Make the Call (Dave Gallegos)
Explore every episode of Make the Call
| Pub. Date | Title | Duration | |
|---|---|---|---|
| 13 Feb 2024 | Committing to Being a True Professional | 00:17:47 | |
In this episode, listeners will be inspired to embrace the path of becoming a true professional in the mortgage and real estate industries. Dave Gallegos dives deep into the need for commitment and highlights the invaluable rewards that await those who choose this path. From sharing practical tips to discussing the importance of continuous learning, this episode will empower aspiring professionals to reach new heights in their careers and unlock their potential in the dynamic world of mortgage and real estate. Don't miss this insightful episode that will transform your perspective on professional growth and success! 01:00 - Why Committing to Being a True Professional Matters 02:55 - People Expect a Professional 04:25 - Become an Expert in Your Craft 06:30 - Develop Your Integrity 07:30 - Commit to your Craft, Client and Partners 08:10 - Professionalism Benefits the Bottom Line 10:15 - The Power of Your Why 12:05 - You Have to Lead to Be an Inspiration 13:30 - Leaving a Legacy 15:40 - Does Your Why Make You Cry? | |||
| 02 Jul 2024 | Things We Control | 00:16:00 | |
In this episode, Dave Gallegos delves into the crucial skill of discerning between what is within our control and what is not, both in business and life. Emphasizing the power and necessity of focusing solely on controllable factors, Dave shares practical strategies for shifting one’s mindset and energy toward productive actions, illustrating his points with relatable examples and expert insights. This episode begins the journey to equip listeners with the tools to enhance their decision-making, resilience, and overall success by mastering the art of control. 01:45 - The Friday Focus 03:00 - What We Don’t Control 04:45 - Focusing on What We Control 07:00 - We Absolutely Control the Effort 08:20 - Paying Attention to Your Own N.E.W.S. 10:50 - We Control Our Financial Habits 12:50 - I Control What I Take Responsibility For In Own Life 14:25 - What’s Next | |||
| 09 Apr 2024 | Sales Call Reluctance - Part 1 | 00:19:28 | |
In this episode, Dave Gallegos kicks off a three-part series tackling the prevalent issue of Sales Call Reluctance. He sets the stage by defining the problem, discussing its impact on sales performance, and identifying common reasons why salespeople may hesitate to make calls. Dave shares his own story of life in the bullpen dialing for dollars that led him to understand a fundamental principle for successful salespeople, Ignore the rejection, make another call. 01:00 - You’re Not Alone 02:00 - Motivation without Education Leads to Frustration 03:00 - Dave’s Epiphany 04:45 - Advertising Specialties 06:15 - Working the Time Wheel 08:15 - The Yellow Pages 12:50 - Learning to Ignore Rejection 14:40 - Just Make Another Call 15:00 - Volume Negates Luck 16:15 - “I Don’t Wanna Feel Like a Salesman” 18:00 - More to Come! | |||
| 12 Mar 2024 | The Importance of Your Vision | 00:13:40 | |
In this insightful episode of "Make the Call", host Dave Gallegos delves into the critical importance of vision for achieving success, not only in business but in all aspects of life. Gallegos emphasizes that a clear and compelling vision serves as a roadmap, guiding individuals towards their goals and helping them navigate through challenges. He argues that vision is the foundation of motivation and persistence, as it provides a sense of purpose and direction. Gallegos shares practical tips and inspiring stories, underscoring the transformative power of vision in shaping one's personal and professional journey towards success. Build your own “Wheel of Life” https://www.mindtools.com/ak6jd6w/the-wheel-of-life 02:00 - Without a Vision You’re Aimless 02:45 - Where Do You Want to GO in Life 03:50 - How Dave Found His Vision 08:00 - It Can’t JUST Be “My Business, My Business, My Business” 09:30 - Building Your Own “Wheel of Life” 11:00 - Whole Life Success 12:15 - If You’re Struggling, It’s Your Vision That’s Lacking | |||
| 13 Aug 2024 | Things You Have No Control of in Your Business | 00:20:39 | |
