The Mortgage Rainmaker Podcast

You’ll never hit your next level of success by doing more of what’s already burning you out.

Hey there, rainmakers!

I used to believe my worth was in my speed, my availability, and how much I could cram into a day. I prided myself on closing over 200 loans a year—alone. No team, no boundaries, no balance. Just pure hustle. But inside, I was exhausted, stuck, and unsure how to break the cycle.

In this solo episode, I open up about the moment I realized that more volume wasn’t the goal—more life was. I share the exact shift that changed everything: the decision to build a business with intention, with a team, and with the kind of coaching and community I now offer through my Catalyst community.

This isn’t just about doing more—it’s about becoming more. This episode is your invitation to say yes to building something sustainable, something powerful, something that finally feels like you.

Are you ready to become the Rainmaker you were meant to be? Let’s DO this!

• Speed and efficiency without strategy leads to burnout and inconsistency.
• True success comes from designing the life you want, not just chasing volume.
• You need a clear vision, belief in possibility, a plan—and accountability.
• Catalyst isn’t just coaching; it’s community, mentorship, and mindset transformation.
• Wanting “20 loans a month” is empty without knowing why that number matters.
• The rainmaker identity requires a full remodel—from lone wolf to bold leader.

Find out more about my Catalyst Coaching Community:

👉 https://catalyst-coaching.mn.co/

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!

In this high-energy, soul-stirring episode, I sit down with the one and only Dino Rossetti—a five-time Blue Dragon award winner–if you know you know ;-) - former Core Training coach, and current powerhouse behind Ultimate Business Partner. From pounding the pavement in 110-degree Sacramento heat to hosting packed Realtor Coffee meetups, Dino’s journey is a masterclass in grit, growth, and what it really takes to make it rain.

We unpack the transformation from grinder to intentional rainmaker, the evolution of Dino’s sales process, and why your professional consultation might be the most important part of your entire business. If you’ve been skipping pre-approval meetings, relying on speed over substance, or feeling like your pipeline is leaking referrals—you need to hear this.

PLUS Are you playing small when it comes to being seen? Or are you stepping into your full potential? Dino drops gems on visibility, coachability, and how refining your process can double your conversion rate, boost your referrals, and reignite your fire.

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

• Your comfort zone is not your home—growth happens just outside of it
• Don’t be a commodity: lead clients through a crafted consultation experience
• Every client represents up to six loans—if you play the long game
• Educated borrowers submit faster, close smoother, and shop less
• Hosting small events like “Realtor Coffee” builds trust and authority
• You’re sitting on a goldmine—retool your borrower experience
• A dialed-in consultation converts 2X more than a quick prequal

Connect with Dino on Instagram

Connect with Dino on LinkedIn

Dino’s GB Mortgage Bio

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 showing up as yourself–and focusing on service–is the most powerful sales strategy?

Hey there, Rainmakers!

In this episode, I sit down with one of my dearest friends and powerhouse producers, Andy Zemon — and let me tell you, this man is the definition of humble, heart-centered hustle.

Andy isn’t flashy. He calls himself “average.” But last year, he closed 177 units for $83M in production. Seventy-one different realtors referred him business — and his secret? He leads with trust, builds deep systems of care, and follows up like his legacy depends on it.

We talk about everything from radical ownership and making tough family decisions… to how he uses tools like Otter, Grammarly, Chat GPT and Calendly to stay ridiculously efficient — while still making every client feel like they’re the only one.

If you’ve ever wondered how to scale a business without losing your soul — Andy shows you how it’s done.

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

💡 What we talk about:

• You don’t need to be fancy — just consistent, honest, and deeply human.
• The trust is earned at the first call. Not after.
• Systematize your service so the client always feels like they’re talking to you — even when your team is doing the backend work.
• The mid-process tool that earns Andy referrals and feedback (that no one else is doing!)
• Extreme ownership means making hard personal decisions in service of alignment.
• Want to stand out? Use your personal voice in a text — even when using automation.

Guest links:

Novus Home Mortgage 

AndyZemon.com

Instagram 

LinkedIn

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 secret to scaling wasn't speed... but slowing down to advise better?

Hey there, Rainmakers!

This episode right here? It's one of those "drop everything and listen" convos.

I sat down with Brendan Donelson—legendary LO, longtime leader, and one of the most consistent, humble top producers I know. He’s been in the game for over 30 years, closed nearly $18M YTD, and he’s still having fun. Not just winning, but redefining how winning looks.

We got into what really creates long-term mortgage success. Spoiler: It’s not chasing leads or quoting rates—it’s mastering the middle. That advice-giving, trust-building, highly consultative space between app and approval.

