LoanOfficerPodcast.com

Hosted by Chris Johnstone

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Episodes

284

Latest episode

Nov 2026

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About the show

This podcast is designed to bring you the systems, habits and secrets that top-performing professionals use to build a life of wealth and freedom. Each episode is packed with the lessons learned, systems and knowledge that each guest has used to create a successful business and life. To subscribe and get email updates on new episodes and trainings visit: LoanOfficerPodcast.com To get a free 25-minute video training program that shows you how to fill your calendar with qualified sales appointments, automatically visit: www.chriswebinar.com Join our new Facebook group to become part of our community of top producers! Join Our Facebook Group: https://www.facebook.com/groups/813323394474779 Facebook - https://www.facebook.com/cwjohnstone Instagram - https://www.instagram.com/_chrisjohnstone_/ LinkedIn - https://www.linkedin.com/groups/14111919/ TikTok - https://www.tiktok.com/@chrisjohnstone_

Listen to episodes

60 recent

November 3, 2026Episode 27832 min

How Mike Miklaus Helped Grow a $350M Bank to $800M Through Mortgage Leadership and Client Service

In this LoanOfficerPodcast.com episode the host Chris Johnstone… speaks with Mike Miklaus, a mortgage industry veteran with 52 years of experience, two-time Mortgage Broker of the Year, and founder of Integrity Mortgage, which he led for 30 years. During his banking career, Mike helped grow a bank from $350 million to $800 million in assets over seven years, with $1 billion in servicing for others. He also helped thousands of people in Northern California secure home loans. In this episode, you'll learn: •⁠ ⁠Build Referral Relationships – Turn satisfied clients into raving fans who introduce you to new borrowers through personal referrals. •⁠ ⁠Master Client Communication – Use proactive updates and his "touch and touch" approach to keep clients and Realtors informed throughout every transaction. •⁠ ⁠Lead With Education – Help buyers understand their mortgage options, seller concessions, and the value of personalized mortgage advice instead of competing on rates alone. Listen to the full episode to learn Mike Miklaus's strategies, apply these lessons to your mortgage business, and leave a 5-star review if you found the episode valuable. Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I

October 29, 2026Episode 27732 min

How Joshua Sigman Closed 575 Loans Worth $130M by Scaling Realtor Relationships

In this LoanOfficerPodcast.com episode the host Chris Johnstone… speaks with Joshua Sigman, a mortgage producer and coach who has originated approximately 575 loans and $130 million in volume at his peak. Today, he produces around 180 loans and $75 million annually while spending just six hours a week on production, alongside running five other businesses. In this episode, you'll learn: •⁠ ⁠Make 10 Calls Daily – Why consistent outreach can create more leads than waiting for the market to improve. •⁠ ⁠Scale Realtor Relationships – How auditing referral partners and providing value can help grow market share. •⁠ ⁠Build Repeatable Systems – How to use follow-up, coaching, and technology to scale without losing focus on sales. Listen to the full episode to learn Joshua Sigman's strategies, apply these lessons to your mortgage business, and leave a 5-star review if you found the episode valuable. Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I

October 27, 2026Episode 27628 min

How Robert O'Malley Built a $60M Mortgage Business With Referrals and AI Search

In this LoanOfficerPodcast.com episode the host Chris Johnstone… speaks with Robert O'Malley, a mortgage professional with 25 years of experience who originated 120 loans totaling $60 million in 2019. Robert shares how he built his business through client referrals, real estate agent relationships, database marketing, and emerging AI search strategies. In this episode, you'll learn: •⁠ ⁠Generate Referrals – Build relationships with past clients and real estate agents. •⁠ ⁠Get Found Through AI – Use short-form videos and online content to improve visibility in AI search. •⁠ ⁠Build Borrower Trust – Explain loan terms, closing costs, and rate sheets clearly. Listen to the full episode to learn Robert O'Malley's strategies, apply these lessons to your own mortgage business, and leave a 5-star review if you found the episode valuable. Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I

