Spotlight Podcast

Bill Hart
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Movement Mortgage/Impact Coaching showcasing the best of our best sharing what's working in TODAY'S mortgage market!

  1. 20 ENE

    Cole Barlow Interview

    Summary In this interview, Cole—an LO and branch leader in Mount Dora, Florida—shares how he produced his best year ever in 2025 with 132 closings and $32.5M, despite a challenging market. His success stems from a disciplined, multi‑layered marketing strategy, obsessive time management, community involvement, and intentional team building. Cole emphasizes the importance of a media mix approach: combining micro (1:1 meetings, community events) and macro (CRM email campaigns, online advertising) marketing to ensure broad visibility while maintaining personalized relationships. He uses his CRM strategically for purpose‑driven communication—never spam—and relies on events to create connection points with agents and consumers. A major inflection point in scaling was hiring a dedicated hybrid processor, freeing him from file‑level responsibilities that had previously cut his production potential in half. This shift unlocked time for marketing, events, and building his team. Cole's personal habits also support his performance. He's a father of three who coaches multiple youth sports teams each year, meaning time blocking is non‑negotiable. His mornings begin before the house wakes up—a "golden hour" he uses for planning, grounding, and momentum. His long‑term aim is growth and scalability, not for ego but for impact—more community involvement, more giving, and developing others (including his first hired LO). His philosophy of "always hungry" is balanced by a service mindset rooted in his own background and his nonprofit work. Five Practical Application Steps 1. Implement a Multi‑Tier Marketing Strategy ("Small–XL") Use Cole's media‑mix approach: Micro: 1:1 agent meetings, local networking Small: community sponsorships, coaching, signage Medium: email cadences via CRM Large/XL: social, workshops, broad advertising Consistency across layers creates omnipresence. 2. Use Your CRM for Purposeful, Event‑Driven Outreach Instead of generic newsletters: Build event-driven email cadences Add RSVPs via Eventbrite/Facebook Include incentives and value adds Capture new contacts and feed them back into the CRM Make every email something people are glad they opened. 3. Delegate File Processing Aggressively Cole's key quote: "If I am processing my files, I'm going to produce about half as much." Hire or realign your operations support so you: Do not chase conditions Only step in for escalations Focus on generation, not administration This unlocks production capacity and stabilizes your monthly pipeline. 4. Master Time Blocking (and Live by the Calendar) Cole's life requires militant structure: Block marketing time Block personal/family commitments Avoid making decisions outside the calendar Anything not scheduled won't happen. Treat your calendar as the operating system of your business. 5. Start Every Day with a Golden Hour Cole wakes at 5 AM for an hour of: Quiet planning Email triage Personal grounding before the chaos The result: momentum, clarity, and emotional margin before the day begins. Protecting this routine dramatically improves productivity.

    25 min

  2. 23/12/2025

    2025 Wrap!

    Executive Summary This interview was a year-end recap of best practices shared by top performers and coaches in the mortgage industry. The discussion centered on strategies for scaling production, leveraging technology, building strong client relationships, and maintaining intentionality in business operations. Key themes included simplicity, delegation, database engagement, CRM utilization, consistency, and niche specialization. The conversation emphasized that success is rooted in fundamentals—intentional actions, consistent rhythms, and clarity of purpose—rather than relying on complex tools or gimmicks. Highlights from Featured Leaders: Christina Lane: Scales to 25 loans/month through simplicity, delegation, and a massive engaged database. Advocates for ruthless time management and defining ideal clients. Jared Polanski & Trey Del Greco: Focused on Salesforce CRM habits—daily rhythm, database cleanup, leveraging cadences, and automating annual mortgage reviews. Joey: Measures success in moments, not minutes. Stresses relationship consistency, recording calls for AI-driven summaries, and clarity on value proposition. Adam Delmonico: Champions a client-first approach with four pillars—set expectations, be available, treat every client uniquely, and never lie. Nicole Ruth: Demonstrates niche mastery (real estate investing), authority through education, and disciplined content engagement. Uses short-term sprints for long-term goals. Hero Program & Reverse Mortgage Strategy: Emerging opportunities for partnerships with financial advisors to expand market reach. 5 Practical Application Steps Expand and Engage Your Database Include everyone—clients, partners, community contacts—and segment for tailored outreach. Aim for depth with key relationships and breadth with general contacts. Delegate Non-Income Producing Tasks Offload processing, marketing, and scheduling to team members or automation tools. Free up time for high-value activities like client engagement and prospecting. Establish a Daily CRM Rhythm Start each day in your CRM: log calls, update tasks, and schedule next appointments. Use built-in cadences and automate annual mortgage reviews to maintain consistent touchpoints. Define and Communicate Your Ideal Client Get crystal clear on traits (e.g., prepared, qualified, responsive) and share with referral partners. Affirm great referrals and gently redirect poor fits to shape your pipeline intentionally. Commit to Intentionality and Consistency Treat your business like an 8–5 job; guard your time. Use short-term sprints (30-day) to drive long-term goals (90-day), focusing on controllable actions like outreach and education.

