Lend and Lead

SE01 E39 Top Mortgage Producers Treat Customer Service Like A Sales System | Cooper Skelton

From 175 rejected applications to $44 million in volume — Cooper Skelton of Revolution Mortgage is the loan officer they told would never survive this industry, and he just proved every single one of them catastrophically wrong. In five relentless years, Cooper built one of the most vertically integrated mortgage branches in the country, closing $20 million in pure purchase referrals in year one alone, with no shortcuts, no gimmicks, and zero social media vanity plays. This is not a lucky story. This is a masterclass in obsessive process, radical financial integrity, and building a referral empire that runs itself. 🎬 The Rejected Applicant Who Out Closed The Market From 175 rejection emails to $44M in five years — the mindset behind the grind 🏛️ The Vertically Integrated Branch Blueprint Designated underwriters, incentivised processors, and a five star closing system that locks in realtor loyalty forever 🤝 The Referral Architecture Nobody Talks About How 31 agents across four states send Cooper 50 to 80 percent of their wallet — and never leave 🧠 The ChatGPT Borrower Shift and the Future of Mortgage Lead Generation Why five star reviews, financial literacy content, and AI search are replacing cold prospecting entirely If you are a first time home buyer, a real estate agent hunting for a lender who actually delivers, or a loan officer ready to stop surviving and start scaling — this episode will permanently change how you operate. You can get in touch with Cooper Skelton here on LinkedIn: https://www.linkedin.com/in/cooper-skelton-a333b0141/ Website: https://www.revolutionmortgage.com/loan-officer/1923965/digital-business-card I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.  – Sam and the Lend & Lead podcast team Connect with Sam Abazari on LinkedIn: https://www.linkedin.com/in/samabazari/  Visit the Level Up LO community: https://www.skool.com/level-up-lo/about?ref=2cb859523a28420d8762609bd56c7694 Listen to Lend & Lead on these podcast platforms:  Spotify: https://open.spotify.com/show/1RQyoXtGzt5yOC9TZjYvBk  Apple Podcasts: https://podcasts.apple.com/us/podcast/lend-and-lead/id1832440770  Amazon Podcasts: https://music.amazon.com/podcasts/9605275b-9baf-4ea7-a6a5-14740bfc92ff/lend-and-lead #loanofficer #mortgagebroker #realestateprofessionals #leadgeneration #salescoaching #mortgageloans #mortgagetips #realtorrelationships #loansales #lendingindustry #closemoredeals #usrealestate #mortgagecareer #referralstrategies #loanofficercommunity #lendandlead Lend & Lead is a podcast for loan officers who want to grow, win more business, and stay ahead in today’s mortgage market. Hosted by Sam Abazari, each episode features honest conversations, practical sales tips, and real stories from the front lines of lending. Whether you’re new to the industry or a seasoned pro, you’ll find ideas you can actually use - from building stronger realtor partnerships to generating more consistent leads and getting to the closing table faster. Sam also runs the Level Up LO community, where he shares free content and tools to help loan officers take action and level up their results. Tune in weekly, and get the support, strategy, and mindset you need to lead in your market; no fluff, just what works.

SE01 E38 The Relationship System That Creates Lifelong Referrals | Pamela Riesenberg

The mortgage industry is filled with outdated strategies, broken prospecting systems, and uncomfortable truths nobody tells new loan officers… yet Pamela Riesenberg has quietly built a $25M per year business by rejecting the noise and mastering one overlooked strategy: education over selling. This episode exposes the hidden truth behind lead generation, high conversion, and relationship-driven growth in real estate and mortgage businesses. With over 35 years in finance and currently at loanDepot, Pamela reveals how teaching realtors, building trust, and adapting to modern buyer behavior helped her dominate a competitive market without chasing every lead. This is not theory. This is battle-tested strategy. 🎯 What you’ll learn in this episode: 🔹 The Education Advantage – Turn teaching into lead generation 🔹 The 87 Percent Conversion System – Warm leads that actually close 🔹 The Realtor Filter Strategy – Work only with top performers 🔹 The Modern Loan Officer Blueprint – AI, social media, community Pamela breaks down how she generates consistent referrals, builds long-term client loyalty, and even gets business from past clients’ children. From mastering discovery calls to shifting away from rate-based selling, this episode is packed with practical frameworks you can apply immediately. If you are a loan officer, mortgage broker, real estate agent, or financial professional, this conversation will completely change how you think about growth, trust, and client relationships in today’s digital-first world. 🔗 Connect with Pamela Riesenberg: Website: https://www.loandepot.com/loan-officers/priesenberg LinkedIn: https://www.linkedin.com/in/pamelariesenberg/ 🚀 If you're serious about building a scalable, referral-driven business, this is your blueprint for the next decade. I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.  – Sam and the Lend & Lead podcast team Connect with Sam Abazari on LinkedIn: https://www.linkedin.com/in/samabazari/  Visit the Level Up LO community: https://www.skool.com/level-up-lo/about?ref=2cb859523a28420d8762609bd56c7694 Listen to Lend & Lead on these podcast platforms:  Spotify: https://open.spotify.com/show/1RQyoXtGzt5yOC9TZjYvBk  Apple Podcasts: https://podcasts.apple.com/us/podcast/lend-and-lead/id1832440770  Amazon Podcasts: https://music.amazon.com/podcasts/9605275b-9baf-4ea7-a6a5-14740bfc92ff/lend-and-lead #loanofficer #mortgagebroker #realestateprofessionals #leadgeneration #salescoaching #mortgageloans #mortgagetips #realtorrelationships #loansales #lendingindustry #closemoredeals #usrealestate #mortgagecareer #referralstrategies #loanofficercommunity #lendandlead Lend & Lead is a podcast for loan officers who want to grow, win more business, and stay ahead in today’s mortgage market. Hosted by Sam Abazari, each episode features honest conversations, practical sales tips, and real stories from the front lines of lending. Whether you’re new to the industry or a seasoned pro, you’ll find ideas you can actually use - from building stronger realtor partnerships to generating more consistent leads and getting to the closing table faster. Sam also runs the Level Up LO community, where he shares free content and tools to help loan officers take action and level up their results. Tune in weekly, and get the support, strategy, and mindset you need to lead in your market; no fluff, just what works.