In the episode, Dave Gallegos concludes his insightful series by addressing the external factors that business owners cannot control. He emphasizes the importance of recognizing these uncontrollable elements—such as market fluctuations, regulatory changes, and client decisions—and how to navigate them without losing focus. Dave shares strategies for maintaining composure and adaptability in the face of uncertainty, while redirecting energy toward areas of influence. This episode equips listeners with the mindset to accept the uncontrollable, reduce stress, and build resilience, ultimately helping them to thrive despite the challenges. 00:00 - Introduction 01:35 - Interest Rates 02:30 - The Housing Market 02:40 - The # of Leads You Get 03:05 - The # of Loans You Lock 04:20 - When a Buyer Goes Under Contract 05:15 - Delays and Cancellations 06:30 - The Appraised Value 07:25 - Borrower’s Ability to Qualify for Loan 11:30 - Unforeseen Issues 13:30 - Housing Availability 15:30 - You Only Control the Inputs, Not Outcomes 18:00 - We Control How We React 19:00 - Success is No Accident… | |||
| 26 Mar 2024 | Crafting Your Vision | 00:17:42 | |
In this episode, Dave Gallegos delves into the importance of understanding and embracing your 'why'. He emphasizes how a compelling 'why' can be a powerful driving force behind any career or life overall. Drawing inspiration from Darren Hardy's program "Living Your Best Life Ever", Dave uses real-life examples to illustrate how a clear and strong 'why' can lead to extraordinary achievements. This episode is a compelling exploration of the role purpose plays in shaping our goals and guiding our journey to success. 01:00 - Like and Share the Show to Help Us Grow 02:20 - Darren Hardy’s Living Your Best Year Ever 03:20 - Setting Yourself Apart BY Doing The Work 04:00 - “The Why is More Important than The How” 06:15 - What a Powerful Why Will Do It For You 09:20 - Life Assessment 11:30 - Balancing Your Wheel of Life 15:10 - Don’t Discount Vision 16:15 - Whole Life Success Darren Hardy’s Living Your Best Life Ever Workbook: https://store.darrenhardy.com/products/living-your-best-year-ever | |||
| 07 May 2024 | Sales Call Reluctance Part 3 | 00:12:46 | |
In the third installment of his Call Reluctance series, Dave Gallegos dives deep into strategies for overcoming the formidable barrier that plagues sales professionals worldwide. Through candid anecdotes and actionable insights, Gallegos navigates the nuanced terrain of call reluctance, empowering his audience with practical techniques to reclaim confidence and drive in their sales endeavors. From reframing rejection to cultivating resilience, this episode of Make the Call equips listeners with the tools necessary to conquer their fears and excel in the competitive landscape of sales. 00:45 - Don’t miss our WHOLE Call Reluctance Series 01:25 - You Have to Decide to Become a Professional 02:05 - What’s Your Practice to Play Ratio 04:15 - Even Really Good Salespeople Aren’t As Scripted as They Could Be 05:10 - It’s Fun to Be Good 06:20 - It’s Called Make the Call for a Reason 07:15 - The Boiler Room 09:05 - Jumping In 10:50 - It’s Not a Secret, It’s a Solution | |||
| 27 Feb 2024 | The Fundamentals of Sales Success | 00:23:20 | |
In this episode, Dave Gallegos delves into the six essential elements that drive sales success: Vision, Mindset, Marketing, Sales, Operations, and Finance. Dave shares his expertise on how these fundamentals interplay to create a successful sales strategy, offering listeners actionable insights to enhance their own sales performance. From cultivating the right mindset and vision to mastering the mechanics of marketing, sales, operations, and finance, this episode serves as a comprehensive guide for anyone seeking to elevate their sales success. 01:00 - Focus on the Fundamentals 02:55 - Vision 05:40 - Mindset 08:40 - The Meat of the Business, Marketing and Sales 11:35 - Operations Excellence Breeds Confidence 14:30 - Operations IS the Business 15:35 - Branch Managers are Business Owners 18:10 - Understanding the Relationship Between Rate & Commission 20:00 - This All Sits on a Foundation of Leadership 21:00 - The Opportunity in the Mortgage Industry | |||
| 02 Jan 2024 | It REALLY Helps If You Like People | 00:15:46 | |
