Welcome to Lending Leadership: the podcast designed for mortgage loan originators who are looking to elevate their careers and gain a competitive edge in the industry. Whether you're a seasoned professional or an aspiring loan officer, this podcast will have you clear to close with valuable insights, expert advice, and jaw-dropping stories from the cutting edge of the mortgage business. Lending Leadership is two powerful shows in one, alternating every week between The Mortgage Pros and The Creative Brief. In The Mortgage Pros, you’ll be guided by the three dynamic partners of HMA Mortgage—Tom Mills, Dave Holland, and Robert Fillyaw—through the real, unfiltered truth about the mortgage industry. With decades of combined experience and close to a million dollars spent on professional coaching (yes, you read that right), our hosts are ready to share their wealth of knowledge and hard-earned wisdom and maybe even reveal a few facepalm-worthy moments that loan officers will not want to miss. In The Creative Brief, we’ll take a step back from the front lines of the mortgage world and show you results-driven marketing processes that every loan officer will want to use on a daily basis. Hosted by Corrine Bibb, VP of Marketing and Rachael Tresch, Director of Brand and Media Relations at HMA Mortgage, this segment is all about bringing a fresh, dynamic perspective to the world of mortgage marketing. You’ll learn the secrets of effective personal branding, social media marketing, and tips and tricks on how to stand out from the competition. Together, Lending Leadership is more than just a podcast; it's a community of mortgage professionals committed to continuous improvement and excellence. Join us each week as we share pre-approved advice and wisdom, explore the mortgage industry's ins and outs, and empower you to achieve career-defining success. In each episode of the podcast, you can expect to find: Fresh Perspectives and Branding Mastery: Our hosts offer unique insights into the mortgage industry, providing a well-rounded view of what it takes to succeed. Learn the secrets of effective branding and marketing from industry experts who share strategies for building a strong brand, creating compelling marketing campaigns, and leveraging digital tools to reach your target audience. Empowering Leadership: Discover what it means to be a strong leader in the mortgage industry. We’ll discuss leadership styles, team management, and creating a work environment that fosters creativity, collaboration, and success. You can expect candid conversations about the challenges you’ll face and what the heck you can do to overcome them. Business Growth Strategies and Navigating Operations: Growing your mortgage business requires a blend of smart marketing, efficient operations, and continuous learning. Our hosts and guests share practical tips and strategies to help you expand your client base, fine-tune your operations, and enhance your overall business performance. Episodes will break down intricate steps and regulations in the mortgage process, offering insights into streamlining operations, ensuring compliance, and delivering exceptional service. Marketing, Tech Trends, and Building Strong Partnerships: Stay ahead of the curve with the latest marketing trends and new tech in the mortgage industry. Learn how to leverage digital marketing, social media, and innovative tools to attract more referral partners and clients. Stay competitive by honing the art of building and maintaining strong relationships with real estate agents, financial advisors, and other key players in the industry. So Lending Leaders, tune in, subscribe, and become a part of the Lending Leadership community. Let’s make the mortgage industry better, one laugh, one lesson, and one episode at a time.
