Discipline Beats Desire: Why Wanting More Isn’t Enough with Aaron Coker

Описание: The first Mortgage Coach Sales Meeting of 2026 kicks off with Aaron Coker: a producing branch manager who did 100+ loans last year and is chasing 200 units / $80–$90M in 2026.

Aaron built a repeatable borrower experience powered by discipline, precision, and a simple “advice with price” process that clients actually understand.

3 takeaways you can steal today

➡️Discipline beats desire: structure your day, do the hard things first, and keep your team rhythm tight.
➡️Speed, accuracy, communication: simplify your Total Cost Analysis, make the numbers clean, and eliminate surprises.
➡️Record the video: if you’re sending a TCA without a short video walkthrough, you’re giving away your edge.

If you want to stop competing like a commodity and start leading like a mortgage coach, watch this episode now and bring one idea into your next client call.

➡️ Schedule a demo for Mortgage Coach Next Gen Today! https://trustengine.com/lets-connect/

➡️ Follow TrustEngine on Instagram: @TheTrustEngine

#trustengine #mortgagecoach #noborrowerleftbehind

Chapters

00:00 Intro: First sales meeting of 2026 + Aaron Coker’s goals
01:09 200-unit target + “thousands” of TCAs
02:06 Team structure and roles
02:39 Tech stack + Mortgage Coach as the backbone
03:38 Theme: Discipline beats desire
05:07 How Aaron structures his day (family, branch, production)
05:56 Daily team meeting ritual: gratitude + wins
07:06 Discipline in fitness and doing hard things
08:24 Savage Code + “Win by noon”
09:06 “Eat the frog” + prospect early
10:04 “How you do anything is how you do everything”
10:58 How to learn TCA fast: simple, accurate, repeatable
14:09 Where Aaron’s discipline came from
16:44 Evolve with tech: social, AI, efficiency
18:18 How to 2X: leverage, groups, realtor rooms
19:13 Servant mindset + never burn relationships
22:06 Top 3 activities: database, weekly newsletter, realtor growth
24:37 Newsletter system: Canva + ChatGPT + Mailchimp (and remove em dashes)
27:05 Publishing for the AI-powered consumer
28:55 Non-QM: fixed seconds, bank statements, asset depletion
32:01 Borrower experience checklist: “online account,” Ford script, 3 qualifiers
34:28 Teaching loan types simply (jumbo, gov, conventional)
37:12 Next steps: soft pull, property examples, TCA walkthrough
38:02 Zoom/Teams preference + why video wins
44:14 TCA metrics: videos created and viewed
45:12 Fee templates + purchase scenario strategy
49:23 Aaron’s TCA video script + CTA
52:15 Refi scenarios: cash-out strategy + highlight payment/cash
54:06 Debt consolidation + payoff timeline strategy
57:21 Creating urgency and handling shopping/ghosting
59:54 Preferred comms: email for TCA + text follow-up
01:00:34 Dave’s 2026 format + newsletter + Uncommon LO updates
01:01:57 Closing: “Don’t let your mind limit what you can accomplish”