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 Sales00:34 Personal Background and Early Influences02:52 Transitioning into the Mortgage Industry06:13 Understanding Market Cycles and Success07:05 Balancing Personal Life and Career09:54 The Purpose Behind Sales13:28 Motivation and Discipline in Sales17:18 The Role of Consistency and Process20:01 The Competitive Landscape of the Mortgage Industry24:54 Recruiting and Retaining Talent in the Industry27:15 The Importance of Time Management in Sales29:31 Quality Over Quantity: The Loan Process31:06 Navigating Anxiety in Business Development34:46 The Role of Social Media in Modern Sales38:14 Understanding Pricing and Value in the Mortgage Industry44:53 Profitability and Transparency in Business50:40 Overcoming Price Objections and Understanding Value

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