You Do Not Need More Motivation You Need A Clear Why With Mandi Feely-Swain

A lot of business advice sounds good until the market turns, the pipeline dries up, and the bills still show up on time. That is why this conversation with Mandi Feely-Swain hits different. She is a mortgage lender who helped grow Premier Mortgage Resources into a roughly 500-employee company, but she also remembers what it feels like to carry six-figure red numbers, make hard calls, and keep going when confidence is not automatic.

We dig into what actually creates traction in a commission-based business: showing up with the right mindset, staying anchored to a clear why, and getting your plan out of your head and onto paper. Mandy shares how a turning point decision to get back on the front line changed everything, not just for her production but for the culture around her. We also talk about leading without getting distracted by shiny objects, building with values like vision, hustle, grit, and execute, and why a business plan should be reviewed constantly as rates, buyer demand, and technology keep shifting.

Then we get practical about sales. Mandi’s philosophy is simple and powerful: sales is not about pushing or “closing,” it is about helping people get what they came for. If you sell mortgages, insurance, professional services, or anything built on trust and referrals, you will hear language you can use immediately. Mandy also shares details on her book Origination Boost and how listeners can grab the ebook and request the audio version.

If you get value from this, subscribe, share the episode with a business owner who needs a reset, and leave a review so more people can find the show.

Transcript

Why Plans Belong On Paper

SPEAKER_01 0:00

And every year I encourage people to write a business plan. If you're a business owner that's struggling, I highly encourage you to write a personal plan, a business plan, and a financial plan and get it in writing. And then if you're on the journey yourself and your spouse is working, or you know, they're not working in your business per se, share that plan with them. Because if it means that you're going to work 50, 60 hours a week to reach your goals, your spouse and that person that loves you the most in the world needs to know what you're playing for.

SPEAKER_00 0:34

Welcome again to the Commission Code Podcast. We appreciate you taking the time to listen and join us here today. We're here to help you increase your business revenue and have time to enjoy it. I'm your host, Morris Sims. I've been consulting and training business people for, well, let's just say over 40 years. We're focused on increasing revenue and having time to enjoy it. After years as a professional salesperson, I spent 32 years in the corporate world. I retired as vice president and chief learning officer of the sales department of a large insurance company where we designed and built and delivered training for over 12,000 professional salespeople. Now I get to consult one-on-one, helping people grow their business and organize themselves to make the most of the time they have. We also build online courses to support business owners in their work as they strive to build the business that they've always wanted. Our objective is really very simple. It's this we're here to help you get what you want from your business and your life. So, right now, let's get on with this episode.

Meet Mandy And Her Playbook

SPEAKER_00 1:47

Mandy Feely Swain is our guest today on the Commission Code, and I gotta tell you, I am impressed and excited about the conversation we're gonna have today. Mandy runs a business, Premier Mortgage Associates, and I gotta tell you, that's not a not a corner store kind of an operation here. We're talking about 500 employees and a big business that she's built. But she started off uh just like all of us, and I think she's got some great things to share with us. Mandy, thank you for being here today.

SPEAKER_01 2:20

Oh, thank you so much. I'm so grateful we were able to connect and be here today. Thank you.

SPEAKER_00 2:25

Me too. And and boy, howdy, you have certainly uh knocked the cover off the ball, young lady, and got a win.

SPEAKER_01 2:31

Well, I guess you know, we our parents didn't have us so that we were fine or okay in this life. They had us so that we do, you know, be as great as we had the potential to be. And so every day I just strive to be better than I was yesterday.

SPEAKER_00 2:44

There you go. And you've got a best-selling book on the market.

