardest seasons, then dive into the opportunities he's uncovering through commercial bankers, business owners, contractors, and non-QM lending.

If you've been knocked down, stuck in a rut, or relying on referral sources that aren't producing anymore, this conversation will challenge you to think bigger, show up differently, and get back in the game.

Are you ready to make it rain? Let’s do this!

Key Insights:

• How to diversify beyond realtor referrals
• Why non-QM and expanded lending products can open doors traditional mortgage lending can't.
• The follow-up strategies Carson used to turn 12 commercial banking introductions into three emerging referral relationships.
• How Carson generated 62 referral opportunities for realtors
• Why genuine connection and consistently showing up will always beat pitching products.

Guest Links:

Website:

https://www.YourTexasLender.com

Instagram:

https://www.instagram.com/carsonvaughn512/

Facebook:

https://facebook.com/carson.vaughn.7

LinkedIn:

https://www.linkedin.com/in/carson-vaughn-5580579

If you liked what you heard, leave me a five-star review and tell me what hit home for you!

PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.

Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.

Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/

Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:

https://www.instagram.com/shaygiff/

https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:

https://shaylagifford.com/

https://shaylagifford.com/podcast/

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

Stop trying to become a better salesperson. Start becoming someone people genuinely trust, believe in, and want to do business with.

Hey there, Rainmakers!

This week, I'm sitting down with Kyle Parmenter, a 33-year-old Kansas City loan officer who built his mortgage business part-time while working in corporate finance. Starting in one of the toughest markets we've seen, Kyle grew from $6 million to $14 million, then hit $20 million in production in 2025, with his sights set on a $35 million year. And he did it by leaning into his natural strengths, earning trust, and building genuine relationships instead of chasing transactions.

Kyle's a self-proclaimed finance nerd and natural Trust Builder, with 56% of his business coming from his sphere. We dig into how mentorship helped him find his confidence, why education and execution are his greatest competitive advantages, and how he wins realtor partners without the salesy nonsense. Because building a thriving business isn't about becoming someone you're not. It's about knowing your value, believing in what you offer, and having the courage to ask for the opportunity.

Key Insights:

• Your existing relationships can become your greatest referral source when you lead with trust instead of pressure.
• Education builds conviction. Execution turns that conviction into loyal clients
• Stop trying to impress realtor partners. Get genuinely curious about their business and show them how you can help it grow.
• Your personality and natural strengths are your competitive advantage. Build a business around who you actually are.

Guest Links:

Website: https://homeloansbykp.com

Instagram: https://www.instagram.com/parmenter_93/

Facebook: https://www.facebook.com/kyle.parmenter.14

LinkedIn: https://www.linkedin.com/in/kyle-parmenter-875049a3/

YouTube: https://www.youtube.com/@HomeLoansbyKP

Are you ready to make it rain? Let’s do this!

If you liked what you heard, leave me a five-star review and tell me what hit home for you!

PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.

Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.

Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/

Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:

https://www.instagram.com/shaygiff/

https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:

https://shaylagifford.com/

https://shaylagifford.com/podcast/

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

When your leads drop 65%, do you panic and pull back? Or do you double down and fight back?

Hey there, Rainmakers!

I'm taking you behind the scenes of the Gifford Team for an honest conversation with Evan Hulbert about what happens when your pipeline slows down and it's time to fight back. Evan grew up in the mortgage industry, started his career with us in 2023, and has quickly grown from transaction coordinator to loan partner, helping our team grow from $40M in 2024 to $70M in 2025.

Together, we break down our seven-week game plan to rebuild momentum through database prospecting, past buyer follow-up, home equity conversations, and reconnecting with referral partners. We also dive into Evan's journey of mastering the loan process, training new team members, and stepping into leadership. Because the work you do when everyone else pulls back is what sets you apart.

Key Insights

• Why today's pipeline reflects the prospecting you did months ago.
• How to reconnect with past pre-approved buyers and uncover new opportunities.
• Why your database and referral partners are your greatest assets in a tough market.
• How to use a seven-week sprint to build momentum for the new year.
• Why mastering the lead-to-contract process creates confidence and lasting client relationships.
• How developing talent and learning to delegate help you grow beyond being a technician.
• Why discipline and consistent action separate Rainmakers from the competition.

Guest Links

Evan Hulbert | Guild Mortgage

Website: https://myrenolender.com

Instagram: https://www.instagram.com/evan_hulbert7/

Facebook: https://www.facebook.com/share/19mLRVA3Kk/?mibextid=wwXIfr

LinkedIn: https://www.linkedin.com/in/evan-hulbert-615897250

Are you ready to make it rain? Let’s do this!

If you liked what you heard, leave me a five-star review and tell me what hit home for you!

PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.

Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.

Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/

Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:

https://www.instagram.com/shaygiff/

https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:

https://shaylagifford.com/

https://shaylagifford.com/podcast/

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

You don’t have to lose your fire to become a better leader.

Hey there, Rainmakers!

Jon Arnold and I connected because I could feel his intensity immediately. He built his career the way a lot of us do: through survival, relentless work, and a refusal to fail. But over time, that drive evolved into something deeper—service, vulnerability, and real leadership.

