For the past 10 years, Todd Bookspan, Dave Savage, and Deborah Byrd have been hosting conversations with industry leaders, authors, coaches, and sales experts to help you grow.
This is your chance to learn and interact with the best of the best!
Becoming A Local Expert: Realtor CE Classes | Kathryn Pedersen
What would make a real estate agent call you when a mortgage question comes up?
For Kathryn Pedersen, teaching has helped build that trust over years of serving her community. In this episode of the Win by Noon Friday Mastermind, she joins Dave Savage and Deborah Byrd to explain how Realtor continuing education classes fit into her approach to building relationships.
Kathryn shares why a class with two or three agents can still be worthwhile, how she chooses topics that solve problems for managing brokers, and why newer agents deserve your attention. She also walks through the follow-up that keeps a conversation going after class, from delivering applicable completion materials to answering a question that needs more time.
The discussion covers preparation, updating course material, and earning credibility while being comfortable saying you need to research an answer. Kathryn is clear that this is a strategy that develops over time, with consistent teaching and service at its center.
You’ll also hear about her community education work, her Building Bigger Lives podcast with Michael Regan, and the small habits she uses to support her own growth.
12 Oct 2026
Why Consistency and Tracking Wins | Brian Manning
What belongs in a loan officer’s calendar before the day fills up?
Brian Manning joins Dave Savage to walk through his approach to Realtor relationships, personal outreach, and daily follow-up.
Brian explains why his educational luncheons begin with an agent’s business problem rather than a mortgage product. He shares how he follows those events with useful resources and direct conversations, why he asks for the business, and how he keeps his message consistent across different interactions.
The conversation also gets specific about execution: a protected 10 a.m. to noon priority block, a Friday goal of 100 short personal videos, and a daily call sequence built around loan milestones, referrals, upcoming closings, and unconverted prospects.
Dave and Brian discuss what to measure beyond production, why outreach needs a place on the calendar, and how to keep improving after a presentation or event falls short.
Brian closes with the principles behind his approach: accept that failure is part of learning, advise clients as you would family, and keep investing in your own development.
2 Oct 2026
Don’t Work More. Make the Work Matter More. | Ryan Kiefer
What counts as a meaningful conversation with a referral partner?
Ryan Kiefer joins Todd Bookspan, Dave Savage, and Deborah Byrd on the Loan Officer Mastermind to explain why his Q4 plan starts with two quality conversations each working day, rather than another push to simply make more calls.
Drawing on a personal experience that changed how he thinks about time, Ryan shares his Paid Attention framework: notice what is happening in someone’s world, ask useful questions, listen closely, and find a relevant way to help.
The conversation covers choosing who to call, opening with curiosity instead of a pitch, moving beyond “just checking in,” and identifying a clear next step. Ryan also shares his simple M/O tracking approach and explains why a conversation does not need to produce an immediate referral to move a relationship forward. Pasted markdown Pasted markdown
For loan officers and mortgage leaders planning their next quarter, this episode offers a specific practice to test: make the next two conversations worth having.
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