Stop Waiting for the Market: How Mortgage Pros Can Win Right Now with Don Goettling of Momentum Builder

 

[David] Folks, which conference, which events should you go to? Well, I’ve got Don here with Momentum Builders. And there is, I he I can’t wait for him to tell you about his event that he’s got coming up. Don, good to have you back on the microphone with me.

[Don] Hey, always good to see you, David. And you were on our stage last year. And we’re gonna miss you this year because I don’t know, getting married, going on a honeymoon, you know, what how does that rate? I mean, I thought I thought Momentum Builder ranked above those things.

[David] I mean, I honestly thought I said I was thinking, I honestly was thinking, can I go change my honeymoon deal detail with honeymoon? we already prepaid the thing and we’re on it so we could, but I’m gonna be bummed that I can’t be there. But it was it was such a powerful event. And I have a number of my clients that are gonna be there. Don, I’m really excited for them. And I want our listeners to hear about this event and give serious consideration. And a good part, listeners, is Don has provided us with a link so that you get a discount if you get signed up through the Lykken on Lending podcast. So there you go, Don, thanks so much for that. But before we go there, Don, you have lived an amazing life. You have got a wonderful life story. Tell us a little bit about your journey. And the thing that fascinates me is your passion with motorcycles and extreme sports. You are a maniac, dude. Come on, tell us about it.

[Don] Yeah, a little bit of an adrenaline junkie. You’re you’re you’re right there. And it you know, just like you, we just never stop. But yeah, I was a former as a kid, I was a former professional motocross and supercross racer and even qualified for a couple of supercross main events, and that was my life and that’s where I was going. And I learned a lot from being at that level of a professional athlete, because there is a difference when I went from being an amateur to professional level. Everything changed, mindset, training, focus, desire, everything had to change to get it to that level and be competitive as a professional athlete. and I did very well until an injury, kind of like a lot of professional athletes. Injury took me out. I’ve only gotten 37 broken bones at this stage over my career.

[David] Why you say it at this stage? Because you’re still doing it.

[Don] Yes, I’m an idiot. that’s an adrenaline rush. But it also was I challenged myself. I think Dave, we talked about this a little bit. I recently decided to go back and try to race professionally again and see if I can get top ten in the world. I was one of the top racers in my early years and then I got top seventh in the world in my forties. And then I’ve decided I’m gonna see if I can do that when I just turn, I don’t know, I look young. But believe it not, I decided at 60 years old I’m gonna see if I can get top 10 in the world. Anybody 60 years they don’t know over. And it was a good challenge for me. I had to hire a coach, I had to eat right, I had to train hard, I had to go back to those things that make you successful, whether it’s a professional athlete or a professional salesperson. So it was a good learning curve for me. And I like challenging myself because I could easily say, David, hey, I’m gonna go and race and see how I do. But that’s that’s not my style. My style is. No, if I’m gonna do it, I want top ten. Yep. So and and there’s certain people on the realistic also. There’s people that have never stopped racing professional motocross. Like that’s their life. It’s not my life. They race every single weekend. But the good news is I’ve actually aged better than a lot. So now a lot of my heroes I’m actually racing with now and beating some of them. So, enough to where I got seventh in the world championships, vet world championships, and then I raced a two-stroke national championships, got third in the world and the race had big mammoth motocross race, which is one of the biggest races on the West Coast, and got third third in that as well. So not too bad for an old guy.

[David] That that not for an old guy that’s doing well. But what’s so interesting about that, it ties in so well to what you teach at Momentum Builders. You you what the principles of success of winning, whether it be in sales or sports or anything you’re going to do, the same. They’re the same. And that’s why I get so excited about this event. We’re in challenging markets. We’ve never been quite. It’s it feels like we’ve been here kind of sometimes, but to a certain degree, we’ve been here before, but never quite. It’s always a little bit different. So it always feels like, I’d never been here before. But we are back to some challenging markets. There’s no one more qualified to talk in about that in the market. would you share your perspective from your perspective what you’re seeing in the market today? More importantly, where do you see it going in the near future? Mostly what I’m wanting you to focus in on is current market right now, and then what’s coming and what is the mindset that we have got to have.

