If you could build deep client trust in 10 minutes flat—every time—what would that do for your business?

Hey there, Rainmakers!

In this episode, I sit down with my friend and fellow Guild Mortgage coach Ryan Erekson, a system-building genius who’s redefining how loan officers connect, coach, and close.

Ryan’s not chasing numbers for ego—he’s obsessed with mastery, freedom, and helping others win. Together we explore how he’s using AI to coach himself, streamline his business, and build systems that actually create connection instead of killing it.

He also breaks down his signature 10-question framework—a simple, strategic sequence that turns every intro call into a relationship built on trust and clarity. If you’ve ever wanted to lead with confidence, eliminate inefficiency, and serve your clients with more heart and less hustle, this episode will hit home.

Key Insights:

• The exact 10-question framework that builds instant client trust
• How to ask smarter questions that unlock real answers
• Why curiosity—not hustle—is your top sales advantage
• How to use AI as a personal coach to save hours each week
• The “3x3 Momentum Plan” for fast, focused goal setting
• How to systemize both efficiency and joy in your work
• Why focusing on less helps you move faster and win bigger

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

Guest links:

Ryan on LinkedIn:

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

Ryan on Instagram:

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

Watch the Sales Mastery with Ryan Erekson replay on YouTube (October 9)

https://www.youtube.com/watch?v=VIuqa9fQ3B4&list=PL6CwzkmyOVMpCUShdcBv8wNKgB_Ymb5Ac

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 you could grow your business, serve your community, and never feel like a rate-cutting commodity again?

Hey there, Rainmakers!

In this episode, I sit down with my long-time friend and world-class loan officer Kit Bate — one of the calmest, most consistent top producers I know. Kit went from humble beginnings and a missionary heart to building a $50M business that runs on service, discipline, and unshakable integrity.

We dig into how Kit converts rate shoppers into loyal fans — not through slick sales tactics, but through education, consistency, and confidence. You’ll hear how he built his business around teaching two classes a month, nurturing hundreds of realtor relationships, and leading every client conversation with his simple, powerful mantra: communicate, educate, elevate.

If you’ve ever felt frustrated with price shoppers or burned out chasing deals, this episode will reset your mindset and remind you what real value looks like.

Key Insights

• Leading with education eliminates rate shoppers before they appear.
• Teaching consistent classes builds visibility, credibility, and a steady flow of referrals.
• Confidence comes from process, not personality.
• The width of your relationships creates the depth of your peace.
• Communicate. Educate. Elevate. Repeat.
• True wealth is time with your family, not dollars in the bank.

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

Guest Links

Kit on LinkedIn:

https://www.linkedin.com/in/kit-bate-9b734314/

Kit on Instagram

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

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 one’s personal. I sit down with my longtime friend and teammate Jorge Montoya, one of Guild Mortgage’s most respected leaders — a man whose quiet strength, loyalty, and consistency have shaped an entire generation of Rainmakers.

Together, we unpack what it looks like to evolve from the warrior phase of pure hustle into the leader phase of purpose, peace, and flow. Jorge opens up about betting on himself at 19, rebuilding from embarrassment, and redefining what “winning” really means after 20 years of success.

This conversation is real, raw, and packed with wisdom for any loan officer ready to grow — not just in numbers, but in life.

Key Insights

Winning isn’t about the numbers — it’s about raising good humans and leading with integrity.

Embarrassment can be your greatest teacher if you let it refine you, not define you.

The $2,500 coaching bet that changed Jorge’s entire trajectory.

The two core things every successful LO must master to sustain long-term success.

How to shift from warrior hustle to leader flow.

Guest Links

Jorge on Instagram:

https://www.instagram.com/jorgemontoyahome/

Jorge on LinkedIn:

https://www.linkedin.com/in/jorge-montoya-5366965/

Jorge on Youtube:

https://www.youtube.com/@jorgemontoya-themortgagepro

Guild Mortgage:

https://branches.guildmortgage.com/nv/reno/jorge-i-montoya-morales-569-thjxm.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/

Hey there, Rainmakers!

He hit rock bottom—literally stared death in the face—and decided this wasn’t how his story would end.

Instead, he chose a new life, renewed faith, and a $50 million business built on purpose and redemption.

At just 28 years old, PJ Crescenzo transformed a near-death experience into fuel for his greatest comeback. In this episode, we unpack how he went from broken and lost to one of the most inspiring new Rainmakers in the game.

PJ’s story is raw, real, and powerful—a reminder that your past doesn’t define you, your decisions do. This is a masterclass in resilience, faith, and the mindset it takes to rebuild your life from the ground up.

