Loan Officer Leadership Podcast

046: 3 Tips to Win the Day - Shane McGraw

January 08, 2020 Steve Kyles
Loan Officer Leadership Podcast
046: 3 Tips to Win the Day - Shane McGraw
Chapters
Loan Officer Leadership Podcast
046: 3 Tips to Win the Day - Shane McGraw
Jan 08, 2020
Steve Kyles

In this episode, Shane McGraw, a Veteran and 7-figure-income-earner, shares his ideas on how to win the day.
1. Bookends - What are you doing at the start/end of your day to be centered with your plan and focused?
2. Attitude & Effort - Having a positive, student-learning, glass half-full mindset. Then taking it from your head and heart & turning it into hands and habits.
3. Win Your Day by Noon - Have a plan and consistently complete your daily disciplines.

Join our facebook group, Loan officer Leadership Group and Make sure to SHARE and SUBSCRIBE to the weekly podcast.

Show Notes Transcript

In this episode, Shane McGraw, a Veteran and 7-figure-income-earner, shares his ideas on how to win the day.
1. Bookends - What are you doing at the start/end of your day to be centered with your plan and focused?
2. Attitude & Effort - Having a positive, student-learning, glass half-full mindset. Then taking it from your head and heart & turning it into hands and habits.
3. Win Your Day by Noon - Have a plan and consistently complete your daily disciplines.

Join our facebook group, Loan officer Leadership Group and Make sure to SHARE and SUBSCRIBE to the weekly podcast.

Steve:

Hey, welcome back to another episode of the loan officer leadership podcast. I'm your host Steve Kyles and you are absolutely in for a treat this week. The second podcast of the year. Hopefully you guys checked out last week's episode with Goeff Zimpfer, Mortgage Marketing Radio. Loved our interview with him, but this week I've got a very special friend of mine all the way in from Seattle, Washington. Come on Shane, what's up? Hey brother, we're so glad to have you.

Shane:

I'm down South now. I had Papa's burgers. A $20 burger. I want you to know that I man'd up and finished it and you didn't. You tapped out.

Steve:

The 18 year old girl says, "Hey, you tapped out, didn't you?" And I said, "well, yeah, I don't want to fall asleep". It's a big burger, man. Hey, but listen, all of our listeners, you guys are in for a treat. Shane has been and become a good friend. Just through the podcast. For those of you who are subscribed or a part of the loan officer leadership Facebook group, you'll see that Shane contributes and is a contributor regularly answering questions, posting great content. He is a great friend, but he has done so many things. He runs four successful companies. For those of you who are striving to create more, build more. For the last three years has been a seven figure earner and super successful in the mortgage business. 15 years in the business. You and I were both core students together. So at the core, we were both being coached. Neither one of us are being coached at the core. We're doing other things.

Shane:

Hey did you ever win a dragon?

Steve:

I did.

Shane:

I did not.

Steve:

Well listen, so those of you who had been a part of the core, one student each semester by a coach gets chosen to win the dragon. And I won one. So in six years, I finally won a dragon and listen, you know where it's at now in my four year olds bed. And he swears it's his. And I said, son, if you knew that that dragon cost me $250,000, it's not your dragon. That was an expensive stuffed toy or animal. But it's so fun. Hey, but listen with Shane. I love it. He's got a beautiful wife, Carly, three kids, Mason, Maddie, Merrick. Most people may or may not know he served five years in the military. Thank you for your service. I have you on here really because we're doing some great things together. We've heard a lot of comments through Facebook and through the people want to know more about business planning. Not just business planning, but you personally. You run a successful insurance company. You have a tremendously successful mortgage company. You've also got a real estate investing company where you buy, sell and hold real estate. The last one is cadre concept which is a coaching company. And so that's really where our passions have aligned. We both love Jesus, love our families, and we are passionate about helping people get better. And so what we've decided to do is on January 21st so everybody mark your calendars and you can find the link through the loan officer leadership Facebook group as well as in the show notes of this episode. We're actually gonna do a business planning online seminar to help people in their business. Let's talk about it, man.

