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  • New Episode Coming Soon!

    New Episode Coming Soon!
    2026/08/05

    Success in today’s lending market isn’t about rigid scripts or classroom theory. It’s about real-world execution at the point of sale.

    Get ready for the upcoming episode of Selling is an Art, Not a Science, hosted by industry veteran Dennis Black. Drawing on decades of field-tested strategy - from his foundational training at Xerox to coaching over 160,000 top performers - Dennis delivers the high-level outside selling frameworks tailored specifically for today’s mortgage and real estate professionals.

    Whether you’re a loan officer aiming to fill your pipeline or a sales manager leading a team, this episode gives you the practical conversation skills and influence strategies you need to win in a competitive market.

    Stop relying on outdated playbooks. Sharpen your edge, master your client interactions, and turn everyday conversations into a lasting competitive advantage.

    The new episode drops soon. Subscribe now on your favorite podcast platform so you never miss an episode.
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    1 分
  • How Jay Promisco Built a Mortgage Company Designed for Every Market

    How Jay Promisco Built a Mortgage Company Designed for Every Market
    2026/09/09
    In this episode of Selling is an Art, Not a Science, Dennis Black sits down with Jay Promisco, CEO of Go Companies, to discuss Jay’s journey through the mortgage industry, the lessons that shaped his approach to sales and leadership, and how Go Companies are building for the future. Jay shares how deep product knowledge, strong relationships, consistent follow-up, and learning from top performers helped him advance from mortgage sales to executive leadership.Jay Promisco is a longtime mortgage industry leader with experience across GreenPoint Mortgage, Wells Fargo, Stearns, Sierra Pacific, and other organizations. Throughout his career, he has led sales teams, branches, regions, and large-scale mortgage operations. Today, he is focused on building Go Companies through technology, agentic AI, strong customer communication, and sustainable growth.Expect to Learn:Why deep product knowledge and continuous learning matter in mortgage salesHow Jay navigated the 2008 financial crisis and later mortgage market downturnsWhy humility, work ethic, and teamwork are essential when building sales teamsHow finding a niche and using social media can help loan officers stand outHow technology and agentic AI could create a faster, easier mortgage experienceEpisode Breakdown with Timestamps:[00:00] - Introduction to Jay Promisco & Go Companies[04:16] - Product Knowledge, Listening & Learning From Top Performers[07:02] - Lessons From the 2008 Financial Crisis[10:19] - What Jay Looks for When Building Strong Teams[15:56] - Finding a Niche in a Challenging Mortgage Market[18:02] - Why Speed to Contact & Consistent Follow-Up Matter[25:18] - Go Companies’ Slow-and-Steady Growth Strategy[28:45] - Where to Learn More About Go MortgageFollow the Guest, Jay Promisco:LinkedIn: https://www.linkedin.com/in/jay-promisco-0a09567/Website: https://gomortgage.com/LinkedIn (Company): https://www.linkedin.com/company/go-mortgage/Instagram (Company): https://www.instagram.com/lets_go_mortgage/Facebook (Company): https://www.facebook.com/GOHomeLoans/Follow the Host, Dennis Black:LinkedIn: https://www.linkedin.com/in/dennis-black-sales-trainer/LinkedIn (Company): https://www.linkedin.com/company/dennis-black-associates/Website: https://dennisblack.com/Listening Links:Spotify: https://open.spotify.com/show/0341KqCGqa8vS4QnmzHEtW?si=12fa1f2414544a62Apple Podcasts: https://podcasts.apple.com/in/podcast/selling-is-an-art-not-a-science/id6798157416YouTube: https://www.youtube.com/@dennisblackassociates?reload=9
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    30 分
  • How Brett Snortland Generated Over $700 Million in His First Year at Rate

