After graduating from Florida State University in 1989, I began a shortand trying career in restaurant management. Although I liked the business, the upside potential was weak.

In 1991, after a failed business attempt in multi-level marketing, I found myself $50,000 in debt and had my carre possessed and my home foreclosed on. It got so bad, I actually had to sleep on my best friend’s couch in his dinky 800 sq.foot apartment. That was only until I could afford to pay rent to a complete stranger and live in his garage. Humility was starting to take on a whole new meaning to me. I felt like I was failing at life and I was beginning to search for answers.

Why was this happening to me? Where did I go wrong? I had drive, a good work ethic, people skills, but nothing seemed to work. By accident, I came across the mortgage business in 1992 and my life has been forever changed. Starting with a nationwide lender, I became the top producer within 3 months. One year later, I was promoted to manager and given the challenge of training others. Being humbled by my past, I set out to learn from others with the goal of creating the best training plan possible. This was the key which unlocked my potential. During a 15-month period I went to every major seminar I could to learn from the giants like Greg Frost, Brian Tracy and Joe Stumpf, to name a few. Additionally, I studied the systems from some of the biggest producers in the history of the mortgage industry. After several months of study, reflection and testing these ideas on my own, I began writing the training plan. I knew the key for me would be to model after the most successful marketing systems and closing techniques and to weave them into one simple method that I could teach and our brokers could use. To make a long story short, my training plan and systems took our office from dead last to #1 in the company within 3 months. I helped brokers that were writing 1-2 loans a month get to 3-5 a month. Many writing 3 to 5, moved up to 6-10 a month. It was incredible! My confidence soared, and in 1994, I left the company to focus on writing loans myself. In my first year back, my systems helped me eclipse the 20 loans a month barrier. I ultimately reached 40 loans a month before I decided to start my own company, which I later named Nexus Financial Group®. In the spring of 1996, FNMA invited me to speak at their annual meeting where I met with President George Bush, Sr. and Nexus became one of the first companies to do one-hour online approvals for FNMA. In hindsight, my early bouts with adversity were not all bad. They lit a fire in my belly and gave me a teachable spirit. In just 5 years I went from massive debt and a personal foreclosure to meeting with the president and speaking on behalf of FNMA. Only in America my friends, only in America! I thank God for second chances and the opportunity I now have to work with the fine people at Nexus and to continue to show others how to attain their goals and dreams. Over the years I have continued to tweak, improve and update my training program and systems and they are still the driving force behind our sales growth.

And here’s the good news. I recently video taped my entire commercial training program and have all 6-hours on DVD. We have carefully prepared a companion training manual that walks you step by step through the basics and then my proven marketing systems. Frankly, the reason I went through all this trouble was to train my own brokers and simply couldn’t find a good commercial program anywhere. Sure you can spend $1,500 on a fancy academic program teaching theory or buy software for $1,000, but theys imply do not provide the specialized knowledge and all the tools you need to start bringing in deals.

Imagine the impact of adding big money commercial deals to your business. My commercial package will show you everything you need to know to be conversant and all the tools to start bringing in commercial loans starting in just 30-days. Nothing is left out!!

I hope you enjoy all the tips and articles in this issue of Top Producer.

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