Growth Notes

Working Smart and Hard Through a Market Shift

Frazier opens Growth Notes by addressing the current market transition and explains that thriving during a shift may require being “all gas and no brakes,” working longer hours and sometimes harder for the same results. He argues there is no easy way out in a new economy and that getting ahead won’t come from working less; instead, the goal is to work both smart and hard, finding efficient approaches while maintaining sustained effort as deals take longer and become harder to close. He emphasizes that many people pull back in times like this, so outworking competitors is a free advantage that helps create control over one’s destiny rather than simply riding industry waves. Frazier also notes work-life balance is a “balance of unbalances,” suggesting intentional pockets for personal life, such as dedicating one day fully to family.

Mother’s Day Growth Notes: Lessons From a Mortgage Mom

On a Sunday episode of Growth Notes, Frazier wishes listeners a happy Mother’s Day and reflects on business lessons learned from his mom while working in the family mortgage company where she was CEO. He shares how the experience taught him to run meetings, navigate different personalities and executive dynamics, and manage salespeople in a new industry setting. He highlights that a key reason people appreciated his mom was her habit of listening and giving everyone a voice in meetings. Frazier also recalls a sign behind her desk reading “It is what it is,” which he interprets as recognizing that not everything can be controlled and that sometimes you have to accept circumstances and move forward. He closes with well wishes for the day.

The Power of One More: Winning When You’re Ready to Quit

In this Growth Notes episode, Frazier emphasizes the idea of doing “one more” when you’ve finished your to-do list and feel ready to stop—one more call, email, video, conversation, or database touch—as the key difference between people who merely show up and those who achieve greatness. Referencing Ed Mylett’s book The Power of One More, he describes how afternoons bring fatigue and an “exit ramp” voice saying you’ve done enough, but pushing past it creates the activity that produces outcomes in the mortgage business, from landing an application to re-engaging a ghosting agent or reaching a consumer watching late at night. Frazier shares that doing one more builds a sense of ownership and compounds daily, helping people run the business rather than get run over by it.

Relaxed, Assertive Confidence: Built Through Preparation and Practice

On the May 8 episode of Growth Notes, Frazier explains that relaxed, assertive confidence—calm, grounded energy that shifts a room—is the most powerful emotional state for sales and is a skill that must be built. He says prospects and partners constantly read a salesperson’s words, pauses, and energy, especially in high-ticket sales, deciding whether they can trust you or should keep looking. Frazier contrasts uncertain, question-mark delivery and shaky, Google-sourced answers that make people pull back with top performers who are calm, prepared, and assertive without being controlling, creating comfort and safety that leads to yeses. He emphasizes there are no hacks: confidence comes only from preparation and practice, like musicians who appear effortless after thousands of hours, and urges listeners to put in the reps and show up prepared.

Reframing Objections as Feedback to Improve Your Pitch

On Growth Notes, Frazier continues discussing messaging and “walking into no’s,” urging listeners to reframe objections as valuable feedback rather than rejection. He explains that common objections (rates, market crash fears, wanting to think, using a bank, waiting) often trigger defensive arguing, scrambling, or moving on, none of which helps. Instead, each objection is a data point showing where the pitch broke down—what was missing, said too soon, or triggered resistance. Frazier compares this to Jerry Seinfeld testing jokes in small clubs and rewriting material when it bombs. He calls objections the cheapest, fastest, most honest market research, noting top producers have fewer objections because they study patterns and fix the front of the conversation. He encourages taking notes, finding patterns, practicing, and putting in reps to improve conversions.

Get Good at the No: Prospecting Through Rejection

Frazier opens with a reminder that Mortgage Mornings airs at 10:00 AM EST with Michael McAlister, where they’ll discuss “vibe coding” and review apps they built, including the good, bad, and ugly. In today’s Growth Note, he explains that consumers are wired to distrust sales outreach and default to saying “no,” a tendency intensified by economic pressures and the high stakes of mortgages amid negative headlines and crash predictions. He warns loan officers often anticipate rejection, avoid prospecting, skip practicing talk tracks, and retreat into hiding or buying leads. Frazier argues sustainable success requires accepting rejection, getting comfortable with conflict, and continuing consistent outreach, building resilience to hear multiple “no” responses and keep calling, outlasting competitors who stop.

Join Mortgage Mornings! 

There Are No Magic Words: Better Messaging Starts With Better Questions

On Growth Notes, Frazier addresses the common question “What do I say?” from agents, clients, leads, and prospects, arguing there are no magic words or perfect scripts and that chasing them is a fool’s errand. He cites former FBI hostage negotiator Chris Voss, who relies on a method rather than a script, starting with listening to understand what the other person feels, fears, wants, and protects so the right words follow naturally. Frazier says loan officers often miss this by sending generic updates and rate emails, and urges messaging that focuses on what the recipient wants to hear. He recommends pausing before writing, asking what the person is experiencing and needs, then crafting a human, relevant message that builds real connection and drives business growth.

Growth Notes: Know Your ICP and Nail Your Messaging

Frazier builds on a prior discussion about familiarity by stressing that the more important factor is understanding your target audience and ideal customer profile (ICP) so messaging resonates. He emphasizes identifying where the audience congregates and using a targeted, segmented database (CRM or spreadsheet) to deliver the right message to the right people at the right time. He argues that poorly thought-out messaging and bad copy are the main reasons campaigns fail, especially when competing for attention from prospects, leads, clients, referral partners, or colleagues. Effective messaging should be simple, relevant to the audience’s situation, and compelling enough to drive action. He recommends an omnichannel approach (text, email, phone) with interconnected messages to build trust, engagement, and conversion.

Using the 7-11-4 Rule to Build Familiarity and Trust

Frazier shares a tactical Growth Notes framework for growing a business through consistent conversations and content: the Seven-Eleven-Four Rule, which says consumers need seven hours of interaction, 11 touch points, and engagement across four platforms before deciding. He explains that seven hours is total time spent consuming your brand content (videos, blogs, podcasts, webinars), touch points include emails, comments, DMs, ads, and website visits, and platforms can include YouTube, your website, newsletters, Instagram, or LinkedIn. In the current market, consumers are fearful and risk-averse, making familiarity the fastest proven path to trust. He notes people now need roughly double the number of exposures to remember you (around 27–28 vs. 12–14), urging listeners to be present, avoid “set it and forget it” campaigns, and treat every interaction as content.

Study Your Game Film: A 15-Minute Daily Review for Better Performance

In this Growth Notes episode, Frazier shares a takeaway from a recent Friday “What It Takes” call, comparing professional growth to athletes studying game film. He argues most people repeat the same routines without reflection, then wonder why they feel stuck. High performers, by contrast, review their days, listen back to recorded calls, and identify what went right, what went wrong, and what to adjust. Frazier recommends spending even 15 minutes daily reviewing calls, conversations, meetings, follow-ups, difficult loans, near-dead deals, and reconnected leads to refine what isn’t working and double down on strategies and conversion tactics that are working well.