Log your activity
Tap Log to record who, when, and how. Points add up here and on your Scorecard.Needs your attention
Logged this week
Full activity logMy agents
Your 12 agents and everything you log with them: invitations, talk-tos, meetings, promises, and referrals. Whatever you log, from any page, lands in the activity log below.
My agent list
8 current partners and 4 prospective partners, each with one honest reason to connect. You’ll build this in Session 1. Each agent shows their last activity and the next step. Tap a name to see their full history.
Activity log
My scorecard
Everything you’re tracking this season in one place. Activity and outcomes are kept separate, so busy never gets confused with productive.
November coffee card
Points by week
Where your points come from
The “This week” column matches Log your activity on the This Week page.
Results: referrals and introductions
How you’re meeting
Badges
Be ready for your coach
For wallet share, compare referrals from current partners with your own prior comparable period. For market share, track first referrals from new relationships. A meeting without an immediate referral can still be valuable; activity doesn’t guarantee production.
Toolkit
Open this before you walk into a meeting.
Choose an opening that is true to the relationship. You don’t need breaking news to ask a thoughtful question, and you never need to invent a reason you were thinking about someone.
Use two or three that fit the moment. This is a conversation, not an interview. Start with business or something familiar, and ask permission before getting more personal.
A simple 25-minute meeting
Agree on who will do what, and by when. Stay flexible if the person needs more time on something important.
Respond to what you hear
If the need is personal, listen and ask what support would feel helpful. If it is practical, work through an option together. If they want to feel understood, acknowledge their experience before moving to advice.
You don’t need to turn every answer into mortgage business.
Close with an agreement
“What I’m hearing is [priority]. I can help by [specific action]. Would it be useful if I sent that by [day]? Let’s decide when we should reconnect.”
Record only the details you need for follow-through. Keep private disclosures out of group coaching and use approved systems for client information.
Checking in versus checking on
| Checking in gives information | Checking on builds relationship |
|---|---|
| How is the listing going? | How are you feeling about how things are going? |
| Here is the loan update. | What is creating the most pressure for you right now? |
| Anything coming up? | What is one thing I could take off your plate? |
Sessions
The coaching content for the season, in the order it happens. Each piece opens on its date.
Level Up
Relationship Season
Our 60-day Level Up program for November and December 2026. Earn time face-to-face with agent partners, find out what matters to them, bring help that fits, and follow through.
Facilitated by Joshua Dean, Director of Sales Coaching and Development
How to use this site
- This Week. Your mission, your activity, and what needs attention. Start here every day. Use the arrows on the mission to look back or ahead.
- My Agents. Your 12 agents and the full log of everything you do with them, from invitation to follow-through.
- Scorecard. Points, coffee card, promises, referrals, and badges.
- Toolkit. Scripts and questions to review before a meeting.
- Sessions. How it works, the two coaching sessions, and the value inventory. Each opens on its date.
The November challenge
Prioritize in-person meetings. Use a live Zoom when distance or scheduling gets in the way, and track the two formats separately. These are coaching targets, not production forecasts.
Two coaching sessions
60 minutes each, with fieldwork between sessions. Each session’s content, scripts, and exercises open on the day of the session, so you work through the season one step at a time.
What we mean by growth
Wallet share is earning more of an existing partner’s financing opportunities. Market share is creating relationships with additional agents.
Meetings create opportunities for both. Measure referral activity separately to see whether the relationship work is producing results.
How the team plays
Points reward the activity you control. Referrals are tracked separately and celebrated on their own, so nobody confuses busy with productive.
Weekly points
- Personalized invitation sent1 pt
- Meaningful conversation (talk-to)1 pt
- Meeting held on Zoom3 pts
- Meeting held in person5 pts
- Promise delivered on time3 pts
- December follow-up confirmed by the agent2 pts
Post your Friday total in the team chat. “Copy my Friday update” on This Week writes it for you. Highest weekly total picks the next team coffee spot.
Badges to earn
Friday Win Wall
Every Friday, each LO shares one anonymized learning with the group: something an agent said that you would have missed in a routine check-in.
Joshua picks one to open the next coaching call.
Accountability pairs
Pair up at Session 1. Partners role-play together, swap invitation drafts on Monday, and text each other a meeting count every Thursday.
Switch pairs at Session 2.
Using AI the right way
Use AI to prepare questions, organize notes, and draft follow-up. You own the conversation, the judgment, and the commitments. Personalize every message and protect confidential information.
What to say when you don’t have anything to say
What to expect in the session
Come ready to participate. Here is how the hour runs and what you’ll walk out with.
Checking in versus checking on
Checking in gives information. Checking on builds relationship. Both serve a purpose: give the business update when needed, then make room for the person. Listen before offering solutions.
Ask: “Would it help to talk it through, or would you like to work on a plan together?”
See the side-by-sideRewrite your opener
Exercise from minutes 8 to 18. Saves on this device.
Build your list
Minutes 18 to 28: add your 8 current and 4 prospective partners, each with one honest reason to connect. They become your coffee card.
Open my agent listPractice in pairs
Two minutes per conversation, one minute of feedback. Switch roles and repeat.
- Invite a busy current partner to coffee.
- Approach an agent you do not know well.
- Respond when the agent says business is slow.
What your partner listens for
- Did the opening sound personal?
- Was the question easy to answer?
- Did you listen and acknowledge the answer?
- Was the invitation specific?
- Did you avoid forcing a pitch or promising something you can’t deliver?
Field assignment
Complete your first 3 meetings by November 6 when possible. Count meaningful conversations (“talk-tos”) alongside meetings held. Bring three things to the next coaching discussion:
Your value inventory
Compare November 2025 with November 2026. Complete this before Session 2 on November 18; you’ll use it in the session. Your answers save on this device only.
My improvement statement
If you can’t prove an improvement yet, make it a development commitment: one behavior you can demonstrate within 30 days.
Examples to adapt only when they’re true for you
| Improvement | Benefit and evidence |
|---|---|
| I now compare payment and cash-to-close options before buyers make an offer. | Helps buyers and agents discuss tradeoffs earlier. Show an anonymized comparison you actually used. |
| I now send proactive status updates with the next milestone and owner. | Helps agents know what happens next. Show a real update with private details removed. |
| I now use short videos to explain financing options. | Gives clients an explanation they can revisit. Show a sample and relevant feedback. |
| I now review stalled pre-approvals with a documented next step. | Helps clients know what to work on. Bring an anonymized example of a plan and follow-through. |
Are you more valuable than you were a year ago?
Turn deeper understanding into a useful next step. Tenure alone doesn’t explain your value. Identify what you do better now, who benefits, and what evidence supports it.
What to expect in the session
Bring your completed value inventory and your meeting notes from the first two weeks.
Deepen wallet share with current partners
Listen without criticizing their other lender relationships. If the issue is a service gap, own it and agree on an improvement. If it’s a capability they don’t know about, explain only what you can actually provide.
See the wallet share scriptsBuild market share with prospective partners
Respect what already works for them. Suggest a small first experience that addresses a need they named: a scenario review, a buyer education conversation, or a listing strategy discussion.
See the market share scriptsShare value in the setting you’re in
- Coffee. Share a 30-second example after you’ve listened.
- Zoom. Ask permission to show one relevant page.
- Presentation. Three slides: the agent’s problem, your improved approach, and a real example with an invitation to try it.
Serve before you ask for more
- Did you understand the actual need?
- Did your example fit it?
- Was the business invitation earned and clear?
- Did you leave with a realistic commitment?
If no useful fit emerged, maintain the relationship without forcing a next step.