The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 5 months ago

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

ABOUT THIS EPISODE

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 podcast.This podcast is brought you by outreach, the leading sales engagement platform, andthey just launched outreach on outreach, the place to learn how outreach well doesoutreach? Learn how the team follows up with every lead in record time aftervirtual events and turns them into revenue. You can also see how outreach runsaccount based plays, manages reps and so much more using their own sales engagementplatform. Everything is backed by data pulled from outreach processes and customer base.When you're done, you'll be able to do it as good as they do. Had to outreach Doo on outreach to see what they have going on.Now let's get into today's episode. Hello and welcome back everyone to the salesengagement podcast. Thank you, as always, for hanging out with us for thenext thirty minutes. We got a very interesting discussion lined up, funthought experiments or kind of wrestle with and will hopefully leave you with some sometactical takeaways, and I've got the right guests to do it. I amjoined by Danny Morogueie. Danny, welcome in. Hey, thanks for havingme, Scott. Appreciate you. Excited to have you on board. Andso, for the listeners, Danny's currently the VP of national accounts at UnitedWholesale Mortgage, but I'm sure you can do your background. I'm more justicethan I can. Danny. You, Shay, had t this up asI cut your superhero origin story. So how did you get to be aVP at such a massive company? I think a lot of people listening tothis podcast like that's the that's a dream man. You you did it.So want to hear a little bit about the the story of how you gotto wear at today. Yeah, yeah, thank you again, Scott. We'regonna have some fun with this. So you know, when I whenI first started, you know, I was going to school, I wantedto go into become an FBI agent. That was my original goal and passionwas, you know, I wanted to go into some type of law enforcement, you know, maybe counter terrorism, drug enforcement, that type of stuff. And then, you know, I went to New York for a littlewhile, spend some time on Wall Street and got to learn the finance world, ought to understand the finance world and just fell in love with it.So my degree went from criminal justice to finance and economics completely one hundred andeighty, flipped it from one side to the others about. Had some fundoing the criminal justice aspects of things. And then when I started going intothe finance and economics, I started understanding the business world, I started understandingthe markets, I started understanding how things turn, how things move, howthings flow. And then I came back to Michigan. I met Matish FIAand madies be. At the time we were, you know, roughly threehundred team members at the company, very small company in growing, and Isat with them and we had a one on one interview and he gave me, you know, he told me where he was looking to go and thepassion of the company and what we were looking to do. Now, ifyou'd told me twelve years ago we be the number one wholeste lender in thecountry, soon to be number one overall lender in the country, I tellyou're nuts. And just being fair with that, like just trying to beas honest as can be. But at that time, you know, wewere a top five hundred lender, you know, with three hundred team members. But I saw his dream, I saw his passion, I saw whathe was looking to do and and I jump right in. I said I'min, 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 givena specific territory. My territory was California and ironically, California is the largestmortgage originator in the nation. That does roughly about forty to fifty, sometimeseven sixty percent of total originations in the United States. So you can seethat's a large, large market when it comes to, you know, mortgagetransaction. So I saw a huge challenge there and I was excited. Youknow, he put me in. He said we're gonna waiting to start this. You're going to start the state to California. Let's get things going,and I took off, you know, I took off from from then onI was you know, I looked at the opportunity and I took it onwith head on, with a challenge, and I said, you know,I'm going to take this opportunity and I'm going to make it the best thatit could be. I want to be the number one. My original goalwas I want to be the number one lender in California. Like that wasmy focus point. That's what I wanted...

