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Why the Mortgage Business is So Hard to Exit & How One Leader Did It On His Own Terms w/Tom Tousignant
Episode 50715th August 2022 • Real Estate Team Builders • Real Estate B-School
00:00:00 00:28:35

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In an industry like mortgage, the idea of retiring gracefully on your own terms is so radical it’s almost unheard of. Most people can’t step away from the day-to-day activities, let alone the cash cow that is doing loans, but that’s just what my guest and good friend did.

How was he able to have his team take over his role, and then retire from the business entirely?


In this episode, retired Regional SVP for Fairway Independent Mortgage Corp, Tom Tousignant talks about exiting his business in an industry that’s not really known for freedom. 


You’ll also learn;

-How to lean into the uncomfortable parts of building a team 

-The delegation insight many business owners miss 

-Why forcing free time on ourselves makes us more productive

-How to do books vs. how to think books


Guest Bio


Tom Tousignant is a real estate investor, pilot and retired Regional SVP for Fairway Independent Mortgage Corp. In Charlotte, his team had the honor of helping over 1,900 people with their home financing in 2020. We operate in 9 locations in the Charlotte region, so have a location convenient for any homebuyer or home owner. After leaving a corporate job and joining the mortgage industry, he built his team up to $540 million in volume, Tom retired from the business to focus more on investing. To keep up with Tom, connect with him on LinkedIn.


