26 | The Relationship Strategy Behind $41M in Sales with Lucy Thornton

What does it take to transition careers, move across the country multiple times, raise a family, and still close $41 million in a year? Hey there, Rainmakers! In this episode of the Mortgage Rainmaker Podcast, I sit down with Lucy Thornton, a vibrant loan officer. Lucy’s journey from real estate agent to top-producing loan officer is full of heart, hustle, and hard-earned wisdom. Now based in Savannah, Georgia — and thriving after several relocations as a military spouse — Lucy shares how she built trust from the ground up, navigated the transition between industries, and turned her relationship-based approach into consistent production. We talk about the difference between harmony and balance, the importance of showing up with authenticity, and how creating real connections can fuel both your career and your personal life. 💡 Takeaways for Rainmakers: Relationships are the foundation of every great mortgage business You don’t need to chase balance — strive for harmony Lean into the strengths from your past roles (like real estate!) Relocating doesn’t mean starting over — it means re-rooting Your energy is your brand — protect it, grow it, lead with it Guest Info: LinkedIn Lucy the Lender Edge Home Finance PLUS– Slay with Shay Live is coming and trust me, you do NOT want to miss this! This September 15th - 17th in beautiful Lake Tahoe , I’ll bring you my entire playbook, plus a host of top producers, speakers and badasses, all carefully chosen by me to get you to that next level. Go to shaylagifford.com now , get your ticket and book your hotel. And yes...it will sell out! 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/