Afleveringen
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Alec Conrad is the co-broker owner of Carolina Mortgage Advisors in Charlotte, North Carolina — a brokerage built on a simple but powerful philosophy: do the basics better than everyone else, find your niche, and protect it with consistency.
In this episode of Chasing Excellence, he joins host Tony Thompson, CMB for a candid conversation about what it really takes to build a mortgage business from scratch, why he became the VA loan go-to in a market with no military base nearby, and how a FaceTime call with his toddler son changed the entire trajectory of his career.
Alec didn't come from mortgages — he came from mergers and acquisitions, traveling constantly, closing high-stakes corporate deals. But when his son Cooper asked why daddy was always so far away, he was on the next flight home, canceled his contract, and never looked back. What followed was a humbling first year of near-zero income and a decade of building something real — a brand, a niche, a partnership, and a brokerage now on track for 30–40% production growth in 2026.
What You'll Learn:
How Alec left a high-paying M&A career to be present for his son — and built a mortgage brand around being "Cooper's dad"The origin of Carolina Mortgage Advisors: how a difficult situation at a prior brokerage turned into the momentum to go independentWhy the originators winning right now are the ones focused on fundamentals — not headlines, not tech, not what Rocket just acquiredHow Alec became a VA loan authority in Charlotte by teaching nearly 1,000 realtors since 2018 — without living near a military baseWhy consistent messaging over years turns niche expertise into a self-sustaining referral engineThe post-mortem review Alec runs every year to track where new referral partners came from — and how to replicate itHow a simple Tuesday update habit turned listing agents into his #1 source of new businessWhy knowing what to refer out is just as important as knowing what you're great atHow to use RETR to build a targeted list of realtors who don't have a dedicated lending partnerWhat Alec is most grateful for: a business partnership that accelerated his growth by nearly a decadeWhy the broker channel's product access can work against you if you haven't committed to a nicheConnect with Alec Conrad:
Carolina Mortgage Advisors: www.carolinamortgageadvisors.com
Alec Conrad: https://www.linkedin.com/in/alec-edward-conrad/Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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Chris Musso is the president of West Park Mortgage Group — a Tampa, Florida-based brokerage five years in the making, built on servant leadership, data-driven coaching, and a team culture that produced growth for every single LO in one of the toughest mortgage markets in recent memory.
In this episode of Chasing Excellence, he joins host Tony Thompson for a deeply practical conversation about what it really takes to lead a mortgage team — and how to build one that actually stays.
Chris spent 23 years in the industry before opening West Park — running refi call centers and large retail operations before making the deliberate pivot to purchase business and broker ownership. What followed was a brokerage named after his own neighborhood, rooted in community, and built to outlast market cycles.
What You'll Learn:
How every West Park LO grew their business year-over-year in a down market — and the coaching system behind itThe 3 pillars of LO success: consistent activities, consistent processes, and qualified referral partnersHow AI is being implemented at West Park right now — and why it sets LOs up to beat competitors who aren't using itThe data framework Chris uses to show each LO exactly how many credit pulls they need to hit their goalsWhy LOs closing one loan a month are almost certainly not working 75-80% of their day on business buildingTony's "are you a buy, sell, or hold?" question — and why every originator needs to answer it honestlyWhy servant leadership — not micromanagement — is what keeps top producers around for over a decadeConnect with Chris Musso:
Follow Chris Musso: https://www.linkedin.com/in/chris-musso-b6618016/
West Park Mortgage Group: https://westparkmortgagegroup.com/Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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Zijn er afleveringen die ontbreken?
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Brian Tewes is the president and CEO of Tewes Lending — an Orlando-based mortgage brokerage recognized in the top 5% nationwide by HousingWire and the top 2% in the country by Scotsman Guide.
In this episode of Chasing Excellence, he joins host Tony Thompson right in his home city for a conversation about building a mortgage business on legacy, competitive fire, and daily social media consistency.