Shane:

Yeah, I know. I mean, if you're like me and you have four companies, you got to have a plan and you've got to have people. So people expect a plan and a roadmap and as a leader, the first thing I want to do is, you know, I want to know what my year looks like and then work backwards.

Steve:

Yeah. Well and do this for everybody who's listening, who doesn't know who Shane McGraw is. Tell us your journey. Tell us your story and how did you get started? Let's start in the mortgage space because that really is where you began to launch out into other things as well and been successful in all aspects.

Shane:

I think the mortgage business is the best businesses ever made. It took me from obscurity to, you know where I was able to provide for my family and you know, buy the house that I was wanted in the neighborhood I was wanting to be in. Allowed me to pay off all my cars and save for college and put my kids in private school. Mortgage business, you know, financial financially is great, but the character development of being a mortgage lender is the best, I would say. Perseverance leads to character and character leads to hope and mortgage. You get to persevere a lot. It's a man's sport

Steve:

Tell us your journey. How'd you get started? 15 years ago, you just tripped up in the business. What was it that got you started in this business?

Shane:

Well, I'll try and go through quickly cause there's some stops along the way. I was working in a small town in a Navy town in Seattle, kind of in the suburbs of Seattle Kitsap peninsula. And if you know, peninsula, there's three Navy stations. And then then there's another Air Force station all in about a 20 mile radius. There's a lot of military and I'm a veteran my specialty in mortgages. I help veterans, you know, buy some of the land that they defend. And that's what I've been doing for a lot of lot of years. And I really liked that. I got my start cause I was doing the ship yard shuffle, so we called it and we were working on building aircraft carriers and submarines. And you know, sounds glorious until you have to go sit on all metal and grind for six hours. And it wasn't the best job. It was a good job. The man's job. I worked hard, I felt like I've earned my paycheck every day. But I learned quickly that it was like Groundhog's day every day was going to be a new let's, same thing, the of the Navy. We're never going to stop being needed. I just knew that I was meant for more. And so one day my mother, my aunt and my sister all were in the mortgage business, all in a little boutique shop called beyond mortgage. And I thought, wouldn't it be cool if I did mortgages like you guys? So I started, I made them a deal. I would go in the ship yard and get mortgages and then I would bring it back to them and they would teach me how to do loans. And so I did that for about six months and realized that I could a, make more money, it'd be do it the way I want it to. So I took the jump and left my government job with a pension and a retirement and medical and dental and vision. And it came with a cost and my wife was not happy with that decision. I spent at least a week or two sleep on the couch cause you know, my wife was very much about you're going to do something that I even counted. I would like to see to me. Yeah. And I believe in me. And it took a while. Of course my timing was exceptional because I jumped out about, I don't know, about 11 months before the market meltdown. So I did a good job of saving some money and making some money. And then I learned the value of money management and perseverance. So I literally was doing mortgages in the day painting decks and doing side jobs and working for labor ready and clean the carpets and I mean anything and everything I could do at night talk about. I was not gonna come home and tell her that I failed.

Steve:

I got the business in 2003. Well I got licensed in 2003 but I got in the business in 2002 and it was beginning a refinance boon. But I swear I couldn't catch a refi to save my life. 25 years old, newly married. And I went, it's a hundred percent commission. Nobody wants to train the new guy. Nope. And so I knew a guy, you know, I was doing music at Lakewood church and one of my buddies, his wife was the worship leader. And so I said, Hey, would you train me? And he said, absolutely not. Are you crazy? Hey, would you train me? He said, absolutely not. I said, Hey, would you train me? Absolutely not. After about three months, he said, fine, if you'll show up in my office, you and you come sit on the floor and learn. And literally he had this little bitty office and brother and people have no idea the price we paid. But you know, it was funny. There's no plan B. So I would go in at seven 30, sit literally on the floor until he bought a chair and we got a desk. I would learn the business till noon and go wait tables from one to midnight at Papa's.

Shane:

I think a lot of people who started in the mortgage business have a story like this.

Steve:

But here's the thing though. It creates the grit and the grind and the, you know, people say, well, what else would you do? I didn't have a plan B. Like there was no plan B. It was, this is going to work. You have to be all in. Well listen, I was a quarter million dollars in debt, four in foreclosure, newly married, making a couple hundred bucks a week trying to make ends meet. And it was, there's no plan B and I'm believing that this is what I'm supposed to do. So God give me the strength to figure it out. And it took a couple of years.

