As often happens, the inspiration for this week’s blog post comes right from one of my coaching calls with one of my clients. As it usually goes, I start the call by asking each client about how their week went and what kind of activity they were seeing. This call was no different. The answer however, caused me to take a moment and try to stop a process of thought that I see far too often from loan originators, almost an attitude of being bothered by having too many opportunities.
I know it sounds strange, but you can see it happen with people who have been in the business a while and are pretty productive. This originator was exactly that, a veteran who has experienced a great deal of success in his career that had a pretty busy weekend with new preapprovals and current preapprovals that found properties and went into contract. Now for many of us, that kind of weekend would be greatly appreciated and we would be happy that we were on the receiving end of all of this good fortune! It is in fact why we prospect and manage all of these relationships, so that we gather new opportunities and convert those into applications and closings; but as it sometimes happens, too much success can sometimes be taken for granted and even feel like an imposition!
In an effort to remind this originator of all the hard work and investment he has made to establish himself and nurture all of these relationships that provide this wealth of opportunity, I found myself trying to find a way to refocus my client and get him back on track, when I thought of a scene from a movie I once saw called “The Rookie”. Actor Dennis Quaid portrays the true story of high school baseball coach who motivates his team by agreeing to try out as a major league pitcher!
As fate would have it, his team goes on to win the championship and coach is now forced to honor his pledge. With a wife and children, he manages to be invited to play minor league baseball and a chance at the majors! Well life in your thirties at the minor league level isn’t easy, and the challenges grow to the point he wants to quit, when he sees some small kids playing the game and enjoying the pure joy of baseball!
Jim Morris, once again excited with his love of the game, showed up the next day with all the passion to play, connects with a future star who seemingly is just going through the motions and utters the line, “You know what we get to do today? We get to play baseball!” Jim goes on to get called up to the majors and plays a couple of years living the dream of being a real major league pitcher!
This is what I reminded my client. Today you get to do mortgages! You get to work with great people, earn their trust, help them accomplish their goals, and make a damn good living in the process! So when you get to a point where all the activity feels like it’s too much. When you are feeling pressure to do that next preapproval or enter in that next contract; take a moment and think to yourself that this is exactly what you have spent your entire career trying to make happen!
“Today, you get to do mortgages!”
Questions or comments: Mike@IMTcoaching.com