He walked me through his ‘Smart Start’ strategy, a system that elevates the client experience, reduces the noise, and increases conversion. The kind of system that helps you go from 75 leads → 28 deals, with joy and sanity intact!

If you’ve been feeling stuck in grind mode or wondering how to raise your value in today’s market—Brendan gives you the map (plus a few mic drops you’ll want to replay.)

SO–are you ready to make it rain? Let’s DO this!

💡 What we talk about:

Most clients aren’t in a rush—so stop rushing your process

Presentation isn’t flair—it’s your secret weapon as a trusted advisor

Smart Start™ positions YOU as the expert in a noisy, rate-driven world

The middle pillar—advice and counsel—is where the money and meaning are

Don’t just win more deals… do it with fewer leads and better clients

True mastery is doing the basics with obsession

After 30+ years, Brendan’s still evolving—and still teaching

Guest links:

Guild Profile

LinkedIn

Instagram

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 your greatest power is hiding in plain sight?

Hey there, rainmakers!

Today’s episode of The Mortgage Rainmaker Podcast is a masterclass in rising from the shadows and stepping fully into your power. I’m joined by the incredible Rosa Izzi — a woman who spent 20 years in operations, underwriting and closing loans behind the scenes, before boldly stepping into the spotlight as a producing branch manager in Albuquerque, NM.

In 2024, Rosa closed 188 units for over $53 million in volume — all in one of the toughest markets and smallest towns you can imagine. She did it by leaning into her technician genius, embracing discomfort, and building powerful referral partnerships from the ground up.

We talk about what finally pushed her to take the leap, how she moved from painfully shy to shameless in sales, and the tactical systems she uses to stay consistent, connected, and confidently in demand.

If you’ve ever doubted whether you’re “cut out” for sales… this episode is for you.

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

• How Rosa turned a casual thank-you into a game-changing career pivot
• The strategy behind her Tuesday update emails — and how they quietly won her new referral partners
• Why technicians are often the most powerful (and underutilized) rainmakers
• The mindset shift from “shy” to “shameless” — and what helped Rosa ask for business with confidence
• How small-town markets and under-tapped agents helped fuel her growth
• Why being exceptionally good at your job is still the most magnetic sales strategy of all

Guest Links:

Guild Mortgage Profile - Albuquerque

Experience.com Reviews

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/

My guest today has a formula for success "The 3 'C's". Are you using them all?

Hey there, rainmakers!

If you've ever felt like you had to claw your way out of the mud just to take a breath — this episode is for you. I sat down with Amir Syed, a powerhouse coach, mortgage OG, and former telemarketer turned empire-builder, to talk about the grit it takes to become self-made in this business and in life.

Amir’s journey from war-torn Iran to crushing it in the U.S. mortgage industry is one of those “press play and don’t stop” stories. We go deep into his immigrant roots, the pain and power of being bullied, the mentors who shifted his identity, and the conviction that fuels his success today.

More than anything, this conversation is a blueprint for those of us who want to turn hardship into horsepower. You’ll walk away feeling fired up, yes — but more importantly, you’ll walk away knowing what to do next.

💡 What we talk about:

• The truth about where real sales conviction comes from
• How Amir memorized greetings in 23 languages to dominate cold calls
• The underrated power of being cool (and how it closes deals)
• Growing up broke and bullied — and turning it into fuel
• A tactical peek into his networking mindset and his scripts
• How mentors, daily learning, and obsession build Rainmakers

Guest Links:

• Connect with Amir on Instagram
• Find him on LinkedIn
• Learn more at gocoaching.io/loan-officer

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/

How does a 94% conversion rate sound? 250% growth in one year?

Hey there, rainmakers!

In this episode, I’m talking with someone I’ve nicknamed The Gangster — Alex Dykes. And trust me, it fits. Alex has gone from a loan officer assistant to a branch leader running multi-state teams, growing his business 250% in just one year, from 19 to 67 agent relationships — all in one of the toughest mortgage markets we’ve ever seen. And all after he made one big shift in his mindset and approach.

Alex is doing what most originators only dream of, and he’s doing it with ruthless consistency, radical generosity, and a disciplined mindset. But it wasn’t always this way.

We go into his process—from how he protects his energy and filters out noise, to the exact structure of his team, and how he builds the kind of trust and confidence that converts. Alex doesn’t chase... he attracts. And what he’s created is not just a business—it’s a sustainable machine with massive growth that aligns with his values and lifestyle.

We also break down the real difference between adding value and just staying busy. Whether you’re scaling or just starting out, this episode will shift how you think about growth, hiring, and high-performance client experience.

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

What we talk about:

💡 Alex closes $100M+ annually with only 1.5 support staff—proof that lean can still be legendary.

💡 His 94% conversion rate is built on speed, clarity, and immediate client contact—no delays, no fluff.