In the episode of Make the Call, Dave Gallegos discusses the direct correlation between the number of conversations you have and the opportunities that arise in the field of sales. Dave emphasizes the importance of genuinely enjoying interacting with people, as this enthusiasm can lead to more frequent and engaging conversations. He posits that these conversations are not just simple exchanges, but rather opportunities for relationship, connections and yes more sales. The more conversations you have, the more opportunities you'll have to present your product or service, understand needs, and close deals. This episode underscores the importance of interpersonal skills in sales, suggesting that an affinity for people can significantly boost your bottom line, as well as the quality of life for you, your family and those with whom you build relationships. Don’t miss this great episode, and share it with a friend or colleague who could benefit from Dave’s message. 01:00 - More Conversations Leads to More Opportunities 02:50 - “If you’re not doing enough business, you’re not talking to enough people.” 03:45 - The Dream of Home Ownership 05:20 - It REALLY Helps If You Like People 07:30 - Transactional Versus Relational Selling 09:25 - “What could be better than being paid very well to help a lot of people?” 10:30 - Beyond the Transactions 11:30 - Definition of a Salesperson 12:05 - The Compounding Power of Relationships | |||
| 16 Jul 2024 | Top 5 Things a Loan Officer Controls | 00:13:20 | |
In this episode, Dave Gallegos highlights the key areas where loan officers can exert influence to drive their success. He breaks down the top five controllable factors, including time management, client communication, social promotion, personal communications, and broadcasting. Through detailed explanations and practical tips, Dave demonstrates how mastering these aspects can significantly impact performance and career growth. This episode provides loan officers and others with actionable insights to optimize their daily routines, enhance client satisfaction, and achieve their professional goals. 01:15 - Friday Focus Newsletter 01:40 - Thinking About What We DON’T Control 03:00 - Hustle and Effort 04:20 - Social Promotion 05:45 - The Personal Touch 06:05 - Mass Media 06:40 - Blocking Time 07:50 - If You Do the Work, It Always Works 08:45 - It’s Simple, Not Easy 09:15 - Tracking Your Time 12:10 - What are We Busy About? | |||
| 18 Jun 2024 | Words of Wisdom From a Master | 00:15:40 | |
In this episode, Dave Gallegos shares invaluable insights from Shant Banosian, one of the most productive Mortgage Officers globally. Banosian's unparalleled success reveals the key habits, strategies, and mindset that have propelled him to the top of the industry. Through compelling anecdotes and practical advice, Dave’s take on Banosian's four core principles offers a blueprint for excellence, emphasizing the importance of focus and consistent concerted effort. This episode provides listeners with a wealth of actionable wisdom, aimed at elevating their performance and achieving remarkable success in their own careers. 00:40 - If You’re Not Doing Enough Business, You’re Not Talking to Enough People 01:30 - Shant Banosian 02:45 - Shant’s 4 Core Principles 03:15 - Focusing on What You Can Control 05:35 - Intentional Consistent Concerted Effort 08:20 - Tolerant of Less Than Average Performance 11:35 - Most Mortgage Companies Are Okay With Part-Time Performance 13:25 - The Successful Warrior | |||
| 30 Jul 2024 | More of the Top 10 Things You Control in Your Business | 00:16:56 | |
In the episode, Dave Gallegos continues his exploration of the crucial elements within a business owner’s control that can drive success. Building on his previous discussion, Gallegos delves into additional key factors, offering practical strategies and insights for managing them effectively. From setting clear goals and maintaining a positive mindset to leveraging technology and fostering team collaboration, this episode provides a comprehensive guide to optimizing business operations. Listeners will gain valuable tools to enhance their productivity, resilience, and overall business performance by focusing on what they can control. 01:15 - What a Loan Officer Controls 02:20 - Effort & Hustle 03:25 - Your Commitment to This Profession 09:30 - There’s No Ceiling on Your Income Potential 11:20 - The Information is Available 12:05 - What’s Holding You Back 15:00 - If It’s YOU, What To Do | |||
| 04 Jun 2024 | Pscho-Cybernetics with Ryan Pettigrew | 00:34:54 | |
In this episode, Dave Gallegos and Ryan Pettigrew engage in a stimulating discussion about the influential book by Maxwell Maltz and the profound lessons they've incorporated into their personal and professional lives. They explore the concept of self-image psychology and how it impacts success, sharing real-life examples and actionable insights. By delving into the principles of visualization, self-belief, and the power of positive thinking, Dave and Ryan illuminate how Psycho-Cybernetics can transform mindsets and enhance business outcomes, providing listeners with practical tools to achieve their goals. 00:45 - Meet Ryan 01:25 - From Car Rentals to Mortgage 04:30 - Gaining Confidence from Doing 05:55 - Everybody CAN Do It, But Not Everyone WILL Do It 07:15 - Psycho-Cybernetics 11:45 - A Path To Get You Where You Want to Go 15:45 - The Impact of an Image Shift 16:20 - Ninja Selling 19:30 - The Actual Ways to Change 23:30 - What Changed for Ryan 26:30 - The Way We Talk To Ourselves 28:00 - What Ryan’s Wife Has Noticed 31:15 - Everyone Has Ambition 33:15 - “Look How Much You’ve Changed” Episode Resources: Psycho-Cybernetics: https://a.co/d/gzuW863 Ninja Selling: Subtle Skills. Big Results. https://a.co/d/1QqGAGg | |||
