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The whole plan in five minutes — read this first.

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Prepared 2026-07-22. Five-minute orientation. The plan of record is 26_revised_final_plan.md — it supersedes everything else on conflict.

The recommendation in one sentence

Build year one on a Realtor Scenario Desk: fast, written, guideline-checked answers to hard financing scenarios for ~30 southwest-suburb agents (warm contacts first) on a documented SLA — acknowledge in 1 business hour, written brief in 4, Mon–Fri.

The secondary strategy

Southland First-Home Lab (name needs Ready approval): local education content nobody in the footprint publishes — the down-payment-assistance stack, Cook-vs-Will property-tax payment math, and condo-financing triage ("the rules changed August 3 — here's the new playbook"). It builds trust and a durable asset; expect 0–2 attributed conversations by day 90 — that's normal, it is not near-term pipeline. Plus a small self-employed/investor experiment (F-lite), judged at day 60.

The three things Mitchell should NOT do

  1. Do not join Zillow Flex — ~$2,600 gross per $350k closing, a Zillow-Home-Loans contact-rate KPI, and live steering litigation make it structurally incompatible with being Ready's MLO. (Broker license = parked at most; never both roles on one transaction in year one.)
  2. Do not say anything unverified as fact — no "reviewed with my team" until a reviewer is confirmed in writing, no Saturday SLA, no closing-speed claims, no IHDA positioning (Ready is not an IHDA lender), no rates/payments in anything self-produced, and never pay for anything of an agent's (RESPA — no exceptions, no small stuff).
  3. Do not panic-spend or panic-dial — months 1–5 at ≈ $0 income is the plan, not failure (base case: 5–6 funded loans in year 1, first funding month 4). No paid leads, no dialers/blast texts, no doubling cold-call volume when a week goes red — diagnose energy vs. message first.

The first ten actions (file 10 has the full checklist)

  1. Compute personal runway: [LIQUID_SAVINGS] ÷ ([MONTHLY_PERSONAL_BURN] − [OTHER_MONTHLY_INCOME]). If < 9 months, define the income bridge (draw / part-time floor / household support) before Day 1 (files 22 §6A, 27 P0-0).
  2. Screenshot NMLS Consumer Access for himself and Ready (1100518) — before the meeting.
  3. Hold the 2-hour manager/compliance meeting, Day 1, 10:00 AM, using file 20 verbatim; leave with the Decision Sheet marked. (Can't book it in 72 hrs? 30-min video call with whoever owns compliance, disclosure block only.)
  4. Get written IL confirmation (license MB.6850275) + file the request to fix Ready's stale Florida-only license page.
  5. Ask the DNC question: does Ready hold a Subscription Account Number? No SAN = no cold-calling cells — file the written SAN request same day; run email/LinkedIn/office-landline until it exists.
  6. Request the written IL product menu, overlays, turn times, comp plan ([BPS_COMP]), draw/benefits/W-2-vs-1099.
  7. Build Scenario Desk v1: intake form, v0 SLA statement, brief template (with the redaction gate — no raw agent messages into AI, ever), log — and 2–3 polished synthetic sample briefs by Day 4 (they lead every first email).
  8. Build the 30-agent pilot list — the 6–8 warm slots first: Crosstown Hybrid/non-Flex agents via family + family intros elsewhere (never Flex-team members).
  9. Submit all outreach copy (call script, email, signature, bio, landing copy) for compliance approval — and never contact anyone on unapproved copy. If approvals stall: run the holding pattern (drills, briefs, research) and escalate at day 7/14/21.
  10. Start the daily reps: 20-min ChatGPT Voice role-play + 3×/wk written scenario drills (F-lite drills included, 2–3/wk).

The first week's calendar (compact — full version file 12)

Day Morning Afternoon
Mon NMLS screenshots → manager meeting 10–12 Recap emails + written requests; pilot-list build (warm slots first)
Tue Product-sheet study; Scenario Desk build LOS walkthrough; finish pilot list; draft outreach copy → compliance
Wed Role-play; call prep; sprint 1 (only if copy approved) KPI scorecard; sprint 2; Flex "no" memo + Never-Automate list
Thu FHA deep-dive; wave-1 emails (sample brief attached) Scenario drill; LOS dummy file; first booked conversations
Fri VA/conventional edges; wave-1 calls Held conversations; weekly pipeline review
Sat Farmers Market walk (8:30–10:30) After-action review; condo-rule study

Outreach always runs in 60–90-min prepped sprints with recovery after — never all-day calling. Sundays off.

The first five metrics (full scorecard file 23)

  1. Meaningful agent conversations — two-way, business-relevant, with a next step (target 5/wk from week 3; weeks 1–2 expect 1–3).
  2. Scenario requests received — the trust event everything turns on (target 3–4 in month 1).
  3. SLA compliance — 100%, hard target; a Desk that misses its own promise is worse than none.
  4. Follow-up completion — ≥90%; broken small promises kill the brand.
  5. Energy at close (1–10 daily) — ≥6 average; if activity is green but energy is red, the dose is wrong, not Mitchell.

The five unresolved compliance questions (must be answered before launch)

  1. The exact IL disclosure block (NMLS IDs + nmlsconsumeraccess.org per 38 Ill. Adm. Code 1050.940) and written IL license confirmation — blocks all outreach. (27 P0-1)
  2. The real IL product menu in writing — what can Mitchell actually originate today? (27 P0-2)
  3. DNC Subscription Account Number — without it, cold-calling cells is off under this plan's own rules. (27 P0-6)
  4. Who approves marketing/scripts, and what may be cited — approval path, turnaround, pre-cleared facts. (27 P0-5)
  5. IHDA path + interim DPA structures (Cook County DPA pairing, FHLB DPP, seller credits/gifts) — decides the DPA lane vs. the honest-referral recut. (27 P1-1; recut in 26 §5)

Key files

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