    37 min

  3. 25/11/2025

    Allie Lord Interview

    Summary Allie Lord, Regional Sales Director at Movement Mortgage, shared her proven approach to business planning and personal growth. Her journey highlights the power of coaching, habit stacking, and structured planning to achieve consistent success. Allie emphasizes starting early (October), leveraging tools like the Warrior Challenge and Sales Test, and creating a clear execution plan. She advocates for balancing professional and personal goals through the Wheel of Life and maintaining accountability systems. Her formula combines preparation, planning, and disciplined execution to drive results for loan officers and leaders alike. Key Insights Start Early: October marks the beginning of "separation season," where proactive planning sets top performers apart. Prep Before Planning: Warm up with activities like the Warrior Challenge and assess performance using the Sales Test. Reverse Engineer Goals: Use data to calculate required leads, volume, and activities. Balance Life & Work: Incorporate personal priorities using tools like the Wheel of Life and the Big Ass Calendar. Execution is Everything: Accountability and theme days ensure plans turn into action. 5 Practical Application Steps Activate with the Warrior Challenge Begin daily disciplines immediately—personal tasks, inside/outside sales activities, and tracking. This creates momentum before formal planning. Assess and Focus Take the Sales Test quarterly. Identify your top 3 weaknesses and create a weekly plan to build habits around them (e.g., thank-you notes, client calls). Reverse Engineer Your Numbers Use a simple spreadsheet or system to calculate how many leads, units, and volume you need to hit your income goal. Base your plan on real data. Plan Offsite and Include Your Team Block 2–6 hours for business planning. Start with the Wheel of Life to align personal and professional priorities, then finalize goals and strategies. Execute with Accountability Schedule theme days, track activities, and share progress weekly with a coach or accountability partner. Use visual reminders (e.g., goals as phone screensavers) to stay focused.

    36 min

  4. 07/11/2025

    Think Bigger, Act Faster—Kickstarting 2026

    Summary: "Think Bigger, Act Faster—Kickstarting 2026" As 2025 winds down, Coach Kevin and Bill Hart challenge mortgage professionals to lean in while others ease off. Drawing inspiration from The Science of Scaling by Dr. Benjamin Hardy, they advocate for a mindset shift: dream bigger while shortening the timeframe for achievement. Through real-life examples and coaching insights, they emphasize the importance of treating mortgage work as a scalable business, not just a job. The conversation encourages listeners to simplify systems, remove constraints, and take bold action toward exponential growth—starting now. ✅ Five Practical Application Steps 1. Adopt the "Think Bigger, Shorten Timeframe" Mindset Action: Set a goal that feels massive—even impossible—and compress the timeline to achieve it. Why it works: Forces innovation and eliminates low-value tasks. Example: Instead of aiming for 17.5M next year, ask "What would it take to hit 50M in 90 days?" 2. Own Your Business Like an Entrepreneur Action: Shift from file-level thinking to system-level strategy. Build a team and delegate loan setup and scenarios. Why it works: Enables scalability and frees you to focus on growth. You move from being a loan officer to a business owner. 3. Use the "Read, Think, Write, Act" Framework Action: Start each day with reading (even 5 minutes), reflect, journal ideas, and take action. Why it works: Builds mental clarity and momentum. Reading fuels new thinking, which leads to better decisions and execution. 4. Create a Massive Goal That Shapes the Process Action: Define a bold goal (e.g., 100 units/month) and reverse-engineer the path to get there. Why it works: Big goals demand better systems and partnerships. Example: Kevin's reverse team launched a $3,000 bonus to attract Movement LOs and scale faster. 5. Schedule a Business Planning Retreat Action: Block time to go away and build your business/life plan. Use tools like WinTogether or a simple journal. Why it works: Creates space for strategic thinking. Real examples show clients doubling or tripling production after such retreats. Email getcoaching@movement.com to learn more about impact Coaching can do for you or for strategy support or guided implementation.