Shane:

I literally can tell you the same story. I mean it was fun. Here's what I learned though. I got lucky. And if you're listening to this and you're a note taker, this is what I would write down. Cause this little story helped me a ton. There's a story, I'll tell it quickly, but there's a guy in his and it's back in like the 18 hundreds, and it gets on his boat and he's trying to get these guys to sponsor him to go to this Island and he's going to be a pirate and he's going to go take over the Island. But the Island, many people have tried and they've all failed. And so he gets his best guys together, get some money together from an investor and he goes over and he's gonna take over from there. This is what they did back then day. So he gets on his boats, it gets to the Island, gets along on the huddle and it gets ready to give him the rally cry. And then he goes, burn the boat. And they're all like, what are the boats? There's no retreat. There's no retreat. Where are they taking land? I don't know something about that. I thought, you know what? This is a burn the boat. They're going to do whatever that, and I looked at my life and I said, I'm going to need you to hunker down, and we did. And then what's cool about the mortgage business, a little bit of effort goes all the way.

Steve:

Hey, well, you know what's interesting is I think there are people that are listening today and they need to hear that. Burn the boats. You know, there's so many carrying three jobs and you're like, I'm half, man, jump all in.

Steve:

Well, and here's what the thing is too, is that if you will stick it out and do what it takes, what we're teaching you on this podcast to do the prospect and have a clear plan, execute every day. Do your daily disciplines every single day. The problem in this business is this. What you do today, you will not see the fruit until 90 days and if you can just hold on.

Shane:

I want to make sure I echo that. This is a 90 day mortgage cycle.

Steve:

Go to the bank. We've done this 17 years and what we did 90 days ago is what we're eating the fruit of today. And if you could just hang on, you can do this. So burn the boats. But listen, that's why we're going to do the business planning on the 21st is because we feel like it's got seven key areas or components of that business plan that are going to allow you to execute every single that,

Shane:

So let me be super clear. If you're listening. I don't know what room you're sitting in or what moment you're in or what mindset you're in, but if you do not have a plan, you will fail for sure. You may fail forward, but you're always going to do it the hard way. So one of the things I learned very early and so I was, I don't know about what your journey was with the core, but they gave me a couple things that I could hold onto for the rest of my life. And one of the things they gave me was that the idea of dreaming forward. Like writing a five year vision. Did you read your mind, your vision? I'm on a plane, I'm flying to a core event. I'm trying to write this 5 year vision cause my coach wants me to hand it to him. I'm bawling hysterically. I'm on like draft six because five years like I don't want to screw that up. Five years is like you can't have back. And I'm thinking like I'm scared because my goals are too big. And when I met the core I was making 187,000 and I literally believe the difference between going from 187 to a million was the business plan. Yeah. And it was just taking a complex thing and breaking it all the way down from a year down to a quarter. And there's four of those. So there's four games in the season, right? You got to win every 90 days. So if we lose, we start over. If you win three or four, you're doing a good job. Yeah, that's the mortgage business. And then you take your quarters and you're breaking down into months and then you gotta tell yourself the truth. This is when we track our sales, what's, we look backward one month and we look forward one month we say, how are we doing? And then we make the changes and then we weekly. That's how we make sure the month turns into what it needs to be. And daily is how we win the week. So I have a system how many impact tracker? And we're going to give this everybody who has it, let me just be clear. Every single thing I've ever learned can be satisfied and done by just executing one document. What I'd like to do is give it to everybody for registering because I think and whether or not you come. this particular thing will serve you. And then we're also going to give you, we created a quiz, the seven part quiz on business planning. It's not very good. Not going to love yourself when you're done. However, it's not a pass or fail. It's a where am I at? Where am I going? Yes. And what we find is it's 10 questions in each section and they're seven and it's your time management and it's all the components of being a good business person. If you can get, take this test quarterly, because remember there's four games in season you got to do. You guys wants to see how you want to see. You have good taste in football. Are you done left? And I'm not a sports guy, I'm a music guy. I like music. You want to know? Yeah. Yeah, pretty much. So you liked the texts and they just don't winter.

