Summary

In this interview, Cole—an LO and branch leader in Mount Dora, Florida—shares how he produced his best year ever in 2025 with 132 closings and $32.5M, despite a challenging market. His success stems from a disciplined, multi‑layered marketing strategy, obsessive time management, community involvement, and intentional team building.

Cole emphasizes the importance of a media mix approach: combining micro (1:1 meetings, community events) and macro (CRM email campaigns, online advertising) marketing to ensure broad visibility while maintaining personalized relationships. He uses his CRM strategically for purpose‑driven communication—never spam—and relies on events to create connection points with agents and consumers.

A major inflection point in scaling was hiring a dedicated hybrid processor, freeing him from file‑level responsibilities that had previously cut his production potential in half. This shift unlocked time for marketing, events, and building his team.

Cole's personal habits also support his performance. He's a father of three who coaches multiple youth sports teams each year, meaning time blocking is non‑negotiable. His mornings begin before the house wakes up—a "golden hour" he uses for planning, grounding, and momentum.

His long‑term aim is growth and scalability, not for ego but for impact—more community involvement, more giving, and developing others (including his first hired LO). His philosophy of "always hungry" is balanced by a service mindset rooted in his own background and his nonprofit work.

Five Practical Application Steps 1. Implement a Multi‑Tier Marketing Strategy ("Small–XL")

Use Cole's media‑mix approach:

• Micro: 1:1 agent meetings, local networking
• Small: community sponsorships, coaching, signage
• Medium: email cadences via CRM
• Large/XL: social, workshops, broad advertising Consistency across layers creates omnipresence.

2. Use Your CRM for Purposeful, Event‑Driven Outreach

Instead of generic newsletters:

• Build event-driven email cadences
• Add RSVPs via Eventbrite/Facebook
• Include incentives and value adds
• Capture new contacts and feed them back into the CRM Make every email something people are glad they opened.

3. Delegate File Processing Aggressively

Cole's key quote:

"If I am processing my files, I'm going to produce about half as much."

Hire or realign your operations support so you:

• Do not chase conditions
• Only step in for escalations
• Focus on generation, not administration This unlocks production capacity and stabilizes your monthly pipeline.

4. Master Time Blocking (and Live by the Calendar)

Cole's life requires militant structure:

• Block marketing time
• Block personal/family commitments
• Avoid making decisions outside the calendar Anything not scheduled won't happen. Treat your calendar as the operating system of your business.

5. Start Every Day with a Golden Hour

Cole wakes at 5 AM for an hour of:

• Quiet planning
• Email triage
• Personal grounding before the chaos The result: momentum, clarity, and emotional margin before the day begins. Protecting this routine dramatically improves productivity.