Blueprint to Breaking Free from
Self-Sabotaging Your Business


Embrace Challenge, Don't Avoid It

Phil Treadwell emphasizes that growth happens through challenge, not comfort. The mortgage industry is difficult by design - that's why professionals earn what they do. Instead of avoiding challenges, we should "charge the storm" while others remain paralyzed. As Phil puts it, "Choose your hard" - not having business is hard, and doing what it takes to get business is hard too.

Differentiate Yourself to Become Memorable

The first reason people get stuck is lack of differentiation. In an industry where everyone knows multiple loan officers, you must make yourself memorable to become referable:

  1. Create a "Grandma Statement” : A simple mission statement that even your grandmother would understand. Instead of letting conversations default to "What are rates doing?", say something like "I have a mortgage practice that helps people build real estate wealth."

  2. Niche Down: Contrary to popular belief, specializing in a specific market (veterans, first-time homebuyers, investment properties) makes you more memorable and often more profitable. Like medical specialists, you'll become the go-to expert in your field.

  3. Connect Your Purpose: Share why you do what you do. Phil shares an example of a loan officer who was raised by a single mother and found happiness when her mom could finally afford a home. Her purpose became "creating financial security through homeownership."

Digitize Your Reputation

People do business with people, not brands. About 64% of borrowers find their lender through referrals, but those referrals will check you out online:

  1. Show Who You Are: People care more about who you are than what you do. Share personal interests alongside professional content.

  2. Build Trust: Find common ground with prospects and give value without constantly asking for business.

  3. Maintain Relationships: Don't be "best friends until closing." Only 15% of clients use the same lender again, though 80% say they would. Call clients 30 days after closing, at six months, at one year, and on their birthday.

Take Action Despite Fear of Failure

The second reason people get stuck is fear of failure leading to inaction:

  1. Embrace Self-Awareness: Understand what you're doing without judgment. Track how much of your time is spent on revenue-generating activities.

  2. Recognize Failure Diseases: Excuses and procrastination prevent success. As John Maxwell says, "The opposite of success is not failure, it's excuses."

  3. Put in the Reps: Professional boxers train 5,000 minutes for every minute in the ring. Practice conversations and presentations before having them.

Create Consistent Lead Flow with Clear Vision

The final reason for stagnation is inconsistent lead flow and lack of vision:

  1. Set Specific Goals: 93% of people don't achieve their goals because they're not clear enough about what they want or don't want it badly enough.

  2. Establish Daily Habits: Create non-negotiable daily activities that move you toward your goals. A morning routine helps you "stack wins" early, creating momentum and confidence for the day.

  3. Focus on Process, Not Just Outcomes: Make decisions that create new actions, and trust that consistent action will yield results.

As Phil concludes, "The gap between where you are and where you want to be is a decision." Choose to embrace the hard work, establish clear goals with daily habits to support them, and take consistent action regardless of fear.