In this episode, we’re diving into the rapid evolution of the mortgage industry and, more importantly, how organizations can and must adapt to survive and thrive. With shifting markets, burgeoning technology, and a workforce balancing unprecedented demands, the call for transformation has never been louder.

We’re joined by Vanessa Godoy, our Chief People Officer and a leader with a passion for architecture not just of HR processes, but of teams themselves. Vanessa helps us unpack the movement from traditional HR “policing” to people-first strategy, the growing importance of self-awareness for leaders, and why building intentional teams is essential as our industry changes before our eyes.

We talk candidly about the unique challenges working moms face, especially in a world that expects so much of women at work and at home. From remote motivation to strengths-based leadership, this conversation is packed with practical insights, honest reflections, and some very relatable stories (including persistent teenagers and free root beer floats we promise you’ll relate).

Here’s what we cover in this episode:

• The current transformation and uncertain future of the mortgage industry
• How the role of HR is shifting from risk-based compliance to people strategy and empowerment
• The challenges and realities of balancing family, career, and personal growth especially for women in leadership roles
• Why self-awareness, communication, and intentionality are non-negotiables for today’s leaders
• How tools like the Gallup Strengths Finder can revolutionize team dynamics, hiring, and leadership development

Key takeaways:

1. The Mortgage Industry’s Evolution Demands Change: We must recognize that the mortgage industry is undergoing profound transformation. What works today may not work a year or even six months from now, and organizations must adapt to survive 00:00, 29:15.
2. From HR Policing to People Strategy: HR is no longer just about compliance and risk management. Our focus now is on empowering our people, building engaged teams, and aligning the people strategy with business strategy for true organizational success 06:50, 30:12.
3. The Working Mom’s Balancing Act Is Real: Balancing the demands of career, family, and personal growth is a complex reality for women. We discuss the invisible load many women carry, from calendar management to emotional support, and why organizations need to acknowledge and support this reality 01:50, 05:11.
4. Intentional Leadership Is Essential in a Hybrid World: Leaders can’t afford to just “go through the motions.” With teams often dispersed, relationship-building, motivation, and development must now be intentional, thoughtful, and built on genuine understanding of each team member’s strengths and needs 11:55, 15:31.
5. Self-Awareness and Strengths-Based Teams Drive Success: Tools like Strengths Finder aren’t just HR fluff they’re core to building resilient, adaptable teams. Knowing your own strengths (and gaps), leveraging the strengths of others, and hiring for complementary skillsets is key to evolving with the demands of the business and the industry 15:31, 21:06, 26:27.

Vanessa reminds us, “I am not a finished product and I never want to be.” That commitment to continuous learning, evolving, and growing both in our careers and our personal lives is at the heart of this episode and, truly, of Lending Leadership.

Thanks for listening. Don’t forget to like, subscribe, and share Lending Leadership: The Creative Brief. Let’s continue to grow together.

Rach & Rin

Welcome to Lending Leadership: The Mortgage Pros—your inside track to operational excellence in the mortgage industry.

In this episode, we dive into a topic every growing loan originator inevitably confronts: how to protect your business, your time, and your sanity as you scale. Specifically, we unpack one of the simplest, most effective systems used by top-producing teams: implementing a team phone and team email.

In this episode, we (Robert Fillyaw, Dave Holland, and Tom Mills) share hard-won lessons from the trenches and strategies proven to free up your workflow, improve client experience, and reclaim your personal life.

Too many originators run every part of their business through a personal cell until, one day, they simply can’t keep up—and the cost isn’t just in lost leads, but in missed moments and burnout. That moment, we argue, is exactly when you need to reset your mindset and leverage systems designed to support a team—not just yourself.

In our conversation, we talk about:

1. The pitfalls of being a “single point of failure” and why you need to design yourself out of being the bottleneck
2. Specific signals that it’s time to get support (from missed deals to family complaints)
3. The mechanics and mindset shifts of setting up a shared phone line and shared email
4. How to roll out new systems without overwhelming yourself or your team
5. Real talk about losing (and gaining!) referral partners when you make these changes—plus, why it’s worth the risk

We also cover how to organize team inboxes, use technology like soft phones and shared lines, and set appropriate expectations for both team members and clients. Finally, we emphasize that operational change isn’t just about saving business—it’s also about reclaiming your time, your relationships, and your energy outside of work.

