The $32 lunch that changed my entire business

A few years ago, I was sitting across from a Realtor at a Chipotle.

Not exactly a power lunch.

We'd connected on LinkedIn a few weeks prior, and I'd asked him to grab lunch.

Mind you, I was fully prepared to take him to an actual restaurant because I wanted to impress him given he’s a big producer (nothing crazy but definitely not a fast food chain lol).

He kept brushing me off and so I finally asked him this:

“Hey man, I know you’re like a cyborg, but you have to eat from time to time anyway, right? Where is a place you frequent that you quickly pop in to eat on some days?”

He actually said “lol, that’s a great question. I am at the Chipotle next to my office almost every day at 1pm. Meet me there tomorrow if you want.”

Funny thing was that “tomorrow” was a Tuesday, so I replied:

“Nice, Taco Tuesday with the Cyborg. See you mañana amigo.”

I got there early, covered both our tacos, and we ended up meeting there multiple times again for months.

The check was $32.

Here's what I didn't know at the time:

That $32 lunch would generate over $200,000 in gross commissions for me over the next 3 years and a GREAT friendship (priceless).

But it almost didn't happen.

Because I almost stopped prospecting him after being brushed off multiple times.

I told myself the usual excuses:

"He's probably already got a go-to lender.”

"He’s too big of a producer to ever meet with me.”

“He will want a big co-marketing partnership with me.”

“He’s too busy to meet.”

But you ever see those cartoons with the good and bad angel on the main character’s shoulder?

The “good sales angel” kept telling me: “keep going, be cool, be pleasantly persistent.”

The “bad sales angel” kept telling me: “you suck, he doesn’t want to be with you.”

So, I flicked the bad sales angel off of my shoulder and kept being pleasantly persistent.

So I kept shooting my shot, used humor and made it easy for him to meet me where he wanted in rhythm to what he was doing.

And here's what happened during that lunch that changed everything:

We didn't talk about mortgages for the first 20 minutes.

Instead, I asked him questions I was genuinely curious about:

How'd you get into real estate?

What's been your biggest challenge this year?

What do you wish lenders understood about your job?

He opened up.

Told me about his frustration with lenders who over-promise and under-deliver.

Told me about a deal that fell apart last month because the LO stopped updating him weekly like originally promised.

Told me he was working with 3 different lenders and wasn’t wowed with any of them.

I just listened.

Then, about 30 minutes in, he asked ME a question:

"So what makes you different from every other lender who's taken me to lunch?"

Here's what I asked back:

“Well, let me ask you this: what finally compelled you to meet with me?”

And he said:

“You were persistent and cool for months trying to meet with me, and you seem like a genuine person.”

“Wow,” I said. “Thank you man, that actually means a lot to me. Thank you for that, you know my love language is words of affirmation (we both laughed). In all seriousness, here’s what I will tell you: I worked really hard to pursue meeting you, I am not going to mess up all that effort by not crushing it for you and your buyers. Give me a shot. You have my word I will wow you.”

He nodded.

Then he said something I'll never forget:

"That's all I want, man. Just don't make me look bad."

We shook hands and parted ways, I figured I'd follow up in a week.

Three days later, he sent me a buyer.

Then another one two weeks after that.

Then he introduced me to two other Agents in his brokerage.

By the end of that year, he had sent me 14 transactions and paid for my Chipotle tacos.

Tacos and Transactions.

Not because I had the lowest rates or fancy marketing.

But because I showed up for a $32 lunch when I almost didn't.

So I challenge you to block out three 90-minute windows this week to call or DM people you want to help.

Reach out to:

• 1 Realtor you want to deepen a relationship with
• 1 past client you haven't seen in 6+ months
• 1 referral partner you've been meaning to connect with

Invite them to lunch, a coffee, a walk, whatever.

Don't pitch or ask for business… just show up.

Be curious and present, then watch what happens over the next 6 months.

Because here's what I know:

The best deals you'll close this year won't come from your CRM.

They'll come from a $32 lunch at Chipotle.

LessssGO! 🤝

Whenever you’re ready, here’s how I can help you!

1. Book a call to speak with one of our advisors about joining the Growth Only Community.
2. Join our Facebook group for Top Producing Modern Loan Officers.
3. Connect with me on social.