9 | Athlete, Coach and Leader: How Paula Nirschl Built a $50M+ Mortgage Business From Scratch

What happens when a Division 1 basketball coach pivots into mortgage, moves to a new city, and decides to build a mortgage career from scratch, with ZERO connections? Paula Nirschl is what happens! Hey there, rainmakers! With over 18 years of experience in the mortgage industry, Paula is a passionate and dedicated leader who coaches and empowers loan officers to achieve their professional goals. And as VP of the Elevate Coaching Program at Guild Mortgage she oversees the training and development of a talented team, ensuring they have the skills, tools, and resources to succeed. In this episode, I sit down with Paula to explore how the lessons she took from her sporting success – both as an athlete and a coach – helped her grow a powerful referral-based business from literally nothing. Plus we get into how she's now impacting others through the Elevate Coaching Programme at Guild Mortgage. We talk about building trust, bouncing back from tough markets, and how to lead with discipline when everything feels uncertain. Whether you’re in production or building a team, this one’s got something for you. Are you ready to make it rain? Let’s do this. What You’ll Learn in This Episode: 💡 The habits that helped Paula build a business from scratch in a brand-new city 💡 How her coaching background shaped her approach to leadership 💡 How systems (and one specific bit of tech) unlocked her scalability and growth 💡 What Elevate Coaching is doing to transform careers at Guild Mortgage 💡 Mindset strategies for staying in motion when the industry dips 💡 Paula’s take on “failure is not an option” — and why it matters now more than ever Guest Links: At Guild Mortgage On LinkedIn On Facebook If you liked what you heard, leave me a five-star review and tell me what hit home for you! PLUS—if you’re done chasing the next shiny idea and want real, proven strategies that actually move the needle, then it’s time to join my free weekly newsletter, Rainmaker Insider . Every week, I share one key lesson from my billion-dollar career in mortgage lending—from sales psychology and leadership to mindset and systems that create true freedom. No fluff. Just real-world insights that help you close more deals and lead with confidence. Subscribe now at shaylagifford.com and start leading like the Rainmaker you’re meant to be! Connect with Shayla: Shayla on Instagram: https://www.instagram.com/shaygiff/ Shayla on LinkedIn: https://www.linkedin.com/in/shayla-gifford-3019396/ Show Links: Shayla's Website: https://shaylagifford.com/ The Mortgage Rainmaker Podcast: https://shaylagifford.com/podcast/ The Catalyst Coaching Community: https://shaylagifford.com/catalyst/ Guild Mortgage: https://www.guildmortgage.com/