Make the Call

Discovering the Power of Authentic Relationships with Nicole Rueth

Tue, 19 Aug 2025 04:00:00 -0600

In this episode of 'Make the Call', host Dave Gallegos engages in a deep conversation with Nicole Rueth, a successful mortgage professional. They explore Nicole's journey from her early life in New York to her successful career in the mortgage industry.

The discussion covers the importance of building relationships, overcoming self-doubt, and the mindset required for success. Nicole shares her experiences of transitioning into the mortgage business, the challenges she faced, and how she built a successful team.

The episode emphasizes the significance of authenticity, passion, and making a meaningful impact in the lives of clients and colleagues. Episode Highlights

00:00 Introduction

00:33 Nicole Rueth's Journey in the Mortgage Business

07:12 Transitioning from Operations to Sales

14:27 Building a Successful Mortgage Business

19:06 Mindset and Overcoming Self-Doubt

24:43 Overcoming Self-Pity to Help Others

29:36 The Drive to Succeed

33:48 Building Relationships with Agents

38:45 Teaching Empathy in Sales

46:32 The Impact of One Conversation

From Struggles to Success: A Mortgage Journey with Dave Cook

Tue, 05 Aug 2025 04:00:00 -0600

In this episode, Dave Gallegos interviews Dave Cook, a seasoned mortgage professional, who shares his journey from humble beginnings in Buffalo, New York, to establishing a successful career in Colorado's mortgage industry. The conversation delves into the challenges faced during the early years, including financial hardships and the struggle to build a client base.

Cook emphasizes the importance of relationships, client interactions, and the lessons learned from adversity. He also discusses the role of technology in modern mortgage practices and the significance of maintaining an abundance mindset in sales. The episode concludes with insights on simplifying the mortgage process for clients and the value of networking in the industry.

Episode Highlights:

00:00 Introduction and Setup

00:40 Background and Early Career

04:03 Transition to Colorado and Early Challenges

09:20 Struggles and Learning in the Mortgage Industry

15:08 Overcoming Adversity and Personal Growth

18:15 Family Dynamics and Business

19:48 Business Insights and Client Relationships

23:20 The Impact of Helping Clients

26:30 Sales Strategies and Success Factors

26:52 Overcoming Sales Call Reluctance

30:41 The Importance of Mindset in Sales

33:00 Building Relationships with Real Estate Agents

40:04 Mastering the Art of Communication

47:15 Simplifying the Mortgage Process

53:31 The Value of Relationships in Sales

From Enterprise to Excellence: Ryan Pettigrew's Mortgage Journey

Tue, 08 Jul 2025 10:00:00 -0600

In this episode of "Make the Call," host Dave Gallegos sits down with Ryan Pettigrew, a seasoned loan officer at Zenith Home Loans. Ryan shares his journey from working at Enterprise Rent-A-Car to becoming a successful mortgage originator. They discuss the importance of financial discipline, the challenges of the mortgage industry, and the power of self-image and mindset in achieving success.

Tune in to hear Ryan's insights on building strong relationships with realtors, mastering loan structures, and maintaining a positive outlook in a challenging market. Whether you're a seasoned professional or new to the industry, this episode offers valuable lessons and inspiration. Don't miss it!

Episode Highlights:

00:00 Introduction to Ryan Pettigrew

01:42 Early Life and Career Path

05:34 Transition to Mortgage Industry

09:30 First Year in Sales

12:16 Struggles and Self-Discovery

16:44 Mindset and Self-Image

20:37 Daily Mindset Practices

24:33 Success in a Challenging Market

26:09 Building Relationships with Agents

36:25 Mastering Loan Structure and Client Expectations

49:24 Future Goals and Community Impact

The Dream Job that Led to Mortgage Success: Insights from Dan Umbdenstock

Tue, 01 Jul 2025 09:00:00 -0600

In this engaging conversation, Dave Gallegos interviews Dan Umbdenstock, exploring his journey from a traveling sales speaker to a successful mortgage professional. They discuss Dan's early life, his experiences in sales training, and the challenges he faced while transitioning into the mortgage industry.

The conversation highlights the importance of building relationships, marketing strategies, and the discipline required for success in the business. Dan shares his aspirations for the future, emphasizing the significance of helping clients and making a positive impact in their lives.

Episode Highlights:

00:00 Introduction and Setting the Stage

01:01 Background and Early Life

03:06 Travel and Career Beginnings

05:04 Sales Training and Public Speaking

08:56 Transition to Mortgages

15:52 Navigating the Mortgage Industry

21:03 Building Relationships in Real Estate

26:00 Marketing and Client Acquisition

31:03 Lessons Learned in the Mortgage Business

33:15 Navigating Challenges in the Mortgage Industry

37:34 The Evolution of Mortgage Practices

42:59 The Importance of Discipline in Sales

51:18 The Emotional Rewards of Helping Clients

55:44 Envisioning the Future: Goals and Legacy

The Art of Loan Processing and Client Care with Kim Crea

Tue, 24 Jun 2025 04:00:00 -0600

In this episode, Dave Gallegos interviews Kim Crea, a seasoned mortgage professional with over 22 years of experience. They discuss Kim's journey in the mortgage industry, the importance of detail-oriented processing, and effective communication strategies with clients. Kim shares her insights on maintaining client relationships, setting expectations, and the emotional rewards of helping clients achieve their homeownership dreams. The conversation also touches on time management, mentoring new loan officers, and the significance of personal relationships in a competitive market. Throughout the episode, Kim emphasizes the need for discipline and accountability in sales, ultimately concluding that success in the mortgage industry comes down to showing up and doing the work.