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00:11:40
221. Economic Crisis Update - More Jobless Claims
00:14:27
220. The Hope Cycle - Making it Through the Suffering
00:11:52
219. This is the Time to Grow Your Team - The Right Way!
00:17:24
218. Why Knowing Your Numbers is Critical to Your Growth
00:15:08
217. The Step-by-Step Process to Create Your Future
00:15:19
216. How to Scale Your Business During a Crisis
00:16:03
215. What to Track in Your Real Estate Business - Especially During This Crisis!
00:10:37
214. What You Can Learn From my 2009 Business Plan - Part 2
00:19:10
213. What You Can Learn From my 2009 Business Plan - Part 1
00:16:59
212. Will This Crisis Make or Break You?
00:16:41
211. Predictions for Real Estate Once the Dust Settles
00:15:12
210. How This Crisis Will Benefit Well Run Real Estate Teams
00:16:37
209. My Favorite Apps & How They Can Change Your Life
00:10:38
198. Why Business & Marriage are So Freakin' Hard!
00:14:13
208. How to Make it Easy to Succeed Each Day
00:09:39
207. How to Manage Your Expenses During a Crisis
00:21:06
206. How to Shift Your Marketing in a Shift
00:16:27
205. How to Grow Your Business in a Crisis
00:24:00
199. How to Fail Fast & Build Massive Momentum
00:17:32
204. Thinking About Legacy During a Time of Crisis
00:12:48
203. How My Morning Routine is Saving Me Right Now
00:14:54
202. Establishing a Virtual Cadence with Your Team
00:11:51
201. 5 Things to Focus On Right Now
00:12:56
197. Are You Looking for Your Blind Spots?
00:12:38
196. How to be the Calm in the Storm
00:17:41
195. My Love-Hate Relationship with Business
00:17:36
194. The Power and Process of Business Planning
00:13:41
193. The Hard-Easy Principle in Action!
00:18:06
192. What Does Business Freedom Really Mean?
00:13:48
190. 3 Productivity Must Do's When Growing a Team
00:13:26
191. Get Your Life Back with the Time Freedom System
00:21:52
188. 5 Reasons You Need a Business Coach
00:11:47
187. How Our Industry was Set Up for Failure
00:23:42
186. Building the Real Estate Team of the Future (w/ Dave Friedman)
00:27:56
185. Building a Million Dollar Business! (w/Maurice Robichaud)
00:35:13
184. How Reduction can be the Key to Expansion
00:15:18
182. 4X Your Business & Fall Back in Love With It!
00:45:54
183. Are You Sick & Tired of Selling Homes?
00:11:58
181. Are You Mentally and Physically Exhausted?
00:16:16
180. My Good, Bad, & Ugly of 2019
00:17:46
179. Make the Most of the Coming New Year
00:14:19
178. Faith Over Fear - In Business and Life
00:15:36
177. First Things First (How to Not Miss the Good Stuff)
00:14:01
176. Sustainability in Business - What is it and How Do We Achieve It?
00:11:53
175. Patience in Business - How to do the Next Right Thing
00:08:26
174. What I Learned from Alex Hormozi (Founder of Gym Launch)
00:10:55
173. What I Learned from an Aussie Dude Named Taki
00:09:14
172. My 10 Favorite Books of All Time!
00:09:39
171. What Habit Stacking Has Allowed Me to Achieve in a Year
00:12:04
170. Using the '3 - 1 - 90 - 13' Goal Achievement Process
00:10:06
169. Breaking Down Your Goals into the 4 Key Business Drivers
00:18:09
168. Key Mindset Shifts to become a True Business Owner
00:15:54
167. The 8 Things You Must Know about Crushing Your Goals - Part 2
00:26:36
166. The 8 Things You Must Know about Crushing Your Goals - Part 1
00:19:40
165. Will You Have Regrets if You Stick With Your Current Plan?
00:19:40
163. The Boss Dad Podcast - How to Build and Run a Business That Gives Us Time & Financial Freedom
00:33:58
164. How Fred Holmes built a Successful Team using Proven Systems
00:27:12
162. REAL LIFE WEEK - Rise to the Level of Your Systems
00:12:58
161. REAL LIFE WEEK - Lessons Learned from a Week of Debauchery
00:19:40
160. REAL LIFE WEEK - How I've Failed as a Husband
00:13:17
159. 4 Strategies To Lead Your Real Estate Team During Tough Times
00:17:56
158. 3 Reasons You Will FAIL As A Real Estate Team Leader - AND What YOU Can Do About It
00:13:37
157. The Ultimate Shift Storm is Here - Is Your Real Estate Team Ready?
00:14:42
156. How to 10x Your Productivity In Your Real Estate Business
00:18:55
155. Creating An Attitude Of Gratitude In Your Real Estate Business
00:19:38