Key Insights:

• The mindset shift that turned PJ’s life around after a literal come-to-Jesus moment
• How personal development became the secret weapon behind his fast-track success
• The power of proximity—why environment determines your evolution
• How to move from default to design in business and life
• What it really takes to go from zero to $50 million in a year (and why most won’t do it)
• Why eagerness, gratitude, and choosing people over profit will always win

PJ brings the kind of energy that makes you remember why you got into this business—to change lives, to build something real, and to become who you were meant to be. His story is proof that no matter where you start, you can rise, rebuild, and make it rain.

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

Guest links:

PJ on Instagram:

https://www.instagram.com/pjcrez3/?hl=en

PJ on Linkedin:

https://www.linkedin.com/in/philip-crescenzo-iii-11679065/

PJ’s website:

https://pjcrescenzo.com/

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!

Every now and then, you meet someone who reignites your fire. Someone who reminds you what’s possible when belief meets discipline. Today, I’m talking with Ally Cain, a 29-year-old powerhouse from small-town Welcome, North Carolina, who’s on track to close over $100 million this year.

Ally’s rise didn’t come from luck or location — it came from relentless consistency, investing in herself, and saying “yes” before she felt ready. Five years ago, she was closing $16 million a year. Then she bet on herself, reinvested 30% of her income into coaching, branding, and team leverage, and built a scalable business that runs with heart, systems, and soul.

What I love most about Ally is how she proves that soft and strong can coexist. She’s built a team that supports her so she can unplug, delegate, and still deliver an unforgettable client experience. She’s redefining what it means to lead as a young woman in this business—and doing it all from a town of just 3,600 people.

Key insights:

• How Ally went from $16M to $100M in five years
• The fearless decision to invest 30% of her income in growth
• What her 35-loan-per-month operation really looks like behind the scenes
• The power of delegation, trust, and leaving your phone behind
• Why she never cold calls — and still built 1,000+ agent relationships
• Why real Rainmakers use fear as fuel, not an excuse

This conversation is your permission slip to go all in. No matter how small your market or how young your career, the ceiling is an illusion.

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

Guest links:

Ally's LinkedIn

Ally's Instagram

Atlantic Bay Mortgage Group

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!

Today’s episode is an absolute powerhouse. I sat down with Travis Smart—a Navy veteran, husband, father of four girls, and one of the most authentic, all-heart loan officers I know. I’ve had the honor of working alongside Travis for eight years at Guild Mortgage, and watching him rise from a brand-new loan officer barely closing 15 loans to a $40-million-a-year producer has been remarkable.

Travis didn’t have a safety net or a silver spoon. What he did have was the same fire that drove him as a rescue swimmer—jumping out of helicopters into freezing water to save lives—and he brought that same grit, courage, and self-belief into mortgage. His story is a masterclass in leadership, resilience, and the power of being real in sales.

He learned the hard way that you can’t fake confidence, connection, or care. The moment he dropped the act, stopped dressing to impress, and started showing up as himself—his business exploded. This is what it looks like when you build a career on authenticity, discipline, and heart.

💡Key insights:

• How Travis’ military training shaped his loan officer mindset and discipline
• Why authenticity and emotional connection are non-negotiable in mortgage sales success
• How to gamify rejection and make prospecting fun again
• The “protect your commission” rule that transforms realtor partnerships
• How to balance being a technician and a trust-builder in every deal
• The importance of vulnerability, storytelling, and servant leadership
• How to stay consistent even when doubt creeps in
• What it really takes to build a $40M business from scratch

If you’ve ever felt like you’re grinding with nothing to show for it, this conversation will remind you: the breakthrough always lives on the other side of authenticity and persistence.

Because being a Rainmaker isn’t about perfection. It’s about heart. It’s about showing up, doing the work, and refusing to quit—especially when it’s hard.

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

Guest Links:

LinkedIn

Instagram

Guild Mortgage

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!

We’ve all been there—making great money, but wondering why it feels like it’s slipping through our fingers. As mortgage pros and top producers, we know how to generate income. But the real game? Learning how to keep it, grow it, and control it.

That’s why I’m bringing you a powerhouse guest today: Matt Lipscomb, co-founder of K&L Capital and ranked #35 on Forbes’ Top Financial Security Professionals. Matt is the strategist who helped me and Galen put real structure to our financial world—and what he shared changed everything about how I see money, cashflow, and wealth building.

In this conversation, Matt reveals the exact system high earners need to stop feeling out of control and start building true financial freedom. From his three-account model to discovering your real burn rate, this episode is loaded with strategies mortgage professionals can use right now to finally get a grip on their money.

💡 Key Insights:

• Why even top producers in the mortgage industry often struggle with cashflow
• Matt’s three-account cashflow system: spend, future spend, and war chest
• How to calculate your true burn rate so you’re never caught off guard
• The missing piece in most CPA and tax strategies (and how to fix it)
• How mortgage pros can align money with goals to spend and save with confidence
• Why wealth isn’t built on chasing ROI, but on discipline and consistency

If you’re a Rainmaker crushing it in commissions but feeling like your finances are still messy, this episode is your blueprint for control, clarity, and confidence.