Episode Highlights:

00:00 Meet Kim Crea: A Veteran in the Mortgage Industry

01:36 Transitioning from Corporate America to Mortgage

04:16 The Challenges of Balancing Work and Family

05:03 Starting as a Loan Officer: Lessons Learned

07:37 The Importance of Customer Experience

10:16 Effective Communication with Clients

12:22 Building Long-Term Client Relationships

14:59 Navigating the Current Mortgage Landscape

18:11 The Role of Technology in Mortgages

20:20 The Impact of Personal Stories in Mortgage Lending

25:33 Transformative Coaching in Mortgage Lending

26:48 The Discipline of Self-Management

32:53 Navigating Challenges in the Mortgage Industry

35:31 Building and Maintaining Referral Relationships

42:35 Advice for New and Struggling Loan Officers

49:39 The Key to Success: Show Up and Do the Work

From Processing to Brokerage: Jessica Jones Journey

Tue, 17 Jun 2025 04:00:00 -0600

In this episode, Dave Gallegos interviews Jessica Jones, a mortgage professional with a rich background in the industry. They discuss Jessica's journey from starting in loan processing to opening her own brokerage and the challenges she faced along the way.

The conversation delves into the importance of self-discipline in sales, setting goals, and building relationships with referral partners. Jessica shares insights on understanding client needs, the significance of homeownership, and offers valuable advice for new loan officers entering the field.

Episode Highlights:

00:00 Introduction and Background

05:47 Career Progression in the Mortgage Industry

11:06 Transition to Brokerage and Challenges

16:14 Time Management and Self-Discipline in Sales

22:13 Setting Goals and Financial Security

27:22 Serving Referral Partners and Providing Value

35:04 Understanding Client Pain Points

42:58 Advice for New Loan Officers

The Customer Can Sense Your Value: Building Relationships in the Mortgage Business with Dale Syta

Tue, 10 Jun 2025 04:00:00 -0600

In this episode of 'Make the Call', host Dave Gallegos engages in a deep conversation with guest Dale Syta about their experiences in the mortgage and real estate industry. They discuss the importance of building relationships, the dynamics of the mortgage market, and the significance of time management in sales. Dale shares his personal journey from a competitive upbringing in Alaska to his transition into the mortgage business, emphasizing the need for purpose and discipline in sales. The conversation also touches on the role of social media, leadership transparency, and the challenges of price objections in the industry. Ultimately, they highlight the importance of collaboration and continuous learning in driving success in the mortgage sector.

Episode Highlights:

00:00 The Importance of Relationships in Sales

00:34 Personal Background and Early Influences

02:52 Transitioning into the Mortgage Industry

06:13 Understanding Market Cycles and Success

07:05 Balancing Personal Life and Career

09:54 The Purpose Behind Sales

13:28 Motivation and Discipline in Sales

17:18 The Role of Consistency and Process

20:01 The Competitive Landscape of the Mortgage Industry

24:54 Recruiting and Retaining Talent in the Industry

27:15 The Importance of Time Management in Sales

29:31 Quality Over Quantity: The Loan Process

31:06 Navigating Anxiety in Business Development

34:46 The Role of Social Media in Modern Sales

38:14 Understanding Pricing and Value in the Mortgage Industry

44:53 Profitability and Transparency in Business

50:40 Overcoming Price Objections and Understanding Value

From Bartending to Mortgage: The Power of Personal Development in Sales

Tue, 03 Jun 2025 04:00:00 -0600

In this episode, Dave Gallegos interviews Cache Nies, a successful mortgage lender who shares his journey from bartending to the mortgage industry. They discuss the challenges of moving to new markets, the importance of discipline in sales, and the impact of personal development on business growth. Cache emphasizes the significance of building relationships with real estate agents and making a difference in clients' lives through homeownership. The conversation highlights the value of investing in oneself and the rewards of perseverance in the mortgage business.

Episode Highlights:

00:00 From Bartending to Mortgage Success

01:04 Navigating Life Changes and Career Moves

03:32 Building a Family and Career in Real Estate

05:53 The Journey into the Mortgage Business

08:23 Overcoming Imposter Syndrome in Sales

10:54 Finding Your Place in a Competitive Market

13:18 The Importance of Discipline in Mortgage Sales

16:12 Strategies for Sustainable Business Growth

23:46 Unlocking Opportunities in the Mortgage Industry

27:10 The Transformative Power of Homeownership

33:02 Navigating Partnerships in Real Estate

36:00 Building Relationships for Success

41:27 Investing in Personal Development

45:08 Embracing Growth and Change

From Military to Mortgages: A Journey of Resilience With Brian OConnell

Tue, 06 May 2025 04:00:00 -0600

In this episode of 'Make the Call', host Dave Gallegos engages in a deep conversation with Brian O'Connell, exploring his journey from military service to the mortgage industry. They discuss the challenges faced in both fields, the importance of mentorship, and the value of building relationships in sales. Brian shares insights on navigating the mortgage landscape, the significance of setting expectations with clients, and his aspirations for the future as he prepares to retire from military service. The conversation highlights the resilience required in both the military and mortgage sectors, emphasizing the human element in every transaction.