Lending Leadership
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Podcast Overview
Welcome to Lending Leadership: the podcast designed for mortgage loan originators who are looking to elevate their careers and gain a competitive edge in the industry. Whether you're a seasoned professional or an aspiring loan officer, this podcast will have you clear to close with valuable insights, expert advice, and jaw-dropping stories from the cutting edge of the mortgage business. Lending Leadership is two powerful shows in one, alternating every week between The Mortgage Pros and The Creative Brief. In The Mortgage Pros, you’ll be guided by the three dynamic partners of HMA Mortgage—Tom Mills, Dave Holland, and Robert Fillyaw—through the real, unfiltered truth about the mortgage industry. With decades of combined experience and close to a million dollars spent on professional coaching (yes, you read that right), our hosts are ready to share their wealth of knowledge and hard-earned wisdom and maybe even reveal a few facepalm-worthy moments that loan officers will not want to miss. In The Creative Brief, we’ll take a step back from the front lines of the mortgage world and show you results-driven marketing processes that every loan officer will want to use on a daily basis. Hosted by Corrine Bibb, VP of Marketing and Rachael Tresch, Director of Brand and Media Relations at HMA Mortgage, this segment is all about bringing a fresh, dynamic perspective to the world of mortgage marketing. You’ll learn the secrets of effective personal branding, social media marketing, and tips and tricks on how to stand out from the competition. Together, Lending Leadership is more than just a podcast; it's a community of mortgage professionals committed to continuous improvement and excellence. Join us each week as we share pre-approved advice and wisdom, explore the mortgage industry's ins and outs, and empower you to achieve career-defining success. In each episode of the podcast, you can expect to find: Fresh Perspectives and Branding Mastery: Our hosts offer unique insights into the mortgage industry, providing a well-rounded view of what it takes to succeed. Learn the secrets of effective branding and marketing from industry experts who share strategies for building a strong brand, creating compelling marketing campaigns, and leveraging digital tools to reach your target audience. Empowering Leadership: Discover what it means to be a strong leader in the mortgage industry. We’ll discuss leadership styles, team management, and creating a work environment that fosters creativity, collaboration, and success. You can expect candid conversations about the challenges you’ll face and what the heck you can do to overcome them. Business Growth Strategies and Navigating Operations: Growing your mortgage business requires a blend of smart marketing, efficient operations, and continuous learning. Our hosts and guests share practical tips and strategies to help you expand your client base, fine-tune your operations, and enhance your overall business performance. Episodes will break down intricate steps and regulations in the mortgage process, offering insights into streamlining operations, ensuring compliance, and delivering exceptional service. Marketing, Tech Trends, and Building Strong Partnerships: Stay ahead of the curve with the latest marketing trends and new tech in the mortgage industry. Learn how to leverage digital marketing, social media, and innovative tools to attract more referral partners and clients. Stay competitive by honing the art of building and maintaining strong relationships with real estate agents, financial advisors, and other key players in the industry. So Lending Leaders, tune in, subscribe, and become a part of the Lending Leadership community. Let’s make the mortgage industry better, one laugh, one lesson, and one episode at a time.
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Recent Episodes
August 12, 2026
Five Doors Podcasts Open for Your Business Growth and The Art of the Perfect Pitch
<p>Welcome back to Lending Leadership: The Mortgage Pros, where we dive deep into the world of mortgage, real estate marketing, and recruiting through candid conversations and practical advice.</p><p>On today’s episode, we welcomed Sara Lohse, founder of Branded Media, podcast host, strategist, producer, and author. This episode is a must-listen for anyone interested in launching, guesting on, or optimizing their podcast presence—especially in a world flooded with AI-generated pitches and surface-level outreach.</p><p>Sara joins us to unpack the right and wrong ways to pitch yourself for podcast guest spots, the real purpose behind podcasting beyond vanity metrics, and how to maximize the connections and impact you make both as a guest and a host. We tackled everything from the basics of guesting, to call-to-action strategies, to why your microphone etiquette matters, and ways to leverage each episode far beyond its initial post date.</p><p>We also had some real talk on the AI invasion—why relying on bots for outreach is getting worse, and why authentic human connection is still the thing that sets you apart, both for growing your influence and closing actual business.</p><p>Key takeaways:</p><ol><li>Put Audience Value Ahead of Your Bio</li><li>As podcast hosts, our obligation is to our listeners, not the guests. When pitching yourself for podcasts, focus less on your accomplishments and more on exactly what value you can bring to the show’s audience. Personalize pitches by referencing the show’s goals and explaining how your expertise directly serves their listeners 00:00.