[Don] Okay. So I’ll give a little context to help, like why should I listen to this guy? but I’ve been in the industry almost forty years, from being an original like many of you that are, you know, listening to this call, to a top producer, thanks to some steps that I made and I’ll share those steps, to a branch manager to a regional manager running co-managing a region with Gino Fronti doing one point five billion in business. We are doing three hundred loans a month. Did over a hundred million dollars for 18 straight months. I mean, we understand what the industry needs. and I’ve worked with hundreds and hundreds of loan officers that have worked for me. I’ve been in, I interview tons of top producers. I know the leaders in the industry and talk to them. So through all this, kind of like you do with these podcasts and my podcast, is I learn a lot. I learn what’s working, what’s not working, where the challenges are and all that. So right now the  biggest challenge I see right now, we’ve been in a market that’s long. Usually if we have a drought, it’s usually about two years and we’re over four years now. Not a crash, but definitely a drought. There’s not enough transactions for everyone. And that’s why over half of our industry’s already left. And the other half, a lot of the half that are remained are struggling. But I’m gonna tell you this, and this is why you want to be at Momentum Builder Live. This is the perfect opportunity to grow. When things are good. Nobody needs anything. They don’t need tech. They don’t need strategies. They don’t need coaching. They just answer the phone and make money. But when it’s challenging, that’s when you need it most. You need strategies that are working today. You need the motivation today. You need coaching today. And you need to know what tech’s working so that you can go and take advantage. This is an opportunistic market because now you can go grab market share. When everybody’s busy and happy, well, then you’re battling in your commodity. Right now. You can go out and literally own the market. So you gain what market share is there you will own. And imagine when it turns, how much more of a business you’re going to make. Because I guarantee if you’re on this call and you’re still in the industry, you can’t wait for another run. I’m sorry, if you’ve been in the industry over 10 years, you know what a run is. We all had it during COVID. You want another one of those runs. Don’t you want to take advantage of it as much as possible and make up for the challenging four years, you can make it up in one year. You can make up in six months when the market turns. But we have so many people on our stage, David, and leaders that are crushing it in today’s market. And we’re going to share all those secrets. You’re going to walk away going, I can do that. In fact, I have a, you know, you’re going to see like the producers that are going to share their pearls of wisdom. And people go, why would they share their secrets? They’re not worried about you taking their market share.

[David] That’s that is the the strategies that were presented last year were so transformative and so powerful. There was people, I mean, there was just like a sense of when you went in a room and the principles are being put forth, Don, that that just are landing, you could just like hear a pin drop. And then you just it was people were just bringing it in. So I’m so excited for those that are going to get a chance to attend and for those that should now, as a result of listening to this, decide to go. Don, I understand that you created a new tool to help loan officers go through the various stages of growth. Tell us about that.