Episode Highlights:

00:00 Introduction to the Podcast and Guest

01:10 Brian O'Connell's Background and Military Experience

03:56 Transitioning from Military to Mortgage Industry

07:22 Leadership and Mentorship in the Military

09:57 The Impact of Military Service on Personal Growth

13:17 The Importance of Gratitude and Perspective

16:08 Navigating Family Life with Military Service

18:57 The Journey in the Mortgage Industry

22:11 Understanding VA Loans and Client Relationships

30:02 Building Relationships in Business

30:11 Navigating Sales Dynamics

32:28 Resilience from Military Experience

37:40 The Journey of Cold Calling

40:32 Adapting to Industry Changes

43:59 The Importance of Mentorship

49:17 Setting Expectations in Transactions

53:33 The Value of Family in Business

Your Vital Few

Tue, 29 Apr 2025 04:00:00 -0600

In this episode, Dave Gallegos unpacks the powerful concept of “Your Vital Few” from Darren Hardy’s Insane Productivity system, diving into how focusing on a small number of high-impact tasks can transform your business. He explains how identifying and doubling down on the activities that generate the most income and align with your strengths is the key to exponential growth. By eliminating distractions and outsourcing or delegating the rest, sales professionals can work smarter, not harder. Packed with practical insights and real-world examples, this episode is a game-changer for anyone ready to maximize productivity and results.

Episode Highlights:

00:00 - Introduction

01:00 - The Mortgage Business & Time Ownership

02:05 - The Influence of Darren Hardy

03:35 - Defining the "Vital Few"

05:00 - Real Estate Example: Delegating Everything Else

06:45 - Time Tracking & the Prospecting Reality

08:05 - The Loan Officer’s Vital Few

09:50 - The Delegation Trap

11:15 - Hourly Value vs. Task Value

12:35 - Building Capacity to Grow

14:00 - Scaling Smarter: Team Building & Profit Margins

15:30 - Final Thoughts & Quote of the Week

What's Your Rate?

Tue, 25 Mar 2025 04:00:00 -0600

In this episode of 'Make the Call', Dave Gallegos discusses the importance of understanding your worth in sales and how to maximize productivity. He emphasizes the need for salespeople to focus on high-value tasks, delegate lower-value activities, and track their time to ensure they are working efficiently. By determining their hourly rate and aligning their activities with their income goals, sales professionals can significantly increase their earnings and job satisfaction.

Episode Highlights:

00:00 Introduction to Sales Motivation

02:13 Understanding Your Worth in Sales

05:18 Maximizing Productivity Through Value

07:49 The Importance of Delegation

13:34 Conclusion and Key Takeaways

More Doing Less to Do More

Tue, 11 Mar 2025 04:00:00 -0600

In this episode of 'Make the Call', Dave Gallegos discusses the importance of productivity and time management for loan officers and real estate agents. He emphasizes the paradox of doing less to achieve more, the necessity of intentional prospecting, and the creation of a 'no' system to maintain focus. The episode also covers the Sunday planning system and the discipline required to succeed in sales, drawing comparisons to retail work to highlight the need for accountability and structure in a flexible work environment.

Episode Highlights:

00:00 Introduction to Productivity in Sales

00:54 The Paradox of Freedom and Productivity

02:35 Lessons from Early Career Training

06:03 The Importance of Time Blocking

10:01 Creating a 'No' System for Focus

13:04 The Sunday Planning System

17:11 Discipline in Sales: A Comparison to Retail

21:04 Conclusion and Key Takeaways

Do Less to Do More

Tue, 25 Feb 2025 04:00:00 -0600

In this episode of Make the Call, Dave Gallegos discusses the importance of focusing on essential tasks to enhance productivity in sales. He emphasizes the Pareto Principle, which states that 80% of results come from 20% of efforts, and encourages listeners to eliminate non-essential activities to maximize their effectiveness. The episode also highlights the critical role of prospecting in sales and offers insights on how to prioritize tasks for better outcomes.

Episode Highlights:

00:00 Introduction

01:56 The Principle of Doing Less to Achieve More

05:01 Understanding the Pareto Principle in Business

08:44 The Importance of Prospecting in Sales

11:22 Developing a 'No' System for Success

13:08 Maximizing Your Superpower for Results

Multi-Tasking Makes You Stupid

Tue, 28 Jan 2025 04:00:00 -0600

In this episode, Dave Gallegos discusses the detrimental effects of multitasking on productivity, particularly in the mortgage and real estate sectors. He emphasizes that multitasking is a myth and accurately describes it as 'switch tasking', where individuals rapidly shift their attention between tasks, leading to inefficiency and increased errors. Dave provides practical examples and strategies to improve focus and efficiency, urging listeners to eliminate distractions and concentrate on one task at a time for better results.

Episode Highlights

00:00 Introduction to Productivity Challenges

00:38 The Myth of Multitasking

02:48 Understanding Task Switching vs. Multitasking

06:05 Cognitive Load and Task Efficiency

09:35 Strategies for Improved Focus

12:16 Time Management and Capacity Building

The #1 Killer of Productivity

Tue, 07 Jan 2025 04:00:00 -0600

“You can’t manage time, only your behavior.”

In this episode of 'Make the Call', Dave Gallegos discusses the challenges of productivity, particularly in the mortgage and real estate sectors. He emphasizes that while time cannot be managed, behavior can be, and highlights the dangers of multitasking. Drawing from Darren Hardy's insights, Dave shares strategies for focused work, urging listeners to eliminate distractions and commit to single-tasking for improved efficiency and effectiveness.