Key takeaways:

1. A Shared Phone and Email Are Game-Changers: Running your business through your personal phone and inbox works—until it doesn’t. Implementing a team phone and email reduces missed leads, protects your business, and makes it possible to set boundaries without sacrificing growth.
2. Recognize the Warning Signs: If you’re constantly tethered to your phone, missing out on family time, or hearing complaints from agents and clients about your availability, it’s time to take action and delegate communications to a team system.
3. Start Small, Scale Up: Transitioning from a solo setup to a team system can be overwhelming, so begin with baby steps. Forward a few calls, use a simple answering service, and gradually migrate contacts to the shared number and inbox as you (and your team) get comfortable with the new routine.
4. Change Means Losing—and Gaining—Referral Partners: Not every agent will embrace your new system, but as Dave Holland and Robert Fillyaw share from experience, the agents you lose are often replaced (and then some) by new ones who value your efficiency—and your business will benefit as a result.
5. Systems Create Work-Life Balance: Setting up these operational foundations lets you truly unplug, take vacations, and focus on the revenue-driving tasks only you can do. For the first time, you’ll have the freedom to step away without anxiety—knowing your clients and business are in good hands.

We end the episode reaffirming that change may feel uncomfortable at first, but it’s essential if you want to scale sustainably—and ultimately enjoy both a thriving business and a fulfilling personal life. If you’re ready to take the leap, access our Team Communication Playbook here: https://heyzine.com/flip-book/Team_Communication_Playbook

Thanks for tuning in to Lending Leadership. Don’t forget to subscribe and leave us a 5-star review if you found this episode valuable—we appreciate you being part of our community!

Robert, Tom, and Dave

Welcome back to Lending Leadership: The Creative Brief, your go-to podcast for actionable insights at the intersection of sales, performance, and personal well-being!

In this episode, we focus on one of the most fundamental but often overlooked pillars of sales success: consistency. We’re joined by the inspiring Alicia Dupree, whose extensive career in sales and coaching brings a wealth of real-world wisdom to the table. Whether you’re a loan officer, realtor, sales professional, or juggling a busy home and work life, this conversation is packed with strategies to help you show up, follow up, and stand out.

We kick things off talking about why simple habits, done consistently, separate top performers from everyone else. We explore “consistency versus perfection or intensity,” why being a great listener matters more than being convincing, and how authenticity is the key to building lasting trust. Rachael Tresch leads the discussion, drawing parallels to her own journey as a working mom in sales and reflecting on how Alicia Dupree’s coaching and follow-up habits transcend industries.

Together, we dive into the challenges working moms face, the importance of managing energy and health, and why sales is more about listening and problem-solving than pitching. Plus, we unravel what makes follow-up so hard and what practical systems can make it easier and way more authentic.

Key takeaways:

1. Consistency Beats Intensity and Perfection
2. As Alicia Dupree shares, it’s not about being perfect or intense; it’s about showing up and making incremental progress each day (00:00, 30:11). Small, consistent actions compound over time, especially in sales, coaching, and wellness.
3. Listening Over Convincing
4. The best salespeople are great listeners, not pushy persuaders (06:00). By asking thoughtful questions and letting the client speak, you uncover their real needs and match your solutions authentically.
5. Authentic Follow-Up Builds Trust
6. Following up is critical, but it must be intentional and personal (19:14). Using voice memos, recalling details from previous conversations, and avoiding generic “just following up” messages helps you stand out and create genuine connections.
7. Systems Make Consistency Possible
8. Don’t “wing it” have a reliable system to track and execute your follow-ups (19:53). Whether it’s pen-and-paper or a CRM, the important part is implementation, not complexity.
9. Health, Wellness, and Professional Success Are Interconnected
10. For busy professionals (especially working moms), health isn’t just about exercise; it's sleep, mental wellness, and managing stress (04:32). Addressing the root causes (not just surface-level symptoms) leads to sustainable growth in both life and work.

