If you’re wondering how to become a loan officer and actually thrive — not just survive — in this industry, you’re in the right place.
In this powerful episode of The Mortgage Rainmaker Podcast, Shayla Gifford sits down with her sister and sales manager, Katie Besso, to unpack what it really takes to build a $60M+ mortgage business by the age of 30. From working as an LP1 dialing 200+ leads a month to running a high-performing team, Katie’s story is packed with grit, grief, growth — and systems.
But beyond the numbers, Katie’s journey is proof that heart and hustle are not mutually exclusive. In fact, vulnerability might just be your most underrated sales strategy.
Katie’s Path to Success in Becoming a Loan Officer
Katie didn’t start at the top — she built her way there.
After joining Guild Mortgage and starting in an LP1 role, she spent years learning the ins and outs of the business. That early grind — cold calling, lead tracking, and file prep — laid the foundation for her future success.
She says, “That phase taught me everything. There was nowhere to hide. It’s where I learned what made people tick — and what made them trust.”
If you’re trying to figure out how to become a loan officer, this is the kind of real-world journey that shows what’s possible when you combine process with purpose.
Top Advice for Aspiring Loan Officers
Katie’s biggest piece of advice for new loan officers?
“Don’t chase the glam. Chase the next right thing.”
She emphasizes that mindset, systems, and showing up with heart matter more than charisma or fast wins. Her ability to scale from $28M to over $60M in one year came from tracking everything, obsessing over her process, and leaning into routines.
The Katie Besso Guide on How to Become a Loan Officer (Successfully!)
Ready to take the leap and launch your mortgage career? Here’s your step-by-step, Katie-inspired guide.
1. Understand the Foundational Requirements: Education & Licensing
To start, you’ll need to complete pre-licensing education (usually 20+ hours), pass the NMLS exam, and meet your state’s specific requirements.
2. Gain Real-World Experience: The Value of Roles Like LP1
Katie’s journey proves the power of starting as a loan partner. It gives you exposure to every step of the process while developing critical technical skills.
3. Develop Essential Skills: Sales, Communication, and Analysis
Strong loan officers don’t just run numbers — they listen, communicate clearly, and help people feel confident in their decisions.
4. Build Your Network: Connecting with Realtors and Potential Clients
Katie built her business on relationships, not transactions. Coffee chats, builder walk-throughs, and thank-you notes go a long way.
5. Master Lead Management and Follow-Up Systems
Her system for lead tracking and consistent follow-up was a major factor in her leap from $28M to $60M.
6. Prioritize Client Relationships and Build Trust
Katie doesn’t outsource relationships. She calls, meets, and shows up for clients — and they remember it.
7. Embrace Technology for Efficiency and Organization
Use CRMs, email templates, and digital workflows to streamline communication and stay on top of your pipeline.
8. Cultivate the Right Mindset: Resilience and a Focus on Process
Katie’s mantra? “This isn’t hard. It’s just the next thing.” That shift helped her stay calm and keep moving, even in tough seasons.
9. Seek Mentorship and Continuous Learning
From watching Shayla to working with industry veterans like Lynette, Katie surrounded herself with people who challenged her to grow.
10. Understand Compliance and Regulations in Lending
Staying informed and compliant isn’t optional — it’s a pillar of professionalism and long-term success.
11. Choose Your Niche and Target Audience
Katie found strength in working with builder partners and young families. Who do you want to serve?
12. Build Your Personal Brand and Online Presence
Her Instagram isn’t just polished — it’s personal. And that’s what builds trust with today’s buyers.
Becoming a Rainmaker by 30 is Possible!
If Katie Besso’s story proves anything, it’s that becoming a successful loan officer isn’t about being perfect — it’s about being intentional.
Whether you’re starting from zero or stuck in a plateau, her path offers a roadmap of resilience, systems, and soul.
✨ Want more inspiration and strategy?
→ Subscribe to The Mortgage Rainmaker Podcast
→ Connect with Katie here
→ Katie Besso’s website at Guild Mortgage
It’s time to build your legacy. Are you ready to make it rain?
📝 Read: Becoming a Successful Mortgage Loan Officer – Amanda Rae
