The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 3 months ago

Compete Against Yourself: How to Become the Top Producer In Your Org


Here’s how to become the top producer of all time at your organization. Always make it about you versus you, never about you versus your team members.

Oh, and building a personal brand for yourself isn’t a bad strategy, either.

Recently on The Sales Engagement Podcast, I had a great conversation with Danny Marogy, VP, National Accounts at United Wholesale Mortgage, about how he achieved the dream that so many of us hold. 

“My degree went from criminal justice to finance and economics, a complete 180,” Danny said.

Get ready as we talk about choosing a structured, disciplined lifestyle at work and home, creating a personal brand for yourself, refining your techniques for leading a team while still producing, and of course — keeping focused, keeping positive, and never relaxing.

Let’s dive right in!

Welcome to the sales engagement, apodcast, this podcast is brought you by outreach, the leading sales engagementplatform and they just launched out reach on our reach. The place to learnhow out reach well does not reach learn how the team follows up with every leadin record time after virtual events and turns them into revenue. You can alsosee how out rectins account based plays, manages reps and so much more usingtheir own sales engagement platform. Everything is backed by data pulledfrom out reach processes and customer base when you're done you'll be able todo it as good as they do had to outreach don io son out reach to seewhat they have going on now, let's get into the day's episode hello and welcome back everyone tothese sales engagement podcast. Thank you as always for hanging out with us.The next thirty minutes. We that a very interesting discussion lined up fun,thought, experiment or kind of wrestle with and will hopefully be with somesome tactical takeaways and I've got the right guest to do it. I am joinedby Danny marage Danny welcome an he thanks for having me sky appreciate,you excited to have you on board and so for the listeners Danny's. Currentlythe BP of national accounts a united wholesale mortgage, but I'm sure youcan do your background more justice than I can deny you shal. I te this upas I caught your superhero origin story. So how did you get to be a VP at such amassive company? I think a lot of people listening to this podcast, likethat's the that's a dream, man, you did it, so I want to hear a little bitabout the the story of how you got to wear at today. Yeah Yeah. Thank youagain, Scott we're going to have some fun with this. So you know when I whenI first started and I was going to school, I wanted to go into become anFBI agent. That was my original goal and passion was. You know I wanted togo into some type of law enforcement. You know maybe counter terrorism, drugenforcement, that type of stuff, and then you know I went to New York for alittle while spent some time on Wall Street and got to learn the financeworld cot to understand the finance world and just fell in love with it. Somy degree went from criminal justice to finance and economics complete oneeight. He flipped it from one side to the other, so had some fun doing thecriminal justice aspects of things. And then, when I started going into thefinance and economics I started understanding the business world. Istarted understanding the markets. I started understanding how things turn,how things move, how things flow, and then I came back to Michigan. I I metMatisi and Matisi at the time we were. You know roughly three hundred teammembers at the company very small company in growing, and I sat with themand we had a one on one interview and he gave me you know he told me where hewas looking to go and and the passion of the company and what we were lookingto do now. If you'd have told me twelve years ago, we be the number one wholesale lender in the country soon to be number one overall ender in the country.I tell you your nuts and just being fair with that, like just trying to beas honest as can be, but at that time you know we were a top five hundredlender. You know with three hundred team members, but I saw his dream. Isaw his pass and I saw what he was looking to do and- and I jumped rightin I said I'm in I'm excited to take this journey with you and let's do it,and you know I started off as an account executive. I was given aspecific territory. My territory with California and, Ironically California,is the largest mortgage originator in the nation that does roughly aboutforty to fifty, sometimes even sixty percent of total originations in theUnited States. So you can see that's a large large market when it comes to.You know mortgage transaction, so I saw a huge challenger and I was excited youknow he put me in an h said: We're got a way on to start this you're going tostart the state of California. Let's get things going and I took off, youknow I took off from from then on. I was I looked at the opportunity and I tookit on with the head on with a challenge, and I said you know I'm going to takethis opportunity and I'm going to make it the best that it could be. I want tobe the number one my original goal, as I want to be the number one lender inCalifornia like that was my focus point.

