In this episode of Growth Notes, Frazier unpacks a critical skill that separates top-performing loan officers from the rest—listening. Most professionals talk too much, trying to impress with answers, stats, and scripts. But real influence comes when you flip the script and speak less than 40% of the time.

Frazier dives into the power of asking better questions, staying quiet long enough to hear the real concerns, and using silence as a tool—not a weakness. When you truly listen, clients feel heard, understood, and valued—and that’s where trust is built.

Want stronger relationships and more conversions? Shut up and listen. Your next deal might depend on it.