The Mortgage Rainmaker Podcast

Hey there, Rainmakers!

In this episode of The Mortgage Rainmaker Podcast, I sit down with Katie Skaggs — a relationship-driven loan officer who’s on track to nearly double her business this year while raising three kids and building almost everything through authentic connection.

Katie shares how she’s creating referral relationships in today’s market without feeling pushy, fake, or transactional. We talk about what modern prospecting really looks like now: social media DMs, coffee meetings, meaningful conversations, and building trust long before the first deal ever closes.

This conversation is full of truth for loan officers who know they need to prospect more… but don’t want to become someone they’re not to do it. Katie breaks down how she tracks conversations, builds credibility, creates a phenomenal client experience, and stays consistent even on the days she doesn’t feel like “putting on the sales hat.”

Key Insights:

• Consistency matters more than motivation in sales.
• The best referral relationships feel personal, not transactional.
• Modern prospecting happens across multiple channels.
• The client experience is the real long-term sales strategy.
• Being meticulous upfront means less stress later.

Guest Links:

Website:

https://practicalmtg.com/

Instagram:

https://www.instagram.com/cltmortgagematchmaker/

Facebook:

https://facebook.com/katie.medlin.3

LinkedIn:

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

PLUS!

Are you ready to stop just doing the work — and start becoming the loan officer you know you’re capable of being?

Join Shayla’s free Sales Mastery training on June 10th and learn how to sell yourself, organize your business, and show up like a top producer.

Register now:

https://us02web.zoom.us/meeting/register/LhmbR3JDSRGgrgQv7suE5w#/registration

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 don’t need more agents… just deeper relationships?

Hey there, Rainmakers!

This episode is a straight-up masterclass in realtor referrals, relationship building, and becoming the loan officer agents never want to leave.

I sat down with James Allen, the #1 purchase loan officer in Connecticut, to unpack the exact strategy behind nearly 500 closings a year. And what shocked me most? James isn’t trying to manage hundreds of referral partners. He’s focused on going deep with the right people and building trust so strong they send him everything.

We talk about how he transitioned from internet leads into a referral-based business, why certainty is his greatest value proposition, and how one meaningful one-to-one meeting a day completely transformed his career.

If you’re tired of shallow relationships, chasing business, and trying to “keep up” with every realtor in town, this episode will challenge the way you think about referrals forever.

Key Insights:

• The deeper you go, the fewer referral partners you need.
• Why certainty matters more than speed in mortgage sales.
• How 1 x 1-1 meeting a day can transform your business.
• Why newer agents are often overlooked opportunities.
• How to create loyalty through relationships, not scripts.
• The borrower interview process that separates James from his competitors.

PLUS!

Are you ready to stop just doing the work — and start becoming the loan officer you know you’re capable of being?

Join Shayla’s free Sales Mastery training on June 10th and learn how to sell yourself, organize your business, and show up like a top producer.

Register now:

https://us02web.zoom.us/meeting/register/LhmbR3JDSRGgrgQv7suE5w#/registration

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!

Let me give it to you straight—your success in year one has nothing to do with how much you know. It has everything to do with how fast you take action and where you focus your energy.

I sat down with Cameron Scully, a 27-year-old former Navy mechanic who stepped into this business with zero experience and closed $7.9M in his first year. He didn’t wait to feel confident. He earned it by getting in the room and figuring it out in real time.

This episode comes down to two skills: how you open doors and how you build trust once you’re there. That’s the game. Cameron used his network to create opportunities and showed up with intention to convert them.

If you’re new and stuck in your head, this is your blueprint. Less thinking. More doing.

Key Insights

• You don’t need experience, you need reps.
• Your network is your fastest path to getting in the room.
• A strong hook creates opportunity before you have credibility.
• Trust is what converts relationships into business.
• Momentum is built through action, not perfection.

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/

Hey there, Rainmakers!

This episode is a masterclass in resilience, sales, and learning how to truly become a Rainmaker.

I sat down with Corey Luckow, a two-time cancer survivor, wife, mom of two, and loan officer from Tucson, Arizona, who found herself standing at one of the hardest crossroads of her career. After years as an in-house lender, she suddenly lost 70% of her business when that relationship ended—and with it, the safety net she had built everything around.

Most people would panic. Corey chose to rebuild.

What followed was the most important skill shift of her career: learning how to go out and get the business herself. We break down exactly how she used realtor meetings, better lead conversion, and intentional follow-up to rebuild her pipeline and grow back to consistent $2–3M months.