That's what I wanted to get to at thatmoment. I knew that you know, being the number one whole so render the countrywas so far off that, like it wasn't even a thought process. In my mind, Ithought about the small winds and the small challenges that I can put infront of me to get to where we are at today. Again, I would tell you todaylike twelve years ago that I would have never imagined that, and I was anaccount executive for God. I want to say two years and I built the state ofCalifornia. I signed up some of the largest accounts and I started with arelationship mentality, so I took a little different approach with certainthings and I focused on relationships. I focused on building a brand formyself, which I can go all go into later and, and I got people to want towork with me because you know I was trustworthy, honest of front focused ondeveloping them and helping them grow as a company's L, because a lot ofthese mortgage companies they were up and comers as well, just like us. Sowhen you put together a dream and a passion together, you can focus on onething and you create a plan. Together, you become a part of that that company,whether it's one broker, then it turns into two. Then it turns into three thanten than twenty etc. Then I got promoted to team lead, so you know Itook on my two years later I took on my account executive challenges, obviously,obviously being the top producer. I was closing the moon, a loans of thecompany. I took on a team league position which was a a focus point on y.u now helping others, but at the same time still originating you know, so Iwas eighty percent originating if I had to put it in percentages and twentypercent. You know developing team members and my mentality is. I wasalways the type that led by example. You know I'm the quarterback. If we usesports as an analogy, you know people people saw and built themselves throughthrough my actions versus my words like they saw my work. I think my attitudewhat I was doing every single day at the company and it helped develop a lotof people and I put in a little bit of tuning with them kind of focus pointswith them and help develop these individuals. You know some of themtoday are VPS of the company. A lot of them are team leaders. You knowregional vice divisional, vice presidents as well too. So as a teamleader, I was again focusing on originating kept producing againbecoming top producer year in an our out, which obviously we're going to gointo and have some fun with how to stay number one, because that's that's thechallenge when it comes to being on top. Is You know what do you do next andthen, of course, you know, I got promoted again to assistant vicepresident and now being vice president of national accounts, which I handle atop five hundred accounts in the whole nation. So that's a little backgroundof my story and where I've gotten to where I'm at and yeah, that's, that's it. So far. That'scool man! Thank you for for sharing that story, the there's a lot of angles.I could go there. I kind of want to dive into this. This original FBI agentthing but may well say that for another and if their episode, but really reallycool. When you look at where you're at now and you've had this incredibleincredible run and we're going to transition into the idea of stayingmotivated when you are hitting your number, when you are at the top of theleader board like what teach driving you, but when you look back now andyou're looking at your career, you are an individual contributor than a playercoach and a APP than a VP. What is kind of the red thread thatgoes through all of those positions that allowed you to stay at the top andkeep getting these promotions? Can you point to one thing or is it? Is it amix? One word I would say I just wanted to continue to win. You know with everywith every position that I was given and blessed to give. You know anopportunity to have. I always created a type of challenge where you know, evenif it didn't exist within the company, I made it within myself so like as ateam lead, I want to be the best team lead in the company right and what do Igot to do to get there? You know I write down, I put a metric togetherbecause, again you know everybody has a goal, but you have to be able to havesomething you have to be able to measure it. So like saying I want to tomake a million dollars a year is easier right. Anybody can talk about it, butwhat's the metric behind it like? What are you going to do to get to that goal?So that's kind of the same thing I do with every position that I was givenwas the team la position how to become the best team Le Abd Position? How do Igrow the next thirty accounts in other...