Episode Highlights

00:00 Introduction to Productivity Challenges

02:54 The Myth of Multitasking

10:32 Strategies for Focused Work

Avoiding Distractions

Tue, 24 Dec 2024 04:00:00 -0600

In this episode of 'Make the Call', Dave Gallegos discusses the importance of productivity in sales, particularly in the mortgage and real estate sectors. He emphasizes the impact of digital distractions, the compulsive nature of smartphone use, and how these factors can hinder productivity. Drawing from Darren Hardy's program 'Insane Productivity', Dave shares insights on managing distractions, understanding ADD, and focusing on goals to achieve success. He highlights the significance of being present in personal interactions and the necessity of directing attention towards meaningful tasks to enhance productivity.

Episode Highlights:

00:00 A World of Distractions

04:48 Overcoming ADD

09:30 The Importance of Focus in Achieving Success

Insane Productivity

Tue, 03 Dec 2024 04:00:00 -0600

In this episode, Dave Gallegos discusses the critical importance of business planning for sales professionals, particularly in the mortgage industry. He emphasizes the need for salespeople to understand their income goals, lead generation, and the role of CRM systems in managing their business effectively. The conversation also highlights the significance of personal productivity and the impact of distractions on achieving success. Drawing from Darren Hardy's 'Insane Productivity', Dave shares insights on how to maximize productivity and focus on behaviors that lead to success.

Episode Highlights:

00:00 Introduction to Sales and Business Planning

04:04 The Importance of Business Planning in Sales

08:36 Darren Hardy and the Compound Effect

13:38 Digital Distractions and Their Impact

19:32 Conclusion and Call to Action

The Bulletproof Goal Achievement System

Tue, 19 Nov 2024 04:00:00 -0600

In this episode, Dave Gallegos discusses the essential elements of achieving sales success, including walking us through his own plan for Goal Achievement. He emphasizes the importance of personal accountability, the need to surround oneself with supportive individuals, and introduces the Zenith Four-Step Goal Achievement System. This system encourages listeners to dream big, break down their goals, and create an environment that fosters success. Through personal anecdotes and practical advice, Dave inspires sales professionals to commit to their goals and develop lasting habits that lead to success.

Zenith Four -Step Bulletproof Goal Achievement System

1. Dream Big

2. Break down and identify the key milestones and actions required to turn my dream into a reality

3. Craft an Action Blueprint

4. Execute a Commitment Lockdown

Episode Highlights:

00:00 Introduction and Purpose of the Podcast

02:20 The Importance of Surrounding Yourself with Successful Minded People

06:45 The Zenith Four-Step Bulletproof Goal Achievement System

09:15 Creating a Commitment Lockdown

14:45 Identifying Meaningful Penalties and Rewards

16:30 Embracing Discipline and Achieving Success

18:15 Conclusion and Call to Action

Keep Going Until

Tue, 05 Nov 2024 04:00:00 -0600

In this episode, Dave Gallegos discusses the essential ingredients for success in sales, particularly for loan officers and real estate agents. He emphasizes the importance of commitment, consistency, and hard work, using analogies from baking and well-digging to illustrate his points. The conversation highlights the need for persistence in the face of challenges and the dangers of seeking quick fixes through external changes. Ultimately, success is framed as a product of dedication and continuous effort.

Episode Highlights:

00:00 - Introduction and Overview

01:00 - The Recipe for Sales Success

03:20 - Surrounding Yourself with Success

06:35 - Perseverance and Continuous Improvement

12:40 - The Magic Pill for Success

15:45 - Conclusion

Surround Yourself with Successful People

Tue, 22 Oct 2024 04:00:00 -0600

In this episode of 'Make the Call', Dave Gallegos emphasizes the importance of whole life success, which encompasses not just professional achievements but also personal well-being. He discusses the critical role of mastering the craft of loan officers through consistent effort and the right practices. The conversation highlights how one's environment and the people they associate with can significantly influence their success. Dave also addresses the challenges of negative programming and the necessity of commitment and execution in achieving goals. Finally, he stresses the importance of choosing the right coaching and maintaining focus on growth to reach higher levels of success.

Episode Highlights:

00:00 - Introduction and Purpose of the Podcast

03:00 - The Impact of Surroundings and Environment

06:50 - The Role of Leadership in Performance

11:30 - The Challenge of Information Overload and Distractions

14:40 - Choosing One Program and Staying Focused

16:35 - The Power of a High-Performance Environment

The Ingredients for Success

Tue, 08 Oct 2024 04:00:00 -0600

"Never miss an opportunity to make an investment in yourself."

In this episode, Dave Gallegos discusses the essential skills and tasks required for success in mortgage lending, drawing parallels to baking a cake. He emphasizes the importance of mastering these skills, investing in personal development, and creating effective daily routines to generate leads and close loans. The conversation highlights the need for ambition and drive in achieving high levels of success, while also addressing the common challenges faced by loan officers in reaching their goals.

00:00 Introduction and Podcast Overview

01:20 The Recipe for Success in Mortgage Lending

03:10 Generating Leads and Developing Referral Relationships

09:45 Mastering Mortgage Knowledge

12:50 The Importance of Personal Development

17:15 Having Ambition and Drive for Success

What do a Baker and a Loan Officer Have in Common?

Tue, 24 Sep 2024 04:00:00 -0600

In this episode, Dave Gallegos draws a compelling analogy between baking and succeeding as a loan officer. He explains how, just like a baker who meticulously follows a recipe to create the perfect cake, loan officers must follow specific steps and best practices to rise to the top of their field. By highlighting the importance of consistency, precision, and attention to detail, Dave provides listeners with a clear blueprint for success. This episode is a must-listen for those looking to refine their craft and achieve excellence in the mortgage or real estate industries.

