Growth Notes

Failing Forward: Stop Trying to Revive Dead Horses In this Growth Notes episode, Frazier shares an excerpt from the book Failing Forward about inflexibility being a relentless enemy of achievement, personal growth, and success. He reads a humorous “top ten strategies for dealing with a dead horse” list—ranging from buying a stronger whip and forming committees to redefining what a live horse is an...

No Shortcuts: Build a Predictable Sales Process in Mortgage Lending On Growth Notes, Frazier connects the idea of shortcuts and hacks to sales effectiveness, arguing that efficiency should never come at the expense of a disciplined process. He reminds listeners about Mortgage Mornings every Wednesday at 10:00 AM Eastern, featuring a session on health and wellness in the industry with Anthony Casa....

No Margin for Sloppy: Win Trust With Fundamentals Frazier explains that in today’s market there is no room for sloppy execution because borrowers scrutinize everything: responsiveness, clarity, organization, confidence, follow-up, and how you handle pressure. Homebuyers are making a high-stakes decision and scan for reasons to feel safe while negative moments—missed calls, confusing emails, rushed...

Memorial Day: Living and Spending the Gift of Freedom On a Memorial Day episode of Growth Notes, Frazier reflects on how saying “Happy Memorial Day” feels strange given the day’s purpose: honoring the men and women who made the ultimate sacrifice and did not come home. He emphasizes that the freedom to build businesses and pursue goals exists because someone else paid the price—someone’s son, daug...

Parkinson’s Law: Use 15-Minute Focus Sprints to Stop Letting Work Expand Frazier explains Parkinson’s Law—work expands to fill the time you give it—and how it causes people to mismanage calendars and prospecting by assigning loose, all-day “containers” to small tasks like making 30 calls. He describes how open-ended blocks invite distractions (email, CRM, coffee, organizing) and lead to low output...

Work With Your Brain: Focus Blocks to Beat Distraction Frazier explains that distraction is not simply a discipline problem but a “worst enemy” problem because the brain is wired for novelty and dopamine, making repetitive revenue-generating tasks like follow-up calls, CRM updates, and client outreach feel boring. He notes that white-knuckling discipline only works temporarily before people drift...

Protect Your Prime Selling Time: Stop Losing Hours to Distractions In this Growth Notes episode, Frazier warns that most sales professionals lose two to three hours of prime selling time each day to trivial distractions like notifications, emails, texts, DMs, and internet detours. He highlights that the average person stays on task only 11 minutes before getting distracted, and it can take 25–26 m...

In this Growth Notes episode, Frazier shares a takeaway from a coaching call about balance and urges listeners to ask, “Who am I becoming while building what I want?” He emphasizes that beyond goals like business growth, leads, income, and freedom, people should consider whether the person they are becoming can enjoy the success they are chasing. Frazier warns that success can be self-deceptive wh...

Rethinking Balance in the Mortgage Business: Work, Family, and Guilt Frazier discusses feeling like you’re failing at everything and argues it often comes from guilt around work-life balance in the mortgage industry. He says you’re not failing your family by working or failing your business by being home, and that the real problem isn’t the hours or market pressures but the constant sense that you...

Stop Negotiating With Yourself: Prospect First In this Growth Notes episode, Frazier warns that the one person you should never negotiate with is yourself, because self-negotiation leads to procrastination on essential sales activities like prospecting calls, follow-ups, reconnecting with clients, sending messages, recording video, and creating conversations. He describes the “little attorney” in...

Prioritize Impactful Work Over Important Noise Frazier tells listeners that many tasks can be important but not impactful, and if they aren’t impactful they aren’t priorities. He explains that priority means what matters most right now, and treating every important task like a priority keeps people reacting all day while business-growing work gets delayed. Drawing on his experience coaching loan o...

Growth Notes Behind the Scenes: A Five-Step Training Process for Hiring and Scaling Frazier welcomes newer Growth Notes listeners and shares behind-the-scenes context on how he captures lessons from his own growth journey through coaching, consulting, calls, and webinars, using notes stored on his Remarkable device. He shifts gears to discuss a topic relevant to scaling and hiring: the importance...

Entrepreneur vs. Employee Mindset: Choosing How to Build in This Industry On Growth Notes, Frazier explains there are two ways to approach the industry: as an entrepreneur or as an employee, and neither is wrong unless someone tries to follow one structure with the other mindset. He argues that building something great requires an entrepreneurial approach, where you act as the CEO of your own bran...

