Daily Spark Blogs

We talk a lot about our “why” in sales and coaching cultures. You’ve heard it a hundred times: “You’ve got to know your why.” It’s said to be the cornerstone of any successful journey. But here’s the truth: I’ve never felt like I could give anyone a definitive answer as to what my own why is. A few weeks ago, I asked our membership if they struggled with this too—and many of you said yes. So today, I want to explore this a little deeper and help you figure out how to find your “why,” if it hasn’t come to you yet.

Why is Finding Your “Why” So Important?

You’ve probably heard Simon Sinek talk about it in his book Start with Why. He explains that people and businesses succeed long-term because they’re driven by a deeper sense of purpose, not just profits or external rewards. Your “why” is what motivates you when the going gets tough. It’s what gets you up in the morning and keeps you going through challenges.

For many of us in sales, it’s crucial. Knowing your “why” can give meaning to your work and prevent burnout. But here’s the thing—finding it isn’t always easy.

Why It’s Hard to Define Your “Why”

A lot of people struggle to define their why for a few reasons:

• We feel like it should be something big. We think our “why” has to change the world or be something monumental, but it doesn’t. It could be simple, personal, and still be powerful.
• We get caught up in external factors. We focus on things like money, recognition, or success. Those things matter, but they’re not your deeper “why.”
• We haven’t spent enough time reflecting. Sometimes, you just need the right questions to get you thinking in the right direction.

How You Can Discover Your Why

It’s not about forcing an answer—it’s about going through a process that will guide you to it. Let me walk you through a few steps that could help.

1. Ask Yourself Powerful, Open-Ended Questions
Instead of directly asking, “What’s my why?”—which can feel overwhelming—try more approachable questions to help uncover it:

• What makes you feel most fulfilled at work and in life?
• When have you felt most proud of yourself?
• What would you do with your life if you didn’t need a paycheck?
• If you could speak to the world, what would you talk about?

These questions don’t have to be answered all at once, but they’ll get you thinking about what drives you on a deeper level.

2. Reflect on Peak Moments
Take a moment to reflect on the most memorable, rewarding experiences in your life. Often, your “why” is hidden in those moments. These experiences might not be directly tied to work, but they’ll give you clues about what truly energizes you.

Think about:

• A time you felt on top of the world, either personally or professionally.
• When you helped someone and felt deeply satisfied.
• An experience where you overcame a big challenge and felt stronger afterward.

These moments highlight what you value and what you feel driven to do more of.

3. Discover Your Core Values
Your “why” is usually tied to your core values. There are many resources and exercises out there that can help you identify your top 3-5 values—things like integrity, family, freedom, creativity, or growth.

A couple of questions to consider:

• When do you feel most like yourself?
• What principles do you hold onto, even in tough situations?

Knowing your values will help ground your “why” in something deeply personal and authentic.

4. Think About the Impact You Want to Make
Sometimes, our “why” emerges when we think about the impact we want to have on the world—or on others. For those of us in sales, you can frame it like this:

• What difference do you want to make in your clients’ lives?
• How do you want people to feel when they interact with you?
• What do you want people to say about you when you’re not in the room?

Many of us find deep satisfaction when we’re helping others, whether that’s helping a family achieve homeownership, or creating stability for our own families.

5. Start Small
Your “why” doesn’t need to be some grand, life-changing thing right away. It can be as simple as wanting to provide a better life for your family, being a role model, or gaining financial freedom. These “small whys” can grow and evolve over time. It’s okay if it doesn’t feel 100% clear right now.

Wrapping It Up

Here’s what I want to leave you with today: it’s okay if you don’t have your “why” fully figured out yet. Finding it is a process, and it’s one that takes time and reflection. It’s not about the pressure to come up with a perfect answer. It’s about paying attention to what drives you, what makes you feel alive, and what impact you want to have.

I challenge you to take some time to think about the questions and steps I’ve laid out here. The more you reflect on it, the clearer your “why” will become. And remember, it’s a journey—your “why” might evolve as you grow.

