leadership training

Have you ever noticed how football teams often score more points in the final 2 minutes of the game, than the rest of the game all together? 
 
You see, the final 2 minutes of the game, the teams get super focused and that’s when the game is won or lost. 
 
Same thing for us, except the 2 minute warning is the last 15 minutes of each day. 
 
Here’s what you do… 

Take 15 minutes at the end of each day to reach out with a quick, personalized message to leads who haven’t yet committed or recently connected referral partners who might provide referrals.  
 
This brief but consistent follow-up can keep them top-of-mind and help build stronger connections that lead to more conversions and more closings as soon as next month.  
 
How I do it is: 
 
1. I keep a running list on a separate piece of paper on my desk of all the leads that I have talked to that haven’t taken the next step yet. 
 
2. Then at 4:45 pm each day, I simply pick up the phone and have a conversation with them with the purpose of nudging them to take the next step because I know the next step is really going to help them have what they want. 
 
It’s just that simple.   
 
Having conversations with a call to action that actually helps them. 
 
Put this into play starting on Monday and let me know how many extra closings you get in the next 4 weeks ☺ 

Here’s the 1 page business thingy that I promised. 
 
Just tell me where to send it and I’ll email and text it to you (to make sure you get it). 
 
(I tried attaching it to this email, but Gmail wouldn’t let me do that to a large subscription group.) 
 
1. I’ll give you the 1-page plan to download right now (no charge), and then  
 
2. I’ll send you a quick video where I’ll walk you through it, and finally,  
 
3. We’ll review it with you personally if there are still openings on the calendar.

I thought it would be a good idea to get an unfair advantage head start before the other 97% of LOs wake up on Jan 4^th and think it’s a good idea to point the car in the right direction… 

Giving you the unfair advantage 😉 

Get 1 Page Business Plan For 2025 Here 

I was on a Zoom meeting on Thursday, and they were already talking about goal setting for 2025. 
 
Holy crap, I can’t believe it’s approaching that time of year again… everyone’s gearing up to set those big “goals” for next year.  
 
Here’s the reality: most people set these same goals every January, just like they did the year before…and the year before that.  
 
And guess what?  
 
They’re no further ahead today than when they first started this whole “goal-setting ritual.” 
 

For the past 25 years, I do things differently.  
 
I’m not about “wishful thinking” or lofty goals.  No ma’am, no sir! 
 
Instead, I map out real plans with concrete steps and deadlines that get you results. 
 

Let me share a story. 
 
Brian Fenlon struggled with his schedule and commitment. After a Plan Map Out, he went from 5 deals a month to 15 in just 8 weeks, including new realtor referrals. 
 

How did we help him, we tossed out the “goals” and crafted a step-by-step plan with specific daily actions and hard deadlines.  
 
After just 2 months of sticking to this plan, he surpassed his original “goals” and hit that 15-loan mark.  
 
It wasn’t magic—it was a real plan in action. 
 

So here’s my question to you: are you ready to break the cycle?  
 
Instead of setting another “goal” for the new year, let’s put a plan in place that will move the needle. 
 

Go Here and we’ll help you build your action-based plan with deadlines.  
 
No more New Year’s “goals” that never quite happen—this time, it’s different. 
 

Looking forward to seeing you make big moves, 
 
Don’t wait until January to start; book your call now, and let’s start planning your success today.  I’ll catch up with you when you go here.

A few years back, I found myself in my Ford F-150 pickup truck, sitting in the parking lot with my head in my hands thinking that this loan officer work was just too darn hard… 
 
Leads were a little hard to come by, appraisals were slow, and I was having to make some difficult “your deal is going sideways” phone calls… 
 
As I was having my own little pity party, I heard an inner voice tell me to look up. 
 
When I did, I had a life-changing moment.  Let me explain further. 
 
When I looked up, on top of the building next to me, there were 3 men and 1 lady on top of the roof.  And this roof wasn’t like most roofs, it was a flat roof. 
 
Well, from time to time with a flat roof, you have to “Tar Mop” it. 
 
That’s where you get buckets of super hot tar (so it’s spreadable) and literally get kitchen mops, and spread the hot tar on the roof.  
 
I did that one summer when I was in high school and I can tell you it was the hardest job I’ve ever done.  The tar was super hot, it splattered on my arms causing instant burn blisters, the fumes from the hot tar were almost as bad as the mosquito bites and the sunburn from the hot Florida sun.  
 
As I looked up from my air conditioned seat in my truck that day and saw those 4 people working very, very hard in the most miserable conditions, I heard “that voice” again… 
 
“Carl, you want to know what hard work is, those 4 workers on that roof are experiencing hard work.”  It’s hot, spreading the tar is like spreading molasses, just backbreaking work… 
 
… oh, and by the way, it pays around $14 an hour at best. 
 
I then heard that voice one more time… 
 
“Carl, I’m asking you to do 3 simple things to make more money than you could have ever dreamed of…” 
 
“I’m asking you to Talk, Type, and Think… Which you can do while sitting in an air-conditioned room, in a very comfortable chair… no fumes, no mosquitos, no sunburn… all while making more in 1 month than the roofers will make in an entire year.” 
 
Talk, Type on a computer, and Think.   Resulting in helping a lot of people, making lots and lots of money, and no tar fumes. 

… and here’s the other thing, we don’t even have to think too much because we can just copy the already super successful, well, as long as that’s who we’re hanging with instead of the doomsayers.  
 
Once that was crystal clear in my head, I felt a wave of relief and gratitude wash over me like a warm blanket on a cold night. 
 
So here’s the thing, we are not in “hard times” right now, we simply have to talk (saying the right things to the right people), type (communicate and follow up with those people), and think (again, this is minimized by hanging out with the winners). 
 
Now, those that don’t do those things, those that try to do business the same way they did it last year, well, it could be a very very hard season for them coming up.  Don’t be one of them.  

We have to be adaptable and work the “Epic Success Plan” while talking, typing, and thinking.  It’s really just that simple and doesn’t involve buying a bunch of widgets.  
 
The Epic Success Plan is exactly what we are mapping out on our coaching calls with our high-level and high production (while low-stress) loan officers.  It’s absolutely amazing what can be covered, and the results some of the LOs get on even just 1 of these 1 on 1 calls. 
 
If you want a free sample of what even just 1 of those calls can do for you, I’ll give you one.  <no credit card, no “trail”, and no strings attached>  We’ll help you with what to say, who to say it to, how to communicate with them, and what the top producers are thinking… you know, their Epic Success Plan. 
 
Free Sample 1 on 1 Coaching Call 
 
Just go here and we’ll help you with the right activities, the right conversations, and with the right people… right now ☺.   Why, because that’s the way we roll around here.

First of all, thanks so much for the well wishes.  Yepper, the “not so secret, secret headquarters” of my office is located in the epicenter of Milton’s landfall. 

Everybody is ok, just a LOT of future firewood and no power, but it’s all good.

With the no power, I was catching up on some reading and came across this article that Kevin Broughton sent me last week.

WOW!

Such a spot-on, yet simplistic analysis of the 3 things that the top loan originators have.

Here’s a copy of the article <no opt-in needed>, the link goes directly to the PDF to read.

Let me know what you think.