Brian didn't plan on being in mortgages. After watching the 2008 crash devastate his family, he swore the industry off entirely. Nearly a decade later, after a conversation with his father — a 31-year mortgage veteran — changed his mind, he went all in, sank for a season, and came out the other side as one of Florida's top producers.
What You'll Learn:
How Brian went from "I will never do mortgages" to top 2% nationwide in under 10 yearsThe family legacy behind Tewes Lending — and why "Let's Get You Home" means more than a taglineWhy affordability is both the biggest challenge and the biggest opportunity in mortgage right nowThe Warren Buffett mindset Brian uses when rates climb and other originators head for the exitsWhy Brian loves Monday mornings — and what that tells you about building a business worth showing up forThe daily social media system that turns closings into referral magnetsWhy being a partner — not a vendor — is what gets clients and realtors across the finish lineConnect with Brian Tewes:
Tewes Lending: https://teweslending.com/
Follow Brian: https://www.linkedin.com/in/brian-tewes-mba-ab02283a
Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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Mark Maimon is a branch manager at Luminate Bank with nearly 25 years in the mortgage industry, operating across Los Angeles, New York City, and Florida — and closing between $100M and $200M annually.
In this episode of Chasing Excellence, he joins host Tony Thompson to break down the strategy behind his success: go where other originators aren't, plant seeds before the market is ready, and build a business that competes on expertise instead of rate.
Mark has spent his career finding underserved pockets most loan officers walk right past — the senior and elder care space, high net worth non-QM borrowers, bridge loan clients, and wealth advisor referral networks. His philosophy is simple: the center lane is too crowded. Just outside it is where the real opportunity lives.
What You'll Learn:
Why the senior and elder care space is one of mortgage's biggest untapped opportunities right nowHow Mark positions his business as an alternative to reverse mortgages — and why it worksWhy wealth advisors deliver 10x more qualified referrals than real estate agentsThe long-game marketing mindset: planting seeds 18 months before they bear fruitWhy picking a niche doesn't cost you standard transactions — it earns you bothHow to approach mortgage through a financial planning lens to add value no other LO is offeringMark's mission to drill a well in Kenya — and how a $25,000 goal can serve over 1,000 peopleFollow Mark Maimon: https://www.linkedin.com/in/mark-maimon-51bb923
Luminate Bank: https://www.luminate.bank/
Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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David Kakish is the branch manager of Anchor Home Loans — a DBA under C2 Financial based in Gulf Shores, Alabama, closing around $50 million annually across 130 to 150 units in just his third year in the business.
In this episode of Chasing Excellence, he joins host Tony Thompson for one of the most honest conversations the show has had yet about what it really takes to build from zero when you have no industry background, no referral base, and no roadmap.
David spent 17 years in ministry before pivoting to mortgage in 2022. What followed was a data-driven cold calling system, personalized video loan estimates, and a process obsession that most originators with decades of experience still haven't developed.
What You'll Learn:
How David cold called realtors in states he wasn't licensed in — and used their answers to build his entire pitchWhy he makes personalized video walkthroughs for every loan estimate — and how it helped him scaleAI in mortgage: why it's the great equalizer right now and why you have a 3 to 5 year window to act"Small for a season vs. small for a reason" — and how to honestly figure out which one you areWhy motivation and focus are two completely different things — and what separates top producersHow to shoot bullets before cannonballs — and stop wasting money on strategies you haven't testedDavid's gratitude framework: the things you're complaining about today are answers to prayers from 10 years agoConnect with David Kakish:
Anchor Home Loans: https://theanchorhome.com/
Follow David: https://www.linkedin.com/in/david-kakish-573aa3249/Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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Chris Kerr is a top-producing outside loan originator at Elements Financial Credit Union in Indianapolis, closing $30 million a year across 100+ units — with no inside referral pipeline.
