78 | Going All In: How I Got to $33M In 3 Years with Mike Bertarelli

78 | Going All In: How I Got to $33M In 3 Years with Mike Bertarelli

Hey there, Rainmakers! Mike Bertarelli walked away from consumer direct after closing $125 million in production and stepped into retail with zero referral relationships and no magic bucket of leads. Three years later, he closed 111 loans for $33 million in production and built a team of seven loan officers. In this episode, Mike and I break down what actually drove that growth: going all in, building confidence before you have all the proof, staying relentlessly visible, and turning every transaction into an opportunity to build your network. Because nobody is coming to hand you the business you want. You have to stop hesitating, believe you are the right person for the job, and go take your shot. Key insights: * The difference between players and pretenders is the space between idea and execution. * Every transaction creates an opportunity to earn your next referral relationship. * Confidence starts with believing you are capable and that you care more! * Consistent communication can become your competitive advantage. * You do not need permission to grow faster than anyone expects. * Define what going all in looks like, then give it everything you have. Are you ready to make it rain? Let’s do this! Guest links: Website https://naf.com/mikebertarelli [https://naf.com/mikebertarelli] Instagram: instagram.com/mikebertarelli [http://instagram.com/mikebertarelli] Facebook: https://www.facebook.com/michael.bertarelli/ [https://www.facebook.com/michael.bertarelli/] 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 [https://shaylagifford.com] and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK [https://kprpwoltlbp.typeform.com/to/WC24kOIK] Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ [https://quiz.shaylagiffordcoaching.com/] Nominate someone to be on the podcast: https://shaylagifford.com/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/

77 | How to Create Opportunity in a "Slow" Market

What do the best loan officers do when business gets harder? They don't wait for opportunity. They learn how to create it. Hey there, Rainmakers! Every loan officer goes through seasons where business feels harder than it should. Markets shift. Buyers hesitate. Referral partners get quieter. This conversation isn't about pretending those seasons don't exist—it's about learning how the best Rainmakers continue creating opportunity anyway. I'm joined by Laura Witte, Georgia's #1 female loan originator and one of the top 1% of mortgage originators in the country. Over the past 25 years, she's built a 100% referral-based business, closed more than $1 billion in career loan volume, and stayed true to one mission: helping more families achieve homeownership. Laura shares the beliefs, habits, and practical strategies that helped her rise from an underdog with no formal education to one of the mortgage industry's most respected leaders. If you're ready to stop waiting for the market to change and start creating opportunities of your own, this episode is for you. Key Insights * Create opportunity by seeing possibilities others overlook. * Diversify your pipeline instead of waiting on one source of business. * Your beliefs shape your actions—and ultimately your results. * Build relationships through generosity, trust, and consistent service. * The best Rainmakers don't wait for opportunity. They create it. Are you ready to make it rain? Let's do this! Guest links: Truth and Lending: https://www.truthandlending.com/ [https://www.truthandlending.com/] Instagram: https://www.instagram.com/truthandlending/ [https://www.instagram.com/truthandlending/] LinkedIn: https://www.linkedin.com/in/laura-sosa-rocha-witte-1852a32/ [https://www.linkedin.com/in/laura-sosa-rocha-witte-1852a32/] 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 [https://shaylagifford.com] and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK [https://kprpwoltlbp.typeform.com/to/WC24kOIK] Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ [https://quiz.shaylagiffordcoaching.com/] Nominate someone to be on the podcast: https://shaylagifford.com/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/

76 | How Loan Officers Can Build a Brand That Converts with Laura Kane

What if the reason your marketing isn't working has nothing to do with how or what you post... and everything to do with the feeling you're creating? Hey there, Rainmakers! When most loan officers think about marketing, they jump straight to social media, videos, newsletters, or the next shiny strategy they saw at a conference. I've been there too. In fact, my natural instinct is to move fast, execute immediately, and build the airplane in the air. But over the last six years, one person has continually challenged me to slow down, think deeper, and create with intention. In this episode, I sit down with my Senior District Marketing Manager, Laura Cane—the brilliant mind behind Catalyst, this podcast, our website, and so much of the experience you've come to know from my brand. Laura shares what she calls the Experience Equation, a simple framework that has completely transformed how I think about marketing, leadership, and creating meaningful connections. Whether you're launching a podcast, teaching classes, building a networking group, or simply trying to become more visible online, this conversation will help you stop chasing everyone else's ideas and start building a brand that truly reflects who you are. Because great marketing isn't about being everywhere. It's about creating an experience people never forget. Key Insights: * Marketing isn't about creating content. It's about creating a feeling. * Every memorable brand begins with intentional design before it ever reaches visibility. * Ask yourself who you're serving, why you're serving them, and how you want them to feel before you launch anything. * Urgency creates inconsistency. Clarity creates confidence. * If your marketing doesn't feel authentic to you, you won't stay consistent long enough to see results. * The strongest relationships are built between the big moments through thoughtful follow-up and consistent communication. Guest Links: LinkedIn: https://www.linkedin.com/in/lauracmacleod/ [https://www.linkedin.com/in/lauracmacleod/] Instagram: https://www.instagram.com/lauracmacleod/ [https://www.instagram.com/lauracmacleod/] 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 [https://shaylagifford.com] and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK [https://kprpwoltlbp.typeform.com/to/WC24kOIK] Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ [https://quiz.shaylagiffordcoaching.com/] Nominate someone to be on the podcast: https://shaylagifford.com/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/

