Categories: things you can be an expert in

1. Prospecting
   • Asking for business?
   • Be driven, relentless, be a bulldog
   • Pound phones, impactful meetings, massive events
2. Products
   • Know the who (programs, brokers)
   • Know the what (the details, guidelines
   • Know the how (get the hard deal done)
3. People
   • Relationships – being liked, like others, caring, etc. 
   • Control the Borrowers – set expectations, communicate well, etc. 
   • Leadership – be someone that people      Rwant to follow, emulate 
4. Scripts
   • Standard scripts 
   • Mastering scripts
   • Overcoming objections
5. Processes
   • Checklist, systems, etc. 
   • Meticulous, detailed, clean files
   • Predictable and consistent outcomes 
6. Marketing
   • Fill the funnel 
   • Be you, be creative
   • Provide ideas
7. Profit
   • Be good with money
   • Help others with money (borrowers, partners, etc.)
   • How to make, save, and give
8. Support (more for the Managers in the room)
   • Inspire and empower 
   • Coach, accountability
   • Provide support