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Business by Referral Podcast

Feb 18, 2019

About Brian McRae

In 2002 Brian left a six-figure executive management positions with an IT Training firm and started a straight commission sales position in the mortgage industry. Brian is a Certified Mortgage Planner and Leader of The McRae Team @ Central Bank Mortgage. He has been recognized in the Top 1% of producers in the mortgage industry. Brian built a “referral based” business and in 2011 decided to help others do so as well and started Mastermind St. Louis, a unique shared learning event for sales professionals and small business owners. The event has attracted over 15,000 attendees and continues to make a positive impact on the way business is done in St. Louis. Brian is passionate about helping leaders emerge at home and work and engages with small business owners and sales professional through his personal Mastermind Group to help them create momentum and significance. In 2015, Brian was named one of the Top 100 People to Know to Succeed in Business. Brian is a recovering fantasy football addict, enjoys playing tennis, and is learning to use chopsticks. He is married to Tracy and they will be celebrating 27 years of marriage this year. They have 3 beautiful daughters and currently reside in Chesterfield Missouri with their dog Trooper


In this episode Virginia and Brian discuss:

  • The value of starting as an “intraprenuer”
  • One simple way to lay the foundation of your networking when you are just starting out
  • How to create VALUE for your clients
  • How to build a “by referral” business
  • First steps in becoming a confident, competent networker
  • Ho contribution and inspiration play into be coming a master networker
  • How to manage the scarcity monster


Key Takeaways:


  • Isolation is the enemy of excellence… you have to get out there and connect
  • Provide more value than what you are paid
  • IRS: Inventory of Relational Assets
  • Competence is ASSUMED.  Make curiosity your competitive edge.
  • Uncover a problem and then make the solution your personal brand.



How to reach Brian