Mortgage Marketing Radio

What if the toughest mortgage market in years is actually giving you an opportunity to take market share? In this episode, I sit down with Don Goettling, founder of Momentum Builder and a mortgage industry veteran with nearly four decades of experience, to talk about why loan officers who are waiting for the market to get easier may be making a costly mistake. Don and I discuss what separates mortgage professionals who are still growing from those who have pulled back—and why your mindset, environment, systems, relationships and willingness to adapt matter more than ever. We get into: Why waiting for rates or the market to “save you” isn’t a strategy How successful loan officers are using this market to gain share Why getting around other producers who are winning can expand what you believe is possible The role of AI, personal branding and better business systems Why Realtor partnerships are changing The difference between collecting information and actually implementing it Why what you do in Q4 can determine how you begin 2027 We also talk about Momentum Builder 2026, taking place October 6–8 in Dallas, Texas. I attended last year, and I’ll be back again this year. If you’re serious about growing your mortgage business, meeting other people who are winning in this market, and heading into 2027 with momentum instead of starting from scratch in January, check it out. 🎟️ Momentum Builder 2026 | October 6–8 | Dallas, TX Full details and registration: https://www.momentumbuilderevent.com/ Use code ZIMPFER to save $100. Want to start teaching agent classes? Get my free 5-day email course, The Agent Class Method, and learn how to use educational classes to get in front of real estate agents, create meaningful follow-up conversations, and develop more referral opportunities. Get it free at: https://myagentclasses.com/email-course

Want more Realtor referrals without spending your week cold calling agents? In this episode, longtime client Glenda White joins the Agent Referral Xcelerator cohort to break down how she uses educational agent classes to create appointments, build trust with real estate agents, and turn those relationships into mortgage referral opportunities. Glenda shares the process she uses after teaching a Google Business Profile class for real estate agents, including how she gets agents to book 15-minute audits, asks for reviews, follows up for six weeks, and creates a natural opportunity to ask for the agent’s next buyer. You’ll hear: Why teaching agent classes gives loan officers a better reason to start conversations with Realtors How Glenda turns a class into booked one-on-one appointments The 15-minute audit process she uses after class How she follows up for six weeks without sounding like a cold caller How and when she asks agents for the business Why some of her best referral relationships started with agents she might not have targeted otherwise If you’re a loan officer, mortgage broker, branch manager, or mortgage professional looking for a better way to build Realtor relationships, this episode gives you a practical look at how agent classes can become part of your mortgage marketing strategy. Want to start teaching agent classes? Get my free 5-day email course, The Agent Class Method, and learn how to use educational classes to get in front of real estate agents, create meaningful follow-up conversations, and develop more referral opportunities. Get it free at: https://myagentclasses.com/email-course

You didn't wake up one day and choose a life you don't recognize. You drifted into it, one compromise at a time. Shawn Mingus spent 20 years teaching this to more than 4,000 people, and his position is blunt: balance is the right word. Work-life is the broken part. Life doesn't have two dimensions. It has eight. In this conversation, Shawn walks through the exercise from his book Reimagining Balance: score all eight by emotion instead of a vague 1-to-10, plot them as a polygon, and look at the shape. Not a circle. A circle would mean you're playing it safe. The goal is an honest shape you can act on. Then the part most people skip — turning that shape into one or two daily actions in the two dimensions that need you most, and re-running the whole thing every 90 days. WHAT YOU'LL GET: - Why "work-life balance" is a false choice — and what replaces it - The eight dimensions of a life, defined (profession is not your job) - How to spot drift before it costs you a marriage, your health, or a decade - Why the goal is aware imbalance, not artificial symmetry - Scoring by emotion — the piece almost every balance framework misses - The "glow effect": why fixing one dimension lifts the other seven - The communication moves that keep your spouse on your side - How often to re-run it (and what happens when you don't) GET THE BOOK + WORKBOOK Go to Reimagining Balance → https://reimaginingbalance.com CONNECT WITH SHAWN LinkedIn: https://www.linkedin.com/in/shawn-mingus-67b2a32/ Instagram: https://www.instagram.com/shawnmingus/ Listen to the episode, then DM Shawn your one big takeaway. FOR LOAN OFFICERS: Get ten years of what top Loan Officers do that works. Every episode of Mortgage Marketing Radio is broken down into scripts, playbooks, and exact moves so that you can find the answer in 2 minutes. GO HERE: https://swipethevault.com

Most loan officers are stuck on the bottom two floors of a pyramid they don't know they're standing on. Floor one is solicitor. Cold calls, coffee invites, "I'd love to learn about your business." Agents have heard it a thousand times and they know what it is. Floor two is vendor. You broke through, you're getting deals, and you're still leading with product and price. DSCR. Self-employed programs. Close on time. Everybody says that, which means it's worth nothing. Between vendor and partner sits what I call the referral gap. This episode is about crossing it. I recently sat down with Rachel on the Lending Leadership podcast and we went deeper than I planned to. We covered the pyramid, the one-to-many method I used to build my own business, why "five mile famous" beats being the best-kept secret in your market, and the three things you actually control when the market gets weird. We also talked about the year I've had. Cancer, three months where I barely spoke, and what it teaches you when the thing you make your living with gets taken away for a while. What you'll take from this one: The four stages of the Realtor Prospecting Pyramid, and where you're actually standing right now The referral gap — why price, products, and turn times can never move you from vendor to partner The one-to-many math: one meeting with 20 agents beats 20 meetings with one agent The exact soft close I use at the end of a class, word for word, that gets agents booking calendar time without a pitch Class topics agents actually want (their problems, not your products) How I turned 10 years and 425 episodes into a free searchable archive in about 12 hours Resources mentioned: Swipe The Vault — 10 years of Mortgage Marketing Radio, searchable by topic, with swipe files and playbooks attached. Free: https://www.swipethevault.com Get More Agents — how I work with loan officers on agent classes: https://www.getmoreagents.com The Lending Leadership podcast with Rachel — go subscribe, she's doing good work: https://www.hmamortgage.com/page/lending-leadership-podcast If this one helps, the best thing you can do is leave a rating on Apple Podcasts or Spotify. 261 people have, and we're sitting at 4.9. It's how new loan officers find the show.

Six months chasing one agent. She finally texts back, and the Loan Officer freezes. No idea what to say. Five years ago I'd have typed him a long answer from memory of how to reply. Last week I just said: that's episode 317. Here's what changed. 425 episodes of Mortgage Marketing Radio. Ten years of practitioners who actually do the work, scripting, database, agent classes, consumer direct. The answer to almost any problem you've got is already in there. And functionally, all of it was unusable. A podcast feed is chronological. Your problem isn't. It shows up on a Tuesday when you've got 30 seconds to say the right thing. So I had every episode distilled to its takeaways. Summary, quotes, links, play button. All of it behind one search box. AI did in a weekend what would've taken me six months. It's called The Vault. Free. No upsell. My thank-you for ten years. In this episode, I also get straight with you about why it's happening now, because this show is changing. Press play. Then go unlock the vault here: swipethevault.com