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Know Your Numbers: Operate Like a Business Owner
Frazier recaps a Mortgage Mornings kickoff call with Jonathan, who shared sales strategies including communication and knowing your numbers, and encourages listeners to join future sessions. Frazier emphasizes treating your business like an owner would—understanding performance from “cradle to grave” by tracking what’s working and what’s not, so changes and optimizations are based on objective data rather than feelings. He notes that people often rely on “I feel like” assumptions instead of reality and offers a test: write down your top five most valuable agent relationships from memory, then compare that list to year-to-date numbers to see if perceptions match results. He closes by urging listeners to become better operators in their business now.