...to get to. At that moment, I knew that, you know, being the number one whole ce lenderin the country was so far off that, like it wasn't even a thought processin my mind. I thought about the small winds and the small challengesthat I can put in front of me to get to where we are attoday. Again, I would tell you today, like twelve years ago,that I would have never imagined that. You know, I was an accountexecutive for God, I want to say, two years and I built the stateof California. I signed up some of the largest accounts and I startedwith a relationship mentality. So I took a little different approach with certain thingsand I focused on relationships. I focused on building a brand for myself,which I can go all go into later, and and I got people to wantto work with me because, you know, I was trustworthy, honestupfront, focused on developing them and helping them grow as a company's well,because a lot of these mortgage companies they were upandcomers as well, just likeus. So when you put together a dream and a passion together, youcan focus on one thing and you create a plan together. You become apart of that company, whether it's one broker, then it turns into two, then it turns into three, then ten, then twenty, etc.Then I got promoted to team lead. So, you know, I tookon my two years later, I took on my account executive challenges, obviously, obviously, being the top producer, I was closing the most on aloans at the company. I took on a team lead position which was afocus point on helping others, but at the same time still originating, youknow. So I was eighty percent originating, if I had to put it inpercentages, and twenty percent, you know, developing team members. Andmy mentality is I was always the type that led by example. You know, I'm the quarterback if we use sports as an analogy. You know,people, people saw and built themselves through through my actions versus my words,like they saw my work ethic, my attitude, what I was doing everysingle day at the company, and it helped develop a lot of people andI put in a little bit of tuning with them, kind of focus pointswith them and help develop these individuals. You know, some of them todayrvp's of the company. A lot of them are team leaders, you know, regional vice broad divisional vice presidents as well too. So as a teamleader I was again focusing on originating, kept producing a going becoming top produceryear and a year out, which obviously we're going to go into and havesome fun with. How to stay number one, because that's that's the challengewhen it comes to being on top is, you know, what do you donext? And then, of course, you know, I got promoted againto assistant vice president and now being vice president of national accounts, whichI handle the top five hundred accounts in the whole nation. So that's alittle background of my story. Then where I've gotten to where I'm at.And Yeah, that's that's it so far. That's cool, man. Thank youfor first sharing that story. There's there's a lot of angles I couldgo there. I kind of want to dive into this this original FBI agentthing, but maybe will say that for another another episode. But really,really cool when you look at where you're at now and you've had this incredible, incredible run, and we're going to transition into this idea of staying motivatedwhen you are hitting your number, when you are at the top of theleader board. But what keeps driving you? But when you look back now andyou're looking at your career, you are an individual contributor than a player, coach and app and then a VP. What is kind of the red threadthat goes through all of those positions that allowed you do stay at thetop and keep getting these promotions? Can you point to one thing or isit a is it a mix? One word, I would say I justwanted to continue to win. You know, with every with every position that Iwas given and blessed to give, you know, an opportunity to have, I always created a type of challenge where, you know, even ifit didn't exist within the company, I made it within myself. So,like, as a team lead, I want to be the best team leadin the company, right, and what do I got to do to getthere? You know, I write down, I put a metrics together because again, you know, everybody has a goal, but you have to beable to have something, you have to be able to measure it. So, like saying I want to make a million dollars a year is easy,right, anybody can talk about it, but what's the metrics behind it?Like, what are you going to do to get to that goal. Sothat's kind of the same thing I do with every position that I was given. Was the team lead position. How to become the best team lead ABBposition? How do I grow the next...