00:00 - Introduction

01:20 - Mastery is Not a Function of Talent

04:40 - There are Tasks to Accomplish & Skills to Master

07:20 - Following the Recipe

10:30 - The First Cake

12:05 - You’re Gonna Suck at First

13:20 - Mastery is a Function of Time (and Intense Effort)

Make Reading Your Superpower

Tue, 10 Sep 2024 04:00:00 -0600

In this episode, Dave Gallegos explores the transformative power of reading for personal and professional growth. He shares insights on how regular reading can expand knowledge, enhance creativity, and sharpen decision-making skills, making it an essential habit for success. Dave discusses strategies for incorporating more reading into daily routines, recommends impactful books, and highlights how lifelong learning through reading can provide a competitive edge in any industry. This episode inspires listeners to embrace reading as a superpower, unlocking new opportunities and insights to elevate their careers and lives.

00:00 - Introduction

01:25 - Successful People are Readers

03:15 - A Life-Changing Habit

04:30 - Do You Take Advantage of Your Literacy

07:35 - KwikBrain

09:55 - How Do You Develop the Talent

The Compound Effect - https://a.co/d/hVRbF4R

Psychocybernetics - https://a.co/d/hVRbF4R

Fanatical Prospecting - https://a.co/d/0Hd5S13

Amplify Your Influence - https://a.co/d/6Gb7N6n

KwikBrain - https://start.kwikbrain.com/podcast

Ch-Ch-Changes!

Tue, 27 Aug 2024 04:00:00 -0600

In this episode, Dave Gallegos teaches sales professionals how to embrace changes in their industry, drawing inspiration from the timeless lessons of the book *Who Moved My Cheese?* by Spencer Johnson. Dave explores the necessity of adaptability in a constantly evolving market, emphasizing the importance of anticipating change, letting go of the past, and quickly moving forward. Through engaging examples and practical advice, Dave demonstrates how adopting a flexible mindset can lead to new opportunities and sustained success. This episode equips listeners with the tools to navigate change confidently and turn challenges into growth in their sales careers.

01:10 - Who Moved My Cheese

02:30 - The Ten Year Cycle

03:00 - Sniff, Scurry, Hem and Haw

05:35 - The Sooner We Embrace the New, The Better Things Will Be

07:35 - Growth Happens Outside the Comfort Zone

08:40 - Change is the Constant

10:15 - Buy the Book

12:10 - Controlling Your Attitude, Commitment and Effort

Who Moved My Cheese - https://a.co/d/2j0A6mK

Things You Have No Control of in Your Business

Tue, 13 Aug 2024 04:00:00 -0600

In the episode, Dave Gallegos concludes his insightful series by addressing the external factors that business owners cannot control. He emphasizes the importance of recognizing these uncontrollable elements—such as market fluctuations, regulatory changes, and client decisions—and how to navigate them without losing focus. Dave shares strategies for maintaining composure and adaptability in the face of uncertainty, while redirecting energy toward areas of influence. This episode equips listeners with the mindset to accept the uncontrollable, reduce stress, and build resilience, ultimately helping them to thrive despite the challenges.

00:00 - Introduction

01:35 - Interest Rates

02:30 - The Housing Market

02:40 - The # of Leads You Get

03:05 - The # of Loans You Lock

04:20 - When a Buyer Goes Under Contract

05:15 - Delays and Cancellations

06:30 - The Appraised Value

07:25 - Borrower’s Ability to Qualify for Loan

11:30 - Unforeseen Issues

13:30 - Housing Availability

15:30 - You Only Control the Inputs, Not Outcomes

18:00 - We Control How We React

19:00 - Success is No Accident…

More of the Top 10 Things You Control in Your Business

Tue, 30 Jul 2024 04:00:00 -0600

In the episode, Dave Gallegos continues his exploration of the crucial elements within a business owner’s control that can drive success. Building on his previous discussion, Gallegos delves into additional key factors, offering practical strategies and insights for managing them effectively. From setting clear goals and maintaining a positive mindset to leveraging technology and fostering team collaboration, this episode provides a comprehensive guide to optimizing business operations. Listeners will gain valuable tools to enhance their productivity, resilience, and overall business performance by focusing on what they can control.

01:15 - What a Loan Officer Controls

02:20 - Effort & Hustle

03:25 - Your Commitment to This Profession

09:30 - There’s No Ceiling on Your Income Potential

11:20 - The Information is Available

12:05 - What’s Holding You Back

15:00 - If It’s YOU, What To Do

Top 5 Things a Loan Officer Controls

Tue, 16 Jul 2024 04:00:00 -0600

In this episode, Dave Gallegos highlights the key areas where loan officers can exert influence to drive their success. He breaks down the top five controllable factors, including time management, client communication, social promotion, personal communications, and broadcasting. Through detailed explanations and practical tips, Dave demonstrates how mastering these aspects can significantly impact performance and career growth. This episode provides loan officers and others with actionable insights to optimize their daily routines, enhance client satisfaction, and achieve their professional goals.

01:15 - Friday Focus Newsletter

01:40 - Thinking About What We DON’T Control

03:00 - Hustle and Effort

04:20 - Social Promotion

05:45 - The Personal Touch

06:05 - Mass Media

06:40 - Blocking Time

07:50 - If You Do the Work, It Always Works

08:45 - It’s Simple, Not Easy

09:15 - Tracking Your Time

12:10 - What are We Busy About?