...states? Forty account fifty accountsand now with the vppon. How do I take them that these five hundred accountsthat I host under my name to the next level? How do I develop them to even domore business because when they grow Um grow? So if I keep it in one word, Iwould say you know, focus on winning and creating creating your ownchallenges. Creating your own competition for yourself, yeah makessense. It sounds like you almost in some instances like over shoot yourgoal right. You have super super lofty goal, so that kind of the macro goal ishuge. You know you want to be like the number one lender in California, butthen you take that and actually break that down into small action. amble. Doyou go as far as like daily things? You have to hit it at like how broken down?Is it yeah? So it's a very structured and detailed lifestyle. So it's everysingle day that I walk in, I put together a game plan for who I want totackle, who I want to go after and what my focus points on them. I do myresearch on them. I kind of understand their business model. I go over their.You know their structure, the company, what they do and then I put in my twosets as to how I can help you know I do not I'm not looking to change anybody'sbusiness right people. People are successful or reason right but likewhat I could do is I could fill in some gaps and I can add to those gifts andhelp, take those companies to the next level and that's what's been proving tobe done. But, yes, it is a daily routine that I do every single day andI adit it's not like I'm walking in today and I'm picking five hundredaccounts and I'm going to focus on them. No, I pick two or three per day for perday. You know create focus points, have those confidence palls with that and goover details, ideas that type of stuff. So you have to detest that down. Thereis no way you're going to hit every single one in a matter of days. Youknow two days reds four days totally yeah where's technology played a rolein all of this. To you is a lot of this. Just like your own systems that you'reusing in like with your Google calendar or whatever or like old, and a notebook. Do you look to any technology to help kind of augment some of the thingsthat you're you're doing a yeah? That's a great question! So absolutely so alot of the stuff that we develop here at. U WM has created and made my life alot easier as well too so, like we utilize certain technologies in housethat we've built developed. That allows me to keep my structure my dailyroutines, like you know certain things we etale companies like sale, sportsutilize, their technology as well to to keep that daily structure going everysingle day. Absolutely I mean I utilize, obviously the outlook, calendars and orour technology that we have in house that 'll be able to to do what I do anddevelop obviously and grow, because I absolutely I got, could ave newfrighten stuff down every single bad? I have to have something yeah yeah for sure all right. So it'sawesome talk to me. So you've been you've been there eleven years you can.I can still like hear the passion coming through your your voice, whichis incredible. So, let's talk about that, you know you you're on thisamazing trajectory you have been for for a long time now. How are youstaying so made of motivated to us? You said before you know I like to win, sothat's why you're a competitive, competitive guy you can, you know, seethat what else like gets you fired up and then also, how do you disseminatethat motivation to the rest of your tea? Well, that's a great question. So itTyson through a lot of things, which is what I'm excited to get into you knowit starts with success, is a choice, but it's also a lifestyle so like, forexample, and digging into example, is with that. Is I choose to come intowork every single day and show up early? You know I'm one of the first guys inI'm one of the last guys out. That's a choice right. I get to choose to dothat, but why do I do that? So I can get in early get my day done and I canfocus on the little stuff in the morning. My calendar, my outlooks. Mymeetings, you know, get the little stuff reach out the team members askthem how their days are going, leave my daily voice, mails and then same thingwith my lifestyle to so everything I do is a choice, but you can't just begreat at Uw or any company that you work for what are you doing outside ofthis place? What is your lifestyle like outside his lies? I live in a verystructured lifestyle so like when I get...