...thirty accounts in other states, fortyaccounts, if the accounts. And now with the VP position, how doI take them, that, these five hundred accounts that I host under myname, to the next level? How do I develop them to even domore business, because when they grow, uwm grows. So if I keepit in one word, I would say, you know, focus on winning andcreating, creating your own challenges, creating your own competition for yourself.Yeah, makes sense. It sounds like you almost in some instances like overshootyour goal. Right, you're super, super lofty goal. So the kindof the macro goal is huge. You know, you want to be likethe number one let lender in California. But then you take that and actuallybreak that down into you small, actionable do you go as far as likedaily things you have to hit? Is Set, like how broken down isit? Yeah, so it's a very structured and detailed lifestyle. So it'severy single day that I walk in, I put together a game plan forwho I want to tackle, who I want to go after and what myfocus points on them. I do my research on them, I kind ofunderstand their business model, I go over there, you know their structure ofthe company, what they do, and then I put in my two setsas to how I can help. You know, I don't. I'm notlooking to change anybody's business. Right, people at people are success for areason, right. But like, what I could do is I could fillin some gaps and I can add to those gaps and help take those companiesto the next level. And that's what's been proven to be done. Butyes, it is a daily routine that I do every single day. Andand it's not like I'm walking in today and I'm picking five hundred accounts andI'm going to focus on them. No, I pick two or three per day, four per day, you know, create focus points, have those conferencecalls with them, go over details, ideas, that type of stuff.So you have to get the shrink that down. There is no wayyou're going to hit every single one in a matter of days, you know, two days, three days, four days. Totally. Yeah, where'stechnology played a role in all of this? Do you is a lot of this, just like your own systems that you're using and like with your Googlecalendar or whatever, or like old hand and notebook, do you do youlook to any technology to help kind of augment some of the things that you'reyou're doing? Yeah, that's a great question. So absolutely. So.A lot of the stuff that we developed here at you WM has created andmay my life a lot easier as well too. So, like we utilizecertain technology is inhouse that we've built developed that allows me to keep my structurein my daily routinees, like you know, certain things we utilize companies like salesfors. We utilize their technology as well to to keep that daily structuregoing every single day. Absolutely, I mean I utilize obviously the outlook calendarsand art technology that we have in house that will be able to do whatI do and develop, obviously, and grow, because I absolutely I couldn'tdo right and stuff down everything with that. I have to have something. Yeah, for sure. All right, so it's awesome talk to me.So you've been you've been there eleven years. You can I can still like hearthe passion coming through your your voice, which is incredible. So let's talkabout that. You know, you're on this amazing trajector. You havebeen for for a long time now. How are you staying so made tomotivated to you said before, you know, I'd like to win. So that'swhy I'm you're a competitive, competitive guy. It can, you know, see that. What else, like gets you fired up? And thenalso, how do you disseminate that motivation to the rest of your your team? Well, that's a good question. So it ties into a lot ofthings, which is what I'm excited to get into it. You know,it starts with success as a choice, but it's also a lifestyle. Solike, for example, and digging into examples with that, is I chooseto come into work every single day and show up early. You know,I'm one of the first guys I'm one of the last guys out. That'sa choice, right, I get to choose to do that. But whydo I do that? So I can get in early, get my daydone and I can focus on the little stuff in the morning, my calendar, my outlooks, my meetings, you know, get the little stuff,reach out the team members, ask them how their days are going, leavemy daily voicemails and then same thing with my lifestyle too. So everything Ido is a choice. But you can't just be great at you WM orany company that you work for. What are you doing outside of this place? What is your lifestyle like outside of slaves? I live a very structuredlifestyle. So, like when I get...

