Nobody closes a deal on the back nine. What happens instead is quieter — four hours with people who aren't thinking about rates, which is exactly when the real conversations happen.
This year's biggest file came out of exactly that kind of Saturday, weeks before anyone mentioned a mortgage. By the time the question came up, it wasn't a pitch. It was just the natural next thing to ask a friend.
That’s the whole philosophy, on or off the course: be useful to people before you need anything from them. The business follows.