13 | Building Generational Wealth, One Real Conversation at a Time with Ed Stratton

How does a dad of five, in a new market, outgrow an entire industry that's shrinking? Hey there, rainmakers! This episode hit me in the feels. I sat down with Ed Stratton, the guy closing $66 million in loans while raising five kids and rebuilding his business from scratch in a brand-new state. We talked about what it really takes to grow when most people are pulling back, and how being genuine (not flashy) is the ultimate sales strategy. Ed didn’t just switch markets. He moved to Florida, kept 80% of his Delaware production without living there , and still managed to expand in a completely new territory. And how? Because he’s a trust builder and a technician who figured out how to scale by empowering others, owning his role as a connector, and refusing to let fear write his story. We talk about sales tactics that actually feel good, team culture that multiplies impact, and how posting raw, real videos landed him in rooms that high-volume cold calls never could. If you’re craving clarity, inspiration, and proof that you can grow from exactly where you are—this one’s for you. PLUS - hear all about Ed’s infamous prank calls to business partners! Are you ready to make it rain? Let’s do this! What we talk about: 💡 The Newbie Mindset Wins : Ed replicated his early-career hustle to thrive in a new market. 💡 Be the Shift : One encouraging word from his father sparked a generational pivot. 💡 Technician + Trust Builder = Explosive Combo : He scaled with systems and sincerity. 💡 Use Humor & Heart : Prank calls and DMs that open doors—real connection beats polish. 💡 Agents Refer Agents : He asks for intros intentionally—and closes with care. 💡 Team Buy-In Is Everything : His LOA and processor are trust-builders too. 💡 Facebook for the Win : One raw video a day, 100 days—zero vanity, all visibility. Guest Links: Stratton Mortgage Group Follow Ed on Instagram Connect with Ed on LinkedIn 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/