Hey, again, Carl White here, broadcasting here in the studios today at the secret headquarters

for the mortgage marketing animals and your list on loan officer freedom number one podcast

in the industry today for loan officers. Thanks for you guys and gals for forwarding this with your friends and giving us those great reviews.

We hundreds and hundreds of reviews and I really appreciate it.

So thank you.

All right.

So what we're going to talk about here today and Kristen has no idea.

I said, hey, quick, let's do a quickie podcast.

I'm going to just hit record and you'll be awesome at it. So here's the topic. Okay, I'm taking your word for it. Let's do it. Okay, you can trust me on this. I always got it because you always have my back. All right. So I call this my BS detector, my BS detector. And I need to come up with a, let's call it a more cool name, but for purposes of time,

we'll just call it that the BS detector. Okay. So the BS detector is a little, a worksheet that I go

through often where I look at my calendar or I'm look at what I'm getting ready to do.

I'm getting ready to do an activity or I tell myself, I need to do this activity.

It's got to pass my BS detector.

So in this case, my BS detector is, is this a sales activity that I'm getting ready to do?

Or is it BS?

Is it crap, right?

Or is it a waste of time?

So the BS detector, I've got a sheet of paper, and it says BS detector at the top,

and then it's got four lines.

And so anything I do from a sales standpoint has to have one or more of these four things. Otherwise, I'm getting ready to work on something that might look fun,

might look like, wow, that'd be kind of cool. But is it going to actually get me results,

right? That's the name of the game. All right. It's got'd be kind of cool. But is it going to actually get me results, right?

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