The Super Bowl is in a few days and two teams have made it into the final game to determine professional football’s champion. Professional football teams from all over the country have built organizations, drafted and recruited players and coaches; and put together their teams to compete this past season and now we are one game away from finding out who that champion will be.
Many will remember who wins the trophy. A few less will remember the stars and players who were instrumental in getting their team to the “big game”. But the challenge in the mortgage industry is we don’t have a championship. We don’t have set rules for how we “play the game” or determine who is “best”. The champion for the mortgage industry will never be determined by a contest. In fact, no company, bank or organization could lay claim to being the best because the best of what we do happens every day. It happens by winning the game with each customer and referral partner we serve.
While the mortgage industry will never be able to have a true championship, we can have champions. As an industry, we can build teams, organizations, and companies that strive to build that perfect process and deliver exception value to our customers and referral partners on a daily basis.
It starts with knowing the rules. It begins with understanding the core values and philosophies needed to take a customer from contact to closing perfectly. It happens when we set ourselves up to deliver perfection by understanding what perfection is, then doing everything we need to do so it happens every day. Think about it, have you ever written down what the perfect process looks like? Have you ever asked yourself the question, if everything went perfectly, what would have just occurred? You can’t deliver on perfection if you don’t know what it looks like!
How do we build it? What does it look like? Who do I need? What tools will I use? All good questions you will need to answer. The beauty is, this is an open book test! You know the questions in advance; all you have to do is find the answers!
In 2014, just like we have done in the past, we will challenge you to keep asking the questions and striving to find the answers. We will share with you what we find out, and look forward to you sharing with us what you discover. As you prepare for Super Bowl weekend, think about the two teams playing. Their journey did not just start back in August. These individuals have spent most of their lives preparing for the opportunity to play in this game. One team will win. The mortgage industry does not work that way. There is no schedule of events that leads to a final determination. There is only our own schedule of events that leads to our own final determination.
Before you sit down Sunday night to watch the game, why not take some time and create your own “playbook” on how the perfect process would be. Just like they draw it on the blackboard, what do your “plays” look like? Do you run the ball or pass the ball? Do you focus on a high scoring offense, or did you develop a bone crushing defense?
Have you studied the rules? Do you know how to connect people with perfection? Have you thought about all the ways you generate value by providing endless opportunities for your clients and referral partners? Is it on paper? Have you shared your playbook with the people on your team to be sure you are all working for the same goal? Will you practice each play and perfect each skill so that every movement is smooth and graceful? Will you scout the best talent to work with? Will you coach them to victory? Will your clients and referral partners become advocates for what you do because it was so much better than what they ever expected that they can’t help but refer you over and over again?
For many, being a mortgage professional is enough. Some are happy to make a living doing loans. But for others just making a living is not enough. Some people strive to be the best. To build an experience that is truly exceptional. We get to raise the bar in 2014. What worked in the past may not work any longer. We will all need to get better. To some, they will build the perfect process and share it with those in their markets and become champions!
Are you just playing the game, or are you creating a championship season?
Remember that the first “Mortgage Success Made Simple” event is being held in Scottsdale Arizona on February 7th! The event is FREE and all the details are on the website http://www.IMTCoaching.com and register for the “Scottsdale Event”. If you are interested in having us make a stop in your town or city, please let us know and we will do what we can to set up an event as close to you as possible!
Who do you think will win the Superbowl?
Denver Broncos or Seattle Seahawks