Let me know how this resonates with you, and feel free to share any insights that come up along the way. We’re all in this together.

We’ve all been there – standing at the crossroads of doubt and action. You’ve heard about the Daily Success Plan. You’ve seen others succeeding with it. Yet, even with all the success stories, a little voice inside your head keeps whispering: Is it really working? Are they really doing the plan, or is there something else they’re not telling me? These doubts creep in and cause us to question the effectiveness of the plan. And when we start questioning, it can lead to hesitation, second-guessing, and ultimately, a loss of momentum.

That’s the kind of thing that causes many loan officers to stumble.

If this sounds familiar, today’s message is for you. It’s time to stop asking whether the plan works – and start asking better questions. Instead of wondering if the plan will lead to results, let’s focus on how we can work the plan more effectively.

Here’s the truth: The plan does work. We’ve seen it time and again on Loan Officer Breakfast Club. Day after day, loan officers share their wins, talk about how their calls are leading to deals, and how they’re getting more preapprovals and contracts signed. But if you’re still feeling uncertain, it’s likely because you haven’t yet fully embraced the process.

Doubts create roadblocks. They make us hesitate before picking up the phone, or second-guess whether we’re wasting our time. But when you shift your mindset and start asking how to work the plan better, you turn those roadblocks into stepping stones.

The only questions you should be asking yourself are:

• How can I be more consistent in following the Daily Success Plan?
• How can I shake off rejection and keep moving forward?
• How can I streamline my process to make more calls, more efficiently?
• How can I build day after day of high activity, stacking small wins until I reach my bigger goals?

By focusing on these kinds of questions, you’ll start making real progress. Calls will no longer feel like an uphill battle; instead, you’ll see momentum shift in your favor. Leads will start coming in without you having to chase them down. Preapprovals will start flowing. Contracts will get signed. And loans will get funded.

That’s when your doubts – those nagging ?’s – will transform into !’s. Instead of questioning the plan, you’ll become one of those voices we hear on LOBC saying, “Trust me, this works!”

You’ll stop doubting yourself and the process, and start experiencing the success you’ve been watching others achieve. The key is to let go of skepticism and embrace the work. Make the calls, follow up consistently, and take ownership of your results. You’ll not only see a change in your business, but you’ll also become one of those successful loan officers who inspires others.

So today, ask yourself the right questions. Then go out and do the work that will turn your ?’s into !’s!

Ever feel like you’re grinding away at something, giving it everything you’ve got, but the results just aren’t showing up? It can be frustrating, especially when you’re working so hard toward your goal. At that point, many people get discouraged and stop. But here’s the thing: What if you were right on the edge of success, just one step away? You made it all the way to the one-yard line, then stopped short of crossing into the end zone. It’s a painful reality for many, but it doesn’t have to be yours.

Sometimes, all it takes is just one more—one more call, one more push, one more day of effort, and bam, results start pouring in. This can be especially true when you’re working on something new, something that’s never been done before. When there’s no proof of concept, it’s easy to doubt. You might think, “Maybe this isn’t going to work after all.” And sometimes that fear of the unknown makes it easier to quit.

But here’s the advantage: when you’re working a proven system, like the Daily Success Plan, that uncertainty is removed. You know it works. There’s no mystery or guessing game; it’s a formula that’s been tested and has delivered for many. The only thing standing between you and success is your consistency and discipline.

When you apply discipline to a proven plan, you eliminate the guesswork. The Daily Success Plan isn’t something you’re hoping will work—it’s something you know will work, as long as you stay consistent. It’s easy to lose sight of that when the results don’t show up immediately, but that’s when your mindset matters the most. Every call, every follow-up, every action is stacking up, even when it feels like nothing’s happening. That last push could be the one that tips the scales. So instead of asking, “Is this working?” ask yourself, “Am I working the plan?” Because if you are, it’s only a matter of time before you see results.