In this episode, Jon shares how he redefined sales around trust, meaningful conversations, and helping people make better decisions. We also talk about sobriety, healing, building a branch with high-quality people, and how becoming more visible on social media helped amplify the reputation he had already earned in real life.

This conversation is for every high achiever learning that growth doesn’t mean becoming less driven. It means becoming more honest, more open, and more intentional about where you aim that fire.

Key Insights

Sales is about helping people make better decisions, not convincing them.

The goal of every conversation is to leave people better than you found them.

Vulnerability strengthens leadership and deepens relationships.

Your story can give other people permission to change theirs.

Social media works best when it amplifies who you already are.

You can stay intense, competitive, and driven without living in survival mode.

Are you ready to make it rain? Let’s do this!

Guest links:

Instagram:

https://www.instagram.com/applywithjon/

Facebook:

https://www.facebook.com/share/1H2G31MbiB/?mibextid=wwXIfr

LinkedIn:

https://www.linkedin.com/in/applywithjon?utm_source=share_via&utm_content=profile&utm_medium=member_ios

YouTube:

https://www.youtube.com/@applywithjon

The bar is lower than you think. Show up, sell yourself, and do the damn work.

Hey there, Rainmakers!

In this episode, I’m coaching Zenon, a Catalyst member who’s just over a year into the mortgage business and hungry to build.

We break down how to earn more opportunities with real estate agents without hiding behind complicated loan products. From positioning yourself as the backup lender to leveraging niche wins and mastering follow-up, this conversation is about learning to sell what matters most: you.

Because agents aren’t just buying your products. They’re buying your character. They want to know you’ll answer the phone, fight for the deal, communicate when things get hard, and actually give a damn.

You don’t need twenty years of experience to win. Be hungry. Get coached. Follow up. Keep showing up.

Key Insights

• People choose you because they trust your character, not because you have the perfect loan product.
• Consistent follow-up can become one of your biggest competitive advantages.
• Position yourself as the backup lender to earn opportunities without threatening existing relationships.
• Use niche wins to open doors, but don’t build your entire business around difficult deals.
• Help your referral partners create business instead of always asking them for business.
• You don’t need decades of experience when you’re coachable, hungry, and willing to do the work.

Are you ready to make it rain? Let’s do this!

Got a sales challenge, mindset block, leadership question, or growth decision you’re wrestling with? Send Shayla your question by video, audio, or in writing, and it could be featured in an upcoming Hot Seat episode.

Submit your question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/

Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:

https://www.instagram.com/shaygiff/

https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:

https://shaylagifford.com/

https://shaylagifford.com/podcast/

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

Ryan Erekson wants to build a $24 million mortgage business working five hours a week. And AI is how he plans to do it.

Hey there, Rainmakers!

Ryan is my AI coach, and in this episode, we’re breaking down how to use AI to create more money, more time, and higher-quality work—without replacing the relationships that actually grow your business.

We get tactical with how AI can help with pipeline reviews, borrower and agent updates, database opportunities, follow-up, and everyday tasks that eat up your time.

Key Insights

• Start with the work creating the most friction.
• Ask: Does this make me money, save me time, or improve my work?
• Use AI to eliminate administrative work—not relationships.
• Protect your highest-value hours for people and conversations.
• Start small: choose one frustration point and see how AI can help.

Guest Links

Guild Mortgage:

https://branches.guildmortgage.com/nv/henderson/ryan-erekson-515-hdne.html

LinkedIn:

https://www.instagram.com/ryanereksonmortgage/

Instagram:

https://www.linkedin.com/in/ryanerekson/

🔒 GUILD EMPLOYEES ONLY

The GuildIQ prompts below are internal Guild resources and are only accessible to Guild employees. You must be logged into your Guild account/GuildIQ for these links to work.

If you are not a Guild employee, you will not be able to access the links below.

Guild employees: Check out the GuildIQ prompts referenced in the show! These are some of the most popular prompts I’ve been sharing to help you save time, stay on top of your business, and take action faster.

• Birthdays Today
• Salesforce Daily Action Plan
• Salesforce Tasks Due Today
• A-Rated Agents Not Talked to This Week
• Agent Talking Points
• Monthly LO Opportunity Digest
• Active Pipeline Overview
• Weekly Updates - Borrower and Buyer Agent
• Weekly Updates - Listing Agent
• Salesforce Self-Employed Contacts

Bonus: (I updated the prompts below)

• AUS for Needs List
• Conditions Screen Needs List

Are you ready to make it rain? Let’s do this!

If you liked what you heard, leave me a five-star review and tell me what hit home for you!

PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.

Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.

Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Take my Sales Archetype Quiz:

Alex Dykes went from taking out personal loans to pay his bills to becoming a Chairman’s Club producer on pace for 202 loans this year.

Hey there, Rainmakers!

Alex Dykes is proof of what can happen when you get humble, get coached, and stop trying to figure everything out alone. After watching his production collapse to 52 units in 2023, Alex doubled down on himself—and completely rebuilt the way he serves clients and grows relationships.