If you’re a loan officer trying to create more referrals, build stronger agent relationships, and stop waiting for business to come to you—this episode will hit home.

Key Insights

• Fear can either paralyze you or propel you. You get to choose.
• Health is the foundation. Without it, everything else falls apart.
• You do not need hundreds of referral partners. You need the right ones.
• Realtor meetings are not about pitching. They are about trust and credibility.
• Lead conversion gets better when you stop chasing everyone and start finding your people.

Guest Links

Instagram:

https://www.instagram.com/coreyanneluck/

LinkedIn:

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

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/

Hey there, Rainmakers!

This episode is for the loan officer who is incredible at the work—but trapped by it.

In this episode of The Mortgage Rainmaker Podcast, I sit down with Joel Olson to talk about the trap so many high-performing loan officers fall into: being incredible at the work, but unable to scale because everything depends on them.

Joel built an $88M mortgage business by becoming the go-to lender for the hard files—the messy deals, the overlooked borrowers, and the situations other people gave up on. But the real breakthrough came when he learned how to scale without lowering his standards.

We talk about positioning, Realtor relationships, scripting, delegation, AI, lead generation, and how to stop being the best kept secret in your market.

If you’re a loan officer who knows you’re talented but feels buried by your own business—this episode is for you.

Key Insights

• You have to choose how you will be competitive instead of trying to compete on everything.
• The hard files are often where your greatest trust and referral relationships are built.
• Being excellent at loans does not automatically make you scalable—you need visibility and systems.
• More leads solve more problems than perfection ever will.
• You do not have to lose control to scale—you have to build systems that protect your standards.
• Delegation works when your team is executing your strategy, not inventing their own.

Guest links:

Website

https://www.joelolson.ca

Instagram:

https://www.instagram.com/thejoelolsonmortgageteam/

Facebook:

https://www.facebook.com/joelolsonlendingmax

LinkedIn:

https://www.linkedin.com/in/joel-olson-bb5b2917/

YouTube:

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

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 actually makes an agent trust you enough to send you business over and over again?

For the first time ever, I brought a real estate agent onto the show—and not just any agent. Jayce Coziar is someone I’ve watched, respected, and finally sat down with to understand how she’s built a 95% referral-based business.

This episode is different. You’re getting a real look at how I build relationships in real time—how I ask questions, find connection points, and uncover what actually drives someone. But more importantly, you’re hearing directly from an agent about what matters most to them.

If you’ve ever wondered what agents actually want from you, how to stand out, and how to turn conversations into consistent referrals—this is your blueprint.

Key Insights:

• Kindness separates you in a transactional industry.
• Agents value communication more than anything else.
• Referrals come from connection, not performance.
• Understanding people is your greatest sales skill.
• The right relationships eliminate the need for constant prospecting.

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

Guest links:

Website:

https://tahoejaycerealestate.com/

LinkedIn:

https://www.linkedin.com/in/jayce-coziar-42858557/

Instagram:

https://www.instagram.com/tahoejaycerealestate/

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 moving faster…is the very thing that’s slowing you down?

Hey there, Rainmakers!

On this episode of The Mortgage Rainmaker podcast I talk with Rachel Denson. She’s 30 years old, producing $20M a year, and building her business in a small town where reputation is everything. But what makes her different isn’t just the numbers—it’s how she got there.

She didn’t win by doing more, posting more, or chasing every opportunity. She won by slowing down, trusting herself, and showing up with a level of authenticity most people are too afraid to lean into. While everyone else was rushing to keep up, she was building something real—and it paid off.

If you’ve been overthinking your next move, questioning your voice, or trying to follow someone else’s blueprint, this episode is your reset. Because the truth is, the path to the business you want isn’t out there—it’s in how you choose to show up.

Key Insights

• Investing time with clients at the start will pay off HUGE later on
• Authenticity builds trust faster than any script, funnel, or strategy ever will.
• You don’t need to do more—you need to do what actually matters - consistently.
• Social media works when it reflects your real life, not a curated version of it.

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

Guest Links:

Website:

https://www.firsttrusthomeloans.com/rdenson/

Instagram:

https://www.instagram.com/rachrossdenson/

LinkedIn:

https://www.linkedin.com/in/rachel-ross-denson-870911b0/

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 would happen if you stopped hoping for business… and finally started asking for it?

Hey there, Rainmakers!

This conversation lit something up in me—and I know it’s going to do the same for you. Because this isn’t just about production. It’s about identity. It’s about what happens when you decide you’re done surviving… and ready to build a real business.

