One Conversation Away: How Intentional 1:1s Unlock Sales Growth
Most Sales Leaders Aren’t Losing Talent to Burnout—They’re Losing Them to Silence
It’s easy to think mortgage pros leave for higher comp plans or better tech.
But the real reason?
📉 They stop feeling seen.
📉 They stop feeling heard.
📉 And they stop growing—because their leaders stopped getting curious.
In today’s market, the most overlooked performance tool in your leadership toolbox isn’t a CRM. It’s your next 1:1 conversation.
Don’t Just Coach the Pipeline. Coach the Person.
Too many check-ins sound like a spreadsheet come to life:
“How many apps did you take?”
“What’s in the funnel?”
“Have you hit your calls?”
Then comes the rah-rah:
”You’ve got this!” (Cue eye roll.)
📌 If you want real results, you need real conversations.
Because no loan officer ever said, “I stayed here because my manager asked about my pipeline every Tuesday.”
The Shift: From Performance Talk to Transformational Talk
Using the Exactly What to Say® framework, it’s clear: the best leaders don’t command. They guide. They don’t correct. They connect.
Here’s how you make that shift in real conversations:
| ❌ Instead of This... | ✔️ Try Saying This... |
|---|---|
| "Why aren't you hitting your numbers?" | "What's been getting in your way—and how can I help clear the path?" |
| "You need to make more calls." | "Which conversations come easiest to you—and which feel heavier?" |
| "Keep pushing!" | "What's one thing, if it got 10% better, would change everything?" |
Each phrase taps into Curiosity—one of the EWTS pillars—and invites dialogue instead of defense.
Every LO Has a Language. Your Job Is to Learn It.
Some team members thrive on structure. Others need empathy, encouragement, or clarity.
The top leaders? They master the language of their people.
Instead of “driving performance,” they create space.
Here are a few Critical Conversation starters that transform coaching moments into breakthroughs:
“What would make you feel more confident going into this week?”
“What do you wish I asked you more often?”
“How can I support your growth beyond the numbers?”
And my personal favorite:
👉 “What’s the one thing I haven’t asked you but probably should?”
These are the kind of questions that make people feel safe, seen, and supported.
When You Coach the Person, Results Follow
One producing leader I coached recently swapped their “scorecard” mindset for vision-driven coaching.
The shift?
They stopped leading with expectations and started leading with questions.
Was that the LO who was underperforming? They are the top 5 on the team now.
Not because they suddenly worked 80-hour weeks.
But because someone finally used the right words to unlock their growth.
Give it a try!
Cherl Braunschweiger is a speaker, coach, and educator with over 30 years of experience in the mortgage lending industry. Cheryl is passionate about transforming how professionals communicate and build relationships. Beyond work, Cheryl is a golfer, skier, and proud Colorado State University grad. Connect with Cheryl on LinkedIn.