SPEAKER_01 2:48

Yeah, oh my gosh. Thank you so much for bringing that up. I I tend not to talk about the achievements, but uh it I'd be remiss in saying that um the team around me really supported the book launch. And uh last week we launched Origination Boost. It's really my playbook uh for my business. It's the sales things that I did in my business to be a top performer um in the mortgage industry year after year after year. And this is my 30th going into my 31st year in the mortgage space. And uh um I share though those sales techniques, but I think at the heart of it, I share that at times in um any business, you can have challenges, you can have misalignments, you can have pivots and shifts in a business. And uh it's how you choose to come through that experience and find the light and the darkness of those times that I share and I'm pretty open about. Um if if for those of that have met me, they'll know that I'm pretty, you know, I'm just gonna tell you everything. And and that's what I do in the book. And people are surprised that an originator would open up their, you know, secret code and tell you all the things they did in their career, but I didn't know how else to write a book. And I was honored to interview eight other originators in the book that also are top performers and share their stories because I wanted to read a book that had more that was about more than just a girl in Idaho. So I have folks from all over the country that are featured and uh they are top performers in their own right. And so we launched the book on the fourth and through the 18th. You can get it for only 99 cents on the for an ebook on Amazon. Um, thanks to Amazon for putting us out there and and making us a number one bestseller. But uh yeah, it's been a great journey, and I'm just happy to have the opportunity to be the author and and be part of the experience.

SPEAKER_00 4:44

Oh, that's great. Idaho. Okay, all right. Well, well, after this is over with, we're gonna have to have a conversation about college football.

SPEAKER_01 4:52

Yeah, yeah. Yeah, I'm a Boise State Bronco, so yeah, I bleed blue and orange um until my daughter went to the University of Idaho, and then I now go I D A H O Idaho, Idaho, go, go, go. So uh yeah, we definitely can talk because I see I see uh your logo there on your shirt. And so yeah, we can definitely talk about all the things football. I love football.

SPEAKER_00 5:12

Oh, me too. I'm from the South, so obviously you, you know, that's that's part of the culture of who we are, that's

Choosing Commission Over Comfort

SPEAKER_00 5:18

for sure. Mandy, tell me a little bit about um your your your journey to get here. Where did this all stop? I bet you didn't start thinking, gee, I want to go out and run a business that that depends on a hundred percent commission.

SPEAKER_01 5:33

No, um, my parents um were amazing and are amazing humans. Um my dad since passed away, but what they taught me is they're very grounded. They traded time for money. And when I was a kid, I didn't really understand that, right? I had no concept of what a self-employed business looked like because my parents were amazing humans and they excelled in their careers and they were they'd been at their jobs a very long time. And so for me, when I was presented the opportunity to be a loan officer and be commission based with no like guarantee at all, I thought that sounded like a crazy idea. Um it sounded wild and crazy. And I think that um any business owner, that's you have to have something in you, a fire in your belly, a belief in yourself, a belief in an idea or a concept that you feel so passionate about that that passion overrides the fear and lack of that zero that you start with, right? And uh so for me, that has not always been easy, honestly. Um, my husband is very much the visionary in our relationship. And so I encourage you that if you are not somebody that can see the bigger picture, find some a nice human that loves you enough to help guide you through that. I'm more of a give me the steps and I'll I'll walk the path. But um so he's been the visionary in my life. And and as far as the business goes, because usually I'm play play it more safe, and he's definitely so we are a good yin and yang. And in 2015, uh he we had a um we're doing a lot of business and things were good and we were making money, and we were with a successful IMB. And uh we in 2015, my husband came to me and said, I want to buy into this company called Premier Mortgage Resources. I I know the gentleman that the founders, uh Rich Ford and Greg Morecki, who started it, and I wanna go and we're gonna just quit quit our J O Bs, right? That we had this, we we were all commission based, you know, but it was still stability, right? So we were gonna just one day gonna leave this opportunity and go buy into a company. And uh I told him, I'm like, I don't, I honestly I didn't understand. I mean, I I don't get it. Why are we doing this? Like, we're good, our family's stable. After coming out of the recession, the crash of the market and having stability for four years, that meant a lot, right? And uh, so he said, You gotta swing. If you, if you don't ever take the swing, you you're never gonna get you're never gonna hit the ball. So you've gotta, and he had enough belief in us as a as a team that we could do it. And in 2015, we bought into Premier and subsequently we bought out our our partners. They retired, and and one of a one of the founding partners still works here at Premier. And um, then in 2021, we actually sold it to our employees as an eesop. And we're just really grounded in the fact that we want amazing humans that do home loans, not brilliant jerks that happen to do home loans. And uh that's a good idea.

