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“Strike Rate, Stale Leads, and Regret”

In this unfiltered episode of The MLO Project, Frazier and Michael go off the rails (and the map) with a fiery breakdown of one of the most neglected goldmines in the mortgage business: your damn database.

Coming off the Accelerate session at Fuse, the guys break down why strike rate conversations are a no-brainer, why most LOs fumble their past client relationships, and why assuming someone else isn’t talking to your past client is the biggest mistake you can make.

This one’s part strategy, part mindset slap, and 100% a reality check for any LO who’s sitting on a list of names and numbers they haven’t touched in years.

💣 Topics Covered:

• Why your stale database is still your biggest asset
• What “strike rate” really means—and why you need one for every past client
• The biggest mistake brokers make with CRMs
• What Barry Habib, Jonathon Haddad, and top brokers agree on
• The “plan, not pitch” approach to reactivating leads
• How to use conversations as currency—because silence doesn’t convert
• Why assuming they’re not talking to another LO is how you lose
• Creating actual relevance in your follow-ups (no generic “just checking in” crap)

📌 Tactical Moves You’ll Learn:

• How to create personalized strike rate targets for every client
• Scripts for breaking the silence with old leads
• The “Plan on Paper” strategy (aka: the only follow-up they won’t throw away)
• How to stop asking “what should I say?” and start saying the right things
• Why every convo should create the next convo—and how to do it

🎯 Bottom line: If you're not talking to your database, someone else is.
 Start acting like your past clients are future income, not ancient history.

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