Things We Control

Tue, 02 Jul 2024 04:00:00 -0600

In this episode, Dave Gallegos delves into the crucial skill of discerning between what is within our control and what is not, both in business and life. Emphasizing the power and necessity of focusing solely on controllable factors, Dave shares practical strategies for shifting one’s mindset and energy toward productive actions, illustrating his points with relatable examples and expert insights. This episode begins the journey to equip listeners with the tools to enhance their decision-making, resilience, and overall success by mastering the art of control.

01:45 - The Friday Focus

03:00 - What We Don’t Control

04:45 - Focusing on What We Control

07:00 - We Absolutely Control the Effort

08:20 - Paying Attention to Your Own N.E.W.S.

10:50 - We Control Our Financial Habits

12:50 - I Control What I Take Responsibility For In Own Life

14:25 - What’s Next

Words of Wisdom From a Master

Tue, 18 Jun 2024 04:00:00 -0600

In this episode, Dave Gallegos shares invaluable insights from Shant Banosian, one of the most productive Mortgage Officers globally. Banosian's unparalleled success reveals the key habits, strategies, and mindset that have propelled him to the top of the industry. Through compelling anecdotes and practical advice, Dave’s take on Banosian's four core principles offers a blueprint for excellence, emphasizing the importance of focus and consistent concerted effort. This episode provides listeners with a wealth of actionable wisdom, aimed at elevating their performance and achieving remarkable success in their own careers.

00:40 - If You’re Not Doing Enough Business, You’re Not Talking to Enough People

01:30 - Shant Banosian

02:45 - Shant’s 4 Core Principles

03:15 - Focusing on What You Can Control

05:35 - Intentional Consistent Concerted Effort

08:20 - Tolerant of Less Than Average Performance

11:35 - Most Mortgage Companies Are Okay With Part-Time Performance

13:25 - The Successful Warrior

Pscho-Cybernetics with Ryan Pettigrew

Tue, 04 Jun 2024 04:00:00 -0600

In this episode, Dave Gallegos and Ryan Pettigrew engage in a stimulating discussion about the influential book by Maxwell Maltz and the profound lessons they've incorporated into their personal and professional lives. They explore the concept of self-image psychology and how it impacts success, sharing real-life examples and actionable insights. By delving into the principles of visualization, self-belief, and the power of positive thinking, Dave and Ryan illuminate how Psycho-Cybernetics can transform mindsets and enhance business outcomes, providing listeners with practical tools to achieve their goals.

00:45 - Meet Ryan

01:25 - From Car Rentals to Mortgage

04:30 - Gaining Confidence from Doing

05:55 - Everybody CAN Do It, But Not Everyone WILL Do It

07:15 - Psycho-Cybernetics

11:45 - A Path To Get You Where You Want to Go

15:45 - The Impact of an Image Shift

16:20 - Ninja Selling

19:30 - The Actual Ways to Change

23:30 - What Changed for Ryan

26:30 - The Way We Talk To Ourselves

28:00 - What Ryan’s Wife Has Noticed

31:15 - Everyone Has Ambition

33:15 - “Look How Much You’ve Changed”

Episode Resources:

Psycho-Cybernetics: https://a.co/d/gzuW863

Ninja Selling: Subtle Skills. Big Results. https://a.co/d/1QqGAGg

Conquer Call Reluctance

Tue, 21 May 2024 04:00:00 -0600

In the final episode of his series on call reluctance, Dave outlines a clear, three-step strategy designed to permanently overcome this obstacle, enhancing both productivity and success in sales careers. Gallegos combines expert advice with motivational stories, focusing on identifying personal triggers, developing a consistent practice regimen, and immersion therapy. This empowering episode is packed with practical tips and psychological insights, aimed at helping listeners transform their approach to sales calls, thereby boosting their confidence and results.

00:55 - Call Reluctance Kills Sales Careers

01:25 - You’re Not Alone

01:55 - Fear of Rejection is the Core

03:55 - You Have to Know Your Stuff!

06:30 - Become Really Scripted in the Information You’re Delivering

08:10 - Practice to Play Ratio

10:30 - Make 1000’s of Sales Calls

13:50 - The Cons of a Results Based Business

16:05 - RecapIn the final episode of his series on call reluctance, Dave outlines a clear, three-step strategy designed to permanently overcome this obstacle, enhancing both productivity and success in sales careers. Gallegos combines expert advice with motivational stories, focusing on identifying personal triggers, developing a consistent practice regimen, and immersion therapy. This empowering episode is packed with practical tips and psychological insights, aimed at helping listeners transform their approach to sales calls, thereby boosting their confidence and results.

00:55 - Call Reluctance Kills Sales Careers

01:25 - You’re Not Alone

01:55 - Fear of Rejection is the Core

03:55 - You Have to Know Your Stuff!

06:30 - Become Really Scripted in the Information You’re Delivering

08:10 - Practice to Play Ratio

10:30 - Make 1000’s of Sales Calls

13:50 - The Cons of a Results Based Business

16:05 - Recap

Sales Call Reluctance Part 3

Tue, 07 May 2024 04:00:00 -0600

In the third installment of his Call Reluctance series, Dave Gallegos dives deep into strategies for overcoming the formidable barrier that plagues sales professionals worldwide. Through candid anecdotes and actionable insights, Gallegos navigates the nuanced terrain of call reluctance, empowering his audience with practical techniques to reclaim confidence and drive in their sales endeavors. From reframing rejection to cultivating resilience, this episode of Make the Call equips listeners with the tools necessary to conquer their fears and excel in the competitive landscape of sales.

