The Mortgage Rainmaker Podcast

The most dangerous thing in your mortgage business might not be the market. It might be your own doubt.
Hey there, Rainmakers!
Let's talk about conviction. Not confidence that comes and goes with the market, your paycheck, or someone else's success. I'm talking about that deep, grounded certainty that lets you put your blinders on and go all in.
After 22 years in the mortgage industry and 17 years at Guild Mortgage, I've learned something powerful: the grass isn't always greener. But sometimes, you really ARE in the wrong environment, and no amount of personal accountability will fix a broken support system.
In this episode, I'm getting real about why I've stayed, what makes me question things, and the five things I need to feel certain about my future. Because when you're constantly second-guessing your company, your compensation, or your business model, you're burning energy that could be changing lives. Let's get you grounded in what matters so you can stop drifting and start leading with conviction.
Key Insights
How to know whether your struggles are a YOU problem or your environment.
The five things every Rainmaker deserves
Why a bigger commission split doesn't always mean a bigger or better business.
How my 95/95/95 standard keeps my team focused on excellence instead of noise.
Why defining success on your own terms is the foundation of unshakable conviction.

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!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK
Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/
Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:
https://www.instagram.com/shaygiff/
https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:
https://shaylagifford.com/
https://shaylagifford.com/podcast/
https://shaylagifford.com/catalyst/

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

What happens when life knocks you down, your mortgage business loses momentum, and you have to rebuild... everything?
Hey there, Rainmakers!
My dear friend Carson Vaughn knows what it feels like to lose your footing. After building a $130M mortgage business in back-to-back years, leading a thriving team, and coaching loan officers across the country, a painful divorce shook his identity, his confidence, and his relationships with his children.
But Carson reached a point where he decided enough was enough. Enough shame, enough self-punishment, and enough holding himself back. It was time to rebuild his life, reclaim his confidence, and get his swagger back.
Now, with 120 loans and $55 million in production through September 2026, Carson is making it rain again! And he's doing it by completely rethinking where mortgage business comes from. We talk about about rebuilding after life's hardest seasons, then dive into the opportunities he's uncovering through commercial bankers, business owners, contractors, and non-QM lending.
If you've been knocked down, stuck in a rut, or relying on referral sources that aren't producing anymore, this conversation will challenge you to think bigger, show up differently, and get back in the game.
Are you ready to make it rain? Let’s do this!
Key Insights:
How to diversify beyond realtor referrals
Why non-QM and expanded lending products can open doors traditional mortgage lending can't.
The follow-up strategies Carson used to turn 12 commercial banking introductions into three emerging referral relationships.
How Carson generated 62 referral opportunities for realtors
Why genuine connection and consistently showing up will always beat pitching products.

Guest Links:
Website:
https://www.YourTexasLender.com
Instagram:
https://www.instagram.com/carsonvaughn512/
Facebook:
https://facebook.com/carson.vaughn.7
LinkedIn:
https://www.linkedin.com/in/carson-vaughn-5580579
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!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK
Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/
Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:
https://www.instagram.com/shaygiff/
https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:
https://shaylagifford.com/
https://shaylagifford.com/podcast/
https://shaylagifford.com/catalyst/

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

Stop trying to become a better salesperson. Start becoming someone people genuinely trust, believe in, and want to do business with.
Hey there, Rainmakers!
This week, I'm sitting down with Kyle Parmenter, a 33-year-old Kansas City loan officer who built his mortgage business part-time while working in corporate finance. Starting in one of the toughest markets we've seen, Kyle grew from $6 million to $14 million, then hit $20 million in production in 2025, with his sights set on a $35 million year. And he did it by leaning into his natural strengths, earning trust, and building genuine relationships instead of chasing transactions.
Kyle's a self-proclaimed finance nerd and natural Trust Builder, with 56% of his business coming from his sphere. We dig into how mentorship helped him find his confidence, why education and execution are his greatest competitive advantages, and how he wins realtor partners without the salesy nonsense. Because building a thriving business isn't about becoming someone you're not. It's about knowing your value, believing in what you offer, and having the courage to ask for the opportunity.
Key Insights:
Your existing relationships can become your greatest referral source when you lead with trust instead of pressure.
Education builds conviction. Execution turns that conviction into loyal clients
Stop trying to impress realtor partners. Get genuinely curious about their business and show them how you can help it grow.
Your personality and natural strengths are your competitive advantage. Build a business around who you actually are.

