24-7 Mindset Show with Wally Elibiary

For a long time Kayla Kallander was just friends with a lot of realtors. Besties. And she wasn't seeing business from some of them. So she asked them what they actually wanted from a lender. The answer kept coming back to referrals. In part two she walks through how she started giving them, beginning with a few questions on her first call with every client. In this episode: The conversations s...

Kayla Kallander has never made a cold call. It never felt genuine to her. So she spent about a decade showing up online instead, until people started walking up to her saying "I already know you." Wally and Kayla get into why building a brand doesn't mean making a bunch of reels, and how that trust turns into referrals from realtors, financial advisors and accountants. In this episod...

JJ Mazzo used to binge drink the night before to fall asleep, wake up to cigarettes and donuts and start working at 7 a.m. That's not his morning anymore. In the final part of the series, JJ walks through the 4:30 a.m. routine that replaced it and the day he watched his dad die. That day is why he lives by Die With Zero. Wally jumps in with his own cold plunge routine. In this episode: What JJ...

The hardest thing JJ Mazzo ever handed off was the part he thought only he could do. Every client interaction. Every consultation. He let it go anyway and moved his time to the referral partners who send the clients. That's how a loan officer who funded over $108 million last year still runs his week on less than 10 hours of origination. In this episode: Why the client consultation was the las...

If you went from $100 million to $50 million and your goal is getting back to $100 million, JJ says that goal is working against you. It's a confidence-reducing goal. JJ Mazzo funded over $108 million last year. In part two he and Wally get into his new book, Daily Perseverance. It started as one note a day, written every day for a year. In this episode: Why big comeback goals shrink your conf...

JJ Mazzo funded over $108 million last year. He originates on just under 10 hours a week. On paper he has it all figured out. So Wally asked him the obvious question. What did it cost you? And JJ pushed back on the premise. For the first time in his career, he says, it didn't cost him anything. Then a few minutes later the real answer came out, and it's the one every top producer needs to...

Chris Bushnell went from a call center in 2020 to running his own self-generated pipeline, closing around $15 million a year. No big team. No shortcuts. Just relentless consistency. In this conversation with Wally Elibiary, Chris breaks down the simple daily discipline that keeps him on track: content first thing every morning, then calls till noon, and if those two things are done, he's alrea...

Most loan officers think referral partners means realtors. Kip Pierson will tell you one of his came from the delivery room. In this conversation with Wally Elibiary, Kip explains how a doula became one of his most valuable partners, and what an emergency C-section taught him about showing up for people when it counts. The point underneath it: your next great partner is almost never who you'd...

Every loan officer hears the wealth-partner model and says the same thing. Sure, that works for Wally, he's got a team, he's got an army, he's got all the fancy technology. So Wally asked Kip Pierson how big his team is. The answer: a quarter of an assistant, and nobody who picks up a phone for him. In this conversation they break down how Kip refers out serious volume anyway, why givi...

Kip Pierson rebuilt his whole career from behind a bar. And he'll tell you exactly what made it work: he was delusional enough to believe he'd succeed and too dumb to quit. In this conversation with Wally Elibiary, Kip makes the case that a fool on fire beats a scholar on ice every time. He also names the thing holding most loan officers back, and it isn't talent. It's that most of...

When Kip Pierson was in ninth grade he asked his dad about the family finances. The answer was no way, Jose. Years later he realized the problem had a name: he wasn't financially illiterate, he was financially underloved. In this conversation with Wally Elibiary, Kip unpacks what that phrase means and how it reframes the entire job of a loan officer. You're not just getting someone into a...

Deanna Bryant is a top-producing loan officer. She also runs a food pantry for seniors living on fixed incomes who are getting squeezed by rising costs. In this conversation with Wally Elibiary, she talks about why she does it, how it ties back to the way she runs her business, and the belief that carries all of it: it's God's plan and she's just part of it for now. Success is what you...

Most loan officers take from their referral partners. Deanna Bryant gives first, and she gives big. In this conversation with Wally Elibiary, Deanna tells the story of the birthday bottle of Cristal, the $46,000 in commissions that came from one relationship, and why treating your partners like people instead of lead sources is the whole game. When you put money in their pocket, they put it right...

