Document and Reverse Engineer Your Loan Closings

On Growth Notes, Frazier explains why documenting your day and especially tracing each closed loan back to its origin is critical to understanding how you make money. He argues that, like major companies, business owners should use data to identify what actions actually created opportunities, not just the “last mile” interaction such as a landing-page click. For every closing, he recommends reverse engineering the full path—referrals included—by noting who you contacted, what you said or sent, and how the relationship was developed. This documentation becomes a personal playbook of success that can be systemized, structured, repeated, and used consistently to avoid cycles of uncertainty about where the next deal will come from.

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