Being Known Gets You Chosen in the AI Economy On Growth Notes, Frazier expands on his Detroit talk about winning in the AI economy, arguing that the most qualified professional doesn’t always win; the most visible and trusted does. Consumers choose who feels safest, and safety comes from familiarity built through repeated exposure across feeds, inboxes, search, YouTube, Google, and local community...

How to Win in the AI Economy: Be Present, Be Known, Be Found From Detroit on his way back to Atlanta, Frazier recaps speaking at Safe Trust Mortgage’s Broker Up event ahead of UWM Live, noting strong speakers, networking, and that he changed his talk last-minute based on the room setup and inspiration from Kyle Draper at MortgageCon. His message focused on how to win in the AI economy with three j...

Own 100%: Time, Pipeline, Outcomes On Growth Notes, Frazier shares a Wednesday update while traveling to Detroit for the Broker Up event and UWM Live, then reinforces his message about winning your day by owning it with 100% responsibility. He argues that your business results belong entirely to you—your time, pipeline, and outcomes—without blaming the market, rates, geopolitical events, or others...

Own Your Day to Win Your Day: Frazier’s Advice for Loan Officers On Growth Notes, Frazier shares advice for loan officers in any market: you can’t win your day until you own your day. He warns against starting the morning by doom scrolling and reacting to inboxes, calls, and interruptions, which leads to feeling behind and exhausted. He says owning your day is simple and comes down to four actions...

Working Smart and Hard Through a Market Shift Frazier opens Growth Notes by addressing the current market transition and explains that thriving during a shift may require being “all gas and no brakes,” working longer hours and sometimes harder for the same results. He argues there is no easy way out in a new economy and that getting ahead won’t come from working less; instead, the goal is to work...

Mother’s Day Growth Notes: Lessons From a Mortgage Mom On a Sunday episode of Growth Notes, Frazier wishes listeners a happy Mother’s Day and reflects on business lessons learned from his mom while working in the family mortgage company where she was CEO. He shares how the experience taught him to run meetings, navigate different personalities and executive dynamics, and manage salespeople in a ne...

The Power of One More: Winning When You’re Ready to Quit In this Growth Notes episode, Frazier emphasizes the idea of doing “one more” when you’ve finished your to-do list and feel ready to stop—one more call, email, video, conversation, or database touch—as the key difference between people who merely show up and those who achieve greatness. Referencing Ed Mylett’s book The Power of One More, he...

Relaxed, Assertive Confidence: Built Through Preparation and Practice On the May 8 episode of Growth Notes, Frazier explains that relaxed, assertive confidence—calm, grounded energy that shifts a room—is the most powerful emotional state for sales and is a skill that must be built. He says prospects and partners constantly read a salesperson’s words, pauses, and energy, especially in high-ticket s...

Reframing Objections as Feedback to Improve Your Pitch On Growth Notes, Frazier continues discussing messaging and “walking into no’s,” urging listeners to reframe objections as valuable feedback rather than rejection. He explains that common objections (rates, market crash fears, wanting to think, using a bank, waiting) often trigger defensive arguing, scrambling, or moving on, none of which help...

Get Good at the No: Prospecting Through Rejection Frazier opens with a reminder that Mortgage Mornings airs at 10:00 AM EST with Michael McAlister, where they’ll discuss “vibe coding” and review apps they built, including the good, bad, and ugly. In today’s Growth Note, he explains that consumers are wired to distrust sales outreach and default to saying “no,” a tendency intensified by economic pr...

There Are No Magic Words: Better Messaging Starts With Better Questions On Growth Notes, Frazier addresses the common question “What do I say?” from agents, clients, leads, and prospects, arguing there are no magic words or perfect scripts and that chasing them is a fool’s errand. He cites former FBI hostage negotiator Chris Voss, who relies on a method rather than a script, starting with listenin...

Growth Notes: Know Your ICP and Nail Your Messaging Frazier builds on a prior discussion about familiarity by stressing that the more important factor is understanding your target audience and ideal customer profile (ICP) so messaging resonates. He emphasizes identifying where the audience congregates and using a targeted, segmented database (CRM or spreadsheet) to deliver the right message to the...