Want to grow your mortgage business without cold calling real estate agents?

Hey there, Rainmakers!

In part two with Oleg Tkach, we break down a powerful mortgage lead generation strategy that helped him scale from $150M to $240M — with nearly a third of his production coming from outside his home state.

This episode is about mastering realtor referrals through intentional agent programming.

We unpack how loan officers can land one real estate agent per day using a simple Zoom presentation, how to resell your current agents to increase volume, and why being overly “relational” can actually limit your mortgage business growth.

This isn’t about chasing agents. It’s about building a repeatable system that generates referrals consistently.

If you’re a loan officer ready to scale, expand beyond your local market, and win more real estate agents without cold calling — this episode gives you the blueprint.

Key Insights

1. Mortgage lead generation is the core job of every loan officer.
2. You only need one new agent meeting per day to scale your business.
3. Reselling your current real estate agents can instantly increase referrals.
4. Emotion limits growth. Systems create scale.
5. Transactional clarity builds stronger realtor referral partnerships.
6. Agents are everywhere. Lower the bar. It’s just a quick Zoom.

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

Check out the Blog here: https://shaylagifford.com//mortgage-lead-generation-strategy-oleg-tkach//

Guest Links:

NFM Lending:

https://nfmlending.com/loanoriginator/oleg-tkach/

Oleg on LinkedIn:

https://www.linkedin.com/in/oleg-tkach-1905b820/

Oleg on YouTube:

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

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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

You don’t need a better strategy. You don’t need to ‘crack the code’. 

You just need one thing.

Hey there, Rainmakers!

Kristin Dail didn’t discover some revolutionary mortgage strategy to jump from $60M to $112M in production. She didn’t unlock a hidden lead source. She didn’t reinvent herself.

In this conversation, we break down the exact shift that took her from coasting at $60M… to $82M… to $112M in a highly competitive jumbo market in Dallas. Spoiler: the turning point wasn’t information. It was execution.

If you’ve been telling yourself you need something new before you grow — this episode will lovingly call you out.

Because the truth is you already know what to do. The question is… are you going to do it – consistently?

Key Insights:

• Consistency multiplies volume in any market cycle.
• High conversion comes from connection, not complexity.
• Speaking and providing value builds leverage with realtors.
• Wake-up moments only matter if they lead to execution.
• Discipline creates momentum. Momentum creates growth.

Guest Links

Instagram: https://www.instagram.com/kristin.dail/?hl=en

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

Rate: https://www.rate.com/loan-officers/kristin-dail-488313

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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

Hard seasons don’t stop you — they reveal who you’re becoming.

Stephanie Johnston’s story is one of leadership under pressure. A 20-year loan officer, former collegiate athlete, and mom of three, she faced a brutal market shift, a major production drop, and a second breast cancer diagnosis while caring for a newborn. She fell from #1 to $63M — then chose to rise.

In this episode, Stephanie shares how she entered the builder space, rebuilt trust one relationship at a time, and climbed back to close 309 transactions for $138M. This is about standards, commitment, and showing up when it’s hardest.

Key Insights

1. Business is earned one relationship at a time
2. The builder space demands discipline, clarity, and availability
3. Commitment creates confidence
4. Hard seasons reveal your standards
5. Leadership shows up when it would be easier to step back

Guest Links

LinkedIn:

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

Instagram:

https://www.instagram.com/stephmortgage

Website:

https://www.sfmc.com/loan-officer/stephaniejohnston/

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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

What if abundance in mortgage wasn’t about working longer or harder?

In this episode, I sit down with Frank Ruzicka, a 39-year producing loan officer who has built a business that doesn’t panic when markets shift or rates spike. Frank isn’t chasing trends. He’s built something durable — rooted in relationships, trust, coaching, and a deep belief that abundance beats scarcity every single time.

We talk about what it really takes to stop living in Groundhog Day as a loan officer. From stepping away for two full weeks without his business falling apart, to building an investor niche through relationships, to staying coachable and hungry in every season — this conversation is about creating a mortgage career that supports your life, not consumes it.

If you’re tired of rebuilding every cycle, reacting to rates, or running on fumes, this episode will challenge you to think differently about leverage, longevity, and what true mortgage abundance actually looks like.

Key Insights

Abundance is built when you trust your systems and relationships instead of operating from fear.

Relationships compound over time and protect you through every market cycle.

Niches don’t create success. Commitment and consistency inside the niche do.

Coaching keeps you relevant, grounded, and growing in every season of your career.

