Why Do Top Mortgage Loan Officers Still Doubt Themselves When Business Looks Good?

In this episode of Selling Is An Art, Not A Science, I sit down with Gina Tubertini Loefflad, Co-Founder of My Optimal Path, to discuss her journey from mortgage origination and sales leadership to coaching, and why improving performance requires more than learning sales techniques. Gina shares how a serious illness changed her path, led her to pursue a different coaching education, and helped shape her approach to supporting mortgage professionals. Gina Tubertini Loefflad brings 26 years of mortgage banking experience, including 16 years as a top-performing originator, to her work with new and experienced sales professionals. She helps clients strengthen their skills, strategies, and systems while examining the assumptions, interpretations, and limiting beliefs that affect their actions. Drawing on her own struggle with call reluctance, she explains why self-awareness, consistent action, mentorship, and a willingness to be vulnerable can help professionals build confidence and move forward. Expect to Learn: Why sales training alone may not resolve the beliefs and fears holding professionals back How new mortgage originators can build strong business habits, client relationships, and referral systems Why even experienced, high-performing originators can struggle with self-doubt How challenging your internal narrative can help you overcome call reluctance Why silence matters when asking for business and how overexplaining can undermine a sale Episode Breakdown with Timestamps: [00:00] – Trailer & Introduction to Gina Tubertini [02:02] – From Mortgage Origination to Leadership & Coaching [05:54] – How a Health Challenge Reshaped Her Coaching Career [08:53] – Developing Sales Skills & Overcoming Limiting Beliefs [15:43] – Facing Call Reluctance & the Fear of Rejection [18:19] – Dennis’s First Sale & Why Silence Matters [20:21] – Learning From Mentors & Committing to Personal Growth [22:25] – Growing a Coaching Business While Preserving Client Relationships [27:20] – Speaking, Team Coaching & the Energy Leadership Index [29:43] – Connecting With Gina, Closing Remarks & Thanks Follow the Guest, Gina Tubertini Loefflad: LinkedIn:   / ginatubertiniloefflad   Website: https://www.myoptimalpath.com/ LinkedIn (Company):   / my-optimal-path   Facebook (Company): https://www.facebook.com/profile.php?... Instagram (Company):   / my_optimal_path   Blog: https://www.myoptimalpath.com/blog Follow the Host, Dennis Black: LinkedIn:   / dennis-black-sales-trainer   LinkedIn (Company):   / dennis-black-associates   Website: https://dennisblack.com/ Listening Links: Spotify: https://open.spotify.com/show/0341KqC... Apple Podcasts: https://podcasts.apple.com/in/podcast... YouTube:    / @dennisblackassociates