Episodi

  • New Episode Coming Soon!

    New Episode Coming Soon!
    Aug 5 2026

    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    Stop relying on outdated playbooks.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 min
  • How Jay Promisco Built a Mortgage Company Designed for Every Market

    How Jay Promisco Built a Mortgage Company Designed for Every Market
    Sep 9 2026
    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 min
  • 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
    Sep 16 2026
    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 min
  • AI Is Transforming Leadership in the Mortgage Industry with Denese Carty

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

    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 min
  • What the Music Industry Doesn't Tell You About Becoming a Successful DJ With Sam Blacky

    What the Music Industry Doesn't Tell You About Becoming a Successful DJ With Sam Blacky
    Sep 30 2026
    In this episode of Selling Is an Art, Not a Science, I sit down with Samantha Black (Sam Blacky), an internationally recognized EDM DJ and producer, to discuss her journey from discovering music in Australia to building a successful career as a global artist. Sam shares how mentorship, persistence, and mastering her craft helped her move beyond being known as a model and influencer DJ to becoming a respected artist in the electronic music industry.Sam Blacky began her journey after moving to Australia at 18, where she discovered opportunities in the entertainment industry through club promoter Sammy Prosser. After learning DJing, music production, and performing, she later returned to the US and built a career across modelling, social media, and music before fully committing to becoming an artist. Today, she performs internationally, releases music with major artists, and continues expanding her presence across the global EDM scene.Expect to Learn:How Sam transitioned from marketing and modelling into a career as a professional DJ and artistWhy mentorship, relationships, and the right team played a major role in her growthHow she overcame challenges as a woman in a male-dominated music industryWhat it takes physically and mentally to maintain a global touring careerWhy mastering the craft matters more than chasing the lifestyle of being a DJHow discipline, practice, and consistency helped her reach major career milestonesEpisode Breakdown with Timestamps:[00:00] - Introduction to Sam Blacky & Her Journey Into Music[03:33] - Returning to the US, Modelling Career & Finding Her Music Path[08:48] - Mentors, Artist Relationships & Support Systems[11:32] - The Physical & Mental Challenges of Touring Globally[15:01] - The Importance of Music Taste, Production & Unreleased Tracks[19:40] - Building Momentum Toward the Next Stage of Her Career[23:07] - Where to Follow Sam Blacky’s Music & PerformancesFollow the Guest, Sam Blacky:Website: https://samblacky.com/Instagram: https://www.instagram.com/samblacky/Facebook: https://www.facebook.com/djsamblackyTiktok: https://www.tiktok.com/@samblackySoundCloud: https://soundcloud.com/samblackyX: https://x.com/SAMBLACKYFollow 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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    24 min
  • Why trust, relationships & motivation are the foundation of long-term success with Jeff Leinan

    Why trust, relationships & motivation are the foundation of long-term success with Jeff Leinan
    Oct 7 2026
    In this episode of Selling Is An Art, Not A Science, I sit down with Jeff Leinan, Co-President of Plaza Home Mortgage, to discuss his journey through more than three decades in the mortgage industry and the lessons he has learned about sales, leadership, relationships, and building successful teams. Jeff shares how he entered the mortgage business as a retail loan officer in 1989 and explains why motivation, product knowledge, trust, and consistent activity remain essential for success in today’s challenging market.Jeff Leinan helps lead the company’s sales organization, broker relationships, product strategy, and continued growth. Throughout his career, Jeff has focused on building strong teams, developing knowledgeable account executives, and helping mortgage professionals solve problems through the right combination of products, education, technology, and personal relationships.Expect to Learn:Why motivation is one of the most important qualities when building a strong sales teamHow mortgage professionals can differentiate themselves through product knowledge and problem-solvingWhy reverse mortgages and other specialized products can create opportunities in today’s marketHow AI and technology are changing the mortgage industry without replacing the importance of personal relationshipsWhy activity, knowledge, and persuasion are critical to improving sales performanceHow face-to-face interaction, education, and strong leadership help build trust with teams and clientsEpisode Breakdown with Timestamps:[00:00] - Introduction to Jeff Lennon & His Mortgage Career[05:14] - Lessons From the Financial Crisis[08:58] - Reverse Mortgages & Expanding Product Knowledge[12:18] - Education & the Role of Experienced Account Executives[16:08] - How the Mortgage Industry Is Changing[19:43] - The Three Factors Behind Sales Performance[23:34] - Leadership, Training & Supporting Sales Teams[26:24] - How to Connect With Jeff & Final Sales AdviceFollow the Guest, Jeff Leinan:Website: https://www.plazahomemortgage.com/LinkedIn: https://www.linkedin.com/in/jeff-leinan-067b187/LinkedIn (Company): https://www.linkedin.com/company/plaza-home-mortgage/Facebook (Company): https://www.facebook.com/plazahomemortgage/#X: https://x.com/PlazaHmMortgageFollow 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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    28 min
  • How Jenny Kingsley Gibbons Built a 30-Year Mortgage Career Through Relationships