This episode is a must-listen for anyone looking to build better habits, lead with authenticity, and achieve lasting success in sales and beyond. Connect with Alicia Dupree at www.aliciadupree.com.

Don’t forget to subscribe to Lending Leadership for more conversations that empower you to grow, execute, and thrive.

Rach & Rinn

Welcome back to Lending Leadership: The Creative Brief—your inside guide to modern leadership in lending, community building, and the strategies separating top producers from the rest.

In this episode, we had the absolute pleasure of sitting down with Will DeLaTorre, President's Club winner at HMA Greentree and the man behind the motto, “Where there’s a will, there’s a way.” Will DeLaTorre is renowned for his relationship-driven approach, his ability to consistently level up his business, and his unique path from a single loan officer to a team leader shaping his market by championing collaboration and cultural inclusion.

We dig into how Will DeLaTorre built his legacy from the ground up, starting in the late '90s at a massive mortgage company, absorbing foundational lessons in customer service, and evolving through the industry’s many cycles. Our conversation examines not just his business philosophies but also the hard strategies and lived experiences behind building a thriving, inclusive team—especially in serving underserved communities and mastering event-driven marketing.

Here’s an overview of what we covered:

1. The importance of long-term planning and consistency in business development
2. How Will DeLaTorre intentionally grew from a solo producer into a leader with a strong, culturally diverse team
3. The pivotal role of authentic relationships with coworkers, clients, and collaborators
4. His specialized service for the Spanish-speaking community, and what true inclusivity looks like for borrowers
5. Tactical deep-dive into event planning and making marketing impactful—even getting over 220 realtors in one room!
6. The mindset shifts from competition to collaboration, and how “iron sharpens iron” in the modern lending world

Key Takeaways:

1. Consistent, Long-Term Planning Wins Every Time
2. We’ve all been tempted to throw together last-minute events or campaigns, but Will stresses repeatedly the power of detailed, six- to eight-week planning. Consistency in your actions—not just your vision—is truly what propels growth, from daily prospecting to large-scale marketing events.
3. Relationships Are the Foundation
4. Will’s trajectory proves that treating clients, colleagues, and partners like family outlasts every market shift or technological change. When you’re in it for the right reasons—to genuinely help people—the business takes care of itself.
5. Culture and Collaboration Trump Competition
6. Early in his career, Will DeLaTorre saw fellow loan officers as competition, but growth accelerated when he shifted to collaboration—especially through masterminding with peers and inviting new people into his circle. “I want to be the dumbest guy in the room,” he says, underscoring the value of always learning from others.
7. Serving the Underserved Builds Business and Legacy
8. As a fluent Spanish speaker and immigrant, Will recognized how the Latin community is often underserved and distrustful of traditional banks. By making everything accessible in their native language and offering true cultural understanding, his team doesn’t just close loans—they create generational change.
9. Event and Marketing Success is a Team Sport
10. The secret behind Will’s packed events isn’t magic (or luck). It’s collaborative effort: leveraging sponsors, the skills of everyone on the team, and regular touchpoints and rehearsals. That, plus telling authentic client stories on social, multiplies reach and drives referrals long after the event is over.

Whether you’re an individual loan officer looking to scale, a branch looking for direction, or simply in search of inspiration on leadership through service, this episode delivers both actionable steps and plenty of heart.

Thank you, Will DeLaTorre, for sharing your insight and passion. Loan officers in South Jersey—and beyond—take note: where there’s a will, there’s definitely a way. See you next time!

Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros, where we dive deep into the strategies, challenges, and leadership philosophies shaping the mortgage industry today.

In this episode, we unpack an intriguing statistic: 84% of $20 million producers are open to recruiting conversations, but only if an executive is involved. We dig into what this means for mortgage recruiting, how leadership at every level impacts the process, and why top producers are prioritizing conversations with executives over recruiters.

