Make the Call

Hosted by Dave Gallegos

Business Careers

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Aug 2025

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About the show

Sales are Easy. It’s making the call that’s hard. Dave Gallegos has spent more than 3 decades in the mortgage industry and a lifetime in sales. In this show, he’ll bring that experience, expertise and the experts he’s met to YOU with actionable advice to improve your sales. It’s not magic, you just MAKE THE CALL.

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43 recent

August 19, 202553 min

Discovering the Power of Authentic Relationships with Nicole Rueth

In this episode of 'Make the Call', host Dave Gallegos engages in a deep conversation with Nicole Rueth, a successful mortgage professional. They explore Nicole's journey from her early life in New York to her successful career in the mortgage industry. The discussion covers the importance of building relationships, overcoming self-doubt, and the mindset required for success. Nicole shares her experiences of transitioning into the mortgage business, the challenges she faced, and how she built a successful team. The episode emphasizes the significance of authenticity, passion, and making a meaningful impact in the lives of clients and colleagues. Episode Highlights00:00 Introduction00:33 Nicole Rueth's Journey in the Mortgage Business07:12 Transitioning from Operations to Sales14:27 Building a Successful Mortgage Business19:06 Mindset and Overcoming Self-Doubt24:43 Overcoming Self-Pity to Help Others29:36 The Drive to Succeed33:48 Building Relationships with Agents38:45 Teaching Empathy in Sales46:32 The Impact of One Conversation

August 5, 202555 min

From Struggles to Success: A Mortgage Journey with Dave Cook

In this episode, Dave Gallegos interviews Dave Cook, a seasoned mortgage professional, who shares his journey from humble beginnings in Buffalo, New York, to establishing a successful career in Colorado's mortgage industry. The conversation delves into the challenges faced during the early years, including financial hardships and the struggle to build a client base. Cook emphasizes the importance of relationships, client interactions, and the lessons learned from adversity. He also discusses the role of technology in modern mortgage practices and the significance of maintaining an abundance mindset in sales. The episode concludes with insights on simplifying the mortgage process for clients and the value of networking in the industry.Episode Highlights:00:00 Introduction and Setup00:40 Background and Early Career04:03 Transition to Colorado and Early Challenges09:20 Struggles and Learning in the Mortgage Industry15:08 Overcoming Adversity and Personal Growth18:15 Family Dynamics and Business19:48 Business Insights and Client Relationships23:20 The Impact of Helping Clients26:30 Sales Strategies and Success Factors26:52 Overcoming Sales Call Reluctance30:41 The Importance of Mindset in Sales33:00 Building Relationships with Real Estate Agents40:04 Mastering the Art of Communication47:15 Simplifying the Mortgage Process53:31 The Value of Relationships in Sales

July 8, 202554 min

From Enterprise to Excellence: Ryan Pettigrew's Mortgage Journey

In this episode of "Make the Call," host Dave Gallegos sits down with Ryan Pettigrew, a seasoned loan officer at Zenith Home Loans. Ryan shares his journey from working at Enterprise Rent-A-Car to becoming a successful mortgage originator. They discuss the importance of financial discipline, the challenges of the mortgage industry, and the power of self-image and mindset in achieving success. Tune in to hear Ryan's insights on building strong relationships with realtors, mastering loan structures, and maintaining a positive outlook in a challenging market. Whether you're a seasoned professional or new to the industry, this episode offers valuable lessons and inspiration. Don't miss it!Episode Highlights:00:00 Introduction to Ryan Pettigrew01:42 Early Life and Career Path05:34 Transition to Mortgage Industry09:30 First Year in Sales12:16 Struggles and Self-Discovery16:44 Mindset and Self-Image20:37 Daily Mindset Practices24:33 Success in a Challenging Market26:09 Building Relationships with Agents36:25 Mastering Loan Structure and Client Expectations49:24 Future Goals and Community Impact