SPEAKER_00 8:45

Yeah, I like that.

SPEAKER_01 8:45

Yeah, I mean, if you've got amazing humans around you, what what more can you ask for, right? And uh so we started and we were at the time, I think, you know, doing like 180 million dollars in in loans and uh and had I don't know, 50, 60, 70, I don't know how many employees at the time, but it was it was under 100, I can guarantee you. And uh fast forward to today, uh last year we funded over $2 billion in production. We have our Fannie Freddie Jenny made tickets, we're very proud of that. And uh um we have right at 500 employees today and are looking for more amazing humans to join our company. So we just uh we just feel very blessed, honestly. God, it's been a it's been a walk with God along the way, and um, there's been days that we just had to give it to him because we were not in control anymore. We had to do our part, but some of the things we just had to let him have the things we couldn't take care of. And so that has been our backbone, and uh so amazing humans and uh and God willing, we succeed and and continue to in any market.

SPEAKER_00 9:52

Isn't it amazing how that works when you trust in the Lord and let him handle things? He takes care of everything, it's it's just incredible the way it works, as long as we keep our head down and do the do our part. Yeah, do our part. Do you know use the gifts that we've been given to actually get out and help people get what they want? And that's that's been my philosophy a long time now, and it it just it makes all the difference in the world. That too could be another entire podcast, but I might have to come back. I know, I wish you would. Yeah, the the uh the fact is you didn't start out on top, and you you've had a you've had some challenges along the way. Tell us how you got from not being on top to being on top.

The Crash Debt And A Turning Point

SPEAKER_01 10:41

Yeah, so story kind of goes like this. We were working for an IMB in an independent mortgage banker, not like a bank you go to do depositories. So when I say IMB, if you're like, what the biscuit is she talking about, that's what I'm talking about. Um, an independent mortgage bank, we fund mortgage loans. That's what we do. We don't do cars, we don't do deposits, none of that. Um, so we were working for a great IMB, and uh we have we are responsible to look at what our profit and loss is for the branches we manage there. And it was becoming evidently clear after the crash, Idaho, a lot of our business was in Idaho, and it was a our average loan size was like $105,000. Wow. We ran like crazy ahead of the the housing room crash, and then we dropped like a rock in Boise, Idaho. And so I we had a team around us, they were doing home loans as many as they could, and things that things that got interesting. I put $60,000 on my personal credit cards for to pay bills for the branch. I'd um we our PL with our current company was very much in the red at six figures. And like you and I said, you you asked me earlier, you're like, was it 600,000? I said, oh, it could have been, it could have felt like a billion dollars to me, you know. Uh any red was like a lot of weight to carry, especially with the market at that time. And uh thank God that that that that company worked with us. And and but what happened is and the tipping point in our decision and where we are today happened at a sushi restaurant. And it happened, I was sitting across from my husband, and I said to him, I need to get back to the front line and start doing home loans again and start working with buyers again. And uh, because I was waiting for those of those folks around us to want it and need it as bad as we did. Um, you know, our kids were three and six. I mean, it was just you can coach, train, motivate people, but you can't make them want it. And I learned that lesson and I wanted it. I wanted it and I needed it, and I I had these two little wives called Allison and Blake, and they needed their mom to perform, and um, they needed a roof over their head and they needed Montessorian food and all the things that kids need. And so I told my husband, I said, I'm going back to work. I'm going back to work and uh I'm going back to work on the front line and start doing home loans. And that year of 12 was a growth year. We not only got out of that black icky number, uh, you know, the red icky number, I should say, back into the black on the PL. And um we uh we did that and closed 82 loans. And then what happened is this strange thing happened is originators around me were watching me not only wear this branch manager hat and leadership hat, but also closing loans. And they said, they said, well, Manny's doing it. I should be able to do that. And so they started to have the same behavior. They, they, they as the leader, right? And sometimes if your business is not doing as well as you want, maybe you should get grassroots, right? You should get to the front line and figure out, you know, what pain points your team has and and lead from that aspect. And and that's why even today, my title is executive vice president of premier mortgage resources, which I'm blessed to have that title, um, and branch manager and production leader. But um, my most honored job is being a loan originator and helping Americans build wealth through home ownership. And so I won't give up my leadership position as a frontline leader, as a loan originator, helping Americans get financing for their homes, because I really do believe that was the tipping point of what makes Premiere special, because I I just I know what our originators do every day. I know what Americans are going through. Uh, and I'm not disconnected from that as an EVP. So no matter what hats they give me, I um will always be really proud to have been a lone originator. So fast forward, and we our company's thriving and succeeding. But yeah, that was the tipping point is that sushi restaurant.

