Systems Matter: how Paul is closing 20 loans per month

There’s a quote from James Clear that I’ve been thinking about: “We don’t rise to the level of our goals, we fall to the level of our systems.”

Goals are for people who care about winning once. Systems are for people who care about winning over and over again.

This week, I want you to think about the systems you have in place, not just the goals you’ve written down.

I was listening to a recent podcast with Paul Parsons from our CMG team in New Mexico. You may remember him from one of our past Monday calls. Paul is closing 20 to 30 loans a month in today’s market, and it’s not luck. It’s the systems he has built.

Here are some takeaways from Paul’s playbook that we can all apply:

• Niche focus: 70 percent of his business is first-time homebuyers
  • Selective realtor partnerships: Works with four core realtor teams, sets clear expectations, and asks for loyalty
  • Onboarding process: 90-day system of weekly 30-minute strategy calls with new partners to set standards and build momentum
  • Consistent daily habits: Tracks realtor touches, client follow-ups, and past-client outreach without fail
  • Mid-week trigger: If he is not at three new contracts by Wednesday, he doubles his outbound calls
  • Community presence: Hosts monthly local events to stay visible and deepen trust
  • Modern demand generation: Weekly TikTok Lives and monthly virtual homebuyer seminars that turn into real applications

Paul’s results speak for themselves. He is averaging five to eight million in volume monthly in Albuquerque by sticking to his systems.

Here is the link to the full episode if you want to dive deeper: Closing 20 Loans a Month in This Market

As you head into this week, ask yourself: What system can I strengthen so I don’t just hit a goal once, but create repeatable success?

Let’s make this a week where our systems carry us forward. 😊