Loan Officer Mastermind

For the past 10 years, Todd Bookspan, Dave Savage, and Deborah Byrd have been hosting conversations with industry leaders, authors, coaches, and sales experts to help you grow. This is your chance to learn and interact with the best of the best!

Loan Officer Mastermind is a education podcast hosted by Unknown Host, with 24 episodes on record and a Required Pod Score of 80.

Unknown Host hosts Loan Officer Mastermind, a education show with 24 episodes published.

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  Episode #26

  Don’t Work More. Make the Work Matter More. | Ryan Kiefer

  Oct 2, 202658 minS1

  What counts as a meaningful conversation with a referral partner? Ryan Kiefer joins Todd Bookspan, Dave Savage, and Deborah Byrd on the Loan Officer Mastermind to explain why his Q4 plan starts with two quality conversations each working day, rather than another push to simply make more calls. Drawing on a personal experience that changed how he thinks about time, Ryan shares his Paid Attention framework: notice what is happening in someone’s world, ask useful questions, listen closely, and find a relevant way to help. The conversation covers choosing who to call, opening with curiosity instead of a pitch, moving beyond “just checking in,” and identifying a clear next step. Ryan also shares his simple M/O tracking approach and explains why a conversation does not need to produce an immediate referral to move a relationship forward. Pasted markdown Pasted markdown For loan officers and mortgage leaders planning their next quarter, this episode offers a specific practice to test: make the next two conversations worth having.

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  Episode #25

  Educate & Motivate | Jacob Washburn

  Sep 25, 202655 minS1

  How do you help a hesitant homebuyer move from uncertainty to an informed decision? Jacob Washburn joins Todd Bookspan, Dave Savage, and Deborah Byrd on the Loan Officer Mastermind to share how he approaches buyer education, discovery calls, and consistent business development. Jacob explains his “rate paradox” concept and how he uses side-by-side financing comparisons to help buyers understand the difference between a price reduction and seller-credit options. He also shares the “fun funnel” idea he recently learned from a real estate team leader and the questions it raised about keeping mortgage conversations engaging. The discussion moves from client experience to daily execution: theme days, a dedicated hour away from email, and a team challenge built around referral-partner development. At the time of recording, Jacob reported approximately $110 million in year-to-date production for his team. His advice centers on habits listeners can examine in their own businesses: clearer explanations, more thoughtful questions, and a plan for making the calls. Recorded September 25, 2026. Financing examples are educational and are not current rate offers. Listen, share the episode with a colleague, and subscribe to the Win by Noon Friday Mastermind.

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  Episode #24

  Modern Day Strategy Implementation & AI Overload | Abdel Khawatmi

  Sep 18, 202656 minS1

  Are you getting more done with AI, or giving yourself more things to manage? Abdel Khawatmi joins Todd Bookspan, Dave Savage, and Deborah Byrd on the Loan Officer Mastermind to discuss practical implementation for mortgage professionals. Abdel shares how he approaches technology through the needs of his business, from organizing team resources to preparing for referral-partner conversations. He walks through his BUILDERS framework, explains the six Cs he tracks with loan officers, and describes how call-grading feedback helps him challenge his own communication habits. The conversation also covers choosing which projects to finish, planning around business and family commitments, and why sending an automated message does not replace picking up the phone. For loan officers and mortgage leaders dealing with AI overload, the episode offers a grounded starting point: clarify the workflow, make it usable, track the results, and stay personally involved where your judgment matters most.

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  Episode #23

  Rooted in Q4: How to Keep What Counts | Tricia Brouwers

  Sep 11, 202654 minS1

  What are you rooted in, and are those roots producing the harvest you want? In this episode of the Loan Officer Mastermind, Todd Bookspan, Dave Savage, and Deborah Byrd are joined by Tricia Brouwers, Senior Vice President of Growth and National Business Development at Wintrust Mortgage. Tricia shares the personal story behind her Rooted to Rise philosophy and explains how the health of an apple tree’s root system became a powerful framework for business, leadership, and personal growth. You will hear how loan officers can use the ROOTED framework to identify what is working, own their results, deepen their most valuable relationships, eliminate distractions, and develop the one skill that can improve the rest of the year. The group also discusses how to lead client conversations in a higher-rate environment. Rather than assuming rate is the client’s primary concern, Tricia encourages loan officers to ask two questions: Who am I serving, and what am I solving? You will also learn: Why your calendar may not be serving your goals How to determine whether past production was market-driven or personally driven Why you may need deeper referral relationships instead of more relationships The uncomfortable question to ask an unresponsive partner How to simplify your Q4 plan so it can actually be executed The five-step path from questions to conversations, relationships, opportunities, and action This episode is for loan officers, real estate professionals, and leaders who are ready to stop waiting for the market and start focusing on what they can control.

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  Episode #22

  The Capital Game: How the Wealthy Build Wealth Faster | George Antone

  Sep 8, 202659 minS1

  What if the fastest path to financial freedom is not finding an investment with the highest possible return? Bestselling author and financial educator George Antone joins Todd Bookspan, Dave Savage, and Deborah Byrd to explain the capital game, a framework for building wealth by focusing on how capital is structured, protected, and redeployed. George walks through the four drivers of his system: velocity, structure, sequence, and stability. He explains how the four Cs, cash flow, collateral, cash, and capital gains, can help investors evaluate how quickly an asset may support the next financial move. The conversation also explores the role of mortgages in long-term financial planning. George explains why he looks beyond the interest rate to consider leverage, loan constant, spread, reserves, and liquidity. He also shares why he generally favors a well-structured 30-year mortgage over a 15-year mortgage in the earlier stages of a wealth-building plan. For loan officers, this episode provides a practical framework for having better client conversations. Learn how to compare down payment strategies, help clients preserve liquidity, collaborate with financial advisors, and move beyond rate quoting to become a trusted mortgage advisor. For your own finances, George challenges you to determine whether your portfolio is systematic or scattered. You will leave with a clearer understanding of how liquidity, sequencing, and mortgage structure can influence your path toward financial freedom. This episode is for educational purposes and should not be considered individualized financial, investment, tax, or legal advice.

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