Lone Goat Opportunity Operating System
Combine resource leverage, solutions, follow-up, and differentiation
- Difficulty
- Moderate
- Time to result
- ~ongoing to results
- Steps
- 5
- Confidence
- 92%
Milad describes Lone Goat’s best practices as a connected operating system rather than a single sales tactic. First, leverage every available resource: personal knowledge, colleagues, company contacts, and the wider network. Second, use the Marine Corps phrase FITFO—figure it out—and bring a solution rather than stopping at the problem. Third, follow up consistently so prospects and referral partners remember you when a need appears. Fourth, organize prospecting by assigning different actions to different days. Finally, think outside the box and create a visible reason to be remembered. His concrete example is mapping fifty weekend open houses, bringing a videographer, and offering agents a quick highlight video. The system converts resourcefulness, cadence, and differentiation into repeated opportunities.
Origin
Milad Shamoun listed relationships, leverage, FITFO, follow-up, organization, and outside-the-box action as Lone Goat business practices. Extracted from Coffeez for Closers.
Core principles
- 01Use every available resource before accepting defeat
- 02Bring solutions instead of merely reporting problems
- 03Stay top of mind through consistent follow-up
- 04Create attention by doing what competitors do not
How to run it
- 1
Leverage the resource ladder
Try your own knowledge first, then ask people inside the company, then reach into your wider contacts. Keep expanding the search until you find relevant expertise.
Pro tip Define the answer or capability you need before contacting others.
- 2
Convert problems into solutions
Do not stop at describing what is wrong. Investigate the available options and return with a practical recommendation.
Pro tip Use the FITFO prompt to restart action when the first route fails.
Watch out Resourcefulness does not justify ignoring regulated processes.
- 3
Run a follow-up cadence
Call or text contacts to check in and offer help. Consistent touches keep you top of mind when a relevant lead appears.
Pro tip A brief, useful check-in can be enough to refresh the relationship.
Watch out Do not turn follow-up into repetitive pressure.
- 4
Assign actions to days
Organize the week so each day has a defined business-development action. This prevents follow-up and prospecting from depending on mood.
Pro tip Separate database touches from field prospecting so both happen consistently.
- 5
Create visible differentiation
Observe what competitors routinely do, then design a more useful or memorable action. Test it directly with prospective partners.
Pro tip Milad’s example pairs open-house visits with a ready-to-use video service.
Watch out Being different is useful only when the action also creates value.
In the wild
Milad proposes mapping fifty open houses, hiring a videographer for the day, and driving to the properties. At each open house, the loan officer offers the real estate agent a quick highlight video. The service is unusual, immediately useful, and creates a natural conversation with many prospective referral partners.
→ The loan officer differentiates from competitors while creating multiple chances to form agent relationships in one day.
Common mistakes
Reporting a problem without a solution
Milad expects his team to use available people and resources, then return with an answer rather than stopping at the obstacle.
Following the market by default
Copying everyone else removes the visible distinction that gives a prospect a reason to remember you.
Letting follow-up happen randomly
Without organized daily actions, the simple calls and texts that keep relationships active are easily neglected.
Is it for you?
Best for
It is best for sales teams that need to generate opportunities without waiting for ideal leads or complete instructions.
Not ideal for
It is not ideal where improvisation would bypass legal, compliance, or customer-safety requirements.
From the transcript
“leverage all your resources”
“I don't care about the problem give me the solution right we are solution oriented”
“followup just touch touch your database it's not not hard and be organized”
From the episode
LOAN GOAT CEO Milad Shamoun