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Lending Leadership

HMA Mortgage

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Building a successful mortgage career takes more than knowing how to close a loan. It takes a recognizable personal brand, strong referral relationships, smart marketing, and the right people in your corner. Welcome to Lending Leadership, the podcast for mortgage loan officers who want to grow their business, expand their influence, and build a career with staying power. Hosted by Rachael Tresch, Director of Sales and Marketing Strategy at HMA Mortgage, this show brings practical strategies, fresh perspectives, and candid conversations to the opportunities and challenges mortgage loan originators face every day. Whether you’re establishing yourself as a loan officer, growing an established book of business, or wondering whether your current mortgage company is the right fit for your future, you’re in the right place. Each episode will help you think more strategically about how you show up, who you build relationships with, and what you need to reach your next level. Build a brand people remember. In a business built on relationships, your reputation starts taking shape long before a borrower fills out an application. Explore personal branding, mortgage marketing, social media, video, and storytelling strategies that help you communicate your value and stay top of mind. Learn how to share your expertise in ways that feel authentic, connect with your audience, and give people a reason to choose you. Strengthen the relationships that grow your business. A strong referral network takes more than exchanging business cards and asking real estate agents to send you their next buyer. We’ll explore how mortgage loan officers can become valuable partners, create meaningful connections, and nurture relationships with agents, borrowers, and their communities. From that first introduction to the follow-up after closing, discover ways to build trust that lasts beyond a single transaction. Turn good ideas into consistent action. Knowing you should market yourself and finding time to do it are two different things. Lending Leadership connects strategy with the daily reality of being a loan officer. Expect conversations about creating content, developing consistent habits, using digital tools, and making business development part of your routine—even when your pipeline demands your attention. Develop your leadership and confidence. Leadership isn’t reserved for branch managers and executives. It shows up in how you guide borrowers, communicate with referral partners, collaborate with your team, and take ownership of your growth. Rachael and her guests share lessons, experiences, and honest perspectives to help you navigate challenges, strengthen your voice, and become the kind of professional people trust. Think bigger about where you build your career. Your ambition matters. So does the environment around you. Through conversations with HMA Mortgage team members and industry guests, you’ll get a closer look at the people, culture, and approach behind HMA. We’ll explore the questions loan officers should be asking about leadership, collaboration, marketing support, and opportunities for growth—and why finding the right company can be an important part of your next chapter. Along the way, expect real stories, useful takeaways, a few laughs, and honest discussions about what it takes to build a mortgage business you’re proud of. Because a successful career should reflect both the goals you want to reach and the way you want to work. If you’re a mortgage loan officer looking for your next opportunity, we’d love for you to get to know HMA Mortgage. Listen in, meet the people behind the company, and consider what your future could look like as part of our team. Visit hmamortgage.com to learn more and connect with us about career opportunities. Subscribe to Lending Leadership and let’s get your next move clear to close.