July 1, 20251 hr 0 min

The Dream Job that Led to Mortgage Success: Insights from Dan Umbdenstock

In this engaging conversation, Dave Gallegos interviews Dan Umbdenstock, exploring his journey from a traveling sales speaker to a successful mortgage professional. They discuss Dan's early life, his experiences in sales training, and the challenges he faced while transitioning into the mortgage industry. The conversation highlights the importance of building relationships, marketing strategies, and the discipline required for success in the business. Dan shares his aspirations for the future, emphasizing the significance of helping clients and making a positive impact in their lives.Episode Highlights:00:00 Introduction and Setting the Stage01:01 Background and Early Life03:06 Travel and Career Beginnings05:04 Sales Training and Public Speaking08:56 Transition to Mortgages15:52 Navigating the Mortgage Industry21:03 Building Relationships in Real Estate26:00 Marketing and Client Acquisition31:03 Lessons Learned in the Mortgage Business33:15 Navigating Challenges in the Mortgage Industry37:34 The Evolution of Mortgage Practices42:59 The Importance of Discipline in Sales51:18 The Emotional Rewards of Helping Clients55:44 Envisioning the Future: Goals and Legacy

June 24, 202550 min

The Art of Loan Processing and Client Care with Kim Crea

In this episode, Dave Gallegos interviews Kim Crea, a seasoned mortgage professional with over 22 years of experience. They discuss Kim's journey in the mortgage industry, the importance of detail-oriented processing, and effective communication strategies with clients. Kim shares her insights on maintaining client relationships, setting expectations, and the emotional rewards of helping clients achieve their homeownership dreams. The conversation also touches on time management, mentoring new loan officers, and the significance of personal relationships in a competitive market. Throughout the episode, Kim emphasizes the need for discipline and accountability in sales, ultimately concluding that success in the mortgage industry comes down to showing up and doing the work.Episode Highlights:00:00 Meet Kim Crea: A Veteran in the Mortgage Industry01:36 Transitioning from Corporate America to Mortgage04:16 The Challenges of Balancing Work and Family05:03 Starting as a Loan Officer: Lessons Learned07:37 The Importance of Customer Experience10:16 Effective Communication with Clients12:22 Building Long-Term Client Relationships14:59 Navigating the Current Mortgage Landscape18:11 The Role of Technology in Mortgages20:20 The Impact of Personal Stories in Mortgage Lending25:33 Transformative Coaching in Mortgage Lending26:48 The Discipline of Self-Management32:53 Navigating Challenges in the Mortgage Industry35:31 Building and Maintaining Referral Relationships42:35 Advice for New and Struggling Loan Officers49:39 The Key to Success: Show Up and Do the Work

June 17, 202548 min

From Processing to Brokerage: Jessica Jones Journey

In this episode, Dave Gallegos interviews Jessica Jones, a mortgage professional with a rich background in the industry. They discuss Jessica's journey from starting in loan processing to opening her own brokerage and the challenges she faced along the way. The conversation delves into the importance of self-discipline in sales, setting goals, and building relationships with referral partners. Jessica shares insights on understanding client needs, the significance of homeownership, and offers valuable advice for new loan officers entering the field.Episode Highlights:00:00 Introduction and Background05:47 Career Progression in the Mortgage Industry11:06 Transition to Brokerage and Challenges16:14 Time Management and Self-Discipline in Sales22:13 Setting Goals and Financial Security27:22 Serving Referral Partners and Providing Value35:04 Understanding Client Pain Points42:58 Advice for New Loan Officers

June 10, 202558 min

The Customer Can Sense Your Value: Building Relationships in the Mortgage Business with Dale Syta

In this episode of 'Make the Call', host Dave Gallegos engages in a deep conversation with guest Dale Syta about their experiences in the mortgage and real estate industry. They discuss the importance of building relationships, the dynamics of the mortgage market, and the significance of time management in sales. Dale shares his personal journey from a competitive upbringing in Alaska to his transition into the mortgage business, emphasizing the need for purpose and discipline in sales. The conversation also touches on the role of social media, leadership transparency, and the challenges of price objections in the industry. Ultimately, they highlight the importance of collaboration and continuous learning in driving success in the mortgage sector. Episode Highlights: 00:00 The Importance of Relationships in Sales00:34 Personal Background and Early Influences02:52 Transitioning into the Mortgage Industry06:13 Understanding Market Cycles and Success07:05 Balancing Personal Life and Career09:54 The Purpose Behind Sales13:28 Motivation and Discipline in Sales17:18 The Role of Consistency and Process20:01 The Competitive Landscape of the Mortgage Industry24:54 Recruiting and Retaining Talent in the Industry27:15 The Importance of Time Management in Sales29:31 Quality Over Quantity: The Loan Process31:06 Navigating Anxiety in Business Development34:46 The Role of Social Media in Modern Sales38:14 Understanding Pricing and Value in the Mortgage Industry44:53 Profitability and Transparency in Business50:40 Overcoming Price Objections and Understanding Value

