If you’re wondering what it really takes to become a successful mortgage loan officer, this episode is for you. Amanda Rae’s story isn’t just impressive — it’s a masterclass in grit, systems, and long-game thinking. She started in 2012 as Shayla Gifford’s assistant, terrified of the phone and unsure about her future. Today, she’s a $100M+ producer and one of the most consistent performers in the country. Her approach is simple: no fluff, no excuses — just discipline, structure, and service.
Whether you’re brand new to the mortgage industry or trying to reach the next level, Amanda’s insights offer a real-time roadmap for building a career that’s not only financially rewarding, but also deeply fulfilling.
7 Tips From Amanda on How to Be a Successful Loan Officer
Through radical consistency and a refusal to believe she “wasn’t cut out” for sales, Amanda carved a path as a successful mortgage loan officer by leaning into her strengths, building trust with her clients, and reverse-engineering her long-term vision into daily habits.
Here’s what we learned from our conversation:
1️⃣Focus on Face-to-Face (and Zoom) Relationships
Amanda emphasized that despite being introverted, she built her business on relationships. Whether in-person, via Zoom, or phone, her ability to show up consistently and create personal connection is what drives her referrals and client loyalty. In a digital world, the human element still wins.
2️⃣Implement a Consistent “Theme Day” System
One of Amanda’s greatest superpowers? Structure. Her “theme day” approach — dedicating specific days to focus on activities like pipeline updates, marketing, or referral partner calls — keeps her business moving without burnout. This kind of system builds trust with clients and creates peace of mind for the loan officer.
3️⃣Leverage Technology for Efficiency
Amanda uses tech to reduce friction in her process. From CRM automation to online scheduling tools, she ensures nothing slips through the cracks while still offering a high-touch experience. Efficiency = scale, and Amanda’s mastery of tools supports her volume without sacrificing service.
4️⃣Prioritize Client Retention and Build a Servicing Portfolio
While many LOs chase the next deal, Amanda plays the long game. She has an intentional post-close plan, regular client touch points, and systems for ongoing education and check-ins. The result? Her past clients want to come back — and they refer their friends, too.
5️⃣Adapt and Overcome Market Challenges
Amanda doesn’t blame the market — she adapts. From COVID to rate hikes, she’s weathered every shift by controlling what she can and staying focused on solutions. Her ability to navigate uncertainty with calm and clarity is a major reason she continues to grow, even in tough times.
6️⃣Embrace Consistent Hard Work and Discipline
Amanda’s success wasn’t built overnight. It’s the product of years of showing up, doing the work, and staying accountable to her goals. She treats this job like a profession, not a hobby — and her results reflect that.
“This job isn’t hard. Life is hard. We’re just here to serve people and help them win.” — Amanda Rae
7️⃣Know Your Strengths, and Use Them
Amanda didn’t try to become someone she wasn’t. She leaned into her strengths — organization, empathy, loyalty — and found ways to win in a relationship-driven business without being loud or aggressive. There’s no one-size-fits-all path to becoming a successful mortgage loan officer — but there is a path that fits you.
Future Goals to Continue as a Successful Mortgage Loan Officer
Amanda’s not slowing down anytime soon. Her next milestone? 10x growth — in income, wealth, and team leverage. But it’s not just about numbers. She’s working to build a business and life that runs with joy, intention, and purpose. For Amanda, being a successful mortgage loan officer means having the freedom to create a legacy and impact others through her story.
Your Next Level Is Closer Than You Think
Amanda’s journey proves that you don’t need to be a born salesperson to thrive in this industry. You just need the right mindset, the right habits, and the willingness to stick with it long enough to see results. Whether you’re just starting out or you’re a seasoned LO trying to scale, this episode is your permission slip to bet on yourself.
👊 Ready to make it rain? Start by taking one idea from Amanda and putting it into action this week.
🎧 Catch the full episode on your favorite podcast platform — and don’t forget to follow Amanda on Instagram, LinkedIn, or learn more at Guild Mortgage.
👉 Contact us if you’re ready to take the next step in your career.