Recent Episodes

OCT 28, 2026
The Future of Mortgage Marketing: Leveraging AI, Meta, and LinkedIn for Unmatched Visibility
Welcome back to Lending Leadership! Today’s episode dives into the future of visibility in business and why earning attention and business means playing by a whole new set of rules. We’re thrilled to welcome Jaden Bottarini, founder of Bottarini Marketing Group, who’s helping companies navigate seismic shifts in digital marketing. Jaden shares his remarkable journey from national gymnast to innovative entrepreneur, revealing how sports discipline shaped his relentless, adaptive business mindset. In our conversation, we explore the rapidly changing landscape of digital visibility, especially the rise of AI engine optimization (AEO) and why ranking on AI-powered search platforms like ChatGPT and Gemini is quickly becoming more critical than traditional SEO or paid ads. We talk about persistence, scrappiness, the power of micro-niches, and actionable steps anyone can take today to future-proof their marketing with no huge budget required. Key takeaways: From Athlete to Entrepreneur: Jaden Bottarini shared how his background as a high-level gymnast and the influence of mentors like Tony Robbins fueled his drive and approach to business not just as a career, but as a lifelong sport where there’s always room to grow and learn. Persistence Pays Off: We discussed Jaden's first big opportunity, which came through relentless pursuit, emailing, calling, and showing up at a local golf club until they gave him a shot. His willingness to hear "no" again and again paid off with a critical break, underscoring the importance of tenacity and a “no shame, ask anyway” attitude. The Rise of AEO (AI Engine Optimization): Jaden detailed why optimizing for AI-powered platforms like ChatGPT is now essential: People looking for services today often turn to AI chat engines with highly specific queries, and ranking in the top three results is the new gold standard for lead generation, often more valuable and cost-effective than paid ads. Micro-Niching for Maximum Impact: The power of specificity can’t be overstated. We explored how businesses need to drill down to their micro-niche, targeting the exact area and type of client they want rather than trying to be everything to everyone. This harnesses the precision of modern AI and search platforms to deliver warmer, higher-intent leads. Actionable Tips for Getting Started: Jaden gave us practical advice: optimizing your LinkedIn profile and Google reviews are two of the fastest, no-cost ways to improve your business’s digital “signals” for AI and search engines. Be sure reviews are detailed and specific to the service provided, and keep LinkedIn updated with wins, years in business, and robust company information. In essence, digital visibility is moving fast, and as Jaden reminded us, those who play by yesterday’s rules risk getting left behind. Whether you’re just starting out or running an established business, now is the time to lean into these new strategies and ensure you’re the one AI recommends first. Thanks for joining us on Lending Leadership, where we talk about tomorrow’s mortgage and business landscape today. Mentioned in this episode: Discover the HMA Difference Lending Leadership is powered by HMA Mortgage. In an industry full of promises, HMA believes what matters most is the people behind them. With accessible, hands-on leadership, a collaborative community, and a commitment to helping loan officers grow, HMA is built around 2 things: community and performance. Because where you build your business matters just as much as how you build it. Discover the HMA difference at hmamortgage.com. Discover the HMA Difference
33 MIN
OCT 14, 2026
Should You Stay or Go? Deciding When to Leave Your Mortgage Company
Welcome back to Lending Leadership, your inside track to smart moves in mortgage leadership. Today, we're focusing on one of the most pivotal decisions any mortgage professional can face: Should you stay with your current lender or is it time to make a move? We revisit this enduring question against the backdrop of a market that's tougher than ever. With Q4 moves on the rise, increasing recruiter activity, and six-figure sign-on bonuses being dangled, the allure to switch can feel stronger than ever. But beneath the surface, the true reasons for jumping and staying run much deeper than money. Today, it’s Robert Fillyaw and Tom Mills bringing decades of industry perspective and candid, inside talk on what really drives these decisions. If you're being recruited, feeling pulled by shiny offers, or even just curious about how to think through a potential move, this is the episode for you. Key takeaways: The Real Motivators Behind Making a Move: We highlight that most top producers don’t start looking for a new company because of money; it's often underlying frustrations around pricing, leadership, operations, or technology (00:49, 07:23). Money usually only pushes someone who's already leaning toward the door. Beware the Lure of Sign-On Bonuses: A $100,000 or even $400,000 check sounds great, but these are calculated investments by companies banking on a big ROI. After taxes, downtime, and lost business, your windfall gets much smaller, and you’ll likely be locked into a binding contract where promises can evaporate quickly (09:42–12:05). Run the StayGo Scorecard. Don’t Decide on Emotion: List and objectively rate both your current and potential company in terms of pricing, technology, leadership, culture, relationships, vision, and growth. Dig into data, not feelings, and talk to people beyond recruiters, including those who have recently left (16:27–18:48). Don’t Underestimate the Cost of Transition: Switching companies nearly always means a dip in production, lost database business, and time away from originating while you ramp down and back up. The real cost of a move, especially in a tough market, is often much higher than people assume (15:20). Trust and Relationships Trump “Shiny” Offers: At the end of the day, we agree that staying comes down to believing in the leadership, vision, and relationships where you are. If trust is broken, that's your true signal to go. Before you jump, ask whether you’re moving toward something truly better, or just being sold on something shinier (26:05, 26:08).
