In this episode of 'Make the Call', host Dave Gallegos engages in a deep conversation with guest Dale Syta about their experiences in the mortgage and real estate industry. They discuss the importance of building relationships, the dynamics of the mortgage market, and the significance of time management in sales. Dale shares his personal journey from a competitive upbringing in Alaska to his transition into the mortgage business, emphasizing the need for purpose and discipline in sales. The conversation also touches on the role of social media, leadership transparency, and the challenges of price objections in the industry. Ultimately, they highlight the importance of collaboration and continuous learning in driving success in the mortgage sector.

Episode Highlights:

00:00 The Importance of Relationships in Sales

00:34 Personal Background and Early Influences

02:52 Transitioning into the Mortgage Industry

06:13 Understanding Market Cycles and Success

07:05 Balancing Personal Life and Career

09:54 The Purpose Behind Sales

13:28 Motivation and Discipline in Sales

17:18 The Role of Consistency and Process

20:01 The Competitive Landscape of the Mortgage Industry

24:54 Recruiting and Retaining Talent in the Industry

27:15 The Importance of Time Management in Sales

29:31 Quality Over Quantity: The Loan Process

31:06 Navigating Anxiety in Business Development

34:46 The Role of Social Media in Modern Sales

38:14 Understanding Pricing and Value in the Mortgage Industry

44:53 Profitability and Transparency in Business

50:40 Overcoming Price Objections and Understanding Value