75 | How Katie Stockert Went From 25 Deals to a $40M Pace in Four Years

What happens when you combine passion, conviction, and a willingness to do the hard things everyone else avoids? Hey there, Rainmakers! This week, I’m sitting down with one of my own — Katie Stockert, loan officer on Team Shayla at Guild Mortgage in Fargo, North Dakota. In just four years, Katie has gone from closing 25 deals in her first year to being on pace for $40 million in production. But this story isn’t about luck. It’s about grit, service, and refusing to take shortcuts. Katie shares how growing up without financial privilege shaped the way she serves clients today. She believes every buyer deserves education, transparency, and a plan. That belief has become her competitive advantage. While others avoid difficult files, Katie built her business on helping people find a way forward, even when the answer wasn't immediate. If you've ever felt discouraged by the market, frustrated by difficult clients, or unsure how to stand out, this episode will remind you that authenticity, conviction, and service still win. Key Insights: * Building trust starts with caring deeply about the outcome for every client. * The hardest loans often create the strongest referral opportunities. * People buy conviction, enthusiasm, and certainty before they buy products. * Showing up to closings creates stronger relationships and more referral opportunities. * Clients deserve a plan even when they aren't ready to buy today. Are you ready to make it rain? Let’s do this! Guest Links: LinkedIn: https://www.linkedin.com/in/katie-stockert-526718122/ [https://www.linkedin.com/in/katie-stockert-526718122/] Guild Mortgage: https://branches.guildmortgage.com/nd/westfargo/katie-stockert-373-apkpo.html [https://branches.guildmortgage.com/nd/westfargo/katie-stockert-373-apkpo.html] Instagram: https://www.instagram.com/kstockertmortgage/ [https://www.instagram.com/kstockertmortgage/] Facebook: https://www.facebook.com/p/Katie-Stockert-Mortgage-Lender-NMLS-2068129-100082371025433/ [https://www.facebook.com/p/Katie-Stockert-Mortgage-Lender-NMLS-2068129-100082371025433/] 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 [https://shaylagifford.com] and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK [https://kprpwoltlbp.typeform.com/to/WC24kOIK] Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ [https://quiz.shaylagiffordcoaching.com/] Nominate someone to be on the podcast: https://shaylagifford.com/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/

74 | The Rainmaker Way: My Path to Freedom, Wealth, and a Life You Love

Hey there, Rainmakers! Over the last 22 years, I've gone from being broke, scared, and trying to survive to building a business that has given me freedom, purpose, impact, and experiences I once couldn't even imagine. But none of it happened because I was special. It happened because I kept finding people who had what I wanted and then did everything I could to learn from them. In this episode, I'm sharing what I call The Rainmaker Way—the path that has guided every stage of my growth. From getting fired while working two jobs and struggling to pay rent, to building a thriving mortgage business, creating financial freedom, living abroad with my family, coaching loan officers across the country, and continuing to chase bigger visions. This episode is both a roadmap and a challenge: stop focusing on where you are and start focusing on where you're going. If you're feeling stuck, burned out, frustrated, or wondering what's next, I want you to know there's another level available to you. The key is learning how to expand your vision, develop new skills, and earn the freedoms that make this journey worth it. Key Insights: * Success starts when you find someone who has what you want and learn from them. * Desperation can either hold you back or become the fuel that drives your next breakthrough. * Financial freedom comes before relational freedom, purpose freedom, and time freedom. * Goal setting and tracking are the foundation of growth. * Sales mastery is one of the most valuable skills a Rainmaker can develop. If you're feeling stuck, burned out, or wondering what your next level looks like, this episode is for you. Remember - your next breakthrough starts with a bigger vision. 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 [https://shaylagifford.com] and start leading like the Rainmaker you’re meant to be! Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK [https://kprpwoltlbp.typeform.com/to/WC24kOIK] Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/ [https://quiz.shaylagiffordcoaching.com/] Nominate someone to be on the podcast: https://shaylagifford.com/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/