27 MIN
OCT 7, 2026
Building Trust, Not Ego: Winning Client Relationships Through Better Questions
Welcome back to Lending Leadership, your go-to source for growth, leadership, and connection in the mortgage industry. In today’s episode, we dive deep into the art and science of building trust both in business and beyond. We’re thrilled to have R. Scott Armstrong, author of the forthcoming book From Asshole to Ally, join us for a rich, no-holds-barred conversation about how the smartest professionals can sometimes undermine their own success by prioritizing answers over curiosity. Scott draws on his decades-long career in advertising and professional services to share hard-won lessons about the value of asking the right questions, the pitfalls of “the curse of knowledge,” and the essential skills needed to foster trust in any relationship. Expect not only actionable leadership insights but also a candid look at moments of failure, real-world role play, and a little bit of fun as we challenge each other to rethink what it means to be truly trustworthy. Key takeaways: The Power of Questions Over Answers: We learned that while expertise is valuable, it’s the ability to ask insightful, open-ended questions rather than rushing to provide answers that truly builds trust and forges meaningful relationships (03:23, 04:09). Owning and Transforming Feedback: Scott walks us through the importance of embracing sometimes-painful feedback as a gift for growth. He shares his own vulnerable experience of being labeled an “asshole” at work and how it became a catalyst for self-improvement and lasting professional change (07:05, 07:43). Overcoming “The Curse of Knowledge”: The more we know, the harder it becomes to empathize with clients or teammates who don’t share our expertise. We unpack how to remain curious and humble in every interaction, and why it matters for leaders and solopreneurs alike (10:21, 11:42). Mastering the Art of Awkward Silence: We discuss why resisting the urge to immediately fill conversational gaps is one of the most powerful tactics in trust-building, allowing others the space to think, feel heard, and share more deeply (22:09, 22:50). Four Essential Trust Skills: Scott introduces a framework for professionals, emphasizing “ask, don’t answer”; “listen to learn”; “trust framing”; and handling “moments of trust” when stakes are high or relationships are challenged. These are practical tools to elevate your practice, nurture stronger teams, and win long-term loyalty (42:43, 43:19). We hope this episode gets you thinking about your own patterns and inspires you to level up your trust skills whether you’re closing a complex mortgage, working a deal, or just having a tough conversation at home. Don’t forget to check out Scott’s book From Asshole to Ally (coming this fall) and head to winthequestion.com for hands-on quizzes, trust audits, and more. And, as always, subscribe to Lending Leadership for the latest on mortgage leadership, sales, and professional growth.
56 MIN
SEP 30, 2026
Breaking the Sitting Cycle: Small Steps for Healthier Habits in Lending Leadership
Welcome back to Lending Leadership, where we dive into the crucial topics that impact our industry, our lives, and our well-being. Today we’re taking on a subject that affects every professional, especially those of us who spend hours glued to Zoom or planted at our desks: the impact of sitting, moving, eating, and caring for ourselves in a remote work world. With research showing that people working from home are taking 2,500 fewer steps a day, we wanted to explore what that really means for our health and what we can do about it. To guide us through this conversation, we’re thrilled to welcome Kristen Zetterberg, registered and licensed dietitian and founder of Inspire Nutrition, to Lending Leadership. With over 20 years of experience helping people break free from chronic dieting and build sustainable health habits, Kristen Zetterberg shares practical, real-world insights for busy professionals looking to boost their well-being and productivity. In this episode, we unpack the realities of working from home, from disrupted movement and metabolic health to the myths of intermittent fasting and the nuances of new weight loss medications. We talk about the importance of intentional habits, why “knowing” isn’t the same as “doing,” and how grace, not perfection, is the secret to lasting health changes. Whether you want to feel more energized, age with strength, or simply avoid that afternoon crash, this conversation offers tangible steps