In this episode of 'Make the Call', host Dave Gallegos engages in a deep conversation with Brian O'Connell, exploring his journey from military service to the mortgage industry. They discuss the challenges faced in both fields, the importance of mentorship, and the value of building relationships in sales. Brian shares insights on navigating the mortgage landscape, the significance of setting expectations with clients, and his aspirations for the future as he prepares to retire from military service. The conversation highlights the resilience required in both the military and mortgage sectors, emphasizing the human element in every transaction.Episode Highlights:00:00 Introduction to the Podcast and Guest01:10 Brian O'Connell's Background and Military Experience03:56 Transitioning from Military to Mortgage Industry07:22 Leadership and Mentorship in the Military09:57 The Impact of Military Service on Personal Growth13:17 The Importance of Gratitude and Perspective16:08 Navigating Family Life with Military Service18:57 The Journey in the Mortgage Industry22:11 Understanding VA Loans and Client Relationships30:02 Building Relationships in Business30:11 Navigating Sales Dynamics32:28 Resilience from Military Experience37:40 The Journey of Cold Calling40:32 Adapting to Industry Changes43:59 The Importance of Mentorship49:17 Setting Expectations in Transactions53:33 The Value of Family in Business

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