How to 10X Your Business

Geoff shares two core insights from a high-level mortgage producer event: the discipline of identifying your top three needle-moving activities and committing to the one that matters most, and the leverage that classes and events provide for staying top-of-mind with a large pool of agents. The episode closes with a pitch for his Agent Referral Xcelerator program. LOs looking for a quick mindset reset on focus and activity will get the most from the first half.

Takeaways you can run this week

• Write down your top 3 needle-moving business activities right now — be specific (e.g., 'call past clients,' 'host a buyer class,' 'post one Reel per day') — then circle the single one that would move you forward fastest if done consistently.
• Ask yourself: 'What have I done on my #1 activity in the last 7 days?' If the answer is 'nothing' or 'once,' block 30 minutes on tomorrow's calendar to execute it and repeat daily for 30 days.
• Audit your closed loans from 2023 — if a top producer can close deals with 94 different agents in a year, map how many unique agents you worked with and identify the gap you'd need to close through events to match that spread.
• Plan one class or workshop in the next 30 days positioned to solve a specific agent problem (not mortgage product features) — use it as a one-to-many engagement tool to stay top-of-mind with agents you only see 2-3 times a year.
• Review the success benchmarks Geoff cited and set a measurable goal for your next class: e.g., invite 20+ agents, set a target of 5+ appointments before you leave the room (Glenda White: 26 agents, 9 appointments set on the spot).

The playbook

1. Step 1: List your top 3 business-moving activities — be specific, not vague (not 'make calls,' but 'call the 10 agents from my last 5 closed deals').
2. Step 2: Identify which single activity moves you forward fastest.
3. Step 3: Ask what you have done on that activity in the last 7 days — this reveals your consistency gap.
4. Step 4: Block calendar time daily/weekly to execute that one activity without interruption.
5. Step 5: Layer in a recurring class or workshop as your leverage tool to maintain top-of-mind with a broad agent base (target 90+ unique agent relationships annually).
6. Step 6: Position the class around solving an agent's business problem, not mortgage product details, to shift your identity from vendor to partner.

Worth quoting

“Conversations lead to contracts. Whatever activity gets you the conversations — that's the one.”

“Do you control the day, or does the day control you?”

Best for

LOs who know what they should be doing but can't point to consistent weekly execution of their highest-value activity.

Links from the show notes

• Agent Referral Xcelerator