We have been talking a great deal this time of year about business planning and setting the proper expectations for 2016. So many of my clients do such a great job, it is often difficult to get them to expand their thought process and reach deeper into a better personal outcome. While speaking to a group of originators in Houston this past week we came across the challenge of leaving behind the things we have based our business on in order to move to a higher level of quality. It’s uncomfortable to leave behind what we know in search of what we really want. What we have is often frustrating and short of what we truly want, but it’s all we can do working the way we work, doing the things we do.
Change isn’t such an easy thing to deal with. Given the whole TRID situation we are often forced to deal with outside requirements that force change, even if we aren’t happy about it. So if we have all had to deal with TRID because that was the new requirement; why isn’t it just as simple to make the very structural changes to our business that we need to make so that we are getting what we want and need, not just accepting what we are getting? As my good friend Steve Probst would say, “In order to make any significant change to your current situation, the first thing that must change is your mind!” I have valued that statement a great deal and as a coach, it is likely more true in my business than most other situations. We have to change our mindset in order to change our outcomes!
So during this business planning season, and it IS business planning season, you must first take a good hard look at where you are and how you got here. Is what you are doing worth the outcome you are getting? If so, keep working that plan and see if you can reduce the time it takes so you can either work in more opportunities, or take more time off! If things are NOT going as you had wanted, look at what you are getting, where it’s coming from, and make the following determinations:
- Can I get more from those who are giving to me?
- Can I find more people like those who are currently referring me?
- Is what I am getting, worth the time and money invested?
- If the answer is “YES”, then proceed and grow. If the answer is “NO” then something has got to go!
You can’t keep following the same failing pattern in hope that things will get better. They won’t likely get better by themselves. You are going have to make some changes.
Those changes can be anything from improving your prospecting to improving your pull through rate. The changes can be in your system of how the client goes from contact to closing and paying attention to the question: “Have I done all I could to replace this file with another file, or have I gained a referral partner who will now refer me as a result of this experience?” Have I looked at each activity and referral partner and calculated if they are a part of the team I bring with me into 2016, or do I need to cut them loose in order to focus on people or activities that generate a better result? Sometimes the best addition to your life can be made by subtracting something that isn’t working as well as it should!
Change is never an easy thing to deal with. Fear of the unknown can be a very powerful thing. But the pain of living with unacceptable results and not doing anything about it is capitulation! You never have to accept poor results. You never should be satisfied with not living up to your own expectations. I am often accused of asking more of my clients than they are prepared to give. That may very well be true. But I have never asked of my clients anything that they aren’t capable of doing!
So as you plan for 2016, ask yourself this question: “Am I prepared to live 2016 the same way as I did in 2015, or do I expect more of myself?” If you fall into the camp of wanting more of yourself, then what about you and your actions are you prepared to change in order for 2016 to be different?
Will I keep accepting what it is I am being given; or am I going to go out and do what it takes to get what I need?” It’s your choice.
Questions or comments: Mike@IMTcoaching.com