Shane:

I know. We're in the playoffs. It's good. So the Seahawks has Pete Carroll, he's the coach, and he has a book called winning forever. And he talks about his theme. And one of the things he does with the Seahawks is he has to tell the truth. Tuesday, every Tuesday they look at video, they look into the respective spaces and they tell the truth. And I think there's something about telling the truth. And that's what you do weekly. You gotta tell the truth daily. You put in the work weekly, you tell the truth. Hey, I love it. Well, [inaudible] so let's talk about business planning. What's so important? So when we're in this business planning workshop that we're going to do, we're talking about the seven professional pillars, right? Brand identity. We're do be talking about prospecting, building your cadre. What's a contrary, highly skilled group of people working together for a common or shared purpose and a shared passion. Yeah. And that comes out of your military experience. Yeah. Well

Steve:

because what you were talking, we had dinner last night with some good, we loved it. Adam Alvin who was on the podcast a couple of weeks ago, Keith Barnes, who has been a great friend, a part of insanely tactical Hagan. I'm going to do a plug because Shane's going to be a part of this year's insanely tactical coming all the way back down from Seattle back down to Texas a and we're bringing my wife this time. Please do. Sandy attacked out 2020 in October. Um, and so we've got a great partner with Freddie Mac and USBank uh, several other people. But um, one of the things that we're going to be talking about working together, which is a cadre. So what does, so we've got brand identity prospecting, building your Kadri time blocking, lead management, tracking the money and leading a team. Yup. That's a lot. Yeah. And we're going to do that in one.

Steve:

I believe that you can work on two things in each area every three months and a hurry commit by the end of the year. I have a 52 week business plan. Yeah. That's broken down into weeks. You get an email, I've got the tactics and you use our systems and we have the same fact tracker. Yeah. You just do the daily disciplines with the goal of chasing your yearly plan. It's very cool. Well, do you know what? So don't be surprised what happens when you do the same thing in the right direction over time and get results. That's it. Well, and you, you just pull your head up to see, okay, my still on course. Yep. And then you get your head down. But those of you who are leaders or leaders, if you don't have these, um, I call them like check marks in your business where you're, you know, every day you're having a team meeting.

Steve:

Every weekly you're looking at, I mean, monthly, every quarter. If you're not doing versions, then you're not actually leading your team. And they want to know these seven areas. They want to know how you're spending your time while you're doing. So this, I believe this is $1 million. Yeah. Well, and it's proven that in your life. You know what's interesting, you and I were talking what I like to talk about, yeah, we don't like talking about the money, but the money is an indicator. It's one of the check marks on scorecard that says what you're doing is working and it's producing value and the value is paying for itself and regenerating revenue. Well, you remember when I was talking about that perseverance leads to character and character. These to hope persevere and you make room, you get to, the character gets to show through how you spend your money.

Steve:

Yeah. There you go. Like you do with it. Yeah. And how generous you are. Yeah. And that's where the hope comes. Because you know, I be in a high income earner when I got to check, I can make a difference. Sure. Yeah. That's a big deal. It's a huge deal, man. Well, if you and I were talking about that at lunch, the whole thing is we're here to make an impact. But the interesting thing is you can't do it broke. You can't. You can, but the impact is not as great in my opinion. So, yeah, I can talk about that a lot. But yeah, if you're a business is all about you, you're going to affect them. So we've got to, we gotta be figuring about how to help other people. Okay. So let's drop some nuggets, man. Let's keep going. What are some thoughts on business plan that we can put on this podcast? Things that our listeners can say, man, that's a takeaway that's implementable. You know, one of the things that I've been doing this coaching thing for a little bit now and I talked to a lot of people, I've just talking a group yesterday of these

Shane:

strapping young good looking dudes. And I remember myself being in there, there, uh, the leader of the group walked away and um, I leaned in and said, listen to me, you don't, not everybody gets an opportunity to have a guy that has a plan. Yeah. And who's willing to put his arm around you and take you, take you down the path. And um, they all like coming up to you. This is a tough business. Yeah. And they, I think if you're going to work really hard at something, you want to make sure you're going the right direction. So the business plan, even if you only did the impact tracking and nothing else, if you just knew what winning a day look like, I mean, I think you're, I think you're headed in right direction. Hey, so talk about that. That's a great, I love the analogy.