    35 min

  5. 24/10/2025

    Quinn Cooke Interview

    Summary Quinn shares his inspiring journey from working at a sandwich shop in Tallahassee to becoming a top-producing mortgage loan officer at Movement Mortgage. He reflects on the early challenges of entering the mortgage industry with no prior experience, the importance of mentorship, and the turning point when he committed to taking massive action. Quinn emphasizes the value of customer service, operational efficiency, and adapting to market shifts. He discusses leveraging CRM tools like More, maintaining visibility through social media, and hosting customer appreciation events to build lasting relationships. His story illustrates how discipline, strategic thinking, and a service-first mindset can drive sustained growth. 5 Practical Application Steps Build Strong Mentorship Relationships Seek out experienced professionals who can guide you through early challenges and accelerate your learning curve. Use Social Media Consistently Stay top-of-mind with clients and referral partners by sharing relevant, engaging content and success stories. Host Annual Customer Appreciation Events Create memorable experiences for past clients to deepen relationships and encourage referrals. Implement CRM Tools Like More Use systems to track communication, manage leads, and ensure team alignment for scalable growth. Monitor Key Performance Metrics Track metrics like days to closing to deliver timely service, build trust, and differentiate yourself in the market. Email getcoaching@movement.com to learn more about impact Coaching can do for you or for strategy support or guided implementation.

    36 min

  6. 03/10/2025

    Libby Holt Interview

    Summary Libby shared her journey of scaling her mortgage business while staying grounded in her core values: Do your job, Find a solution, Be intentional. Her story is highly relatable because, despite growing from $37M to $80M in annual production, she emphasizes relationships and authenticity over purely transactional business. Key themes included: Core Values as a North Star: Libby's team distilled their values by flipping frustrations into guiding principles—never cutting corners, always solving problems, and being intentional in communication. Balancing Relationships with Scale: She values personal touches like attending closings, bringing coffee, and giving thoughtful gifts, but also recognizes the need to systematize so her business remains scalable. Certainty and Fit: Libby refuses deals she can't confidently close, focusing on delivering certainty and setting boundaries with clients and referral partners to maintain professional integrity. Owning Your Superpower: She encouraged LOs to identify their unique superpower—something they both enjoy and that delivers value to others. For her, this has included expertise in condos, high-substance education for agents, and creating memorable client moments. Differentiating Beyond Rate: While competitive on pricing, Libby positions herself on service, trust, and relationship equity, making herself indispensable to agents and clients who value more than just the lowest interest rate. Libby's philosophy: lead with relationships, deliver certainty, know your superpower, and scale without losing your essence.   5 Practical Application Steps Define and Live Core Values Write down 3–4 core values with your team. Use frustrations as a guide (flip what drives you crazy into what you value most). Filter daily decisions and client interactions through these values. Create Scalable Client Experiences Identify the personal touches that bring you joy (attending closings, giving gifts, check-in calls). Systematize them with help (e.g., have someone drive you to closings, pre-order gifts). Build repeatable processes that preserve your personal touch at scale. Sell Certainty, Not Just Products Position yourself as the professional who won't take deals you can't close. Train your team to confidently say no when the fit isn't right. Use certainty as your differentiator in conversations with clients and referral partners. Identify and Lean Into Your Superpower Ask: What do I love doing? What adds value to others? Package it consistently (e.g., condo expertise, teaching agents, creating videos). Market your superpower but also demonstrate that your competence extends well beyond it, Redefine the Rate Conversation When prospects lead with rate, pivot to value. Communicate what makes your service unique (availability, speed, relationships, problem-solving). Be willing to walk away if a client only values the lowest price. Email getcoaching@movement.com to learn more about impact Coaching can do for you or for strategy support or guided implementation.

