Richard Milligan coached 138 mortgage leaders in 2018 and found none had a recruiting system. He outlines his own 32-step process, arguing that without it you're just winging it. A detailed system, not vague goals, is what actually builds recruiting success.
Well, one of the things that I'm a firm believer in is having a system, and that we don't rise to the level of our goals, we actually fall to the level of our systems. The system part is ultimately everything. In 2018, I coached 138 different leaders inside the mortgage industry, and of those 138, when I asked the, do you have a system right now that you're using to recruit from, there was not a single person that answered that question yes. This here, the things that I'm talking about, this is my system, and I recognize if I don't do this, if I don't follow this process, then ultimately I'm winging it, and it goes against everything that I know about success. So I refuse to wing it simply because I refuse to be average. So it isn't that Richard's great at recruiting, it's that Richard has an extremely detailed system that knows exactly where it starts and knows exactly where it ends, and there's 32 steps in between first and last step. I just believe that God's created me to do something big and to influence a lot of people, and I recognize that having a system is all tied to Influence and doing something big.