A sustainable mortgage business should give you freedom, not anxiety.

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

Guest Links:

Frank on LinkedIn:

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

Frank on Instagram:

https://www.instagram.com/frank.ruzicka/?hl=en

Frank at Guild Mortgage:

https://branches.guildmortgage.com/mo/chesterfield/francis-ruzicka-122-cnfr.html

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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

You don’t need more tools or tactics. You need to master these 3 skills — and execute.

Hey there, Rainmakers!

I love salespeople. I love entrepreneurs. I love people willing to bet on themselves for a limitless future. And I also know this truth — when we get stuck, drift, or stall, it’s almost always because of fear or overwhelm.

This market can feel chaotic. Rates move. Buyers freeze. Everyone wants your attention, your content, your responsiveness. And suddenly you’re trying to be a marketer, a technician, a prospector, and everything in between. In this episode, I bring you back to simplicity — the kind that creates control instead of burnout.

I break down the three skill sets every Rainmaker must master to grow in any market. These are the fundamentals that took me from reactive chaos to intentional momentum — and they still work today. When you focus here, everything else starts to fall into place.

Key Insights

• Booking the appointment is the first priority and the gateway to growth.
• Every face-to-face conversation is an interview you must intentionally win.
• Great meetings require preparation, structure, and purpose.
• Losing deals usually means the interview was never truly won.
• Momentum dies when there is no clearly defined next step.
• Proactive chaos beats reactive chaos every single time.
• Two hours a day of intentional green time can change everything.

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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

What if the reason realtors don’t call you back has nothing to do with the market—and everything to do with your focus and conviction?

Hey there, Rainmakers!

In this episode of The Mortgage Rainmaker Podcast. I sat down with James Carmody, a top-producing loan officer in Southern California who closed $70M while recovering from a devastating ski accident that took away his ability to drive—and forced him to slow down, in ways that changed everything.

We unpack why most loan officers struggle with call reluctance, inconsistent referrals, and radio silence from agents—and why the fix isn’t more scripts or more events. James shares how focus, belief, and a money-first mindset helped him earn real loyalty from realtors in one of the most competitive markets in the country. From A and B lists to Money-Making Mondays, whale hunting, and a two-step close, this episode is packed with real-world strategy you can use immediately.

If you’re tired of chasing agents, wondering why your calls go unanswered, or craving deeper partnerships that actually produce, this episode will challenge you to stop being liked—and start being chosen.

Key Insights

• Focus creates freedom when distractions are removed.
• Call reluctance disappears when you believe you help people make money.
• A and B lists beat chasing everyone with no strategy.
• Realtors respond faster when conversations are about their paycheck.
• Whale hunting requires patience, conviction, and a two-step close.
• Education beats rate quotes with sophisticated partners.
• Discipline at home creates confidence at work.

Guest Links

Synergy One Lending

https://s1l.com/loanofficer/jamescarmody/

James on LinkedIn:

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

James on Instagram:

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

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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

Hey there, Rainmakers!

This episode is a real behind-the-scenes look at the system I teach for sustainable mortgage growth — and why it actually works in real life. I brought Allison Larson back because she’s living proof that you don’t have to choose between massive production, leadership, motherhood, and peace.

In the last two years, Allison has grown her production by over 40 percent, built a thriving team, crossed $250 million as a branch, had two babies, and still goes home at four o’clock. We break down the systems, playbooks, and mindset shifts that removed stress from her business instead of adding more pressure.

We also get real about loan officer burnout, why “winging it” creates emotional exhaustion, and how documented systems calm your nervous system, your team, your clients, and your referral partners. If you want mortgage growth without living in survival mode, this episode will change how you think about your business.

Key Insights

1. Stress is not the cost of success. It’s a symptom of missing systems.
2. If clients keep calling after hours, something wasn’t explained earlier.
3. Checklists eliminate emotion and create confidence at scale.
4. You don’t need to be every agent’s lender to grow. You need to fill the right gap.
5. Business conversations build trust faster than being “the nice one.”
6. Permission-based follow-up removes fear and strengthens relationships.
7. Growth feels lighter when the process is clear and repeatable.

Guest Links:

My Offer Ready:

https://myofferready.com

Allison on Insta:

https://www.instagram.com/allisonlarsonloans

Allison on LinkedIn

https://www.linkedin.com/in/allison-larson-87a19030/

Guild Mortgage:

https://branches.guildmortgage.com/mn/edina/allison-larson-425-apalar.html

Youtube:

https://www.youtube.com/channel/UCFGWN3FvJP46PZ9YkrZ6S7w

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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

What if the reason your business feels heavy… is because you’re out of alignment?

