This episode is sponsored by RCN Season 4 of Broker To Broker is officially in full swing, as host Marc Summers is joined by the President and CEO of Summit Lending, Darren Copeland. In this episode, Darren graciously shares a comprehensive coaching on how to recruit, train, empower, and equip your staff as you grow your mortgage business, giving the exact details that helped make him a top loan originator.  Darren shares and breaks down his leadership, training and coaching philosophies that he’s gained from nearly 20 years in the mortgage industry. After working in the retail channel for a decade, he joined wholesale to start Summit Lending. Within five years, Summit has grown from a husband and wife duo, to one of the top brokerages in the country, expecting a staff of 50 LOs, representing ~20 states by the time you’re listening to this episode. Darren lays out everything a leader in a brokerage needs to know: What tech stack he uses. How to reach out to potential recruits or members of your network. How to generate leads. How to set up a pipeline for your leads. How to naturally market and grow your business. And, most importantly, how to be an effective leader once you’ve set all these pieces in place: “There was one thing that I had to do when building Summit Lending into a true company; I had to get better at leadership and organization from a 30,000 foot-high view, because I'm not great when it comes to details. I knew we had to do a better job of communication, so I had to become a master of delegation. First, make sure whoever you have on the staff, are the salespeople who can go out there and sell.” Darren shares “We have one non-negotiable thing here at Summit Lending, it's called the ‘ABC rule,’ which is ‘always be cool.’ I know it sounds simple, right? But man, there's just no room for people to be jerks or to keep everything to themselves. Everyone here is sharing an abundance mindset. People with abundance mindsets? They collaborate. People with smaller mindsets? They compete against each other. So ,it's all about lifting each other up, especially after the last year with this crazy market. Make sure you mutually support the people that are on your side.” Key Points: 4:00 - From Husband & Wife, to 50 LOs in 20 States 7:47 - The ABC Rule 13:48 - Tech Stacks, Recruiting, and the Vital 5-Star Review 24:51 - Referral Pipeline & LO Training 27:48 - Routine, Delegation, and Supporting Your Pillars Darren shares and breaks down his leadership, training and coaching philosophies that he’s gained from nearly 20 years in the mortgage industry. After working in the retail channel for a decade, he joined wholesale to start Summit Lending. Within five years, Summit has grown from a husband and wife duo, to one of the top brokerages in the country, expecting a staff of 50 LOs, representing ~20 states by the time you’re listening to this episode. Darren lays out everything a leader in a brokerage needs to know: What tech stack he uses. How to reach out to potential recruits or members of your network. How to generate leads. How to set up a pipeline for your leads. How to naturally market and grow your business. And, most importantly, how to be an effective leader once you’ve set all these pieces in place: “There was one thing that I had to do when building Summit Lending into a true company; I had to get better at leadership and organization from a 30,000 foot-high view, because I'm not great when it comes to details. I knew we had to do a better job of communication, so I had to become a master of delegation. First,