Shane:

Winning a big yes. So I have my days broken into four parts. Can I share that or I'd love to, okay. Well, because a little bit in this group conversation. So talk about winning the day. So this is probably something I could talk about a whole podcast on, but I'll try to be quick. Um, so the first rule of winning a day is your bookends. It's how you start your name. How'd you end your day? So in the beginning of the day, what's your work on? What's really important is your work on, um, getting your mind right and, and, and planning and articulating, doing your affirmations, working out. There's a book called miracle morning. If you'd never done it more of the morning process, do that. And then after you don't have to look at it, don't understand there's more depth to it. So during the [inaudible] morning and I do that between five and nine, my miracle morning is a long one because I am addicted to it.

Shane:

5:00 AM to 9:00 AM 5:00 AM to 9:00 AM I wake up, which is funny cause you called me last week, you're like I'm so glad you're in central. Tons of early morning. Five to nine is a very pivotal moment and if you win that, I mean I'm telling you that alone is my favorite part of all day and I don't do any sailing or any doing that's I'm working on Shane. If you're in the sales business, your product is you. Yeah. So you gotta spend some time. So the first one is the book end, which is when you know your morning ritual and your miracle morning. And then from nine to noon, this is when I make my mind, I pick up the phone, I connect to people, I help people. This is all about proactive behaviors. I mean my impact chapter, you can see that, you know, one of those behaviors.

Shane:

My goal is to every day from nine to noon is to set three appointments. Yeah. Get two leads and make at least one or two referrals to helping someone solve a problem. That's huge. And then after night, afternoon I go to eat or someone if I can't. That's my goal. Yeah. And then from one on on face to face, belly to belly, Lebanon, people leading teams, um, that's what I have my meetings. That's when I go out and have my face to face with my clients. That's my coffee dates. That chunk is kind of more letting me be me and let me go be belly to belly with the people I serve. Do what you're really good at. But the people that I serve need me to have nine to noon because that's how I keep the promises that I'm making after you. That's great.

Shane:

So I make promises in the afternoon and then I keep them in the mornings. That's important. And then my last book is before I go to bed, I, I, I look at the, and I look at the blessings and look at my wife and I think I'm glad actually still here. I'm thankful for the house I get to live in. Um, I'm proud of the race I ran that day. I look at the things I could do better and he's met him the next morning pay. So when you're doing that, what does, uh, does it look like you pull out a journal or is it just, how are you being intentional with that? Um, so I, I have, I've done it many ways. I think just doing it as the first step. Yeah. But I'm now I'm kind of getting good at, I've been doing it for awhile. I feel like I'm better at it.

Shane:

I had this notepad, I'll show it to you. It's called a good notes and I get it on my pad. I'm only like seven days into this. I've been doing journals and things. And so what I do is I listen to, and I'm oversharing here, but I listened to four books a month. And then I read one, all of them with a highlighter and a pen. I get after it. Yeah. And because I'm looking for books audible audibly, I can listen to books quickly, but then when I just can't, and I realize it's that good I want to start yet. So in the morning I use my four days into my new thing. This, this good notes. My pastor uses it and this is what he uses and all this stuff. And like I literally important sound good, good notes. Okay. I'm going to put it into my iPad.

Shane:

Yeah. A document. And then I literally can highlight the document, write notes on it. Gosh, square circles, graphs. I can move everything and I'd love to maybe send my artistic with my thing, but then this digital forever and then I can keep it. I don't know if you're like me, but I'm a storyteller, so I will literally turn all my papers over and draw pictures for sure. Like where's that paper with the picture. So now I'm learning to catch my paper with a picture on it. Hey, well, tell me more about your, your um, hive to none. What does that look like? So I believe, um, the first thing you do is get your head right and get your water, get all your resources. This is what I use to qualify my list and go over my list of who I'm going to call today and what my goal is.