SPEAKER_00 14:52

That's outstanding. Absolutely. It's outstanding that there's a sushi restaurant in Boise, Idaho. I mean, come on.

SPEAKER_01 15:01

I don't, you know, it's it's pretty good. I don't know. I don't know.

SPEAKER_00 15:05

That's super, that is super. Well, going through all of this, Mandy, I mean, you've you've been through it

Show Up Daily And Refocus

SPEAKER_00 15:10

all. You've you've built this company. We looking back or looking forward for a business owner out there today who's trying to to get out of that that deep well that sometimes we find ourselves in, you emphasize consistency and habits. What are the couple of three things that you think a business owner really needs to focus on today?

SPEAKER_01 15:34

Yeah, I think obviously it depends on the business you're in. But for me, it's about showing up. That's like number one, show up. Show up with the right mindset and the right attitude. Um, and on those days you're not quite there, you know, even high performers don't always have a hundred percent days. Let's be honest.

SPEAKER_00 15:57

Amen.

SPEAKER_01 15:58

But uh I think that those folks that are at that place where they're like, gosh, am I am I doing the right thing for my family? Am I I where am I on this? Focus on your why. And I can't emphasize that enough for me when things were pear-shaped and and and money was tight and McDonald's was our, you know, Wednesday night half half off Happy Meals was our jam. Um and thank God for that. Um I think that for me, I focused on my why very heavily, you know, because there were days that were they were heavy and hard. And but I remembered that I had a had why, and that was being a mom to my two kids and needing to provide for them. And and so, and now it fast forward and and my why is different. You know, my why is watching other people succeed, and my why is watching the company flourish, and my why is watching others reach their best potential and sharing my book and sharing that that journey I've had. But trust me, there are days that even Mandy Feely Swain has days she doesn't want to get out of bed and do it again. And I have to stay grounded on my why, what makes me tick, what makes me why uh on my hardest days I put my boots on the ground. And and if you're a business owner and you're struggling, you've got to get back to the fundamental root of why you started the mission, why you started the journey, and um, and and then make adjustments.

SPEAKER_00 17:25

I I think you're absolutely right. I teach my clients, you gotta you gotta go through I call it the clarity principle, but you gotta know what you want, specifically what you want, not what the world wants for you, but what do you want, and then why. And that why has to be wrapped in passion and fueled with emotion. Otherwise, it's not gonna get you going. It's not gonna get you out of bed.

SPEAKER_01 17:47

Yeah, and every year I encourage people to write a business plan. If you're a business owner that's struggling, I highly encourage you to write a personal plan, a business plan, and a financial plan and get it in writing. And then if you're on the journey yourself and your spouse is working or you know, they're not working in your business per se, share that plan with them. Because if it means that you're gonna work 50, 60 hours a week to reach your goals, your spouse and that person that loves you the most in the world needs to know what you're playing for. Otherwise, it's gonna cause hardship at home. And then that's gonna ripple into back into your business. So write a business plan. Actually, physically write it out. You can type it later, make it pretty later, but that hand, you know, to paper, actually seeing your plan come to life, I think it's critical to the success that my husband and I have had.

SPEAKER_00 18:40

Oh, I think you're absolutely right. It until you get clear on that and really be able to focus on something, it you're gonna be jumping around all over the place and not getting anything accomplished. Would you agree?

