Want To Win? Get Good At The No | Ep. 507

Get Good at the No: Prospecting Through Rejection

Frazier opens with a reminder that Mortgage Mornings airs at 10:00 AM EST with Michael McAlister, where they’ll discuss “vibe coding” and review apps they built, including the good, bad, and ugly. In today’s Growth Note, he explains that consumers are wired to distrust sales outreach and default to saying “no,” a tendency intensified by economic pressures and the high stakes of mortgages amid negative headlines and crash predictions. He warns loan officers often anticipate rejection, avoid prospecting, skip practicing talk tracks, and retreat into hiding or buying leads. Frazier argues sustainable success requires accepting rejection, getting comfortable with conflict, and continuing consistent outreach, building resilience to hear multiple “no” responses and keep calling, outlasting competitors who stop.

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