In this episode of Chasing Excellence, he joins host Tony Thompson to break down the mindset, habits, and process that have kept him at the top of his game for 20 years.
Chris didn't start in mortgages. After studying criminal justice at Indiana University and a brief career as a police officer, he found his way into sales in 2006 and never looked back. A chance mentorship shaped his entire approach to the business — and it all comes back to one thing: being thorough before the pre-approval so everything else runs smoothly.
What You'll Learn:
Why being thorough upfront — before the pre-approval — is Chris's #1 competitive edgeHow he closes 99% of the pre-approvals he puts his name onWhy discipline is the most important trait for originators who work from homeWhat Chris would tell his younger self: build a repeatable process from day oneHow to stay motivated through slow seasons when the phone stops ringingWhy your operations team is the secret weapon behind every great originatorThe "change your sail" philosophy for adapting when the market shiftsConnect with Chris Kerr:
Elements Financial Credit Union: https://www.elements.org/
Follow Chris: https://www.linkedin.com/in/christopher-kerr-b289138/
Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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John Murphy is the Chief Revenue Officer and co-founder of MJW Mortgage — an Indianapolis-based Independent Mortgage Bank doing $400 million in annual volume.
In this episode of Chasing Excellence, he joins host Tony Thompson live in Indianapolis for a conversation about building a mortgage company that lasts, leading from the front, and why avoiding the vanity of volume is the real competitive advantage.
John entered the mortgage industry at 19 years old — right in the middle of the 2008 crash — and never looked back. He and his partner Michael built MJW from a two-man broker shop all the way to fully delegated Fannie Mae seller-servicer status. Their model: be big enough to support your people, but small enough to actually know them.
What You'll Learn:
How MJW Mortgage grew from a broker shop to a $400M Fannie-approved IMBWhy the "vanity of volume" is a trap and what to focus on insteadThe 3 things every originator needs to succeed: desire, continuous learning, and communityWhy great leaders start as great followers — and what that looks like day to dayHow to stop playing too small with your goals and your pipelineWhy the Midwest is one of the most overlooked mortgage opportunities in the country right nowThe mindset shift that separates originators who make it from those who quit too soonConnect with John Murphy:
Follow John Murphy: https://www.linkedin.com/in/johntsmurphy/
MJW Mortgage: https://mjwmortgage.com/Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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Justin Demola is the SVP of Mortgage and Housing at Equifax, with 33 years of mortgage industry experience spanning origination, consulting, and the vendor side.
In this episode of Chasing Excellence, he joins host Tony Thompson to talk about the forces reshaping the mortgage industry — regulatory uncertainty, the power of data, and why AI represents a once-in-a-generation opportunity for mortgage professionals.
Justin brings a rare 30,000-foot view of where the industry is headed and what lenders, originators, and broker-owners need to pay attention to right now.
What You'll Learn:
Why regulatory uncertainty — not rates — is the #1 challenge facing the industry todayWhat the potential GSE exit from conservatorship could mean for your businessHow to use data at every stage of your sales funnel to close more loans more efficientlyWhy AI is a practical, accessible tool for mortgage businesses right nowJustin's #1 career advice after 33 years: learn something new every single dayWhy your network is one of the most valuable long-term assets you'll ever buildConnect with Justin Demola:
Equifax: https://www.equifax.com/
Follow Justin: https://www.linkedin.com/in/justin-demola-mortgage/
Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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In this episode of Chasing Excellence, he joins host Tony Thompson to share the mindset, systems, and decisions that took him from surviving the 2008 crash to running one of Dallas's top broker shops.
Shawn Smith is the broker-owner of Sublime Financial — a Dallas-based mortgage brokerage generating $200M in annual volume with 23 loan officers across Texas, Oklahoma, Washington State, and Florida.
Shawn's path wasn't straight. He managed a chain of health clubs, swore he'd never return to mortgages, then built Sublime Financial from the ground up in 2013. What followed is a masterclass in client-first leadership, smart growth, and staying ahead of industry shifts like AI and technology.