SPEAKER_01 18:54

Absolutely. And I to add to that, I think the mortgage space has pivoted a lot. And uh, that was my word of the year last year. I always pick a word of the year. This this year is to adjust to whatever comes my way. And and and adjusting, I am. I'm you know, doing a podcast, I always say your greatness lays out of your comfort zone. Well, I've had a lot of growth this year because my greatness is coming because I'm definitely, you know, being interviewed and being on podcasts and having a book and having my story out there, that's definitely out of my comfort circle. But what I was gonna say is the mortgage space is very uh much always changing, you know, rates in 20 and 21 dropped like a rock into the twos, threes, whatever. And now rates are up or up higher, purchase prices are higher, it's harder on home buyers. Um, but it's still doable, right? To have a home and have your dream start today. But with that said, um, the business plan that we had had to change by what was happening in the market. You know, let's say your business is impacted by AI. That's a hot topic right now. It's it's definitely there. You cannot put your head in the sand and pretend like it's not coming. It's coming, whether you like it or not. And how you utilize that to gain more business, win more business, uh, be more successful, get educated, and be ready to adjust your business plan to accommodate the changes in whatever market you are, whether you're selling widgets or you're you're helping uh fund home loans, you're gonna have to be ready for the market.

SPEAKER_00 20:26

Oh, absolutely. And if you're not aware and staying on top of that, then you're probably running down the wrong path.

SPEAKER_01 20:34

Yeah, exactly. And and I think you know, a good business plan is reviewed not quarterly, not even weekly, almost daily to make sure that you're on track with what you're doing.

SPEAKER_00 20:47

Focused, focused. I mean, focus is still the key word in business, in my opinion.

SPEAKER_01 20:52

Yes, yes, absolutely, absolutely. Our core four values here are vision, hustle, grit, and execute. And my husband and I um we were talking about just ourselves, you know, what makes us tick as leaders and what we will see for our company. And you need a vision. That's your business plan, right? That's your vision for where you see yourself going. Even if you don't know how to get there yet, you need a vision for where you want to get to. You need, and and again, if you're struggling with that, surround yourself with humans that'll help you see you your best self and they'll help you get a book written. Um and then you need the grit and the hustle because you can have the best laid business plan. But if you're not willing to grit and grind and get in the get in the muck and and do the hard work and show up on days you don't want to, and uh then you're probably not gonna execute at the end and win. And uh so for us, those those core four I talk about in the book, but those are really for any business, um, those are are really I think key to any successful business.

SPEAKER_00 21:59

Oh, I do. And yeah, that grit and hustle are uh well. Amanda Duckworth wrote an entire book on grit. Yeah. And I love it. I absolutely love it. But it when I was in the corporate world for 30 some odd years in New York, I would have employees come into my office and say, Morris, what do I need to do to get promoted? And my answer became the same to each and every one of them. Stop worrying about it, lower your head, do the very best you can do with the role that you're in today, work your off and go out there and hustle and do that, and you'll get recognized, and that next opportunity will come your way. But it starts with focusing on what's on your vision and your plate right now. What is your role today? And if it's being a lone originator, go out there and be the very best lone originator you can be.

unknown 22:51

Absolutely.

SPEAKER_00 22:52

And eventually you'll find your way to become uh Mendy Freely Swain. I mean, you know, you just got to keep working at it.

SPEAKER_01 23:00

And it's not overnight. That's I think that we share that same sentiment. You know, it doesn't happen overnight.

SPEAKER_00 23:07

Right.

SPEAKER_01 23:07

You know, this success comes after time. But um my husband has a saying, head down, elbows up, you know, that means you're working, right? And uh yeah, he that's what he says. And and it's so true. I think that for a lot of my career I've had head head down, elbows up, and I wasn't, and that's the other uh beat bit of advice I'd say pay attention to your business. I mean, you look at Michael Phelps and he's a swimmer, right? He's not looking up to see where everybody else is in the lanes next to him. He is doing his thing, right? Or um, you know, there's so many people that I could give examples of. You're in a marathon. If you're looking around yourself, you're probably gonna trip and fall. And so I use that example to say, run your race, swim your race, whatever it is. Um, don't be distracted by what's around you. You came on this journey to be a business owner for a reason. You had a passion in your heart, you had a vision for yourself, and and you don't need to pay attention to what's happening. You need to be aware, but not hyper focus on it because you will not go as far as you can as fast as you can, I don't think, unless you are just really focusing on your own business. Be this, be the disruptor in your market, do it different than other people have, you know, and don't get distracted by disruptors.