154. How To Maximize Your Energy Levels So You Can Leverage Your Business
00:19:40
153. The Power of Time Blocking Your Day To Succeed Better In Your Real Estate Business
00:18:52
147. How Christal Johnson Doubled Her Real Estate Production Within 2 Years to Over $50M GCI
00:42:21
152. We Must Master Our Mornings To Achieve High Success in Our Real Estate Business
00:14:29
151. Real Estate Team Leaders Must Stop Multi-Tasking
00:08:22
146. How Angel Garcia Went from $23M to $70M in Volume in Just 3 Years ... and He's Only 26 Years Old!
00:37:47
150. How To Stop "Got A Minute Meetings" As A Real Estate Team Leader
00:12:06
149. Real Estate Business Owners Need To Crush Those Digital Addictions
00:15:24
145. How Thomas Elrod Went From 3 Sales His First Year in the Business to Over $3M GCI While Exiting Production
00:33:49
148. Real Estate Leaders Must Link Everything To Their Goals
00:11:26
143. You Must Know What Your Time Is Worth In Real Estate
00:13:50
144. How Christina Valkanoff Produced $50 Million in Volume Without Giving Up Time With Her Family
00:23:45
142. The Truth On Frogs & How To Get Results In Your Real Estate Business
00:11:38
138. Are You As Productive As You Could Be?
00:11:21
141. How John Mikesh Built a $2.5M Real Estate Team Without Being Involved in the Daily Operations!
00:34:59
137. Your Net Worth Matters
00:16:24
136. How Do You Simplify To Multiply Your Real Estate Business?
00:08:12
140. Learn How Justin Udy's Long Term Vision Helped Him to Rapidly Scale His Real Estate Business!
00:37:41
135. The Power Of Scorecards For Your Real Estate Business
00:11:29
134. Stop The Insanity And Overwhelm...That You Bring To Your Real Estate Team
00:10:30
139. How Dave Hooke Went From a Solo Agent Doing 80+ Transactions ... To Being Out of Production and Doubling His Income!
00:31:14
133. The Clarity Break | Real Estate B-School
00:09:36
127. Master your Mindset To Grow Your Business & Your Life Part 4
00:12:42
132. Dave Went From Working 80+ hrs A Week To Taking 15 Weeks Of Vacation
00:16:39
129. Master your Mindset To Grow Your Business & Your Life Part 3
00:10:24
128. Master your Mindset To Grow Your Business & Your Life Part 2
00:12:12
131. How Andy Mulholland Doubled his transactions and tripled his team!
00:21:15
130. Master your Mindset To Grow Your Business & Your Life Part 1
00:10:45
124. To Win In Business You Must Have The Systems In Place
00:11:38
126. Learn How Stacie Exited Production And Tripled Her Real Estate Business!
00:29:36
123. The 8 Types Of Compensation That You Should Be Offering Salespeople When They Join Your Team
00:13:14
122. Self Imposed Limitations And How To Break Through Them
00:13:14
125. Learn How Matt Perry Scaled His Business To Over 200 sides By Focusing On Referrals
00:18:43
121. One Percent Every Day To Health And Business
00:12:47
120. What To Do If You're Following The Wrong Business Model
00:14:40
116. How Dan Jones Quadrupled His Production and Works Less Than 40 Hours Per Week | Real Estate B-School
00:32:35
119. How to Gracefully Grow Your Real Estate Team
00:23:01
118. 3 Myths That Are Rampant In The Real Estate Industry
00:14:40
115. How Dan Beer Sold 303 Homes and Hit $215 Million Sales While Leveling Up His Team
00:28:02
117. How Real Estate B School Got Started
00:16:36
114. 3 Accelerators To Scale Your Real Estate Team
00:13:20
113. Following Everyone And Getting Nowhere | Real Estate B-School
00:10:50
110. REBS Case Study | Kerby Skurat
00:22:28
110. Is Your Real Estate Coach Holding You Back?
00:10:21
109. Move From a Real Estate Salesperson to Consultant w/Justin Stoddart of Think Bigger Real Estate
00:27:59
112. 3 Key Drivers To Building A Sustainable Real Estate Team
00:09:46
108. People Are What Drive Performance & Profitability w/Jay Niblick Of Wizehire
00:26:19
111. Q3 Is Here...What Are You Going To Do About It?
00:10:23
107. 4 Principles to building a Profitable Real Estate Team (Part 4)
00:21:06
106. Discussing Broken Business Fundamentals w/Business Bros Podcast
00:36:51
105. How To Build A Profitable Business By Learning From Your Mistakes w/Eric Delgado
00:29:02
104. 4 Principles to Building a Profitable Real Estate Team (PART 3 of 4)
00:16:52
103. 4 Principles to building a Profitable Real Estate Team (Part 2)