While we don’t have a special guest this week, you’ll hear from the full Lending Leadership team: Tom Mills, Robert Fillyaw, and Dave Holland. We share our firsthand experiences, insights from recent mastermind groups, and practical advice for branch managers, leaders, and anyone looking to build a high-performing mortgage team.

Here’s a breakdown of what we covered:

1. The changing landscape of recruiting in the mortgage industry and why today's top producers want conversations with executives, not recruiters.
2. What motivates loan officers to change companies: from compensation, leadership, and company stability to support systems and technology.
3. How leadership at the branch and company level influences recruiting, retention, and overall team culture.
4. Building strategic and meaningful relationships in recruiting, with real-world tactics and long-term nurturing.
5. What makes a great loan officer and branch manager, and why the right hire isn’t just about production but about values and team fit.

Key takeaways:

1. Leadership Matters More Than Ever: Top producers want to engage directly with high-level executives because they value leadership stability and alignment. The days of relying solely on recruiters are fading—executive involvement is a sign of credibility and long-term commitment.
2. Recruiting is a Relationship Game: Effective recruiting isn’t about cold calls or opportunistic pitches. It’s about building relationships, offering value over time, and being the trusted industry professional people turn to when change happens.
3. What Attracts Talent in 2024: Compensation and incentives matter, but so do technology, marketing support, operational efficiency, and strong leadership. Loan officers want to know the company is forward-thinking and ready for the future, especially with the rise of AI and automation.
4. Branch Managers Must Build Their Own Leadership Brand: It’s not just about what the company offers. Branch managers need to create a value proposition, align with the right people, and be someone worth working for. Leadership stories, proven development, and servant leadership are key.
5. Be Strategic and Selective With Recruiting: Not every high producer is a good fit. Being clear about your values and target avatar prevents costly mis-hires. The best hires are sometimes the ones you don’t make—and a strong team is built around ethics, growth mindset, and collaboration.

We hope you found something of value in today’s discussion. If you’re a branch manager looking to grow your team and wondering what to evaluate first, drop us a line—we’d love to hear from you. Be sure to subscribe and smash that review button; your feedback keeps Lending Leadership moving forward!

Robert, Tom, & Dave

Welcome back to Lending Leadership: The Creative Brief—your go-to podcast for current conversations shaping modern mortgage and lending leadership.

This week, we're thrilled to bring you a particularly timely episode: we reframe social media from a content dump into an opportunity for authentic relationship building. Posting is no longer about volume—it’s about connection. If you’ve ever felt exhausted or burned out by the constant push to “post more,” this conversation is for you.

We’re joined by our very own social media director, Summer Boyd, who brings her expertise to help us decode what actually works on social today. Social platforms are evolving rapidly, and, as we enter the world of 2026 and beyond, trust, presence, and authenticity are more essential than ever.

We discuss the impact of AI, the importance of engaging instead of broadcasting, why quality beats quantity on business pages, and actionable strategies for social listening, building trust, and growing your digital presence—without losing your mind.

What we covered in this episode:

Together with Summer Boyd, we explore:

1. Why social media should be seen as a tool for building relationships, not just for broadcasting content
2. The massive shift toward authenticity and “showing up human” in the age of AI and filters
3. How engagement—not posting frequency—now drives the algorithms and boosts visibility for business pages
4. The practical value of social listening, content responsiveness, and supporting your community online
5. The true meaning of social proof in the digital age, and how trust is built over time (not in a single post)

Summer shares expert and easy-to-implement tips for those overwhelmed by social media, emphasizing the power of small, consistent habits that can grow your network and authority without requiring you to be everywhere, all the time.

