Mortgage Marketing Radio

Hosted by Mortgage Marketing Radio

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Episodes

428

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Aug 2026

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About the show

The #1 podcast for Mortgage Loan Originators looking to grow their business, save time, and make more money. Host Geoff Zimpfer interviews top-producing Mortgage Originators, social media influencers, and industry executives to bring you real-world advice, proven strategies, and insider insights. Tune in for expert tips on lead generation, building agent partnerships, mastering social media, and leveraging the latest marketing tools to dominate your market.

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60 recent

August 20, 202651 min

Work-Life Balance Is a Lie — Here's What Actually Works

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

August 5, 202632 min

The Referral Gap: Why Agents Still See You as a Vendor

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.

July 18, 20265 min

425 Episodes. One Search Box. (This One's Free.)

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

July 9, 202620 min

63% of Homes Sold With a Seller Concession. Steal This Play

I'm back behind the mic with a rapid-fire episode — two swipeable ideas you can put to work this week, plus the one thing that decides whether anyone shows up to your next class. Idea #1 — Turn MLS data into content realtors ask for. Jerad Larkin pulled 12,029 Denver home sales and found roughly 63% closed with a seller concession, around $10,000 on average. He broke it down by property type and price range, white-labeled it into a carousel, and handed it to agents to post as their own. One Facebook post pulled 21 comments asking for the copy. I show you how to get the same data for your market from your title rep or an agent — and how to use it to start real conversations instead of chasing coffee meetings. Idea #2 — The email that turns a closing into a class. My buddy Anthony in Florida sends one email after every closing that edifies the agent, CCs their broker, and opens a direct line to the broker's office. I break down who to CC, what to say, and how it leads to hosting a class for the brokerage — with a recruiting angle brokers say yes to. Bonus — The #1 secret to filling your class. It isn't the food. It isn't the CE credits. It's the title. I run the quick test I've given hundreds of times and show you how to name a class agents actually sign up for. Timestamps 00:00 – Back at the mic: Cabo, remission, and a health update 04:45 – Idea #1: Turn MLS data into a content play realtors ask for 06:30 – The Denver numbers: ~63% concessions, ~$10K, 12,029 home sales 12:00 – Be the partner, not the vendor: the offer that starts conversations 13:00 – Idea #2: The one email after a closing that books you a class 18:00 – The recruiting angle brokers say yes to 21:00 – The #1 secret to filling your next class (it's the title) 24:00 – A changeup is coming to the show Resources & links mentioned Jerad Larkin's seller-concession carousel: https://tinyurl.com/bdt48jvz Jerad Larkin on YouTube: https://www.youtube.com/@milehightitleguy Get on the early-bird list for the August accelerator — DM me on Instagram or LinkedIn Connect with Geoff Instagram & LinkedIn: @GeoffZimpfer

June 25, 202640 min

Gen Z Homebuyers Won't Call You...Here's the Fix

Gen Z homebuyers are watching your videos, checking their credit, and still not picking up the phone. Here's exactly why, and the fix that gets them to call. Guild Mortgage partnered with YouGov on a national Gen Z Homebuyer Study: 1,400+ buyers, open-ended answers, their real words. In this episode, guest host Katie Shive sits down with Drew Gillette, VP of Marketing at Guild, to break down why young buyers go quiet and the content that finally earns the call. The number that explains it all: Gen Z rates their confidence to ever buy a home a 3.16 out of 10. They're not gone. They're embarrassed because they don't know enough, so they lurk instead of reaching out. Close that confidence gap, and you close the lead. What you'll learn: Why 1 in 2 Gen Z buyers want to meet in person (the "TikTok mortgage" myth, busted) The income illusion: why higher earners feel LESS confident they can buy The one word buyers kept using, and why it keeps them off your calendar The realtor vs. loan officer trust gap, and the simple fix Why 75% trust friends and family over any loan officer (and how to use it) How to actually use YouTube, Reddit, and Facebook groups to get found The "reverse play" that leads to your referral partners 📊 Download the GenZ Survey: https://drive.google.com/file/d/1OlDHDsn1PsEfxKuusN6IVRCf120lki31/view?usp=sharing 🔗 Connect with Drew Gillett: https://www.linkedin.com/in/drewgillett/ 🔗 Connect with Katie Shive: https://www.instagram.com/heykatieshive/

June 18, 202640 min

Why Most Loan Officers Get ZERO ROI From Social Media

You’ve been sold a lie: that if you just post enough content, the business will come. It won’t. And in this guest-host takeover of Mortgage Marketing Radio, Michelle Mikel and Jennifer Butcher prove it with real numbers. Jen is a 25-year mortgage veteran and host of the She Talks Money podcast. She was doing what all the gurus tell you to do — five videos a week, a polished feed, all of it. And she was still stuck on the question that haunts every originator: “When am I actually going to make money from this?” So guest host Michelle Mikel put her through a 30-day challenge built on one rule that sounds too simple to work: one message a day, to one person you don’t know. Inside this episode, you’ll hear: • Why the $5,000/month social media manager is rarely the answer (and what Jen pays instead) • The difference between content that gets 20,000 views and content that gets paid • The exact 4-part message framework that took Jen’s “yes” rate from ~30% to nearly 50% • The “ick” prospecting lines you’re probably still using, and what to say instead • How 30 messages turned into 5 podcasts, 6 agent meetings, and a calendar booked into July If you’re tired of pouring time and money into content that doesn’t pay you back, this is the episode. Hit play. Then send one message today. ——— Connect with Jennifer Butcher on Instagram: @JenniferButcherOfficial Listen to Jennifer’s podcast: Apple: https://podcasts.apple.com/us/podcast/she-talks-money/id1805894710 Spotify: https://open.spotify.com/show/2tVr8kAQv8L3xbhdOoWpvg?si=c915dc1f09e94139 Connect with Michelle Mikel on Instagram: @BermanMediaSocial