💡 He runs his calendar like a command center, including scheduled “noise-free” hours.

💡 Alex believes 90% of originators are trying to do too much—he thrives by doing less better.

💡 Referrals come easily because his system delivers consistent excellence—and he knows exactly how to communicate that to agents.

Guest Links:

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

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

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

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/

How does a dad of five, in a new market, outgrow an entire industry that's shrinking?

Hey there, rainmakers!

This episode hit me in the feels. I sat down with Ed Stratton, the guy closing $66 million in loans while raising five kids and rebuilding his business from scratch in a brand-new state. We talked about what it really takes to grow when most people are pulling back, and how being genuine (not flashy) is the ultimate sales strategy.

Ed didn’t just switch markets. He moved to Florida, kept 80% of his Delaware production without living there, and still managed to expand in a completely new territory. And how? Because he’s a trust builder and a technician who figured out how to scale by empowering others, owning his role as a connector, and refusing to let fear write his story.

We talk about sales tactics that actually feel good, team culture that multiplies impact, and how posting raw, real videos landed him in rooms that high-volume cold calls never could. If you’re craving clarity, inspiration, and proof that you can grow from exactly where you are—this one’s for you.

PLUS - hear all about Ed’s infamous prank calls to business partners!

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

What we talk about:

💡 The Newbie Mindset Wins: Ed replicated his early-career hustle to thrive in a new market.

💡 Be the Shift: One encouraging word from his father sparked a generational pivot.

💡 Technician + Trust Builder = Explosive Combo: He scaled with systems and sincerity.

💡 Use Humor & Heart: Prank calls and DMs that open doors—real connection beats polish.

💡 Agents Refer Agents: He asks for intros intentionally—and closes with care.

💡 Team Buy-In Is Everything: His LOA and processor are trust-builders too.

💡 Facebook for the Win: One raw video a day, 100 days—zero vanity, all visibility.

Guest Links:

Stratton Mortgage Group

Follow Ed on Instagram

Connect with Ed on LinkedIn

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 struggle is actually the shortcut?

Hey there, rainmakers!

This one’s close to my heart. I sat down with my sister and sales manager, Katie Besso, for one of the most raw, real, and revealing conversations I've had on the mic.

Katie didn’t just fall into this industry — she fought her way to the top. From dialing 200+ leads a month in a cubicle to running a $60M+ team by 30, her rise is nothing short of extraordinary.

But what really sets Katie apart? It's not just her grit or her grind. It’s how she brings her whole self to the business — the heartbreaks, the healing, the hunger. In this episode, we talk about the mindset shifts, the sacrifices, and the systems that helped her leap from $28M to $60M+ in just one year.

Whether you’re a new LO or a team leader looking for your next breakthrough, this episode will light a fire in your belly.

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

What we talked about:

💡 How Katie built $60M+ in production by 30

💡 Why early roles like LP1 are a crash course in real-world mastery

💡 The system that turned Katie into a process-obsessed lead converter

💡 How personal pain and resilience fuel her performance

💡 Why her rawest moment with a builder partner was a business breakthrough

💡 The mindset shift that changed everything: “This isn’t hard — it’s just the next thing.”

💡 How daily routines, early mornings, and handwritten notes became her secret weapons

Guest Links:

At Guild Mortgage:

https://branches.guildmortgage.com/nv/reno/katie-besso-473-rrkra.html

On Instagram:

https://www.instagram.com/katie.besso/

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 key to leveling up wasn’t being louder — but being braver?

Hey there, Rainmakers!

In this episode of The Mortgage Rainmaker podcast, I met with my longtime friend and Guild Mortgage veteran Brandy Marshall — and we went deep on what it means to shift from being the one in the background to being the one who makes it rain.

Brandy built her business in a tight-knit Nevada market, working side by side with her mom, before rebranding herself and stepping into her own identity. We talk about what it really takes to become a leader — not just in volume, but in presence, in discipline and in legacy.

What stood out to me most is Brandy’s quiet fire. She’s calm, consistent, and fiercely committed to showing up — for her clients, her agents, and her team. And now? She’s stepping into a new season: hiring, delegating, and finally releasing control so she can scale with intention.

If you’ve ever wrestled with control, identity, or that tug-of-war between technician and leader — this one’s for you.

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

What We Talked About:

💡 The courage it took to rebrand herself after years under her mom’s name

💡 Her simple-but-relentless system for weekly updates and client touches

💡 Why “technicians” are powerful — and what it takes to evolve into a leader

💡 The moment she knew it was time to hire (and let go of control)

💡 How she balances fierce professionalism with calm, grounded presence

💡 Her 2025 goal: fully step into rainmaker mode and scale with intention

Guest Links:

At Guild Mortgage

On LinkedIn

On Instagram

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/