Key takeaways:

1. Social media is relationship-first, not content-first.
2. Treat social platforms as networking events—don’t post and ghost. Engagement (commenting, responding, supporting others) is the new differentiator.
3. Authenticity wins over perfection.
4. In an increasingly AI-saturated world, being real, imperfect, and “human” is more valuable than ever. Audiences want to connect with real people, not brands hiding behind polished graphics and scheduled posts.
5. Quality engagement outperforms quantity of posts.
6. Algorithms now favor interaction and community building, not static business posts. Prioritize responding, sharing, and showing up for others—especially on your business page.
7. Social listening provides endless content inspiration.
8. Pay attention to what your partners, clients, and competitors are discussing online. Use their challenges and questions as starting points for your own content—don’t overthink it!
9. Trust (social proof) is built in small moments over time.
10. Consistent engagement, celebrating client victories, and supporting your local community online matter far more than a sporadic review or testimonial. People trust those who show up and interact, not just those who talk about their successes.

Whether you’re new to the social media game or a seasoned poster who’s lost motivation, this episode will help you reset your focus, start small, and show up more intentionally.

As always, if you have questions or want to share your own tips, engage with us online—we’re here to listen and grow with you. Don’t forget to like and subscribe!

Thanks for tuning in to Lending Leadership: The Creative Brief. See you next time!

Rach & Rinn

Welcome back to Lending Leadership: The Mortgage Pros, your inside track to the strategies, stories, and culture shaping today’s mortgage business.

In this episode, we’re excited to welcome a true industry legend: John Mirenda, founder of Greentree Mortgage. For decades, John has been widely respected not only for building a powerhouse mortgage company, but for doing so with a focus on people, honesty, and servant leadership. If you’re a mortgage owner-operator grappling with the challenges of growth, culture, or even considering a merger, John’s journey is a masterclass in navigating them all.

We kick things off discussing the big question: What happens when an owner who’s been courted by competitors for years finally says “yes” to a real conversation? And, more importantly, what does a merger look like when people, culture, and leadership truly come before the numbers? Dave Holland, Tom Mills, and Robert Fillyaw team up with John to explore the ups and downs of his 30-year journey at Greentree, his rise from entry-level employee to owner, and the tough times that ultimately defined both his company and his leadership.

We dig deep into what made Greentree stand out—its reputation, its culture, and the extraordinary loyalty of its team, even as competitors sought to lure them away. John Mirenda shares the story of buying the business just before the market crash, the years spent in survival mode, and the lessons that only adversity can teach. Together, we talk through what made our own merger unique: how trust, transparency, and partnership came before negotiations, and how keeping culture intact guided every decision.

The heart of the conversation is about more than business. It’s about what it means to put people first, why servant leadership—while not the fastest path—creates lasting and meaningful success, and why sometimes, being open to one key conversation can change your business and your life for the better.

Key Takeaways:

1. Servant Leadership Isn’t Just a Buzzword: John Mirenda shares how seeing himself as a partner and service leader to his team (not just the “boss”) built a foundation of loyalty and stability, especially through market turmoil and aggressive recruiting from competitors.
2. Survival Through Adversity Builds Real Success: The toughest years—surviving the ’07–’09 mortgage meltdown—didn’t just test Greentree; they defined its future. John explains how taking just one positive step each day through crisis laid the groundwork for long-term achievement.
3. Culture and Trust Over Numbers: When merger talks began, the conversation centered on vision and people, not the balance sheet. The partners made sure that Greentree’s legacy, reputation, and relationships stayed at the center of every decision—proving that deals built on trust last.
4. Collaboration Multiplies Opportunities: After years “at the top but alone,” John found the greatest surprise and benefit was joining a partnership where leadership and decision-making were shared. This collaboration opened new doors, from technology to marketing and coaching his team had never explored.
5. Openness to New Conversations Drives Growth: John’s message to other mortgage leaders: Don’t close yourself off from new partnerships or ideas out of apprehension or habit. Sometimes, the path to even greater fulfillment and success is on the other side of one open, honest conversation.

This episode is packed with wisdom for any leader in the mortgage industry, whether you’re running your own company, building your team, or contemplating a merger. We hope John’s story inspires you as much as it inspired us—and reminds you that in this business, putting people and culture first is always the best investment.

Thanks for listening to Lending Leadership: The Mortgage Pros. For John Mirenda, Dave Holland, Tom Mills, and our entire team, we’ll catch you in the next episode.

Robert, Tom, & Dave