In this episode of 'Make the Call', host Dave Gallegos engages in a deep conversation with Brian O'Connell, exploring his journey from military service to the mortgage industry. They discuss the challenges faced in both fields, the importance of mentorship, and the value of building relationships in sales. Brian shares insights on navigating the mortgage landscape, the significance of setting expectations with clients, and his aspirations for the future as he prepares to retire from military service. The conversation highlights the resilience required in both the military and mortgage sectors, emphasizing the human element in every transaction.

Episode Highlights:

00:00 Introduction to the Podcast and Guest

01:10 Brian O'Connell's Background and Military Experience

03:56 Transitioning from Military to Mortgage Industry

07:22 Leadership and Mentorship in the Military

09:57 The Impact of Military Service on Personal Growth

13:17 The Importance of Gratitude and Perspective

16:08 Navigating Family Life with Military Service

18:57 The Journey in the Mortgage Industry

22:11 Understanding VA Loans and Client Relationships

30:02 Building Relationships in Business

30:11 Navigating Sales Dynamics

32:28 Resilience from Military Experience

37:40 The Journey of Cold Calling

40:32 Adapting to Industry Changes

43:59 The Importance of Mentorship

49:17 Setting Expectations in Transactions

53:33 The Value of Family in Business

In this episode, Dave Gallegos unpacks the powerful concept of “Your Vital Few” from Darren Hardy’s Insane Productivity system, diving into how focusing on a small number of high-impact tasks can transform your business. He explains how identifying and doubling down on the activities that generate the most income and align with your strengths is the key to exponential growth. By eliminating distractions and outsourcing or delegating the rest, sales professionals can work smarter, not harder. Packed with practical insights and real-world examples, this episode is a game-changer for anyone ready to maximize productivity and results.

Episode Highlights:

00:00 - Introduction  

01:00 - The Mortgage Business & Time Ownership  

02:05 - The Influence of Darren Hardy  

03:35 - Defining the "Vital Few"  

05:00 - Real Estate Example: Delegating Everything Else  

06:45 - Time Tracking & the Prospecting Reality  

08:05 - The Loan Officer’s Vital Few  

09:50 - The Delegation Trap  

11:15 - Hourly Value vs. Task Value  

12:35 - Building Capacity to Grow  

14:00 - Scaling Smarter: Team Building & Profit Margins  

15:30 - Final Thoughts & Quote of the Week

In this episode of 'Make the Call', Dave Gallegos discusses the importance of understanding your worth in sales and how to maximize productivity. He emphasizes the need for salespeople to focus on high-value tasks, delegate lower-value activities, and track their time to ensure they are working efficiently. By determining their hourly rate and aligning their activities with their income goals, sales professionals can significantly increase their earnings and job satisfaction.

Episode Highlights:

00:00 Introduction to Sales Motivation

02:13 Understanding Your Worth in Sales

05:18 Maximizing Productivity Through Value

07:49 The Importance of Delegation

13:34 Conclusion and Key Takeaways

In this episode of 'Make the Call', Dave Gallegos discusses the importance of productivity and time management for loan officers and real estate agents. He emphasizes the paradox of doing less to achieve more, the necessity of intentional prospecting, and the creation of a 'no' system to maintain focus. The episode also covers the Sunday planning system and the discipline required to succeed in sales, drawing comparisons to retail work to highlight the need for accountability and structure in a flexible work environment.

Episode Highlights:

00:00 Introduction to Productivity in Sales

00:54 The Paradox of Freedom and Productivity

02:35 Lessons from Early Career Training

06:03 The Importance of Time Blocking

10:01 Creating a 'No' System for Focus

13:04 The Sunday Planning System

17:11 Discipline in Sales: A Comparison to Retail

21:04 Conclusion and Key Takeaways

In this episode of Make the Call, Dave Gallegos discusses the importance of focusing on essential tasks to enhance productivity in sales. He emphasizes the Pareto Principle, which states that 80% of results come from 20% of efforts, and encourages listeners to eliminate non-essential activities to maximize their effectiveness. The episode also highlights the critical role of prospecting in sales and offers insights on how to prioritize tasks for better outcomes.

