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17 | How to Close More Sales: The (Smart) Success Strategy For Loan Officers with Brendan Donelson
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What if the secret to scaling wasn't speed... but slowing down to advise better?
Hey there, Rainmakers!
This episode right here? It's one of those "drop everything and listen" convos.
I sat down with Brendan Donelson—legendary LO, longtime leader, and one of the most consistent, humble top producers I know. He’s been in the game for over 30 years, closed nearly $18M YTD, and he’s still having fun. Not just winning, but redefining how winning looks.
We got into what really creates long-term mortgage success. Spoiler: It’s not chasing leads or quoting rates—it’s mastering the middle. That advice-giving, trust-building, highly consultative space between app and approval.
He walked me through his ‘Smart Start’ strategy, a system that elevates the client experience, reduces the noise, and increases conversion. The kind of system that helps you go from 75 leads → 28 deals, with joy and sanity intact!
If you’ve been feeling stuck in grind mode or wondering how to raise your value in today’s market—Brendan gives you the map (plus a few mic drops you’ll want to replay.)
SO–are you ready to make it rain? Let’s DO this!
💡 What we talk about:
Most clients aren’t in a rush—so stop rushing your process
Presentation isn’t flair—it’s your secret weapon as a trusted advisor
Smart Start™ positions YOU as the expert in a noisy, rate-driven world
The middle pillar—advice and counsel—is where the money and meaning are
Don’t just win more deals… do it with fewer leads and better clients
True mastery is doing the basics with obsession
After 30+ years, Brendan’s still evolving—and still teaching
Guest links:
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:
Show Links:
The Mortgage Rainmaker Podcast
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