The Mortgage Rainmaker Podcast

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/

Hey there, Rainmakers!

Brendan Williams is proof that you don’t have to become someone you’re not to build an incredible mortgage business. He’s not living on social media, chasing endless coffee meetings, or reinventing his strategy every six months. He created a simple system around relationships, calls, follow-up, and organization—and kept showing up.

In this episode, Brendan breaks down the system that helped take his production from $20 million in 2024 to $43 million in 2025, with nearly $60 million in his sights for 2026. We unpack his exact theme days, how he organizes hundreds of agent relationships, why he still makes the calls when he doesn’t feel like it, and how mastering the actual craft of lending gave him undeniable confidence.

But what I love most about Brendan’s story is how freaking simple it is. There’s no magic script or shiny new strategy here. There’s discipline, organization, belief, and a willingness to keep doing the work long enough for the results to catch up.

If you’ve been questioning your strategy because your business hasn’t popped yet, hear this: you might not need another plan. You might need to stay committed to the one you already have.

Key Insights

• Consistency beats constantly searching for the next strategy.
• Call reluctance doesn’t disappear. You learn to move through it because you believe in the value you provide.
• Every new relationship gets tracked, categorized, followed up with, and placed into a repeatable system.
• Simple Salesforce lists tell Brendan exactly who to call next, so prospecting never depends on motivation.
• Money-making activities happen first before the rest of the day gets consumed by files.
• Becoming exceptional at the craft of lending gave Brendan confidence to prospect from a place of service.
• You don’t need someone else’s business model. You need a program you believe in enough to execute consistently.

Guest links:

Website:

https://guildmortgage.net/brendanwilliams

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 if the breakthrough you’re waiting for is on the other side of your fear?

Hey there, Rainmakers!

Amy Roe closed just two loans in her first eight months as a loan officer. She questioned herself, froze at networking events, and wondered if she’d made a huge mistake. But she kept showing up. That persistence took her to 34 transactions in 2024, then 49 transactions and $22 million in 2025.

In this episode, Amy and I break down the shift that changed her business: owning her value, finding her people, tracking the activities that matter, asking for business, and learning to stay uncomfortable long enough to grow. This is what happens when raw ambition finally gets focus, structure, accountability, and a plan.

Key Insights

• Why “Why not me?” became the mindset shift Amy needed.
• How five quality conversations created focus and momentum.
• Why knowing your value changes how you show up with referral partners.
• How Amy turned networking from terrifying into one of her greatest strengths.
• Why tracking your activity keeps one bad day from becoming three bad weeks.
• How to recognize when your growth means it’s finally time to hire.

Guest Links

Website

https://mortgage.bankofcolorado.com/#/loan-officers/amy.roe@bankofcolorado

Instagram:

https:/www.instagram.com/amyroe_lends

Facebook:

https://www.facebook.com/profile.php?id=61550299592859

LinkedIn:

www.linkedin.com/in/amy-roe-7306ab75

Don't wait! Register for the FREE 5-Week Sales Challenge at https://www.ShaylaGifford.com

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 the business you're praying for is already sitting inside the relationships you have today?

Hey there, Rainmakers!

If you've ever said, "I'm just not a salesperson," this episode is for you.

I hear it every single week from incredible loan officers and real estate agents. You're amazing at serving people. Your clients love you. You know your craft. But when it comes to consistently growing your business, putting yourself out there feels uncomfortable. You don't want to cold call. You don't want to chase strangers. And honestly—you shouldn't have to.

That's exactly why I'm inviting you to my FREE 5-Week Sales Challenge.

In this episode, I share the mindset shifts and simple relationship strategies that have helped me build my business and coach countless mortgage professionals into becoming true Rainmakers. I'll walk you through how to leverage the people who already know, like, and trust you, how to ask for meaningful introductions without feeling salesy, and why tracking your activity is the fastest way to build confidence.

If you're ready to stop waiting for referrals and start intentionally creating them, this challenge was built for you.

The challenge begins August 26, and over four weeks we'll work together to build stronger habits, stronger relationships, and a stronger business.

Key Insights

• Sales is about expanding trust, not chasing strangers.
• The "Who Do You Know Who?" script that makes asking for help feel natural.
• The Triangle of Trust creates warm introductions that open doors.
• Your attitude and daily activity determine your momentum.
• Tracking your conversations builds confidence and consistency.
• Business growth belongs to people willing to take action.

Register for the FREE 5-Week Sales Challenge at https://www.ShaylaGifford.com

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/