and a refreshing dose of honesty. Key takeaways: Interrupted Movement is Essential Just working out in the morning isn’t enough if you’re sitting for 8-10 hours a day. Kristen Zetterberg recommends building in small interruptions: set a timer, take hydration breaks, or walk while on calls to keep your blood circulating and mind fresh (00:00, 06:13). Don’t Skip Meals Intentional Nutrition Matters Adrenaline may mask your hunger, but skipping meals leads to energy crashes and mindless eating at night. Instead, front-load your day with balanced meals (protein, fat, fiber) to maintain energy and avoid roller coaster cravings (13:43, 14:07). Customization Over Cookie-Cutter Diets There’s no one-size-fits-all approach. Kristen Zetterberg emphasizes bio-individuality, your habits, stress levels, and genetics all matter. Diet trends like intermittent fasting aren’t right for everyone, especially women, and should always be individualized (11:19, 10:10). Small Habits Build “Health Savings” for the Future Your daily habits add up to determine your long-term vitality. Prioritize protein, hydration, and movement now to “deposit” into your health savings account so you can live well, not just live long (12:26, 12:40). Progress, Not Perfection Give Yourself Grace It’s easy to get overwhelmed by wellness checklists. Kristen Zetterberg encourages a Ferris wheel approach: focus on one or two buckets (sleep, hydration, nutrition, movement) at a time. Sustainable, incremental change is what lasts, not chasing perfection (18:04, 19:37). We hope this episode helps you reflect, recalibrate, and give yourself the permission to move, eat, and thrive even in the thick of your busiest days. And if you’re ready for even more support, details on how to connect with Kristen Zetterberg at Inspire Nutrition are linked below.
34 MIN
SEP 23, 2026
Maximizing the Last 100 Days: Proven Mortgage Strategies for Year-End Success
Welcome back to Lending Leadership, your go-to source for actionable strategies, mindset shifts, and winning plays in a tough mortgage market. With just 100 days left in 2026, we thought it was the perfect time to get real about what it takes to not only finish this year strong but to tee up lasting success for 2027 and beyond. In this episode, we (Dave Holland, Robert Fillyaw, and Tom Mills) dig deep into the realities of today’s shifting market, the critical importance of mindset, and the tactical steps every loan originator should take right now. We're pulling from decades of front-line mortgage experience, some hard-earned lessons, and a few playbooks that will give you a competitive edge. This episode is all about equipping you to take action while your competition is easing off the gas, and ensuring you exit 2026 with momentum, not chaos. Key takeaways: How You End Is How You Enter: The work you put in during the final 100 days of 2026 directly determines the tone, momentum, and results you see in the opening months of 2027. Don’t coast; plan, execute, and set yourself up for a powerful new year. Mindset Makes the Difference: We break down the five mindsets most originators fall into. Whether you recognize yourself as a victim, pessimist, optimist, realist, or true warrior, know that only the relentless “warrior” approaches one that faces adversity head-on and keeps grinding leads to growth in tough times. Relentlessly Work Your Database and Leads: Stop focusing solely on getting more leads instead, look for “leakage” in your current pipeline. If you increase your conversion rate by even 10%, you could close several more loans per month just by following up with past pre-approvals and stale leads. Get Back to Basics It’s a Contact Sport: Having 50 meaningful conversations per week (with past clients, agents, builders, financial planners, and more) moves the needle more than any sophisticated marketing strategy. Make the calls, track your conversations, and commit to consistency. Add Value by Being the Advisor, Not the Rate Seller: In a market where rates start with a 7, selling rates is a losing game. Shift your focus to solving problems explore strategies like temporary buydowns, creative concessions, and customized financing solutions. Align yourself as a problem-solver for both buyers and agents, and you’ll be indispensable. As we celebrate 100 episodes and look to the next 100, we challenge you: Exit this year with a plan, momentum, and a warrior’s mindset. The seeds you plant today are the loans you’ll harvest next year. Now get out there, swing your damn pickaxe, and make your own destiny!
44 MIN