00:19:49
102. 4 Principles to building a Profitable Real Estate Team (Part 1)
00:15:01
101. To Scale, You Must Simplify
00:13:19
100. Your Culture is Killing You
00:11:20
98. Three Things a Team Leader Must Do Before Noon Every Day
00:17:08
99. How to Strengthen Your Hiring Process and Avoid Common Mistakes w/Brannon Potts
00:37:59
97. Why You Should Have More Control Over Your Money w/Jim Oliver
00:31:11
96. How Real Estate Team Leaders Keep the Faith When Times Are Tough!
00:11:37
95. Learning from Failures and Having a Plan w/Andy Green
00:28:40
94. How to Make Sure Your Business Is Bringing You Time, Money, Freedom, and Reduced Stress
00:11:26
93. How to Foster Healthy, Robust Growth w/Greg Miller
00:44:58
92. The Rise of iBuyers and The Death of Marketing As We Know It
00:15:55
91. How to Focus on What Matters Most with Human Performance Expert Jairek Robbins
00:37:01
90. The 4 Immutable Laws of Lead Generation
00:16:31
89. Mindset Hacks for Top Producing Agents w/Jet Xavier
00:37:39
88. What the Zac Brown Band Can Teach You About Growing Your Business
00:10:30
87. The Craziest Things I’ve Heard from Big Players in the Industry
00:15:10
86. How to Stand Out in a Sea of Real Estate Agents w/Ray Wood
00:33:45
85. How to Recognize and Solve “People Issues” on Your Team
00:12:20
84. Greg & Stephanie Sisson on Their Growth Journey to 300+ Sides & The Lessons They've Learned
00:36:50
83. The Difference Between Leadership and Management
00:11:59
82. How to Go from 3 to 300+ Deals in Less Than 8 years w/Thomas Elrod
00:34:20
81. Consistency Separates Winners From Wannabes!
00:12:15
80. The Importance of Taking a Disciplined Approach to Business w/Mike Wall
00:39:18
79. Favorite Books for Raising Your Personal Performance
00:25:47
78. The Struggle is Real ... Here's How You Overcome It!
00:10:19
77. How to Be Kinder to Yourself in Business and in Life w/Kati Spaniak
00:21:36
76. Learn from my mistakes in hiring the wrong people ... and I have made a lot!
00:09:14
75. The 3 Laws to Building a Real Estate Business Worth Owning w/ Pat Hiban
00:32:44
74. The Good, Bad, & Ugly: How 10 Minutes on Facebook Gave Me a Headache
00:13:47
73. How to Cut Lead Gen Costs & Stop Sacrificing Profit for Growth
00:19:13
72. Making the Transition from Solo Agent to Real Estate Business Owner w/Adam Dow
00:44:00
71. The Good, Bad & Ugly: Begin with the End in Mind
00:17:12
70. The Good, Bad & Ugly: Are You Playing the Long Game?
00:11:30
69. How to Achieve Complete Business Freedom w/Jimmy Rex
00:45:54
68. The Good, Bad & Ugly: Are You Looking for Patterns or Potential?
00:13:58
67. Making the Shift from Production to Business Owner w/Amanda Howard
00:39:59
66. The Good, Bad & Ugly: Why Am I Doing This? Why? Why? Why?
00:15:10
65. Learn How to Train Your Team & Sell $138 Million in Volume w/Richard Schulman
00:34:01
64. The Good, Bad & Ugly: The Importance of Building a High Performance Team
00:11:29
63. How to Become More Resilient in Your Real Estate Journey w/Joey Torkildson
00:45:18
62. The Good, Bad & Ugly: The Six C’s of True Business Freedom
00:19:55
61. How to Find Your Battle Rhythm for Real Estate w/ Wes Madden
00:50:43
60. The Good, Bad & Ugly: How to Crush Your Goals in the 5 Key Areas of Your Life
00:10:51
59. How to Rapidly Scale Your Business & Build a Purpose-Driven Team w/Jennifer Hollister & Jennifer Kuntz
00:36:56
58. The Good, Bad & Ugly: How to Build a Scalable Business That Can Thrive In a Shift
00:14:05
57. Team Culture, Business Development & Lessons Learned from Corporate America w/Scott Trembley & Jeremy Jenks
00:48:28
56. The Good, Bad & Ugly: Hiring & Recruiting Mistakes for Team Leaders to Avoid
00:15:10
55. The Journey from Zero to 400+ Sides w/Cristina Edelstein-Skurat
00:32:15
54. The Good, Bad & Ugly: How Scaleable is Your Business?
00:14:32
53. Making Trade-offs for Success & Growing as a Leader w/Misty Soldwisch
00:39:57
52. The Good, Bad & Ugly: What Are You Giving Up To Be In Real Estate?
00:15:46
51. The Journey to $300 Million: How to Set Priorities & Nurture Team Culture w/Justin Havre
00:41:41
50. The Good, Bad & Ugly: The Power of Strategizing Your Mindsets
00:17:55