...home that has to be beautiful children.I have a beautiful wife and I get home my mind focused from six thirty to ninethirty. I spent time with my family and all my children, my kids I play with myboys. I give them best. Every single day t same thing. I spent time with mywife and on top of that too, it's like you know you have to live a structure.Lifestyle like you, won't see any going partying during the week, like that'sone of my rules that I keep for myself, because I have to make sure that, likewhen I wake up the next day, I'm ready to go. I'm ready to make my day go an.I t read to keep my you know my my focus. My motivation, like you didn'tyou know you won't see me out parting. Like I said, if you won't see me, youknow I try to keep my mind focused on I'm just creating a better person forme whether it's I don't get involved in substances. I don't get involved inthis. I don't get involved in that. Like I make sure I keep myself tamedand structure, and on top of that too, you know a lot of people they'rechasing money when they get into businesses right so like when you starta new career you're like I want to get to making you know two hundred thousand.I want to get to making a million, but like money and numbers don't lead likethey follow like money follows like like when you're doing the right things-and you know you're you're, putting in the effort the work ethic, the attitudethe money is going to follow you so getting the mind off the money aspectof things and focusing on just being great at what you are, that money isgoing to follow you one hundred percent and that that's a proven fact and thencreating a brain for yourself. So, like once your brand with in your company,you know: Do Your Team members respect you, I mean you, you have a greatleadership capital at the company like and then what is your brand outside ofthe company? Like my clients, for example? Who Do they look at me? As youknow, the guy that's going to help them go their company or just some guy,that's calling them and asking them for their business like what is your brand,like think of creating that brand and also being the best to you? A lot ofpeople compare themselves to this person at the company like I want to belike this guy. I want to be like this guy. I want to be like that gun andthat's the biggest failure that I've ever thought of in the history of anysales or any any commission base business. Because, what's going tohappen when you pass that guy, are you done a a become complacent? Is it gameover? It's always you versus youand. Since the day I started so that theyhave only looked at myself. I've never compared myself to anybody when itcomes to you know I got to catch up to that guy. I got a beat back guy becausethe second you beat that person. What are you doing next? Anybody that evercomes up me o the company I was telling like what are you know going to be likeDenon, be the best you because the best you could be better than me, it couldbe better than any individual. That's in this company always make it? Uversus you, not you versus anybody else at the company and then, of course Ialways. I lived by this saying and I have stories about this all day butlike surround yourself with successful people, you know it's like you say thatthere's a saying that's out there like like show me your five closest friendsand not tell you who you er, tutors F, is like that's such a true statementand you know negativity is everywhere like you want to make sure that you'resurrounding yourself with good, successful people that you know youtake an choose. I mean I have five friends since high school. You know andlike people that I still hang out with and back in high school, I was afootball player and soccer player an I knew, everybody else, friends withalmost every single individual. Today I have five of those friends. You knowand then of course separate yourself like separate yourself in thecompetition. When I first came into this business, I told myself, I saidwhat are we great at like what a what are mortgages all about? You know theaccount executive position, closing loans fast and getting relators, andborrowers e, whether there's cash out waiting, some re finances or gettingrelates paid. So my focus point was always separate yourself from thecompetition and what I mean by that is like do things different than everybodyelse so like when you're talking purchases, for example, I tell you astory. A guy has a third contingency on a purchase of trying to get into a homewithin three days. Let's find ways to get it done quicker. You know fifteendays ten days, you know five days whatever the case may be to get intothat separate yourself and not just me, but to my clients as well too and thenstay coachable. I mean that's one of the most important things that I cantell anybody. That's listening on this podcast, no matter how high you are onthat in that chain. You can always learn from the new guy that just joinedthe company. Today I mean that is super important, because I can get betterevery single day. Just like anybody else. You talk some of the greatestfootball players out there, the time grades, everybody you're, always takingadvice in other individuals, whether...'s a newer, individual or a seniormember at the company, and then, of course, don't ever let good get in theway of great. Like that's another big one, like certain things that wedevelop here at the company, we have some of the most cutting US technology.Like all right. T department is number one on the nation for a reason, and thereason behind that is because we never make a good get in the way of great. Ifsomething is good, it's better than what it is today like. Why Way, to rollit out to make it perfect roll it out and then develop it as it goes, make itbetter as it goes turn it into becoming great and, of course, on top of everyeverything there that I've that I've hit on always challenging yourself. Thenext level, like everybody, talks about setting certain numbers in their mind,like I want to hit a certain number in my life, like don't focus on the numberfocus on how you can develop yourself, going back to the? U Versus Youth Storylike focus on how you can develop yourself, bilge yourself as anindividual, make yourself a better person and not even just at the officeoutside of the office, because it'll all come together as one whether it'swith your marriage, whether it's with your children becoming a better father,always focus on little things to better yourself. That, and not again, like Isaid not just at the company but outside of this place as well too,because that's going to develop your fort as well as an individual. I loveit so much gold. There I picked up on eight. There was probably more so therewas getting up early. I agree particularly like I think, if you'reearlier in your career, I guess it is a matter when when but like earlier inyour career, you need to put in the hours to get the ball rolling rightlike that. You will get some inertia in your career eventually, but like at thebeginning, this sheer hours you pit in do matters and if people will tell youotherwise they're, they don't know what they're talking about matter like oursmatter, structured lifestyle. You know you have to have that. You have toinfuse it into everything. You do focus on the process, not the money. I lovethat brand. I want to talk a little bit more about this one. How did you thinkabout building a brand? Are we talking Linkedin? Are you just making sure youleave every interaction that you you have a positive one? How do you keeptrack of all of those relationships that your your building yeah? So so?The first thing I put in my head was every time I talked to a client anytime they have a question. I wanted them to say call Danny instead ofsaying call U Wm Right, because that tells me that that individual islooking for me and me only and me specifically right so like now, it'stied to that brand so, like let's say, you're a newer individual, joining thesales industry right and you're trying to make a name for yourself. It's acrazy world out there right it's everyone's competing for their loansand again we'll tie it to the mortgage indites. The count executives likeeveryone's competing felons, the one thing that I did was again separatingmyself and everybody else. So when I'm talking to my clients, I wanted to showthem that, like working with me, is going to get them more business in thedoor and how we're going to do that is by creating you know going to a banclike talking about how our technology going into how we can get load poses inless than fifteen days and then adding social media to the aspect of thingslike people, don't know the power of a social media right. So what I was doingwas, I would post on social media. I would drag for my clients, so what Ialways do if they had a purchase transaction that closed in less thanfifteen days. I would post it on social media. I would tag that loan officerand I would tag the relator that on the selling side and the borrower side like,I would find them on social media and tag them and show them the successstory that happened with this individual. That rolled all the way upto me same thing with I'm, creating three advertising pace, I'm creatingfree adventite of every single one of my individual piets, and then on top ofthat in college. I mean knowledge. Is He so you want to make sure that youbecome the most knowledgeable person this industry, whether it's anunderstanding a territory, especially if you're going into a specificterritory? If you don't know your own territory, then you know right then,and there you fail, and people pick up on that so by creating a brand. It's acombination of everything, whether it's social media bragging for your clients,creating success stories for them, showing them that you're helping themgoingg the extra mile by helping them...

