In the March 28thpost I set the stage for the things I see that help originators optimize performance and enhance the customer experience. This week we will touch on the key points of items 1 through 3 on that list. Keep in mind, that all of these are gone into in great detail on the website: www.IMTcoaching.com
The first item to conquer is the plan! The biggest failure amongst those who don’t achieve what they want is because they have failed to take the time to create the business plan they intend to follow that takes them to that specific destination. And let’s not ever call it “goal setting”. Goal setting is like a New Year’s resolution, everyone talks a good game and less than 1% really stick to the plan and get the job done!
The creation of a written plan is essential to map your way to your destination; and success is a journey to a specific destination! Your business plan should be done in OCTOBER so you can take the time to incorporate all the tools, technology, and training you need to implement the systems you plan on bringing to the table in the coming year. The business plan is also the accountability partner and the adjustment tool you refer to on a monthly basis to track your results and make needed adjustments.
Step two of the six requires that you commit to paper ALL the details involved in your business. What specific tasks is part of your prospecting plan to attract opportunities? What do you do? When do you do it? What is the cost in time, effort, and dollars?
Once you have your prospecting efforts all mapped out, you have to clearly lay out the loan process experience from the time the customer makes first contact, to the specific details of your post-closing strategy. Every call, card, email, text, communication, alert, follow-up, warning, and contact needs to be identified, scheduled, implemented, and checked against your time line to be sure the quality of the experience remains in place over the test of time. The quality of that customer experience is the life blood of your future business and becomes your force of attraction for repeat business and future referrals! It is the very VALUE of your relationship with that client that keeps them connected to you!
Step three is critical if you are ever going to consistently perform at a high level without running the risk of becoming consumed by your business and risking “melting down” or as some would call it, “burn out”. This key step is the very success structure most people envy, but few achieve. The reason is, it’s too easy to ditch the structure and not see an instant penalty for aborting the process.
More and more we live in a less defined world. Everything is becoming 24/7/365 and people just except it as a fact. That’s too bad! For people to think they must be a slave to their business is just flat out wrong! You are a loan originator, not a trauma surgeon! Although, even trauma surgeons have days off and go on vacation and disconnect from their business! There are no mortgage emergencies! Nobody dies in our business! While some people may think they do, it’s not true!
By focusing yourself to your time, tasks, and schedule, you can use the tools you have already learned to become a great success in the mortgage industry. Face it, if you managed your class schedule in high school, you can become a great originator. Once you see the magic of your life when you schedule your own success, you will never go back to being reactive. It’s about your system working all the time, not you! Frequent and scheduled vacations help relieve stress, provide an opportunity to enjoy the rewards of your efforts, and keep you connected to the real reason you go to work!
Next week, items four through six! As always, questions or comments: Mike@IMTcoaoching.com