</li><li>Start with Your "Why" and a Real Call to Action</li><li>Guesting is a great entry point into podcasting, but don’t overlook the homework. Know why you want to be on a specific show and have a clear, audience-oriented call to action something that gives rather than asks, like a free resource, newsletter signup, or helpful guide. Don’t jump straight to promoting your product or services 06:01.</li><li>Lead with Generosity and Authenticity</li><li>Service-oriented industries like mortgage and real estate are built on relationships. Bring a spirit of giving when you show up, offer value, provide free resources, and focus on genuine connection. Transactional, self-centered pitches or AI-generated messages only alienate hosts and their audiences 09:14.</li><li>Effort Compounds Preparation and Follow-Up Matter</li><li>Invest in a decent mic, record in a quiet space, and respect the production value of shows you appear on. But don’t stop there: capitalize on each appearance by sharing your episode, converting it into blogs and social media snippets, and nurturing your connection with hosts and their networks. True momentum in podcasting comes from effort before, during, and after you’re on air 11:53.</li><li>Success Isn’t Just Numbers Focus on Connection and Long-Term Impact</li><li>Podcasting isn’t about collecting downloads like trophies; it’s about opening doors: building authority, cultivating relationships, increasing conversions through touchpoints, gaining longevity for your ideas, and reaching targeted audiences. The average episode gets 27 downloads in its first week. Imagine those people in your living room, not a stadium. Changing your perspective on what “success” looks like can energize your strategy and long-term business impact 16:01.</li></ol><br/><p>Whether you’re just curious about starting a podcast, looking to guest more effectively, or want to overhaul how you pitch yourself, today’s deep dive with Sara Lohse is packed with actionable insights you can put to use right away. And if you want to guest on Lending Leadership, take Sara’s advice: craft a thoughtful pitch, and we just might read it!</p>
August 5, 2026
Stand Out and Scale Up: Essential Mindset and Methods for Modern Mortgage Pros
<p>Welcome back to Lending Leadership, your trusted resource for real-world guidance and inspiration in the mortgage space.</p><p>Today, we dive deep into the realities and opportunities loan officers face in building authentic relationships, personal branding, and leveraging modern tools without losing sight of what really drives business: human connection.</p><p>Joining us is Geoff, an industry veteran and the creator of the longstanding Mortgage Marketing Radio podcast. Rachel Tresch and Geoff explore how vulnerability, community, and strategic use of education can transform your mortgage business and strengthen both personal and professional growth.</p><p><strong>In this episode, we cover:</strong></p><ul><li>The value of authenticity online (and off)</li><li>Navigating hardships and sharing your story</li><li>Why "vendor" thinking is holding you back and how to move toward partnership</li><li>Proven ways to scale your reach in local markets</li><li>How to make the most of technology and AI without sacrificing connection</li><li>The launch of Geoff's new resource hub: swipethevault.com</li></ul><br/><p><strong>Key takeaways:</strong></p><ol><li><strong>Authenticity Attracts Real Connections</strong></li><li>We discuss how sharing your true story and embracing life’s challenges fosters genuine engagement in a world obsessed with highlight reels. When you open up (even about struggles like health battles or setbacks), you build credibility and create opportunities to relate on a human level. (03:11–04:19)</li><li><strong>Move from Vendor to Partner Through Education</strong></li><li>It's time to ditch the “vendor” mindset if you want meaningful, lasting referrals. We break down a practical “prospecting pyramid,” showing how leading with educational content, hosting events, or sharing tools that solve real realtor problems cements you as a valuable partner not just another product-pusher. (19:02–24:29)</li><li><strong>Leverage the Power of One-to-Many</strong></li><li>Growing your business isn’t about cold calling one agent at a time. Get “5-mile famous” by running educational workshops or classes, allowing you to impact a roomful of agents, foster group momentum, and multiply your influence without burning out. (25:03–28:41)</li><li><strong>Technology and AI Are Tools Not a Substitute for Human Touch</strong></li><li>While AI and tech can accelerate some processes, they can’t replace authentic communication, strong follow-up, and relationship-nurturing. We emphasize doing “connection activities” during prime business hours and saving tech tinkering for off times so you don’t lose business-building moments to distraction. (15:09–16:28)</li><li><strong>Invest in Yourself and Surround Yourself with the Right People</strong></li><li>Whether you’re stuck or just ready to level up, seek coaching, attend events, and build a circle of peers who inspire you to stretch past self-doubt. Even the best coaches have coaches! Building a support system is critical for sustained growth and resilience in business and life. (33:00–34:23)</li></ol><br/><p>We hope this conversation inspires you to show up vulnerably and strategically for yourself and your business. And, don’t forget to check out Geoff’s new resource,<a href="http://swipethevault.com" rel="noopener noreferrer" target="_blank"> </a><u><a href="http://swipethevault.com" rel="noopener noreferrer" target="_blank">swipethevault.com</a></u>, for tangible, actionable ideas you can implement right away.</p>