What You'll Learn:
How Shawn rebuilt his mortgage career after 2008 and why he almost didn'tThe 3 specific things Sublime Financial needs to go from $200M to $300MWhy AI and technology are the biggest challenge — and opportunity — facing mortgage pros todayHow Dallas's population growth creates a natural income advantage for originatorsWhy treating a $70K loan the same as a $700K loan is the foundation of long-term successHow saying "I don't know" builds more trust than pretending you have all the answersConnect with Shawn Smith:
Sublime Financial: https://www.sublimefinancial.com/
Follow Shawn on LinkedIn: https://www.linkedin.com/in/shawn-smith-6ba41a71/
Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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Ashlin Endter is the broker-owner of 4MG Mortgage — a Miami-based brokerage she built from the ground up in just six years, going from first-time originator to top producer and team leader. In this episode of Chasing Excellence, she joins host Tony Thompson to share one of the most raw and powerful journeys the show has featured yet.
Ashlin's story starts far from mortgage. After pursuing nursing at FIU, she hit rock bottom — dropping out, falling into depression, and ending up on welfare. A single phone call in 2019 changed everything. Today she runs a thriving brokerage named after the greatest motivation in her life: her two daughters. 4MG stands for "For My Girls."
What You'll Learn:
How one unexpected phone call in 2019 launched Ashlin's entire mortgage careerWhy she named her brokerage 4MG — and how a powerful "why" drives everythingThe #1 challenge facing originators today: urgency culture and the cost of having no boundariesHow Ashlin is building a sustainable business without burning out as a mom and leaderWhy brokers have a unique advantage right now — and how to stop selling rates and start selling solutionsThe mindset shift that separates good originators from great ones in a tough marketWhy gratitude for the hard moments — not just the wins — is what shapes real leadersConnect with Ashlin Endter:
4MG Mortgage: https://4mgmortgage.com/
Follow Ashlin Endter on LinkedIn: https://www.linkedin.com/in/ashlin-endter-cfmp-cmps-cdlp-143751267Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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Hussein Nasser is the broker-owner of Grand Line Lending — a Detroit-based mortgage brokerage he built from the ground up just 10 months ago, already closing $11 million a month with a purchase-focused goal of $150 million annually.
In this episode of Chasing Excellence, he joins host Tony Thompson to break down exactly how he got there and where he's headed.
Hussein's path started during college when a sales leader at Rocket Mortgage spotted his potential as a data analyst intern and recruited him into originating. After a decade in the industry — including six years as a team lead at UWM — he launched Grand Line Lending, named after the destination in his favorite anime where only the best go to prove themselves.
What You'll Learn:
How Hussein built a $11M/month brokerage in just 10 monthsThe 3 things he needs to scale from $11M to $20M a monthWhy the biggest challenge in the broker channel is post-closing — not lead generationHow renaming his team "loan advisors" instead of "loan officers" shifts the entire client relationshipWhy realtor partnerships are annuities and how to earn them the right wayWhy discipline — not motivation — is what actually builds a businessThe 60-90 day rule every originator needs to hear right nowConnect with Hussein Nasser:
Grand Line Lending: https://grandlinelending.com/
Follow Hussein Nasser: https://www.linkedin.com/in/hussein-nasser-86a2781bb/Subscribe to Chasing Excellence for weekly conversations with top mortgage professionals and industry leaders sharing what it truly takes to go from good to great.
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What will you do with the time you've been given?
Chasing Excellence is the podcast that brings you real stories from real people — from those already at the pinnacle of success to those just beginning their journey.
Host Tony Thompson sits down with individuals who chose to pursue excellence over the ordinary, sharing their trials, tribulations, breakthroughs, and wisdom.
Every episode is designed to inspire you, educate you, and move you — to chase YOUR excellence, whatever that looks like.
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