Be Your Own Lead Machine

Key Takeaways & Actionable Systems

• Use the Sphere Equation: Forecast your business with three levers: Reachable Contacts x Mortgage Moments per Year x Share Who Call You First = Sphere Loans per Year. Improving your capture rate can increase closings before adding new names.
• Build and Grade Your Database: Export contacts from your phone, email, LinkedIn, social media, and LOS. Deduplicate them, add a "How I know them" note, and import them into one CRM.
  • Tag each contact as Sphere, Past Client, or Referral Partner.
  • Grade contacts with the Four-Temperature System: Hot (advocates/referrers), Warm (friendly and would take your call), Familiar (know your name), and Cold.
• Make the Permission Announcement: Send 25 personal one-to-one texts a day to Warm and Hot contacts, call your Top 25, and email the broader list with your news and a no-pressure offer to answer mortgage questions. Follow up warm replies with the "Honored" message.
• Use the 6-Block Monthly Newsletter and 5-3-1 Rhythm: Send one CAN-SPAM compliant email on the same day every month:
  • Market in plain English, personal story, local spotlight, client win with consent, helpful money tip, and one ask.
  • Pair it with five handwritten notes, three occasion calls, and one block of quarterly thank-you calls to Hot contacts.
• Offer Home Wealth Checkups and Signature Events: Invite past clients to a 30-minute review around their closing anniversary to discuss equity, rate versus market, PMI options, escrow changes, and two-year goals. Follow up with a one-page summary and host two to four repeatable community events each year.