| 30 Jan 2024 | Harnessing the Power of Numbers | 00:10:15 | |
In this enlightening episode of "Make the Call,” host Dave Gallegos delves into the unique scenario that Mortgage Officers live in. He discusses the universal appeal of their product, highlighting that everyone is a potential customer, whether they're first-time buyers or existing clients open to a better offer. Dave emphasizes the vast potential of the market, teeming with countless prospects. This episode offers hope and excitement for any Mortgage Officer worrying about the market, underscoring the immense opportunities that lie in understanding and harnessing the power of numbers. 01:25 - “We sell a product, everybody wants” 03:00 - Everyone is a Potential Customer 05:10 - What Does That Data Do For You? 06:50 - The Importance of Making the Call 07:45 - If You’re Not Doing Enough Business, You’re Not Talking To Enough People | |||
| 27 Aug 2024 | Ch-Ch-Changes! | 00:13:52 | |
In this episode, Dave Gallegos teaches sales professionals how to embrace changes in their industry, drawing inspiration from the timeless lessons of the book *Who Moved My Cheese?* by Spencer Johnson. Dave explores the necessity of adaptability in a constantly evolving market, emphasizing the importance of anticipating change, letting go of the past, and quickly moving forward. Through engaging examples and practical advice, Dave demonstrates how adopting a flexible mindset can lead to new opportunities and sustained success. This episode equips listeners with the tools to navigate change confidently and turn challenges into growth in their sales careers. 01:10 - Who Moved My Cheese 02:30 - The Ten Year Cycle 03:00 - Sniff, Scurry, Hem and Haw 05:35 - The Sooner We Embrace the New, The Better Things Will Be 07:35 - Growth Happens Outside the Comfort Zone 08:40 - Change is the Constant 10:15 - Buy the Book 12:10 - Controlling Your Attitude, Commitment and Effort Who Moved My Cheese - https://a.co/d/2j0A6mK | |||
| 15 Sep 2022 | Make the Call! The podcast featuring sales success stories and strategies from Dave Gallegos | 00:00:41 | |
Sales are Easy. It’s making the call that’s hard. Dave Gallegos has spent more than 3 decades in the mortgage industry and a lifetime in sales. In this show, he’ll bring that experience, expertise and the experts he’s met to YOU with actionable advice to improve your sales. It’s not magic, you just MAKE THE CALL. | |||
| 10 Sep 2024 | Make Reading Your Superpower | 00:13:24 | |
In this episode, Dave Gallegos explores the transformative power of reading for personal and professional growth. He shares insights on how regular reading can expand knowledge, enhance creativity, and sharpen decision-making skills, making it an essential habit for success. Dave discusses strategies for incorporating more reading into daily routines, recommends impactful books, and highlights how lifelong learning through reading can provide a competitive edge in any industry. This episode inspires listeners to embrace reading as a superpower, unlocking new opportunities and insights to elevate their careers and lives. 00:00 - Introduction 01:25 - Successful People are Readers 03:15 - A Life-Changing Habit 04:30 - Do You Take Advantage of Your Literacy 07:35 - KwikBrain 09:55 - How Do You Develop the Talent The Compound Effect - https://a.co/d/hVRbF4R Psychocybernetics - https://a.co/d/hVRbF4R Fanatical Prospecting - https://a.co/d/0Hd5S13 Amplify Your Influence - https://a.co/d/6Gb7N6n KwikBrain - https://start.kwikbrain.com/podcast | |||
| 21 May 2024 | Conquer Call Reluctance | 00:18:20 | |
