Cold Calls = Closed Deals, and this episode proves it.

Mel & KJ sit down with top-producing lender Doug Smith of Smith Lending for a sharp, hilarious, no-excuses breakdown of the one habit agents avoid the most… and the one that actually grows a business: picking up the phone.

Doug shares how he went from answering phones as a receptionist to building a multi–million dollar lending company rooted in consistency, relationships, follow-up, and actually doing the work. From his early industry days to his current life of kids, cows, and closings on 40 acres — this episode is packed with real strategy and real talk.

We dig into: • Cold calling and why agents run from the phone • The follow-up muscle (and why yours is weak) • Why your CRM isn’t the problem • Calendaring like a top producer • The d ...