12 | What it Takes to Hit $60M+ Sales At 30 Years Old with Katie Besso
What if the struggle is actually the shortcut?Hey there, rainmakers!This one’s close to my heart. I sat down with my sister and sales manager, Katie Besso, for one of the most raw, real, and revealing conversations I've had on the mic. Katie didn’t just fall into this industry — she fought her way to the top. From dialing 200+ leads a month in a cubicle to running a $60M+ team by 30, her rise is nothing short of extraordinary.But what really sets Katie apart? It's not just her grit or her grind. It’s how she brings her whole self to the business — the heartbreaks, the healing, the hunger. In this episode, we talk about the mindset shifts, the sacrifices, and the systems that helped her leap from $28M to $60M+ in just one year.Whether you’re a new LO or a team leader looking for your next breakthrough, this episode will light a fire in your belly.Are you ready to make it rain? Let’s do this!What we talked about:💡 How Katie built $60M+ in production by 30💡 Why early roles like LP1 are a crash course in real-world mastery💡 The system that turned Katie into a process-obsessed lead converter💡 How personal pain and resilience fuel her performance💡 Why her rawest moment with a builder partner was a business breakthrough💡 The mindset shift that changed everything: “This isn’t hard — it’s just the next thing.”💡 How daily routines, early mornings, and handwritten notes became her secret weaponsGuest Links:At Guild Mortgage: https://branches.guildmortgage.com/nv/reno/katie-besso-473-rrkra.htmlOn Instagram:https://www.instagram.com/katie.besso/If you liked what you heard, why not leave me a five star review, and tell me what you liked most about the show!PLUS :Do you feel like you've hit a plateau or lost some of your enthusiasm, focus, and fire? Has business become a grind and you often wonder what it’s going to take to get you excited again? Or do you feel like your world is constant chaos and you aren’t driving your life forward with clarity of vision?If so - check out my catalyst coaching community, where we accelerate your success!Connect with Shayla:On InstagramOn LinkedInShow Links:Shaylagifford.comThe Mortgage Rainmaker PodcastThe Catalyst Coaching CommunityGuild Mortgage
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11 | How to Become the #1 Loan Officer in Your Market AND Live A Great Life with Brandy Marshall
What if the key to leveling up wasn’t being louder — but being braver?Hey there, Rainmakers!In this episode of The Mortgage Rainmaker podcast, I met with my longtime friend and Guild Mortgage veteran Brandy Marshall — and we went deep on what it means to shift from being the one in the background to being the one who makes it rain.Brandy built her business in a tight-knit Nevada market, working side by side with her mom, before rebranding herself and stepping into her own identity. We talk about what it really takes to become a leader — not just in volume, but in presence, in discipline and in legacy.What stood out to me most is Brandy’s quiet fire. She’s calm, consistent, and fiercely committed to showing up — for her clients, her agents, and her team. And now? She’s stepping into a new season: hiring, delegating, and finally releasing control so she can scale with intention.If you’ve ever wrestled with control, identity, or that tug-of-war between technician and leader — this one’s for you.Are you ready to make it rain? Let’s do this!What We Talked About:💡 The courage it took to rebrand herself after years under her mom’s name💡 Her simple-but-relentless system for weekly updates and client touches💡 Why “technicians” are powerful — and what it takes to evolve into a leader💡 The moment she knew it was time to hire (and let go of control)💡 How she balances fierce professionalism with calm, grounded presence💡 Her 2025 goal: fully step into rainmaker mode and scale with intentionGuest Links:At Guild MortgageOn LinkedInOn InstagramIf you liked what you heard, why not leave me a five star review, and tell me what you liked most about the show!PLUS :Do you feel like you've hit a plateau or lost some of your enthusiasm, focus, and fire? Has business become a grind and you often wonder what it’s going to take to get you excited again? Or do you feel like your world is constant chaos and you aren’t driving your life forward with clarity of vision?If so - check out my catalyst coaching community, where we accelerate your success!Connect with Shayla:On InstagramOn LinkedInShow Links:Shaylagifford.comThe Mortgage Rainmaker PodcastThe Catalyst Coaching CommunityGuild Mortgage
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10 | April Sales Mastery: Why Knowing Your Rainmaker Archetype Will Boost Your Sales Strategy!