[Don] So I created something that I wish I would have had. And I guarantee, David, you wish you would have had as you grew through the industry, which are the resources. And when I didn’t have the resource, I almost quit the business, David, believe it or not. I’m like, I’m trading dollars, you know, hours for dollars, and I was running out of hours. And I almost quit because I’m like, well, I don’t know how to make more money. And fortunately, I was introduced to Sales Mastery, Todd Duncan, Dave Savage, Barry Habib. I can go down the list. I got introduced to the right people. I got in the right room and I saw what was possible and I saw what they’re doing. And I’m like, I was just doing it wrong. If I follow their footsteps, I can be very successful. And it changed my entire career and anybody who’s worked for me, because I share those same philosophies and work ethics and everything else that made me very successful in this industry. And that room it changed everything. And that’s why I want I’m I put together a system that now will house everything good in the mortgage industry. I’m agnostic. So what I’ve done is I’m gonna bring the best coaches. I’m not telling you what coach to use, but here’s 10 or 12 of the best coaches in the industry. Choose who speaks to you based on where your business is right now. Hey, you don’t know what tech to use, which is really confusing right now. You know that. I’m gonna bring you very verifiable tech vendors. They’re partners. They’re people I know. I’ve gone through their tech. I know it works and what it does. And we’re going to introduce you to that because you don’t know what you don’t know. And you’re going to see some of these tech platforms and these opportunities. You go, I need that. I could do that. I can leverage that. So we’re going to bring all these things into one location. Plus, it’s going to be a community site where everybody can communicate best practices. My coaches and my vendor partners, we call them impact partners, can also contribute to the feed. So everybody in this group will rise together and then we’re going to break it up based on production levels. Those of you who are new have different needs, different coaching, different steps. Those that are already grown their business to say five plus are now trying to grow. Then there’s the top that are 11 plus, which just say that are scaling. They’re trying to scale their business, grow their business, but still have a life. So we’re going to help them with that. And we’re going to help everybody go from tier to tier to tier. Collectively together so that anyone that’s part of Moment Builder will own the market. They will rise to the occasion and they’re going to own the market.

[David] You hit on something that’s really hits home with me is and have a life because this business can eat you alive. I mean, eat up all your time if you do not have it organized, if you do not have boundaries in place. And I really am encouraged by these processes, these systems that you have developed and you’ll be sharing. But it’s more importantly is listening to the various iterations or maturations of that, of those processes through each one of these coaches. Tom Ferry last week, last year was there and talked about some of the things about the power of the internet. I mean power videos. I mean, I mean, give us a little bit of a lineup. Come on, tease us a little bit about who’s gonna be there this week.

[Don] All right. All right. So what’s really cool is we do have industry speakers. Sometimes you go to an event, it’s a lot of industry speakers. Some of you have heard. I mix it up every single year because it has to be relevant to this year. We’ve all been to the events. You’re like, he was my rock star 20 years ago. He’s not relevant now. I want people that every single coach, speaker, and panel is relevant to today’s market. What’s working in today’s market? Very, very important. And then I bring outside the industry speakers. So you are going to hear from top producers that are absolutely killing it right now. You’re going to talk with leaders that are explaining what their top producers are doing. And then I have outside the industry speakers, such as Rory Vaden, who’s one of the top brand building specialists in the world. He actually coaches me. And you’re going to learn how to build your personal brand so you’re not a commodity. He’s a rock star, he’s three time national bestseller and I’m telling you, I we Dave Savage saw him on the stage and we like, yeah, three pages of notes just from Rory Baden alone. Of course, on the other side of the same personal brand, we’ve got Neil Dingra, who’s the the most powerful in our industry right now with Forward Academy. He’s gonna be there. I have neuroscientists on there to talk about your brain, how it works, and how you can be more resilient and handle anxiety and stress. And God knows our industry is stressful.

[David] A little bit of that book.

[Don] I’ve got social media experts. I got AI experts who are using AI, not talking about how cool AI is. It’s this is how I am actually using it and creating business. Like one of the people that were at our event last year, he was so motivated by the event. He leaned all in. His business using AI and using the strategy he learned at our event, he’s up 178% this year.

[David] Hundred and seventy eight percent. Wow.

[Don] That’s right. And growing every day. I just talked to him on the phone today. He’s just killing it right now. we have er we have and it’s holistic. We have personal trainers. We have leadership performance coaches. it we have it all so because it has to be a balance. Even in our ecosystem, it will have all these things. We have actually a wealth panel during the VIP lunch talking about how to build wealth because our industry sucks at it. Sorry, that’s a technical term, but they make money, they spend the money. Then they have to go make the money. We’re gonna teach you what how to actually build a legacy and a future. We got such powerful stuff throughout the event. And then the networking and fun. You know the you know how much energy our event has.