...home and I have three beautiful children, have a beautiful wife and I get home my my focus from thirty tothirty, I spend time with my family and all my children, my kids, I play with my boys, I give them bass every single day.The same thing, I spend time with my wife and then, on topof that too, it's like, you know, you have to live astructured lifestyle, like you won't see me going partying during the week, likethat's one of my rules that I keep for myself, because I have tomake sure that, like, when I wake up the next day, I'mready to go, I'm ready to make my day going. I could readyto keep my you know, my Moi focus my motivation, like you didn'tyou know, you won't see me out partying, like I said, ifyou won't see me, you know, I try to keep my mind focusedon I'm just creating a better person for me, whether it's I don't getinvolved in substances, I don't get involved in this, I don't get involvedin that, like I make sure I keep myself tamed and structure. Then, on top of that too, you know a lot of people they're changingmoney when they get into businesses. Right. So, like when you start anew career, you're like, Oh, I want to get to making,you know, two Hundredzerod, I want to get to making a million. But like, money and numbers don't lead like they follow, like moneyfollows, like when you're doing the right things and you know you're putting inthe effort, the work, ethics, the attitude, the money is goingto follow you. So getting the mind off the money aspect of things andfocusing on just being great at what you are, that money is going tofollow you one hundred percent and that's that's a proven back. And then creatinga brand for yourself. So, like what's your brand within your company?You know, do your team members respect you? Are you are you havegreat leadership capital at the company, like and then what is your brand outsideof the company? Like my clients, for example, who do they lookat me? As you know, the guy that's going to help them growtheir company, or just some guy that's calling them and asking them for theirbusiness. Like what is your brand like? I think of creating that brand andalso being the best to you. A lot of people compare themselves tothis person at the company, like I want to be like this guy,I want to be like this guy, I want to be like that guy, and that's the biggest failure that I've ever thought of in the history ofany sales or any any commission based business. Because what's going to happen when youpass that guy? Are you done and going to become complacent? Isit game over? It's always you versus you. It since the day I'vestarted, so that they have only looked at myself. I've never compared myselfto anybody when it comes to you know, I got to catch up to thatguy. I got to beat back gut because the second beat that person, what are you doing next? Anybody that ever comes up with me thecompany, I always sound like what are you going to be like? Dan? You don't know. Be The best you, because the best you couldbe better than me, it could be better than any individual that's in thiscompany. Always make it you versus you, now you versus anybody else at thecompany. And then, of course, I always I live by is saying, and I have stories about this all day. But like surround yourselfwith successful people, you know. It's like you say that there's a sayingthat's out there, like like show me your five closest friends and I'll tellyou who your future self is. Like. That's such a true statement. Andyou know, negativity is everywhere. Like you want to make sure thatyou're surrounding yourself with good, successful people that you pick and choose. Imean, I have five friends since high school, you know, and likepeople that I still hang out with. And back in high school I wasa football player, soccer player, and I knew everybody else, friends withalmost every single individual. Today I have five of those friends, you know. And then, of course, separate yourself, like separate yourself from thecompetition. When I first came into this business, I told myself, Isaid, what are we great at, like what's what are mortgages all about? You know, the account executive position, closing loans fast and getting realtors andborrowers, whether there's cash out rate in term refinances or getting realtors paid. So my focus point was always separate yourself from the competition, and whatI mean by that is, like, do things different than everybody else.So, like, when you're talking purchases, for example, will tell your story. A guy has a third contingency on a purchase. Are Trying toget into a home within three days. Let's find ways to get it donequicker. You know, fifteen days, ten days, you know, fivedays, whatever the case may be, to get into that ex separate yourself, and not to me but to my clients as well too, and thenstay coachable. I mean that's one of those important things that I could tellanybody that's listening on this podcast. No matter how high you are on thaton that chain, you can always learn from the new guy that just joinedthe company today. I mean that is super important because because I can getbetter every single day just like anybody else. He talks some of the greatest footballplayers out there, the Tom Brady's, everybody's. You're always taking advice fromin other individuals, whether it's a...