    How Brett Snortland Generated Over $700 Million in His First Year at Rate
    2026/09/16
    In this episode of Selling Is an Art, Not a Science, Dennis Black sits down with Brett Snortland, SVP National Business Development/Growth at Rate to discuss Brett’s nearly 30-year journey in the mortgage industry, the lessons that shaped his approach to sales and recruiting, and why technology and operational support are becoming increasingly important for loan officers. Brett shares his experience across mortgage insurance, wholesale lending, leadership, and brokerage, and explains what ultimately convinced him to join Rate.Brett Snortland is a longtime mortgage industry leader with nearly three decades of experience in mortgage insurance, wholesale lending, sales, recruiting, and leadership. During his career, he helped grow a Texas-based mortgage company from roughly $200 million to $3.1 billion before launching his own brokerage and eventually joining Rate. Today, he focuses on recruiting and helping loan officers grow through technology, operational efficiency, and stronger support systems.Expect to Learn:Why asking the right questions is more effective than simply pitching a companyHow technology can help loan officers save time and grow productionWhy strong onboarding and transition support matter when changing companiesHow Rate approaches non-QM lending and operational supportHow AI underwriting could make the mortgage process faster and more efficientEpisode Breakdown with Timestamps:[00:00] - Introduction to Brett Snortland & His Mortgage Journey[01:54] - From Mortgage Insurance to Building a $3.1 Billion Business[05:08] - Understanding Loan Officers’ Needs & Growth Goals[10:20] - How Technology Creates More Efficiency for Loan Officers[16:54] - Leadership That Listens to Loan Officers in the Field[23:08] - Growing Production Through Technology & AI Underwriting[24:47] - Finding the Right Loan Officers for Rate’s Culture[26:54] - Where to Learn More About Brett & RateFollow the Guest, Brett Snortland:Website: https://www.rate.com/ LinkedIn: https://www.linkedin.com/in/brett-snortland/Instagram: https://www.instagram.com/boommortgage24/LinkedIn (Company): https://www.linkedin.com/company/rate-official/Instagram (Company): https://www.instagram.com/rate_officialFacebook (Company): https://www.facebook.com/official.RateX (Company): https://x.com/Rate_MortgagesFollow the Host, Dennis Black:LinkedIn: https://www.linkedin.com/in/dennis-black-sales-trainer/LinkedIn (Company): https://www.linkedin.com/company/dennis-black-associates/Website: https://dennisblack.com/Listening Links:Spotify: https://open.spotify.com/show/0341KqCGqa8vS4QnmzHEtW?si=12fa1f2414544a62Apple Podcasts: https://podcasts.apple.com/in/podcast/selling-is-an-art-not-a-science/id6798157416YouTube: https://www.youtube.com/@dennisblackassociates?reload=9
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    29 分
  • AI Is Transforming Leadership in the Mortgage Industry with Denese Carty

    AI Is Transforming Leadership in the Mortgage Industry with Denese Carty
    2026/09/23

    In this episode of Selling Is an Art, Not a Science, Dennis Black sits down with Denese Carty, a mortgage industry leader with more than three decades of experience, to discuss her career journey, the mentors who shaped her leadership style, and how technology and AI could transform the mortgage industry. Denese also shares why developing the next generation of mortgage and real estate professionals matters, how leaders can help people succeed by focusing on their individual strengths, and why this is an important time for women in business.

    Denese Carty began originating loans in the early 1990s and has built a career across retail lending, wholesale lending, leadership, and banking, including roles with InterFirst, Citibank, FBC, and Chase. Today, she is focused on the future of the mortgage industry, technology adoption, and mentoring emerging professionals through SYNC, the Strategic Young Network Coalition, an invite-only network designed to connect high-performing young mortgage and real estate professionals with industry leaders.

    Expect to Learn:
    • How strong mentors helped shape Denese’s approach to sales and leadership
    • Why AI could lower mortgage origination costs and shorten the industry learning curve
    • Why mentorship and continuous learning matter for new mortgage professionals
    • How SYNC is helping develop the next generation of housing industry leaders
    • Why great leaders focus on individual strengths instead of creating identical teams
    • Why Denese believes women should be seen as leaders, not simply women leaders

    Episode Breakdown with Timestamps:
    • [00:00] - Introduction to Denese Carty & Her Mortgage Journey
    • [06:20] - Mentors Who Shaped Denese’s Career & Leadership
    • [08:49] - How AI Could Transform the Mortgage Industry
    • [12:20] - Advice for Starting a Career in Mortgage
    • [17:13] - How the Next Generation Views Technology & Housing
    • [19:49] - Building SYNC for Young Mortgage & Real Estate Professionals
    • [23:21] - Denese’s Goals for the Next Generation
    • [30:36] - Final Thoughts & Closing Remarks

    Follow the Guest, Denese Carty:
    • LinkedIn: https://www.linkedin.com/in/denesecarty/
    • Instagram: https://www.instagram.com/denesecarty/

    Follow the Host, Dennis Black:
    • LinkedIn: https://www.linkedin.com/in/dennis-black-sales-trainer/
    • LinkedIn (Company): https://www.linkedin.com/company/dennis-black-associates/
    • Website: https://dennisblack.com/

    Listening Links:
    • Spotify: https://open.spotify.com/show/0341KqCGqa8vS4QnmzHEtW?si=12fa1f2414544a62
    • Apple Podcasts: https://podcasts.apple.com/in/podcast/selling-is-an-art-not-a-science/id6798157416
    • YouTube: https://www.youtube.com/@dennisblackassociates?reload=9
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    32 分