The difference between those who succeed and those who fall short is often just a matter of persistence. The ones who keep going, even when the finish line seems out of sight, are the ones who win. So, when you feel like giving up, remember—you might be just one more step away from your breakthrough. Keep putting in the work, trust the process, and lean into the plan that’s already been proven. The results aren’t a matter of “if,” but “when.” Keep your eyes on the goal and keep pushing, because success is waiting for you, right around the corner.

Good morning, LOBC family. Today, my heart is heavy with compassion for our fellow members in Florida, who are enduring the aftermath of not one, but two major hurricanes. Over 3 million people are without power, and countless lives have been disrupted. It’s a sobering reminder that no matter how competitive this business can get, we are all people first—people with families, homes, and personal challenges.

In the mortgage world, we often go head-to-head, fighting hard for deals and working tirelessly to serve our clients. But let’s not forget that we are a community. We’re more than competitors; we’re humans, bound by shared experiences. Here at Breakfast Club, we have something special. For 30 minutes each day, we come together from all corners of the country, representing different companies, and we set aside competition for collaboration. We lean on each other, learn from each other, and lift each other up.

It’s easy to get caught up in the daily grind—chasing leads, closing deals, and striving to grow our business. But days like this remind us of the bigger picture. Life isn’t just about hitting numbers or winning the next contract. It’s about the relationships we build, the impact we make, and the way we treat each other along the way. When we extend a hand in empathy, we create connections that go far beyond business. We lift each other up not just as professionals, but as people, and that’s what truly makes a difference.

So today, let’s take a step back and remember to be grateful for what we have. Whether it’s our health, our families, or even just having the power on—it’s all worth appreciating. And let’s not forget to send our thoughts, prayers, and support to those who are facing the storm, both literally and figuratively. When we embrace empathy and gratitude, we not only uplift others, but we also find a deeper sense of fulfillment in our own journey. Let’s carry that mindset with us today, and every day.

Today, I want to share an inspiring story from a recent episode of The Loan Officer Leadership Podcast hosted by Steve Kyles, where he interviewed RK Glover, a mortgage professional who graduated from Steve’s boot camp. RK’s story is one of resilience, growth, and personal discovery.

After relocating to a new city to open a mortgage shop, RK and his wife received devastating news: their daughter was diagnosed with cancer. Despite this overwhelming challenge, RK stayed focused, and 12 weeks later, he had 8 loans in the pipeline, totaling $3 million in volume. It’s an incredible testament to his determination and the power of mindset.

In the podcast, RK shares four key takeaways from his boot camp experience, and two of them really stood out to me.

First, RK learned to apply the FROG method—family, recreation, occupation, and goals—not just with real estate agents, but with everyone he meets. It helped him form deeper, more genuine connections by focusing on what truly matters in the lives of others. This approach transforms conversations into meaningful relationships.

Second, RK came to a powerful realization: not everyone is going to be in your tribe, and that’s okay. He understood that while he might speak with 20 agents, only 4 might truly connect with him, and that’s enough. He gave himself permission to be himself, knowing that like-minded people will naturally gravitate toward him. This is such a vital lesson, especially in our industry where we often feel the need to appeal to everyone.

RK’s journey is a reminder that authenticity is your greatest strength. When you embrace who you are and focus on building real connections, success will follow.

I encourage you to check out RK’s full story on Steve’s podcast here, and if you’re looking for a transformative experience in your business, consider joining one of Steve’s boot camps. You never know what breakthroughs await you.

Stay true to yourself, and the right people—and opportunities—will come.

When we think of successful people, we often imagine trailblazers—visionaries creating entirely new paths and disrupting the status quo. But the truth is, even the most successful people are often imitating others in one way or another. While they may add their personal twist, they typically follow the blueprint laid down by those who’ve come before them. It’s not about reinventing the wheel every time, but about learning from the best and adapting those lessons to our own journey. The same is true in the mortgage business.