[David] It is over the top. As soon as one person leaves the stage, the next walks on. The energy never stops, and the networking gives everyone a chance to connect and share ideas.

[Don] I think it’s one of more important than ever. It’s you like I said, when it when things are good, you can kind of get by, you can make money. When things are tough, that’s when you need to lean in most. And you need that inspiration. And it’s not just inspiration, because if you notice, our slogan is more than motivation. So motivation is great. And you’re gonna get that at the event. But we also do more than that. We’re gonna stay with you after the event, even to help you implement. That’s the value of being part of a community. Is now what do I do with this? Because I’m telling you, you’re gonna come away with six, 10, 12 ideas. Guarantee it. I guarantee it. You’re gonna have so many ideas, which is inspiring. That makes you excited because right now you might be going, I don’t know how to get more business. I don’t know what to do. I don’t think there is any business out there. And then you’re gonna listen to all these professionals on stage that are sharing how they’re doing it, and you’re gonna go, Well, I can do that. You’re gonna walk away. That’s inspiration. Not just pumping you up because of the speakers and the music. It’s really walking away. I know when I went to Todd Duncan’s High Trust Sales Academy, I hadn’t gone to that in 25 years. I went to it and I was pumped. And I’m a veteran in the industry. I think I know it all. I walked, I walked away excited because I had 12 new ideas to share with my team. 12 new ideas that we can create more business from. That’s how you really build your get re-energized. One, seeing the possibilities in the market, because you’re gonna see people really doing well in your current market. So quit waiting for it to get back to normal. This is the new normal. And you’re gonna walk away totally inspired. Plus, the people you meet, like you said, David, you don’t know who you’re gonna meet that’s gonna change your life. The people I have met at these events have absolutely changed my life, and so my closest friends to this day. And I met them at this event. So it’s a commitment though. Everybody wants to just sit back and wait. I’m tired of it. I mean I get a little almost pissed off because I’m like, please take action. It’s not that much money. It’s less than what you make on one loan to go to the event and get inspired for the entire year and be part of a community that’s gonna help change your life and your

[David] It’s the last thing is being a part of a community. You’re known by the people you surround yourself and and with. And if you are finding yourself getting down, I’m gonna challenge you. I’m first question I said, Who are you spending time with? And I want to spend time with this crowd because this crowd, Dave Savage has been a friend of mine for years and years and years. He and I part started our podcast about I think it’s the same month and year. We’ve been doing it a long, long time. And you find people that are like David and so many out there, Todd and the whole crowd. It just this is a motivated group and they’re willing to share. That’s the thing. What you’re doing here, there’s a there’s a desire because their strategies or they feel secure in their strategy because it’s working for them. They are not worried about someone taking their market share.

[Don] Well, and you and I both know, David, the best way to get better at something and learn something is to teach it. When you teach others, you get very focused and a lot of clarity on how you’re going to present that and make sure it adds value. So you get better and better at your craft so that you can share it with others. If you’re ho so-so with it, you don’t want to share with anybody. You’re like, I’m not the guy. But if you’re teaching it and you’re learning it or you’re sharing it with your real estate partners, you get to know your craft. And we have the best in the industry, they’re gonna share their craft. I mean, you know, you know, Ken Perry and Josh Pitts. I mean, I go down the list, I mean, that are industry rocksters that always bring their A game, you know, Dustin Owen, who’s a great coach. I mean, we have tons Bill Hart is gonna be on our stage. Some of the best of the best for years. Dave Savage is running our performance producer panel. He’s also run a leadership panel. I mean, we just have so many industry icons that are giving back. And this is my give back. Momentum Builder is what I want for my legacy. And that’s why I’m putting my retirement into it to make sure we promote such a great opportunity for everybody. Because I really believe in community. I re really believe in the event and the value. I always offer a hundred percent guarantee because I’ve never had to pay it. Because night one, you’re gonna walk away going, Woo, so glad I’m here. Let’s go.