Is your sales strategy aligned with your personality? If not, you could be missing out...Hey there, Rainmakers!In this game-changing April Sales Mastery community call, I reveal how knowing your Rainmaker Archetype is the secret to building a scalable, sustainable mortgage business — without burnout or cold calls.Are you a Trust Builder? Technician? Marketer? Or Networker?You’ll discover how to use your unique strengths, avoid your default pitfalls, and finally align your daily actions with a strategy that actually works for you.ALSO featuring powerhouse producers Amanda Ray and Allison Larson — two archetypes, two wildly different styles, one shared result: massive success.What we talk about:💡 The 4 Rainmaker Archetypes revealed — and how to find yours💡 Strengths, blind spots, and tactical focus areas for each type💡 Amanda’s top 5 strategies to meet realtors without cold calls💡 Allison’s 6-question closing sequence that wins relationships fast💡 How to match your prospecting plan to your Rainmaker archetype💡Why your tracking system must fit your workflow — or it won’t stick💡 How Amanda scaled to 219 closings and Allison hit $989K — using opposite stylesGuest Links:Amanda ReaOn InstagramOn LinkedInAt Guild MortgageAllison LarsonOn LinkedInOn InstagramAt Guild MortgageIf you liked what you heard, why not leave me a five star review, and tell me what you liked most about the show!PLUS :Do you feel like you've hit a plateau or lost some of your enthusiasm, focus, and fire? Has business become a grind and you often wonder what it’s going to take to get you excited again? Or do you feel like your world is constant chaos and you aren’t driving your life forward with clarity of vision?If so - check out my catalyst coaching community, where we accelerate your success!Connect with Shayla:On InstagramOn LinkedInShow Links:Shaylagifford.comThe Mortgage Rainmaker PodcastThe Catalyst Coaching CommunityGuild Mortgage
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9 | Athlete, Coach and Leader: How Paula Nirschl Built a $50M+ Mortgage Business From Scratch
What happens when a Division 1 basketball coach pivots into mortgage, moves to a new city, and decides to build a mortgage career from scratch, with ZERO connections? Paula Nirschl is what happens!Hey there, rainmakers!With over 18 years of experience in the mortgage industry, Paula is a passionate and dedicated leader who coaches and empowers loan officers to achieve their professional goals. And as VP of the Elevate Coaching Program at Guild Mortgage she oversees the training and development of a talented team, ensuring they have the skills, tools, and resources to succeed.In this episode, I sit down with Paula to explore how the lessons she took from her sporting success – both as an athlete and a coach – helped her grow a powerful referral-based business from literally nothing. Plus we get into how she's now impacting others through the Elevate Coaching Programme at Guild Mortgage.We talk about building trust, bouncing back from tough markets, and how to lead with discipline when everything feels uncertain. Whether you’re in production or building a team, this one’s got something for you.Are you ready to make it rain? Let’s do this. What You’ll Learn in This Episode:💡 The habits that helped Paula build a business from scratch in a brand-new city💡 How her coaching background shaped her approach to leadership💡 How systems (and one specific bit of tech) unlocked her scalability and growth💡 What Elevate Coaching is doing to transform careers at Guild Mortgage💡 Mindset strategies for staying in motion when the industry dips💡 Paula’s take on “failure is not an option” — and why it matters now more than everGuest Links:At Guild MortgageOn LinkedInOn FacebookIf you liked what you heard, why not leave me a five star review, and tell me what you liked most about the show!PLUS :Do you feel like you've hit a plateau or lost some of your enthusiasm, focus, and fire? Has business become a grind and you often wonder what it’s going to take to get you excited again? Or do you feel like your world is constant chaos and you aren’t driving your life forward with clarity of vision?If so - check out my catalyst coaching community, where we accelerate your success!Connect with Shayla:On InstagramOn LinkedInShow Links:Shaylagifford.comThe Mortgage Rainmaker PodcastThe Catalyst Coaching CommunityGuild Mortgage
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8 | How to Win in Any Market: Inside Jason Jacobs' $73M Process-Driven Growth
What if you could meet with fewer buyers, close more deals, and get realtors to send you leads because of your process — not despite it?Jason Jacobs isn't playing the volume game the same way everyone else is. He’s doing 261 units a year in St. Louis. In this episode, he shares exactly how he does it — step by step.In this episode of The Mortgage Rainmaker Podcast, Shayla sits down with Guild Mortgage superstar Jason Jacobs, who grew his production by 23% in a tough market—closing 261 loans in 2024. Jason breaks down his exact process, from how he coaches both clients and realtors, to why meeting every single borrower after pre-approval is his competitive edge. If you want a true behind-the-scenes look at what it means to be process-driven, referral-worthy, and relentlessly service-focused, this is your masterclass.Are you ready to make it rain? Let’s do this!What we talked about:✨Why Jason insists on meeting every client face-to-face (via Zoom or in person)✨The “4 Contingency Framework” he uses to help buyers win offers✨How he structures every realtor meeting for impact (and repeat business)✨Why a Circle of Trust text beats the old “just give them your number” handoff✨What Jason does differently with post-close client events for referral gold✨How coaching shaped his evolution — and what he's working on nextGuest Links:Jason Jacobs at Guild Mortgage – Chesterfield, MOJason on InstagramIf you liked what you heard, why not leave me a five star review, and tell me what you liked most about the show!PLUS :Do you feel like you've hit a plateau or lost some of your enthusiasm, focus, and fire? Has business become a grind and you often wonder what it’s going to take to get you excited again? Or do you feel like your world is constant chaos and you aren’t driving your life forward with clarity of vision?If so - check out my catalyst coaching community, where we accelerate your success!Connect with Shayla:On InstagramOn LinkedInShow Links:Shaylagifford.comThe Mortgage Rainmaker PodcastThe Catalyst Coaching CommunityGuild Mortgage
What if the mortgage business could be more simple and fun? What if you could double and triple and quadruple your results with less complexity and less stress – and without the sales roller coaster?
I'm Shayla Gifford and this is The Mortgage Rainmaker Podcast. If you're a loan officer looking to sharpen your skills, grow your pipeline, and get fired up – you're in the right place. We bring you interviews with top performing loan officers, my personal insights, and success stories from within my Catalyst Coaching community.
I've spent my entire career as a loan officer and helping loan officers. So I know you, I've been you. And now – I want to help you master your craft, dominate the mortgage game, and build a life and business that thrives.
So...are you ready to be a Rainmaker? Let's do this!
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