When you show up for your referral partners, what is it that stands out to you that you have a habit of doing that you don't see others doing, and that might be one nugget of your success?

Well, you just said it.

How are you showing up? And to me, that is the number-one thing.

How do you show up every day, day in, day out, the non-sexy stuff, and are you consistent, right? I interviewed, um, several dozen loan officers for the book, and eight of them are featured in the book.

And there are three things that kept, that ke- makes them top producers, and I'll get to what my habit is, to circle back to that question.

But systems, processes, and consistency, you know, are the key to every top producer, period, end of story.

They all slice the pie differently, but those three characteristics are same.

Mm-hmm.