SE01 E37 Rock Bottom To Niche Dominance By Going All In On Builders | John Langdon

John Langdon is a Mortgage Loan Originator at Union Home Mortgage based in Dothan, Alabama. He has built one of the most quietly dominant construction to permanent loan businesses in the Southeast, scaling to 50 leads per month through just five builders and five top producing real estate agents. He also runs Whatever It Takes Addiction Prevention, a nonprofit delivering fentanyl education to grades six through twelve across Alabama public schools. What you will explore in this episode 🎯 The Faith Reset That Rebuilt Everything: From rock bottom to 83 units in two years 🏗️ The One Time Close Niche Nobody Is Fighting For: VA construction perm and manufactured housing 🤝 The Builder Loyalty Blueprint: Why five builders beat fifty agents every time 📋 The Business Plan Move That Wins Referral Partners: One page, thirty minutes, total trust If you are a loan officer stuck in the commodity trap, a builder looking for a lending partner who actually delivers, or someone who believes their past disqualifies them from greatness, this episode was made for you. John proves that structure, faith, intentionality and one powerful niche can completely rewrite your story. You can get in touch with John Langdon here on LinkedIn: https://www.linkedin.com/in/john-langdon-b4848b1a5/ Website: https://www.uhm.com/jlangdon/ I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.  – Sam and the Lend & Lead podcast team Connect with Sam Abazari on LinkedIn: https://www.linkedin.com/in/samabazari/  Visit the Level Up LO community: https://www.skool.com/level-up-lo/about?ref=2cb859523a28420d8762609bd56c7694 Listen to Lend & Lead on these podcast platforms:  Spotify: https://open.spotify.com/show/1RQyoXtGzt5yOC9TZjYvBk  Apple Podcasts: https://podcasts.apple.com/us/podcast/lend-and-lead/id1832440770  Amazon Podcasts: https://music.amazon.com/podcasts/9605275b-9baf-4ea7-a6a5-14740bfc92ff/lend-and-lead #loanofficer #mortgagebroker #realestateprofessionals #leadgeneration #salescoaching #mortgageloans #mortgagetips #realtorrelationships #loansales #lendingindustry #closemoredeals #usrealestate #mortgagecareer #referralstrategies #loanofficercommunity #lendandlead Lend & Lead is a podcast for loan officers who want to grow, win more business, and stay ahead in today’s mortgage market. Hosted by Sam Abazari, each episode features honest conversations, practical sales tips, and real stories from the front lines of lending. Whether you’re new to the industry or a seasoned pro, you’ll find ideas you can actually use - from building stronger realtor partnerships to generating more consistent leads and getting to the closing table faster. Sam also runs the Level Up LO community, where he shares free content and tools to help loan officers take action and level up their results. Tune in weekly, and get the support, strategy, and mindset you need to lead in your market; no fluff, just what works.