October 22, 2026Episode 27528 min

How Pamela Beattie & Jeffrey Anklam Generate 3–4 Mortgage Deals a Month With AI and 400+ Google Reviews

In this LoanOfficerPodcast.com episode the host Chris Johnstone… speaks with Pamela Beattie and Jeffrey Anklam of Waterstone Mortgage in Appleton, Wisconsin, about how they combine AI search optimization, local SEO, online reviews, and consistent content marketing to generate new mortgage business. With more than 17 years at Waterstone Mortgage, a team of 13, and production up approximately 40% year over year at the time of the interview, they share how their marketing strategy is helping them grow in a competitive mortgage market. Jeffrey explains that their team is closing 3–4 mortgage deals per month through AI-driven leads and has accumulated more than 400 five-star Google reviews. They discuss how consistent online visibility, YouTube content, podcasting, short-form videos, and answering borrowers' questions can help mortgage professionals become more discoverable through AI-powered search. In this episode, you'll learn: •⁠ ⁠Generate AI Leads – How they attract 3–4 mortgage deals monthly through AI search. •⁠ ⁠Build Online Visibility – How Google reviews, YouTube, podcasts, and short videos support discoverability. •⁠ ⁠Combine AI With Relationships – How client referrals and Realtor partnerships help sustain mortgage growth. Listen to the full episode to learn how Pamela Beattie and Jeffrey Anklam are adapting their mortgage marketing strategy for AI-powered search. Apply these lessons to strengthen your online visibility, attract better-fit prospects, and build a more sustainable mortgage business. If you found this episode valuable, please leave LoanOfficerPodcast.com a 5-star review and share it with another loan officer or mortgage professional who wants to grow through AI and digital marketing. Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I

October 19, 2026Episode 27422 min

How AL Watson Turned AI Search Into 5 Funded Loans in 60 Days Through Local SEO

In this LoanOfficerPodcast.com episode the host Chris Johnstone… speaks with AL Watson, a mortgage professional specializing in non-QM, DSCR, fix-and-flip, and new construction loans. AL shares how he began receiving AI-driven referrals and funded approximately 4–5 loans through AI referrals after building his online visibility. 3 things you'll learn: •⁠ ⁠Generate AI Referrals – How AL began receiving approximately 5–9 inquiries weekly through AI search. •⁠ ⁠Dominate Local SEO – Why focusing on your local market and specific loan products can help you stand out. •⁠ ⁠Turn Visibility Into Funded Loans – How daily content, niche positioning, and tracking lead sources can improve your strategy. Listen to the full episode to learn how to attract AI-driven mortgage referrals and apply these strategies to your business. If you find it valuable, subscribe and leave a 5-star review! Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I

October 15, 2026Episode 27322 min

How Cache Nies Funded 12 Loans in One Month With Social Selling & AI

In this LoanOfficerPodcast.com episode the host Chris Johnstone talks with Cache Nies, a mortgage professional focused on growing through Realtor relationships, social selling, one-to-many education, and AI-driven marketing. •⁠ ⁠Fund 12 loans in a month – Learn how Cache uses relationships, prospecting, and consistent visibility to generate mortgage business. •⁠ ⁠Build Realtor relationships through social selling – Discover how commenting, engaging, and DMing targeted agents can turn cold prospects into warm appointments. •⁠ ⁠Get mortgage leads from ChatGPT – Cache shares how his content, blog, YouTube channel, reviews, and online presence helped generate 1–2 AI recommendations per month, including a recently closed loan. Book a 1-on-1 Call and Let Us Help You Rank in Your Local Market! - https://api.leadconnectorhq.com/widget/booking/1rhzKLrWYd0ayRKC9E0I Listen to the full episode to learn how Cache Nies is building toward $100M in mortgage volume and apply these strategies to your own business. If you found the episode valuable, leave a 5-star review.