...get more business. And anybody doesthat that all ties into separating yourself in the competition- I don'tsee any other rebs out there in the industry posting on social mediabragging about that loan officer tagging. That bar were that sellingagent, that fiers agent and saying what a great job this lone officer did andthat loan offer scene that you took the extra time out of your day to post thison social media for them and make them look at in front of an ined. The sameconcept with you know: I'd buy closing packages I put in request to put in aBi closing package, but you know that loan officers transaction give to thebar, where in giving them ideas and how they can create them. You know buildthemselves up as well to love that definitely seen first hand that thepower of social and any sellers- that's not harnessing. It is crazy becausethere is so much a reward that can come from it. Awesome man well, there'sabout. There was like compete with yourself surrounding self, with goodpeople habits, not numbers good instead of great state coach. Well, those areall probably episodes, but in the the absence of time we've got about fourminutes and I usually frame this up. As people have busy lives, someone couldbe working out as they're. Listening to this cooking dinner, maybe they're on ameeting that they're tuned out of right now. If people forget this full thirtyminutes, that was chacal of a lot of great advice and they only rememberthree things. What would you want? Those three things to be perfect, yeah,absolutely so, first one I would hit on is maintaining our track focus. Youknow, you know what your end role is. You know what you want to end up doingadvertising always said if you want to live a happy life tied to a goal not topeople or things right, create something for yourself know that ifyou're coming into this company, like, what's your goal like whether it's youknow coming an account executive, but you want to be the number one countylacave in the country create metics for yourselves, likedon't just talk about certain things writ it down, write down everythingthat you want to get to every goal that it gets to get to that level and reachthat point in your life. I always use sports analogies and, of course, youknow, I tie it to like collaboration. I tie to always seek advice fromindividuals within the company like be coachable again, I'm I'm hitting onthat short focus right like like. Don't always assume that you know everythinglike seat classes, coaching that type of stuff second thing I would hit on iskeeping a positive mindset. Your biggest weakness is you, like you couldbe your best asset. You could be your biggest magnas, maintaining a positivemindset, whether you know not every month's going to go perfect and that's,including for myself, not every week, is going to go perfect, but thatpositive mindset is going to get in you to where you need to be. You alwaystell people, that's like. Don't ever get upset about things you pay control,focus on the things you can and you ma I'll see in the difference it makes inyour life as an individual when you, when you simply focus on the things youcan't control like that is one of the most important things that I can thinkof. All the everything last thing is is never relaxed, have a never relaxedmentality maximize your time and take advantage of every opportunity to getbetter at your craft. Remember, there's always somebody who wants your spot, nomatter what you do it in your lifestyle, a matter what business you remember.This is a commission based business like like. There is no limit to whatyou can make someone's out for that, if you're making that you're taking itfrom somebody else and keep that mental like never relax like always focus ongetting better, listen, be a good listener. Like that's one thing Istruggled at in the beginning, when I first started as an account executive-and I always thought I knew everything and I was his gun- slinger sales guy,you know I was try to try to think. I knew everything and one of my biggestweaknesses was it settling down and just listening and listen to yourclients, because they're telling you what what they want to hear. So whenyou take the time to listen to them, understand them acknowledged you'll geta lot further. I never take it put up the title, never take you, but of thepetal focus on always better again tying it to bettering yourself asindividual, never relax, and those are the three things that I would. I woulddefinitely take away from this whole podcast. So I like it Danny, will factyou for sharing your time and insight...