One of Deanna Bryant's clients was almost 80 years old and wanted a swimming pool. Most loan officers would have said no. Deanna found a way. In this conversation with Wally Elibiary, she breaks down the reverse mortgage move that made it happen, and the resourcefulness that separates the top producers from everyone else. It's not about having more leads. It's about seeing what's a...

Deanna Bryant got married at fifteen. People told her she'd never amount to anything. Today she's a $25 million producer. In this conversation with Wally Elibiary, Deanna opens up about where that belief came from, the grandmother who saw something in her when nobody else did, and how you learn to bet on yourself when the whole world is betting against you. Most people never get out of the...

Bernie and Tammy were both great at business and both walked out of first marriages they didn't know how to run. Early in their second marriage, a coaching exercise asked each of them to rate their love life one to ten. Bernie wrote a seven. Tammy wanted to write a two. That gap is where this conversation lives. In this raw talk with Wally Elibiary, they share how they took the intentionality...

1,000 Flight Hours and He Still Pulled the Checklist | Bernie Miller Bernie Miller flew attack helicopters. West Point, 22 years in the Army. And on his very last flight, after a thousand hours in the air, he still pulled out the checklist and read it line by line. In this conversation with Wally Elibiary, Bernie ties that discipline to the mortgage business, and to the moment a coach told him to...

Making Other People Good | Bernie & Tammy Miller Wally asks a question that stops most loan officers cold. Would you treat our best referral partner the way you treat your spouse? Bernie and Tammy Miller coach high-performing couples, and they built their whole framework around one hard truth: you can be crushing it at work and quietly failing at home. In this conversation they walk through Ma...

Tammy Hajjar Miller had her first child at 16. Her mom immigrated from South Korea and raised her running a corner grocery store in Chicago. Today she's chasing a billion-dollar mortgage division by 2030.In this conversation with Wally Elibiary, Tammy walks through the years in between, and why there are no shortcuts. Her rule is simple: everything in a crockpot tastes better than everything o...

Every loan officer thinks the same thing. I originated the loan, I deserve the money. All of it. Robert Mahaffey thought so too, until he owned the company. An LO gets paid off the top line. An owner gets paid off the bottom line. In this conversation with Wally Elibiary, Robert gets brutally honest about the economics of owning a mortgage shop, including the CEO who admitted he nets 44 basis poin...

It started with a bribe. Robert Mahaffey's mom promised him his first pair of Air Jordans if he memorized the Book of Philemon. He did. That was the beginning of an obsession. Robert built a wall of Jordans, one through fourteen, in acrylic cases. Then 2009 hit and he sold every last pair to keep his family afloat. In this conversation with Wally Elibiary, he ties that story to the one skill t...

Every loan officer thinks the same thing. I originated the loan, I deserve the money. All of it. Robert Mahaffey thought so too, until he owned the company. An LO gets paid off the top line. An owner gets paid off the bottom line. In this conversation with Wally Elibiary, Robert gets brutally honest about the economics of owning a mortgage shop, including the CEO who admitted he nets 44 basis poin...

Wally sits both his sons down and lets them tell the truth about what it was like when the business was running him. The long hours. The moments he missed. The snow day he chose the office over sledding and ended up in a ditch. This is the most honest conversation Wally has had on camera, and it's about how he finally traded the grind for his time back and became a more present father. If you&...

June 4th 2018 PJ Crescenzo got robbed at gunpoint and was inches from death. What he did next changed everything. In this episode we get into PJ's full redemption story. Reading 10 books in 40 days. Betting on himself. Moving to a brand new city where he didn't know a single person and funding $56M his first year. Tripling his division's volume in under a year. We also get into the rea...

Most loan officers measure the wrong thing. Income. Volume. Units closed. Justin St. Clair started measuring the one metric almost nobody tracks: how many referrals he gives OUT. In 2019 he gave out a quarter million dollars in referrals to his realtors, CPAs, financial advisors, attorneys, and insurance agents. Last year that number was $2.7 million. And it changed everything about his position i...