Brian Boyles talks M&A

In this episode of Rick’s Room, host Rick Grant sits down with longtime friend and industry leader Brian Boyles, National Sales Manager for Middleton Advisory Group, to discuss the current state of the mortgage and real estate sectors in mid-2025.

Boyles notes that while the optimism entering 2025 has not fully met expectations, it remains stronger than in 2023 and 2024. He sees continued movement in mergers and acquisitions—including discussions around billion-dollar IMB and bank acquisitions—alongside strategic regional expansions and process optimization efforts.

A major theme is the growing role of alternative financing. Boyles shares that one top-five client saw 50% of its May production come from this space, underscoring its shift from niche product to a critical growth driver. He and Rick preview their upcoming July 24th webinar with Jeff Enote and Worthy Performance Group on how mortgage professionals can adopt and sell these products effectively.

The conversation also covers:

• M&A as “talent acquisition on steroids” and the importance of retaining leadership and sales teams post-merger.
• Why people, not just customers, are the most valuable asset in M&A deals.
• The challenge of uniting teams post-merger and overcoming ego in leadership.
• The need for early engagement with advisors to align deals with long-term company vision.
• How forward-looking planning—rather than reactive decision-making—sets companies apart.
• Coaching loan officers to navigate alternative financing conversations with referral partners and consumers.
  

Boyles emphasizes that companies must balance operational and marketing support, adapt to shifting markets, and focus on business development strategies that keep customers and partners engaged.

Show Highlights:

Rick: Welcome back to Rick’s Room. This is the show where we try to recreate that feeling at the end of a business conference—when you finally get to sit down with someone you’ve been wanting to talk to all day. Today, that person is my friend Brian Boyles. Many of you know Brian as one of the best recruiters in our industry and the National Sales Manager for Middleton Advisory Group. I’ve enjoyed our conversations for years. Brian, how are you today?

Brian: I’m doing great, Rick. How about you?

Rick: Doing well. We’re already halfway through 2025. At the start of the year, a lot of people wondered if they’d make it through. Now that we’re here, what’s the industry dealing with?

Brian: We entered the year with more optimism than in 2023 and 2024. Has it fully delivered? That’s subjective. But there’s definitely more hope now, especially in mortgage banking. It’s still not for the faint of heart. We’re seeing growth opportunities, some regional expansions, but also companies looking at process efficiency—balancing operational and marketing support.

Rick: You mentioned mergers and acquisitions. That’s a big part of what you do.

Brian: Exactly. M&A is really just “talent acquisition on steroids.” Whether it’s IMBs merging or banks acquiring mortgage divisions, the key question is: will leadership stay, and will the sales team stay? You’re not just buying customers—you’re acquiring talent. Retaining that talent is critical, and that depends on shared vision, strategy, and managing egos.

Rick: What about trends?

Brian: Alternative financing is huge right now. One of my top-five clients had 50% of their May production from it. It’s not just the next shiny object—it’s here to stay. These products expand the consumer pool, strengthen referral relationships, and boost market share. That’s why I’m co-hosting a webinar on July 24th with Jeff Enote and Worthy Performance Group to walk through how to get started.

Rick: And making big decisions in uncertain markets?

Brian: Leaders should align decisions with their long-term vision—whether that’s growth or an exit strategy—and start conversations with advisors early. Too often, companies bring in advisors late in the game. We also need to coach loan officers on business development for alternative financing, not just secondary market delivery.

Rick: I think that’s smart advice—start early and plan ahead. Brian, we’re out of time, but I appreciate you joining me.

Brian: Anytime, Rick.

Rick: We’ve been visiting with Brian Boyles, National Sales Manager for Middleton Advisory Group. Thanks for watching Rick’s Room.