On this episode of Build Your Network, Host Travis Chappell interviews Brian McRae, a mortgage broker in the St. Louis area and founder of Mastermind St. Louis
Here’s what Travis and Brian discuss in this episode:
- About Brian McRae
- He’s from St. Louis born and raised.
- He started working for Best Buy in college on a commissioned position.
- He didn’t have a vision of what college was for, so he dropped out.
- He spends a lot of time with his kids on personal leadership.
- He was one of the youngest general managers at Best Buy but didn’t want to raise a family doing retail.
- He went to work for a small IT training company.
- He became the Vice President/General Manager.
- He began working at a mortgage company on straight commission and knew he needed to build a network around him.
- How did you get to the top 1% of mortgage professionals in the company?
- He didn’t have money to spend on advertising, so he did a lot of cold calling for practice.
- You have to take an inventory of relational assets or IRA.
- Don’t call your relationships with to make a sale, call to have conversations and make other connections.
- What happened after you started seeing success?
- Once he started learning and adding value, he began to see success and then got an assistant.
- What were you thinking during the sub-prime lending period?
- It never felt right to him, he didn’t build his business around that.
- Because he’d built a database he had record years during the recession.
- Talk about how you were able to thrive in the recession?
- If he had unlimited cash he would buy the best database he could get.
- How crucial is it for people to understand the importance of relationships?
- It’s the most important thing.
- He started Mastermind St. Louis in August 2011 and there were maybe 15 people.
- Competition is a dead art, the future is collaboration.
- Do you believe that what you know or who you know is important, and why?
- Whether it’s real estate or mortgage or any business, we’ve all seen someone who’s less competent than us get business.
- Personal development plays a big role in the value you bring.
The Random Round:
- What profession other than your own do you think it would be fun to attempt?
- Coaching, training, speaking
- If you could sit on a park bench with anyone for an hour who would it be, and why?
- The Apostle Paul, Martin Luther
- How do you like to consume content?
- All of them, audio and video primarily
- What’s an audiobook you’d recommend?
- The One Thing
- Give us a glimpse of your morning routine?
- Gratitude journaling
- Time in the Word
- Identify his “one thing” and do some content creation.
- What is something that you are not very good at?
- What is your go-to pump up song?
- Wonder by Hillsong
- What is one place where we can find you the most?
- When you get multiple people in a room that are learning at the same time, there’s an energy that explodes.
- There is a change in people’s outlook in shared learning events.
- We’ve all seen someone who’s less competent than us get business.
- There’s always going to be someone better than you, but you can be the most networked.
Buildyournetwork.co – Podcast website
BYN.media/fb – Facebook Group
Seven Levels of Communication – book by Michael Mayer
The One Thing – book by Jay Papasan