Shane:

I like to think about it as like my pregame warmup and stretching and getting my head right. I'm working my arm, I've been working on my calisthenics, I'm getting my head right. I'm ready to play. I'm in game mode. We're not talking, we're getting something down that on my door says do not disturb. So you wake up at four 45, you wake up at five. I wake up at five, five 30. So, and then you're walking into your office around nine ish. Not enough. What's the five in the morning till? Not, Oh man. I'm a tell me the kind of praying I'm working out, reading, journaling. I go for a walk with my wife. Yeah, almost. I think we hit almost every day in the last month. So yeah, I make breakfast for my kids. Sometimes I take him to school on Tuesdays and Thursdays. I go to my men's Bible study on Thursdays.

Shane:

So these are the things that are the most important to me to work on my soul, my mind, my body, my soul. I love the, so, and then from nine to noon that's what I do is I have a little sheet that I call the scorecard. And I do this weekly. I take all my daily activities, I put it into my weekly score, gutter and height. And I can usually tell every week how I'm doing. Yeah. And that tells me if I'm putting in the effort. So I'm a big fan. Oh, walls everywhere. I have this phrase, I call it attitude and effort. I think that's the secret sauce of I've been in business, attitude and effort. Yeah. Attitude is a winning attitude. It's humble attitude. It's a student attitude. It's uh, you know, I can do my best today attitude. It's a student learning. It's it's glass half full attitude. Yep. And then the effort is going to take it from my head in my heart and can I turn into hands and habits? Can I do something with it?

Steve:

I love that. Well, not always thinking about what John Maxwell used to always say, it's not what happens to me. It's what happens in me. And then I have a good friend of mine who's a pastor in Florida, and he would always say, I can't control outcomes, but I can't control input at our job. Job is not to control the results, but it's to control what we put in and allow God's fruitfulness to control the results. I'm not, I'm not responsible for results. I'm responsible. There's this thing,

Shane:

the sales, it's kind of like a lot of the traction, in my opinion. I believe it's when you're in balance with your attitude and your effort, people need to know that you are about it, that you're going to do. You're gonna keep your promises that your yeses, your yeses and nos, you know? But then they also need to be able to see that you're angry, that you're healthy, that you're happy. Yeah. There's something about that that people go, yeah, I want more than that. And I would like to work with that person. I find when I'm not right, the product I'm selling doesn't sell them.

Shane:

People don't want it then I really don't. And I'm like, I give it my best effort and realize, Oh, I have to have that too. I got to bring both tool. I was given him. Um, you know, those are your visual visual. I honest, like your tool. But I have finally grew up as in traits and I do a lot of that now. I love the tool belt because each time you use a tool it gets shoved around and gets better and we get better at using it. And over time you get these bags of all these things you've done wrong and done right and you get better. And so when I pull out my hammer and I'm good with the hammer now, yeah, I've put in the time

Steve:

I love it went Hey. Well that's just a little bit of what we're going to be talking about with the business planning online, um, webinar that we're going to do January 20 cars. So I think the plan is we want to teach you how to win three months and then stock hit reset and do it again. Yeah. But the idea that what you're going to win, what the end of the year looks like. Yeah. Hey, you know what's interesting and I showed you the board, you just walked into the downtown campus and school. It's a great spot. Yeah. But you know what's interesting is with my team this year, you and I, we, I read a book, I pulled it back out this last week, uh, but it talks about looking at the year and three months segments instead of 12 months segments. So I literally walked in January one on the board and put the number of elements we're going to close cause I run to, I run a market and then I personally, uh, produce a certain volume loan.

Steve:

And we've got a pretty big goal this year. And instead of looking at the yearly goal, I just said, here's all we need for January. Here's what we're going to do in 90 days. And what is crazy, bro? It's January and we're going to do probably one of the best ones we've had. Even out of own last year. There's a couple sensory activator. You're know what that is, right? Yeah. You know what's where, when borrowed your car, every time you drive you see another car and you never saw it before. Hey, but you know, it's interesting when you talk about winning and quarters, um, I'm finding my team walked out yesterday, the first two business days of the year, we did what we normally do in a week in two days and the team was jazzed up and they're looking at it, they're high five. And then I think we have found breakthrough just because we're not even looking at 12 months.