There’s a famous quote by Pablo Picasso: “Good artists copy, great artists steal.” Now, before you get the wrong idea, Picasso wasn’t advocating plagiarism; he was pointing out that the most successful people don’t shy away from taking what works and making it their own. They recognize greatness and pull from it. This is why being part of a community like Loan Officer Breakfast Club (LOBC) and Mortgage Marketing Animals is such a game-changer. You’re constantly surrounded by people who are doing great things, and, more importantly, who are willing to share the strategies that made them successful.

Consider this: Steve Jobs, one of the greatest innovators of our time, openly admitted to borrowing ideas from others. He once said, “I have been shameless about stealing great ideas.” Jobs studied and imitated what worked in the industry, adding his own spin to make Apple one of the most iconic companies in history. The key is knowing who to imitate and how to do it in a way that suits your goals.

At LOBC, we’re in the business of making you better by surrounding you with winners—people whose success you can model. This isn’t about copying every single move they make. It’s about adopting the systems, routines, and habits that have proven to work, and then personalizing them to fit your unique approach. The power of community is that we learn from each other, and in this business, there’s no faster way to grow than by following the lead of those already crushing it.

When you imitate successful people, you’re tapping into a shortcut to growth. It’s not a crutch; it’s a strategy. You save yourself time and energy by avoiding common pitfalls and benefiting from the trial and error that others have already endured. The LOBC environment is rich with strategies that work. Every morning, we’re surrounded by professionals who are making deals, expanding their networks, and building businesses. Why wouldn’t you imitate what they’re doing?

It’s tempting to think we have to be 100% original to succeed, but the truth is, originality often comes from adapting and improving what’s already working. By learning from others and imitating their successes, you give yourself the best chance at creating your own version of success. That’s why membership in Mortgage Marketing Animals pays off—it provides a direct connection to proven methods that get results. You don’t have to reinvent the wheel to build a successful business, you just need to know whose wheel to imitate.

So today, take a moment to reflect: who are you imitating? And more importantly, are they worth imitating? If you’re part of this group, the answer is a resounding yes. Let’s get to work.

Quote of the Day: “If I have seen further, it is by standing on the shoulders of giants.” — Isaac Newton

Imitate the imitators, and you’ll become the one worth imitating.

“The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it.” – Michelangelo

Let’s talk about goals—more specifically, the ones we set for ourselves. Too often, we aim low because it feels safe. Hitting smaller goals gives us that instant boost of achievement, but there’s a hidden danger in that. Michelangelo’s quote reminds us that aiming too low means we risk settling for less than our true potential. We reach the goal, but we miss out on something bigger.

What if we flipped the script and aimed higher? Set goals that stretch us, challenge us, and even make us a little uncomfortable. So many loan officers set “realistic” targets because it feels less risky. But here’s the truth: when you only reach for what you know you can achieve, you limit your growth. You’re leaving untapped potential on the table, and in this business, that’s a huge missed opportunity.

You are worthy of aiming higher. It’s not just about picking a number that feels good; it’s about understanding that you’re capable of achieving it. The Daily Success Plan gives you the roadmap. Whether it’s reaching out to more referral partners, following up with past clients, or building stronger connections, the DSP is designed to help you reach any goal—as long as you’re willing to put in the work.

It’s okay to set a big goal, break it down, and map out exactly what needs to happen to get there. In fact, it’s necessary if you want to grow. If you’re aiming for five loans a month, why not aim for ten? If you’re closing 20 loans a month, why not shoot for 30? The bigger goals will force you to step outside of your comfort zone and take massive action.

The biggest danger isn’t failing; it’s setting the bar too low and thinking that’s all you’re capable of. Today, give yourself permission to aim high. Set a goal that excites you and scares you a little. Then, lean into the Daily Success Plan, follow the process, and watch what happens when you challenge your limits.

The truth is, you’re capable of so much more. Don’t settle. Aim high, and let’s crush those bigger goals together!

Let’s make it happen today!