00:45 - Don’t miss our WHOLE Call Reluctance Series

01:25 - You Have to Decide to Become a Professional

02:05 - What’s Your Practice to Play Ratio

04:15 - Even Really Good Salespeople Aren’t As Scripted as They Could Be

05:10 - It’s Fun to Be Good

06:20 - It’s Called Make the Call for a Reason

07:15 - The Boiler Room

09:05 - Jumping In

10:50 - It’s Not a Secret, It’s a Solution

Sales Call Reluctance Part 2

Tue, 23 Apr 2024 04:00:00 -0600

In this episode, Dave Gallegos kicks continues athree-part series tackling the prevalent issue of Sales Call Reluctance. He breaks down the primary sources of Sales Call Reluctance, as well as simple strategies to overcome it. In the end, none of this is something you CAN’T do. Will you put in the reps, do the research, secure your knowledge and practice, practice, practice? Then you’re already on your way to sales success.

01:10 - A Powerful Mindset

02:05 - Why Do We Have Sales Call Reluctance

03:15 - Your Brain is Wired to Avoid Rejection

04:20 - Courage is Being Afraid and Doing it Anyway

05:15 - We Don’t Have Confidence in Our Knowledge

06:50 - Not So Cold Calls=

09:05 - Practice, Practice, Practice

10:20 - None of This is Something You CAN’T Do

11:20 - Creating Urgency

14:00 - What Sales Call Reluctance Looks Like

16:30 - Be Careful What You Say to Yourself, Because You’re Always Listening

Sales Call Reluctance - Part 1

Tue, 09 Apr 2024 04:00:00 -0600

In this episode, Dave Gallegos kicks off a three-part series tackling the prevalent issue of Sales Call Reluctance. He sets the stage by defining the problem, discussing its impact on sales performance, and identifying common reasons why salespeople may hesitate to make calls. Dave shares his own story of life in the bullpen dialing for dollars that led him to understand a fundamental principle for successful salespeople, Ignore the rejection, make another call.

01:00 - You’re Not Alone

02:00 - Motivation without Education Leads to Frustration

03:00 - Dave’s Epiphany

04:45 - Advertising Specialties

06:15 - Working the Time Wheel

08:15 - The Yellow Pages

12:50 - Learning to Ignore Rejection

14:40 - Just Make Another Call

15:00 - Volume Negates Luck

16:15 - “I Don’t Wanna Feel Like a Salesman”

18:00 - More to Come!

Crafting Your Vision

Tue, 26 Mar 2024 04:00:00 -0600

In this episode, Dave Gallegos delves into the importance of understanding and embracing your 'why'. He emphasizes how a compelling 'why' can be a powerful driving force behind any career or life overall. Drawing inspiration from Darren Hardy's program "Living Your Best Life Ever", Dave uses real-life examples to illustrate how a clear and strong 'why' can lead to extraordinary achievements. This episode is a compelling exploration of the role purpose plays in shaping our goals and guiding our journey to success.

01:00 - Like and Share the Show to Help Us Grow

02:20 - Darren Hardy’s Living Your Best Year Ever

03:20 - Setting Yourself Apart BY Doing The Work

04:00 - “The Why is More Important than The How”

06:15 - What a Powerful Why Will Do It For You

09:20 - Life Assessment

11:30 - Balancing Your Wheel of Life

15:10 - Don’t Discount Vision

16:15 - Whole Life Success

Darren Hardy’s Living Your Best Life Ever Workbook: https://store.darrenhardy.com/products/living-your-best-year-ever

The Importance of Your Vision

Tue, 12 Mar 2024 04:00:00 -0600

In this insightful episode of "Make the Call", host Dave Gallegos delves into the critical importance of vision for achieving success, not only in business but in all aspects of life. Gallegos emphasizes that a clear and compelling vision serves as a roadmap, guiding individuals towards their goals and helping them navigate through challenges. He argues that vision is the foundation of motivation and persistence, as it provides a sense of purpose and direction. Gallegos shares practical tips and inspiring stories, underscoring the transformative power of vision in shaping one's personal and professional journey towards success.

Build your own “Wheel of Life” https://www.mindtools.com/ak6jd6w/the-wheel-of-life

02:00 - Without a Vision You’re Aimless

02:45 - Where Do You Want to GO in Life

03:50 - How Dave Found His Vision

08:00 - It Can’t JUST Be “My Business, My Business, My Business”

09:30 - Building Your Own “Wheel of Life”

11:00 - Whole Life Success

12:15 - If You’re Struggling, It’s Your Vision That’s Lacking

The Fundamentals of Sales Success

Tue, 27 Feb 2024 04:00:00 -0600

In this episode, Dave Gallegos delves into the six essential elements that drive sales success: Vision, Mindset, Marketing, Sales, Operations, and Finance. Dave shares his expertise on how these fundamentals interplay to create a successful sales strategy, offering listeners actionable insights to enhance their own sales performance. From cultivating the right mindset and vision to mastering the mechanics of marketing, sales, operations, and finance, this episode serves as a comprehensive guide for anyone seeking to elevate their sales success.

01:00 - Focus on the Fundamentals

02:55 - Vision

05:40 - Mindset

08:40 - The Meat of the Business, Marketing and Sales

11:35 - Operations Excellence Breeds Confidence

14:30 - Operations IS the Business

15:35 - Branch Managers are Business Owners

18:10 - Understanding the Relationship Between Rate & Commission

20:00 - This All Sits on a Foundation of Leadership

21:00 - The Opportunity in the Mortgage Industry

Committing to Being a True Professional

Tue, 13 Feb 2024 09:00:00 -0600

In this episode, listeners will be inspired to embrace the path of becoming a true professional in the mortgage and real estate industries. Dave Gallegos dives deep into the need for commitment and highlights the invaluable rewards that await those who choose this path. From sharing practical tips to discussing the importance of continuous learning, this episode will empower aspiring professionals to reach new heights in their careers and unlock their potential in the dynamic world of mortgage and real estate. Don't miss this insightful episode that will transform your perspective on professional growth and success!

