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We are joined by Ian Lee in this episode, a mortgage loan officer in Colorado Springs. Only in business for the last 12 months, Ian has scaled up his business from closing 5 loans in a 6-month period to 65. Ian is with us to discuss the importance of the client journey, implementation, and having strong operating procedures.

Timestamped Show Notes

(click the timestamp to jump directly to that point in the episode.)

[2:16] How did you get into the mortgage business?

  • I was an engineer and started a firm with someone. At the same time, I bought my first house.
  • The mortgage industry collapsed, and I struggled to keep it. I was given a poor loan by the mortgage lender.
  • I self-educated, saved the house, and realized it was a great way to build wealth.

[4:40] What quote has had an impact on you? How do you implement it in life?

  • “Implementation means everything.”
  • Your ability to implement sets you apart.

[8:02] Can you tell us about a failure you had in your career and what you learned from it?

  • In 2012, my cousin and I opened Lee Spirits Company, a pre-prohibition-style distillery.
  • We created a speakeasy-style tasting room where I bartended, and the demand was totally unexpected. We had 2 hour waits out the door.
  • I ended up bartending for 6 months and getting burned out because we had no systems in place to replace me. It delayed our growth and pulled focus away from the business.

[11:39] How did you rectify that situation?

  • We sat down and created operating procedures and implemented SOPs that allowed any role to be taken over easily. Now we are at a place where we don’t have to be there day to day.

[12:30] How did you make the time to create these procedures?

  • You need the mentality that you are going to work like no one else works for a few years so that you can live like no one else lives for the rest of them.

[14:10] What improvement have you made to your systems in the last 6 months?

  • A year ago, I didn’t have any systems.
  • I developed a pitch deck and began cataloguing clients in a CRM.
  • Mapping the client journey from first to last interaction with me.

[16:35] Did you use customer mapping at the distillery?

  • Kind of. We tried to create an environment for our ideal clients and ended up creating an experience that kept them coming back.
  • I realized this is how you communicate value and get clients to enjoy the process.

[18:02] What changes have you made to your sales process?

  • Talking with financial planners and property managers instead of just real estate agents to increase leads.
  • Around 25% of leads are from financial planners.

[21:31]} What is your biggest takeaway from the 10 Loans a Month program?

  • Confidence.

[22:57] What is the one thing holding brokers back from success?

  • Systems.

[23:25] What’s your one habit for success?

  • Every day I go to work and for 1 hour, I learn and improve before I do anything else.

[25:59] What does your business look like right now?

  • The average loan is between $250,000 and $300,000.
  • Initially I did 5 loans in the first 6 months. I closed 65 in the last 6 months.

[27:29] What software do you use?

  • CRM.
  • Zoom.
  • Calendly.

[29:45] What book would you recommend?

  • Lean Startup by Eric Ries.

[31:36] What advice would you go back ang give yourself?

  • Trust your authenticity and share why you do this job.

Contact Ian here: or

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