Mortgage Marketing Radio: "The Journey from Olympian to Mortgage Leader"
Date: August 8, 2024
Host: Geoff Zimpfer
Guest: Brian Covey, Executive Vice President, Revolution Mortgage
Episode Overview
This episode features a compelling interview with Brian Covey, former professional soccer player and US Olympic team member, now Executive VP at Revolution Mortgage. Host Geoff Zimpfer dives deep into Brian’s athletic roots, his career pivot into mortgage leadership, and the lessons he’s taken from the playing field to the boardroom. The conversation focuses on high performance mindsets, building relationships, leadership in dynamic markets, and practical strategies for mortgage professionals seeking elite results.
Key Discussion Points & Insights
1. From Soccer to Mortgage Leadership (00:50–05:45)
-
Brian's Background:
- Family man, married 22 years, three children (Presley 17, Davis 15, Henry 8).
- Journeyed from pro and Olympic-level soccer to struggling post-career, then landing in finance via Wells Fargo.
- Now passionate about building wealth through real estate and helping people “win at life” using lessons learned over two decades.
-
Pro Soccer Experience:
- Participated in national youth soccer teams and the Olympic pool, minus the final roster spot.
- Leadership skills honed as a college team captain, shaping his fascination with leadership and team-building.
"I was able to help people create net worth and wealth through real estate and through making smart investments in those two decades." — Brian Covey [01:25]
2. Translating Athletic Lessons to Business Success (05:46–11:20)
- Mindset and Consistency:
- Fitness and mindset, not just technical skill, distinguished top athletes—parallels to business.
- The importance of “aggressive patience”: balancing persistent effort (“long obedience in the same direction”) with out-of-comfort-zone actions.
- Adaptability and innovation as keys to survival in the mortgage space.
"You have to be a great team player. You have to be coachable. The people that are coachable will listen to feedback and realize—even if someone gives you feedback you may not agree with, it hurts your feelings...are you willing to take feedback to learn and grow?" — Brian Covey [10:07]
3. The Power of Resilience: The David Beckham Example (05:26–09:04)
- Soccer icons like Beckham exemplify bouncing back from harsh criticism, public setbacks, and internal doubt.
- Geoff draws parallels between Beckham’s “hero’s journey” and personal or business adversity.
"It's the hero's journey that we all go through." — Brian Covey [08:40]
4. Building High-Performing Teams at Revolution Mortgage (11:42–13:50)
- Revolution’s success tied to hiring based on character and skills, not just production.
- Drawing the right fits for the company—placing people in optimal environments where they can thrive (sports analogy).
"We hired the right people, we put them in the right environment and structure to help them be successful. The better we tell our story and have a clearer vision, the more people go, 'that’s for me' or 'that’s not for me.'" — Brian Covey [12:42]
5. What Makes a Winning Environment for Originators? (13:50–16:16)
- Leadership drives culture and sets vision; loan officers should seek clarity in leadership’s long-term plan.
- Entrepreneurial Mindset: Today's loan officers must approach their careers as business owners, not just employees: build your brand, educate yourself, become the “CEO” of your book of business.
- Self-Assessment: Continual skill improvement is paramount.
"Gone are the days of your company is going to help you get leads…For you to be successful, you have to realize this is an entrepreneurial journey. You are the CEO of your business." — Brian Covey [14:16]
6. Relationship Building and Personal Branding (17:10–23:44)
- Authenticity and Curiosity: Strive to be "more interested than interesting" (advice from Dave Meltzer).
- Top 25 List: Brian keeps track of 25 key people, intentionally commenting and engaging with their content to foster connection.
- Social Media Presence: Show who you are both inside and outside of work; relationships require depth, not just frequency.
"Every time you get a chance to talk to somebody, be more interested than interesting." — Brian Covey [19:58]
“If I haven't seen you in three months, but I followed what you're doing…I know what's happening with your daughter...Don't you think that'd make a better conversation when I see you next?" — Brian Covey [22:30]
7. The Role of Coaches, Mentorship, and Unique Strengths (17:09–19:36)
- Shout-outs: René Rodriguez (“I've never seen a better relationship builder in all my years”) and Rory Vaden (“You’re most powerfully positioned to serve the person you once were”).
- Coaching remains fundamental in Brian’s identity; helping others unlock their potential.
"I love the potential in people, especially youth athletes that don't see it yet. And I know in my life, all it takes is one coach to believe in you." — Brian Covey [19:08]
8. Competitive Edge: The Podcast, High Performance, and Real-Life Examples (23:44–31:41)
- Brian’s journey as a record-setting goalkeeper and the lessons of persistence, competitive drive, and willingness to go all in.
- Stories of rigorous training, setbacks (passing out from exertion), and the unyielding pursuit of growth.
- Early exposure to top coaches, mentors, and competitive siblings drove Brian’s hunger for achievement.
9. How to Succeed in Today’s Mortgage Market (31:41–36:32)
Mindset & Perspective
- Protect Your Perspective: Stay resilient amid market/political noise. Your outlook is within your control.
- Service-Centered vs. Self-Centered: Focus on truly solving clients' problems, not just chasing the next deal.
"Your perspective is your choice. When you have a strong mindset, you get to choose: this is what I believe and this is why I believe it." — Brian Covey [32:41]
Tactical Advice
- 30 Minutes a Day: Practice getting great at one thing—whether it’s social media, database work, or improving conversion—small consistent efforts compound.
- Slow Down to Go Deep: Build meaningful relationships, not transactional ones; depth leads to trusted referrals.
“If you want to be somewhere different, you have to look back 90 days. But you can start today, wherever you are, and get great at that one thing that's going to move your business forward.” — Brian Covey [35:47]
Notable Quotes & Memorable Moments
- “Great players don’t tolerate low standards.” — (Referencing Nick Saban; [11:20])
- “You are the CEO of your business.” — Brian Covey [14:05]
- “We don’t go deep enough with that.” — Brian Covey, on building relationships [36:22]
- “Go deeper, slow down to build relationships. Pick one thing you can get better at 30 minutes a day. Get around other people who can help level you up.” — Geoff Zimpfer [37:05]
Important Timestamps
- 00:50–05:45: Brian’s early journey – from soccer to mortgage
- 05:46–09:04: Athletic mindset and its influence on leadership, including discussion of David Beckham
- 11:42–13:50: Building a strong team at Revolution Mortgage
- 13:50–16:16: Identifying the right environment and leadership for career growth
- 19:58–22:30: Specific tactics for genuine relationship building
- 31:41–36:32: Mindset, perspective protection, and practical advice for finishing the year strong
Brian Covey’s Resources
- Website: www.briancovey.com
- Podcast: "Finding Your Competitive Edge"
- Book: "Conversations with Covey: How to Win at Life No Matter Where You Are Now"
- LinkedIn: (Links provided in show notes)
Closing Takeaways
- Success—in business or sports—requires consistent self-assessment, coachability, and deliberate relationship-building.
- In today’s uncertain mortgage market, mindset and perspective aren’t just nice-to-haves—they are essential competitive edges.
- Embrace an entrepreneurial approach: skill up, go deep on relationships, and control what you can.
For more, visit Mortgage Marketing Radio and connect with Brian Covey via his website or LinkedIn.