    34 min

  7. 19/09/2025

    Grant Schroeder Interview

    Summary Grant's journey in the mortgage industry highlights the power of discipline, focus, and sustainable growth. In just under five years, he transitioned from a Loan Officer Assistant to a top-producing originator funding close to $40M annually. His success stems not from flashy tactics but from a methodical system built on consistency, measurable lead indicators, and deep relationships. Grant emphasizes the importance of tracking the right activities—calls, meetings, follow-ups—rather than obsessing over lagging outcomes like closed loans. He has carved out a niche serving investors, first-time homebuyers, and builders, leveraging his own real estate investing background to bring credibility and value. Rather than spreading himself thin with dozens of partners, he builds deep trust with a handful of reliable realtor and referral partners. Discipline is central: he maintains structured boundaries around his availability, prioritizes family, and avoids burnout by empowering his team and setting clear expectations with partners. Grant demonstrates how embracing coaching, applying proven systems (like The 4 Disciplines of Execution), and sticking to daily lead measures create long-term momentum. His story underscores that sustainable success isn't about 24/7 availability or chasing volume blindly—it's about intentional strategy, protecting your "why," and consistently executing fundamentals. 5 Practical Application Steps Track Lead Measures, Not Just Results Build a simple system to track daily and weekly activities (calls, notes, meetings, follow-ups). Reverse engineer your annual goals into specific weekly actions. Focus on inputs you can control, knowing the outputs (closed loans, revenue) will follow. Develop a Niche and Go Deep Choose a specialty (e.g., investors, first-time buyers, builders) and become the go-to expert. Use your personal experience and knowledge to differentiate yourself from generic competitors. Provide value-added insight (e.g., tax strategies, cost segregation, house hacking tips). Build Fewer, Deeper Partnerships Instead of chasing dozens of realtors, cultivate strong relationships with a select few. Over-communicate by including clients and partners in group texts or shared updates. Position yourself as indispensable: "You need to call [Your Name]" should be the natural referral line. Set and Maintain Boundaries Establish work hours and stick to them; communicate them clearly to partners and clients. Protect mornings for personal growth (reading, journaling, workouts) before diving into business. Remember: people respect boundaries when you establish and consistently reinforce them. Leverage Coaching, Teamwork, and Tools Regularly report activity and progress to a coach or mentor for accountability. Empower your team with clear systems so you can step away without business collapsing. Use technology (CRM, AI, automated follow-ups) to enhance—not replace—human connection. Book Links The 4 Disciplines of Execution: Revised and Updated by Chris McChesney, Sean Covey, Jim Huling, etc. Amazon link Amazon Boundaries: When to Say Yes, How to Say No by Dr. Henry Cloud & Dr. John Townsend (Updated and Expanded) Amazon+1 24-7 Mindset: Build a Business That Pays You 24 Hours a Day, 7 Days a Week While Only Working 24 Hours a Week and 7 Months a Year by Wally Elibiary Barnes & Noble+1 Email getcoaching@movement.com for strategy support or guided implementation.

    36 min

  8. 05/09/2025

    Edwin Britt Interview

    Summary  Edwin emphasized shifting from chasing outward success to building significance—creating lasting impact through authenticity, intentionality, and a legacy-driven approach. Inspired by Zig Ziglar, he encouraged professionals to focus on meaningful contributions over numbers, aligning actions with core values. He urged leaders to regularly step out of daily operations to view their business as a CEO, introducing a four-hat framework: CEO/CFO, Chief Relationship Officer, Chief Marketing & Branding Officer, and Loan Officer. This perspective brings clarity, accountability, and focus. Key lessons included leveraging resources, strengthening relationships, and diversifying revenue streams to stay resilient. Coaching stories illustrated dramatic growth achieved through authenticity, intentional prospecting, and a mindset shift from selling products to building trust. Edwin also introduced "Living Your Bio," where professionals ensure their brand and values guide daily actions, creating credibility and connection. He recommended simple, disciplined systems based on EOS/Traction principles: a clear vision, streamlined processes, measurable metrics, and non-negotiable daily commitments. Finally, Edwin stressed that coaching is a growth multiplier, offering accountability, structure, and proven strategies. Data shows professionals in coaching achieve 23% higher volume and units, making it a competitive advantage rather than just a resource. 5 Practical Application Steps Adopt the Four-Hat Leadership Framework Evaluate your business weekly as a CEO/CFO. Define expectations for yourself in each role (CEO, CRO, CMO, LO). Hold yourself accountable as if you were paying each "role" for measurable results. Start Every Day with 3 Core Questions Ask: Who needs to see me today? Who needs to hear from me today? Who needs to refer me today? Prioritize these before email to take control of your day. Live Your Bio Refresh your bio to reflect your strengths, values, and passions. Align actions with your brand to build trust and authenticity. Diversify Business Buckets Add lead sources (database referrals, builders, financial planners) to reduce risk. Set measurable goals (e.g., 5 new partners per month) to ensure growth. Implement Simple, Measurable Systems Use EOS/Traction principles: Vision, Process, Measurables, Issues, and Minimum Measurables. Commit to daily non-negotiables (e.g., outreach, meetings) and track progress. Bonus Tip: Leverage Coaching as a Growth Multiplier.  Edwin stressed that coaching is a critical catalyst for sustainable growth. It provides accountability, perspective, and structure that professionals often can't achieve on their own. By working with a coach, you gain: Consistency: A rhythm of action and progress. Accountability: Turning goals into measurable outcomes. Perspective: Access to proven tools and strategies. Confidence: Overcoming limiting beliefs and growing leadership skills. Professionals in coaching programs see 23% higher results. Coaching isn't optional—it's a strategic advantage that accelerates growth and long-term success. To Register for 75 Hard, Click Here:  https://app.smartsheet.com/b/form/01990ffb7b7877dabb4c87720379d4ad  For help or more Information please email GetCoaching@Movement.com

    35 min
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Movement Mortgage/Impact Coaching showcasing the best of our best sharing what's working in TODAY'S mortgage market!

Información

  • Creador
    Bill Hart
  • Años de actividad
    2025 - 2026
  • Episodios
    16
  • Clasificación
    Apto
  • Copyright
    © 2025
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    Spotlight Podcast