It sounds like a very simple statement, but it’s true, you can’t help those who refuse to help themselves. As a coach and mentor, I know that all the direction and philosophy is wasted on those who won’t implement. In more than 20 years of managing, mentoring, and coaching mortgage professionals to the highest levels of success; I know all too often that many people will never invest their energy in improving their own outcomes. As my friend Steve Harney once said, “You can only pave the road in front of people; they have to drive the bus!”
You only need to look at the mortgage and real estate markets to see the proof. People are becoming more and more addicted to paying for opportunities than they are learning and mastering the skills required generating them on their own! This comes from the highest levels. Some coaches and trainers push the narrative. The very organizations who are supposed to grow and build these industries do nothing as the landscape shifts into a model the will push a vast majority of Realtors® and lenders into a low paying support role of a newly defined and automated industry!
Just like the companies who have reacted by putting in scanners in stores to take orders and check-out customers because of price pressure and the lack of people who feel that the quality of the customer experience is no longer required, those who no longer have those starting jobs now complain they have no opportunities to get a start! Well, this is being done to the mortgage and real estate communities. Loan originators and Realtors® don’t want to do the work and turn to automation to generate an opportunity, then don’t provide a great customer experience, the customer doesn’t see the value, then buys from an online company because it all became about the PRICE and not the total VALUE.
NAR and the MBA do nothing to warn, educate, support, or even bother to debate the issues at hand. When a CEO of a major lead seller, property marketer and buyer, and builder of the one stop shop to cover the entire transaction with the push of a button and not around qualified professionals; don’t be surprised when the consumer runs toward price and a lousy experience because that CEO know that Realtors and Lenders now need the lead provider MORE than the other way around!
So you get to choose; buy your leads and become dependent of the handouts, or learn the craft of being a quality professional that offers the consumer a choice of a quality experience. You can’t command top dollar for your efforts if you aren’t doing anything more than what an algorithm will do for far less money!
By 2025 more than 75% of those licensed in real estate and mortgage will be working in call centers, be in support of a lead person of a team, or out of the industry completely! Just watch! It’s becoming more about becoming a celebrity agent or originator, and NOT about being the local professional who provides a great customer experience. A handful of a few, supported by many, will become the new normal as nobody feels the need to do the WORK anymore!
Questions or comments: Mike@IMTcoaching.com