Guest Links:
Website: https://homeloansbykp.com
Instagram: https://www.instagram.com/parmenter_93/
Facebook: https://www.facebook.com/kyle.parmenter.14
LinkedIn: https://www.linkedin.com/in/kyle-parmenter-875049a3/
YouTube: https://www.youtube.com/@HomeLoansbyKP
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!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK
Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/
Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:
https://www.instagram.com/shaygiff/
https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:
https://shaylagifford.com/
https://shaylagifford.com/podcast/
https://shaylagifford.com/catalyst/

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

When your leads drop 65%, do you panic and pull back? Or do you double down and fight back?
Hey there, Rainmakers!
I'm taking you behind the scenes of the Gifford Team for an honest conversation with Evan Hulbert about what happens when your pipeline slows down and it's time to fight back. Evan grew up in the mortgage industry, started his career with us in 2023, and has quickly grown from transaction coordinator to loan partner, helping our team grow from $40M in 2024 to $70M in 2025.
Together, we break down our seven-week game plan to rebuild momentum through database prospecting, past buyer follow-up, home equity conversations, and reconnecting with referral partners. We also dive into Evan's journey of mastering the loan process, training new team members, and stepping into leadership. Because the work you do when everyone else pulls back is what sets you apart.
Key Insights
Why today's pipeline reflects the prospecting you did months ago.
How to reconnect with past pre-approved buyers and uncover new opportunities.
Why your database and referral partners are your greatest assets in a tough market.
How to use a seven-week sprint to build momentum for the new year.
Why mastering the lead-to-contract process creates confidence and lasting client relationships.
How developing talent and learning to delegate help you grow beyond being a technician.
Why discipline and consistent action separate Rainmakers from the competition.

Guest Links
Evan Hulbert | Guild Mortgage
Website: https://myrenolender.com
Instagram: https://www.instagram.com/evan_hulbert7/
Facebook: https://www.facebook.com/share/19mLRVA3Kk/?mibextid=wwXIfr
LinkedIn: https://www.linkedin.com/in/evan-hulbert-615897250
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!

Submit a question: https://kprpwoltlbp.typeform.com/to/WC24kOIK
Take my Sales Archetype Quiz: https://quiz.shaylagiffordcoaching.com/
Nominate someone to be on the podcast: https://shaylagifford.com/podcast/

Connect with Shayla:
https://www.instagram.com/shaygiff/
https://www.linkedin.com/in/shayla-gifford-3019396/

Show Links:
https://shaylagifford.com/
https://shaylagifford.com/podcast/
https://shaylagifford.com/catalyst/

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

You don’t have to lose your fire to become a better leader.
Hey there, Rainmakers!
Jon Arnold and I connected because I could feel his intensity immediately. He built his career the way a lot of us do: through survival, relentless work, and a refusal to fail. But over time, that drive evolved into something deeper—service, vulnerability, and real leadership.
In this episode, Jon shares how he redefined sales around trust, meaningful conversations, and helping people make better decisions. We also talk about sobriety, healing, building a branch with high-quality people, and how becoming more visible on social media helped amplify the reputation he had already earned in real life.
This conversation is for every high achiever learning that growth doesn’t mean becoming less driven. It means becoming more honest, more open, and more intentional about where you aim that fire.

Key Insights
Sales is about helping people make better decisions, not convincing them.
The goal of every conversation is to leave people better than you found them.
Vulnerability strengthens leadership and deepens relationships.
Your story can give other people permission to change theirs.
Social media works best when it amplifies who you already are.
You can stay intense, competitive, and driven without living in survival mode.
Are you ready to make it rain? Let’s do this!

Guest links:
Instagram:
https://www.instagram.com/applywithjon/
Facebook:
https://www.facebook.com/share/1H2G31MbiB/?mibextid=wwXIfr
LinkedIn:
https://www.linkedin.com/in/applywithjon?utm_source=share_via&utm_content=profile&utm_medium=member_ios
YouTube:
https://www.youtube.com/@applywithjon