...newer individual or a senior member atthe 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 someone the most cutting gutch technology,like Iright t department is number one in the nation for a reason, andthe reason behind that is because we never let good get in the way ofgreat. If something is good, it's better than what it is today.Like why way to roll it out, to make it perfect, roll itout and then develop it as it goes, make it better as it goes,turn it into becoming great. And, of course, on top of everyeverything there that I've bet, I've hit on always challenging yourself to thenext level. Like everybody talks about setting certain numbers in their mind, likeI want to hit a certain number in my life. Like, don't focuson the number, focus on how you can develop yourself, going back tothe you versus you story, like focus on how you can develop yourself,build yourself as an individual, make yourself a better person, and not evenjust at the office, outside of the office, because it'll all come togetheras one, whether it's with your marriage, whether it's with your children, becominga better father. Always focus on little things to better yourself. Thatand not, again, like I said, not just at the company, butoutside of this place as well too, because that's going to develop your flooras well as an individual. I love it so much. Gold there. I picked up on eight. There was probably more, so there wasgetting up early. I agree in particularly like I think, if you're earlierin your career, I guess it isn't matter when. When, but likeearlier in your career, you need to put in the hours to get theball rolling right like that. You will get some inertia in your career eventually, but like at the beginning, this sheer hours you put and do matters, and if people tell you otherwise, they're they don't know what they're they'retalking about matter like hours, matter structured lifestyle. You know, you haveto have that. You have to infuse it into everything you do. Focuson the process, not the money. I love that brand. I wantto talk a little bit more about this one. How did you think aboutbuilding up brand? Are we talking Linkedin? Are you just making sure you leaveevery interaction that you you have a positive one? How do you keeptrack of all of those relationships that you're building? Yeah, so. Sothe first thing I put into my head was every time I talk to aclient, anytime they have a question, I wanted them to say called Dannyinstead of saying call you, Wm Right, because that tells me that that individualis looking for me, and me only in the specifically right. So, like now to's tie to that brand. So, like, let's say you'rea newer individual joining the sales industry, right, and you're trying to makea name for yourself. It's a crazy world out there, right,it's it's everyone's competing for their loans. And again, we'll tie it tothe mortag industry, as the count executives. Like, everyone's competing for loans.The one thing that I it was again separating myself and everybody else.So when I'm talking in my clients, I wanted to show them that,like, working with me is going to get them more business in the door. And how we're going to do that is by creating, you know,going to a B and C, like talking about how our technology going intohow we can get loads close of us in fifteen days, and then addingsocial media to the aspect of things. Like people don't know the power ofsocial media, right. So what I was doing was I would post onsocial media, I would drag from my clients so what I always do ifthey had a purchase transaction that closed in less than fifteen days, I wouldpost it on social media. I would tag that loan officer and I wouldtag the realtor that on the selling side and the Barrower side, like Iwould find them on social media and tag them and show them with success storythat happened with this individual that rolled all the way up to me. Samething with I'm creating free advertising these. I'm creating free advertiges of every singleone of my individual clients. And then, on top of that and knowledge,I mean knowledge is he so you want to make sure that you becomethe most knowledgeable person this industry, whether it's an understanding a territory, especiallyif you're going into a specific territory, if you don't know your own territory, then you know right then and there you fail and people pick up onthat. So, by creating a brand, it's a combination of everything, whetherit's social media bragging for your clients, creating success stories for them, showingthem that you're helping them, going the extra mile by helping them getmore business, and everybody does that.

That all ties into separating yourself fromthe competition. I don't see any other reps out there in the industry postingon social media bragging about that loan officer, tagging that bar or, that sellingagent, that buyers agent, and saying what a great job this loanofficer did and that Lone officer seed that you took the extra time out ofyour day to post this on social media for them and make them look atin front of it. Really the same concept. With it, I'd buyclosing packages. I put in request to put in a by a closing packagefor, you know, that lone officers transaction to give to the borrower andgiving them ideas and how they can create them, you know, build themselvesup as well too. Love that. Definitely seen firsthand that the power ofsocial and any sellers that's not harnessing it is crazy, because there is somuch reward that can come from it. Awesome, man. Well, there'sabout there was like compete with yourself, surround itself with good people, habits, not numbers, good instead of