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

Guest Links:

Matt on LinkedIn:

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

KL Capital:

https://www.klcapitalco.com/team/matthew-lipscomb

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!

What does it take to go from broke, addicted, and skeptical… to building a hugely successful mortgage business, leading 55 LOs, and writing a book that’s changing lives? In this episode, I sit down with my soul brother JJ Mazzo to talk about Perseverance Principles — and how to fight through the discomfort zone, lead yourself with discipline, and lean into the right support systems so you can thrive in business and in life.

JJ opens up about his raw journey through bankruptcy, addiction, and rebuilding from scratch. He’s proof that when you refuse to quit, you can reinvent yourself, scale beyond what you thought possible, and create a legacy rooted in faith, family, and relentless perseverance.

💡 What we cover in this episode:

• JJ’s personal story of redemption, resilience, and rebuilding
• How he went from $200k to $2M income in two years
• The power of discipline (and why you already have it in some area of life)
• Building a 10-day close reputation that changed his business forever
• The importance of buckets: top 50, next 100, next 300, and beyond
• JJ’s 7 perseverance principles — and why discomfort is the key to growth

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

Guest Links:

Cross Country Mortgage:

https://crosscountrymortgage.com/san-juan-capistrano-ca-4047/joseph-mazzo/

LinkedIn:

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

Instagram:

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

Get JJ’s Book ‘Perseverance Principles’:

https://perseveranceprinciples.com/

https://www.amazon.com/Perseverance-Principles-Confidence-Consistency-Pressure/dp/1394377525/

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’s the hidden cost of always chasing the next deal?

Hey there, Rainmakers!

In this episode, I sit down with my friend and powerhouse coach Nancy Levin to talk about one of the biggest traps in sales: saying “yes” to everything and everyone. We’ve all been there — hustling hard, proving ourselves with every loan closed, and burning out in the process. But what if the discipline that makes you a top producer is the same discipline you need to draw the line and lead yourself first?

Nancy shares her powerful story of redefining success by setting boundaries that stick, and we break down how sales professionals can protect their energy, reclaim their voice, and build a business that doesn’t run them into the ground. I also share how Nancy’s work showed up in my own journey and why these lessons are critical for every Rainmaker who wants to create a lasting legacy.

💡 Key Insights:

• Why top producers are most at risk of overcommitment and burnout
• The sales “yes” problem — and how it costs you freedom and growth
• How boundaries are an act of leadership, not limitation
• Nancy’s personal story of reclaiming self-worth
• Practical ways you can start leading yourself today

This isn’t just about saying no — it’s about saying yes to the career and life you actually want.

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

Guest Links:

Learn more about Reinvention Coaching

Nancy’s website:

https://www.nancylevin.com

The Nancy Levin Show:

https://nancylevin.com/podcast/

Are you ready to finally break through your limits, execute with confidence, and achieve the life you know you’re capable of?

Catalyst is the ultimate community-driven execution system designed to keep you focused, accountable, and moving forward.

Enrollment is open, but not for long.

Don’t miss your chance!

Grab your spot at shaylagifford.com/catalyst.

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/

This is the No.1 Tool I use that GUARANTEES I crush the week…instead of the week crushing me.

Hey there, Rainmakers!

In this episode, I reveal my No.1 system for staying on fire all week long: the Sunday PPC—Preparation & Pulse Check. This is my 45–60 minute framework that guarantees I crush the week instead of letting the week crush me.

I’ll walk you through exactly how I use this tool to celebrate momentum, prime my energy, map my schedule, and lock in the Top 3 that keep my pipeline full and my life aligned. This is the weekly reset that takes me from chaos to clarity.

💡 Key Insights

• My PPC Framework: a 7-step weekly reset to keep you focused, clear, and consistent.
• Why celebrating wins first fills your tank and sets the tone for the week.
• How to own what didn’t work—without shame—and recalibrate fast.
• The personal standards I track (sleep, workouts, water, walks) to prime my energy.
• Why calendaring the whole week—work + family + workouts—reveals the truth about what’s possible.
• The “Top 3” goals that actually move the needle and how I score them week to week.
• The sales scoreboard that predicts your future paycheck: leads, hot shoppers, pre-approvals, meetings, and upcoming units.

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

Are you ready to finally break through your limits, execute with confidence, and achieve the life you know you’re capable of?

Catalyst is the ultimate community-driven execution system designed to keep you focused, accountable, and moving forward.

Enrollment is open, but not for long.

Don’t miss your chance!

Grab your spot at shaylagifford.com/catalyst.

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/