June 3, 202550 min

From Bartending to Mortgage: The Power of Personal Development in Sales

In this episode, Dave Gallegos interviews Cache Nies, a successful mortgage lender who shares his journey from bartending to the mortgage industry. They discuss the challenges of moving to new markets, the importance of discipline in sales, and the impact of personal development on business growth. Cache emphasizes the significance of building relationships with real estate agents and making a difference in clients' lives through homeownership. The conversation highlights the value of investing in oneself and the rewards of perseverance in the mortgage business.Episode Highlights:00:00 From Bartending to Mortgage Success01:04 Navigating Life Changes and Career Moves03:32 Building a Family and Career in Real Estate05:53 The Journey into the Mortgage Business08:23 Overcoming Imposter Syndrome in Sales10:54 Finding Your Place in a Competitive Market13:18 The Importance of Discipline in Mortgage Sales16:12 Strategies for Sustainable Business Growth23:46 Unlocking Opportunities in the Mortgage Industry27:10 The Transformative Power of Homeownership33:02 Navigating Partnerships in Real Estate36:00 Building Relationships for Success41:27 Investing in Personal Development45:08 Embracing Growth and Change

May 6, 202547 min

From Military to Mortgages: A Journey of Resilience With Brian OConnell

In this episode of 'Make the Call', host Dave Gallegos engages in a deep conversation with Brian O'Connell, exploring his journey from military service to the mortgage industry. They discuss the challenges faced in both fields, the importance of mentorship, and the value of building relationships in sales. Brian shares insights on navigating the mortgage landscape, the significance of setting expectations with clients, and his aspirations for the future as he prepares to retire from military service. The conversation highlights the resilience required in both the military and mortgage sectors, emphasizing the human element in every transaction.Episode Highlights:00:00 Introduction to the Podcast and Guest01:10 Brian O'Connell's Background and Military Experience03:56 Transitioning from Military to Mortgage Industry07:22 Leadership and Mentorship in the Military09:57 The Impact of Military Service on Personal Growth13:17 The Importance of Gratitude and Perspective16:08 Navigating Family Life with Military Service18:57 The Journey in the Mortgage Industry22:11 Understanding VA Loans and Client Relationships30:02 Building Relationships in Business30:11 Navigating Sales Dynamics32:28 Resilience from Military Experience37:40 The Journey of Cold Calling40:32 Adapting to Industry Changes43:59 The Importance of Mentorship49:17 Setting Expectations in Transactions53:33 The Value of Family in Business

April 29, 202517 min

Your Vital Few

In this episode, Dave Gallegos unpacks the powerful concept of “Your Vital Few” from Darren Hardy’s Insane Productivity system, diving into how focusing on a small number of high-impact tasks can transform your business. He explains how identifying and doubling down on the activities that generate the most income and align with your strengths is the key to exponential growth. By eliminating distractions and outsourcing or delegating the rest, sales professionals can work smarter, not harder. Packed with practical insights and real-world examples, this episode is a game-changer for anyone ready to maximize productivity and results.Episode Highlights:00:00 - Introduction  01:00 - The Mortgage Business & Time Ownership  02:05 - The Influence of Darren Hardy  03:35 - Defining the "Vital Few"  05:00 - Real Estate Example: Delegating Everything Else  06:45 - Time Tracking & the Prospecting Reality  08:05 - The Loan Officer’s Vital Few  09:50 - The Delegation Trap  11:15 - Hourly Value vs. Task Value  12:35 - Building Capacity to Grow  14:00 - Scaling Smarter: Team Building & Profit Margins  15:30 - Final Thoughts & Quote of the Week