Steve:

Here's 90 days at the end we're going to reroll reward and reset. And you know what? I love this. Here's the deal. You don't have to win every game to win the championship. So I love what you said. Like, give me the four course. Even for these one quarter you can win with the other 30 and so I think this is a year somebody told me back in October, November, and it was such a great reframing. Your January can be your best year, best month of the year. And when I thought about that, I thought, you know what? I've never thought about it. January, February, being the best month of the year, what it never is and what we're going to close in January will be my best January

Shane:

ever had Shane ever in that. It's all about mindset and it's about looking at things in a new about attitude and effort. Yeah. Your head and your heart are in the right space, man. Putting in the work. Here's what I would leave you guys with if I absolutely it's yours. If you are in this position where you're out. Yeah, you're frustrated. Yeah. You're find yourself down staff or looking up at the pile of money that you need to raise for your debt. Yeah, for sure. There's a solution solution. It's very simple. Can you get your head and your heart right and then can you put your feet and your hands to work and follow the plan. And I found that if you, anything broken down into smaller parts and easy, so I would challenge you when you're dating. But I knew that's it. I love it.

Shane:

That's huge. Me and what a great, great message. Uh, Hey guys, we're excited man. You and I are going to be doing some great things. I'm excited to introduce cadre to them. This, uh, this network of runoffs or people we're building. Yeah, it's really kind of cool. Um, every one of us are different or all over the place. You ask your market things happen, but we play one game the same. Yes. Mortgage. That's it. We get to play at our own way, but we can, there's tools that are proven that each of us can use. And this for this group of people seems to be the kind of group of people that wants to help other people win. Yeah. And they're hopeful. Loosely sharing. You're putting out great content. I'm really enjoying it. I watched the one last night and after that how to talk to clients, we closed a couple thousand loans my time or something. Yeah. And I was writing notes. I'm serious. I was like, Oh, I should phrase that because just little tweaks make big differences. An inch today makes a mile tomorrow. So I'm really, really enjoyed. I think you're doing a good job. Well, I appreciate it. Well, you're not accepted. The seasonal we're building,

Steve:

you know, I think people are hungry. Here's what we learned in this last year with the law officer collected. So by the way, you know, we're, uh, if you're listening to it today, tomorrow is the loan officer collective in Houston. You're welcome to join. But what we started doing six months ago was I had a desire to group, you know, to invite loan officers, top producers from other companies, not to recruit, but to just collaborate, Google relationships. And Shane, I going to tell you what really came out of that was recognizing how hungry people are for community, authentic relationships and the ability to say, dude, I messed up. My business is halfway messed up. Sometimes I went, sometimes I lose, what are you doing better? Here's what I'm doing better. And it's this collaborative environment that we're creating. And that's why I love the loan officer of Facebook group law officer leadership.

Steve:

Facebook is because we're starting to see more and more content people beginning to share great ideas and that's where you're a nice friendship started to blossom in. So I'm excited to see what's going to come in 2020 and um, man, the best is yet to come. We thought we got that. All right guys, any last thoughts? No, no, that's it. Hey, we'll check it out. January 21st if you're listening to the episode and it's past January 21st, um, then we're going to continue to do uh, online coaching events. And so be looking for those in the loan officer leadership Facebook group. Uh, just go in and invite, uh, our request to become a member one by two in, um, but also stay connected to us. Check out loan officer, leadership.com. And here's what I always want to encourage you do this for me. If you're listening today and you feel like this podcast is making an impact in your life, would you pull out your phone right now and invite two people, you know, would benefit from this book guests?

Steve:

So right now, pull it out, go to a iTunes or wherever you subscribe and invite or share the link with two people and say, Hey, you gotta check out. Today's episode helped me in getting the word out with the loan officer leadership podcast. As we continue to provide authentic, uh, really usable and tactical tools to help you grow your business, we're committed to you and I'm thankful to have you on the journey. Subscribe and share. Remember this, um, hashtag grow and grind and be purposeful in your growth and relentless in your effort. Remember, anything worth doing is worth doing badly. Just get started. See ya!