Every morning, I wake up with a sense of anticipation, knowing that something is going to happen. I don’t know exactly what it will be, but I’m wildly optimistic because I understand that when I stay engaged with the plan – the Daily Success Plan – things always happen. When I stick to the plan, success is not a question of “if,” but “when.” Today could be that day for you.

It’s simple math: the more I move, the more I see results. The more calls I make, the more appointments I set. The more meetings I have, the more relationships I build. The more I engage, the more leads I generate. It’s all about momentum, and the secret to momentum is action. If I’m in constant motion, I’m constantly creating opportunities. And when opportunities come, success is close behind.

Here’s the beautiful thing: this applies to every single person on this call. Right now, you have the power to make today a game-changer. There’s no secret formula other than being engaged. When you lean in, something will happen. Maybe it’s a new connection, a fresh opportunity, or even an unexpected breakthrough. But the key is to keep pushing forward, because every step you take builds momentum.

What I love about this business is that every call, every appointment, every meeting plants a seed. Not every seed will sprout today, but over time, with consistency and effort, those seeds will grow into results. The more we plant, the more we harvest.

Let me remind you of this: the more engaged you are, the more exciting things will happen. Today could be the day that you receive that referral you’ve been waiting for. Today could be the day a lead turns into a long-term client. Today could be the day you establish a relationship that transforms your business. And the best part? You are in control of how much happens by how engaged you are.

This isn’t just about being busy; it’s about being purposeful with your actions. It’s about knowing that when you follow the plan, when you stay focused on making those calls, setting those meetings, and nurturing those relationships, things will happen. Success isn’t a mystery; it’s a result of the actions you take.

So, as you move through today, be wildly optimistic. Know that something is going to happen. Feel that excitement, because when you stay engaged and follow the plan, you’re creating a day full of opportunities. Embrace the momentum, take action, and watch as something great unfolds today.

Get out there and make it happen!

Let’s take a moment to reflect on a powerful verse from 1 Peter 1:12a: “Therefore I will be ready always to remind you concerning these things, even though you know them…” This verse hits home for us here at Loan Officer Breakfast Club, because that’s exactly what we do each day—remind one another of the things we already know, the activities we know work, and why it’s so important to stay the course.

Most of us at Loan Officer Breakfast Club are already familiar with the Mortgage Marketing Animals Daily Success Plan. It’s a proven system that breaks down exactly what we need to do each day to succeed—making outbound calls, following up with leads, reaching out to referral partners, and staying connected with past clients. But at the heart of it all, the Daily Success Plan is focused on asking for the business and asking for referrals. Every outbound call, every follow-up, and every connection we make sets us up for that crucial moment where we confidently ask for the business.

As Carl White always reminds us, “He who makes the most offers wins.” This simple but powerful statement reinforces the idea that asking for the business is what leads to success. The more offers you make, the more business you’ll close. Whether you’re calling a new lead, touching base with a referral partner, or following up with a past client, every interaction is an opportunity to make an offer and ask for the business.

We don’t need to reinvent the wheel. We know that the Daily Success Plan is the roadmap to success in this business. It’s all about executing the plan every day, staying consistent, and using each interaction as an opportunity to ask for the business. Whether you’re asking for new clients or referrals, that simple step is the one that drives results.

This is why Loan Officer Breakfast Club exists. We’re not here to throw out new ideas or chase the latest trend. We’re here to keep you focused, motivated, and on track. We’re here to remind you of the prospecting activities that drive results, even when it feels repetitive. Because, at the end of the day, it’s the simple things—consistent outreach, maintaining relationships, asking for the business, and making those follow-up calls—that separate successful loan officers from those who get stuck.

It’s easy to get distracted by the constant noise in our industry. There are always new tools, apps, and strategies being promoted that promise faster, easier ways to build business. But the truth is, all that noise can pull you off course. It can lead to analysis paralysis, where you’re spending more time chasing the next big idea than you are doing the work that truly matters. We’re here to remind you not to get caught up in that trap. Focus on the activities that matter and always ask for the business.

