You might hate this hiring philosophy. But it flat-out works.

“Work smart, not hard” is a myth. Hard work teaches you how to work smart. Then you still need to do both if you want to win big. Put in the hours.

Thank you to the Ruoff Mortgage crew for having me at your annual Level UP Sales Rally. Baby, it was cold outside, but we heated it up inside. LesssGO!

The job you want is likely going to a referral, not an applicant. The sale you want is probably the same. Referral, not outreach. You can be bitter about that, or you can start networking now so you win big later. Your choice.

When I say GrowthCon is the top event in mortgage, that's not an empty slogan. We get the best speakers (including this 4x Olympian) and put on the best events. If that's what you want, there's only one option. I hope I see you at the next one.

The best way to make progress in your career is putting yourself in situations where stagnation is extremely uncomfortable. Most aren't willing to do this.

First, you believe. Then, you achieve. Convince yourself that you can become successful. It's not impossible. You don't need to be born rich. That's step one.

Love = Leads Trust is essential. Uniqueness is important. Incentives are great. But the referrals really start to pour in when people love you. That's not a typical sales tip, but it's gotten me very far in life.

I’ve done over $1B in personal production, and at my peak, nearly 30% of my funded deals came directly from Financial Advisors. If you're an LO, talk to FAs. And whatever business you're in, focus on referrals. They're massive sales drivers.

Something I wish I learned earlier: Burnout is more about working with people you don't like on projects you don't believe in, and less about total hours worked. Find the right path and people, and your battery will grow.

Our latest speaker announcement just dropped for GrowthCon. So happy to be hosting Damon West. You don't want to miss this.

Feeling ready is a myth. First, you start scared. Second, you get better. Then, you feel ready. Get in the game.

Prospect fast. Sell slow. That's how the best do it.

Never be embarrassed to sell. Elon Musk is worth $835 billion and still pitches his companies in every interview he does. It's the best skill you can build and the best habit you can form.

My parents didn't give me money. But they did give me unconditional love, confidence, work ethic, and strong values. Which means they gave me everything.

Don't try to be liked. Try to be kind and fair. If you do that, the best people will love you, and the not-so-great ones won't. That's a win-win.

Our marriage non-negotiables: - Weekly date night - Monthly full day date - Daily tech-free talk time - Monthly marriage counseling - Vacation (no kids) twice a year What are yours?

GrowthCon won't just teach you tactics. It'll also go deep into your spiritual engine. No other LO event is doing this. If you want it, join us.

The person who works smart AND hard will always beat the person who only tries to "work smarter." Efficiency is great. Brute force is too. Learn how to do both.

People tell me I’m one of the highest-paid speakers in mortgage right now. And after every event, hosts tell me it wasn’t just inspiring, but it was immediately implementable. That's not because I have the best loan products. It's something else that 99% of people know they