The Mortgage Rainmaker Podcast

Hey there, Rainmakers!
This episode is for the loan officer who is incredible at the work—but trapped by it.
In this episode of The Mortgage Rainmaker Podcast, I sit down with Joel Olson to talk about the trap so many high-performing loan officers fall into: being incredible at the work, but unable to scale because everything depends on them.
Joel built an $88M mortgage business by becoming the go-to lender for the hard files—the messy deals, the overlooked borrowers, and the situations other people gave up on. But the real breakthrough came when he learned how to scale without lowering his standards.
We talk about positioning, Realtor relationships, scripting, delegation, AI, lead generation, and how to stop being the best kept secret in your market.
If you’re a loan officer who knows you’re talented but feels buried by your own business—this episode is for you.
Key Insights
You have to choose how you will be competitive instead of trying to compete on everything.
The hard files are often where your greatest trust and referral relationships are built.
Being excellent at loans does not automatically make you scalable—you need visibility and systems.
More leads solve more problems than perfection ever will.
You do not have to lose control to scale—you have to build systems that protect your standards.
Delegation works when your team is executing your strategy, not inventing their own.

Guest links:
Website
https://www.joelolson.ca
Instagram:
https://www.instagram.com/thejoelolsonmortgageteam/
Facebook:
https://www.facebook.com/joelolsonlendingmax
LinkedIn:
https://www.linkedin.com/in/joel-olson-bb5b2917/
YouTube:
https://www.youtube.com/@joelolsonmortgageteam

If you liked what you heard, leave me a five-star review and tell me what hit home for you!
PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.
Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.
Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Connect with Shayla:
Shayla on Instagram:
https://www.instagram.com/shaygiff/

Shayla on LinkedIn:
https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:
Shayla's Website:
https://shaylagifford.com/

The Mortgage Rainmaker Podcast:
https://shaylagifford.com/podcast/

The Catalyst Coaching Community:
https://shaylagifford.com/catalyst/

Guild Mortgage:
https://www.guildmortgage.com/

What actually makes an agent trust you enough to send you business over and over again?
For the first time ever, I brought a real estate agent onto the show—and not just any agent. Jayce Coziar is someone I’ve watched, respected, and finally sat down with to understand how she’s built a 95% referral-based business.
This episode is different. You’re getting a real look at how I build relationships in real time—how I ask questions, find connection points, and uncover what actually drives someone. But more importantly, you’re hearing directly from an agent about what matters most to them.
If you’ve ever wondered what agents actually want from you, how to stand out, and how to turn conversations into consistent referrals—this is your blueprint.
Key Insights:
Kindness separates you in a transactional industry.
Agents value communication more than anything else.
Referrals come from connection, not performance.
Understanding people is your greatest sales skill.
The right relationships eliminate the need for constant prospecting.

Are you ready to make it rain? Let’s do this!
Guest links:
Website:
https://tahoejaycerealestate.com/

LinkedIn:
https://www.linkedin.com/in/jayce-coziar-42858557/

Instagram:
https://www.instagram.com/tahoejaycerealestate/

If you liked what you heard, leave me a five-star review and tell me what hit home for you!
PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.
Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.
Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Connect with Shayla:
Shayla on Instagram:
https://www.instagram.com/shaygiff/

Shayla on LinkedIn:
https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:
Shayla's Website:
https://shaylagifford.com/

The Mortgage Rainmaker Podcast:
https://shaylagifford.com/podcast/

The Catalyst Coaching Community:
https://shaylagifford.com/catalyst/

Guild Mortgage:
https://www.guildmortgage.com/

What if moving faster…is the very thing that’s slowing you down?
Hey there, Rainmakers!
On this episode of The Mortgage Rainmaker podcast I talk with Rachel Denson. She’s 30 years old, producing $20M a year, and building her business in a small town where reputation is everything. But what makes her different isn’t just the numbers—it’s how she got there.
She didn’t win by doing more, posting more, or chasing every opportunity. She won by slowing down, trusting herself, and showing up with a level of authenticity most people are too afraid to lean into. While everyone else was rushing to keep up, she was building something real—and it paid off.
If you’ve been overthinking your next move, questioning your voice, or trying to follow someone else’s blueprint, this episode is your reset. Because the truth is, the path to the business you want isn’t out there—it’s in how you choose to show up.
Key Insights
Investing time with clients at the start will pay off HUGE later on
Authenticity builds trust faster than any script, funnel, or strategy ever will.
You don’t need to do more—you need to do what actually matters - consistently.
Social media works when it reflects your real life, not a curated version of it.