great, stay coach of well, those areall probably episodes, but in the the absence of time, we've gotabout four minutes and I usually frame this up as people have busy lives.Someone could be working out as they're listening to this crooking dinner. Maybe they'reon a meeting that they're tuned out of right now. If people forget thisfull thirty minutes that was chockful of a lot of great advice and they onlyremember three things, what would you want those three things to be perfect?Yeah, absolutely so. First one I would hit on is maintaining a chartfocus. You know, you know what your end goal is, you knowwhat you want to end up doing. Like Albert Einstein always said, ifyou want to live a happy life, tie it to a goal, notto people or things. Right, create something for yourself. Know that ifyou're coming into this company, like what's your goal like, whether it's,you know, coming account executively, you want to be the number one ofcon excutive in the country. Create metrics for yourselves, like don't just talkabout certain things, write it down. Write down everything that you want toget 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, you know, I tie it so I collaboration. I tie it toalways seek advice from individuals within the company like, be coachable. Again,I'm hitting on that sharp focus right like, like don't always assume that you knoweverything right. Seek Classes, coaching, that type of stuff. Second thingI would hit out is keeping a positive mindset. Your biggest weakness isyou, like you could be your best asset, you could be your biggestweakness. Maintaining a positive mindset, whether you know not every month's going togo perfect, and that's including from myself. Not every week's going to go perfect, but that positive mindset is going to get in you to where youneed to be. And always tell people that, like, don't ever getupset about things you can control. Focus on the things you can and you'llbe you'll see the difference it makes in your life as an individual when youwhen you simply focus on the things you can't control like that is one ofthe most important things that I can think of all the everyday and last thingis is never relax. Have a never relaxed mentality. Maximize your time andtake advantage of every opportunity to get better at your craft. Remember there's alwayssomebody who wants your spot, no matter what you do it in your lifestyleand, better, what business you're in number. This is a commission basedbusiness. Like, like there is no limit to what you can make.Someone's out for that. If you're making that, you're taking it from somebodyelse and keep them mentally like never relax, like always focus on getting better.Listen, be a good listener, like that's one thing I've I struggledthat in the beginning, when I first started as an account executive. Youknow, I always thought I knew everything and I was just gunslinger sales guy. You know, I was trying to try to think I knew everything andone of my biggest weaknesses was sitting settling down and just listening and listen toyour clients, because they're telling you what what they want to hear. Sowhen you take the time to listen to them, understand them acknowledge, you'llget a lot. For though, I never take your foot off the pedal. Never Take Your foot off the pedal, focus on always better, again,tying it to better in yourself as individual, and never relax. Andthose are the three things that I would I would definitely take away from thiswhole podcast. So I like it. Danny, will thank you for sharingyour time and insight with us. Kudos,...

...on an absolutely incredible career accent.Just continue to watch you crush it quickly. We got a lot ofsales folks that listen to this podcast. Is U WM hiring anything? Youwant to kind of quickly showed up. Yeah, absolutely, so we arehiring. So if you're looking to you know, if you're looking to geta career here, you wm. Please, you know, reach out. We'dlove to, we'd love to interview it and guess, and we werealways looking for great talent here at the company. You know, we aregrowing. We are at ninety three hundred team members. Is that? Thisis I started from the three hundred to where we are now. And youknow, we're hiring on average about two too hundred and fifty every single monthteam members that join our company. So absolutely, if you're interested in joining, we're looking for great account executives and across broad and, as I haveto be account executive properations or any other areas at our company that just reachout to us and we'd love to. We love to interview awesome are andif they want to continue following along with your you know, tips, tricks, advice, what's the best way to connect with you are you a twitterguy, Linkedin Guy? Where do you show up most linkedin? So reachout to me on Linkedin. I'd love to talk to anybody that has anyquestions, anything that they want to speak I'm respond to everybody that reaches outto me on Linkedin. So best place to get a holding me there andI love the school awesome. Thank you again, Danny, and for allthe listeners. Thank you, as always, for hanging out with us. Willsee you next think you've got thank you. Thanks for having me everyone. This was another episode of the sales engagement podcast. To help this getin front of more eyes and ears, please leave us a shining five starreview. Join US at sales engagementcom for new episodes. Resources in the bookon sales engagement. To get the most out of your sales engagement strategy,make sure to check out outreach. That ioh, the leading sales engagement platform. See you on the next episode.

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