October 13, 2026Episode 27221 min

How Israel Lopez Built a $200M/Month Lending Business With Non-QM Loans & Referrals

In this LoanOfficerPodcast.com episode the host Chris Johnstone talks with Israel Lopez, a sales director at Certain Lending who specializes in non-QM financing and has helped grow the company from $3M to more than $200M in monthly loan volume. Israel also personally closes approximately $10M in a slow month and up to $30M in a strong month. •⁠ ⁠Build a non-QM loan business – Learn how Israel uses specialization in DSCR, bank statement, fix-and-flip, and construction loans to serve investors and generate repeat business. •⁠ ⁠Generate and convert more leads – Discover how his team uses networking, referrals, paid social media, and a structured content strategy to generate opportunities and support a 25-loan-officer team. •⁠ ⁠Scale with systems and speed – Learn how Israel uses approximately $100K/month in advertising, achieves a reported 4–5X ROAS, and prioritizes speed-to-lead and AI-powered follow-up. Listen to the full episode to learn how Israel Lopez built a high-volume non-QM lending operation and how you can apply these strategies to your mortgage business. If you found the episode valuable, leave a 5-star review.

October 8, 2026Episode 27117 min

How Sterling Birdsong Built $50M/Year in SBA Loan Production

In this LoanOfficerPodcast.com episode the host Chris Johnstone talks with Sterling Birdsong, who averaged approximately $50 million per year in SBA loan production as an SBA loan officer before founding Lendstra, a nationwide SBA loan brokerage. •⁠ ⁠Identify $500K–$5M SBA opportunities – Learn which owner-occupied commercial real estate, business acquisition, and special-use property deals can fit SBA financing. •⁠ ⁠Turn SBA referrals into closed loans – Discover how mortgage lenders can partner with an SBA specialist instead of turning commercial opportunities away. •⁠ ⁠Use AI and targeted marketing to scale – Sterling explains how technology has helped him scale faster while building targeted SBA lead-generation funnels. Listen to the full episode to learn how Sterling built $50M/year in SBA loan production, identify SBA opportunities, and apply these strategies to your own business. If you found the episode valuable, leave a 5-star review.

October 6, 2026Episode 27032 min

Marrion J Cherian on How To Fund $200M in Annual Mortgage Volume.

In this LoanOfficerPodcast.com episode Chris Johnstone sits down with Marrion J Cherian to walk through the plan and systems he is using to grow to $200 M in Annual Volume. With Marrion's 19+ years experience in financial services there is a ton of value in this episode. You get to learn: •⁠ ⁠Where he gets the majority of his deals from. •⁠ ⁠His #1 strategy for growth with elevated rates. •⁠ ⁠How to turn your network into mortgage opportunities consistantly •⁠ ⁠How he creates value for both his clients and partners at the same time! Check out the episode and make sure you join our brand new SKOOL Community for access to our AI Mastermind calls. https://www.chrisskool.com

October 1, 2026Episode 26923 min

How Mandi Feely-Swain Built a 400+ Loan, $160M Mortgage Business Through Relationships & Consistency

In this LoanOfficerPodcast.com episode the host Chris Johnstone talks with Mandi Feely-Swain, a 30-year mortgage veteran whose team closed 400+ loans and approximately $160M in volume last year. •⁠ ⁠How 82 loans helped turn around a struggling business – Mandi shares how returning to frontline origination helped turn a red P&L black in 2012. •⁠ ⁠Why hundreds of handwritten thank-you notes matter – Learn how gratitude and consistent communication helped build long-term referral and builder relationships. •⁠ ⁠How to build a repeatable mortgage growth system – Mandi explains database marketing, agent and builder partnerships, daily activities, and her Origination Boost system. Listen to the full episode to learn Mandi Feely-Swain's proven mortgage growth strategies, apply them to your business, and leave a 5-star review if you found the episode valuable.