Starting a mortgage career is hard enough. Starting in your late 40s—with no industry background—and still becoming a $100M producer by year three?

That’s the story of Larry Gonzales, and it’s one every loan officer who wants to grow their mortgage business should hear. This episode breaks down the mindset, networking strategies, and niche loan products that helped Larry win in one of the most competitive real estate markets in the country.

Larry isn’t doing it with magic leads or gimmicks. He’s doing it with old-school fundamentals and ruthless consistency updated for the modern market. You’ll hear how he went from “brand new LO nobody knew” to the VA and Non-QM go-to on Oahu, the “digital mayor” of his market, and a relentlessly disciplined operator who’s built a life and business that actually feel good to live in.

Top Takeaways for Loan Officers:

1️⃣ How Larry hired support early, stopped processing his own loans, and focused his time on what actually moves the needle: shaking hands, kissing babies, status calls to listing agents, and being seen in the community—online and offline.

2️⃣ The exact rhythm for weekly content: market updates, MBS Highway data, local Board of Realtors stats, and short educational reels. Plus, how to hire a VA team that repurposes one 15–20 minute video into a week’s worth of social content and newsletter touchpoints.

3️⃣ The 4:00 AM routine, journaling, gratitude, and planning rituals that keep top producers sharp, and how Larry expanded from VA specialist into Non-QM, DSCR, bank statement, and foreign national loans—plus how he uses stories and lunch & learns so Realtors and CPAs actually know what he can solve.

Books Mentioned in This Episode

Becoming Supernatural: How Common People are Doing the Uncommon – Dr. Joe Dispenza

Ninja Selling – Larry Kendall

Givers Gain: The BNI Story – Dr. Ivan Misner

ABOUT TIM BRAHEEM

With more than 25 years of experience as a highly successful mortgage professional, industry leader, educator, and life coach, Tim Braheem is committed to engaging with people on a deep level and helping them uncover the barriers they have placed in the way of having the level of success they deserve in both their business and personal lives.

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