Summary: Interview with Joey

— Building a Scalable Mortgage Business Through Simplicity, Systems, and Presence

Joey, a former high school teacher turned high-performing loan officer, shares his rapid ascent in the mortgage world after transitioning from Movement Mortgage’s consumer-direct channel to a local retail model. In just two years, Joey grew from zero to over $37M in annual production. This growth came not through complex strategies, but by simplifying his workflow, leveraging automation, and staying laser-focused on meaningful client and referral partner interactions.

His approach focuses on measuring success in moments, not minutes; trusting and empowering a capable team; and removing friction through smart tech tools that allow him to stay fully present. Joey shares how he delegates, automates, and adapts his processes—proving that sustainable growth doesn’t require burnout, just clarity and commitment.

 

 

5 Practical Application Steps

 

 

1. Measure Success in Moments, Not Minutes

“It’s not how much time you spend, it’s the impact you make in each moment.”

• Shift focus from grinding long hours to maximizing the quality of key moments — with clients, referral partners, and family.

• Joey eliminated stress-inducing tasks like note-taking by using call recording + AI transcription to document and share client conversations automatically.

• This allowed him to be fully present in every call, pick up on buying signals, and build deeper connections — increasing referrals and satisfaction.

 

 

2. Automate Documentation Using Tech Tools

“I’m not good at note-taking — so I let AI do it for me.”

• Use a call-recording app (e.g., native Google Pixel feature or Ploud device) to capture borrower conversations.

• Upload the transcript to a custom chatbot (e.g., Gemini or ChatGPT) that extracts:

• 🔹 Internal bullet points for your team

• 🔹 Email recaps for the client

• 🔹 Agent update emails

• This creates a consistent client experience without draining time or energy.

 

 

3. Focus on What You Need to Do, Not Just What You Want to Do

“I was overcomplicating the strategy. I just needed to call people.”

• Joey admits he once obsessed over what he wanted to happen (e.g., big builder accounts, cool marketing strategies), when what he needed was simple: connect with more people.

• He re-committed to the basics — phone calls, Annual Mortgage Reviews (AMRs), and face-to-face conversations.

• The outcome? Greater consistency, higher conversion, and a better use of his time.

 

 

4. Simplify Your Process Around Your Strengths

“I’m not a details guy — I’m a relationship guy.”

• Instead of forcing himself into complex checklist systems, Joey:

• Delegated most of the loan lifecycle to his seasoned team

• Focused on his unique value: connecting with clients and generating leads

• Used tools like the SRT team for refis — leading to 3 extra deals from a single client without additional effort

• Build your business around your zone of genius, and let others thrive in theirs.

 

 

5. Turn Good Intentions into Unstoppable Impact

“You don’t have to be the only one driving the result.”

• Joey realized that trying to control everything created burnout, not excellence.

• Instead, he shifted his mindset to trusting his team and building a clear, shared process.

• He celebrates when reviews mention his teammates — because it means the system is working, and the client experience is replicable and scalable.

 

 

Bonus Habit: Use the “Start / Stop / Keep” Reflection Each Quarter

Joey and his team regularly review:

• Start: What new strategies or habits will we try?

• Stop: What is no longer serving us?

• Keep: What’s working that we’ll double down on?

This simple cadence ensures the business is always evolving — without ever getting off track.

 

 

Key Takeaways:

• Simplicity scales — success isn’t about doing more; it’s about doing what matters most, better.

• Presence builds trust — when you’re not distracted by notes or multitasking, you catch details others miss.

• Systems free you — automation doesn’t replace human connection; it enhances it by removing friction.

• Trust your team — delegation enables freedom, consistency, and a truly referable experience.

 

 

💬 Final Words from Joey:

“You don’t need 10 years to build something great. You just have to do the work, trust your team, and stay focused on connection.”

 

 

📨 Need help implementing this? Reach out to [email protected] to learn how to set up tech workflows, define your process, or simplify your client experience.