SPEAKER_00 24:31

Yeah, I mean, the the shiny objects are all around us, and the the the things that you know distract us from what we should be doing are are inevitable and they're all over the place now, more than ever before. It's hard to stay focused, but focus is still the key to the to the whole thing, knowing what you want, and then head down, elbows up, and go get it.

SPEAKER_01 24:54

Yeah, yeah. I really do believe that it's a mindset first because I've had people say, Mandy, I can't, you know, I can't build a team like yours, or I can't do as many loans as you've done. That I'd say, you're right, you know. I used to direct Mrs. Idaho, and girls would say, I can't win Mrs. Idaho. I said, You're right. I mean, it's very simple concept. It begins here and here, friends. And you must have a fundamental belief that you can accomplish good things, you can accomplish your dreams. Um, because if you can tell me verbally that you can't, you're you're already behind. And and so you have got to get the vision. And how are you gonna get it? That belief in yourself that you can win. Um, that's where it all starts.

SPEAKER_00 25:39

Oh, yeah. A friend of mine says it begins in your head, moves 18 inches to your heart, and then a couple of feet down to your feet, where you actually start making tracks and getting things done.

Sales As A Helping Humans Job

SPEAKER_00 25:51

Mandy, let's get practical real quick for the last few minutes we have here together. Uh, tell me about your philosophy on sales and and what you think about that.

SPEAKER_01 26:01

Oh my gosh. So um, I'm so glad you asked. And I was not gonna be a salesperson. That was not my jam. I started in this business at the front desk of a mortgage company because my longtime high school boyfriend, um Ryan, he his dad was a loan officer and he didn't want to go to Boise State. He was like, he did first year, and he's like, I'm out of here. I'm gonna go be a loan officer. And so I got a job working at the front desk at a mortgage company. And I was getting, you know, like $10 an hour. I can't even remember. It was not any hardly anything. That was a long, long time ago, friends. Um, so don't judge, but yes, it was not very much money, but it was enough for me to pay for my college and my car and things like that. So um I I then became a processor in the mortgage space and I was processing home loans and you know, I had an hourly rate and I got a little spiff if a loan closed um for one of my loan officers and all of those things. Well, an opportunity presented itself that I could go and become a loan officer. And my my manager at the time, he's like, I'm I got got a national sales job and I need you to help me work my book of business. And it's an LO job, zero dollars to start, right? And I was like, What? I mean, that sounds like craziness coming from parents that actually like went to a job and and traded time for money. And so he said, You're 23 years old. How many bills do you have? Like, really, let's put this on paper. And uh, I was always that girl, girl that wanted to have 500 bucks in my bank account and uh uh when I was young anyway. And so I did that, and that that was definitely something that I didn't see myself doing. And but somebody had enough belief in me that said I could and said give it a go. And uh by the time I finished college at Boise State University, I was grateful to graduate debt free um because of scholarships and working in the mortgage business full-time and going to school. Um, I decided to stay in the mortgage business. It was it I it's been an awesome journey, and I'm so, so grateful that America is one of the only countries in the world that has a 30-year fixed mortgage and that our government um put that together many, many, many, many years ago. And uh I'm just very grateful to be in a space where I've had an opportunity to impact and help build wealth for so many Americans.

SPEAKER_00 28:22

So well, as we we're talking a little bit about sales, what when you're working with someone in that situation, what's your mindset that you walk into that conversation with?

SPEAKER_01 28:34

Well, and I'm glad you circled back to it because when I was a processor, I learned all the paperwork part first. I learned the meat and potatoes of the loan first. I didn't learn to sell loans, and then the paperwork came. I just learned how to do the paperwork part really well. And eye dotting, T-crossing, examining the paperwork, examining the income documentation, really thoroughly examining things. And then I was put into the sales role. So my sales, I was never I never looked at it as a sales position. And I think sometimes people oversell really. I mean, if you're in any sales role, your job is just strictly to help humans get whatever they came to you for in the first place, you know, and that's how I feel about it.