I sat down with my friend and client, Ginny Francum—a top producer who’s been in this business for over 20 years, closing 300+ units a year with just two assistants. But what makes this powerful isn’t just the numbers. It’s the journey behind them.

Divorce. Cancer. Burnout. And a moment where she had to decide: am I going to keep living in chaos… or am I finally going to take control?

In this episode, we break down what actually changed everything. The shift from “hope marketing” to boldly asking for the business. The systems that allowed her to scale without breaking. The follow-up, the videos, the discipline—and the truth that most people avoid: you don’t rise by accident. You rise by design.

If you’ve ever felt overwhelmed, stretched thin, or stuck in the cycle of doing more but not seeing more—this episode will challenge you in the best way.

Key Insights

• Success is built on consistency and systems, not personality or hustle alone.
• If you don’t track your activity, you can’t scale or sustain your results.
• Asking for the business is uncomfortable—but it creates massive opportunity.
• Follow-up is where trust is built and deals are won.
• Letting go and trusting your team is required for your next level.
• You can do hard things—and those moments define your future.

Guest Links

https://www.linkedin.com/in/ginny-phillips-473aa679/

https://www.instagram.com/ginnysaysatlanticbay/

https://www.facebook.com/ginnyphillipsmortgage/

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 business you’re waiting for… is one you could create this week?

Hey there, Rainmakers!

I knew this conversation was going to bring the heat—because Bill Gaylord always does. He’s the kind of person who walks into a room and raises the energy instantly. And what I love most? That energy isn’t just personality—it’s how he builds his business.

At 65 years old, after massive wins, devastating losses, and starting over more than once, Bill didn’t sit back and hope the market would come to him. He went out and created something the market needed.

We broke down his “Las Vegas Pitch”—a weekly, agent-focused event that brings 20 to 30 realtors into a room to pitch listings, build relationships, and generate real opportunities. No massive budget. No fancy production. Just consistency, value, and leadership.

And here’s why this matters: this isn’t a Vegas thing. This is a Rainmaker thing.

You can do this in your market. You can create the room. You can become the connector. You can be the one people rely on—not because of your rates, but because of the environment you build.

We also dive into his Smart Homebuyer Workshops—another simple, scalable strategy that turns education into applications and relationships into closings.

This episode is a blueprint. Not theory. Not fluff. Real, working strategies that are building a business right now.

Key Insights

• If the market isn’t giving you opportunities, create your own room.
• Events don’t need a big budget—they need consistency and leadership.
• A simple weekly pitch session can position you at the center of your market.
• Exposure is currency for agents—give it to them and they will show up.
• Workshops convert because education builds trust faster than sales tactics.
• Stop overcomplicating it—simple ideas executed weekly will win.
• Ask for the business while you have the room—don’t delay the close.

Guest Links

https://www.billgaylord.com/

https://www.linkedin.com/in/bill-gaylord/

https://www.lasvegaspitch.com/

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 reason you feel overwhelmed… is because you’ve been saying yes to the wrong things?

Hey there, Rainmakers!

I went straight to my Catalyst community and asked, “What do you actually need right now?” And what came back was everything—from mindset and money to discipline, leadership, and those tough conversations we all avoid.

So we went there.

I’m walking you through the shifts that have defined my career and my life. From building your business around your favorite referral partner, to protecting your time, to creating a vision so strong it fuels your discipline. This is about stepping out of reaction mode and into intentional leadership. It’s about raising your standards so your business can finally scale.

If you’ve been feeling stretched, overwhelmed, or stuck trying to please everyone… this is your reset. Because the truth is, you don’t need more tactics. You need to decide who you are, what you stand for, and what actually deserves your yes.

Key Insights

• Build your business around your favorite referral partner, not your most difficult client.
• Protect your yes by getting crystal clear on your vision and what winning actually looks like.
• Discipline is not about willpower, it is driven by a vision that excites and pulls you forward.
• Overwhelm is a sign of misalignment, not incapability, and it is your cue to reset your standards.
• Choose to build relationships over being right, because connection is what creates long-term success.

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

PLUS!

If you’re tired of overthinking your marketing, if you want something simple that actually works, come hang with us at the 'Mortgage Marketing for Rainmakers' event in Nashville, Friday April 10th!

For just $300, you’ll learn the exact strategies top producers use to generate business, in just one to two hours a week, in a high-impact, one day workshop.

Seats are limited to just 125 people — grab your spot now, before it sells out.

Small room. Big impact. Don’t miss it.

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/