SE01 E36 Referrals vs Direct Leads - What Actually Builds a Scalable Loan Business | Benjamin Stef

The uncomfortable reality about “working harder” in mortgages… it’s a lie. The top 1% aren’t grinding more, they’re playing a completely different game. While most chase rate shoppers and post generic content, a small group is engineering demand, owning niches, and turning content into deal flow on autopilot. This episode breaks that illusion wide open. ⚠️ In this episode, Benjamin Stef from Funding Freedom shares how he rebuilt his business model from scratch and unlocked consistent inbound opportunities by thinking like a marketer, not just a loan officer. This is a deep dive into modern mortgage strategy, attention economics, and niche domination. 🎯 What you’ll explore: 🎙️ Why Most Content Quietly Fails 🎙️ The Psychology Behind Investor Clients 🎙️ Turning One Video Into 10 Assets 🎙️ Building a Referral Engine That Compounds 🌐 Connect with Benjamin Stef: Website: http://www.fundingfreedom.net/ LinkedIn: https://www.linkedin.com/in/benjamin-stef-b0b741275/ I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.  – Sam and the Lend & Lead podcast team Connect with Sam Abazari on LinkedIn: https://www.linkedin.com/in/samabazari/  Visit the Level Up LO community: https://www.skool.com/level-up-lo/about?ref=2cb859523a28420d8762609bd56c7694 Listen to Lend & Lead on these podcast platforms:  Spotify: https://open.spotify.com/show/1RQyoXtGzt5yOC9TZjYvBk  Apple Podcasts: https://podcasts.apple.com/us/podcast/lend-and-lead/id1832440770  Amazon Podcasts: https://music.amazon.com/podcasts/9605275b-9baf-4ea7-a6a5-14740bfc92ff/lend-and-lead #loanofficer #mortgagebroker #realestateprofessionals #leadgeneration #salescoaching #mortgageloans #mortgagetips #realtorrelationships #loansales #lendingindustry #closemoredeals #usrealestate #mortgagecareer #referralstrategies #loanofficercommunity #lendandlead Lend & Lead is a podcast for loan officers who want to grow, win more business, and stay ahead in today’s mortgage market. Hosted by Sam Abazari, each episode features honest conversations, practical sales tips, and real stories from the front lines of lending. Whether you’re new to the industry or a seasoned pro, you’ll find ideas you can actually use - from building stronger realtor partnerships to generating more consistent leads and getting to the closing table faster. Sam also runs the Level Up LO community, where he shares free content and tools to help loan officers take action and level up their results. Tune in weekly, and get the support, strategy, and mindset you need to lead in your market; no fluff, just what works.

SE01 E35 Top Producers Replace Their Network Every Year And Grow Faster | Tyler Hodgson

In this episode, Tyler Hodgson exposes the hidden truth behind building a $70M personal production business, scaling a $420M branch, and why most loan officers are stuck using strategies that no longer work in today’s market. Featuring Tyler Hodgson, founder of NXT Mortgage and a top-producing loan officer, this conversation breaks down the real playbook behind sustainable growth, relationship-driven sales, and the systems that actually scale in modern mortgage and real estate businesses. From getting denied his first mortgage to building one of the largest broker shops in Texas, Tyler shares the exact frameworks, mindset shifts, and strategies that separate top 1% performers from everyone else. ⚙️ What you will explore: 🎯 Building a $70M production engine without burnout 📈 The “vintage realtor” strategy nobody talks about 🔥 Social media vs cold calling truth for loan officers 💡 Scaling to $420M without operational chaos This episode is packed with actionable insights on mortgage business growth, real estate lead generation, sales systems, personal branding, and building long-term referral pipelines. Whether you're a loan officer, mortgage broker, real estate agent, or entrepreneur, this is a masterclass in modern business strategy. Connect with Tyler Hodgson: LinkedIn: https://www.linkedin.com/in/tyler-hodgson-4816008b/ Website: http://www.nxtmortgage.com/ I hope you enjoy this episode! Give it a like, share, and subscribe to not miss the content coming your way weekly.  – Sam and the Lend & Lead podcast team Connect with Sam Abazari on LinkedIn: https://www.linkedin.com/in/samabazari/  Visit the Level Up LO community: https://www.skool.com/level-up-lo/about?ref=2cb859523a28420d8762609bd56c7694 Listen to Lend & Lead on these podcast platforms:  Spotify: https://open.spotify.com/show/1RQyoXtGzt5yOC9TZjYvBk  Apple Podcasts: https://podcasts.apple.com/us/podcast/lend-and-lead/id1832440770  Amazon Podcasts: https://music.amazon.com/podcasts/9605275b-9baf-4ea7-a6a5-14740bfc92ff/lend-and-lead #loanofficer #mortgagebroker #realestateprofessionals #leadgeneration #salescoaching #mortgageloans #mortgagetips #realtorrelationships #loansales #lendingindustry #closemoredeals #usrealestate #mortgagecareer #referralstrategies #loanofficercommunity #lendandlead Lend & Lead is a podcast for loan officers who want to grow, win more business, and stay ahead in today’s mortgage market. Hosted by Sam Abazari, each episode features honest conversations, practical sales tips, and real stories from the front lines of lending. Whether you’re new to the industry or a seasoned pro, you’ll find ideas you can actually use - from building stronger realtor partnerships to generating more consistent leads and getting to the closing table faster. Sam also runs the Level Up LO community, where he shares free content and tools to help loan officers take action and level up their results. Tune in weekly, and get the support, strategy, and mindset you need to lead in your market; no fluff, just what works.