In the final episode of his series on call reluctance, Dave outlines a clear, three-step strategy designed to permanently overcome this obstacle, enhancing both productivity and success in sales careers. Gallegos combines expert advice with motivational stories, focusing on identifying personal triggers, developing a consistent practice regimen, and immersion therapy. This empowering episode is packed with practical tips and psychological insights, aimed at helping listeners transform their approach to sales calls, thereby boosting their confidence and results. 00:55 - Call Reluctance Kills Sales Careers 01:25 - You’re Not Alone 01:55 - Fear of Rejection is the Core 03:55 - You Have to Know Your Stuff! 06:30 - Become Really Scripted in the Information You’re Delivering 08:10 - Practice to Play Ratio 10:30 - Make 1000’s of Sales Calls 13:50 - The Cons of a Results Based Business 16:05 - RecapIn the final episode of his series on call reluctance, Dave outlines a clear, three-step strategy designed to permanently overcome this obstacle, enhancing both productivity and success in sales careers. Gallegos combines expert advice with motivational stories, focusing on identifying personal triggers, developing a consistent practice regimen, and immersion therapy. This empowering episode is packed with practical tips and psychological insights, aimed at helping listeners transform their approach to sales calls, thereby boosting their confidence and results. 00:55 - Call Reluctance Kills Sales Careers 01:25 - You’re Not Alone 01:55 - Fear of Rejection is the Core 03:55 - You Have to Know Your Stuff! 06:30 - Become Really Scripted in the Information You’re Delivering 08:10 - Practice to Play Ratio 10:30 - Make 1000’s of Sales Calls 13:50 - The Cons of a Results Based Business 16:05 - Recap | |||
| 16 Jan 2024 | The Power of Your “Why” | 00:13:42 | |
In this insightful episode of "Make the Call", host Dave Gallegos shares his personal journey of discovering his own "why" and how it has evolved over his lifetime. He delves into the profound impact understanding your "why" can have, serving as an anchor through the inevitable highs and lows of both business and personal life. Dave's candid discussion illuminates the transformative power of self-awareness and purpose, offering listeners valuable insights into finding their own "why" and harnessing it for stability and growth. 01:30 - What Gets You Out Of Bed Every Morning 02:05 - Making Promises to My Children 04:15 - Having it Matter That I Was Here 05:05 - Without the Power of Why 05:45 - The Entrepreneurial Roller Coaster 06:35 - Following Your Passion? 07:55 - Anchoring To Your Why 09:30 - Be Accountable For All the Gifts I Was Given 11:35 - Finding YOUR Why | |||
| 23 Apr 2024 | Sales Call Reluctance Part 2 | 00:18:24 | |
In this episode, Dave Gallegos kicks continues athree-part series tackling the prevalent issue of Sales Call Reluctance. He breaks down the primary sources of Sales Call Reluctance, as well as simple strategies to overcome it. In the end, none of this is something you CAN’T do. Will you put in the reps, do the research, secure your knowledge and practice, practice, practice? Then you’re already on your way to sales success. 01:10 - A Powerful Mindset 02:05 - Why Do We Have Sales Call Reluctance 03:15 - Your Brain is Wired to Avoid Rejection 04:20 - Courage is Being Afraid and Doing it Anyway 05:15 - We Don’t Have Confidence in Our Knowledge 06:50 - Not So Cold Calls= 09:05 - Practice, Practice, Practice 10:20 - None of This is Something You CAN’T Do 11:20 - Creating Urgency 14:00 - What Sales Call Reluctance Looks Like 16:30 - Be Careful What You Say to Yourself, Because You’re Always Listening | |||
| 19 Dec 2023 | The Art of Commission Sales and Prospecting | 00:14:49 | |
In the inaugural episode of "Make the Call," hosted by Dave Gallegos, we dive headfirst into the enticing world of commission sales. This episode explores the allure of a career in commission sales, along with its potential pitfalls. Dave shares his decades of experience, and the critical role of prospecting in achieving massive success. Listen in as Dave unveils the “secret” of massive sales success. This episode is a must-listen for anyone considering a career in sales or those seeking to elevate their sales game, no matter the industry. Tune in to "Make the Call" and embark on a journey towards mastering the art of sales. Highlights: 00:40 - Dave’s History in Sales 01:00 - Dave’s Passion for Mortgage & Real Estate 01:45 - The Allure of Commission Sales 03:00 - The Downside of Sales 04:20 - Mindset is the Key to Achievement at the Highest Levels 05:25 - The Secret to Massive Success in Sales 06:35 - The Secret to Being a Prospecting Machine 07:30 - Mindset Makes the Difference 09:15 - The Uphill Battle Against Negativity 10:40 - Dave’s Personal Sales Journey 12:00 - The Magic of Mortgage for Dave 13:00 - Share the Show with Friends & Colleagues and Join the Conversation 13:40 - The Goal is to Make You a Better Salesperson | |||