In this episode, Alex shares his YES Framework for finding possibilities where other lenders see dead ends. We break down the five client buckets that helped his team nearly double lead-to-funded conversion, plus how he uses that process to show real estate agents exactly why working with him makes them more money.

This is professional mortgage advisorship in action: stay curious, explore every option, build systems that follow through, and never underestimate what one YES can become.

Key Insights

• Stay curious before deciding a client can’t qualify.
• Give every lead a clear path and next step.
• Systemize follow-up so no opportunity gets lost.
• Track conversion, not just production.
• Your realtor value is helping more leads reach the closing table.

PLUS! DM Alex for his realtor and buyer consultation presentations:

Instagram: @AlexDykesLoans

Guest Links

Website:

https://branches.guildmortgage.com/va/arlington/alex-dykes-264-rmad.html

Instagram:

@AlexDykesLoans

LinkedIn:

https://www.linkedin.com/in/alexander-dykes/

Are you ready to make it rain? Let’s do this!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/

Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:

https://www.instagram.com/shaygiff/

https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:

https://shaylagifford.com/

https://shaylagifford.com/podcast/

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

What if you could sit in on a real coaching call and hear exactly what’s keeping another Rainmaker stuck?

Hey there, Rainmakers!

Today, I’m pulling back the curtain and letting you inside two real one-on-one coaching conversations with Art Shalomov and Tanya Brown, two students in my Catalyst coaching program.

This is The Hot Seat. No polished interview. No prepared answers. Just real loan officers bringing me the real stuff happening inside their businesses—and us coaching through it together.

Art came to me overwhelmed by all the things he thought he needed to do to stand out. We unpack the mindset shift that helped him rediscover his confidence, lean into being a trust builder, and double down on a simple relationship strategy that has him on pace to nearly double his production.

Then Tanya gets in the hot seat with a completely different challenge: building the habit of prospecting. She knows she’s good at it when she does it, but staying consistent while serving clients and running her business is another story. We break down what’s working, what keeps pulling her away, and how to protect the Rainmaker activities that actually grow the business.

As you listen, I want you coaching yourself right alongside Art and Tanya. Because their challenges may look different from yours, but there’s a good chance something said in these hot seats is exactly what you need to hear.

Key Insights

• Your greatest differentiator might be the trust you build, not another product
• Stop trying to be someone else and double down on what makes you great.
• Sales is a numbers game, so keep filling the top of your funnel even when business gets busy.
• Prospecting works when you protect it instead of waiting until you feel motivated to do it.
• You don’t have to do everything to grow your business. You have to consistently do what matters most.
• Ask yourself what you would bring to the hot seat because that may be exactly where your next breakthrough begins.

Are you ready to make it rain? Let’s do this!

Guest Links

Art Shalomov

Website: https://crosscountrymortgage.com/phoenix-az-4639/arthur-shalomov/

LinkedIn: https://www.linkedin.com/in/artshalomov/

Tanya Brown

Website: https://preferredrate.com/loan-officer/tanya-brown/

LinkedIn: https://www.linkedin.com/in/tanyabrown14/

Got a sales challenge, mindset block, leadership question, or growth decision you’re wrestling with? Send Shayla your question by video, audio, or in writing, and it could be featured in an upcoming Hot Seat episode.

Submit your question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/

Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:

https://www.instagram.com/shaygiff/

https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:

https://shaylagifford.com/

https://shaylagifford.com/podcast/

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

What happens when you stop trying to look like a loan officer—and start showing up fully as yourself?

Hey there, Rainmakers!

Anne Solano went from losing everything and rebuilding her life in recovery to becoming one of the most exciting new loan officers I’ve watched enter this business.

In her first full year, Anne closed 42 loans with 25 different Realtors referring her business. And she didn’t do it with some complicated sales strategy. She showed up relentlessly, built genuine relationships, found difficult loans other people didn’t want, shared her wins, and became known as someone who genuinely gives a damn.

In this episode, we break down how Anne built momentum so quickly, why doing the hard work upfront protects your reputation, and what happens when you stop hiding your weirdness and bring your full energy into every room.

Key Insights

• Consistency and genuine curiosity can outperform a perfect sales pitch.
• Find the deals other loan officers avoid and become known for solving them.
• Do the work upfront so your pre-approvals are as strong as possible.
• Share your wins so Realtors understand exactly what you can solve.
• Bring value, energy, and something memorable every time you walk into a room.
• Stop hiding what makes you different. Being fully yourself might be your greatest advantage.

Are you ready to make it rain? Let’s do this!

Guest links:

Website:

https://www.lendwithanne.com

Instagram:

https://www.instagram.com/lendwithanne/?hl=en

LinkedIn:

https://www.linkedin.com/in/anne-solano/

If you liked what you heard, leave me a five-star review and tell me what hit home for you!

PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.

Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.

Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK

Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/

Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:

https://www.instagram.com/shaygiff/

https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:

https://shaylagifford.com/

https://shaylagifford.com/podcast/

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/