Coach ยท mortgage and sales
Mike Oswald.
Loan officer since 2001. VP of Mortgage Lending at Rate. He coaches the scripts, the objections and the money conversation agents avoid.
A live person answers. Not a robot, not a phone tree. Updated September 2026.
25 years in Colorado lending
The money conversation, coached by the lender.
Most agents skip the "M" in LPMAMA because they do not know what to ask. Mike has answered those questions for buyers since 2001. He teaches agents to ask them, and loan officers to win the agents who send the buyers.
- Since 2001. Colorado mortgage loan officer, purchases and refinances.
- VP of Mortgage Lending. Rate (Guaranteed Rate, Inc. d/b/a Rate).
- Licensed in 5 states. Colorado, Arizona, Minnesota, North Dakota, Texas.
- Parker, Colorado. A Colorado native. His rule: be the gift.
| Fact | Value | As of | Source |
|---|---|---|---|
| Title | VP of Mortgage Lending, Rate | 2026-09-23 | rate.com loan officer profile |
| Individual NMLS | #261003 | 2026-09-23 | rate.com; nmlsconsumeraccess.org |
| Loan officer since | 2001 | 2026-09-23 | rate.com loan officer profile |
| Licensed states | CO, AZ, MN, ND, TX | 2026-09-23 | rate.com loan officer profile |
| Loan programs | Purchase, refinance, HELOC, VA, FHA, USDA, jumbo, bank statement, physician, reverse | 2026-09-23 | rate.com loan officer profile |
What Mike coaches
Six sessions agents ask for.
The "M" in LPMAMA
Ask about money on the first call without sounding like a lender.
- This week
- Four questions: pre-approved? with whom? payment you want? cash for down and closing?
- The number
- Leads with the Mortgage answer logged.
Book the pre-approval call
Buyers move from browsing to approved.
- This week
- Offer 2 or 3 times: "Mike has Tuesday at 4 or Wednesday at 10." Star the notes for the lender.
- The number
- Pre-approval calls booked per week.
Objections about money
"Waiting for rates", "we can't afford it", "we'll pay cash".
- This week
- Six-step method, role-played with the answers a lender gives.
- The number
- Appointments set after a money objection.
Role-play until it is yours
Scripts that sound like you, not like a script.
- This week
- Live role-play of the call you dread, 3 rounds, recorded notes.
- The number
- Calls made with the new script.
Loan officers: win the agents
A partner list worked on a plan.
- This week
- 20 named agents, 3 to 5 meetings a week, same-day updates on every shared buyer.
- The number
- Partner meetings per week.
The first-time buyer call
The questions first-time buyers ask, answered in plain words.
- This week
- Down payment, credit, payment, assistance programs. The agent learns to explain, the lender quotes.
- The number
- First-time buyers booked with a lender.
How do Brian and Mike coach together?
- Brian coaches the pipeline. 50 conversations a week, speed to lead, the scorecard, the listing appointment.
- Mike coaches the money. The financing conversation, pre-approval calls, money objections.
- Both role-play. The AI role-play for practice between sessions; live role-play in the session.
Mike Oswald, VP of Mortgage Lending, NMLS #261003. Guaranteed Rate, Inc. d/b/a Rate, NMLS #2611. Equal Housing Lender. Verify licensing at nmlsconsumeraccess.org. Coaching is a separate service from lending: coaching clients are never required to use Rate or Mike, and no one pays or receives anything for a loan referral. You may use any lender.
Questions
Quick answers.
Who is Mike Oswald?
Mike Oswald is VP of Mortgage Lending at Rate (NMLS #261003) and a Colorado loan officer since 2001, based in Parker. He coaches real estate agents and loan officers on scripts, objection handling and role-play.
What does Mike coach?
Four things: the financing conversation agents have on the first call (the "M" in LPMAMA), booking pre-approval calls, objection handling, and live role-play of scripts until they sound like you.
Do I have to use Rate to work with Mike as a coach?
No. Coaching is separate from lending. You and your clients may use any lender, and no one pays or receives anything for a loan referral.
Where is Mike licensed as a loan officer?
Colorado, Arizona, Minnesota, North Dakota and Texas, per his Rate profile. Verify at nmlsconsumeraccess.org, NMLS #261003.
Book a coaching call
Book a call about coaching with Mike.
303-955-4220A live person answers. Not a robot, not a phone tree.
- 20 minutes, free. Your numbers and the conversation you want to fix.
- Coaching, not a loan pitch. Coaching is separate from lending.
- Mike's line: (720) 677-5816. Or the main line below.
Elevate Sales Coaching is run by Brian Lee Burke, team leader of the Kenna Real Estate Group at Keller Williams DTC (KWDTC).