From US Olympian to Mortgage Leader
Geoff sits down in-person with Brian Covey to draw parallels between elite sports and mortgage business success, covering mindset, relationship-building, personal branding, and finishing 2024 strong. Best for LOs who feel stuck in a tough market and need a concrete framework for competing smarter, not just harder.
Your perspective is your choice — LOs who protect a service-centered mindset outcompete everyone waiting for rates or inventory to save them.
Takeaways you can run this week
- Build a 'Top 25' list of referral partners and prospects you want deeper relationships with. Each week, go into their social media profiles and leave genuine, specific comments on their posts — so that the next time you meet, you already know about their daughter's college plans, their travel, and their business wins.
- Before your next agent or client meeting, research them for 10 minutes: LinkedIn, Instagram, recent posts. Open the conversation with a specific question about what you found ('I saw you closed that tough deal last week — how did you handle the buyer consultation conversation?') instead of leading with your rate sheet.
- Audit whether you are self-centered or service-centered in your sales calls: if your internal monologue is about your commission or lead count, you're self-centered. Shift by writing 3 questions before each call designed to uncover the other person's real problem — and don't pitch until you've heard them name the problem themselves.
- Pick one skill that would move your business forward — AI tools, database follow-up, video content, newsletter writing, conversion scripts — and invest 30 focused minutes per day for 90 days. Track week-over-week improvement. Brian's assertion: your competition is not doing this, so 90 days of deliberate practice creates a measurable gap.
- Slow down on every application call. Even if it's your only loan conversation that day, go deep enough that the borrower spontaneously becomes a referral source. Before hanging up, ask: 'Is there anyone in your life who's mentioned buying, selling, or refinancing that I could help?' — only after you've built genuine rapport.
- When the market noise gets loud — elections, rate speculation, inventory complaints — write down your perspective statement: one sentence declaring what you believe about your ability to create business right now, and why. Read it before prospecting each morning to protect your mindset from outside narrative.
Useful? Get the full Vault free — plus Marketing Worth Stealing, weekly.
GET FREE ACCESSThe playbook
- 1. Build your Top 25 list of referral partners you want to deepen relationships with.
- 2. Each week, spend 10-15 minutes engaging their social content with specific, genuine comments.
- 3. Before any meeting, do 10 minutes of research so you can open with curiosity, not a pitch.
- 4. On every call, ask diagnostic questions to surface their actual problem before offering any solution.
- 5. Only after hearing the problem named, position your service as the answer.
- 6. End every borrower interaction by asking for a referral — after rapport is built, never before.
- 7. Choose one skill to train 30 minutes daily for 90 days; review progress at the 30-day mark.
Worth quoting
“Your perspective is your choice.”
“We're giving people the prescription without doing any diagnosis — it's malpractice.”
Best for
LOs who are technically solid but defaulting to rate-and-product pitches instead of relationship-first conversations that generate consistent referrals.