Just wanted to share something that fired me up…

One of our longtime private coaching members, Tammy Saul, texted me this the other day:

Just in case you missed that:

“Closed 67 loans in May for just over $23 million…

$500k in revenue, $200k in expenses.

Already have 55 loans in process for June.”

And keep in mind, that’s not a team of 5 loan officers, or even 3.

That’s her own personal production, just her and her assistants.

Now, I’ve known Tammy a long time. I’ll tell you what this wasn’t —

It wasn’t luck.

It wasn’t the market.

It wasn’t some magical lead source.

It was structure.

It was systems.

It was having the disciple to do the things that work, day in and day out.

What I love most is that she doesn’t look for shortcuts—she builds.

She leads.

And she’s showing the rest of us what’s possible when we stop overthinking and just take focused action every day.

Nothing fancy, no magic beans, just a burning desire and focusing on what actually works.

The truth is… most loan officers are only missing one or two pieces.

Tammy just happens to do those pieces every single day.

My homie, Perry, shared a thought provoking story on the Breakfast Club.

Steve Jobs once said the most efficient animal in nature is the condor.

It uses the least energy to survive — flying high, gliding smooth, mastering its environment, it kind of cheats though, using the wind as power.

Humans?
We rank 19th on that list.

Until you give us a bicycle.

Then we become the most efficient species on the planet.
Because tools matter. The right ones multiply your potential.

And in this market, you don’t need to push harder — you need a better bike.

I want to show you one of the most powerful tools we’re giving loan officers right now.

It’s called the Follow Up Refer Back strategy.

It’s a killer way to:

·         Meet new agents

·         Give them referrals that actually close

·         And do it without spending a dime on leads

Want to see how it works?

Book a quick call with our team here — and just ask to be shown the Follow Up Refer Back strategy.

[Book your call now]

This one strategy could become the “bike” that changes everything for you.

There’s nothing to register for, no sales funnel, no hidden Call To Action.

Just one simple message:

I’m rooting for you.

That’s it.

Whatever kind of day you’re having —
Whether your inbox is full of pre-approvals…
Or full of fires to put out…

Whether you just had a great win…
Or you’re wondering how you’re going to make it to Friday…

I see you. I get it. And I’m in your corner.

You don’t need to prove anything to be worthy of encouragement.

You don’t need to hit a quota this week to matter.
You don’t need to close 20 loans this month to be worthy of respect.

Sometimes, we just need someone to remind us:
You’re doing better than you think. Keep going.

So no homework here.
No worksheet. No webinar. No calendar link.

Just this:

You matter. You’re needed. And I believe in what you’re building.

Here’s a small end-of-day routine that helps me stop bringing the business to bed with me (so I can actually sleep at night).

Years ago, I’d lie there at night, staring at the ceiling, running through every task I didn’t finish:

Did I return that agent’s call? What if the Smiths’ appraisal comes in low? Should I have followed up with that hot lead?

One night around 2:30am, I got out of bed, opened my laptop, and the lovely Mrs. White, half-asleep, asked:
“Are we really doing this again?”

That hit me.

I was never shutting off.

Now I’ve learned something:

High performers don’t just start strong — they finish well.

So here’s my shutdown routine I do every day:

1. Write down the 4 most important things for tomorrow
(I pull these off of my Brain Dump Daily sheet)

Not a full to-do list — just what moves the needle for me the most.
I do this before I log off, so my brain doesn’t have to keep track overnight.

2. Clear the digital clutter.
Close out all browser tabs.
Log out of email.
Power down if you can.

It’s a signal that the workday is done.

3. Send one thank-you message.
A borrower. A realtor. A teammate. Doesn’t matter.
Ending the day with gratitude resets everything.

Is this a cure for stress and sleepless nights?
Not exactly.But I’ll tell you this — I sleep better now.
And more importantly, I show up stronger the next morning.

You did enough today.
You are enough.

In this blog is a simple email for you to swipe and send to your list of Realtors that you want to work more with.

Let me give you the backstory first…

Years ago, I was meeting a Realtor for our first “coffee meeting”. 
At one point she said, “I’ve got a pile of old leads, but they’re probably dead.”

I said, “Mind if I follow up on a few of them for you?”
She laughed—”Knock yourself out, they’re all ghosts.”

So initially, she sent me 10 of them, and I called them.

And you know what happened?

A few were duds.
But two of them—TWO!—got pre-approved and closed within 60 days.
She handled the buyer side on both deals…
And even landed a listing from one of the referrals.

Let’s just say… I had a new best friend.

And yes, she sent me the rest of her old leads, and all of her new ones going forward ☺

That one simple act turned into a long-term referral relationship—
And a steady stream of closings I would’ve never seen otherwise.

Here’s how you can do the same thing, starting today:

Send this message to a Realtor you like working with (or want to):

——

Subject: I’ve got an idea for your old leads

Body:
Hey [Agent First Name] — do you have a list of leads that ghosted or fizzled out?

If so, I’d be happy to follow up on your behalf and see if I can warm any of them up again.
I’ll be professional, helpful, and if I get anyone re-engaged, I’ll hand them right back to you.

It’s just a simple way I can help you close a few more deals this quarter.

Want to give it a try?

– [Your Name]

——-

That’s it. Nothing fancy.

–Quick win
–Zero cost
–Zero pressure

And it positions you as the kind of loan officer every agent wants in their corner.

Do it today. Be helpful. Play the long game.

Let me know how it goes.