Rob Grimes, one of the loan officers in our community, sent me a note. He'd been running the play. Doing the process, using the scripts, working the structure from the 5-Day Challenge. Then a great testimonial came in and he asked me a simple question: what do I do with it?
Great question. Because most of us get the high five, say thank you, and move on. The win happens and then it's gone.
I've got a loan closing in two days from a brand new agent I had never met until I shared a win. So let me walk you through exactly what I'm doing.
Wins happen in your business every day. Fast turn times. A quick underwriting approval. An agent who says that was the smoothest deal they've had all year. The question is not whether you're creating wins. It's what you're doing with them.
Step One: Create a Win Sheet
I have a Google doc called 2026 Wins and Testimonials. That's it. Nothing fancy.
Anytime something great happens, it goes on the sheet. A purchase we closed in 16 days, clear to close on day 12. A VA loan with a back end debt ratio over 80 percent that we navigated and got approved. A listing agent who called to say we did a great job. A text, an email, a review, a comment on a call.
Some of the wins are what people tell us. Some of them we just know: we killed it on that one. Both go on the sheet. Take the extra 30 to 60 seconds to copy it over. That's the whole habit.
"You weren't the highest offer, but we felt more confident in your ability to get us all the way through to closing with no problems and close quickly. That's why we chose your offer."
That's a text I got from a listing agent named Tracy after our buyer won a multiple offer situation. It went straight on the win sheet. Then it went into an email to my agents, onto social, and into conversations. One text, used over and over.
Step Two: Ask for the Review Before Closing
We used to wait. Loan closes, then a 15 and 30 day follow up asking for a review. Here's the problem. Once they have the keys, it's a lot harder to get the review.
So we changed the timing. Once we're clear to close and docs are going out, I call everybody the day before closing to celebrate. That's when everyone is excited.
The Day Before Closing"Congratulations. We're going to closing tomorrow. Make sure you have the title company's info, here are your final numbers, and bring two forms of identification."
"And before we go to closing tomorrow, would you mind giving me a five star review so that others would know what a great job we did for you?"
The last two weeks, every person we sent the link to gave us a review. Both buyers. The buyer's agent. Even the listing agent. And every one of those reviews goes on the win sheet.
There's a bonus here, too. I have a loan closing this Friday that came from ChatGPT. AI is looking for the local expert, and reviews are part of how it finds you.
Step Three: Use Every Win Across Every Channel
This is where the magic is. That win sheet is your content. It's your story. And stories do what product pitches can't.
We love to tell people about our products and programs. Lower rates. Broker. 37 wholesale relationships. All good. But what really causes somebody to dig in with you is the story. Here's where I use mine.
- 1Weekly emails to agents and past clientsI send at least two agent emails a week. One of them uses a win to show how our process removes chaos and helps partners make more money. Hook, story, offer. Write it with AI if you want, but make sure it sounds like you.
- 2Social posts and videoThe same win becomes a LinkedIn post, a Facebook post, an Instagram graphic, or a quick video.
- 3Ads to custom audiencesTurn wins into ads that run to your past clients and agent partners.
- 4Events you host or speak atAt a recent realtor event in Houston, everybody pitched product. I told one story about a past client purchase we closed in 16 days. The next day an agent reached out, and we're negotiating a contract right now.
- 5Realtor presentationsTraining or product, end with your wins as the validator for why they should work with you.
And don't worry about using a win too many times. Give it 90 days and people will have forgotten. Pull it back up and share it again.
Document the win. Ask for the review. Use it everywhere. When you tell the story, people get excited about working with you, and they understand how working with you makes them more money and removes chaos.
Want the full process, the scripts, and the structure?
The 5-Day Challenge walks you through the system Rob was running when that testimonial came in. On demand. Start whenever you are ready.
See the 5-Day Challenge →Track the smallest wins and the biggest wins. Then turn them into email content, social content, ad content, presentation content, and event content.
Anything worth doing is worth doing badly. Just get started.