One of the most powerful aspects of Breakfast Club is the chance to hear from loan officers who are winning by doing the basics. When we feature those who are seeing success, it’s a reminder that sticking with the fundamentals really works. It reinforces the fact that the proven strategies—consistent prospecting, building relationships, asking for the business, and staying disciplined—are what will get you where you want to go.

That’s why we encourage you to join us every day. Come back for your daily reminder. Keep yourself grounded in what works. And if you’re looking for more support, consider joining Mortgage Marketing Animals, where you’ll get even more reminders and insights on how to stay the course and avoid distractions.

Remember, success in this business isn’t about chasing new ideas every day. It’s about staying consistent with what works, day after day. We’re here to remind you of that, to keep you focused, and to help you stay on track. So, let’s stick with the plan, stay focused, keep asking for the business, and keep moving forward—because we all know what works, and we’re here to make sure we don’t lose sight of it.

One of the habits that has been a cornerstone for me is waking up early and spending time in quiet reflection. It’s something I’ve always done naturally, but over the years, I’ve come to realize that many successful people make this a regular part of their day as well. Now, I’m not claiming to be the most successful person out there, but I’ve been fortunate to know and work alongside some people who are. One of those people is Carl White. He’s said on several occasions, “All we do is think and write.” That phrase really resonates with me because I’ve found that quiet moments, especially in the early morning, are where the best ideas come to life.

For me, these quiet moments of reflection are where I’ve re-invented myself multiple times in my career. I can directly trace some of my biggest decisions and life changes back to sitting in silence and thinking. A prime example of this is the decision that led me to where I am now, with the Loan Officer Breakfast Club. It was early one morning, and I was reflecting on my career. I had this feeling that it was time for a change. That led me to make a bold move—I decided to leave the National Real Estate Post and make a call to my friend Carl. After some more quiet thinking, that call turned into a partnership. And here we are, three and a half years later, doing things I could never have imagined back then. That journey, all the way from that moment of early morning reflection to where I am now, started in silence—just thinking.

But it’s not always about big, life-changing decisions. Most of the time, it’s about working through smaller, day-to-day challenges. Whether it’s business strategy, personal goals, or even just finding clarity on an issue that’s been hanging over my head, the early morning quiet is when I do my best thinking. When there’s no noise or distraction, I can get down to the root of things. It’s not something I can do in the middle of the workday. Between calls, meetings, and the daily hustle, there’s no space for deep, critical thinking. For me, it has to be in absolute silence.

And I’m not alone in this practice. Some of the world’s most successful people have built time for quiet thinking into their routines. Take Warren Buffett, for example. He’s known for spending a good part of his day just sitting and thinking. In fact, he once said, “I insist on a lot of time being spent, almost every day, to just sit and think. That’s very uncommon in American business. I read and think. So I do more reading and thinking, and make less impulse decisions than most people in business. I do it because I like this kind of life.” That’s a powerful statement from one of the most successful investors of our time. Buffett attributes his success to the time he spends thinking, rather than constantly doing.

Then there’s Bill Gates, who takes it even further with his famous “think weeks.” Gates isolates himself for an entire week, twice a year, to do nothing but read, think, and plan. These weeks are when he’s come up with some of his most important innovations and decisions. Gates understands, just like Buffett, that being busy doesn’t necessarily mean being productive. The most valuable insights come from stillness and reflection, not from constant motion.

I believe there’s something deeply healthy and transformative about setting aside quiet time to think. It doesn’t always have to result in a major business decision or a career shift. Sometimes, it’s simply about clearing your mind, solving a small problem, or coming up with a fresh perspective on something you’ve been struggling with. That space for quiet reflection is where I feel the most centered, and I’m willing to bet it’s the same for others.

So, if quiet reflection isn’t something that comes naturally to you, I’d encourage you to make the effort to incorporate it into your daily routine. Start small—maybe just 10 minutes each morning—and see what comes from it. I can almost guarantee that you’ll notice a difference in how you approach decisions and challenges, both in business and in life. Great things can come from sitting in silence and just thinking about it.