June 1, 202617 min

The 2026 LinkedIn Algorithm (Quick Hit)

I studied two new research reports covering 260,000+ LinkedIn posts — and in this quick-hit episode, I break down exactly what's working on LinkedIn in 2026, specifically for loan officers and mortgage pros who want to get seen, build a personal brand, and attract referral partners. Just the data, and what to actually do with it. You'll learn: ✅ Whether links really hurt your reach (the answer surprised me) ✅ The format with an 11X interaction boost most LOs never use ✅ Why horizontal video beats vertical by 36% on LinkedIn ✅ The post length that performs 31% better in 2026 ✅ The hashtag habit that drops performance 70% ✅ The 741% rule the top 1% of creators live by ✅ The lead magnet quietly crushing it right now (it's not a PDF) 🔗 RESOURCES & LINKS Build your personal brand voice with Katie Shive → https://www.KatieShive.com Want in on the next agent class cohort? It opens in September and fills fast. CLICK HERE to RSVP: https://tinyurl.com/arxcohort

May 13, 202610 min

Stop Trying to Beat the Algorithm.

You feel it, don't you? That constant pressure to post more, create more, be more online — just to keep up. Meanwhile, your pipeline isn't moving the way it should. Here's what nobody's telling you: the top-producing loan officers I work with aren't stressing about their next post going viral. They're doing something different. Something that's been working since before social media existed. And it's making a massive comeback. In this episode, I'm going off-script to challenge the "post more" narrative that the gurus keep pushing. I'll share why IRL — in real life — local influence is outperforming the algorithm for the loan officers I coach. And I'll give you real stories from real LOs who've added $20M, $30M, even doubled their production — not by becoming influencers, but by becoming the go-to lender in their local market. You'll hear: → Why the "content creator" pressure is burning you out (and what to do instead) → The strategy that's landing LOs in front of 20-30 agents at a time → How one LO turned a single workshop into a spot on a national sales training call with 400+ agents → Why direct mail is working (yes, even with millennials) → Jeff Bezos's question that should change how you think about your business → Details on the Agent Referral Accelerator cohort launching May 21st If you're tired of feeding the algorithm and ready to build real relationships that generate real referrals — this one's for you. 🔗 Learn more: https:www.getmoreagents.com 📩 DM me on Instagram or LinkedIn with questions

May 1, 202616 min

Cancer, AI, and What's Next

Six weeks ago, I went silent. No episodes. No posts. No noise. I was fighting cancer. Squamous cell carcinoma of the tonsil and tongue. Two rounds of chemo. Thirty rounds of radiation. And a whole lot of time to think. Today, I'm back. And I'm not just picking up where I left off — I'm coming back with new clarity, new energy, and some powerful insights I can't wait to share with you. In this episode: What the last 6 weeks looked like (the real version, not the polished one) A huge thank-you to the guest hosts who kept this show alive while I was down What I've been studying about AI, marketing, and visibility is about to change the game for mortgage professionals HubSpot's new AEO tool and why "Answer Engine Optimization" should be on every LO's radar right now A tease of a pivotal change coming soon to Mortgage Marketing Radio and MMI This is a personal one. It's also one of the most important episodes I've ever recorded. If you've ever been knocked down and had to figure out how to get back up — this one's for you. Episode Resources: Hubspot AEO Tool: https://www.hubspot.com/products/aeo Connect with Geoff: Instagram: @GeoffZimpfer LinkedIn: linkedin.com/in/geoffzimpfer YouTube: Subscribe to Mortgage Marketing Radio

April 16, 202637 min

The AI Mistake Killing Loan Officers in 2026

Mike Faraci (founder of Red Button Media) sat down with James Duncan (former mortgage marketing exec, now advising at Calum Advisors) to tackle the question every loan officer is quietly asking right now: "With so many new AI tools dropping every week... what the heck am I actually supposed to be doing?" Here's what you'll walk away with: → The one question to ask yourself before adopting ANY new tool, platform, or AI "solution" (miss this and you'll burn months chasing shiny objects) → Why "prompt engineering" is a skill — not a position — and the exact move James uses to get AI to prompt ITSELF on your behalf → The "story vs. point of view" distinction that separates forgettable loan officers from the ones clients actively seek out → Mike's 24-hour video challenge that got one broker TWO extra referrals in a single week (spoiler: it takes less time than typing the text) → The "Domino's Pizza Tracker" trick one mortgage company stole to boost loan process engagement → Why AI avatars are going to be the downfall of loan officers who lean too hard into them — and what to do instead → The truth about niching down that most LOs are getting wrong Whether you're a producing LO, a marketing director, or a CEO trying to figure out how to stay human in an AI-saturated market — this one's for you. Mentioned in this episode: Red Button Media → hittheredbutton.com Connect with Mike: LinkedIn: https://www.linkedin.com/in/mikefaraci/ Connect with James: LinkedIn: https://www.linkedin.com/in/jamesduncan-caelum/