SPEAKER_00 29:17

Wait a minute, wait a minute, wait a minute. You just articulated my entire philosophy for my business. Sales is about helping the people you're working with get what they want. It's not about closing a sale or making a sale, because frankly, we don't have the ability to make that decision. The buyer does, but it's all about helping them get whatever it is they want. Yes, thank you.

SPEAKER_01 29:44

And so, since my background was paperwork, I um came at every opportunity that I was presented with being thorough about that and and and guiding somebody through the process. And everybody on my direct team for Team Mandy, that's my team, and those are the ladies that help work with me every day. We before me, we come to work for each other and the and me will follow. Um we all look at it that way because we all started with the paperwork side of it. We didn't, none of us started with selling anything. And so for us, it's not a sales function. And I think if you can get out of your head that I have to sell somebody, yes, and I just need to help somebody, that'll help you a long way from sounding cheesy and salesy and and you'll feel more comfortable with it. The talk tracks easier, right? Um, because all you're doing is just they came to you because they needed something, as Maura said, that you have you know, you they had something you need, so you just share what you have to share. And they, like you said, they're gonna make the decision or not. And that's how I built my business. So I'm not very good, uh I've been to all these trainings and sales and sales and sales. To me, it's a human, human experience. And um, taking care of other humans has built my business and caring about people and what they needed grew my business. Um, whether it was referral partners um that trusted me with the clients they had or the clients that I was able to serve. So yeah, just get out of your own head of that. This is any gig you're in is a sales gig. It's a helping humans gig.

SPEAKER_00 31:25

Amen. Amen. Pardon me. It is totally a helping humans gig. And that's that mindset, I think, is still the key to to success for anybody that's in that kind of a business. And it is professional sales versus the amateur that asks questions to put people in a box and make them quote unquote, make them do something because it isn't gonna work when you do that. They're never gonna come back into business with you again, and yeah, you may not even be able to help them get what they want. So, yeah, Mandy, I I love this because I think we're on the same page, and that just makes any conversation like this just a blast.

Book Offer Final Takeaways Closing

SPEAKER_00 32:03

And this one has been a blast. Thank you so much for being with us here today. Now, tell me once again about the book.

SPEAKER_01 32:09

Origination and origination boost, you can find it on Amazon. Thank you so much for asking me. And uh you can go out there at 99 cents for the ebook until the 18th of August. If you buy the ebook and you want an audio copy, just go to originationboost.com, message us there, and let us know you bought the ebook, and we'll send you a cop copy of a downloadable audio version of the book. But you can also, if you're like me and you like a highlighter and a pen, it's a fairly easy read. There might be takeaways that you want to look at later. Um, and there's there are takeaways in the book that you can actually make notes of what you're doing in your business uh and and what your mindset is. And uh, so you can get that book. It's not very expensive, it's like $16 on Amazon, and you can go check that out. And uh, yeah, we just went number one bestseller. So I'm very, very again, just feel blessed and grateful that I've been put here in this place and God's blessed my life and and uh my family.

SPEAKER_00 33:06

So well, congratulations. I think that's uh the all of those things are wonderful things. And on top of that, you got two great kids, and I'm sure they're prospering and doing well as as well.

SPEAKER_01 33:17

Yeah, thank you.

SPEAKER_00 33:18

The um the the fun part of all of this is watching the results around the family and and where that all comes together. So, Mandy, thank you so much for being with us today. You're a busy lady, and I know you got a big company and a lot of clients to work with, but I hope you'll come back again on the show and let's get more into all those different ideas.

SPEAKER_01 33:40

Yes, I'd love that.

SPEAKER_00 33:42

Absolutely. Thank you for being here.

SPEAKER_01 33:45

Thank you.

SPEAKER_00 33:50

Well, that does it for this episode of the Commission Code Podcast. This is the place where we want to help you find the commission code to success in your business. Remember, go to Morris Sims.com for more information. And in the meantime, hey, have a great week. Get out there and meet somebody new, and we'll see you again next time right here on the Commission Code. Best wishes, I'm Morris Sims.