The Mortgage Rainmaker Podcast

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/

73 | My System to Get More Realtors, Referrals, and Closings with Dino Rosetti

Hey there, Rainmakers! For years, I thought I was building a business when I was really just chasing transactions. Every time my pipeline got light, I would scramble. Every time it filled up, I'd stop prospecting and focus on closing loans. It felt exhausting, unpredictable, and completely dependent on what happened next. In this episode, I sit down with my friend and fellow Catalyst coach, Dino Rosetti. Together, we unpack The Realtor Lighthouse—a powerful system designed to help loan officers uncover their true value, create meaningful conversations with agents, and build relationships that lead to consistent referrals and long-term business growth. This isn't about buying leads, chasing agents, or hoping someone calls you back. It's about becoming the kind of partner agents want to work with. Key Insights: * Most loan officers are chasing transactions when they should be building referral partners. * If you're unclear on your value, you'll struggle to confidently attract referral partners. * The Realtor Lighthouse helps agents uncover their unique strengths, positioning, and opportunities for growth. * Loan officers often stay stuck in the friend zone because they stop selling their value. * A realtor acquisition plan creates consistency and eliminates the feast-or-famine cycle. You don't need another deal. You need another great referral partner. PLUS! Catalyst enrollment is now open But only June 10-19th! Signup today: https://shaylagifford.com/catalyst/ [https://shaylagifford.com/catalyst/] Catalyst isn’t just another coaching program. It’s where ambition meets action. Inside you’ll get: ✅ Live coaching ✅ Proven accountability systems ✅ Productivity + growth strategies ✅ A powerhouse community that won’t let you play small Guest Links LinkedIn: https://www.linkedin.com/in/dinorosetti/ [https://www.linkedin.com/in/dinorosetti/] Instagram: https://www.instagram.com/dinorosetti/ [https://www.instagram.com/dinorosetti/] The Realtor Lighthouse: https://app.reallighthouse.com [https://app.reallighthouse.com] 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/

72 | The Young Rainmaker Playbook with Kei Kullberg

What if the life you're chasing isn't built by working harder—but by getting crystal clear on what you're building and why? Hey there, Rainmakers! This week, I sit down with Kei Kullberg, a young mortgage leader who's already built an incredible foundation—personally, professionally, and financially. But what impressed me most wasn't his production. It was his vision. Kei shares how coaching changed everything, how he and his wife have built a portfolio of seven real estate units before age 30, and why he's obsessed with creating wealth that lasts beyond commissions. This conversation is a masterclass in intentional growth, disciplined action, and building a business that supports your life instead of consuming it. If you've been feeling stuck, plateaued, or unsure about your next level, I hope this episode reminds you that the biggest breakthroughs happen when you stop reacting to life and start leading it. Key Insights: * Vision creates discipline. * Coaching accelerates growth. * Action builds momentum. * Simple systems scale. Are you ready to make it rain? Let's do this! Guest links: LinkedIn: https://www.linkedin.com/in/kei-kullberg/ Instagram: https://www.instagram.com/kei_themortgageguy/?hl=en Facebook: https://www.facebook.com/keithemortgageguy/ PLUS! Catalyst enrollment is now open But only June 10-19th! Signup today: https://shaylagifford.com/catalyst/ [https://shaylagifford.com/catalyst/] Catalyst isn’t just another coaching program. It’s where ambition meets action. Inside you’ll get: ✅ Live coaching ✅ Proven accountability systems ✅ Productivity + growth strategies ✅ A powerhouse community that won’t let you play small 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/