49. How to Build a Team of 6-Figure Agents & Hone Your Lead Sources and Tools w/Fred Holmes
00:46:11
48. The Good, Bad & Ugly: How to Stack Habits & Be the Best Versions of Ourselves
00:17:09
47. How to Manage Economics, Systems & People During a Market Shift w/Tiffany Lachnidt
00:51:21
46. The Good, Bad, & Ugly: A Day with Gary Keller
00:13:58
45. Take Advantage Of Opportunities and Eliminate Blind Spots to Grow a Truly Leveraged Real Estate Business w/Kris Lindahl
00:58:49
44. The Good, Bad, & Ugly: Leading with Revenue in Mind and Building a System that Makes Income Predictable
00:21:04
43. The Future of Real Estate by 30-Year Industry Veteran, Chris Heller
00:44:14
42. The Good, Bad, & Ugly: The E-Myth: The Best Business Model and What It Takes to Be an Entrepreneur
00:21:12
41. Making the Shift from Overworked Top Producer to Successful Team Leader w/Tom Tousignant
00:44:22
40. The Good, Bad & Ugly: How to Increase Your Levels of Commitment
00:15:41
39. The Differences Between Low and High-Performing Real Estate Teams w/Daniel Beer
00:47:09
38. The Good, Bad & Ugly: What Is Your X-Factor?
00:16:53
37. Growing a Team, Working Remotely and Stepping Out of Production w/Jerimiah Taylor
00:45:32
36. The Good, Bad & Ugly: Why It’s So Hard for Most Teams to Implement Their Growth Strategy
00:19:50
35. How to Build the Right Systems Before Stepping Out of Production w/Justin Udy
00:46:52
34. The Good, Bad & Ugly: Finding Your "Why?" and Building the Life You Want
00:17:46
33. How to Build a Team With High Profit Margins and Low Turnover Rates w/Chris Suarez
00:53:34
32. The Good, Bad & Ugly: How to Build a Business Without Sacrificing Your Time and Freedom
00:22:23
31. How to Make Decisions For the Good of the Business w/Angel Garcia
00:54:48
30. The Framework for a Successful Business
00:14:25
29. Building a Team that Can Survive Any Market Shift w/ Lance Loken
00:43:08
28. The Good, Bad & Ugly: 10 Productivity Strategies to Start Using Now
00:29:40
27. Building One of the Top Producing Teams in the Philadelphia Area w/ Guillermo & Danielle Salas
00:32:19
26. The Good, Bad, & Ugly: The Critical Mindset Shifts to Building a Business Worth Owning
00:17:36
25. Finding Balance, Clarity Breaks & Showing Up at A High Level w/Christina Valkanoff
00:38:26
24. The Good, Bad, & Ugly: What’s the Point of Owning a Business?
00:15:55
23. Scaling Up Your Business in the Luxury Homes and Investments Market w/Jared Chamberlain
00:51:45
22. The Good, Bad, & Ugly: How Do We Respond to a Rapidly Changing Real Estate Industry?
00:15:12
21. How to Make Accountability a Positive in Your Business w/Tyler Goff
00:59:25
20. The Good, Bad, & Ugly: The State of the Industry
00:10:35
19. How to Build a Real Estate Business to a National Level from Scratch w/Aaron Rian
00:43:03
18. Why We Should Follow the System Without Shortcuts w/Dan Holt
00:48:28
17. Deconstructing the Growth of a Leveraged Real Estate Company w/John Mikesh
00:46:09
16. The Difference One Year Can Make when Focusing on Building Systems into Your Business w/ Andy Mulholland
00:58:28
15. The Simple System for Lead Generation and Team Building w/ Dan Jones
01:02:20
14. Building a Successful Business Systematically w/Tara Limbird
01:00:24
13. The Transition From Agent to Business Owner w/Dave Friedman
00:44:03
12. Millennial Engagement: Attracting, Hiring, Training and Retaining w/Josh Cunningham
00:47:30
11. Lessons in Real Estate from Realtors in the Top 1% Nationwide w/Joe Sachetti & Andrew Undem
00:46:54
10. Taking a Holistic Approach to Business, Goals & Success w/ David Hooke
00:57:18
9. How to Be a Visionary Leader Who Models the Right Behavior w/Reed Moore
00:49:01
8. How to Make Strategic Hires Based on Personality Types & Core Skills w/Jay Niblick
01:02:20
7. How Systems Maximize Production and Bring Freedom to Team Leaders w/Todd Tramonte
00:51:34
6. How to Go from “Captain Everything” to Business Owner w/Chris Watters
00:47:58
5. How Jeff Glover Went from a Furniture Salesman to Over 1,000 Homes Sold per Year
00:26:26
2. Hiring Emerging & Proven Talent w/Tim Heyl
00:50:35
3. From Single Agent to Leader of One of the Most Successful Teams in the Country w/Kerby Skurat
00:39:33
4. The Mission of The Business Freedom Podcast
00:35:39