01:00 - Why Committing to Being a True Professional Matters

02:55 - People Expect a Professional

04:25 - Become an Expert in Your Craft

06:30 - Develop Your Integrity

07:30 - Commit to your Craft, Client and Partners

08:10 - Professionalism Benefits the Bottom Line

10:15 - The Power of Your Why

12:05 - You Have to Lead to Be an Inspiration

13:30 - Leaving a Legacy

15:40 - Does Your Why Make You Cry?

Harnessing the Power of Numbers

Tue, 30 Jan 2024 09:00:00 -0600

In this enlightening episode of "Make the Call,” host Dave Gallegos delves into the unique scenario that Mortgage Officers live in. He discusses the universal appeal of their product, highlighting that everyone is a potential customer, whether they're first-time buyers or existing clients open to a better offer. Dave emphasizes the vast potential of the market, teeming with countless prospects. This episode offers hope and excitement for any Mortgage Officer worrying about the market, underscoring the immense opportunities that lie in understanding and harnessing the power of numbers.

01:25 - “We sell a product, everybody wants”

03:00 - Everyone is a Potential Customer

05:10 - What Does That Data Do For You?

06:50 - The Importance of Making the Call

07:45 - If You’re Not Doing Enough Business, You’re Not Talking To Enough People

The Power of Your “Why”

Tue, 16 Jan 2024 09:00:00 -0600

In this insightful episode of "Make the Call", host Dave Gallegos shares his personal journey of discovering his own "why" and how it has evolved over his lifetime. He delves into the profound impact understanding your "why" can have, serving as an anchor through the inevitable highs and lows of both business and personal life. Dave's candid discussion illuminates the transformative power of self-awareness and purpose, offering listeners valuable insights into finding their own "why" and harnessing it for stability and growth.

01:30 - What Gets You Out Of Bed Every Morning

02:05 - Making Promises to My Children

04:15 - Having it Matter That I Was Here

05:05 - Without the Power of Why

05:45 - The Entrepreneurial Roller Coaster

06:35 - Following Your Passion?

07:55 - Anchoring To Your Why

09:30 - Be Accountable For All the Gifts I Was Given

11:35 - Finding YOUR Why

It REALLY Helps If You Like People

Tue, 02 Jan 2024 04:00:00 -0600

In the episode of Make the Call, Dave Gallegos discusses the direct correlation between the number of conversations you have and the opportunities that arise in the field of sales. Dave emphasizes the importance of genuinely enjoying interacting with people, as this enthusiasm can lead to more frequent and engaging conversations. He posits that these conversations are not just simple exchanges, but rather opportunities for relationship, connections and yes more sales. The more conversations you have, the more opportunities you'll have to present your product or service, understand needs, and close deals. This episode underscores the importance of interpersonal skills in sales, suggesting that an affinity for people can significantly boost your bottom line, as well as the quality of life for you, your family and those with whom you build relationships.

Don’t miss this great episode, and share it with a friend or colleague who could benefit from Dave’s message.

01:00 - More Conversations Leads to More Opportunities

02:50 - “If you’re not doing enough business, you’re not talking to enough people.”

03:45 - The Dream of Home Ownership

05:20 - It REALLY Helps If You Like People

07:30 - Transactional Versus Relational Selling

09:25 - “What could be better than being paid very well to help a lot of people?”

10:30 - Beyond the Transactions

11:30 - Definition of a Salesperson

12:05 - The Compounding Power of Relationships

The Art of Commission Sales and Prospecting

Tue, 19 Dec 2023 04:00:00 -0600

In the inaugural episode of "Make the Call," hosted by Dave Gallegos, we dive headfirst into the enticing world of commission sales. This episode explores the allure of a career in commission sales, along with its potential pitfalls. Dave shares his decades of experience, and the critical role of prospecting in achieving massive success.

Listen in as Dave unveils the “secret” of massive sales success. This episode is a must-listen for anyone considering a career in sales or those seeking to elevate their sales game, no matter the industry. Tune in to "Make the Call" and embark on a journey towards mastering the art of sales.

Highlights:

00:40 - Dave’s History in Sales

01:00 - Dave’s Passion for Mortgage & Real Estate

01:45 - The Allure of Commission Sales

03:00 - The Downside of Sales

04:20 - Mindset is the Key to Achievement at the Highest Levels

05:25 - The Secret to Massive Success in Sales

06:35 - The Secret to Being a Prospecting Machine

07:30 - Mindset Makes the Difference

09:15 - The Uphill Battle Against Negativity

10:40 - Dave’s Personal Sales Journey

12:00 - The Magic of Mortgage for Dave

13:00 - Share the Show with Friends & Colleagues and Join the Conversation

13:40 - The Goal is to Make You a Better Salesperson

Make the Call! The podcast featuring sales success stories and strategies from Dave Gallegos

Thu, 15 Sep 2022 09:00:00 -0600

Sales are Easy. It’s making the call that’s hard. Dave Gallegos has spent more than 3 decades in the mortgage industry and a lifetime in sales. In this show, he’ll bring that experience, expertise and the experts he’s met to YOU with actionable advice to improve your sales. It’s not magic, you just MAKE THE CALL.