Episode Highlights:

00:00 Introduction

01:56 The Principle of Doing Less to Achieve More

05:01 Understanding the Pareto Principle in Business

08:44 The Importance of Prospecting in Sales

11:22 Developing a 'No' System for Success

13:08 Maximizing Your Superpower for Results

In this episode, Dave Gallegos discusses the detrimental effects of multitasking on productivity, particularly in the mortgage and real estate sectors. He emphasizes that multitasking is a myth and accurately describes it as 'switch tasking', where individuals rapidly shift their attention between tasks, leading to inefficiency and increased errors. Dave provides practical examples and strategies to improve focus and efficiency, urging listeners to eliminate distractions and concentrate on one task at a time for better results.

Episode Highlights

00:00 Introduction to Productivity Challenges

00:38 The Myth of Multitasking

02:48 Understanding Task Switching vs. Multitasking

06:05 Cognitive Load and Task Efficiency

09:35 Strategies for Improved Focus

12:16 Time Management and Capacity Building

“You can’t manage time, only your behavior.”

In this episode of 'Make the Call', Dave Gallegos discusses the challenges of productivity, particularly in the mortgage and real estate sectors. He emphasizes that while time cannot be managed, behavior can be, and highlights the dangers of multitasking. Drawing from Darren Hardy's insights, Dave shares strategies for focused work, urging listeners to eliminate distractions and commit to single-tasking for improved efficiency and effectiveness.

Episode Highlights

00:00 Introduction to Productivity Challenges

02:54 The Myth of Multitasking

10:32 Strategies for Focused Work

In this episode of 'Make the Call', Dave Gallegos discusses the importance of productivity in sales, particularly in the mortgage and real estate sectors. He emphasizes the impact of digital distractions, the compulsive nature of smartphone use, and how these factors can hinder productivity. Drawing from Darren Hardy's program 'Insane Productivity', Dave shares insights on managing distractions, understanding ADD, and focusing on goals to achieve success. He highlights the significance of being present in personal interactions and the necessity of directing attention towards meaningful tasks to enhance productivity.

Episode Highlights:

00:00 A World of Distractions

04:48 Overcoming ADD

09:30 The Importance of Focus in Achieving Success

In this episode, Dave Gallegos discusses the critical importance of business planning for sales professionals, particularly in the mortgage industry. He emphasizes the need for salespeople to understand their income goals, lead generation, and the role of CRM systems in managing their business effectively. The conversation also highlights the significance of personal productivity and the impact of distractions on achieving success. Drawing from Darren Hardy's 'Insane Productivity', Dave shares insights on how to maximize productivity and focus on behaviors that lead to success.

Episode Highlights:

00:00 Introduction to Sales and Business Planning

04:04 The Importance of Business Planning in Sales

08:36 Darren Hardy and the Compound Effect

13:38 Digital Distractions and Their Impact

19:32 Conclusion and Call to Action

In this episode, Dave Gallegos discusses the essential elements of achieving sales success, including walking us through his own plan for Goal Achievement. He emphasizes the importance of personal accountability, the need to surround oneself with supportive individuals, and introduces the Zenith Four-Step Goal Achievement System. This system encourages listeners to dream big, break down their goals, and create an environment that fosters success. Through personal anecdotes and practical advice, Dave inspires sales professionals to commit to their goals and develop lasting habits that lead to success.

Zenith Four -Step Bulletproof Goal Achievement System

1. Dream Big

2. Break down and identify the key milestones and actions required to turn my dream into a reality

3. Craft an Action Blueprint

4. Execute a Commitment Lockdown

Episode Highlights:

00:00 Introduction and Purpose of the Podcast

02:20 The Importance of Surrounding Yourself with Successful Minded People

06:45 The Zenith Four-Step Bulletproof Goal Achievement System

09:15 Creating a Commitment Lockdown

14:45 Identifying Meaningful Penalties and Rewards

16:30 Embracing Discipline and Achieving Success

18:15 Conclusion and Call to Action