...with us who does on an absolutelyincredible career accent just continue to watch. You crush it quickly. We gota lot of sales, folks that listen to this podcast. Is You WM hiring anythingyou want to kind of quickly shout out yeah absolutely so we are hiring so ifyou're looking to you know if you're looking at at a career here, you B,please, you know, reach out we'd love to we love to interview with and as anhe were, always looking for great talent here at the company. You know weare growing. We are at Ney. Three hundred team members is the this is Istarted from the three hundred to where we are now, and you know we're hiringon average about two D, Two, fifty every single month team members thatjoined our company. So absolutely if you're interested in joining we're,looking for great account executives and across broad e, a f t be accountexecutives, propertion or any other areas that our company that just reachout to us and we'd love to. We love to interview, awesome man and if they wantto continue following along with your you know, tips tricks, advice. what's tthe best way to connect with you? Are you a a twitter guy, a late in guy?Where do you show up most linked in so reach out to me on link en I'd love totalk to anybody that has any questions anything that they want to speak? Irespond to everybody that reaches out to me length and so best place to get ahold me there, and I love this cool awesome. Thank you again, Danny and forall the listeners. Thank you, as always for hanging out with us. We'll see younext petito got. Thank you things for having everyone. This was anotherepisode of the Sales Engagement podcast to help this get in front of more eyesand ears. Please leave us a shining five star with you join us at salesengagement com for new episodes, resources in the book on salesengagement to get the most out of your sales engagement strategy, make sure tocheck out out reached t io, the leading sales engagement platform. So you onthe next episode.

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