All right. So here's what we're going to do today. So today we're going to have a real

heart-to-heart talk about the most important thing that can make or break your business.

And what is that? It's prospecting, right? That old,

that old dirty word prospecting. So about two weeks ago, I was chatting with a group of loan

officers. A group was kind enough to invite me to come out to their state association

and do a little talk out there. And I was talking with this group of loan officers and I threw out a

question that I asked a lot, right? And I think it's a question that we need to ask ourselves from time to time.

And here's the question.

And if you've ever been to one of my events, likely I asked you this question.

What's the number one activity that makes you most your money?

What's the number one activity that makes you most your money?

Now, oftentimes I'll get answers like closing on time or provide great service or answering my phone.

And we've talked about this in the past, right?

But let's be honest, those things, while important, they aren't the core of it, right?

They're not what actually brought in the business, right?

Something had to have happened in the first place to make your phone ring to get that lead to contact you in the first place for you to close on time, provide good service, you know, answer your

phone, like whatever that thing is. And so it's not those things are not the thing that makes you

most our money. The things that makes us most our money is that thing that happens to make that phone

ring to you in the first place for you to answer.

And that something is good old fashioned prospecting, right?

Real honest to goodness lead getting activities.

Right.

...