    How Jenny Kingsley Gibbons Built a 30-Year Mortgage Career Through Relationships
    Oct 14 2026
    In this episode of Selling Is An Art, Not A Science, I sit down with Jenny Kingsley Gibbons, Account Executive at Kind Lending, to discuss her journey through more than three decades in the mortgage industry and why relationships, product knowledge, and dependable service remain essential to sales success. Jenny shares how she entered the business at 19, rebuilt her broker relationships after the financial crisis, and found a home at Kind Lending alongside a team she considers family.Jenny Kingsley Gibbons works closely with mortgage brokers, account managers, and underwriters to help structure challenging loans and identify financing options for borrowers. She explains how non-QM products are creating new opportunities, why educating referral partners helps brokers stand out, and how technology works best when paired with experienced people. Throughout the discussion, she returns to the everyday habits that build trust: answering calls, returning emails, understanding clients’ businesses, and being available when they need support.Expect to Learn:Why long-term relationships are central to building a successful mortgage sales careerHow experienced underwriters and a coordinated team can help brokers solve challenging loan scenariosWhy non-QM products offer opportunities to serve borrowers who may not fit traditional lending requirementsHow educating real estate agents and other referral partners helps brokers differentiate themselvesWhy products, process, price, and partnership matter when communicating value beyond ratesHow technology and personal service work together to improve the broker experienceEpisode Breakdown with Timestamps:[00:00] – Trailer & Episode Preview[01:13] – Introduction to Jenny Gibbons & Her Mortgage Career[05:43] – Returning to Mortgages & Finding a Home at Kind Lending[09:04] – Solving Challenging Loans Through Teamwork & Non-QM[11:28] – Helping Brokers Grow Through Education & Referral Partnerships[13:32] – Non-QM Growth, the Four P’s & Building Trust[15:56] – Combining Technology With Personal Service[17:19] – AI, Housing Affordability & Mortgage Industry Challenges[19:38] – Growth Opportunities in Non-QM Lending[21:05] – Deepening Broker Relationships & Getting the Basics Right[22:49] – Final Thoughts & How to Connect With JennyFollow the Guest, Jenny Kingsley Gibbons:LinkedIn: https://www.linkedin.com/in/jenny-kingsley-gibbons-4430a478/Profile: https://www.kindtpo.com/ae/jgibbonsWebsite: https://www.kindlending.com/LinkedIn (Company): https://www.linkedin.com/company/kindlending/Facebook (Company): https://www.facebook.com/kindlending/Instagram (Company): https://www.instagram.com/KindTPO/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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    25 min
  • How LinkedIn Builds Relationships That Grow Your Business With Rhonda Sher

    How LinkedIn Builds Relationships That Grow Your Business With Rhonda Sher
    Oct 20 2026
    In this episode of Selling Is An Art, Not A Science, I sit down with Rhonda Sher, President and CEO of The Sher Method, to discuss how professionals can use LinkedIn more effectively to grow their businesses, build stronger relationships, generate appointments, and stay top of mind with potential clients. Rhonda shares her journey from working as a paralegal and divorce mediator to becoming an entrepreneur, author, networking expert, and LinkedIn strategist. She explains how her own need to generate business led her to develop a repeatable LinkedIn system that she now teaches to professionals and companies.Rhonda Sher has been using LinkedIn as a business development tool since its early years and published The ABCs of LinkedIn in 2009. Today, she helps attorneys, mortgage professionals, real estate professionals, financial advisors, employee benefits professionals, and small business development teams improve their LinkedIn profiles, content, networking, and outreach strategies. Her approach focuses on building genuine relationships, staying visible, and creating opportunities without relying on overly sales-focused tactics.Expect to Learn:Why an optimized LinkedIn profile is essential for building credibility and making a strong first impressionHow professionals can reconnect with existing connections and turn relationships into business opportunitiesWhy posting at least three times a week can help professionals stay relevant and top of mindWhy commenting and engaging with other people’s content can be as important as creating your own postsHow video, personal stories, strong headlines, and calls to action can make LinkedIn content more engagingWhy LinkedIn success should be measured by conversations, appointments, relationships, and visibility, not just likes and commentsHow spending around 30 minutes a day on LinkedIn can support consistent business developmentWhy small business development teams need consistent profiles, messaging, and LinkedIn trainingEpisode Breakdown with Timestamps:[00:00] - Introduction to Rhonda Sher & Her Career Journey[04:14] - Building a Business Through LinkedIn[07:43] - How Often Should You Post on LinkedIn?[12:10] - Who Benefits Most From LinkedIn Strategy?[16:21] - Staying Top of Mind Even Without Likes or Comments[19:19] - Building an Effective LinkedIn Routine in 30 Minutes a Day[22:39] - LinkedIn Training Opportunities for Small Businesses[23:28] - Rhonda’s LinkedIn Philosophy & Closing AdviceFollow the Guest, Rhonda Sher:Website: https://theshermethod.com/LinkedIn: https://www.linkedin.com/in/rhondalsher/LinkedIn (Company): https://www.linkedin.com/company/the-sher-methodFollow 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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    26 min