721: The 3 Filters Top Producers Use to Decide What Actually Matters - Coaching Q&A Ep. 15

I just came back from one of the best marketing masterminds I’ve been to in a long time.I left with a bunch of ideas around content, formats, and how some of the biggest creators in the world test what works. My first instinct was to come home and start installing all of it.Then I looked at the numbers in our own business and realized something more important.We do not have a lead problem. We have a hole further down the bucket. So before adding more leads, the better move is to fix the part of the process that is already leaking.In this episode, I cover:

David Grossman has been in the mortgage business for 23 years and has tried a lot of different ways to market himself along the way.One of the things he is doing now is a local podcast recorded inside a coffee shop, where he brings on professionals from his community and turns those conversations into content and referral relationships.In this episode, we talk about how he records the show, the simple tech behind it, why he thinks podcasting can be such a good relationship-building tool, and what he learned from an earlier side project that took him too far away from his core business.We also get into hiring help after more than two decades of doing everything himself, alternative lending, and why giving the client the right advice matters more than winning every deal.In this episode, we cover:

Angela Robinson had me on her new podcast and asked me some questions I do not normally get asked.We talked about why being coachable, resourceful, and action-oriented matters so much in this business, and why the gap between learning something and actually doing it can quietly hold you back.We also got into hiring too late, building better systems, how I prioritize when everything feels important, and why I am okay making the “wrong” decision if it is still aligned with my values.It was a different kind of conversation, and one I really enjoyed.In this episode, we cover:

I’m back with Episode 2 of What’s Your Move?This time, a broker has been in the business for more than a decade, does about $25 to $30 million a year, and recently hired his first assistant. She is great, but somehow the business feels messier than before.They are stepping on each other, replying to the same emails, and creating confusion. The bigger issue is that he wants to double his business next year.So what would you do: add new technology, fix the process, or is the real problem somewhere else?In this episode, I cover:

Denise Donoghue has consistently closed over $100 million a year in personal mortgage production.What stood out to me in this conversation is that her strategy is not complicated.She prospects every day, tracks the right numbers, pays attention to partner conversion, and has a very clear process for building relationships with real estate agents.We also get into why most brokers are doing too much random activity, how to prospect without coming across needy, and why the data usually tells you exactly where your business is breaking down.In this episode, we talk about: