69 | The Mortgage Referral Playbook Nobody Teaches with James Allen

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/

71 | Sales and Leadership Habits That Make Winning Inevitable with Chris Vinson

What does effective leadership actually look like in a high-pressure, relationship-driven industry? Hey there, Rainmakers! In this episode of The Mortgage Rainmaker Podcast, I sit down with mortgage industry veteran, coach, speaker, and entrepreneur Chris Vinson for a practical conversation on leadership, growth, customer experience, and what actually separates great professionals in this business. Chris has worked nearly every angle of the mortgage industry — underwriting, operations, originating, brokerage ownership, banking leadership, coaching, and speaking — and one thing became crystal clear in this conversation: the people who win long term are the ones who stay intentional about the details. We also unpack the “purple cow” concept, what it really takes to become memorable in today’s market, and the powerful “casino report” exercise leaders can use to evaluate customer experience, identify blind spots, and create the kind of service people never forget. Key Insights * Consistency creates trust faster than talent. * The little details can be the biggest differentiators. * The two things you can track to boost your team's performance. * The “casino report” is a powerful tool you can start using today. * Why it's baskets not hoops that matter. If you want practical leadership strategies you can immediately apply to your business, team, and client relationships — this episode delivers. Guest Links: Coaching with Chris: https://coachingwithchrisvinson.com/ [https://coachingwithchrisvinson.com/] Chris Vinson LinkedIn: https://www.linkedin.com/in/chris-vinson-b7195248/ [https://www.linkedin.com/in/chris-vinson-b7195248/] Chris Vinson Instagram: https://www.instagram.com/chrisvinson72/ [https://www.instagram.com/chrisvinson72/] Are you ready to make it rain? Let’s do this! 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 [https://us02web.zoom.us/meeting/register/LhmbR3JDSRGgrgQv7suE5w#/registration] 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/

70 | Why Relationship-Driven Loan Officers Are Winning Right Now with Katie Skaggs

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/ [https://practicalmtg.com/] Instagram: https://www.instagram.com/cltmortgagematchmaker/ [https://www.instagram.com/cltmortgagematchmaker/] Facebook: https://facebook.com/katie.medlin.3 [https://facebook.com/katie.medlin.3] LinkedIn: https://www.linkedin.com/in/katiemedlin/ [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 [https://us02web.zoom.us/meeting/register/LhmbR3JDSRGgrgQv7suE5w#/registration] 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/

69 | The Mortgage Referral Playbook Nobody Teaches with James Allen

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