Mastermind Summit Key Takeaways
Geoff recaps the Mortgage Mastermind Summit, distilling stage insights from top originators like Shant Banosian into actionable fundamentals for closing out 2024 strong. Core themes: run your accountability metrics, have more conversations, and fall in love with your process rather than your outcomes. Best for LOs who feel stuck or are drifting on activity without measuring what's actually moving.
Whoever has the most conversations wins — everything else is just the mechanism to get there.
Takeaways you can run this week
- Host a Zoom class for agents on a single high-value idea (e.g., a video strategy that generated 11M in listings in 90 days) — Kevin's class drew 36 agents and opened new referral conversations the same week.
- Score yourself weekly in exactly three categories: face-to-face meetings, conversations/calls, and presentations/events. Pick your current number, set a target, and post it somewhere visible.
- Audit your last 3–6 months of prequalified leads and identify every prospect you've gone radio silent on. Reach back out via phone, text, or a quick personal video this week.
- Review your KPIs monthly like a business owner: apps taken, purchase locks, refi locks, app-to-clear-to-close days, and Google reviews received. Identify the one metric that is lowest and build one daily habit around improving it.
- Cut any tech tool or software subscription that isn't directly generating conversations or conversions — cancel it this week and redirect that budget or time to a relationship-building activity.
- Stop tracking how far you have to go; switch to tracking how far you've come (the Gap and the Gain framework). Write down three process wins each Friday regardless of closed-loan outcomes.
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GET FREE ACCESSThe playbook
- 1. Ask yourself daily: 'What is my number one job?' Answer: generate business.
- 2. Reverse engineer to the required input: generating business requires conversations; conversations require consistent outreach to referral partners, past clients, and leads.
- 3. Go wide first (volume of new agent contacts) so you have enough relationships to then go deep with the best ones.
- 4. Identify your top 1–3 needle-moving activities and block time for them daily — cut everything else.
- 5. Track your process metrics weekly (calls, meetings, events, apps, locks). Separate leading indicators from lagging results.
- 6. Fall in love with the process: if your system is running consistently, trust that lagging results will catch up.
Worth quoting
“Fall in love with the process rather than the outcome — you can be satisfied any time your system is running.”
“Small, daily seemingly insignificant improvements when done consistently over time lead to stunning results.”
Best for
LOs who are busy but not tracking their activity metrics and feel like effort isn't converting to results.