Are you ready to make it rain? Let’s do this!
Guest Links:
Website:
https://www.firsttrusthomeloans.com/rdenson/
Instagram:
https://www.instagram.com/rachrossdenson/
LinkedIn:
https://www.linkedin.com/in/rachel-ross-denson-870911b0/

If you liked what you heard, leave me a five-star review and tell me what hit home for you!
PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.
Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.
Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Connect with Shayla:
Shayla on Instagram:
https://www.instagram.com/shaygiff/

Shayla on LinkedIn:
https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:
Shayla's Website:
https://shaylagifford.com/

The Mortgage Rainmaker Podcast:
https://shaylagifford.com/podcast/

The Catalyst Coaching Community:
https://shaylagifford.com/catalyst/

Guild Mortgage:
https://www.guildmortgage.com/

What would happen if you stopped hoping for business… and finally started asking for it?
Hey there, Rainmakers!
This conversation lit something up in me—and I know it’s going to do the same for you. Because this isn’t just about production. It’s about identity. It’s about what happens when you decide you’re done surviving… and ready to build a real business.
I sat down with my friend and client, Ginny Francum—a top producer who’s been in this business for over 20 years, closing 300+ units a year with just two assistants. But what makes this powerful isn’t just the numbers. It’s the journey behind them.
Divorce. Cancer. Burnout. And a moment where she had to decide: am I going to keep living in chaos… or am I finally going to take control?
In this episode, we break down what actually changed everything. The shift from “hope marketing” to boldly asking for the business. The systems that allowed her to scale without breaking. The follow-up, the videos, the discipline—and the truth that most people avoid: you don’t rise by accident. You rise by design.
If you’ve ever felt overwhelmed, stretched thin, or stuck in the cycle of doing more but not seeing more—this episode will challenge you in the best way.
Key Insights
Success is built on consistency and systems, not personality or hustle alone.
If you don’t track your activity, you can’t scale or sustain your results.
Asking for the business is uncomfortable—but it creates massive opportunity.
Follow-up is where trust is built and deals are won.
Letting go and trusting your team is required for your next level.
You can do hard things—and those moments define your future.

Guest Links
https://www.linkedin.com/in/ginny-phillips-473aa679/
https://www.instagram.com/ginnysaysatlanticbay/
https://www.facebook.com/ginnyphillipsmortgage/
Are you ready to make it rain? Let’s do this!
If you liked what you heard, leave me a five-star review and tell me what hit home for you!
PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.
Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.
Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Connect with Shayla:
Shayla on Instagram:
https://www.instagram.com/shaygiff/

Shayla on LinkedIn:
https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:
Shayla's Website:
https://shaylagifford.com/

The Mortgage Rainmaker Podcast:
https://shaylagifford.com/podcast/

The Catalyst Coaching Community:
https://shaylagifford.com/catalyst/

Guild Mortgage:
https://www.guildmortgage.com/

What if the business you’re waiting for… is one you could create this week?
Hey there, Rainmakers!
I knew this conversation was going to bring the heat—because Bill Gaylord always does. He’s the kind of person who walks into a room and raises the energy instantly. And what I love most? That energy isn’t just personality—it’s how he builds his business.
At 65 years old, after massive wins, devastating losses, and starting over more than once, Bill didn’t sit back and hope the market would come to him. He went out and created something the market needed.
We broke down his “Las Vegas Pitch”—a weekly, agent-focused event that brings 20 to 30 realtors into a room to pitch listings, build relationships, and generate real opportunities. No massive budget. No fancy production. Just consistency, value, and leadership.
And here’s why this matters: this isn’t a Vegas thing. This is a Rainmaker thing.
You can do this in your market. You can create the room. You can become the connector. You can be the one people rely on—not because of your rates, but because of the environment you build.
We also dive into his Smart Homebuyer Workshops—another simple, scalable strategy that turns education into applications and relationships into closings.
This episode is a blueprint. Not theory. Not fluff. Real, working strategies that are building a business right now.
Key Insights
If the market isn’t giving you opportunities, create your own room.
Events don’t need a big budget—they need consistency and leadership.
A simple weekly pitch session can position you at the center of your market.
Exposure is currency for agents—give it to them and they will show up.
Workshops convert because education builds trust faster than sales tactics.
Stop overcomplicating it—simple ideas executed weekly will win.
Ask for the business while you have the room—don’t delay the close.

Guest Links
https://www.billgaylord.com/
https://www.linkedin.com/in/bill-gaylord/
https://www.lasvegaspitch.com/

Are you ready to make it rain? Let’s do this!

If you liked what you heard, leave me a five-star review and tell me what hit home for you!
PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider.
Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence.
Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be!

Connect with Shayla:
Shayla on Instagram:
https://www.instagram.com/shaygiff/

Shayla on LinkedIn:
https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:
Shayla's Website:
https://shaylagifford.com/

The Mortgage Rainmaker Podcast:
https://shaylagifford.com/podcast/

The Catalyst Coaching Community:
https://shaylagifford.com/catalyst/

Guild Mortgage:
https://www.guildmortgage.com/