July 29, 2026
How to Stop Overcomplicating Prospecting and Build Better Relationships
<p>Welcome back to Lending Leadership!</p><p>Today’s episode is all about prospecting with a twist–specifically, how to stop overcomplicating sales outreach and start leveraging authentic relationships to drive real results. We’re thrilled to welcome Michelle Mikel, the dynamic founder of Drivers and Levers, keynote speaker, and coach who specializes in teaching sales professionals (and entrepreneurs like us) how to prospect better online, not just by sending more messages, but by connecting as real people.</p><p>From competitive swimming to rewriting the rules of outbound sales, Michelle Mikel brings her unique perspective on discipline, reverse engineering your goals, and making every single connection count. We dive into the psychology of prospecting, the value of knowing your personality profile, and how serving others is at the heart of any successful sales approach, whether you’re a mortgage pro, a CPA, or anyone trying to create new opportunities.</p><p>Here’s what we cover in this energizing and real conversation:</p><ul><li>The origin story of Drivers and Levers and why overcomplicating sales is hurting business owners</li><li>The power of reverse engineering your goals (drawing inspiration from swimming a mile, not just running one!)</li><li>Why authentic relationships matter more in prospecting now than ever before and how to move beyond a purely transactional mindset</li><li>The importance of knowing your own (and your clients’) personality profile and tailoring your outreach accordingly</li><li>Integrating faith, purpose, and service into business for a more fulfilling and impactful sales practice</li></ul><br/><p>Key takeaways:</p><ol><li><strong>Simplicity Sells: Reverse Engineer for Results</strong></li><li>We talk about how Michelle applies the lessons of athletic discipline to sales specifically, by working backward from your end goal to map out the exact steps required to get there. Rather than overcomplicating outreach, knowing what you want and reverse engineering your prospecting keeps you focused and removes the overwhelm (02:40 – 07:13).</li><li><strong>Relationships Over Transactions, Every Time</strong></li><li>The common denominator in successful sales isn’t fancy scripts or endless social media hacks. We explore how real connections and community unlock opportunity and why networking, referrals, and genuine conversations will always outpace cold, transactional pitches (09:11 – 14:41).</li><li><strong>Tailor Your Approach to Your Personality (and Theirs)</strong></li><li>Not everyone prospects the same way, and that’s okay. By understanding and leveraging your own DISC profile (and those of your team or clients), you can play to your strengths and shore up your weak spots. We swap stories on how Ds, Is, Ss, and Cs all need a different approach to feel authentic and effective in sales outreach (17:23 – 23:28).</li><li><strong>Service and Faith at the Core of Sales</strong></li><li>For us, the foundation is service, seeing prospecting as an act of service rather than a hunt for a “kill.” We reflect on how integrating faith and finding purpose in our work leads to deeper fulfillment, genuine impact, and yes, better business outcomes (30:34 – 36:00).</li><li><strong>Human Connection Beats AI Every Time</strong></li><li>While AI tools have their place, nothing replaces the human touch in outreach. The most potent prospecting happens when your message sounds and feels like you researched, personal, and real. That’s what stands out in a noisy digital world and wins meetings (and hearts) (39:20 – 41:00).</li></ol><br/><p>This episode is a reminder that prospecting isn’t just about numbers; it's about relationships, service, and showing up as your authentic self. Grab your notebook, lean into the simplicity, and get ready to prospect with purpose!</p><p>Don’t forget to check out Michelle Mikel’s book “<u><a href="https://a.co/d/0hLQjOGH" rel="noopener noreferrer" target="_blank">The Black Line,”</a></u> her social channels, and her <u><a href="https://open.spotify.com/show/0feIdRNdbBBmZiX8q8lx0Q?si=55016e8768cd4cfd" rel="noopener noreferrer" target="_blank">podcast</a></u>. Subscribe, follow, and double-dog dare yourself to try a new prospecting approach this week!</p>
96 total episodes available
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Lindsay LaBonte
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Mike Whiteaker
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Larry Roberts
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Trevor York
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Robert Fillyaw
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This podcast updates daily.
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This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
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Yes, this podcast regularly features guests.
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