Hey there, Rainmakers!

In this episode I’m sitting down with one of my Catalyst members, John Major, to unpack what it really looks like to step back into production after years in leadership—and why experience alone doesn’t guarantee results.

John re-entered production in 2024 after time spent building teams and supporting others. Instead of momentum, he found himself closing one deal a month, questioning his confidence, and wondering if he still had “it.” What followed wasn’t more hustle or louder marketing—it was a return to alignment, intentionality, and owning his time, energy, and relationships.

In this conversation, we break down how John went from zero clarity and scattered effort to consistently closing five loans a month—without sacrificing his marriage, his health, or his role as a present father. This episode is a reminder that when business is personal, alignment isn’t optional—it’s everything.

Key Insights

• Alignment creates momentum faster than hustle ever will.
• Being busy is not the same as being intentional.
• The right people matter more than more people.
• Confidence comes from consistent, imperfect action.
• Boundaries protect your family and fuel your business.
• You don’t need to be aggressive—just present and aligned.
• Winning the day matters more than chasing the big number.

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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

Goals matter. But if you want to win in 2026, you have to win every week — and the days inside it. Let’s talk about how to turn big goals into simple, consistent action.

Hey there, Rainmakers!

This episode is a one-on-one. I’m stepping in as your coach to help you take a strong goal and break it all the way down into what actually needs to happen daily and weekly to make it real.

Most loan officers don’t struggle because they lack ambition. They struggle because they don’t have a clear, repeatable plan for execution. In this episode, I walk you through how to define success for your season, understand your numbers, and remove emotion from the process so you can stay consistent even when a week doesn’t go perfectly.

To make this practical, I’ve created a simple one-page tool I use myself and with my teams.

You can download the Win the Week, Win the Year worksheet at https://shaylagifford.com/loan-officer-goal-setting-with-shayla/

It shows you exactly how to track weekly leads, credit pulls, pre-approvals, deals, and partner conversations so you always know if you’re winning.

Key Insights

1. Goals only work when they’re broken down into daily and weekly action.
2. Winning the year starts with knowing how to win the week.
3. Tracking your numbers removes emotion and builds confidence.
4. Consistency beats intensity every time.
5. Simple plans outperform complicated strategies.
6. 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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/

What if joy wasn’t just a feeling — but a strategy for building a billion-dollar branch?

Hey there, Rainmakers!

Today I’m sitting down with one of my favorite humans in this entire business — the wildly fun, deeply driven, culture-obsessed rainmaker himself, Casey Oiness. This is a man who closes $180–$200M a year, leads a thriving branch of 22 LOs and 50 team members, and still shows up every single day with laughter, hunger, and the heart of a true servant leader.

In this episode, Casey and I get into the truth of what leadership really looks like — the accountability rhythms, the culture standards, the joy factor, and the boldness required to build a team that wins together. We talk about how he chases elite partners, how he teaches his LOs to prospect with heart instead of fear, and why keeping business fun has been his greatest competitive advantage. This is an inside look at a billion-dollar leadership method rooted in relationships, consistency, and genuine love for the game.

If you want to lead with more energy, attract better people, and build a business that feels as good as it performs — this conversation will change you.

Key Insights:

• Leadership is built on rhythm: weekly accountability, shared standards, and real collaboration.
• Joy is a strategy — and it amplifies production, culture, and retention.
• The right partners are the ones who energize you, not drain you.
• Top producers win by going deep with 5–10 committed referral partners.
• Warm introductions beat cold calls — always.
• Culture scales when you hire only people you’d go to battle with.
• Every elite LO needs shared support: pre-approval specialists, processors, and systems that free them to hunt.
• Fun isn’t extra — it’s the fuel that sustains high-performance.

Guest Links:

LinkedIn:

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

Instagram:

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

Website:

https://branches.guildmortgage.com/wa/bellevue/casey-oiness-860-kdco.html

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!

Connect with Shayla:

Shayla on Instagram:

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

Shayla on LinkedIn:

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

Show Links:

Shayla's Website:

https://shaylagifford.com/

The Mortgage Rainmaker Podcast:

https://shaylagifford.com/podcast/

The Catalyst Coaching Community:

https://shaylagifford.com/catalyst/

Guild Mortgage:

https://www.guildmortgage.com/