[David] That’s so good. Don, tell us a little bit about the event, the venue, where you’re gonna be and how people can do it. We’re gonna put code listeners in our show notes. But so go to our show notes, look at the code that Don will help you save some money on the event, getting into the event. But Don, tell us where this is at and what when they walk through the doors, just kind of share what they’re gonna experience.

[Don] All right. So I’m so excited about the venue that we have now. One, I’m we used to do the this is our eighth year, by the way. We used to have them in Vegas. And last year we moved it to Dallas for a couple of reasons. And I think all of you listening will appreciate this. Is one, I wanted to eliminate the distractions. Fortunately, Vegas has a lot of distractions. So I noticed that certain people maybe stayed a little later than they should and didn’t show up in the morning, or they left a little earlier than they should to go to the pool. This is not what this event’s about. This event, we want you to walk away with tangible value that’s going to change your life. So what’s you’ll notice at our event, it’s the right people in that room. They will show up on time, they will come back on time, and they will stay the whole time. They will go to the networking functions and meet people and have fun and really engage. The atmosphere in this hotel in Dallas, so we’re at the the Dallas Hyatt reunion. It’s a beautiful hotel. You saw, I mean, is that ballroom amazing? And

[David] Amazing. Yeah.

[Don] I moved it there for another reason. One to be middle of the country. So now the East Coast and Midwesters can join us as well. Anybody can get to Dallas on a direct flight. Really simple. I start now Tuesday night. So everybody had Tuesday the October 6th. October 6th is a start. We don’t start till 4:30. I give you all day to get in, get checked in your room, and then we blow it up that night. And then we have a full day Wednesday. And then we have a full day Thursday. I cut off the Friday because I want everybody to be done on Thursday and party with us that night. So stay the whole time. So it’s six October 6th through the 8th, Thursday night. We have a giant party. We’re docking DJ, food, drink, and celebrity cornhole tournament. You’ll see your speakers and coaches all babbling each other. It’s so freaking fun. so it’s yeah, it’s six October 6th through the 8th. It’s done on Thursday night. That gives you all day Friday to go home for the kids’ baseball games and Sally’s ice skating, whatever it is. So it’s specifically Joe, but it’s gonna be powerful. So powerful.

[David] I can’t wait for everyone to go there. Check out the link in our show notes, folks. Be there. It is going to change your life and give you strategies to succeed in 2027 and beyond. Don, thanks so much for being here. Kudos to you and your success. I love your story. I love how you continue to go for it, helping others do the same.

[Don] Well, I’m just following your lead, David. You do a great job for our industry and you’re a good friend and just a good person. And I love surrounding myself by such great people. And now I’ve found all the givers and the good people in our industry and we’re all we’re all behind Momentum Builder and helping our industry out. So thank you for this opportunity, David.

[David] It’s exciting to have you here. I’m sorry I’m not gonna be there, but I’ll be landing in Greece literally as your event starts. I’ll be starting my honeymoon in Greece, in Athens.

[Don] Woohoo hoo. All right, no pitchers and speedos.

[David] By at seventy six, there’s no Speedos. There’s my problem is that.

[Don] Yeah, congratulations again, David. Very very excited for you. Very cool.

[David] Thank you, thank you, thank you so much. All right. Appreciate it. Have a great event.

[Don] All right. Thanks, buddy. We’ll miss ya.

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Important Links:

• Momentum Builder event
• $200 discount exclusively for Lykken on Lending listeners
• LinkedIn – Don Goettling

 

Founder & CEO of Momentum Builder, empowering housing professionals to build confidence, opportunity, and lasting momentum. Also, I am the host and creator of Momentum Builder live, our annual mortgage performance experience Oct. 6-8 in Dallas.

40+ year housing industry veteran and former executive behind a $1.5 billion mortgage region. Now I am completely focused on Momentum Builder only.
National speaker, coach, and host of the Momentum Builder Podcast.

Former professional motocross racer whose real-world experiences fuel an energetic, practical message on resilience, consistency, and high performance.